• Journal of Korean Institute of Industrial Engineers
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• v.40 no.5
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• pp.492-500
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• 2014

Activity monitoring has been widely recognized as important and critical tools in system monitoring for detection of abnormal behavior. In this research, we propose a data-driven activity monitoring method to measure relative sales performance which is not sensitive to special event which frequently occur in marketing area. Moreover, the proposed method can automatically updates the monitoring threshold that accommodates a drastically changing business environment. The results from simulation and practical case study from sales of electronic devices demonstrate the usefulness and applicability of the proposed activity monitoring method.

• Journal of Korean Society of Occupational and Environmental Hygiene
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• v.29 no.2
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• pp.217-225
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• 2019

Objectives: The aim of this study is to evaluate the quality management systems of domestic asbestos survey and monitoring service providers and the relationships with the number of licenses or designations and sales performances. Methods: Data on quality management systems were collected by assessors who were assigned by the Korea Occupational Safety and Health Agency(KOSHA) during a pilot evaluation program for designated asbestos survey and monitoring service providers in 2016 using evaluation criteria developed by KOSHA. Basic characteristics, evaluated scores, and sales performance were gathered and statistically analyzed. Results: The median and arithmetic mean of the total scores were 0.64 and 0.66. Evaluation fields that scored highly with the highest percentages were sales performance, installation and availability of equipment, compliance with the mandatory minimum number of airborne samples, laboratory independence, and results of proficiency analytical testing, in that order. Evaluation fields that received low marks with the highest percentages were the training of personnel, blank field samples, calibration of flow rates, preliminary check and visual inspection of the work area prior to the clearance test, and review and approval of final reports, in that order. Comparison of normalized scores between service providers registered for asbestos and other tasks and those designated for only asbestos showed significant differences in their evaluated scores. Sales performance did not show a positive correlation with evaluated scores. Conclusions: The quality management systems of domestic asbestos survey and monitoring service providers were poor. High scores were recorded mostly in evaluation fields related to regulatory requirements. Low scores were recorded mostly in evaluation fields related to documentation and recordkeeping. Considering the low influence of quality on sales performance, the government needs to evaluate the quality management of asbestos survey and monitoring service providers and provide the results to public in order to address their low levels of quality management.

• Journal of Internet Computing and Services
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• v.17 no.6
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• pp.123-131
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• 2016

Process mining in big data environment utilize a number of data were generated from the business process. It generates lots of knowledge and insights regarding implementation and improvement of the process through the event log of the company's enterprise resource planning (ERP) system. In recent years, various research activities engaged with the audit work of company organizations are trying actively by using the maximum strength of the mining process. However, domestic studies on applicable sales auditing system for the process mining are insufficient under big data environment. Therefore, we propose process-mining methods that can be optimally applied to online and traditional auditing system. In advance, we propose continuous monitoring information system that can early detect and prevent the risk under the big data environment by monitoring risk factors in the organizations of enterprise. The scope of the research of this paper is to design a pre-verification system for risk factor via practical examples in sales auditing. Furthermore, realizations of preventive audit, continuous monitoring for high risk, reduction of fraud, and timely action for violation of rules are enhanced by proposed sales auditing system. According to the simulation results, avoidance of financial risks, reduction of audit period, and improvement of audit quality are represented.

• Journal of Distribution Science
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• v.15 no.1
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• pp.105-114
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• 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.

• The Research Journal of the Costume Culture
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• v.8 no.5
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• pp.771-784
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• 2000

The purpose of this study was to investigate the casual relationships of self-monitoring, face satisfaction, and demographic variables on the purchasing behavior and use of cosmetics of women. Samples wre 479 women in their 20's to 50's in Seoul, Korea. Three factors of the purchase criteria of cosmetics derived by factor analysis : F.1 'intrinsic trait', F.2 'sales promotion and fashion', F.3 'economy. Women high in self-monitor purchased and used cosmetics more than those low in self-monitor. There were significant relationships between the purchasing behavior and use of cosmetics and age, education, and social stratification. Women in their 20's and 30's perceived purchase criteria associated with intrinsic trait such as color and becomingness as more important, 20's sales promotion and fashion, women with less education perceived economy more than did the others. Upper class women showed more concern for intrinsic trait such as quality and color of cosmetics than did lower class. Social stratification, age, self-monitoring, and education had a direct effect on the degree of cosmetics purchase. Self-monitoring and education had a direct effect on the degree of cosmetics use. Age, education, social stratification, and face satisfaction had an indirect effect on the degree of cosmetics purchase and use. The causal relationship of self-monitoring on the use of coloring cosmetics was stronger than the connection between self-monitoring and total cosmetics. The present findings provide that personal trait associated with self-monitoring of women is important variable in understanding of the purchasing behavior and use of cosmetics.

• Journal of Distribution Research
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• v.15 no.5
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• pp.37-60
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• 2010

Department Stores have been in place as typical large-scale retailer in Korean retail market. After Asian financial crisis in 1997, the market share of major three department stores has been increased and they have had a dominant position in relationship with vendors or manufacturers. Thus, they are able to control sales commission. Sales commission is defined as things that department stores which contribute to products sales instead of manufacturers take some portion of price as their revenue. In other words, vendors or manufacturers pay some amount of money from their sales by contracted ratio to department stores. The problem is that vendors or manufacturers think that sales commission is high. However, department stores have a different opinion that sales commission is not high because they generate new value from gathering customers and doing marketing activity on behalf of vendors or manufacturers. Because department stores have operated with business model of renting sales space to vendors or manufacturers instead of buying goods directly from them, this situation has been taken place. The revenue of department stores depend on sales commission. Thus, they want to get a dominant power to control sales commission in relationship with vendors or manufacturers. So, they have tried to increase their size and brand power. The considered policies related in sales commission of department stores are as following: preventing monopoly or oligopoly of department store, being strength of monitoring for department stores' unfair trade, strict enforcement of law for large-scale retailer's unfair trade, and inducing win-win strategy doing voluntarily by department stores.

• Korean Journal of Health Education and Promotion
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• v.33 no.5
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• pp.71-81
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• 2016

Objectives: Tobacco marketing encourages smoking initiation of non-smokers, especially adolescents, and it hinders quit intention of those who smoke or who attempt to quit smoking. Article 13 of the WHO Framework Convention on Tobacco Control(WHO FCTC) requests a comprehensive ban on tobacco advertising, promotion and sponsorship(TAPS). Ratified the Convention in 2005, Korea has partially implemented the provisions. However, online marketing regulations are still insufficient. Methods: Based on relevant national and international regulations, this research designed monitoring mechanism for online tobacco marketing and studied 1,404 websites to identify current situation of online sales and advertisement of tobacco in Korea. Results: This study found that online trade of tobacco products are overtly conducted, while tobacco advertising with flavoring and misleading descriptors are also prevalent. Also, online tobacco marketing facilitate adolescents' access to tobacco product and that advertising and promotion activities lead to tobacco purchase without difficulties. Conclusions: Fundamental solution to prevent online tobacco advertisement and promotion is banning online sales of tobacco and conducting a regular monitoring for compliance. Korean government should consider establishing an official surveillance system for online tobacco advertisement, followed by a comprehensive ban on TAPS to fulfill its obligation as a Party to the FCTC.

• Journal of the Korea Academia-Industrial cooperation Society
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• v.13 no.4
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• pp.1625-1632
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• 2012

The purpose of this study is to analyze whether asset sales contributed to increase of the shareholder value of the seller and the buyer in Japan. The period of analysis is 2000-2007. As a result of event study, Although the stockholder of the seller earn positive abnormal returns at the announcement of a asset sales, most stockholders of the buyer were break even. However, the buyer which purchase related asset get positive abnormal returns. Furthermore, when using a matched seller-buyer, we find that asset sales are firm value enhancing for the seller and buyer. Furthermore, we verify whether the excess return depends on the financial condition, and the managerial performance. we find that seller gains are related to the seller's managerial performance, leverage ratio, and buyer gains are related to the leverage ratio, foreigner holdings ratio. we conclude that lender and outside monitoring lead to increase of firm value.

• Asia Marketing Journal
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• v.15 no.2
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• pp.175-194
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• 2013

The purpose of this study is to investigate the effects of the locomotion orientation on salespeople' sales performance with the mediating effect of selling behavior(adaptive selling behavior, SOCO). And we figure out the relationship between customer-oriented selling behavior and adaptive selling behavior because those relationships are not clear. The authors infer research hypotheses based on literature review. We have confirmed the reliability and validity test and those results can be acceptable. Hypotheses test were conducted with structural equation modeling, AMOS. All paths in the research model reasoned by authors have been supported statistically at the significant level. This study with the theoretical implications is as follows. First, this study is the first attempt to investigate the path between locomotion orientation and adaptive selling behavior and SOCO. Secondly, there is an empirical conflict between our study and Franke and Park(2006)'s study. Our study was contradictory to Franke and Park(2006)'s consequences. And so, figuring out clearly those causal paths remains. This study with practical implications are as follows. First of all, the salespeople' selling performance was affected by adaptive selling behavior, customer-oriented selling behavior, and sales-oriented activities, such as the importance of selling behavior once again proven. It is necessary to enhance the capabilities that can be transformed into action appropriate to the needs of customers each sales step-by-step in the process of salespeople for various system through education and incentives, and to interact with customers and understand their customers relative to salespeople will. In order to enhance adaptive selling behavior, the company needs to do educational program and monitoring system with the positional promotion when salespeople get the high adaptive selling behavior. Secondly, the locomotion orientation of the salespeople is to cause this selling behavior. Management style to increase locomotion orientation is needed, which means, salespeople' superior about something should be conducted. In order to stimulate the selling behavior of the salespeople, most supervisors should use some managerial tools such as feedback, engagement, and rewards.

• Journal of Korean Institute of Industrial Engineers
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• v.37 no.4
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• pp.382-389
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• 2011

Salesperson Monitoring System (SMS) is geographic based information system that supports business auditing, sales area coordinating and customer management for each salesperson. Conventional SMSs focus mainly on the monitoring or logging functions, i.e., a salesperson locating or moving trail tracking. However, the schedules have been planned by human planner, and they have rarely been managed with a software system like SMS. In this paper, a mixed integer programming model for a salesperson routing schedule is provided. Then, 2-phase Genetic Algorithm (GA) is proposed to make salesperson routing schedule. Experimental results show a validity of the proposed method.