• 한국의류학회지
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• 제26권3_4호
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• pp.431-442
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• 2002

The purpose of this study was to identify the importance of salesperson selling behavior such as salesperson's orientation, similarity with customers and expertise as well as the relationship benefits of salesperson. A total of 400 questionnaires were distributed to adults in Daegu-Kyongbuk area and 335 questionnaires were collected(84%) and 314 samples were used for the statistical analysis. The primary methods of the statistical analysis were factor analysis, confirmatory factor analysis, correlation and path analysis using LISREL 8. The results are as follows: First, clothings salesperson's customer-orientation(p < .10), expertise, similarity (p< .10) and salesperson's functional, social benefits showed positive relation with customer satisfaction. And salesperson's selling-orientation influenced customer satisfaction of salesperson negatively. In addition customer satisfaction of salesperson showed positive relation with salesperson loyalty and satisfaction of the stores. Second, the salesperson loyalty showed positive relation with store loyalty and word-of-mouth but showed negative relation with post-purchase information search. Customer satisfaction of stores showed negative relation with post-purchase information search but no meaningful relation with store loyalty and word-of-mouth.

• 한국의류산업학회지
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• 제10권3호
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• pp.298-306
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• 2008

The purpose of this study was to consumer's evaluation toward salesperson attributes, satisfaction of salesperson and apparel store on relationship continuity. To this end, a total of 500 questionnaires were distributed to men and women university students and 443 samples were used for the final analysis. Data were analyzed by using frequency, percentage, factor analysis, cluster analysis, One-way ANOVA, crosstabs, Pearson's correlation analysis, regression analysis. The results of this study were as follows; Looking at the effects of evaluation toward salesperson attributes, satisfaction of salesperson on relationship continuity, they showed satisfaction of salesperson had direct influence on relationship continuity extremely when men and women university students are purchasing their clothing. Uniformity, customer orientation, expertise, kindness were as follows. Looking at the effects of evaluation toward salesperson attributes, satisfaction of apparel store on relationship continuity, it showed uniformity has direct influence on maintaining relations extremely when men and women university students are purchasing their clothing. Customer orientation, satisfaction of apparel store, expertise, kindness were as follows. Through this study, it will be applied into program development data for consumer management and education, and salesperson's efficient consumer response as well.

• 대한가정학회지
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• 제41권12호
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• pp.1-12
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• 2003

The purpose of this study was to identify importance of salesperson's selling behavior's such as orientation and loyalty. A total of 350 questionnaires was distributed to high school students in the city of Daegu area and 306 respondents were used for the statistical analysis. The primary methods of the statistical analysis employed in this thesis to test the hypotheses were factor analysis, reliability analysis, correlation, and linear regression. SPSS package program was used to analyze the data. The results are as follows：1. Customers felt dissatisfaction at salesperson's selling-orientation and felt satisfaction at customer-orientation when they buy the clothes. The salesperson's selling behavior was connected with customer's satisfaction directly, and was very important to retail market 2. The customer satisfaction of salesperson shows meaningful relation and has influenced on salesperson loyalty as well as customer satisfaction of store. But the customer satisfaction of salesperson has not influenced on store loyalty. 3. The customer satisfaction of store shows meaningful relation and has influenced on store loyalty, but not on salesperson loyalty. 4. The salesperson loyalty shows meaningful relation with and has influenced on store loyalty. The more salesperson loyalty increases, the more store loyalty increases. Accordingly, it is concluded that the future success of firms and retailers depends on the quality of the relationship between customers and salespersons.

• 산업융합연구
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• 제5권2호
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• pp.3-19
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• 2007

Salesperson behavior with respect to selling orientation-customer satisfaction(SOCO) is shown to influence customer satisfaction with the salesperson, dealer, product and manufacturer in of new car purchasers. The influence of selling behaviors on product satisfaction has significant implications for manufacturers in their efforts to enhance market acceptance. Strategies to enhance product satisfaction via salesperson behaviors are discussed.

• 복식문화연구
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• 제11권6호
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• pp.793-807
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• 2003

The purpose of this study is to show the component and anticipation factors of loyalty and word-of-mouth. Specifically, hypothesis is that trust in a salesperson will influence satisfaction with the salesperson, and the store. And the satisfactions with the salesperson and the store will influence the loyalty to the salesperson and the store. Another hypothesis is that loyalty to a salesperson and a store will influence word-of-mouth. Scale items used in this study were selected from developed scales and were adapted to conforming to the selling situation in the service setting. Factor analysis and Cronbach's alpha test were accomplished. A total of 703 samples was used to test the hypotheses. The primary method of statistical analysis to test the hypotheses was a structural equation modeling on LISREL 8.3. The results of the study are as follows: First, trust had an influence on satisfaction with a salesperson and a store. Second, the results suggested that satisfaction with the salesperson and the store influences loyalty to the salesperson and the store. Finally, loyalty to the salesperson and the store influenced word-of-mouth, as predicted.

• 한국유통학회지:유통연구
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• 제11권2호
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• pp.1-27
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• 2006

본 연구는 내구소비재를 중심으로 판매원의 지각된 속성이 고객의 판매원에 대한 만족과 점포에 대한 만족, 교차구매의도, 점포추천의도간의 구조적 관계를 알아보고자 하였다. 이를 위해 대도시 소재 내구소비재를 직접 구매한 경험이 있는 소비자들을 대상으로 설문을 조사하여 250부의 설문지가 최종분석에 사용되었다. 분석결과 첫째, 판매원의 지각된 전문성, 진실성, 호감성, 고객지향성은 고객의 판매원에 대한 만족에 유의한 정(+)의 영향을 미침을 확인하였다. 둘째, 판매원의 고객지향성은 판매원에 대한 만족뿐만 아니라 점포에 대한 만족에도 유의한 정(+)의 효과를 가짐을 확인하였다. 셋째, 판매원에 대한 만족은 판매원의 지각된 속성들과 점포에 대한 만족을 매개하는 것으로 나타났다. 넷째, 판매원에 대한 만족과 점포에 대한 만족은 판매원의 지각된 속성들과 교차구매의도, 점포추천의도간의 관계를 매개하는 것으로 나타났다. 끝으로 내구소비재 관련 실무자들을 위한 관리적 시사점을 제시하였다.

• The International Journal of Costume Culture
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• 제8권2호
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• pp.111-123
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• 2005

In the fashion retail research, the role of fashion salesperson and their job satisfaction have been getting attentions. The purpose of this study was to investigate the elements affecting the job satisfaction of fashion salesperson. A hypothetical path model of job satisfaction of fashion salesperson was developed and tested. Empirical data were collected with a written survey instrument. Data were collected from 150 fashion salespersons during 2001 fall, and finally 101 responses were analyzed. As results of series of regression analysis, final job satisfaction model was identified. Job satisfaction of fashion salesperson was affected by subjective job aptitudity, salary, fashion product knowledge. fashion involvement, and work experience. Managerial implication and research limitation were discussed.

• 패션비즈니스
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• 제11권3호
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• pp.46-58
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• 2007

The purpose of this study was to identify the physical surroundings and the salesperson's service in apparel stores, and to examine their effects on customer satisfaction and the intention to repurchase. The data was collected from a questionnaire conducted on 312 female adults who had just finished shopping, and was analyzed by frequency analysis, factor analysis, reliability analysis, regressive analysis and ANOVA analysis with SPSS 10.0. The results were as follows: (1) As a result of the factor analysis, five factors were identified with regard to physical surroundings: spatial layout and functionality, presentation and aesthetics, ambience, convenience, and information. The factors pertaining to the salesperson's service in apparel stores were divided into four dimensions: knowledge and assurance, convenience and responsiveness, etiquette, and empathy. (2) As far as physical surroundings are concerned, spatial layout and functionality, presentation and aesthetics, ambience, and convenience were all found to influence customer satisfaction. In terms of salesperson's service, convenience and responsiveness, etiquette, and empathy each had an influence on customer satisfaction. (3) Furthermore, physical surroundings and the salesperson's service influenced the intention to repurchase. The intention to repurchase is influenced by spatial layout and functionality, ambience, convenience, and information with regard to physical surroundings, by knowledge and assurance, convenience and responsiveness, and empathy with regard to the salesperson's service. (4) It was revealed that the significance of the physical surroundings and salesperson service factors varies depending on the consumer's age, level of education, and income.

• 한국의류학회지
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• 제32권1호
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• pp.45-54
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• 2008

The purposes of this study are to examine consumer's perception about salesperson services of fashion stores, and how salesperson services influence on consumer's satisfaction, repeat purchase intention by price perception. The data was obtained from a survey of 420 fashion product consumers in their 20's living in Gwangju city in 2006. It was analyzed by factor analyses, reliability, frequency, T-test, regression. The results of the survey were: 1) Salesperson service dimensions perceived by fashion product consumers were 4 dimensions: Customer service orientation,. Relationship orientation, Reliability & sales ability, Salesperson's appearance. 2) Salesperson services influenced on satisfaction of high price perception group and low price perception group. 3) Satisfaction and salesperson service importance influenced on repeat purchase intention of high price perception group and low price perception group. 4) The difference of salesperson services perceptions by store types were examined. The findings of this study are expected to help fashion stores make successful relationship strategy according to price strategy and keep the relationship with their customers for a long time in fashion retail setting.

• 유통과학연구
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• 제6권1호
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• pp.99-116
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• 2008

본 연구는 기업환경이 디지털화 되어가는 상황에서 영업사원의 노트북 사용이 서비스공정성과 고객만족을 매개변수로 하여 영업사원평가에 어떤 영향을 주는지에 대해 연구하였다. 연구결과 첫째, 영업사원의 노트북사용은 서비스공정성에 영향을 미치는 것으로 나타났다. 둘째, 서비스공정성 중에서 절차공정성과 상호작용공정성은 고객만족에 긍정적 영향을 미치지 못하는 것으로 확인되었고 분배공정성은 고객만족에 긍정적인 영향을 주는 것으로 확인되었다. 셋째, 고객만족은 영업사원 평가에 영향을 미치고 있음을 확인하였다. 넷째, 영업사원의 노트북 사용은 영업사원평가에 직접적인 영향을 미치지 않음을 확인하였다. 그러나 결과에서 보듯이, 영업사원의 노트북 사용은 서비스공정성과 고객만족을 통해 영업사원평가에 유의한 영향을 주는 것으로 나타났다.