Buying For the Small Apparel Retail Store: Job Content Across Four Merchandise Categories

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 (...

Section: Discussionsupporting

confidence: 89%

mentioning

confidence: 99%

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

Kotsiopulos

Oliver

Shim

1993

“…Francis and Brown (1985) found differences between apparel and appliance buyers, and Fiorito and Fairhurst (1989) found differences between small store buyers in different merchandise categories. Francis and Brown (1985) found differences between apparel and appliance buyers, and Fiorito and Fairhurst (1989) found differences between small store buyers in different merchandise categories.…”

Section: Discussionmentioning

confidence: 99%

Comparison of Buyers' Job Content in Large and Small Retail Firms

Fiorito

Fairhurst

1993

Self Cite

The purpose of this study was to compare the job content of apparel buyers in large and small retail companies. Data were collected from 100 department store buyers and 153 independent specialty store buyers in four merchandise categories: women's, men's, and children's apparel and other apparel and accessories. The Position Analysis Questionnaire was used to describe the buyer's job content with regard to 64 worker-oriented job elements. Bonferroni paired comparison t-tests were used to adjust for a Type I error. Results tended to confirm general perceptions that large store buyers (LSBs) were more quantitative, assertive, skillful in negotiations, and time conscious than were small store buyers (SSBs). SSBs appeared to be more consumer, community, and hands-on oriented than LSBs. Similarities in job content elements or universal components were also found Buyers in both sizes of organizations found the following job elements to be important or frequently used: judging quality, estimating quantity, making decisions, and personal sacrifice.

“…Limited research has been published focusing on apparel retail buyers (e.g., Anthony & Jolly, 1991;Fairhurst & Fiorito, 1990;Fiorito & Fairhurst, 1989;1993;Shim & Kotsiopulos, 1991; Stemquist, Tolbert, & Davis, 1989;Tolbert, Stemquist, & Davis, 1988). For example, both survey research (Fairhurst & Fiorito, 1990;Shim & Kotsiopulos, 1991) and experimental research (Wagner, Ettenson, & Parrish, 1989) have addressed vendor (manufacturer) selection by retail buyers.…”

Section: Related Literaturementioning

confidence: 99%

“…For example, both survey research (Fairhurst & Fiorito, 1990;Shim & Kotsiopulos, 1991) and experimental research (Wagner, Ettenson, & Parrish, 1989) have addressed vendor (manufacturer) selection by retail buyers. Research examining the job content of apparel retail buyers has indicated that buying for a small store is more diversified than buying for a large store (Fiorito & Fairhurst, 1989). As compared to a buyer from a large store, a buyer for a small store must establish relationships with many more manufacturers' sales representatives in order to procure the merchandise assortment necessary for a small store (Fiorito & Fairhurst, 1989).…”

Section: Related Literaturementioning

confidence: 99%

Retail Buyers' and Manufacturers' Sales Representatives' Perceptions of Market Show Services in Small Apparel Markets

Fairhurst

Lennon

1996

Self Cite

This paper explores apparel retail buyers' perceptions of (a) the importance of and (b) satisfaction with services available at market shows. We also measured manufacturers' sales representatives' perceptions of the importance of the market services. Respondents were 161 apparel retail buyers and 146 manufacturers' sales representatives who attended a local midwest market show. Multivariate analysis of variance revealed that apparel retail buyers and manufacturers' sales representatives differed regarding the importance of five market show services. As compared to retail buyers, manufacturers' sales representatives attributed more importance to help for new retailers, show books, and timing of the markets. As compared to manufacturers' sales representatives, retail buyers attributed more importance to the number of lines available and to parking arrangements. Results of a multiple regression analysis revealed that retail buyer satisfaction with (a) timing of markets, (b) number of lines available, (c) buyer's lounge, and (d) the provision of help for new retailers accounted for 74% of the explained variance in satisfaction with overall market services. Suggestions are offered for improving market services.