• Asia Marketing Journal
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• 제22권2호
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• pp.87-98
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• 2020

HANSSEM is a furniture company that leads the market of residential space in Korea. The goal of this case study is to focus on how HANSSEM copes with IKEA, the world's largest furniture retailer after entering the Korean market in December 2014. IKEA's entry into Korea is possible to destroy the existing orders in the retail industry and reduce the profit of incumbent local players by realigning industry relationships. However, HANSSEM achieved rapid growth with the largest market share in the furniture market through its internal capabilities. The authors propose the main success factors in three ways: (1) residents-database including apartment floorplans in Korea, (2) high-quality human services provided by construction and A/S (After-sales Service), (3) channel diversification that provides comprehensive consultations (e.g., flagship stores, home shopping channels, stores in marts, and interior dealers). Especially, there have been various consumer needs in Korean market, such as creating their own stylish space economically. HANSSEM meets customer's needs by reinforcing the space-package (complete-interior is provided to customer in a package rather than combining individual piece of furniture) and opening showrooms, which makes customers freely experience the products and receive detailed consultations on interior designs by alleviating customers' difficulties in decorating their homes. Based on HANSSEM's outstanding activities and new investments, we look forward to seeing that HANSSEM will achieve its ultimate goal of maintaining the position of number one furniture company by attaining customer satisfaction through higher quality in Korea.

• 유통과학연구
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• 제21권12호
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• pp.113-125
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• 2023

Purpose: Support policies for small and medium-sized retailers (SMSRs) have been promoted in various ways over the past 20 years, but they are generally regarded as unsuccessful. The purpose of this study is to analyze the process and impact of policy changes, identify the reasons for the lack of success, and explore policy alternatives. Research design, data and methodology: This study explored major policies in various categories such as the retail industry, traditional markets, and Micro-Enterprises from the mid-1990s to the present. It also analyzed the short- and long-term impacts of major policies at the retail format level like SMSRs, using data from Statistics Korea's service industry survey. Results: This research found that sudden shifts in policy philosophy conflicted with the existing market structure and reduced the effectiveness of policies. It also found that policies aimed at improving competitiveness at the SMSRs-level had some effect, while polices aimed at supporting expenses at the individual store-level were difficult to achieve their intended purpose. Conclusions: The failure of the policy to support SMSRs is fundamentally due to the late response and conflicts between policies. It was also not successful due to the policy's focus on individual store-level expenses and maintaining employment rather than structural improvements of SMSRs format.

• Journal of Korea Trade
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• 제26권5호
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• pp.106-124
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• 2022

Purpose - The increasing share of Korean private label products (PLPs) in the domestic market helped generate lucrative revenue. In recent years, major South Korean retailers have begun to cast their sights on overseas markets and actively export their PLPs. In China, the proportion of private label fresh food (PLFF) is gradually expanding amid the development of the new retailing model. A profound understanding of the relationship between private label fresh produce and purchase intention may be the answer to helping Chinese retailer private labels expand supply chains in Korea. This study, taking Chinese retailers as an example, examines the impacts of selection factors of private label fresh food and perceived value on purchase intention. Apart from that, the relationship between the selection factors and purchase intention will be analyzed with perceived value as a mediator. Design/methodology - This work aims to empirically analyze the purchase intention of private label fresh food using statistical analysis. In this study, a hypothetical causal model consisting of 6 latent variables and 24 measured variables is developed based on the literature review. To validate the research hypotheses and the research model, SPSS23.0/AMOS23.0 is used to analyze factors such as validity and reliability, as well as structural equation modeling. Findings - The hypothetical model established in this study is of general applicability. In respect to PLFF, perceived value, while significantly influencing purchase intention in combination with four selection factors (perceived quality, perceived price, brand trust, and store image), mediates partially between the first three factors and purchase intention, which rules out the impact and mediating effect of store image on purchase intention. Originality/value - These research results, as helpful insights into the present circumstances of Chinese PLFF in the domestic market, provide useful information and guidance for Korean retailers and service providers to innovate production and service, as well as develop marketing and promotion strategies, so that they can shift private label goods with advantages from domestic demand to export, thus increasing overseas profitability. Further, this work will also contribute to relevant research.

• Asia pacific journal of information systems
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• 제17권2호
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• pp.83-95
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• 2007

We are motivated by how offline and online firms compete. The Internet made many conventional offline firms build a dynamic online business as another sales channel using their advantages such as brand equity, an existing customer base with comprehensive purchasing data, integrated marketing, economies of scale, and longtime experience with the logistics of order fulfillment and customer service. Even though the hybrid selling using both offline and online channel seems to have advantages over a pure online retailer, all the conventional offline firms are not seen to create an online business. Many conventional offline firms began to launch online business since the Internet era, however, just being online business is not likely to guarantee success. According to Bizate.com's report whether the hybrid channel strategy is successful is still under investigation. For example, consider the classic case of Barnes and Noble versus Amazon.com, Barnes and Noble was already the largest chain of bookstores in the U,S., when Amazon.com was established in 1995, BarnesandNoble.com followed suit in 1997, After suffering losses in its initial years, Amazon finally turned profitable in 2003. In 2004, Amazon's net income was $588 million on revenues of $6.92 billion, while Barnes and Noble earned $143 million on revenues of $4.87 billion, which included BarnesandNoble.com's loss of $21 million on revenues of $420 million. While these examples serve to motivate our thinking, it does not explain when offline firms should venture online. It also does not provide an analytical framework that can generalized to other competitive online-offline situations. We attempt to do this in this paper and analyze a hybrid channel model where a conventional offline firm competes against online firms using its own direct online channels. We are particularly interested in an optimal channel strategy when a conventional offline firm sells its products through its own direct online channel to compete with other rival online firms. We consider two situations where its direct online channel and other online firms are symmetric and asymmetric in the brand effect. The analysis of this paper presents several findings. In the symmetric model where a hybrid firm's online channel is not differentiated from a pure online firm, (i) a conventional offline firm will not launch its online business. In the asymmetric model where a hybrid firm's online channel is differentiated from a pure online firm, (ii) a conventional offline firm can launch its online business if its brand effect is greater than a certain threshold. (iii) there is a positive relationship between its brand effect and online customer costs showing that a conventional offline firm needs more brand effect in order to launch online business as online customer costs decrease. (iv) there is a negative relationship between its brand effect and the number of customers with access to the Internet showing that a conventional offline firm tends to launch its online business when customers with access to the Internet increases.

• 감성과학
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• 제23권1호
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• pp.3-16
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• 2020

최근 패션 e 커머스 시장이 팽창됨에 따라, 온라인쇼핑몰시장이 급격히 증가하고 있으며 경쟁이 치열한 상황이다. 많은 유통업자들은 온라인 쇼핑몰에 뛰어들어 물류서비스 품질에 대한 노력을 기울이고 있다. 본 연구는 패션온라인 쇼핑몰에 대하여 고객만족도와 재구매율에 영향을 주는 물류서비스 품질이 무엇인지, 또 성별에 따라서 차이가 있는지 조사하였다. 200명의 온라인 쇼핑몰 이용자를 대상을 표집하였으며 SPSS25 패키지를 이용, 분산분석, 요인분석, t-test, 상관분석 등 통계 분석하였다. 그 결과, 반품이유에 따라서 성별에 따른 차이를 나타내었는데, 품질에 차이를 보이거나 다른 제품이 배달되어도 남성은 여성보다 반품을 덜 하고 있었다. 또 패션온라인 쇼핑몰에서도 반품물류서비스는 일반적인 물류서비스 요소와 동일하게 정보성, 신뢰성, 신속성 등 3가지로 나눌 수 있었으며, 이에 대한 평가와 고객만족은 정적인 상관관계를 나타내었으며, 이는 재구매 의도에도 유의한 영향을 미치는 것으로 나타났다. 셀렉 쇼핑몰이 반품이유, 재구매 의도와 만족도가 높은 반면에 전문쇼핑몰이나 일반 쇼핑몰은 비교적 낮은 것으로 나타났다. 반품물류 유통은 물류서비스의 품질과 구성요소 뿐만 아니라 잡지와 같은 정보를 제공하는 페이지 및 콘텐츠를 추가함으로써 고객의 만족도 및 재구매율이 높아질 것이다.

• 패션비즈니스
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• 제14권3호
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• pp.35-51
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• 2010

This study aims at providing data for establishing a marketing strategy which can enhance the competitiveness of Korea domestic SPA(Specialty Store Retailer of Private Label Apparel) Brands by suggesting countermeasure strategy through the observation and analysis for SPA Brands, under the current circumstance in which the systematic and scholastic discussion for the matter, is lack, despite the diastrophism in fashion industry is prospected according to the rapid growth of Global SPA Brands. For this purpose, the characteristic and current status of Global SPA Brands is examined, and the main cause of growth is analyzed by approaching to their marketing characteristic, in this study. In relation with this situation, this study suggests the provisions as below, which are drawn from the analysis on Global SPA Brands' marketing strategy, so that Korea domestic SPA Brands could achieve successive performance under fierce competition. First, to be a competitive SPA Brands a business should be able to supply products with frequent product turnover by an interval level of one week or so, the existent product planning by seasons, as a business obtains various swift informations on consumers' demand with R&D center foundation. Secondly, SPA Brands should establish a strategy that a business can create high net profit by inventory management which enables lowering inventory ratio remarkably, and a strategy for innovative product supply by small quantity batch production, along with founding a high technological logistics system. Third, SPA Brands should establish a strategy for primary cost reduction by overseas dispersed outsourcing in order to enable diverse product development and rational price setting. Fourth, fashion marketers should establish also a strategy for communication by which brand image can be delivered effectively, by firming the brand identity and by informing product characteristic and customer service totally, with the method of VMD and flagship store. Additionary, fashion marketers also should establish a strategy by developing mobile application which can provide brand image and diverse other fashion related information.

• 한국의류산업학회지
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• 제16권5호
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• pp.730-744
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• 2014

With advances in QR code, mobile is becoming one of important channels in the fashion retail industries. This study attempts to understand the importance of QR code utilization in creating multi-channel business model. Study objectives are to classify types of multi-channel retailing by QR code utilization and to explore the role of QR code technology in strategic marketing elements for types of multichannel retailer. As an exploratory approach, a total of 78 news articles regarding QR code issues were reviewed and analyzed by focusing on 48retailers seleted in this study. The results found seven dimensions of QR code marketing strategies: abundant product information, additional information contents, transaction accessibility, connectedness to channels, location based service, loyalty program and multimedia advertising. Based a combination of channels and level of mobile apps' activation, multichannel retailers utilizing QR code technology were classified into four types; bricks-click-active mobile model, bricks-click-inactive mobile model, bricks-click model, and click-active mobile model. There were differences of using QR code marketing strategies among multichannel models. According to results, for bricks-and-mortar retailers, QR code was critical to integrate shopping experience with merchandise or sales promotions across channels. In addition, for non-store retailers, the QR code utilization was successful in expanding mobile channels, which can promote retail sales by a two-way interaction with customers via the mobile apps.

• 복식문화연구
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• 제15권1호
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• pp.25-36
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• 2007

As the materials being used in children's clothing become diverse, the number of reported problems related to various aspects of washing and wearing is increasing. Many customers experience great dissatisfaction when using these children's garments due to their lack of professional knowledge in washing, fabric, and detergents. Thus, this paper focuses on various cases in which housewives have experienced product damage after washing their children's garments according the prescribed directions. Of particular interest is how the consumers respond to such damage in garments and how their experiences with garment damage affect the sellers of these garments. A total of 292 housewives with children less than 8 years old living in Seoul responded to our survey, out of which 83 reported to have suffered negative consequences. By analyzing the 83 responses, the following results were found: First, the problems reported by the housewives in regards to washing children's garments were mostly related to the durability or color change problems. Secondly, the most favored means of response to garment damage were 'complaining directly to the seller' (16.7%) and 'complaining at the customer service department of the manufacturer or seller' (13.5%). Thirdly, among the actions they requested to the seller/manufacturer, 'ask for an exchange' marked the highest. Lastly, respondents admitted that their experiences with garment damage as well as the attitude or response of the manufacturer/retailer to their complaints would influence their repurchase intention.

• The International Journal of Costume Culture
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• 제2권1호
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• pp.31-42
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• 1999

The category killer that has been rapidly growing mainly in advanced countries since early 1990's, is a mew distribution model which aims for obtaining market controlling power by surpassing competing businesses in a specific area of products. The domestic situation of category killers is very different from that of advanced ones abroad since it has just been introduced into the Korean market. At the moment, there are only 10 or so companies operating in the market : Geopyung's , Taeheng's , Midopa's , of Sinsegye Department store, adn of Yerim International. The purpose of this study is to examine problems of domestic companies in the present market by analysing the operation status of category killers in domestic markets as well as foreign ones, and to suggest a counter-strategy of category killers for the distribution environment of the 21st century to improve the competitiveness of Korean distribution industry. The competitiveness of category killers lies above all in products lines. Category killers are equipped with the greatest number of products lines among those of competing businesses due to maximized product selections in an limited range. Another source of competitiveness may be found in balanced strategy positioning. That is to say, category killers are in a position where they can adjust policies towards any of the three purposes while aiming at them altogether : prices of discount stores, products range of specialty stores, and customer service level of department stores. It is also necessary for efficient store operation to use information technology such as electronic data interchange (EDI), electronic pose system(EPOS) and electronic funds transfer (EFTPOS). As for the cost structure, category killers can gain an advantage over other business since operating cost of various sections can be saved. There are, however, certain risks that category killers with strong competitiveness may influence on other businesses a great deal and even facilitate their decline. Yet it seems that the growth of category killers will be more viciously restrained by continuous challenges from other businesses. The distribution industry is supposed to develop through such competition and restraint.

• 유통과학연구
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• 제9권1호
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• pp.29-38
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• 2011

우리나라 대부분의 소매업태가 성장 또는 성숙단계에 머물고 있는 현재, 어떤 혁신적인 소매업태가 새로 출현하고 발전해 갈 것인가? 그리고 그 혁신적인 소매업태가 출현하고 발전해 갈 성장동력은 무엇인가? 본 연구는 이러한 문제인식에 근거하여 소매업태의 차별화경쟁과 소비자선택과의 상호행동을 연동하여 논의할 수 있는 소비자선택모델을 구축하여 혁신적인 소매업태의 출현과 발전과정을 분석하는 것이다. 본 연구에서의 분석결과는 다음과 같이 요약할 수 있다. 첫째, 소매시장에서 새로운 진공지대가 발생하면 그곳에 저가격·저서비스 또는 고가격·고서비스의 혁신적인 소매업태가 출현한다. 둘째, 진공지대에서 신규업태의 수가 많아지면 신규업태간의 수평적 경쟁이 야기되고, 이를 통해 각 신규업태는 격올림을 전개한다. 셋째, 신규업태가 격올림을 전개하면 신규업태와 기존업태간의 이업태간 경쟁이 야기되고, 이 경쟁에서 기존업태와 신규업태간의 동화과정이 전개된다. 넷째, 각 소매업태는 기존의 유통기술 프론티어를 돌파하기 위해 유통혁신을 추진하게 되고, 다른 소매업태는 그 혁신자를 추종한다. 위에서 언급한 분석결과를 근거로 하여 본 연구에서는 세가지 시사점을 제언할 수 있다. 첫째, 본 연구는 소매업태가 차별화전략을 추진할 때 사용되는 점포 속성에 대한 소비자의 의사결정과정구도에 대응하면서 최종적으로는 시장점유율의 변화와도 연동하여 논의할 수 있는 소비자선택모델을 구축하였다는 점이다. 둘째, 본 연구는 이러한 소비자선택모델을 토대로 혁신적인 소매업태의 출현과 발전과정에 대한 분석을 보다 정교한 논리 구조에 입각해서 설명하였다는 점이다. 셋째, 본 연구에서의 논의한 소매업태의 발전과정은 시장에서 경쟁우위를 획득하기 위해서 소매업태가 소매믹스를 어떻게 전개할 것인지에 대한 소매업자의 경영관리 측면에서의 해법을 제시하였다는 점이다.