Browse > Article

Sales Strategic Planning through analyzing the factors affecting the foodservice management contract  

Yi, Bo-Sook (한양여자대학 식품영양과)
Yang, Il-Sun (연세대학교 식품영양학과)
Park, Jin-Young (연세대학교 생활환경대학원 급식경영)
Kim, Hyun-Ah (경남대학교 생활과학부)
Publication Information
Korean journal of food and cookery science / v.20, no.5, 2004 , pp. 423-435 More about this Journal
Abstract
The purposes of this study were to compare, through a factor analysis, the perceived level of importance of 4 categories of features relating to food service management between salespeople and clients, to establish an effective marketing strategy for successful contracting. To obtain data on the perceived level of importance level of the factors affecting foodservice management contracts, questionnaires were developed using the Delphi technique, which were modified by apilot test. The questionnaires consisted of 4 categories and 19 items on the factors affecting foodservice management contracts, with the importance level of these factors measured on a 5 point-Likert type scale. Between March 12 and April 13 2003, the self-administrative questionnaires were mailed to the 60 salespeople and 280 clients. A total of 50 clients (25%) and 48 salespeople(77%) responded to the questionnaires. As a result, forprivate contracts and in competitive biding, the differences of the perceived importance level between the salespeople and clients of the 3 categories (the appropriateness of foodservice operation plan, sales ability, the conditions and costs of the contract) were significant. For the 5 items relating to private contracts, Field trip, Menu Management Plan, Sanitation and Safety Management, Cost per meal and Food Cost per meal, both the salespeople and clients perceived high levels of importance for all these items. For competitive biding, both the salespeople and clients perceived high levels of importance for the 6 item the Foodservice operation supportive system, Field trip, Menu Management Plan, Renewal plans for interior and environment, Cost per meal and Food Cost per meal.
Keywords
Foodservice management contract; Salesperson; Client; Sales strategy; Perceived importance level;
Citations & Related Records
연도 인용수 순위
  • Reference
1 Yang, IS and Han, KS : An analysis of customer satisfaction by operational characteristics in business & industry foodservice operated by contracted foodservice managment company. Korean J. Dietary Culture., 14(5): 487, 1999
2 Eum TR, Lyu ES : Analysis of current operational practices and issues of contract-managed foodservice companies in Republic of Korea. Journal of the Korea Dietetic Association., 9(3): 197, 2003
3 Yang, IS, Bae, HM, Kim, HA, Shin, SY, Jo, MN, Park, SY, Cha, JA, and Yi, BS : The comparative analysis of the present and expected level on meal-pricing and facilities investment cost perceived by foodservice managers of contract-managed highschools in Seoul. Korean J. Foo Culture., 17(5) : 578, 2002
4 Han, KS, Yang, IS, and Kim, DH : Development of customer satisfaction measurement scale for contracted foodservice management establishment. Journal of Tourism Sciences., 24(3) : 191, 2001
5 Kim, WG : Investigation of student satisfaction for High School contract foodservice in Seoul. Journal of Tourism Sciences., 23(2) : 189, 2000
6 Han, KS, Yang, IS, and Kim, DH : An analysis of customer satisfaction to develop marketing strategies in contracted foodservice management company. Journal of Foodservice Management., 2(1) : 215, 1999
7 Choi, SC : Study on foodservice company's profit management through the diverse types of foodservice contracts. Research of hotel management., 10(3):275, 2001
8 Lee, EJ and Han, KS : The analysis of education needs fo dietitians and cooks according to the type of hire and educational background in contracted foodservice management company. Korean J. Dietary Culture., 15(4): 241, 2000
9 Yang, IS, Kim, HA, Shin, SY, Jo, MN, Park, SY, Cha, JA, and Yi, BS : The analysis of operational characteristics in contract-managed Highschool foodservice in Seoul. Journal of the Korea Dietetic Association., 8(3): 280, 2002
10 Shin, MH : View of the foodservice industry in 2003. Korean Foodservice Association, 2002
11 Kim, JL : A survey in central commissary school foodservice operations and dietitian's perception concerning central commissary. Master's thesis, Yonsei University, Seoul, 1994
12 Kim, HY and Kim, HJ : A study for the quality control of food served by contracted management in High School foodservice centre. J. Fd Hyg. Safety., 15(4) : 304, 2000
13 Yang, IS and Cha, JA : Foodservice Management. Kyomunsa, Seoul, 2001
14 Eum, YR and Ryu, ES : Human resource management in dietitians in contract-managed foodservice companies. Journal of the Korean Dietetic Association., 9(3):248, 2003
15 Kim, JS, Yang, IS, Kim, HA, Park, MK, and Park, SY : A study on the status of contract managed hospital food services. Journal of the Korean Dietetic Association., 9(2): 128, 2003
16 Lee, EJ, Kim, KY, and Han, KS : A study on the development of the education and training program of dieticians and cooks in contracted foodservice business firms. Journal of Foodservice Management., 3(1): 133, 2000
17 Yang, IS, Hyun, SW, Kim, HA, Shin, SY, Jo, MN, Park, SY, Cha, JA, and Yi, BS : Income statement analysis and developing the guidelines of meal-pricing and facilities investment cost in contract-managed Highschool in Seoul. The Korean Journal of Nutridon., 36(5) : 528, 2003
18 Kim, HY, Kim, JY, and Ko, SH : A study on the quality depending on preparing of food in high school contract foodservice. Korea J. Soc Food Cookery Sci., 18(5) : 495, 2002