Consideration of Assortment Decision Criteria : Men’s Wear vs. Women’s Wear and Male vs. Female Retail Buyers
1
조회
0
다운로드
1
인용
0
참고문헌
키워드
초록
Purpose – The purpose of this paper is to examine how clothing retail buyers (i.e., retail buyers, merchandisers, and storeowners), who are involved in assortment planning and retail buying use assortment criteria in their decisions. Comparisons are made between criteria used by men’s wear and women’s wear retail buyers as well as criteria used by male and female retail buyers. Research design, data, and methodology – A structured questionnaire was developed to collect data both in English and Korean. After conducting two pilot tests, the survey was conducted in Seoul, South Korea. Mantrala et al.’s 17 inputs of product assortment planning model with 23 assortment criteria from other previous studies were used. Results – Significant differences existed in consideration of assortment criteria between men’s wear and women’s wear retail buyers as well as between male and female retail buyers. Men’s wear retail buyers rated the importance of sales history criteria (i.e., sales history, previous year’s sales of same/similar styles) significantly lower than women’s wear buyers did. Female retail buyers rated sales history criteria and weather criteria (i.e., unpredicted weather change, forecasting information of weather) significantly higher than male retail buyers did. Conclusions – This study provides guidelines for retail buyers regarding what criteria to use in what situations and how to organize assortment criteria from the most important criterion to the least one. In addition, the findings help them understand other retail buyers’ buying behavior.
Abstract
Purpose – The purpose of this paper is to examine how clothing retail buyers (i.e., retail buyers, merchandisers, and storeowners), who are involved in assortment planning and retail buying use assortment criteria in their decisions. Comparisons are made between criteria used by men’s wear and women’s wear retail buyers as well as criteria used by male and female retail buyers. Research design, data, and methodology – A structured questionnaire was developed to collect data both in English and Korean. After conducting two pilot tests, the survey was conducted in Seoul, South Korea. Mantrala et al.’s 17 inputs of product assortment planning model with 23 assortment criteria from other previous studies were used. Results – Significant differences existed in consideration of assortment criteria between men’s wear and women’s wear retail buyers as well as between male and female retail buyers. Men’s wear retail buyers rated the importance of sales history criteria (i.e., sales history, previous year’s sales of same/similar styles) significantly lower than women’s wear buyers did. Female retail buyers rated sales history criteria and weather criteria (i.e., unpredicted weather change, forecasting information of weather) significantly higher than male retail buyers did. Conclusions – This study provides guidelines for retail buyers regarding what criteria to use in what situations and how to organize assortment criteria from the most important criterion to the least one. In addition, the findings help them understand other retail buyers’ buying behavior.
참고문헌 (45)
- Arbuthnot, J. J., "Identifying ethical problems confronting small retail buyers during the merchandise buying process", Journal of Business Ethics, 16(7), pp.745~755 (1997)
- Arbuthnot, J. J., "Selection criteria and information sources in the purchase decisions of apparel buyers of small retailing firms", Journal of Small Business Management, 31(2), pp.12~23 (1993)
- Bahng, Y., "The relationship between temperature and sales : Sales data analysis of a retailer of branded women’s business wear", International Journal of Retail and Distribution Management, 40(6), pp.410~426 (2012)
- Bahng, Y., "Retail buyer segmentation based on the use of assortment decision factors", Journal of Retailing and Consumer Services, 21(4), pp.643~652 (2014)
- Berni, S., "He shops, she shops", Progressive Grocer, 80(3), pp.51~52 (2001)
- Bruce, M., "Buyer behavior for fast fashion", Journal of Fashion Marketing and Management, 10(3), pp.329~344 (2006)
- Chiger, S., "Consumer shopping survey", Catalog Ave, 18(9), pp.57~60 (2001)
- Cho, S., "Gender, fashion innovativeness and opinion leadership and need for touch : Effects on multi-channel choice and touch", non-touch preference in clothing shopping, 2011, pp.15(3), 363~382
- Da Silva, R., "Assessing the influence of retail buyer variables on the buying decision-making process", European Journal of Marketing, 36(11), pp.1327~1343 (2002)
- Davies, G., "The delisting of products by retail buyers", Journal of Marketing Management, 10(6), pp.473~493 (1994)
- Duncan, R. B., "Characteristics of organizational environments and perceived environmental uncertainty", Administrative Science Quarterly, 17(3), pp.313~327 (1972)
- Ettenson, T., "Retail buyers’saleability judgments : A comparison of information use across three level of experience", Journal of Retailing, 62(1), pp.41~63 (1986)
- Fischer, E., "Sex, gender, identity, gender role attitudes, and consumer behavior", Psychology and Marketing, 11(2), pp.163~182 (1994)
- Fiorito, S. S., "Buying for the small apparel retail store : Job content across four merchandise categories", Clothing and Textiles Research Journal, 8(1), pp.10~21 (1989)
- Fornell, C., "Evaluating structural equation models with unobservable variables and measurement error", Journal of Marketing Research, 18(1), pp.39~50 (1981)
- Grewal, R., "Embeddedness of organizational capabilities", Decision Sciences, 38(3), pp.451~486 (2007)
- Nilsson, J., "Reseller Assortment Decision Criteria" (1987), JAI Press
- Heckathorn, D., "Respondent-driven sampling : A new approach to the study of hidden Populations", Social Problems, 44(2), pp.174~199 (1997)
- Hair, j. F., "Multivariate Data Analysis" (1988), Prentice Hall
- Kang, K., "Clothing retail buyers’color assortment decision factors", paper presented at the 1st International Conference on Clothing and Textiles (2004)
- Kannan, V. R., "Buyer-supplier relationships: The impact of supplier Selection and buyer-supplier engagement on relationship and firm performance", International Journal of Physical Distribution and Logistics Management, 36(10), pp.755~775 (2006)
- 김종진, "The Effects of Elderly(Senior) Buying Factors and Satisfaction on Retailer's Online Shopping", 유통과학연구, 15(7), pp.43~52 (2017), 한국유통과학회[DOI]
- Kincade, D. H., "Merchandising of Fashion Products" (2010), Pearson Education
- Kincade, D. H., "Merchandising Math : A Managerial Approach" (2004), Prentice Hall
- Kline, B., "Information sources and retail buyer decision-making : The effect of product-specific buying experience", Journal of Retailing, 70(1), pp.75~88 (1994)
- Kok, A. G., "Retail Supply Chain Management" (2006), Kluwer Publishers
- Kollat, D. T., "Customer impulse purchasing behavior", Journal of Marketing Research, 4(1), pp.21~31 (1967)
- Kongsompong, K., "Consumer diversity in multicultural arenas : An investigation of social influences between Asians and westerners", International Business and Economic Research Journal, 5(12), pp.55~64 (2006)
- Mantrala, M. K., "Why is assortment planning so difficult for retailers? A framework and research agenda", Journal of Retailing, 85(1), pp.71~83 (2009)
- Neu, J., "The influence of gender on behaviors and outcomes in a retail buyer-seller negotiation simulation", Journal of Retailing, 64(4), pp.427~461 (1988)
- Patsy, P., "The decision-making process of luxury fashion retail buyers in Greece", Journal of Fashion Marketing and Management, 18(1), pp.85~106 (2014)
- Peter, J. P., "Consumer Behavior and Marketing Strategy", pp.1999, Irwin
- Sanjeev Prashar, "Factors Prompting Impulse Buying Behavior: Shoppers in Dubai", Asian Journal of Business Environment, 5(3), pp.5~15 (2015), 한국유통과학회
- Rajagopal, "Determinants of Shopping Behavior of Urban Consumers", International Journal of Consumer Marketing, 23(1), pp.83~104 (2011)
- Rajput, N., "Dynamics of female buying behavior : A study of branded apparels in India", International Journal of Marketing Studies, 4(4), pp.121~129 (2012)
- Sheth, N. J., "Research in Marketing" (1981), JAI Press
- Silver, E. A., "Inventory Management and Production Planning and Scheduling" (1998), John Wiley & Sons
- Swindley, D. E., "Retail buying in the United Kingdom", The Services Industries Journal, 12(1), pp.210~219 (1992)
- Van Ryzin, G., "On the relationship between inventory costs and variety benefits in retail assortments", Management Science, 45(11), pp.1496~1509 (1999)
- Von Mackensen, S., "Prevalence of weather sensitivity in Germany and Canada", International Journal of Biometeorology, 49(3), pp.156~166 (2005)
- Vorhies, D. W., "Benchmarking marketing capabilities for sustainable competitive advantage", Journal of Marketing, 69(1), pp.80~94 (2005)
- Wagner, J., "Vendor selection among retail buyers : An analysis by merchandise division", Journal of Retailing, 65(1), pp.58~79 (1989)
- "Why women feel the cold more than men" (2016)[URL]
- 유승우, "A Study on the Competition Strategy for Private Super Market against Super Super Market", 산경연구논집, 2(2), pp.39~45 (2011), 한국유통과학회
- Zou, S., "The GMS : A broad conceptualization of global marketing strategy and its effect on firm performance", Journal of Marketing, 66(4), pp.40~56 (2002)