• 제목/요약/키워드: retailer brands

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스캐너 패널 데이터를 이용한 유통업체와 제조업체간의 고객확보 및 유지 전략에 관한 연구 (The Strategies of Manufacturers and Retailers for Customer Acquisition and Retention Using Scanner Panel Data)

  • 이승연;손정민
    • 지식경영연구
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    • 제12권3호
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    • pp.73-96
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    • 2011
  • Recent market saturation makes the local retailers consider an attempt to innovate the market with the retailer's brand. This is the retailers' efforts to expand the market control through the enhancement of private brands. As the competition among manufacturers extends to the competition between manufacturers and retailers, the marketing knowledges of manufacturers need to be diversified to the ones that can be applied to the manufacturers and retailers due to their bilateral competition. This research concentrates on the customer acquisition strategy (attack strategy) and customer retention strategy (defense strategy) in the place of both sides of manufacturers and retailers. Also this research targets to develop the differential marketing strategies for target market's National Brand(NB)/Private Brand(PB) purchase by analyzing individual customer's purchase probability on repurchase and switch-purchase of NB and PB. This study is based on the data of frequently consumed product, tomato ketchup on scanner panel from the ERIM data of University of Chicago, USA. This study compares and analyzes the NB and PB repurchases and switch-purchase of 4 types. The comparisons provide the informations that which factors should be managed for the attack strategy, the defense strategy, and the differential marketing strategies both for manufacturers and retailers. This research is expected to contribute on cumulating the industrial knowledges of retailers' and manufacturers' survival strategy, expecially focusing on the effect of marketing factors and consumer-characteristic factors.

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A Study on the Factors Affecting Perceived Value of PB, Retailer Credibility and PB Purchase Intention

  • Min-Jung, KANG
    • 유통과학연구
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    • 제21권2호
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    • pp.103-110
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    • 2023
  • Purpose: The high-end and variety of recently released items are driving the growth of the distribution industry, which is the purpose of private brand (PB) products. Because PB shortens the distribution process and lowers marketing expenses, such as those associated with various commercials, more people will buy PB while paying lower retail prices. The goal of this study is to make the case that PB can be positioned successfully by determining the influence and direction of each individual constituent concept on how product and store attributes (perceived price, image of retail store) affect the perceived value of PB and the legitimacy of retailers. Research design, data and methodology: The gathered data were examined using PLS-SEM using Smart PLS 3.0 in order to analyze the research model of this study. Internal consistency was verified to demonstrate the measurement model's dependability, and extensive validity analysis, discriminant validity, and analysis were performed to verify the validity. Conclusion: This researcher attempted to gather diverse understandings and viewpoints on PB trends in addition to understanding the existing state of PB products. It is meant to be a unique and successful plan in the PB Brands' marketing strategy. By understanding the brand's value proposition aspects, it is hoped to determine how PB influences brand attitudes based on the findings of this study.

스포츠 용품 유통기업은 어떻게 지속가능한 성공을 이룰 수 있는가? : 스포츠 브랜드 진정성 개념 (How can Sporting Goods Retailers Achieve Sustainable Success? : Concept of Sport Brand Authenticity)

  • 이제경;송상연
    • 유통과학연구
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    • 제16권4호
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    • pp.57-65
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    • 2018
  • Purpose - As society continues to develop and the economy grows, consumer participation in sports activities and consumption of sports-related goods are steadily increasing. Nowadays, Spyder, the sporting goods company has achieved great success in the Korean market. In the launching, Spyder tried to communicate the sport authentic brand value to consumers as successful sporting goods brands did. The purpose of this study is to identify the key factors influencing the successful branding strategies of sporting goods retailers. In the process of value trading to the consumer, the concept of authenticity which includes 'originality', 'truth' and 'genuine' is considered as one of the most important factor for branding. This study tries to define the brand authenticity in sporting goods retailer and to develop measurement scale. This study suggests a new paradigm for sports brand research and implications for management of domestic sporting goods retailer that is losing the direction to develop brand value. Research design, data, and methodology - This research consists of two parts of study. The first study is a qualitative research to define sport brand authenticity and measuring items through expert interviews. The second study is the development of scales to the authenticity. And reliability and validity of the scales are verified by quantitative methods. A total of 500 respondents were surveyed and the statistical tests were conducted by dividing two groups. Results - This study defines the authenticity of sports brand which is divided into four dimensions; behavioral authenticity, performance authenticity, spiritual authenticity and virtuous authenticity. And this newly defined four dimensions measurement tool is proved statistically in this study in terms of reliability and validity. Conclusions - For the success of sporting goods retailers, it is important to understand the value of sport and to communicate it with customers effectively. This study suggests a tool for sport brand authenticity and also significant implications for brand strategies. In addition, every entity which is related with sport can apply the measurement scale of this study to understand their position and find direction in terms of authentic sport value.

패션제조업체의 브랜드 노출여부와 소비자의 브랜드 민감성이 패션유통 PB상품 브랜드 태도에 미치는 영향 (The Effect of Brand Exposure and the Brand Sensitivity of Consumers on the Attitude of the Private Brand Products of Fashion Retailers)

  • 김정희;이진화
    • 한국의류학회지
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    • 제34권3호
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    • pp.459-471
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    • 2010
  • This study examines the exposure effects of the brand of fashion manufacturers on the brand attitude of consumers towards the private brand of fashion retailers. In addition, it investigates the exposure effects of the brand of fashion manufacturers on the brand attitude of consumers towards the private brand of fashion retailers based on the sensitivity of consumers as related to the brand. Data are analyzed by a reliability analysis, a factor analysis, the correlation analysis, t-test, and one-way ANOVA. The main results are summarized as follows. First, when the private brand of fashion retailers (Perry Jensen) was shown to customers, three groups ('PB without exposing the brands of fashion manufactures', 'PB with exposing Galaxy', and 'PB with exposing Parkland') revealed statistically significant differences in consumer purchase intentions as well as brand preferences to the PB products of fashion retailers. The group of 'PB with exposing high-sensitive Galaxy group' showed an overall higher brand attitude than the other two groups-'PB without exposing the fashion manufactures' brands' and 'PB with exposing low-sensitive Parkland'. Second, in comparison with the effects of the brand sensitivity of each group, the group with the higher brand sensitivity showed statistically significant browsing intension as well as purchase intention on both brands of fashion manufactures (Galaxy and Parkland).

상표자산이 구매의도에 미치는 영향: 중국패션시장에서 (Brand Equity and Purchase Intention: The Fashion Market in China)

  • 이동해;최영로
    • 유통과학연구
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    • 제13권7호
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    • pp.85-90
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    • 2015
  • Purpose - Global trends play a part to change the structure of the fashion industry. In particular, companies attempting to conduct innovative marketing centering on such products as SPA brands are growing into global companies. SPA stands for "Specialty Store Retailer of Private Label Apparel", meaning its activities are fully integrated from manufacturing through sales, including material procurement design, product, distribution, inventory management, and final sales. For this reason, more understanding of individual corporate profitability is very sensitive to consumer's attitudinal changes. The effects that corporate marketing activities on customer lifetime value through brand attitude were analyzed based on a structural equation model. Rust suggested value equity, brand equity, and relationship equity as customer equity driver. The study examines Chinese consumer because China is the fastest growing fashion market in the world. Research design, data, and methodology - The survey targeted Chinese college student age 20s. Only respondents who had purchased SPA brands in the past year were included for this research. A total of 303, except for 47 missing data of 350 distributed questionnaires were included in this research. The questionnaire is consists of six part to measure value, brand, relationship equity, attitude toward brand, purchase intention and demographic characteristics. This research conducted exploratory factor analysis and reliability test. To verify research hypotheses, structural equation model test was conducted. As for customer equity, diversified models in consideration of the scope of acquisition data, a method of collection of data, influencing factor, and predictability were suggested based on a net present value model. However, the history of customer equity study is relatively short, and sufficient empirical analyses have not been conducted, so more integrated analysis is required. In this study, the concept of driver suggested by Rust was applied to figure out the effects that consumer's attitude has on customer equity. The customer equity driver suggested by them consists of brand equity, value equity, and relationship equity. Results - This study reveals that value equity and brand equity have a positive influence on relationship equity. And, relationship equity has a positive influence on purchase intention through brand attitude. However, value equity and brand equity do not influence on brand attitude. Conclusion - The results of this research generated following implications. First, SPA brands need to take advantage of their value equity such as perceived low price and up-to-date fashion style to attract Chinese young consumer. Second, strong brand equity promises dominants position in the competitive market. As Chinese fashion market grows rapidly, SPA brands can consider branding strategy such as flagship store and celebrity marketing enhancing brand image. Third, the core concept of customer equity strategy is to maintain a relationship with their expecting and existing customers. The relationship equity is built by brand equity and value equity. When SPA brands serves product and service meet with individual customers, customers have intimacy to the brands.

제조업체 Private Labels 도입의 선행요인 : 전략적 시장관리 관점을 중심으로 (Antecedents of Manufacturer's Private Label Program Engagement : A Focus on Strategic Market Management Perspective)

  • 임채운;이호택
    • 한국유통학회지:유통연구
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    • 제17권1호
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    • pp.65-86
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    • 2012
  • 우리나라에 유통업체상표(Private Label)가 도입된 지 10년이 넘었음에도 불구하고 유통업체 상표에 대한 대부분의 연구는 소비자 관점에서 진행되어져 왔다. 본 연구는 유통업체상표를 소비자 관점이 아닌 제조업체의 관점에서 바라본 연구로, 제조업체의 유통업체상표 생산에 영향을 미치는 내외부적 요인들에 대해서 자원기반이론과 S-C-P Paradigm의 통합적인 연구모형인 전략적 시장관리 관점을 제시하였다. 연구결과를 보면, 제조업체의 마케팅 역량이 높을수록 전체 매출에서 유통업체상표가 차지하는 매출이 적은 것으로 나타났으며, 마케팅 역량에는 제조업체 브랜드명성, 마케팅 투자, 제품포트폴리오 등이 영향을 미치는 것으로 나타났다. 또한 제조업체의 마케팅 역량과 유통업체 상표 생산 간의 관계에는 제조업체의 경쟁강도가 조절효과를 미치는 것으로 나타났는데, 이는 일반적으로 마케팅 역량이 높은(낮은) 기업일수록 전체 매출에서 유통업체상표가 차지하는 비율이 낮지만(높지만), 이러한 기업들 중 경쟁강도를 낮게 지각하는 제조업체의 전체매출 중 유통업체상표가 차지하는 매출은 경쟁강도를 높게 지각하는 제조업체들에 비해 상대적으로 높게 나타났다. 이러한 연구결과를 바탕으로, 본 연구는 유통업체상표 생산에 대한 이론 및 실무적인 시사점을 제시하고 있다.

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Examining the Functions of Attributes of Mobile Applications to Build Brand Community

  • Yi, Kyonghwa;Ruddock, Mullykar;Kim, HJ Maria
    • 패션비즈니스
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    • 제19권6호
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    • pp.82-100
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    • 2015
  • Mobile fashion apps present much opportunity for marketers to engage consumers, however not all apps provide enough functions for their targeted audience. This study aims to determine how mobile fashion apps can be used to build brand community with consumer engagement. Qualitative data on fashion mobile apps were collected from the Apple app store and Android market during the spring and summer of 2015. A total of 110 fashion mobile apps were collected;, 50 apps were identified as apparel brands that either manufacture or sell apparel to consumers, which we categorized as "brand" fashion apps, and the remaining 60 were categorized as "non-brand" fashion apps. The result of the study can be summarized as below. The 60 non-brand fashion apps were grouped into 5 app types: shopping, searching, sharing, organizational, and informational. The main functions are for informational use and shopping needs, since at least half (31 apps) are used for either retrieving information or for shopping. However, in contrast, social networking and location were infrequent and not commonly utilized by these apps. The most common type of non-brand fashion apps available were shopping apps;, many shopping apps enable users to shop from several different websites and save their items into one universal shopping cart so that they only check out once. Most of these apps are informational and help consumers make more informed decisions on purchases;, in addition many offer location services to help consumers find these items in store. While these apps perform several functions, they do not link to social media. The 50 brand apps were grouped into 5 brand types: athletic, casual, fast fashion, luxury, and retailer. These apps were also checked for attributes to determine their functionality. The result shows that the main functions of brand fashion apps are for information (82% of the 50 apps) as well as location searching (72% of 50 apps). Conversely, these apps do not offer any photo sharing, and very few have organizational or community functions. Fashion mobile apps and m-marketing elements: To build brand community, mobile apps can be designed to motivate consumer's engagement with brands. The motivations of fashion mobile apps are useful in developing fashion mobile apps. Entertainment motives can be fulfilled with multimedia attributes, functionality motives are satisfied with organizational and location-based features, information motives with informational service, socialization with community and social network, learning and intellectual stimulation from informational attributes, and trend following through photo sharing. The 8 key attributes of mobile apps can correspond to the 4 m-marketing elements (i.e., Informative content, multimedia, interactions, and product promotions) that are further intertwined with m-branding elements. App Attributes and M-Marketing aim to Build Brand Community;, the eight key attributes can impact on 4 m-branding elements, which further contribute to building brand community by affecting consumers' perceptions of brands preference and advocacy, and their likelihood to be loyal.

패션스토어 VMD에서 나타난 디지털 사이니지의 적용방안에 관한 연구 - 국내의 글로벌 SPA브랜드를 중심으로 - (A Study on the Method of Digital Signage in the Fashion Store VMD - Focusing on Global SPA Brands in Korea -)

  • 김윤희;이주형;한혜련
    • 한국실내디자인학회논문집
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    • 제22권6호
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    • pp.220-232
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    • 2013
  • Ever-evolving diverse communication tools bring numerous changes and improvements into the lives of humans. It is extremely important to provide visual information when communicating with consumers in the commercial arena because humans acquire over eighty percent of the information around them through sense of sight. One cannot compete with just sheer quality in today's world. Therefore, the applications of digital technology in the visual merchandising became crucial, for it can dramatically improve the market value. Among these applications is digital signage, a new media for esthetic experience. I strongly believe that this would be a new marketing tool for the brand's distinctive and unique publicity. This research has been conducted in order to find out how the fast-growing digital signage, defined by the contents, has become not just a mere digital video clip but an esthetic merchandising tool that can produce various effective marketing strategies; and to discover the characteristics that this application has brought out in the visual merchandising field of fashion stores' global SPA brands. Based on the market case study, analyses have been made for the digital signage types and strategies regarding the visual merchandising expressive elements and for the effects the digital signage application will have on publicity. According to the results, the digital signage has proven to be informative, diversely applicable and contributes greatly to the increase in sales and to the improvement of company and brand image. Thus, it is much more than just a media tool for advertisement.

애국심이 제품평가에 미치는 영향: 소비자 자민족중심주의의 매개효과를 중심으로 (Effects of Patriotism on Product Evaluation: Focused on the Mediating Effects of Consumer Ethnocentrism)

  • 홍성태;강동균
    • 한국유통학회지:유통연구
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    • 제15권2호
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    • pp.71-99
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    • 2010
  • 본 연구에서는 애국심이 자국 및 외국 제품 평가에 미치는 영향을 실증적으로 분석하였다. 또한 애국심과 제품평가 간의 관계에 있어 소비자 자민족중심주의의 매개변수적 영향력을 분석하였다. 실증분석을 위해 서울 소재 대학에 재학 중인 학부생과 대학원생을 대상으로 설문조사를 실시하였다. 조사결과 애국심은 외국제품 평가에는 영향을 미치지 않는 것으로 나타났으나, 자국제품 평가에는 긍정적 영향을 미치는 것으로 나타났다. 또한 소비자 자민족중심주의는 애국심과 자국제품 평가 간의 관계를 매개하는 것으로 나타났다. 실증분석 결과를 토대로 연구의 의의를 논하였으며, 유통관리 측면에서의 시사점을 제시하였다. 끝으로 연구의 한계점과 향후 연구방향을 제안하였다.

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Factors Influencing Association of Intermediaries in the Supply Chain of Consumer Healthcare Brands

  • SURESH, A.S.;VASUDEVAN, M.;VINOD, Sharma
    • 유통과학연구
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    • 제19권1호
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    • pp.105-113
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    • 2021
  • Purpose: The rural market in India provides tremendous scope for FMCG consumer healthcare companies to market their products because of a significant increase of rural purchasing power. Many empirical studies in this area highlight the challenges and opportunities for marketers in the FMCG space. Research articles are not in abundance to understand intermediaries' expectations in the supply chain specific to consumer healthcare products. The existing literature did not significantly address the challenges of channel partners in the rural market. The present study aims to determine the retailer expectations from manufacturers and channel members' mutual expectations in the FMCG distribution channel. Research design and Methodology: The present study adopted a qualitative research methodology. Fifty respondents from each level of distribution channel such as super-stockist, distributors and retailers in central India were identified and an interview method was adopted to collect the data. Results: Nineteen factors were identified to influence the intermediaries for involvement in the business with any FMCG brand. Factors like Profit margin, reverse logistics, credit terms, return on investment, timely payments were crucial for managing the expectations of all intermediaries. This study provides academic as well as practical implications in terms of enabling the industry to align its channel management strategies accordingly.