• Asia Marketing Journal
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• 제18권1호
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• pp.75-97
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• 2016

Globalization and the emergence of new markets has placed increased emphasis on cross-cultural sales and marketing research. Despite considerable advances in the personal selling literature, little is known about the cross-cultural transferability of key constructs. Given the degree to which well-accepted relational sales behaviors such as ASB and customer oriented selling reflect Western values such as individualism and low uncertainty avoidance, the relative efficacy of such practices in alternative cultural context is less clear. Using a Korean sample, our results confirm the beneficial direct effects of these relational selling practices upon performance. However, we also find strong workgroup interdependence diminishes the effects of ASB and that performance fully mediates the relationship between both sales behaviors and job satisfaction. In contrast to prior results, we find female salespeople and those newer to their position demonstrate stronger ASB.

• 한국의류산업학회지
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• 제14권6호
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• pp.928-940
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• 2012

The present study aimed to propose the competitive strategy to fashion brand franchise stores by analyzing articles regarding success stores as published in fashion magazines. A total of 91 articles were selected from three fashion magazines and content analysis was applied to extract major factors. Four types of trading areas and eight product types were compared by the major factors. As results, six major factors composing competitive strategy were analyzed such as personal selling, management of sales forces, promotion, customer relationship management, management of store space, and relationship with headquarter. Comparing competitive factors by the types of trading area, management of sales forces and personal selling were crucial for central district and for outlets/interchange district. On the other hand, personal selling and customer relationship management were important for local district while management of store space and personal selling were critical for tenants of the large discount store/shopping mall area. Comparing by product types, personal selling was the most important factor for all product types except young casualwear whereas the second important one was management of sales forces for adult casualwear, womenbbbs wear, and others. For menbbbs wear, sales promotion was the second important one whereas management of store space was the second crucial one for underwear and childrenbbbs clothing. Based on the present study result, it is proposed that competitive strategy of individual fashion brand franchise store should be differently developed because the characteristics of trading area and product type are different and in turn, customers benefit and competition might be different.

• 대한안전경영과학회:학술대회논문집
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• 대한안전경영과학회 2007년도 추계학술대회
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• pp.457-461
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• 2007

This study presents service quality systems such as automobile industry insurance, personal accident insurance service vehicle repair and tow services, and, the service for buying and selling of used motor vehicles. These service quality systems include contracting services, payment service, infrastructure, adjustment service, and, process.

• 한국의상디자인학회지
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• 제9권3호
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• pp.59-73
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• 2007

The purpose of this study is to find out the promotion methods for successful management of 'the fashion saho internet shopping mall' with a small capital. This study analyze the research reports, the news items, the documents on the internet shopping mall and data on promotion method which are offered by the hosting companies of the internet shopping mall like 'Cafe 24', 'Make shop', 'Whoismall' and the promotion consulting companies like 'Whoisad', 'Naver keyword shop'. And also analyze the data that interviewed the administrator of internet shopping mall and directly observed the famous internet shopping mall sites. Generally speaking, the promotion mix, marketing communication program can classify 'advertisement', 'publicity', 'personal selling', and 'sales promotion'. This study analyze the research materials on the basis of advertisement, publicity, personal selling, and sales promotion. The result are as follows. 1. The promotion methods at the stage of information the shopping mall site to the consumer are advertisement, and publicity. ${\bigcirc}$ The methods of advertisement are 'searching engine registration', 'advertisement of key word', 'advertisement of overture', 'advertisement of banner', 'advertisement cooperation marketing', 'advertisement of e-mail'. ${\bigcirc}$ The methods of publicity are using 'cafe', 'blog', 'Naver information site', 'community bulletin board', 'the fashion magazine or a press report' and 'cosponsorship'. 2. The main promotion methods at the stage of inducing the purchase are 'personal selling', and various 'sales promotion'. ${\bigcirc}$ 'Personal selling' at the shopping mall have an effect on the communication at bulletin board over the internet and the telephone. ${\bigcirc}$ 'Sales promotion' are attempted by 'VMD', 'deposit system', 'sale', etc.

• The International Journal of Costume Culture
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• 제13권2호
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• pp.104-117
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• 2010

The purpose of this study is to find out the effect of on-the-job experiencing program on the formation of dynamics such as creativity, organizing, and clarity necessary for launching into the society through a cause-and-effect analysis to determine the priority of resources investments and improvements of educational courses. As a result, the selling experience and planned workshop were found to have effect on the creative dynamic that preparatory business starters must secure without fail. This means that e-Fashionn Lab(http://www.bc2d.com) which is an experiencing program, is fully accomplishing its initial objective set up at the time of the system design. In addition, the selling experience and the mini-home page experience were found to have effect on the formation of organizing dynamic of preparatory business starters. This shows that the system design to realize the database of personal friendships and personal information is being used fully as an educational practice instruments. Lastly, the selling experience and planned workshops were found to have effect on the formation of clarity dynamic of preparatory business starters as experiencing characteristic has effect on creativity. However, the community (work room) experience was found to have no effect on the formation of dynamics necessary for preparatory business starters to advance into the society at this study. This signifies that the system input resources should be pushed back in priority and that curriculums and system design should be concentrated on strengthening the selling experience and planned workshop in general.

• 경영정보학연구
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• 제10권1호
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• pp.1-20
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• 2008

본 연구는 영업조직에서 CRM 시스템에 대한 투자가 판매 프로세스 혁신이라는 성과를 이루기 위해서는 영업사원의 CRM 시스템 사용이 중요하다는 데 착안하여, CRM 시스템 사용에 영향을 미치는 조직 및 시스템 차원의 변수를 조사하였다. 또한 CRM 시스템 사용을 매개 변수로 보고 이들 변수와 판매프로세스 혁신과의 관계를 실증함으로써, 향후 기업들이 CRM 시스템 구축을 통해 판매 프로세스혁신을 이루고자 할 때 그 목표를 더욱 효과적으로 달성할 수 있게 한다는 데 본 연구의 의의가 있다.

• 한국실내디자인학회:학술대회논문집
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• 한국실내디자인학회 2006년도 춘계학술발표대회 논문집
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• pp.135-139
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• 2006

Today, brands are transforming into a strategic structure which emphasize brand image more so that the product itself, and the brand identify that factors in personal preference and taste assume important positions. In particular, space where brand identify is factored in is increasingly in importance these days, which means that it is no longer about selling products themselves, but selling brand image. Accordingly, it is necessary to approach in a strategic manner when it comes to the space that factor in brand value in terms of selling brand image. Accordingly, this research examines the relationship between brand identity and space components through the space in coffee shops where brand identity is applied, to identify how indoor expression trend is utilized.

• 한국정보처리학회:학술대회논문집
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• 한국정보처리학회 2014년도 추계학술발표대회
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• pp.1042-1045
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• 2014

Recently several recommender systems have been developed in a variety of applications, but providing accurate recommendations that match the preferences and constraints of various users is quite challenging. This paper presents a method of recommending digital products based on the past preference of a user on the price, rating and selling volume of a product. Experimental results of the method with actual data of Amazon showed that the average accuracy of the recommendations made by the method is 85%. Although the results are preliminary, the method is potentially capable of making more accurate personalized recommendations than existing methods.

• Asia Marketing Journal
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• 제8권2호
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• pp.63-91
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• 2006

본 연구는 영업성과의 중요한 원인변수로 밝혀진 바 있는 학습지향성, 성과지향성, 현명하게 일함, 적응판매 능력의 개념을 보다 구체화하기 위하여 성과가 높은 영업사원 5명과 성과가 저조한 6명의 영업사원들의 영업전반에 관한 활동을 심층적으로 조사한 후 그 차이를 분석하였다. 본 연구가 11명의 정보제공자의 면접기록을 종합하여 분석한 결과 영업성과가 우수한 사원들은 다음과 같은 고유한 특징을 갖고 있었다. 첫째, 성과가 우수한 사원들은 일에 대한 자세에서 영업을 일로 생각하지 않고 자신의 생활 일부로 간주하고 있었고 자신이 하는 일에 대한 자긍심을 갖고 있었다. 둘째, 성과가 우수한 영업사원들은 자신의 부족함을 영업전반에서 인식하고 있고, 그에 따라 교육에 보다 적극적으로 참여하고 있으며, 자사뿐만 아니라 경쟁사 제품에 대한 학습도 매우 성실하게 수행하고 있었다. 셋째, 성과가 우수한 사원들은 영업목표를 보다 고객 중심적으로 세우고 있었고, 그 목표도 보다 수치화되어 있었으며, 이를 달성하기 위한 방법도 구체적으로 세우고 있었다. 넷째, 성과가 우수한 사원들은 고객 중심적 사고를 보다 구체적으로 실행하고 있었고, 고객을 스타일이나 성격 등을 이용하여 구분한 후 유형별로 적절하게 상담하고 있었다. 마지막으로 성과가 우수한 영업사원은 모든 영업단계에서의 고객별 세심한 준비를 하고 있었고, 장기적인 관점에서의 관계형성 노력을 기울이고 있었다. 이러한 연구결과는 영업사원의 고객지향성과 적응판매능력이 객관적으로 평가되어야 하고, '현명하게 일함'과 '적응판매능력'은 구분되어 분석될 필요가 있음을 시사하고 있다.

• 한국전자통신학회논문지
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• 제7권6호
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• pp.1545-1553
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• 2012

다기업간 경쟁의 격화, 저성장세의 지속, 고객욕구의 다양화 등 최근의 급격한 마케팅환경 변화는 기업들로 하여금 보다 강력한 마케팅 마케팅수단인 인적판매(personal selling)에 주목하게 하고 있다. 그것은 영업사원의 영업성과는 성격상 기업의 매출로 바로 연결되기 때문이다. 따라서 영업사원의 영업성과(salespeople's sales performance)와 관련된 인과관계를 밝히고 영업사원의 영업성과를 높이는데 어떠한 요인이 중요한 영향을 미치는가를 파악하는 것은 마케팅연구자와 영업관리자들에게 있어 매우 흥미로운 관심사가 되어 왔고 많은 실증적 연구들이 수행되어 왔다. 본 연구에서는 이러한 문제점에 대해 의미있는 방향을 제시하고자 영업사원의 영업성과에 영향을 미치는 선행요인들을 파악하여 성과와의 구조적 관계를 실증분석하고자 하였다.