• Journal of Technology Innovation
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• v.24 no.1
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• pp.85-111
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• 2016

This paper examines the effects of prior industry experience, new product attributes and online customer review on new product sales. Different from prior researches on the volume and valence of customer review on online shopping, this paper investigated multiple factors on new product sales in online shopping mall. Based on 407 TV new products in China online shopping mall, we investigated the relationships of kew factors with new products sales. New products of Incumbent TV manufacturers outsell those of new entrants in TV market. Low initial price and low level of discount rate have positive relationships with new product sales. Technological superiority has positive effect on new product sales but the adoptions of new technological functions show different effects on sales. The volume of online consumer review also has positive relationship with new product sales. This paper suggest some theoretical and practical implications and future research directions.

• Korean small business review
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• v.41 no.3
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• pp.77-94
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• 2019

The study examined the effect of collaboration with external institution on new product sales, the mediating effects of technological innovation, and the moderating effect of marketing capability. The results showed that external collaboration with external institution has a significant impact on new product sales in the R&D field of SMEs, and technological innovation plays a mediating role in the relationship between collaboration with external institution and new product sales. Also, the effect of marketing capability in the relationship between technological innovation and new product sales was also significant. Finally, the mediating effect of technological innovation between collaboration with external institution and new product sales was moderated by marketing capability.

• Journal of the Korean Society of Clothing and Textiles
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• v.44 no.6
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• pp.1053-1069
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• 2020

This study examined the sales pattern relationship with respect to product attributes to propose sales forecasting for fashion products. We analyzed 537 SKU sales data of T-shirts in the domestic sports brand using SAS program. The sales pattern of fashion products fluctuated and were influenced by exogenous factors; therefore, we removed the influence of exogenous factors found to be price discounts and holiday effects as a result of regression analysis. In addition, it was difficult to predict sales using the sales patterns of the same product since fashion products were released as new products every year. Therefore, the forecasting model was proposed using sales patterns of related product attributes when attributes were considered descriptive variables. We classified sales patterns using K-means clustering in order to explain the relationship between sales patterns and product attributes along with creating a decision tree classifier using attributes as input and sales patterns as output. As a result, the sales patterns of T-shirts were clustered into six types that featured the characteristic shape of peak and slope. It was also associated with the combination of product attributes and their values in regards to the proposed sales pattern prediction model.

• Journal of Distribution Science
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• v.17 no.2
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• pp.71-76
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• 2019

Purpose - People have long thought that disorderly space would influence their lives negatively. However, disorderly space may have positive impact such as increasing sales for new products for store managers. Borrowing the prior findings that disorderly space enhances creativity, we developed two hypotheses regarding space order, product newness, and new product adoption. We hypothesize that space order negatively influences new product adoption and that the proposed negative effect of space order on new product adoption is moderated by product newness. Research design, data, and methodology - We conducted a pre-test in China using 70 undergraduate students to test whether two newly developed cosmetic products were appropriate for the experimental stimuli. We confirmed that a fragrance patch concept, which is unavailable in the market, is a RNP (Really New Product), and an edible fragrance, which is available in the market, is an INP (Incrementally New Product). Next, we conducted a main experiment with a 2 (Space order: orderly vs. disorderly) × 2 (Product newness: RNP vs. INP) between-subjects design in China using 100 undergraduate students. Half of the participants answered questions on the disorderly desk and the other half answered questions on the orderly desk. Results - We obtained evidence from the main experiment that consumers' new product adoption is the function of space order and product newness. First, participants were more likely to adopt the RNP when they were in the disorderly space than in the orderly space. However, the effect of space order on new product adoption disappeared when the product was INP; the adoption rates for the INP did not differ between the participants who answered questions on the disorderly desk and the participants who did so on the orderly desk. Conclusions - Our findings are counter intuitive. Contrary to the conventional wisdom that neat and tidy space benefits store managers, the research demonstrated that disorderly space increases sales, providing fresh insights into store managers to manage their stores and shops to sell new products. In order to help store visitors understand the value of really new products, store managers will have to sacrifice space order to some extent.

• The Journal of Industrial Distribution & Business
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• v.9 no.4
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• pp.53-62
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• 2018

Purpose - In the development of new products, suppliers involvement and developing products jointly can be said to be strategic activities that utilize the lack of knowledge from external organizations. In this new product development, supplier involvement has been proven to have a positive impact on new product development performance for a long time by previous research. However, sufficient academic research has not been conducted on the influence of supplier involvement in various product strategies or sales strategies that buyers make in order to secure a competitive advantage in the market. This study argues that product strategy and sales strategy used by buyers in the development of new products will control the effect of supplier involvement on new product development performance in order to compensate the lack of these academic aspects. Research design, data, and methodology - Specifically, we selected the modularization strategy of the product as the product strategy, which is considered as an important strategy in the new product development through the preceding research, and the mass customer satisfaction strategy was chosen as the sales strategy. In order to achieve these research objectives, regression analysis was conducted using data from manufacturing productivity panel collected jointly by the Ministry of Industry, Trade and Industry and the Korea Productivity Center. Results - As a result, supplier involvement and new product development performances (development cost efficiency, customer satisfaction) were positively related. The product modularity strategy proved to have an interactive effect on the relationship between supplier involvement and new product development performances (development cost efficiency, customer satisfaction). However, it has not been confirmed that there is a statistically significant interaction effect between supplier involvement and new product development performances. Conclusions - Supplier involvement has positive relationships with NPD performance. In addition, product modularity strategies have interaction effects with supplier involvement and affect new product development performance (development cost efficiency and customer satisfaction). The results of this study are of academic significance in the case of lack of empirical studies on the effect of supplier participation on the effect of buyer 's strategy when a supplier participates and develops new products jointly.

• Journal of Korean Society of Industrial and Systems Engineering
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• v.44 no.3
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• pp.240-247
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• 2021

As competition among companies has intensified and the life cycle of products has been shortened, strong innovation is needed to meet consumers' needs. In addition, it is necessary to shorten the life cycle of the product and reduce the time required for technology development for the competitive advantage of the product. In particular, venture companies where new technologies and ideas are important require more innovative capabilities than others companies. Therefore, this study analyzed the impact of technology innovation capabilities (product development process capability, human resource capability and financial capability) on sales by technology development for small and medium venture companies and analyzed moderating effect of technology development period on the relationship between technology innovation capabilities and sales by technology development. The data of 'Small and Medium Business Technology Statistics' collected by the government every year were used for analysis. Technology-intensive ventures were extracted from this data. In addition, the moderating effect was analyzed through hierarchical regression analysis. This study shows that product planning capability, test capability, and R&D expenditure have a positive impact on sales by technology development. In this study, the product development period showed a positive moderating effect on product development capability and sales performance. On the other hand, the product development period showed a negative moderating effect on R&D expenditure and sales by technology development.

• Asia pacific journal of information systems
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• v.15 no.3
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• pp.209-221
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• 2005

One of the most fundamental problems in business is to evaluate the value of each product. The difficulty is that the profit of one product not only comes from its own sales, but also its influence on the sales of other products, i.e., the "cross-selling effect". This study integrates a measure for cross selling and an algorithm for profit estimation. Sales transaction data and post sales survey data from on-line and off-line shopping mall is used to show the effectiveness of the method against other heuristic for profit estimation based on product-specific profitability. We show that with the use of the new method we are able to identify the cross-selling potential of each product and use the information for better product selection.

• Asia Marketing Journal
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• v.15 no.2
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• pp.99-116
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• 2013

This study examines whether product promotions are influenced by the market standing of promoted products, using social comparison theory (upward versus downward comparisons). It is hypothesized that people in possession of a product that is inferior to the one on promotion express less discomfort about the promotion and use the information more than do people in possession of a superior product. People in possession of an inferior product may also exhibit more positive attitudes toward the product on promotion, but may show poorer attitudes toward their own possessed product than do people with a superior product. This is because people in an inferior socioeconomic position show a strong motivation to improve themselves through upward social comparison, whereas people in a superior socioeconomic position maintain a strong sense of superiority in downward social comparison, which suggests strong endowment effects. The findings mainly support the hypotheses, and suggest that sales promotions are more effective for people who currently own an inferior product, but not for people with a superior product, who have a strong motivation to maintain their sense of superiority. The findings also imply that, in order to attract consumers in the superior market, managers for inferior products need to turn to methods other than sales promotions, which may include introducing a new brand or sub-brand, or emphasizing luxury and modern features. In contrast, managers for superior products may emphasize product functions and attributes of superior products in their promotions, as people with inferior products may consider such information as benefits of the superior products.

• Korean Journal of Organic Agriculture
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• v.30 no.3
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• pp.313-333
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• 2022

In Muju County, one of Korea's major apple producers, the regional agricultural cooperatives united together and invested to establish a cooperative joint business corporation in charge of the sales business. The corporation carried out the sales business transferred from the participating regional agricultural cooperatives. While the two participating cooperatives showed a marked difference in the degree of participation at the beginning of the business, the introduction of the agricultural product processing centers (APCs) and the participation of co-selection and shipment organizations and general farms helped settle this gap. In addition, commercialization through the APCs enhanced the market competitiveness of apples, which led to the stable securing of sales outlets. The corporation integrated the sales business in the county and this resulted in increased sales volume and sales revenue. Playing a leading role in introducing and cultivating new crops on a trial basis, the corporation demonstrated its potential as the main body of the joint sales business.

• Journal of Korea Technology Innovation Society
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• v.21 no.1
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• pp.331-353
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• 2018

Using data from 2008 and 2010 Korean Innovation Survey, this study estimates the impacts of non-technological innovation activities on the performance of technological innovation. The study estimates the effects of the two types of innovation, organizational innovation and marketing innovation. The estimation results suggest that both organizational and marketing innovations are closely related to the success of innovative products. In particular, non-technological innovation has significant positive impacts on the share of sales with market novelties. Among individual practices in organizational innovation, only the introduction of new business practices contributes positively to the sales of innovative products. In case of marketing innovation, new marketing methods in product design, product promotion and pricing increase the share of sales from new products.