• Journal of the Korean Society of Clothing and Textiles
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• v.31 no.9_10
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• pp.1321-1332
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• 2007

The purposes of this research were to investigate the influences of shopping value, brand awareness, and the types of sales promotion on the purchase of bundled cosmetics. In experiment, 1) shopping value 2) brand awareness 3) types of sales promotion were manipulated as independent variables, and consumer preference and purchasing intention of bundle of cosmetics were measured as dependent variables. This research was an experimental design which was $2{\times}2{\times}2$ mixed factorial design. For the data analysis, factor analysis, cluster analysis, three-way ANOVA were used by utilizing SAS program. The main results of the study were summarized as follows: First, the results indicated that the consumer of hedonic shopping value have a positive effect on preferring price-cut sales, especially if brand awareness is high. Second, the consumer of utilitarian shopping value preferred price-cut sales to special offer, irrespective of brand awareness. This result indicates that consumers who gets more involved in and enjoys shopping are likely to have more brand awareness than others. This. seems to be the important characteristics of shopping. Consumer who have utilitarian shopping value concerned in price. The result showed the 3-way interaction effects on the consumer preference of bundle of cosmetics.

• Journal of Korean Society of Industrial and Systems Engineering
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• v.43 no.4
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• pp.142-149
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• 2020

A manufacturing company should produce its products and make a profit to continue its management. With the adoption of a multi-category small-volume production system, manufacturers that produce concrete pump-cine products are carrying out improvement activities to increase their market share amid the business-to-customer business environment. However, the slump in the construction investment environment has led to a decline in sales of concrete pump trucks. The purpose of holding inventory is to prevent loss of sales opportunities with the rate of change in the sales plan, and reducing the rate of change in the product can reduce unnecessary inventory and, in order to realize this, the goal of reducing inventory can be achieved by reviewing the parts that can be designed for common use. Therefore, to reduce the inventory of concrete pump trucks, semi-finished publicization design is necessary. According to the analysis, the frame assembly process of the 32M model is common. Production capacity can be secured without loss of sales opportunity.

• Journal of the Korea Fashion and Costume Design Association
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• v.17 no.2
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• pp.1-10
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• 2015

The purpose of the study was to analyze differences in importance of product selection criteria of retail buyers in Dongdaemum market according to price line of products, annual sales volume of the company, and work period as a retail buyer. The study defined a retail buyer as a buyer who buys apparel products in Dongdaemum market for their own stores. The questionnaire developed by the researchers was distributed to 200 retail buyers in Dongdaemun market. One hundred seventy two questionnaires were used in the final analysis. The data were analyzed by common factor analysis, ANOVA, and Tukey's test using SPSS 18.0/Windows. The results showed that product selection criteria were classified into 4 factors: fashion design, price, quality, and assortment. There were significant differences in importance of product selection criteria by retail buyers in Dongdaemum market according to price line of products and annual sales volume of the company, and work period as a retail buyer. The buyers of higher price products showed higher importance in all four factors of the product selection criteria. Also, the buyers of the company with lower annual sales volume considered price factors more important, but the buyers of the company with higher annual sales volume thought quality factor more important. Moreover, the buyer with work period of less than three years regarded price as a more important factor.

• Journal of the Korean Society of Floral Art and Design
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• no.42
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• pp.145-156
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• 2020

The purpose of this study was to investigate status survey on flower products with high sales by item and peak season. The survey was implemented for 103 people who are running flower shop and are members of association for Engineer Floral Design who are acquired Craftsman Floral Design and Engineer Floral Design. The result of this study, the peak season for the sale of flower product is showed May (52.0%) and February (24.3%). The reason for the selection was in May, month of family, teacher's day, etc. in February, personnel transfer and graduation ceremony. As a result of researching flower products with high sales volume by category, Cut flowers were ranked the first place of bouquet (51.5%%, 40.3%) and the second place of basket (28.8%, 37.5%) on annual and peak season. And also, Corsage, which was 6^th (1.8%) in the annual sales volume survey, increased to 3^rd (8.0%) during peak season. Pot plants were ranked 1st of foliage plant (50.6%, 51.3%) and 2nd tropical orchid·oriental orchids (27.4%, 28.3%) on annual and peak season. And also, Charcoal and bonsai, which were unresponsive in the annual sales survey, increased sales volume to 0.7% and 2.6%, respectively, during peak season. Processed flowers were highest ranked dry flower (45.3%, 39.5%), preserved flower (27.7%, 37.2%) on both non peak season and peak season. And then followed by artificial flower, pressed flower and collage.

• Journal of Distribution Science
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• v.17 no.11
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• pp.81-92
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• 2019

Purpose: The salesperson, the core of the operating activities, plays the role of connecting the inside and outside of the company, representing the company to the consumer and identifying and responding to the customer's needs. The department store industry is the most representative retail industry in South Korea, and competition among its peer group and industry is intensifying, requiring differentiated service sales activities and performance from its employees. This study divided the sales force system into activity control(process-oriented control) and output control(performance-oriented control) and verified the differential impact on the job attitude of the salesperson (e.g., job satisfaction and burn-out), respectively. In addition, the effect of job satisfaction and burn-out of the salesperson on the job performance were checked. Research design, data, and methodology: The survey was conducted on 200 sales people working at five branch stores of Hyundai department store in Seoul, and 194 of them were analyzed. The reliability and validity of the variables were analyzed and hypotheses were verified through the SEM. Results: Results have shown that activity control has a greater impact on burn-out compared to output control, and output control has a greater impact on job satisfaction compared to activity control. It has been shown that the salesperson's burn-out does not affect sales performance, but that job satisfaction has a positive effect on sales performance. Conclusions: This study examines the effect of sales force management system such as activity control and output control, on the job attitude and sales performance in department stores. According to the results of this research, each of two control systems have a discriminatory effect on the job attitude variables. For the sales managers of department store, it is recommended to increase the efficiency of sales management by increasing the use of outcome control compared to activity control.

• The Korean Journal of Community Living Science
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• v.24 no.3
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• pp.313-325
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• 2013

The purpose of this study is to investigate impulse buying and the searching for sources of information among males and females in their 20s by their utilization of sales promotion in an internet fashion shopping mall. The findings were as follows: First, there was a statistically significant difference in the use of sales promotion by age and gender. Second, two factors, such as a price-oriented utilization of sales promotion and a non price-oriented utilization of sales promotion were extracted from the analysis of sub factors of the utilization of sales promotion in an internet fashion shopping mall. Third, five factors, including affective impulse buying, provocative impulsive buying, situational impulse buying, reminder impulse buying, and pure impulsive buying, were extracted from the analysis of sub factors of impulse buying in an internet fashion shopping mall. Fourth, the utilization of sales promotions in an internet fashion shopping mall had statistically significant effects on the sub factors of impulse buying, provocative impulse buying, situational impulse buying, reminder impulse buying, and pure impulse buying. Fifth, the analysis of the correlation between the utilization of sales promotion and the searching for sources of information revealed that price-oriented utilization of sales promotion had a correlation with DM or text message, advice from friends or family, advice from a sales person, information from friends or colleagues, celebrity supporters on TV dramas or movies, and product commercials and information.

• Journal of the Korean Society of Clothing and Textiles
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• v.29 no.11
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• pp.1389-1398
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• 2005

The purposes of this study are to verify the sales promotion effect of bargain sale of department store, and to investigate the relationship between the effect of bargain sale and the consumer attitude toward economics. For those purposes, secondary data was collected. The data was composed of monthly sales data of women's casual wear, men's suit, inner wear, infant's wear, and golf wear in a department store from 1996 to 2003. The data on consumer attitude toward economics was collected from 'Consumer Attitude Index' issued by SERI. The results are as follows. First, there were differences in the sales promotion effects of bargain sale by merchandise class and by year. Men's suit was the class that the effect was highest, and inner wear was the class the effect was lowest. In addition, the effects were simultaneously lowered by year. Second, sales promotion effect of bargain sale had relationship with consumer attitude index. The yearly transitions of the two data were almost similar. This means that as the consumer attitude becomes pessimistic, the motivation to consume also becomes lower, so that sales promotion effect of bargain sale also decreases. In addition, women's wear and men's suit showed the most similar transition patterns with the consumer attitude index.

• The Journal of Asian Finance, Economics and Business
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• v.8 no.12
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• pp.485-496
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• 2021

This study explores the direct relationship between challenge and hindrance demands affecting autonomous extrinsic motivation and sales performance. In addition, we examine the mediating role of autonomous extrinsic motivation in the relationship between challenge demands, hindrance demands, and sales performance. This study explores the direct relationship between challenge and hindrance demands affecting autonomous extrinsic motivation and sales performance. In addition, we examine the mediating role of autonomous extrinsic motivation in the relationship between challenge demands, hindrance demands, and sales performance. This study proceeded in two phases comprising preliminary and prime research. First, preliminary quantitative research was conducted through face-to-face interviews with 125 observations to analyze the reliability of the scale and exploratory factor analysis to evaluate the measurements. The data collected from 431 real estate market employees shows that both challenge and hindrance demands positively and negatively affect sales performance through autonomous extrinsic motivation. Furthermore, challenge demands and hindrance demands affect positive and negative sales performance through autonomous extrinsic motivation, respectively. This study suggests that business organizations should design job demands to ensure that challenging work is suitable for employees' job positions. Thus, they will contribute to motivation and help employees achieve job performance.

• The Research Journal of the Costume Culture
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• v.29 no.6
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• pp.865-880
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• 2021

The purpose of this study was to examine job competencies for sales training program development to maximize profits in fashion retailing. An empirical online survey was conducted from September to December 2019, and data was collected from 200 salespeople and store managers working in fashion stores. Results were analyzed using frequency analysis, factor analysis, variance analysis, and regression analysis with SPSS 25.0. The major findings of this study were as follows. First, the most important job competencies identified by fashion store managers were: sales sense know-how, customer service skills, and sales person's fashion style sense, product knowledge, fashion marketing and customer management. The job competency factors for sales training programs included empathy with the customer, product knowledge, communications and networking, basic job requirement, and sales skills. These five factors positively influenced the employment intentions and expectations of work performance of graduates. These factors also had a positive influence on the need of sales training program and intention to participate in retraining. Store managers in fashion retail thought the most appropriate period for on-the-job training was either 2-4 days or more than 1 week. The results of this study can be used as a base to develop training programs for job efficiency for salespeople in fashion retailing.

• The Journal of Information Systems
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• v.31 no.2
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• pp.159-177
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• 2022

Purpose Online reviews are critical for sales of online shopping platforms because they provide useful information to consumers. As the eCommerce market grows rapidly, the role of online reviews is becoming more important. The purpose of this study is to analyze how online reviews written by domestic consumers affect product sales by classifying the types of products. Design/methodology/approach This study analyzed how the effects of review characteristics(reviewer reputation, reviewer exposure, review length, time, rating, image, and emotional score) on the usefulness of online reviews differ depending on the product types. Subsequently, how the impact of review attributes (review usefulness, number of reviews, ratings, and emotional scores) on product sales differs according to each product type was compared. Based on the FCB Grid model, the product type was classified into high involvement-rational, high involvement-emotional, low involvement -rational, and low involvement-emotional product types. Findings According to the analysis result, the characteristics of reviews useful to consumers were different for each product type, and the review attributes affecting product sales were also different for each product type. This study confirmed that it revealed that product characteristics are major consideration in evaluating the review usefulness and the factors affecting product sales.