• Journal of Global Scholars of Marketing Science
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• v.13
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• pp.159-181
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• 2004

The purposes of this study are following. First, we want to review the relationship between trust and precedent variables including shared value, communication and opportunistic behavior in the on-line and off-line channel. Second, building the relationship among variables from previous research, we develop the research model. Third, based on the empirical analysis, we want to build the relationship among variables. Fourth, based on results of analysis, we want to elicit implications for marketing management from the trust in on-line channel in order to enhance the relationship commitment and customer loyalty. Theoretical implications of this study are following. First, under the multiple channel retailing environment, trust in on-line channel is influenced by the trust in off-line channel that the company is operating. Previous researches couldn't found this result because these researches divided on-line and off-line channel separatedly, Second, under the multiple channel retailing environment, on-line or off-line relational attributes including shared value, opportunistic behavior and communication have a effect on trust or relationship commitment So, shared value, opportunistic behavior and communication are very important variables having a effect on trust and relationship commitment in not only off-line channel but also on-line channel. Third, trust and relationship commitment were important mediate variables in multiple channel environment. This result goes with previous researches in single channel.

• Journal of the Korean Society of Clothing and Textiles
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• v.31 no.12
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• pp.1721-1732
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• 2007

This study identified types of information source, and explored a path model for consumer information search by shopping attributes in the context of online decision making. Participants completed self-administered questionnaires during regularly scheduled classes. A total of 219 usable questionnaires were obtained from respondents who enroll at universities in the southwestern region of the United States. For data analysis, factor analysis and path model estimation were used. Consumer information source was classified into three types for online clothing purchases: Online source, Offline retail source, and Mass media. Consumers were more likely to rely on offline retail source for online clothing purchases, than other sources. In consumer information search by shopping attributes, online sources were more likely to be related to transaction-related attributes(e.g., incentive service), whereas offline retail source(e.g., displays in stores, manufacturer's catalogs and pamphlets) were more likely to be related to product and market related attributes(e.g., aesthetics, price) when purchasing clothing online. Also, the path model emphasizes the effect of shopping attributes on traditional retailer search behavior, leading to online purchase intention for clothing. This study supports consumer information search by attributes, and discusses a managerial implication of multi-channel retailing for apparel.

• Korean Business Review
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• v.13
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• pp.107-132
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• 2000

The entry of large discount stores such as E-mart, LG mart, Magnet etc. into small cities have had a profound impact on the business of small-sized retailers. Now, it becomes the matter of survival for small-sized retailers and it is almost impossible to reverse those trends. Without satisfying consumers' various needs and wants, retailers can not survive. Therefore, it is extremely important to understand retail competition from the perspective of consumers in order for retailers to survive in the turbulent environment. The previous research studies on retail competition have focused on the comparison among different types of retailers with respect to strategic retail mix variables. However, they do not consider the competitive aspects of consumers' sides. In addition, we do not fully understand the meaning of "shopping." Shopping means hedonic shopping as well as utilitarian shopping. Utilitarian aspects are important but consumers also prefer' hedonic aspects too. That is the reason that traditional retailers such as small-sized retailers can not compete with modem and large retailers. We use three different methods to identify the macro and competitive structure. of retailing with respect to shopping. Factor analysis, multidimensional scaling, and multiple correspondence analysis are used to produce perceptual mapping of retail competition. Department store and large discount store are identified as close competitors but both might have an indirect impact on small-sized retailers through demand shift toward high end retailers.

• Fashion, Industry and Education
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• v.14 no.2
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• pp.47-59
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• 2016

This research is concerned with comparing fluctuation in the Korean and the US economies in order to ascertain the degree to which the former is influenced by changes in the latter. The aim of this research is to explore business cycles, to examine consumer expenditure in Korea and the US, and to discover the relationships between business fluctuation indexes and overall expenditure. Statistical data from the national statistics of Korea and the US during period from 1990 to 2015 were used. The instrument included a measure of GDP, unemployment rates, GDP deflator rate (inflation rates), and household income and expenditure. For the average annual household expenditures, food, apparel and transportation expenditure data were compared across the two countries. Data were collected separately from different (though comparable) sources and were analyzed using relatively straight forward statistical techniques. It was found that Korean and the US consumers' income and expenditure were greatly affected by economic fluctuations. Total expenditure and the expenditures for food and transportation were much influenced by business fluctuation in the US, whereas, the expenditures for apparel were much influenced by business fluctuation in Korea.

• Journal of Fashion Business
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• v.25 no.6
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• pp.81-101
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• 2021

Traditional department stores have been struggling to attract customers for several years. Many retail stores have closed in recent years, even before the COVID-19 pandemic. The reinvention of in-store shopping value and experience is imperative to attract customers and reinvigorate retail business. The purpose of this study was to discover which in-store components can improve customer experiences and loyalty while also identifying dissatisfaction issues in consumer experiences in department stores. The data was collected from two consumer groups-luxury department store (Selfridges) customers and mid-market department store (Debenhams) customers-to identify the types of value and experiences they seek most often. The findings showed that to enhance their store patronage, Debenhams should reposition their brand image in a way that allows customers to connect with their self-image and lifestyle by improving efficiency and convenience and prioritizing the utilitarian and social value types. By contrast, Selfridges should enhancetheir store atmosphere, visual merchandising and sensory experiences by maximizing slow retailing experiences and emphasizing the aspirational self-concept image for symbolic and hedonic value. This research uncovered the existence of numerous overlappingvalue dimensions, each of which contributed to the enhancement of the others. Several young customers expressed their support for ecologically responsible, cost-effective second-hand luxury products. Instead of focusing merely on conventional value dimensions, department retailers should determine how environmental and ethical objectives can be fulfilled. This study explained how department stores can craft their in-store environments to appeal to their customers' preferred value types to ensure success in a competitive market.

• Journal of Distribution Science
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• v.20 no.9
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• pp.109-126
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• 2022

Purpose: The role of salespersons' emotions in effective selling behavior garners attention among scholars and practitioners. Previous studies have investigated the effects of emotional intelligence and emotional labor on sales success separately. However, to understand the whole process, the relationships among salespersons' cognition, emotions, and behaviors should be considered simultaneously. Accordingly, we uniquely examined how salespersons' emotional intelligence (emotional antecedent) and customer orientation (cognitive antecedent) influence their emotional labor (deep acting vs. surface acting), adaptive selling behavior, and the selling results in the retail environment. Research design, data, and methodology: To improve methodological rigor, we used the dyadic approach. We measured 182 salespersons' emotional intelligence, customer orientation, and emotional labor, and 364 customers assessed the salespersons' adaptive selling behavior and selling results in the insurance and duty-free department retailing sectors. Result: The findings suggest that salespersons' customer orientation and emotional intelligence relate to deep-acting of emotional labor, affecting their adaptive selling behavior and relationship quality with customers. Conclusions: As for managerial implications, sales managers may well consider emotional intelligence levels when selecting salespersons in the retail industry. Additionally, practical training programs are required to cultivate customer orientation, emotional intelligence, and deep acting while performing emotional labor.

• Journal of the Korean Society of Clothing and Textiles
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• v.36 no.4
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• pp.432-442
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• 2012

This study investigated the practical use of educational subjects and contents of materials in the fashion industry field and analyzed all data from respondents depending on business area and years of work in order to develop appropriate educational methods and courses. The survey was conducted with 151 questionnaires; 148 responses were used in the data analysis. The statistical analysis methods were frequency analysis, factor analysis, and ANOVA. The factors of educational subjects for Clothing and Textiles were classified into three categories of product planning, manufacturing and basic information, and manufacturing-related subjects (including materials); subsequently, these showed a high practical use in the fashion business. There were significant differences in the practical use of educational subjects that depended on business areas and years of work for respondents. In the case of education of materials, the contents of fibers, knit fabrics and textile planning were used the most in various business areas; in addition, there were also significant differences in the practical use of knits, textile care, textile planning and trade, and textile retailing depending on business area.

• Journal of Distribution Science
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• v.16 no.10
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• pp.23-30
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• 2018

Purpose - This study intended to investigate ways to influence on the Chinese female consumers' use of mobile payment services. For this purpose, this research investigated the relationships among security and compatibility of the mobile payment service, perceived usefulness and perceived ease of use, psychological benefit, and intention to use mobile payment. Research design, data, and methodology - This research developed a structural equation model in which the usefulness, the ease of use, and the psychological benefit are predictors and the intention to use is a dependent variable. Data were collected from China female in Jiangsu and Shandong province. Results - Empirical results showed that the security and the compatibility had a positive influence on the usefulness and the ease of use. The usefulness and the ease of use influenced on the psychological benefit respectively and the psychological benefit had a positive influence on the intention to use. Conclusions - This research contributed to the mobile payment service literature by showing how Chinese women consumers adopt the mobile payment service based on TAM. Moreover, current study introduced the security and the compatibility as antecedents of the usefulness and the ease of use and revealed the mediating role of psychological benefit. Managerially, theses results suggested retailing companies ways to influence on the Chinese female consumers' use of mobile payment services.

• The Journal of Asian Finance, Economics and Business
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• v.7 no.9
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• pp.517-526
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• 2020

This research investigates the relationship among product quality, service quality, perceived value, customer satisfaction, and behavior intentions. Validated measurements were identified from a literature review. The measurement model and the conceptual model depicting hypothesized relationships were evaluated based on responses from 220 customers using confirmatory factor analysis and structural equation modeling. The testing results show that, for the direct path, product quality has a significant, positive influence on customer satisfaction, and behavioral intentions. Also, perceived value directly influences customer satisfaction and behavioral intentions and satisfaction is an antecedent of behavioral intentions. For the indirect path, service quality has a significant, positive influence on behavioral intentions through the customer satisfaction. The major finding of this study suggest that service quality easily attract more customers, especially the young consumers. About the sale personnel, communication skills, knowledge and ways of treatment to customers are crucial to retailers to gain competitive advantage over competitors. Therefore, it should have clear and consistent processes, procedures with criteria that create the best condition for organization and individual to open this kind of retailing store. Furthermore, product quality improvement is essential; all products must have clear originality; and diversifying products and services is also the way to appeal more consumers.

• Journal of the Korean Society of Clothing and Textiles
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• v.24 no.1
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• pp.116-127
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• 2000

This study investigated the effects of sales supervisors on salespeople's goal orientations and sales performance in fashion retail setting. Specifically, it examined: 1) the differences in salespeople's goal orientations by salespeople characteristics; 2) the effects of supervisor's behavioral orientations on goal orientations of salespeople; and 3) the effects of salespeople's goal orientations on performance. A total of 343 questionnaires collected from salespeople in various apparel and accessory selling departments at four department stores in Korean were analyzed. Variables included supervisor's behavioral orientations(end-results, activity and capability), salespeople's goal orientations(learning and performance), sales performance and salespeople characteristics. MANOVA revealed that three was no difference in goal orientations by salespeople characteristics except by selling department. Multiple regression analysis revealed that supervisor's end-result orientation affected salespeople's learning orientation and performance orientation while activity and capability orientations did not. The study suggests that for long-term performance supervisors and retail organizations need to develop various supervisory behaviors, stimulate learning demands of salespeople, and provide training programs to achieve the learning goal.