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The purpose of this study was to empirically evaluate a modified version of Sheth's model (1981) of buying behavior, in order to determine retail buyers’ willingness to trade off on negotiation variables when placing items on automatic replenishment (AR). A total of 103 usable questionnaires were returned from corporate buyers from five major department store chains located throughout the USA, yielding a 41 percent response rate. Multiple regression analysis indicated that the modified portion of Sheth's model used in this study was satisfactory in exploring relationships that exist between buyers and vendors when determining what products can be placed on AR. The model was significant and respectable in explanatory power, and the significant or highly related variables were: merchandise driven mentality; price/value; color; design; and type of merchandise category. These were all significant or highly related to the buyer's willingness to trade off on the negotiation variables (price, packaging, delivery and assortment). Future research is needed to explore the development of a model that explains the process and decision criteria for successful AR programs.

Defines and discusses the level of quick response implementation by fashion retailers, their understanding of quality response (QR) is explored and the processes for replenishments examined. This exploratory study, based on a survey of fashion retailers trading in the UK, revealed that information technology is particularly important to the large, multiple “own brand” fashion retailers as it enables the various parties in the supply chain to communicate and to respond to demand. Results indicate that retailers have not fully understood the benefits of implementing a QR strategy and perceive it more often as a strategy for internal supply chain management rather than an external supply chain strategy.

The purpose of this research is to explore supply chain management issues in the Scottish textile and clothing industry, such as company awareness of automatic replenishment (AR) systems, quick response implementation (QRI), and relationships within the supply chain.

Face‐to‐face interviews were undertaken with 33 Scottish suppliers.

Results indicate that less than a third of the companies surveyed in Scotland had implemented AR/QRI systems and that many supply chain members had not fully understood the benefits of implementing information technology (IT) to support an AR/QRI strategy. They perceive it more as a strategy for retailers than as a virtual supply chain strategy.

Since this study was limited to 33 Scottish suppliers, findings can only be used as a guide for further research into the area. The next stage of this research will be to gather more responses from UK and US suppliers of fashion garments, as well as to undertake in‐depth interviews with retail buyers in order to explore the criteria they now use for establishing supplier relationships.

The paper identifies advantages which manufacturing management could achieve: namely to improve planning, reduce stockholdings, increase production and by improved communication become a preferred supplier.

In order to survive, Scottish suppliers have to sustain competitive advantage by ensuring that they have an efficient stock management system. For manufacturers of fashion goods, speed is a priority that incurs higher production and transportation costs that can be offset against fewer mark‐downs and higher gross margins. Thus, QRI is a must for multiple fashion retailers selling “own brand” merchandise, to provide them with competitive differentiation in the high fashion end of the market. This means that suppliers need to build relationships with these retailers and implement QR systems to stay in business.

The purpose of this paper is to explain how buyers can more effectively and efficiently utilize technologies to improve their performance and to inform top executives in retail firms how these technologies can be used to improve the overall performance of the retail store.

Using a descriptive approach, the paper identifies current technologies that are being used and shows how technology can be used by retail buyers.

Technologies developed over the past 20 years have changed the way buyers execute their responsibilities with advancements in various technologies; faster transmission of data results in the ability of buyers to immediately react to inventory and pricing issues. However, given that technology investments can exceed millions of dollars, and that many retailers' margins and inventory productivity have been eroding over the last ten years, the stakes for information technology decisions have grown exponentially, so care must be taken in making these decisions.

This subject matter is most important for retail practitioners because it identifies areas where the performance of buyers can be improved. It is also valuable to college professors who teach retailing and buying and to their students because it provides current subject matter that should be incorporated into classes.

This paper identified the most current technologies being used by buyers in a variety of stores to improve their performance. In addition, this paper identified the future trends in technology adopted by innovative retailers.

The paper seeks to examine the determinants of the diffusion and infusion of computer aided design/computer aided manufacturing in the US textile and apparel industries.

A variety of sources was used to develop the survey, which was mailed to a national random sample of 500 textile and apparel manufacturers. Factor analysis was used to identify the dimensions of reasons for CAD/CAM infusion and diffusion. Three hypotheses were tested with multiple regression analyses procedures.

The responses of 103 manufacturers from all over the USA were analyzed. Diffusion and infusion of CAD/CAM was found to be driven primarily by the market. In addition, business‐unit size affected recent CAD/CAM diffusion to the systems.

Although a sample size of over 100 manufacturers is respectable, broad generalizations cannot be made. So, as with most empirical research studies, the sample size is a limitation.

Modernization of manufacturing is essential. However, prudent investment for the manufacturer is equally important. The key for the manufacturer is maintaining a balance.

The value of this research is the finding that very few manufacturing companies in the USA have adopted CAD/CAM even though it has been shown that the use of technologies is extremely beneficial to their survival.

Quick response (QR) systems are being implemented by retail firms at an ever quickening pace throughout the USA. While dramatic changes occur throughout the retail company adopting QR strategies, it is the buyers and buyers’ assistants that are more affected by these changes than other executives in the retail firm. Therefore, the purpose of this study was to investigate the perceptions, attitudes and opinions of retail buyers toward QR. Over 200 buyers from leading department and specialty store firms that have implemented, or are beginning to implement, QR participated. In general, the findings indicated that buyers had a positive view of QR systems; felt QR would save them time but not reduce the number of buyers currently employed; and that they used technology as an integral part of their job. The study also found several significant factors describing buyers’ perceptions of QR that were related to the size of their organization.

This paper sets out to determine the benefits offered to customers and activities taken by retailers, whether or not they have formal customer loyalty programs, whether there are differences in the benefits/activities of retailers with and without formal loyalty programs and finally, whether specific benefits/activities of retailers can predict whether or not they have formal loyalty programs.

A questionnaire was sent to a random sample of retailers in one US state. In addition, respondents reporting that they had formal loyalty programs received a telephone call lasting less than ten minutes designed to gather further information regarding their loyalty program. χ², Kendall's W and logistic regression analysis were used to test the purposes of this study.

The most used benefits/activities of participating retailers are: demonstrating having the customers' interests at heart, providing financial incentives to selected customers, sending thank you notes to customers, and identifying customer preferences and recording them to guide future actions. In addition, a model was developed that was used to predict those retailers that had formal loyalty programs.

Given the nature of the sample, there is a need for replication to corroborate these findings. A larger‐sized sample would be needed to determine the presence of moderating and mediating factors that should be taken into account, such as size, environment, and competition.

Customer loyalty is one critical key to business success and retaining an existing customer costs far less than acquiring new ones. One way to do this is to create customer loyalty programs that effectively reward one's best or potentially important best customers. Further, these program participants will spend more than the non‐participants.

This empirical research provides support for retailers' usage of loyalty programs. Further, insights are provided into the activities that can be used to retailers' competitive advantage by identifying the types of benefits they can offer.

The purpose of this paper is to determine the responses of women college students to discount stores and category killers in terms of the importance of seven‐store characteristics as well as their expectations for these attributes. Another purpose was to determine differences, if any, between these two store formats. Further the moderating variables of shopping frequency and orientation were introduced to determine if they influenced the results.

Personal interviews were used to collect data from a random sample of women college students from one university through the administration of a structured survey instrument. Statistical analyses were employed to generate the results.

Differences were found in the respondents' perceptions for both importance and expectations for six of the seven‐store attributes. For one characteristic, continuity of supply, no differences emerged and this characteristic was deemed important for both store formats. Moderating variables did not alter the results.

Given the limited nature of the sample, there is a need for replication of this research in other geographic regions, including international sites in order to corroborate these findings. Also, replication with men is needed.

This study provides guidance to both discount store and category killer executives on the types of strategies and tactics needed to better attract and retain women college students.

Attention was directed to women college students, a highly desired but often neglected market segment. Further, continuity of supply, an attribute not often indicated in most retailing texts emerged as very important and highly expected by respondents.

To be a dominant company (in other words, a long‐term successful company), it is an enormous task to build brand loyalty, to reach brand loyal customers, and to give those customers’ product satisfaction. The purpose of this study was to identify clothing brand loyal customers regarding their buying behavior, self‐image, and demographics. Also, brand loyal customers’ post‐purchase outcomes based on clothing attributes were investigated. The questionnaire was based on a self‐administrated pilot study and included measuring brand loyalty, consumer decision making, and demographics. Data were from 328 questionnaires completed by adult women living in Seoul, Korea. The results showed that in purchasing tee shirts, 24.4 percent of the sample were brand loyal customers, 42.2 percent were brand loyal customers in purchasing trousers and 38.7 percent were brand loyal customers in purchasing jackets. The multiple discriminant analysis indicated several significant variables for profiling brand loyal customers and non‐brand loyal customers. High price, brand loyal customers and low/medium price, brand loyal customers significantly differed in post‐purchase satisfaction.

This study examines the determinants of CAD/CAM adoption in American textile and apparel industries. Theories of innovation were used to develop hypotheses relating market factors to manufacturers' decisions to adopt CAD/CAM technologies. A variety of sources were used to develop the survey which was mailed to a national random sample of 500 textile and apparel manufacturers. The responses of 103 manufacturers from 30 different states were analyzed. Factor analysis was used to identify the dimensions of reasons for CAD/CAM adoption. Hypotheses were tested with logistic regression analysis procedures. The CAD/CAM adoption was found to be driven primarily by the market and affected by the business‐unit size. In addition, labor considerations affected recent CAD/CAM adoption.