• The Journal of the Korea Contents Association
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• v.22 no.5
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• pp.247-260
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• 2022

This paper investigates plans to expand distribution channels for books by installing a book vending machine at convenience stories for the vitalization of the publishing culture and industry. After establishing the meaning of convenience stories and the concept of a book vending machine, the researcher identified a need for the installation and management of a book vending machine at convenience stories. This plan will promote fairness and transparency in book sales through the convenience store system and push forward outsourcing between the publishing industry and the convenience store industry, the expansion of omnichannel service for consumers, and experiential values for clients to increase their customer satisfaction. The composition of the book vending machine will take the smart library form for its management with a universal design applied to a kiosk program. In the study, the researcher schematized this process and conducted a survey with 310 adults to search for practical management plans for a book vending machine. In the future, more research on the diversification of sales and distribution channels for publications such as the installation of a book vending machine at convenience stores will hopefully contribute to the growing amount of reading per capita and promotion of a reading environment for people according to the vitalization of the publishing culture and industry.

• Asia pacific journal of information systems
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• v.30 no.3
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• pp.568-589
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• 2020

Recently, Social media has become a concern for businesses, including Small and Medium Enterprises (SMEs). SMEs began to adopt social media to support their performance. To benefit from the application of social media, SMEs must implement the right strategy. This study aims to analyze the factors that influence the use of social media in SMEs. Furthermore, alignment between social media functionalities and strategies and their effect on SME's performance are investigated. A case study is conducted in Gymi, a garment SMEs in East Java, Indonesia. The data collection includes interviews with the owner of SMEs, observations, and document analysis. Data analysis is performed by pattern matching, which matches the patterns from the literature with data from the case study. The results of this study show that cost-effectiveness, interactivity, and compatibility are factors that influence the use of social media in Gymi. The social media used by Gymi are Instagram, Facebook, YouTube, WhatsApp, and LINE. However, the main social media used to support Gymi's functions is Instagram. Gymi has a relatively good social media strategy as it has defined a specific goal, target audience, and channel selection for social media (Instagram). It also has specific resources and policies to handle social media. Gymi monitors and evaluates their social media content activities. These strategies are aligned with the Instagram feature used to support Gymi's function, particularly marketing, sales, customer service, and to some extent, internal operation. The alignment contributes to Gymi's performance measured by the increase in reputation (number of Instagram followers) and sales.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.17 no.5
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• pp.205-221
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• 2022

In this study, the authors investigated the effect of salesperson's Selling Influence Tactics (SIT) on customers' psychological obligation, trust in salespersons and repurchase intentions in the offline cosmetics purchase channel. In addition, we examined the moderating effect of service quality perceived by customers. To this end, a survey was conducted on 298 customers who had purchased cosmetics through the offline sales channel, and the authors conducted hypothesis testing through a structural equation model. As a result of the study, first, among salesperson's sales influence tactics, emotional appeal tactics (H1a), customer ingratiation tactics (H1d), and personal appeal tactics (H1e) were found to affect the psychological obligation of customers, and emotional appeal tactics (H2a), rational persuasion tactics (H2b), information provision tactics (H2c), and customer ingratiation tactics (H2d) were found to affect trust in salespeople. Third, it was found that the psychological obligation did not have a positive (+) effect on the customer's repurchase intention, and the customer's trust in the salesperson had a positive (+) effect on the repurchase intention. Third, perceived service quality showed a significant moderating effect between psychological obligation and repurchase intention, trust in salesperson and repurchase intention. In previous studies on salesperson's Selling Influence Tactics (SIT), many studies examined salesperson's Selling Influence Tactics (SIT) by specifying sub-variables in a limited way, and studies confirming marketing factors such as repurchase intention were also insufficient. Therefore, the results of the empirical research confirmed based on this study are expected to help the standard or direction of the salesperson's Selling Influence Tactics (SIT) in future studies. In addition, this study describes implications for providing help in employee education and management for small business owners who manage and operate offline cosmetics stores, and sales strategies that should be strategically established to improve perceived service quality for customers.

• Information Systems Review
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• v.11 no.1
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• pp.49-67
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• 2009

E-mail marketing is the cheapest channel in target marketing. The channel works amazingly well for marketers who know how to use it. The e-mail marketers are able to integrate transactional and behavioral data to improve the targeting content of e-mail marketing campaigns. The cost in e-mail marketing is low and e-mail marketing makes no pollution. But, the e-mail response rate is lower than all the other channels. So, it is very hard for companies to increase their sales volumes, though the companies are ready to execute e-mail marketing campaigns on the side of computer systems. Marketers can send messages easily to target customers compared to other channels. But, the possibility to be read by the customers is low. Normal e-mails are continually devalued by spam mails. This study shows the influence of e-mail marketing to increase sales used by credit cards, on the basis of the real data promoted by A bank, in the Republic of Korea. The analysis on the traits of the respondent can help marketers to target customers. If additional studies on the response prediction model on the basis of traits of potential respondents are done, the targeting method to increase the effectiveness of e-mail marketing will be better structured and organized.

• Journal of Korea Entertainment Industry Association
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• v.14 no.7
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• pp.161-173
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• 2020

In-depth interview in the field of hospitality industry services was conducted in COVID- 19. Introduction of kiosks for non-face-to-face services using untact technology, reservation, pay systems, self-service, service improvement using room service should be carried out. It is also necessary to implement Instagram, Facebook, YouTube, P-blogs, online broadcasting and live commerce through the establishment of m-channel system through untact marketing sales channels in the hospitality industry now that the product composition to solve the pro -blem of untact marketing is drawing attention due to diversification of online sales channe -ls. Now, the recognition of important elements of service education and a establishment of differentiated system of untact marketing, expansion of untact sale channel, implementation of non-face-to-face counseling service and introduction of pre-booking, telecommuting were recognized as urgent parts. In particular, a service differentiation and importance of human services, which were recognized free of charge, have re-recognized as premium, and quality service aspect of the hospitality industry in untact and the direction to diversify marketing channels are presented.

• Journal of Distribution Research
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• v.12 no.4
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• pp.49-77
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• 2007

The purpose of this study is to examine a relationship between the headquarters and the sales offices of a car manufacturing company by comparing their channel types. It examines how the level of communication and commitment of sales offices on their headquarters differently affects some mediating effects between participation and relationship performance. It also tries to find out what kind of mechanisms are needed in order to improve the relationship. Through the data analysis of a total of 200 sales offices which are directly managed stores and agency stores by a domestic car manufacturing company, the following conclusions were reached: Participation, one of the variables in bureaucratic structuring, influences all dimensions of communication. Also, it has found that communication dimensions influence commitment dimensions differently by the type of channels, and commitment dimensions influence relationship performance by the type of channels. Recently, import car makers are accelerating their moves in the domestic market, and the importance of a customer-oriented retail innovation and a relationship management in an auto manufacturing industry is increasing. This study will give an useful suggestion on how to improve a long term relationship of distributors through an enhancement of communication and commitment.

• Journal of Distribution Research
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• v.17 no.5
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• pp.113-128
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• 2012

The growth of market share of distributors' brands, also known as private brand, has accelerated in recent years. Sales volumes and market shares of private brands, as well as their appeal to consumers have steadily increased. Carrying private brands comes with numerous advantages, one of which is the relatively high gross margin, which can be 20 - 30% higher compared to manufacturer brands. Recently, many big discount stores are expanding private brand for higher sales volume. Thus, private brands play an important strategic role for retailers. The tendency of growing private brand will decrease sales revenue of both channel members, distributer and manufacturer. The disadvantage for manufacturer is obvious, especially for the manufactures who not only produce their own brands but also retailer brands competing against their own. There are also possible to weaken the brand awareness of manufacturer's brand. The purpose of this study is to explore the perception gap between retailers and manufacturers. we investigated to identify how consumers perceive private brand. In other to study the impact of private brands on distributors, we surveyed the actual condition of private brand and perception towards private brands among consumers, retailers and manufacturers. Based these analysis, we recommended proposal for private brand policies as follows: First, it need to correct imbalance between large retailer and manufacturer. second, we suggest "win-win growth policy", Third, by registering trademark right of national brand, manufacturers have a way of protecting their brands. Forth, manufacturers are encouraged to produce PNB(Private National Brand).

• Journal of Distribution Science
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• v.13 no.12
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• pp.65-71
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• 2015

Purpose - Domestic cooperatives tend to increase during the establishment of cooperatives and gradually through the basic law of social needs. However, only cooperatives' qualitative grow this secured without blessings, and their quantitative growth through government support is questionable. The purpose of this study is to analyze the agricultural cooperatives established through the Distribution System Cooperatives Basic Law, which was enacted in January 2012. Subsequently, establishing agricultural cooperatives was done briskly. However, cooperatives established rapidly after the founding of the Basic Law encountered problems. Research design, data, and methodology - To assess the performance of selected agricultural cooperatives, data were analyzed using the methodological Analytic Hierarchy Process (AHP) approach. The AHP is a set of systematic procedures to hierarchically analyze the elements of any problem. Using a survey on expertise, a series of comparative determinations of each pair is performed to evaluate the relative strengths and the strengths of the impact between elements within the hierarchy. A survey was conducted on 10 small agricultural cooperatives using AHP analysis for the examination. The purpose of such research and analysis is to recommend a direction for future policies aimed at small agricultural cooperatives. Result - This study applied three types of policy evaluation criterion, including market expansions, organizations, and cooperative projects, and 12 types of small agricultural cooperative policy measures. Market expansion policies for agricultural cooperatives are classified into four categories: school meals, direct transactions, shopping malls, and wholesale markets. Organizational policies for agricultural cooperatives are classified into four types: existing sales channel management, education, preventing free riding, and enlarging members. Cooperative project policies in agricultural cooperatives are classified into four policy areas: cooperation between cooperatives, community contribution, joint businesses, and government links. In this paper, the growth priority in agricultural cooperative policies is analyzed by applying policy evaluation criteria on the basis of a survey on expertise. The priorities of the policy program are also analyzed using a decision analytic hierarchy process. The results indicate that market expansion is the most important policy evaluation criterion therefore, improving direct transactions, school meals, management of existing sales channels, and shopping malls are crucial policy measures. In contrast, the cooperation of cooperatives, expansion of union members, and cooperation with the government were found to have low priority. Conclusions - Agricultural cooperatives should develop plans as follows. Small agricultural cooperatives need to secure school meals and direct transactions for market expansion, restructure marketing strategies to manage existing sales channels, and, finally, increase education and training for sustainable organizational development. This study has the following limitations. Because the subject of the investigation is a new cooperative, determining its sustainable growth is difficult. Therefore, through analysis and a continuous study of cooperatives, future research is expected to show that modifying the direction of agriculture cooperatives is necessary.

• Journal of Intelligence and Information Systems
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• v.23 no.4
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• pp.77-110
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• 2017

Recently, the diversification and individualization of consumption patterns through the web and mobile devices based on the Internet have been rapid. As this happens, the efficient operation of the offline store, which is a traditional distribution channel, has become more important. In order to raise both the sales and profits of stores, stores need to supply and sell the most attractive products to consumers in a timely manner. However, there is a lack of research on which SKUs, out of many products, can increase sales probability and reduce inventory costs. In particular, if a company sells products through multiple in-store stores across multiple locations, it would be helpful to increase sales and profitability of stores if SKUs appealing to customers are recommended. In this study, the recommender system (recommender system such as collaborative filtering and hybrid filtering), which has been used for personalization recommendation, is suggested by SKU recommendation method of a store unit of a distribution company that handles a homogeneous brand through a plurality of sales stores by country and region. We calculated the similarity of each store by using the purchase data of each store's handling items, filtering the collaboration according to the sales history of each store by each SKU, and finally recommending the individual SKU to the store. In addition, the store is classified into four clusters through PCA (Principal Component Analysis) and cluster analysis (Clustering) using the store profile data. The recommendation system is implemented by the hybrid filtering method that applies the collaborative filtering in each cluster and measured the performance of both methods based on actual sales data. Most of the existing recommendation systems have been studied by recommending items such as movies and music to the users. In practice, industrial applications have also become popular. In the meantime, there has been little research on recommending SKUs for each store by applying these recommendation systems, which have been mainly dealt with in the field of personalization services, to the store units of distributors handling similar brands. If the recommendation method of the existing recommendation methodology was 'the individual field', this study expanded the scope of the store beyond the individual domain through a plurality of sales stores by country and region and dealt with the store unit of the distribution company handling the same brand SKU while suggesting a recommendation method. In addition, if the existing recommendation system is limited to online, it is recommended to apply the data mining technique to develop an algorithm suitable for expanding to the store area rather than expanding the utilization range offline and analyzing based on the existing individual. The significance of the results of this study is that the personalization recommendation algorithm is applied to a plurality of sales outlets handling the same brand. A meaningful result is derived and a concrete methodology that can be constructed and used as a system for actual companies is proposed. It is also meaningful that this is the first attempt to expand the research area of the academic field related to the existing recommendation system, which was focused on the personalization domain, to a sales store of a company handling the same brand. From 05 to 03 in 2014, the number of stores' sales volume of the top 100 SKUs are limited to 52 SKUs by collaborative filtering and the hybrid filtering method SKU recommended. We compared the performance of the two recommendation methods by totaling the sales results. The reason for comparing the two recommendation methods is that the recommendation method of this study is defined as the reference model in which offline collaborative filtering is applied to demonstrate higher performance than the existing recommendation method. The results of this model are compared with the Hybrid filtering method, which is a model that reflects the characteristics of the offline store view. The proposed method showed a higher performance than the existing recommendation method. The proposed method was proved by using actual sales data of large Korean apparel companies. In this study, we propose a method to extend the recommendation system of the individual level to the group level and to efficiently approach it. In addition to the theoretical framework, which is of great value.

• Journal of Distribution Research
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• v.10 no.2
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• pp.49-72
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• 2005

As interdependence and conflict are important to the understanding of channel interactions, many researchers have studied their relationship. Identifying the relationship between interdependence and conflict will help understanding an exchange relationship. In social science, the relationship between interdependence and conflict is explained by two contradictory theories, and there are also inconsistent results in marketing science. The authors suggest non-linear relations between asymmetric interdependence and conflict, based on bilateral deterrence theory and conflict spiral theory. Using survey data from industrial market, we demonstrate that there is an inverted U-shaped relationship between asymmetric interdependence and interfirm conflict. The result show, as the magnitude of interdependence is high. the hypothesis on the non-linear relationship between asymmetric interdependence and conflicts is acceptable on both suppliers and distributors. Finally, we discuss several theoretical implications and suggest limitations and future research issues.