Buying Competencies: A Comparison of Perceptions Among Retail Buyers, Managers, and Students

Abstract

The objectives of the study were to determine the degree of importance that retail buyers (N = 86), retail managers (N = 73), and students studying merchandising (N = 252) place on certain competencies and to determine which competencies were most often listed as most important by each of the three groups. Data were collected using a self-administered questionnaire. The rating of buying competencies among the three groups was facilitated by using Kruskal-Wallis tests. Twenty-one of the 35 competencies had significant differences in the mean scores between at least two groups. Managers and students placed greater importance on most of the competencies than did retail buyers. The competency ranked most often as important by buyers was the ability to negotiate effectively with sales representatives while both students and managers selected the ability to understand customers' needs. The findings have implications for retailers as well as for educators.One purpose of an academic institution is to produce graduates who are prepared for the professional world. These young people need competence to attain entry-level positions and to progress through higher levels of career paths.Competencies have been used for curriculum decisions in fields such as education, public relations, management, hotel/restaurant managementThe basic concept of competencies was consistent throughout all these reports. Terms such as skills, predisposition, traits, and knowledge which are essential to perform the duties of a specific position were included in the studies.One important aspect in the identification of these competencies was that practitioners from the professions were questioned regarding their impressions of skills critical for success. By studying the views of actual practitioners, educators were able to determine what was currently necessary to those working in the fields. Greenwood ( 1981 ) noted the importance of identifying competencies necessary in the field of merchandising. She stated that information obtained from practitioners in retailing was necessary to make curriculum decisions and to determine content of specific courses.A number of studies associated with textiles, clothing, and merchandising curricula have addressed competencies necessary for graduates of merchandising programs. Business and technical skills as well as human relation skills were often noted as important competencies in most studies of retailers (Gamer ). Specifically, retailers tended to emphasize the relevance of math and accounting along with communications and management.Retail buying is often a career goal of many students within a merchandising program. Studies have addressed the skills needed by buyers within a variety of different retail settings. Kean (1985) noted that the three areas deemed most important for discount store buyers were decision making, negotiating, and interpersonal skills. She also found that these skills, along with computer skills, were perceived by buyers as necessary for their futures in retailing. Francis andBrown (...

Marketability of the textile and apparel master's graduate to business and industry employers

“…Several studies have focused on specific subdisciplines in textiles and apparel. Kotsiopulos, Oliver, and Shim (1993) investigated. Abilities such as decision making, problem solving and analysis, analyzing information, planning/scheduling, combining information, and compiling information were used frequently by buyers.…”

“…To design this portion of the questionnaire, several resources were consulted. Selected competencies established by the American Apparel Manufacturers Association (1995) as well as those identified in academic articles and books outlining employment needs in the textile and apparel industry were included (Dickson, 1984;Fair, Hamilton, & Norum, 1990;Forney, 1984;Glock & Kunz, 1995;Kotsiopulos, Oliver, & Shim, 1993). Also consulted were lists of job attributes and skills needed in the textile and apparel industry (Careers in Retailing.…”

“…Some interest has been shown by textiles and clothing faculty (i.e., the October 1992 ITAA roundtable discussion)^ to examine what careers exist for students once they have obtained a Master's degree. Although studies have focused on textiles and apparel undergraduate competencies for the textile and apparel industry (Fair, Hamilton, & Norum, 1990;Gamer & Buckley, 1988;Kotsiopulos, Oliver, & Shim, 1993), the question remains whether students with textiles and clothing Master's degrees are marketable and whether this advanced degree is considered valuable and/or necessary by employers in the textile and apparel industry.…”

Visionary perspectives of apparel retailing in the next millennium: implications for the textile and clothing profession

“…Retailing has been one of the most important career goals for students majoring in business administration, fashion merchandising, and even liberal art (Kotsiopulos, Oliver, & Shim, 1993;Rudd, 1981). The retail field is viewed as one of the fastest growing industries for employment opportunities.…”

“…In an effort to keep abreast with industry trends, retail academicians have given attention to practitioners' perceptions by studying the views of actual practitioners (Greenwood, 1981;Kotsiopulos, Oliver, & Shim, 1993). Much of previous research has focused on needed competencies and coursework requirements for successful retailers (Alkire, 1993;Avery, 1989;Chambers, 1986;Coates, 1971;Fischo, 1976;Gamer & Buckley, 1988;Greenwood, 1981;Hartman, 1979;Huber & Davis, 1987;Hudson, 1978;Kelly, 1980;Kotsiopulos, Oliver, & Shim, 1993;Mariotz, 1980;Neal, 1981;Sheldon, 1985-86;Swerdlow, 1978). By reflecting retail practitioner views, college educators have attempted to update retail curricula, thus providing students with the necessary preparations for future careers.…”