• 유통과학연구
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• 제11권4호
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• pp.61-72
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• 2013

Purpose - It is widely accepted that the process of developing marketing strategy is composed of three steps: market segmentation, target market selection and positioning. However, mass marketing strategy based on cost reduction through economies of scale and standardized products, can be also an effective strategic option. Many marketing scholars including Theodore Levitt emphasize the importance of applying the mass production concept to various industries including service industries. Especially, in times of economic downturn, the capability of providing consumers with low-priced, value products can be an important source of competitive advantage, as well as the ability of providing high-priced premium products. Marketers should decide whether they will implement mass marketing strategy or target marketing strategy. The present study theoretically shows that firms should understand the target customers' price elasticity as well as the firm's cost structure in order to make such a strategic decision. Research design, data, and methodology - Instead of implementing an empirical study, this study provides a theoretical(mathematical) investigation on the effect of consumers' price elasticity on a firm's optimal price level, profit, sales volume, revenue, and cost. The results are mostly deduced from derivative calculations and several graphs are utilized to represent the results on the relationships between the variables under study. Results - The analytical results suggest that it is more profitable for a firm to adopt the segment/target marketing strategy (more specifically the differentiation strategy) when the degree of consumers' heterogeneity is high and the proportion of the fixed cost in the total cost is low. On the other hand, if the degree of consumers' heterogeneity is low and the fixed cost is high, it is better to adopt the mass marketing strategy or the cost leadership strategy. The strategy of concentrating on a single target market will be effective when consumers' needs are highly heterogeneous but the fixed cost is high. Any of the three types of generic strategies proposed my Porter(1980, 1985) can be applied when both the consumers' heterogeneity and the fixed cost are low. This study also proposes the contribution-margin-based method for developing the optimal pricing strategy. Conclusions - One of the primary roles of marketers is to find a proper compromise between the two conflicting goals of maximizing customer satisfaction and minimizing cost. In order to do so, he or she should understand the characteristics of the target customers as well as the cost structure of the firm. In addition to the theoretical analyses, this study discusses several business cases and explains how superior companies find the optimal compromise position between these two goals and dominate the market. One of the radical changes recently taking place in business arena is the reduction of production and distribution costs of both physical goods and information due to the advancement and the wide diffusion of information technology. The cost reduction combined with lowered priced elasticity incurred by customized products and services, will enable many firms to adopt the mass customization strategy.

• 한국식품위생안전성학회지
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• 제24권2호
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• pp.111-123
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• 2009

본 연구는 소비자들의 친환경농산물 소비 성향을 조사하여 친환경농산물의 생산과 유통을 활성화하고 친환경 농업의 지속 가능한 발전 방향을 모색하고자 하였다. 그 결과 전체의 90.4%가 친환경농산물에 대해 알고 있는 것으로 조사되었으며 응답자의 대부분이 방송, 언론 등을 통해서 친환경농산물의 정보를 얻는 것으로 나타났고 76.4%가 친환경농산물을 구입한 경험이 있는 것으로 나타났다. 친환경농산물 구매경험군은 주1회 구매, 구매이유는 농약 등 유해물질로부터 안전해서, 친환경농산물 구입비가 차지하는 비율은 월 식품비의 20% 미만, 주로 구입하는 친환경농산물의 종류는 엽채류, 과일류 순이며, 구입처는 대형할인매장과 농협직판장이었다. 일반농산물과 비교하여 영양적 품질, 관능적 품질, 안전성에 대한 인식은 우수하다고 나타났으나 가격에 대한 만족은 낮았으며, 유통상의 문제점은 생산, 제조자의 낮은 신뢰성이었다. 친환경농산물 비구매경험군의 소비행태를 조사해 본 결과 일반농산물과 비교하여 영양적 품질, 관능적 품질, 안전성에 대한 인식은 우수하다고 나타났으나 일반농산물에 비해 20-30% 정도 비싸기 때문에 가격에 대한 만족도는 낮았다. 선뢰성 확보방안으로 생산자에 대한 지도단속 강화가 가장 필요하였으며, 가격, 품질 등 문제 해결 시 93.2%가 구입할 의사가 있는 것으로 나타났다. 실태조사 결과, 첫째는 소비자의 신뢰성을 확보하여야 할 것이고, 둘째로는 소비 확대를 위해 가격 경쟁력을 확보하며, 마지막으로는 생산 제품의 종류 및 품목수가 다양화되기를 제언하고자 한다.

• 동아시아식생활학회지
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• 제26권5호
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• pp.400-406
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• 2016

This study used K-mean cluster analysis to evaluate the preference and satisfaction according to consumption behavior of naturally fermented bread products among customers residing in the Seoul area. Naturally fermented bread products were best recognized as "great nutrients for good health" ($3.91{\pm}0.87$). The preference for naturally fermented bread products was due to "good taste and flavor" ($3.39{\pm}0.95$), and customers with "intention to purchase" showed a mean of $3.21{\pm}0.94$. The overall satisfaction for naturally fermented bread products was $3.26{\pm}0.75$. Among the specific categories that contributed to this overall satisfaction, "quality" showed the highest satisfaction with $3.43{\pm}0.77$, whereas "price" ($2.77{\pm}0.76$) and "variety" ($2.77{\pm}0.75$) exhibited the lowest. Among the items to modify for naturally fermented bread products, "variety" was the most important item (21.8%), followed by "lower price" and "convenience of purchase" at 19.7% and 17.9%, respectively. In K-mean cluster analysis, customers who frequently visited the bakery and purchased naturally fermented bread products (cluster 1) expressed strong preference, satisfaction, and consumption behavior. Furthermore, these customers expressed high satisfaction in "quality", "convenience of purchase", and "variety" of naturally fermented bread products.

• 산업경영시스템학회지
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• 제44권1호
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• pp.37-44
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• 2021

The information products dramatically reduce the production costs of vertically differentiated products. Information products are also more likely to be affected by network externalities. Thus the proliferation of digital products is increasing the interests in network externality and vertical product differentiation. In step with this trend, the impact of network externalities on price competition in vertically differentiated markets has been continuously studied. Existing studies related to this topic have assumed that network externalities increase consumers' willingness to pay per unit quality. The results show that higher quality products are affected more by network externality. However, network externality is essentially a concept affected by the size of the consumer, not a concept associated with quality. In this work, unlike previous studies, we present a new market model that reflects the essential definition of network externality. Based on the proposed market model, we derive both simultaneous and sequential Nash equilibria and analyze them numerically. The main results obtained from the analysis can be summarized as follows. First, network externalities primarily increase the demand for low-quality products and have a secondary impact on the demand for high-quality products. Second, the larger the quality difference between products, the more profitable they are. It also has been shown that sequential pricing methods are more advantageous in terms of revenue than simultaneous pricing method.

• 한국경영과학회지
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• 제42권2호
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• pp.1-17
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• 2017

Based on increased popularity and use of social network services as a marketing tool, social commerce became an emerging trend in e-commerce platforms. Social commerce involves sellers offering potential consumers the products and services at a lower price in a limited time period. Through comparison of the performances of domestic social commerce websites, we found that the buying environment such as price, number of available products, and the remaining time period for sale has a significant difference influencing on the purchase decisions of consumers. This study aims to analyze the interaction effects and preference levels of four characteristics (price, discount rate, number of purchases and purchase time) by conducting choice-based conjoint analysis. Survey experiment was performed using a sample of 146 undergraduate and graduate students. The results showed that consumers importantly consider purchase time, discount rate, price, number of purchases in the order of their preference. Also, discount effect is more significant on purchase decisions than price effect and consumers distinguish less the differences among the buying environment characteristics in the closing days of purchase period. Customer segmentation using the preference levels of characteristics indicates that the preference levels have different effects in the purchase utility of each segment. The proposed customer segmentation and differences in feature utilities are expected to be valuable in forming future sales promotion strategies in social commerce.

• 복식문화연구
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• 제15권1호
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• pp.1-12
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• 2007

The purpose of this study is to identify the SPA(Specialty store retailer of Private label Apparel) characteristics and product supply process of Korean casual apparel brands. The research was conducted by questionnaire surveys to 63 casual apparel brands. SPA characteristics of each brand were measured with four SPA characteristic indices: short product supply cycle, spacious retail floor, single brand retail store, and low product price compared to the quality of the product. The 63 apparel brands were grouped by SPA index score. The brands belonged to group H had high index score and brands in group L had low index score. The results of this study showed that the most of the casual apparel brands' products were sold at department stores, especially the brands belonged to group L greatly depended on department stores. Few apparel brands have spacious retail floor. The retail product price of the brands belonged to group H was low price while the product price of the brands belonged to group L was in the medium-high price. The supply time of the new products was short in general. The most brands supplied new styles to the retail floor within 1 to 3 weeks. The information technology was heavily used. The brands belonged to group H highly used information technology including bar codes system, pas data analysis, and inventory control system. The current style trends were analyzed with street fashion and feedback from the shop managers.

• 자원ㆍ환경경제연구
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• 제25권4호
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• pp.495-516
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• 2016

본 연구는 국제 원유가격의 변동에 따른 수송용 유류제품 가격의 비대칭성(rockets and feather)을 오차수정모형을 사용하여 분석한다. 회귀분석결과에 따르면, 모든 수송용 유류제품에서 비대칭성 현상이 일관성 있게 나타났으며, 특히 고급휘발유에서는 타 유종에 비해서 비용 상승기와 비용 하강기에 모두에서 비용의 변화의 충격에 민감하게 반응하는 것으로 추정되었다. 이는 비용상승기의 경우, 마진이 높은 고급휘발유의 특성상, 이를 빠르게 반영하는 것은 이윤극대화를 추구하는 기업의 합리적인 반응일 것으로 추정된다. 그러나 비용이 하락할 경우에 고급휘발유가 타 유종에 비해서 빠르게 하락하는 현상은, 고급휘발유 가격이 상승할 때, 일반휘발유로 이동했던 소비자들과 고급휘발유에 대한 잠재적 수요를 가진 일반 휘발유 소비자들을 고급휘발유 소비로 끌어들일 수 있는 유인이 존재하기 때문으로 판단된다.

• 한국조리학회지
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• 제16권1호
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• pp.269-279
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• 2010

광주, 전남 중심으로 외식 상품 개발에 4P's에 관한 주제로 연구하였으며, 연구의 목적은 마케팅 믹스와 경영성과의 영향 관계를 규명하여 제품, 가격, 유통, 촉진에 대한 향상을 위한 방향 설정에 도움을 줄 것이다. 통계기법은 표본의 인구 통계학적 특성, 신뢰성분석, 다중회귀분석을 이용하였다. 조사는 2009년 7월 6일부터 7월 20일까지 광주에 소재한 외식기업 5곳(A, B, O, R, V)에서 근무하는 편의 추출된 전직원 220명을 대상으로 실시되었다. 설문은 사전에 각 영업장의 책임자들에게 설문 협조 요청을 구한 뒤 이루어졌으며, 조사방법은 응답자가 직접 기입하는 자기 기입형 설문지법을 이용하였다. 배포된 총 220부의 설문지 중에서 212부가 회수되었으며, 이 중 불성실한 응답을 한 12매를 제외한 200매가 최종 분석에 사용되었다. 분석결과 마케팅 믹스요인인 상품, 가격, 유통, 촉진이 고객 만족, 고객 선점에 인과관계가 있는 것으로 나타났다. 그러므로 마케팅 믹스를 적극적으로 도입해야 할 것으로 사료된다.

• 대한가정학회지
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• 제36권3호
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• pp.15-30
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• 1998

The purpose of this study was to understand consumer use and awareness of refill-products in perspective of environmental protections. One hundread seventy-four married women living around Cheongju-city were selected because married women are the major buyers of refill-procucts. The major findings were as follows: 1) While detergents refill-products were found to be the most favorable one, cosmetics refill-products were found to be the worst favorable. 2) Married women complained different quality and quantity between refill-products and nonrefill-products in general. 3) Price was the most important reason to use refill-products rather than environmental protection. 4)The more respondents had refill-products information, the more respondents used refill-proeucts 5) The level of consumer awareness of refill products examined in perspective of enviornmental protection was found to be very high(3.3/4). 6)There was no significant relatioships between consumer use and awareness of refill-products examined in perspective of environmental protection.

• 대한지역사회영양학회지
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• 제11권2호
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• pp.253-260
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• 2006

The purpose of this study was to suggest menu pricing strategy based on understanding about customer perceived value of products and services. The technique known as PSM (Price Sensitivity Measurement) was used for analysis of price sensitivity for 3 menu items of a family restaurant in Seoul. A questionnaire was developed through literature review and modified after pilot test. Questionnaires for the main survey were distributed to 250 customers on their visit to the restaurant, and a total of 138 questionnaires were used for analysis (55.2%). The statistical analysis of price sensitivity was conducted using PSM, and descriptive analyses were conducted using SPSS Win (12.0). The main results of this study were as follows: the price sensitivity of beef tenderloin steak was higher than two other menus and the stress range of teriyaki chicken was almost 0, that is, the price sensitivity of teriyaki chicken was very low. Present menu prices of 3 menu items were within the range of acceptable prices, but had some distances from the optimal pricing point. From the result of this study, it was concluded that price adjustment or price promotion strategy would be effective for increase in sales of beef tenderloin steak, and marketing strategies to enhance consumers' perceptions of value should be conducted for all menu items by situations. Overall, PSM technique could be a helpful tool for researchers and managers of foodservice organizations to understand how consumers' perceptions of value are affected by the interaction of price and quality.