• Journal of Information Technology Applications and Management
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• v.23 no.2
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• pp.113-141
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• 2016

This study identifies and validates the factors that affect sales performance of salespersons in the business software industry. In the study, in order to measure the dependent variable (performance of the salesperson) more comprehensively, multiple items are utilized and both outcome and behavior indicators are used. Independent variables are identified based on the classification of Verbeke et al. [(2011] including sales related knowledge, degree of adaptiveness, role ambiguity, and work engagement. Results of the hypotheses testing show that 'sales related knowledge' and 'work engagement' are statistically significant factors, but 'degree of adaptiveness' and 'role ambiguity' are not. This study has a few limitations and future research direction to overcome the limitation is suggested : use of both perceptions of the salesperson and objective measures in measuring the related variables; study including cognitive ability; analyses of the factors across various types of software companies; and analyses of the factors on the team level.

• Safety and Health at Work
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• v.12 no.2
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• pp.217-224
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• 2021

Introduction: We evaluated depression and anxiety in service and sales workers from Korea who interacted with angry clients to identify factors that mediated and moderated depression and anxiety in these workers. Methods: This was a secondary analysis of data from the fifth Korean Working Conditions Survey conducted in 2017. A structural equation model was used for mediation and moderation analysis. Results: Service and sales workers who had more interactions with angry clients had increased risk for depression and anxiety. Experiencing clients' adverse behaviors (acute episodes) mediated the relationship between interacting with angry clients (a chronic situation) on depression and anxiety. Job satisfaction and managers' support moderated the relationship between interacting with angry clients and mental health problems. Conclusion: We suggest that employers of service and sales workers should recruit staff based on their aptitude for such work, thus ensuring job satisfaction, and train them to deal with angry clients in such a way that they experience less emotional burden. Employers should also make bylaws requiring managers to directly take care of adverse social behavior by clients. Furthermore, a sociocultural campaign to prevent adverse social behavior by clients is also needed.

• The Journal of Asian Finance, Economics and Business
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• v.8 no.12
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• pp.117-127
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• 2021

This study was conducted to comprehensively identify factors that potentially influence corporate investment behavior, including micro, macro, and sectoral variables. Furthermore, investment behavior was studied across nations based on their participation in the global value chain (GVC), which was evaluated based on commodities, limited manufacturing, advanced manufacturing, and innovative activities. The study uses the dynamic panel data analysis and Generalized Method of Moment (GMM) estimation for a sample of 800 corporations, with data spanning over 2000-2019. The study result shows that in all types of countries, the coefficient lag indicator of capital expenditure statistically has a significant effect on capital expenditure. Sales growth, exchange rate, and GDP have a significant positive effect on corporate investment growth, while DER has a negative effect. In commodity countries, corporate investment is influenced by sales growth, exchange rate, and FCI. The variables that influence corporate investment in manufacturing countries are the FCI, exchange rate, sales growth, GDP, and DER. In innovative countries, variables that significantly affect capital expenditure are DER, GDP, and Tobin Q. In each type of country, the interaction terms between exchange rate and commodity price are positive and statistically significant.

• Journal of the Korean Society of Costume
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• v.57 no.6 s.115
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• pp.160-171
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• 2007

This research studied men's cosmetics purchasing behavior based on the level of interest one has in one's appearance, the country of origin, and the sales promotion of the cosmetics. The study was conducted by experimental $2{\times}[2{\times}2]$ design by combining the 3 variables mentioned above. The Independent variables in this research were levels of appearance interest(high vs. low), the country of origin(Korean vs. foreign), and types of sales promotion(discount vs. coupon). The dependent variables were the purchase behaviors including favor to cosmetics and purchase intent. Two hundred male consumers participated for the study. Data analysis conducted were factor analysis, cluster analysis and ANOVA. The results were as follows. 1. Male consumers' cosmetics favorness: 3-way significant interaction, in appearance interest, the country of origin, and types of sales promotion, was found for favor to male cosmetics. When male subjects were provided with price discounts and skin care coupons for the Korean cosmetics, they didn't reveal significant differences in favor, regardless of the level of appearance interest. However, for the imported cosmetics, male subjects with high appearance interest showed more favor to the cosmetics than the ones with low appearance interest. 2. Male consumers' purchase intent: 3-way significant interaction, in appearance interest, the country of origin, and types of sales promotion was found for the purchase intent. When male subjects were provided with price discounts and skin care coupons for the Korean cosmetics, they didn't show significant difference in purchase intent, regardless of their appearance interest. However, for the imported cosmetics, male consumers with high appearance interest reported more purchase intent than the ones with low appearance interest.

• Journal of Distribution Science
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• v.20 no.9
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• pp.109-126
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• 2022

Purpose: The role of salespersons' emotions in effective selling behavior garners attention among scholars and practitioners. Previous studies have investigated the effects of emotional intelligence and emotional labor on sales success separately. However, to understand the whole process, the relationships among salespersons' cognition, emotions, and behaviors should be considered simultaneously. Accordingly, we uniquely examined how salespersons' emotional intelligence (emotional antecedent) and customer orientation (cognitive antecedent) influence their emotional labor (deep acting vs. surface acting), adaptive selling behavior, and the selling results in the retail environment. Research design, data, and methodology: To improve methodological rigor, we used the dyadic approach. We measured 182 salespersons' emotional intelligence, customer orientation, and emotional labor, and 364 customers assessed the salespersons' adaptive selling behavior and selling results in the insurance and duty-free department retailing sectors. Result: The findings suggest that salespersons' customer orientation and emotional intelligence relate to deep-acting of emotional labor, affecting their adaptive selling behavior and relationship quality with customers. Conclusions: As for managerial implications, sales managers may well consider emotional intelligence levels when selecting salespersons in the retail industry. Additionally, practical training programs are required to cultivate customer orientation, emotional intelligence, and deep acting while performing emotional labor.

• Journal of Distribution Science
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• v.14 no.11
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• pp.83-90
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• 2016

Purpose - During the last two years, convenient stores (CS) are emerging as one of the most fast-growing retail trades in Korea. The goal of this work is to forecast and to analyze sales at CS using ARIMA-Intervention model (IM) and exponential smoothing method (ESM), together with sales at supermarkets in South Korea. Considering that two retail trades above are homogeneous and comparable in size and purchasing items on off-line distribution channel, individual behavior and characteristic can be detected and also relative superiority of future growth can be forecasted. In particular, the rapid growth of sales at CS is regarded as an everlasting external event, or step intervention, so that IM with season variation can be examined. At the same time, Winters ESM can be investigated as an alternative to seasonal ARIMA-IM, on the assumption that the underlying series shows exponentially decreasing weights over time. In case of sales at supermarkets, the marked intervention could not be found over the underlying periods, so that only Winters ESM is considered. Research Design, Data, and Methodology - The dataset of this research is obtained from Korean Statistical Information Service (1/2010~7/2016) and Survey of Service Trend of Korea Statistics Administration. This work is exploited time series analyses such as IM, ESM and model-fitting statistics by using TSPLOT, TSMODEL, EXSMOOTH, ARIMA and MODELFIT procedures in SPSS 23.0. Results - By applying seasonal ARIMA-Intervention model to sales at CS, the steep and persisting increase can be expected over the next one year. On the other hand, we expect the rate of sales growth of supermarkets to be lagging and tied up constantly in the next 2016 year. Conclusions - Based on 2017 one-year sales forecasts for CS and supermarkets, we can yield the useful information for the development of CS and also for all retail trades. Future study is needed to analyze sales of popular items individually such as tobacco, banana milk, soju and so on and to get segmented results. Furthermore, we can expand sales forecasts to other retail trades such as department stores, hypermarkets, non-store retailing, so that comprehensive diagnostics can be delivered in the future.

• Journal of Korean Society of Industrial and Systems Engineering
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• v.27 no.4
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• pp.33-41
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• 2004

This study examines the relationship between multiple sales force management practices and performance within each of Miles & Snow (1978)'s strategy types and Walker & Ruekert (1987)'s strategy types. The findings are as follows : First, Prospectors seem to be associated with increased performance when they are utilizing a relationship selling strategy, internal sales force, moderate levels of supervision, outcome-based control system and incentive-oriented compensation system. Second, Analyzers seem to be associated with increased performance when they are utilizing a relationship selling strategy, internal sales force, outcome-based control system to deal with the instability in their strategic focus. Third, Low Cost Defender seem to be associated with increased performance when they are utilizing a relationship selling strategy, external sales force, low levels of supervision, outcome-based control system and salary-oriented compensation system. Fourth, Differentiated Defenders seem to be associated with increased performance when they are utilizing a relationship selling strategy, high levels of supervision, balanced (outcome+behavior) control system and salary-oriented compensation system.

• Proceedings of the Society of Korea Industrial and System Engineering Conference
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• 2002.05a
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• pp.349-357
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• 2002

This research is basically deals with an inventory distribution system with several regional sales branches. Under the continuous review policy, each sales branch places an order to its supplier whenever on hand plus on order inventory falls on the order point, and the order quantity is received after elapsing a certain lead time. This research first shows the method how to apply the product with low lever of demand into the continuous review policy. For the application, we use an order level as the maximum level of inventory during an order cycle. Also we analyze the lost sales case as a customer behavior. Further we use variable demands and variable lead times for more realistic situation. Based on the above circumstances, the research mainly discusses those methods to decide the optimal order level, order point, and order quantity for each sales branch which guarantees the system wide goal level of service, while keeping the minimum level of the system wide total inventory.

• International Journal of Internet, Broadcasting and Communication
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• v.13 no.2
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• pp.36-42
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• 2021

This study aims to examine whether there are some differences in the cost stickiness of R&D expenses of IT companies before and after the COVID-19 crisis. Before COVID-19, IT companies did not reduce R&D expenses even if sales decreased, resulting in cost stickiness. As a result, it appears that during the COVID-19, IT companies adjust R&D expenses in proportion to changes in sales. This is interpreted as a reduction in R&D investment, which takes a long time to create results, in case of a decrease in sales due to uncertainty in future management performance due to the COVID-19 pandemic. In other words, during the COVID-19 risk period, IT companies, like other companies, reduced R&D expenses as sales decreased, resulting in reduced cost stickiness. This study differs from existing literature in that it examines the impact of the COVID-19 pandemic on the R&D expenditure behavior of companies in the IT industry.

• Journal of Families and Better Life
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• v.31 no.5
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• pp.185-200
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• 2013

The purpose of this study is to examine the moderating effect of consumer competency associated with the influence of interaction styles with sales man on inappropriate consumer compliant behaviors. For the purpose, the survey questionnaire was administered to 1,050 consumers across country by the on-line survey. The research data are analyzed using four statistical methods: factor analysis, reliability analysis, multiple regression, and moderating regression analysis. The results are as follows: First, some demographic variables, for example, male, level of education, marital status, amount of monthly household income had significant effects on inappropriate consumer compliant behaviors such as rudeness of behavior and interference with business. Second, it is significant that two types of interaction with sales man(passive and assertive interaction) have positive effect on rudeness of behaviors, while assertive interaction only has positive effect on inference with business. Third, this research has been shown to be significant, based upon the findings on moderating effects of consumer competency in respect to consumers' level of inappropriate compliant behaviors. In particular, consumer competency has negative moderating effects between interaction styles with sales man and rudeness of behaviors. Practical implications were discussed in terms of effective customer management strategies and policy making related to consumer education.