• 유통과학연구
• /
• 제12권2호
• /
• pp.73-79
• /
• 2014

Purpose - The Korean government has revised the distribution industry development law to regulate large-scale retailer operations to protecting medium- and small-scale retailers and traditional markets. According to the revised law, large-scale retailers must follow regulations on operating hours and compulsory store closures two days per month. Based on the revised distribution industry development law, most local governments regulate operation hours and they have adopted compulsory closure programs for large-scale retail stores. However, it is argued that fresh food producers suffer from a decrease in sales based on the compulsory closure of stores operated by large-scale retailers. Large-scale retailers reduce their fresh food orders from agricultural and fishery producers because of the compulsory store closures. Fresh food producers also suffer from a decrease in prices because reduced orders lead to a decrease in auction prices based on the availability of excess goods in wholesale markets. This paper investigates the effects of operation regulations for large-scale retailers on agricultural producers by surveying agricultural and fishery producer organizations. Research design, data, methodology - A survey was conducted on 117 producer organizations of fruits and vegetables, cereals, fisheries, and livestock products from September 10 to October 4, 2012. Survey items are annual sales, shares of sales accounted for by large-scale retailers, reduction of orders and prices from large-scale retailers, methods to deal with the sales reduction, unfair trade practices of large-scale retailers, opinion of the large-scale retailer regulations, and so on. The average sales of the sampled producer organizations are 13.7 billion won and the average share of sales accounted for by large-scale retailers is 35.4%. Results - Survey results show that the sample producer organizations' sales decreased 10.1% because of the compulsory closures of stores operated by large-scale retailers. It is estimated that the total sales of producer organizations decreased 371.2 billion won because of the regulations on the operation of large-scale retailers. In addition to the direct effect of a sales decrease due to order reduction, agricultural and fishery producer organizations suffered from the secondary effect of price reduction in wholesale markets. When orders from large-scale retailers decreased, most agricultural and fishery producer organizations shipped redundant products to wholesale markets, decreasing auction prices. It was estimated that the price received decreased 21.9% when sold in other marketing channels. As producer organization sales decreased, it was reported that the labor force employed by producer organizations also decreased by 15.1%. Therefore, we can conclude that the regulations for large-scale retailer operations resulted in negative impacts on agricultural producers. Conclusions - Although the sales reduction due to the regulations for large-scale retailer operations are not great, the cumulative effects due to the continued compulsory closure of stores operated by large-scale retailers could be great. This paper suggests governmental programs that could help agricultural producer organizations to find new and effective marketing channels such as direct marketing, farmers' markets, exports, Internet shopping, and so on.

• 농촌계획
• /
• 제12권3호
• /
• pp.107-115
• /
• 2006

The purpose of this study was to document a phenomenon of rural tourism in Korea by Investigating characteristics of 50 villages that had participated in a competition of 'stimulation of rural village' The results are as follows: 1) The degrees of activation of rural tourism varied according to marketing efforts made by individual provincial(local) government. The results of contest indicated that provinces such as Gangwon-do, Chungnam-do, and Gyunggi-do showed highest performance among other competing local governments; 2) The results revealed that the total profit generated from direct sale of farm products outnumbered profits gained from sales of lodging and foods. This indicated that there is a room for improvement with respect to boosting more sales on lodging and food; 3) The regression analysis indicated a significant relationship between profits earned from sales of experiential tourism product and those from direct sale of farm products(multi-correlation coefficient: 0.38); 4) It was identified that Gyunggi and Ganwon provinces were ranked first in sales of foods and those of lodging, respectively; 5) Finally, it was showed that among the 50 participating villages, only 16 ones hold festivals by means of attracting tourists from outside.

• The Journal of Asian Finance, Economics and Business
• /
• 제7권2호
• /
• pp.169-180
• /
• 2020

Globalization has led to a dramatic increase in intercultural service encounters between services providers and customers from diverse cultural backgrounds. This paper explores the causal relationship between service employees‟ cultural intelligence and adaptive sales behavior in intercultural service encounters, and the mediating effect of cognitive and emotional empathy on this relationship. A quantitative survey methodology was utilized to collect data on 341 salespeople at duty-free shops located on Jeju Island, Korea. Data analysis was conducted using SPSS 18 and Amos 18. The results show that cultural intelligence has a significant impact on cognitive empathy, emotional empathy, and adaptive sales behavior. Cognitive empathy has a positive impact on adaptive sales behavior, whereas the relationship between emotional empathy and adaptive sales behavior is not significant. Additionally, cognitive empathy mediates the relationship of cultural intelligence and adaptive sales behavior. This study has useful managerial implications for employee selection, training, and development in service firms engaged in intercultural service encounters. This study extends prior research on intercultural service encounters by exploring the direct impact of cultural intelligence on intercultural adaptation and the mediating effect of empathy, suggesting the presence of a cognitive mechanism that plays a key role in the impact of cultural intelligence on adaptive sales behavior.

• Asia Marketing Journal
• /
• 제14권4호
• /
• pp.143-165
• /
• 2013

Sales force automation (SFA) technologies are increasingly used to support customer relationship management (CRM) strategies. However, the popular press reports mixed results among companies incorporating SFA technologies and the previous studies have less interested in relationship quality between sales person and customer as an outcome of SFA. Actually the improved quality of the salesperson-customer relationship may be the most important outcome of SFA usage. This outcome is especially meaningful in today's marketplace given the increasing focus placed on customer retention and other customer related performance such as customer lifetime value. Therefore, this study seeks to further examine the impact of SFA usage within two different firms using SFA technologies to examine the impact of SFA usage on both customer relationship quality and sales performance. Additionally, the moderating roles of perceived managerial support and salesperson experience on the outcomes of SFA usage are examined. The results shows that direct effect of SFA usage on performance was not significant but highlight the mediating role of customer relationship quality in the SFA usage - sales performance relationship. Also, this research examines a number of moderating effects of both management supports for SFA and salesperson's sales work experience. The results indicate that management support has a significant direct influence on relationship quality and salesperson performance, but not a significant moderating effect on the relationship between SFA usage and the outcomes (relationship quality and performance). Thus moderating effects were not supported but find significant main effects. First of all, finding of this study suggest that a formula for successful SFA implementation must be one that highlights a SFA usage → relationship quality → sales performance sequence. This means when sales person use SFA they must build relationship with customer first then will return some long term performance. Second, the implications of not considering the introduction of big technology initiatives in terms of fit within the company's culture, strategy, structure, and environment may in many cases be quite noteworthy. Therefore, the launching of a new technology in the firm, such as SFA, may have a nonlinear impact upon overall firm performance, depending on the presence of other complimentary resources and capabilities. Finally the authors offer a number of implications for research and practice, and suggest directions for future SFA research that may further improve our understanding of this increasingly relevant topic.

• 복식문화연구
• /
• 제19권4호
• /
• pp.740-750
• /
• 2011

Employees of sales departments of apparel makers play an important role in the success of a fashion-related business because they provide service through the direct contact with customers. This research tests several hypothesized relationships between internal marketing and its determinants, such as job satisfaction and organizational and job commitment, along with sales goal orientation. The subjects in this study were salespeople who worked at fashion stores in Yeosu and Sunchon. To measure the hypotheses, 200 questionnaires were handed out and 185 were collected. Finally, 163 questionnaires were used for the analysis, as 22 were found to be invalid. Frequency analysis, factor analysis, reliability analysis, and multiple regression techniques were used after coding and cleaning the data with the software SPSS 18.0. It was found that job satisfaction in the subjects is affected by organizational and job commitment and by their sales goal orientation. Second, it was found that both organizational and job commitment have a significant impact on sales goal orientation. According the results of this study, the higher the salesperson's job satisfaction, the higher the organizational and job commitment are. This was also true for their sales goal orientation. Moreover, higher organizational and job commitment was correlated with a stronger sales goal orientation. On the basis of the results, marketing strategies related to personal management can be established.

• 유통과학연구
• /
• 제15권1호
• /
• pp.105-114
• /
• 2017

Purpose - Recently, domestic pharmaceutical market is growing steadily, but top-tier companies are concentrating on sales growth. In this market, SMEs, which account for more than 80% of the entire market, suffer from the problem of lower margins and increasing inventory costs. According to the government's policy changes related to pharmaceuticals, it is pointed out that the management of existing customers and the control of salespeople are important issues for pharmaceutical companies. This study investigates the effect of the control system on the salesperson in domestic pharmaceutical distribution channel on customer-oriented selling behaviors and sales performance. Research design, data, and methodology - To verify the proposed research model and test hypotheses, the authors selected 244 MR(medical representatives)'s responses which have currently relationship with doctors or pharmacists. This study carefully investigated the reliability, content validity, convergent validity, and discriminant validity of the proposed model. Results - The authors find out the following results: capacity control, activity control, and self control have positive effects on customer-oriented selling behaviors and customer-oriented selling behaviors have a positive effect on sales performance. In addition, we present alternative model to check the direct effect between the control systems and the sales performance, but control system factors except self control have no direct influence. Conclusions - First of all, competency control and activity control increases the customer-oriented selling behavior of the salesperson. This means that the salesperson's sales skill, negotiation skill, customer access skill, presentation ability, monitoring, direction and evaluation are important and it is also important to control activities to check the number of visits to customers, report preparation, and customer service etiquette. Second, the fact that self-control of salesperson affects the customer-oriented selling behavior suggests that self-control is not controlled by external factors but rather establishes short/long-term goals. Therefore, it is important for sales organization to create an environment in which members can induce persistent incentives for self-control. Finally, output control did not affect customer-oriented sales behavior, which is less likely to form confidence or motivation to MRs when output control is perceived as a means of monitoring, supervising, or controlling rather than providing information to salespeople.

• 기술혁신연구
• /
• 제22권3호
• /
• pp.37-63
• /
• 2014

그 동안 정부는 기업부설 연구소의 인적 설립요건을 낮춤으로써 연구원수를 확대하고 중소기업에 대한 연구개발투자 확대를 통하여 중소기업의 연구개발활동과 투자를 유인해 온 바, 본 연구에서는 과연 그동안 정부의 정책이 중소기업의 연구개발활동에 어떤 효과가 있었는지를 대기업과의 비교를 통하여 실증적으로 분석하고자 한다. 이를 위해 특정 산업이나 정부 R&D 프로그램에 국한하지 않고, 18,272개에 달하는 기업 패널 데이터를 이용하여 정부 연구개발 직접투자의 효과를 분석했다. 분석결과, 그 동안의 정부 연구개발 직접투자로 중소기업은 연구원수가, 대기업은 매출액과 자체연구개발비가 증가되는 효과가 나타났으며, 통계적으로 유의하지는 않았지만 정부의 연구개발 직접지원이 오히려 중소기업의 자체연구개발비를 감소시키는 효과를 야기한 것으로 나타났다. 또한 중소기업과 대기업 모두 자체연구개발비를 증가시키는 가장 큰 요인은 기업의 매출액으로 나타났으며, 매출액을 증가시키는 요인은 정부 연구개발 직접투자 보다는 기업의 자체연구개발비로 나타났다.

• 한국건설관리학회논문집
• /
• 제13권5호
• /
• pp.25-34
• /
• 2012

본 연구는 주택 후분양제도를 도입한지 6년여 기간이 경과되는 현 시점에서 제도시행의 취지 및 효과를 점검하고, 공급자 관점에서 분양시기에 따른 수익성 변화를 분석하여 그 정도를 파악하였다. 서울시 공동주택 사업을 대상으로 사례분석 하였으며, 분양수입의 현재가치분석, 민감도분석, 분양가를 예측한 현재가치분석을 실시하였다. 분석결과 첫째, 선분양제가 후분양제보다 5.1%~6.2% 수익성이 높았고, 선분양의 4가지 안(착공후 즉시, 건설공정 20%, 40%, 60%) 가운데 착공과 동시에 계약금을 회수하는 안의 분양수입이 가장 높았다. 둘째, 할인율 증가와 분양수입 감소는 정비례하였으며, 할인율이 커질수록 공급자관점에서의 분양수입은 감소하였다. 셋째, 분양시기에 따른 분양가격 변동을 감안하여, 기본형건축비의 변동폭을 고려한 분양수입의 현재가치는 선분양방식이 후분양방식에 비해 2% 내외의 미미한 수준에서 다소 높았다. 본 연구는 분양시기에 따른 수익성을 공급자 관점에서 명확하게 계량화하여 제시하였고, 분양시기 변화에 따른 분양가 변동을 고려하여 분양수입을 산출하였다는 점에 의의가 있다.

• The Journal of Asian Finance, Economics and Business
• /
• 제7권11호
• /
• pp.367-379
• /
• 2020

The primary objective of this research is to develop a better understanding of consumer's post-purchase psychological state by examining the influence of sales promotion and emotional brand attachment on post-purchase cognitive dissonance, taking into account the mediating role of impulse buying behavior. The current study addresses several gaps in literature. Firstly, it is hard to find the direct impact of sales promotion and emotional brand attachment on post-purchase cognitive dissonance. Secondly, to the best of our knowledge, few studies have investigated the mediating role of impulse buying behavior in consumer research. A sample of 256 respondents was collected from Pakistani retail consumers. The statistical findings of this study show that sales promotion has a significant positive effect on the impulse buying behavior and post-purchase cognitive dissonance. Furthermore, results indicate that emotional brand attachment has a negative influence on impulse buying behavior but has a significant positive impact on post-purchase cognitive dissonance. Meanwhile, impulse buying behavior is a potential mediator between sales promotion, emotional brand attachment, and post-purchase cognitive dissonance relationships. The moderating role of Gender describes that the positive relationship between sales promotion and post-purchase cognitive dissonance will be stronger for women as compared to men at a higher level of sales promotion.

• The Journal of Asian Finance, Economics and Business
• /
• 제8권12호
• /
• pp.169-181
• /
• 2021

The study aims to investigate the direct effects of business management practices in terms of financial, marketing, human resources, and logistics operations practices on sales revenue and profitability growth of freight forwarding businesses. A quantitative research design and partial least square-structural equation modeling were used to examine the direct effects of the exogenous and endogenous variables. The study reveals that financial, marketing, and human resources practices have a positive and significant effect on sales revenue growth. Furthermore, marketing and logistics operations have a positive and significant effect on profitability growth in the context of freight forwarding in the Philippines, particularly in its country's capital. As the current study only examines the direct effects of business management practices, other researchers may also want to consider identifying other variables as mediation and moderation to test other indirect effects on the financial performance of the business. The findings of the study can significantly benefit the freight industry to consider addressing other challenges or make use of the paper to further develop their strategies and practices to improve their financial performance.