衣類販賣員의 成果와 適應的 販賣와의 相關關係硏究 = A Study on the Relationship between Clothing Salesperson Performance and Adaptive Selling

다국어 초록 (Multilingual Abstract)

Adaptive selling means that a salesperson employs different sales strategy depending on the personality and needs of a specific customer. This study used survey methodology to examine the relationship between clothing salesperson performance and adaptive selling in the context of clothing sales.
The results of the study can be summarized as follows. First, income, job satisfaction and job training were found to increase sales. Second, experience, income, job satisfaction, expertise, job training and the ability to classify customer type were found to increase salesperson performance. Third, there is a positive correlation between adaptive selling and salesperson performance. These findings imply that customers for clothing goods emphasize personality and exhibit diverse needs.
Thus, to increase the performance through adaptive selling, it is necessary to increase the expertise by job training, to provide administrative efforts for job satisfaction, and to increase salesperson's income.

목차 (Table of Contents)

• Ⅰ. 서론
• Ⅱ. 이론적 배경 및 가설설정
• 2.1. 의류판매원의 개념과 역할
• 2.2. 의류판매원의 성과
• 2.3. 의류판매원 성과의 영향요인
• 2.4. 연구모형과 가설설정
• Ⅲ. 연구방법
• 3.1 설문의 구성 및 자료수집
• Ⅳ. 연구결과
• 4.1. 측정척도의 신뢰성과 타당성
• 4.2. 분석결과 및 해석
• Ⅴ. 결론
• 참고문헌