A study on the factors affecting the foodservice management contract perceived by salesperson of the foodservice company

ABSTRACT

The purposes of this study were to investigate the importance level on factors affecting the foodservice management contract perceived by the salespersons in the foodservice company. To get the data on the perceived importance level on the affecting the foodservice management contract, the questionnaires were developed by the delphi technique and modified by the pilot test. The questionnaires consisted of 4 categories and 19 items on the factors affecting the foodservice management contract and the importance level on the factors were measured by 5-likert scale. From March 12 to April 13 in 2003, the self-administrative questionnaires were mailed to the 60 salespersons. The questionnaires were responded from the 48 salespersons(respondent rate 77 %). As a result, the salesperson' perceived importance level of 'the sales ability' was higher than those of the other categories in the private contract and the salesperson' perceived importance level of 'the evaluation of the foodservice company' was higher than those of the other categories in the competitive bid. The importance of the 'the evaluation of the foodservice company' between the private contract and the competitive bid was significantly different(p<.05), and the importance of 'the sales ability' of the competitive bid was significantly higher than that of the private contract(p<.001).