• The Journal of the Korea institute of electronic communication sciences
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• v.7 no.6
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• pp.1545-1553
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• 2012

Good salespeople are the deciding factors in the success of an organization. In particular, the role of the salesperson takes on a more important role. Accordingly, the first purpose of this study is to understand the personal values of salespeople; secondly, to study the explanation personal values, adaptability, and customer orientation have on salesperson's performance. The third purpose is to understand the structural link among each of the explanatory factors related to salesperson performance. Lastly, with these research results as a foundation, to find the implications regarding management strategy plans of valuable salespeople for marketing researchers and sales managers.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.11 no.3
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• pp.177-187
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• 2016

The purpose of this study is to look into the influence of salesperson's human networking and knowledge on its job in an insurance company in its performances and to suggest how to effectively manage and develop salespersons. For this study, 305 salespersons participated in a questionnaire survey and we used T-TEST to analyze the data. The results are as follows. Its performance is positively influenced by salesperson's networking and knowledge on its job. In term of moderating effect on the attitude for its job, making efforts to organize networking was rejected, however the attitude for retaining their networking positively affected to the performance. As a result, the higher the level of salesperson's knowledge and networking is the higher its performance. To increase competitiveness, an insurance company has a strategy for the support to organize networking and the training of salespersons to become high performers.

• The Journal of the Korea Contents Association
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• v.21 no.9
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• pp.270-283
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• 2021

The achievement of the long-term relationship is commonly executed by a salesperson that is eventually very crucial to enhance the customer retention in the insurance industry. It indicates there is an urgency to improve the competence of salesperson and organization support to build and maintain bonds of long-lasting loyalty with the individual customers. Therefore, this research aims to analyze the influence of planner's competency and organizational support on sales performance, and to verify empirically whether MDRT goal orientation mediating role between competency, organizational support and sales performance. The results of this research are as follows: firstly, product and customer competence, digital competence, network competence positively affect sales performance. Secondly, sales support positively affect sales performance. Thirdly, meditating effect of MDRT goal orientation were significant found between the planner's competency and sales performance. Moreover, in the relationship between sales support and sales performance, MDRT goal orientation have a fully mediated effect. This means customer management through excellent competency, organization support to insurance trend change, and competence development through MDRT goal orientation positively affect sales performance.

• The Journal of the Korea Contents Association
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• v.19 no.2
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• pp.305-316
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• 2019

This study aims to examine a relationship between creativity and work performance of salespersons, and understand how the relationship between salesperson's creativity and their work performance changed depending on the classification of sales business and the industrial category. An on-line survey was targeted for salespersons who were working in consumer goods sales, industry materials sales, financial business, and service industry. A total number of the completed surveys was 588. According to the study, creativity is an important competency to improve salespersons' work performance. Also, companies should focus on the investment in developing creativity of employees who are in charge of industrial materials sales compared to people in other industrial categories.

• Management & Information Systems Review
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• v.37 no.1
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• pp.1-18
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• 2018

This research performed the empirical test for the effects of sales performance on salesperson's job satisfaction, organizational commitment, and need for achievement using 375 salesperson samples in Korea. Analyzed direct effects among the factors and mediation effects of organizational commitment and need for achievement as well. Results showed that job satisfaction have a significant positive (＋) impact on organizational commitment and sales performance, and organizational commitment significant positive influence on need for achievement. However, organizational commitment have no significant effect on sales performance. Need for achievement have a significant direct effect on sales performance positively and have mediation effect between organizational commitment and sales performance. For the mediating effect, organizational commitment have significant result between job performance and need for achievement, but have no significance between job performance and sales performance. This paper suggest that the implications. First, this research exam integrated and detailed analyze for job satisfaction, organizational commitment, need for achievement, and sales performance including the results of verified in precedent study. Second, identify job satisfaction and need for achievement are important factors on salesperson's performance and find out through the empirical test the importance having balance of satisfaction of salesperson's own job and need for achievement in the sales field rather than consider only organizational commitment. Third, in the existing research, high need for achievement increase organizational commitment as a predictor of organizational commitment factor. In this research, claim that organizational commitment also become as a predictor of need for achievement and high organizational commitment make need for achievement higher. Consequently, need for achievement and organizational commitment be interact with each other and significant effect on sales performance of sales force.

• The Journal of the Korea Contents Association
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• v.21 no.11
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• pp.543-552
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• 2021

Marketing-Sales-Interface(MSI) capabilities are known to have a positive impact on sales performance as pharmaceutical salespersons's ability to more effectively communicate their knowledge and experience in the market with internal resources in the organization. This study was conducted to analyze the mediating effect of pharmaceutical salespersons marketing-sales-interface (MSI) ability on sales performance through job satisfaction. Salespersons from five pharmaceutical companies nationwide were studied, and the survey was carried out for about a week from April 15 to April 23, 2021, and a total of 257 questionnaires were used for the final analysis. The main analysis result of this research is that, first, the MSI capabilities that pharmaceutical salespersons perceive showed a statistically significant positive (+) impact on job satisfaction and sales performance. Also, the MSI capabilities that pharmaceutical salespersons perceive had a statistically significant positive (+) impact on sales performance by mediating job satisfaction. The analysis results suggest the importance of MSI capability and job satisfaction for improving the sales performance of pharmaceutical salespersons. This study aims to come up with measures and provide baseline data related to salesperson management by paying attention to the mediating effects of job satisfaction on the impact of MSI on sales performance.

• The Korean Journal of Financial Management
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• v.17 no.1
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• pp.13-44
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• 2000

본 연구는 1987년부터 1997년까지 11년간을 연구기간으로 하여 이 기간 중에 유상증자를 실시한 기업에 대한 장기(長期) 성과를 조사했다. 연구방법으로는 증자기업과 기업규모, 장부가-시가비율, 수익성에 있어 유사한 비증자기업을 비교기업으로 엄선하여 양 그룹간의 증자 후 3면간의 주가수익률과 영업성과를 비교하는 방법을 택했다. 실증분석 결과 증자기업이 비증자기업에 비해 주가수익률과 영업성과에 있어 모두 열등한 성과를 보이고 있는 것으로 나타났다. 구체적으로 증자 후 3년 동안 증자기업의 보유기간수익률이 비증자기업에 비해 27.7%나 낮았으며, 증자전후 7년 동안의 영업성과에 있어서도 증자기업이 통계적으로 유의한 저성과를 보이고 있는 것으로 나타났다. 또한 유상증자로 재무구조가 개선된다는 증거도 발견할 수 없었다. 이 밖에도 연구는 초과 주가수익률과 초과 영업성과에 대한 시계열적 특징을 조사하였으며, 증자시점에 관해서도 주가가 상승하고 있을 때 유상증자를 실시하는 경향이 있지만 증자전 회계적 이익이 큰 기업이 증자를 실시하는 경향은 없다는 증거를 제시하고 있다.

• The Korean Journal of Financial Management
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• v.25 no.2
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• pp.137-164
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• 2008

This paper examines the operating performance of firms that for a four-year period, held more than 15% of their assets in cash and cash equivalents. During next four years, operating performance of firms maintaining high cash persistently is greater than the performance of firms matched by size and industry or firms adopting transitory high cash policy. Furthermore, the effect of persistent cash holdings on operating performance depends on the ownership structure and the level of information asymmetry. Foreign investors deteriorate the operating performance of high cash firms, suggesting that potential M&A and the pressure of excessive dividend reduce the usefulness of cash. The level of information asymmetry enhances the operating performance for the firms adopting persistent high cash policy. It suggests that cash holdings reduce the costly external financing and underinvestment problem for firms with high information asymmetry.

• Asia Marketing Journal
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• v.8 no.2
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• pp.63-91
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• 2006

This study conducted in-depth interviews with 5 successful and 6 unsuccessful sales persons and analyzed their activities to further clarify the concepts of learning orientation, performance orientation, working smart, working hard and adaptive selling which have been reported as antecedents of sales persons' performances. We found that successful sales persons had their own distinctive characteristics. First, they regarded their selling activities as a part of their lives, not as a task, and were proud of themselves. Second, they perceived their weaknesses from most of activity areas, voluntarily participated in educational programs, and studied not only their products but also competitive products. Third, successful sales persons conducted customer-oriented activities. They collected data on their customers' personal records, developed customer typology by styles or personalities, and consulted their customers using those data. Fourth, successful sales people carefully prepared their meetings with customers across steps in selling processes and they did their best to develop long term relationship with their customers. These results provide useful implications about objective evaluations on sales persons' customer orientations and adaptive selling abilities, and also clarify the concepts of 'working smart' and 'adaptive selling'.

• 한국벤처창업학회:학술대회논문집
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• 2018.04a
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• pp.79-92
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• 2018

영업사원들은 자동차산업에서 유통시스템의 핵심적인 역할을 담당하고 있다. 자동차라는 상품의 특성상 고객들은 구매의사 결정과정에 있어 높은 수준의 정보와 지원을 요구한다. 영업사원들은 고객의 요구사항에 맞춰 서비스를 제공함으로써 고객의 결정과정을 돕는다. 따라서 자동차 영업사원의 개인적 역량은 자동차 판매 성과를 높이는데 있어 매우 중요한 영향을 미치게 된다. 이와 같은 배경을 바탕으로 본 연구는 자동차 영업사원의 개인역량과 판매성과 사이에 정(+)의 상관관계가 있을 것으로 보고 실증 분석하였다. 본 연구에서는 개인역량을 1) 판매기술 전문성 2) 영업사원의 태도 및 고객과의 관계형성 3) 감성활용 4) 감성조절 네 가지의 독립변수로 구분하여 종속변수인 판매성과와의 상관관계를 측정하였다. 연구 가설을 검증하기 위해 기존의 선행연구와 문헌을 토대로 가설을 설정하고 검증하였으며 경기도와 강원지역의 자동차 대리점에 근무하는 영업사원 300명을 대상으로 설문조사를 실시하였다. 회부된 유효 설문지 268부는 통계 프로그램 SPSS WIN24.0를 이용해 분석하였다. 실증분석 결과 자동차 영업사원의 개인역량의 요인으로 판매기술 전문성과 감성활용은 영업사원의 판매성과에 정(+)의 영향을 미치는 것으로 나타났다. 반면, 태도 및 관계형성과 감정조절이 판매성과에 정의적인 영향을 미칠 것이라는 가설은 기각되었다. 이와 같은 결과는 개인역량은 영업사원을 채용하는데 있어 고려해야할 중요한 요소임을 시사한다.