• Journal of Applied Tourism Food and Beverage Management and Research
• /
• v.8
• /
• pp.123-144
• /
• 1997

This study, by setting the systems of room sale promotion, analyzing the actual status and the present working state with its center on the 'RHotel' that is a special grade-two hotel and the sales promotion activities of each type, intends to understand the presentstatus of the hotel and present its problems and the method for improvement. The strategy of salespromotion and the ineffectivenessof the system organization were found to be imminent in the sales promotion activities as its problems, and the importanceis being not attached to the actual substance rather than to the actualresults, such as the advertisement and publicity strategies, the irrationality of sales personnel controland its evaluation method, and therefore, the goal-oriented control is not being takenad its problems are emerging. Therefore, as an improvement plan, we ought to put the plan of the hotel merchandising into action for customers to buy what they want, the establishment of the customer-oriented sales promotionservice and the communication channel using the brand-new managerial skills, systemaizesales promotion method sand strategies, develop the organizational and systematic strategies develop the organizatinal and systemactic strategies and goods for the sake of the image-making and room sales promotion of hotels, develop the activation ways of flexible operation, and also need to develop the skills of sales promotion. Accordingly, by doing irrationalsales activities in the system and the promotion with its center on the sales promotion department, and it sis urgently required that we streng then the comodity developments fitting the hotel's traits, such as uniformpolicy of cost, mass-communicationactivities for sales promotion, the improvement of non-effectiveness, and advertisement of hotel items, and the publishing of public relation books. Therefore, the best weapon for hotels before other purchaseis to be discriminatized from other competitive hotel with theunderstanding of the psychology and activities of customers, and the communicatin with customers, and to set up organicprograms of sales promotionstrategies. Also we must promote our sales in accordance with the desire of new customers, gater the market information of customers, all the time, and systematize the facility improvement, managerial policy, business strategiescorresponding with the desire of customers. By doing so, we are able to seek, at the same time, both the satis faction of customers and the sales maximization of the hotels that will perfrom the activities of sales promotion and management.

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

• Proceedings of the Korean Operations and Management Science Society Conference
• /
• 1996.04a
• /
• pp.727-730
• /
• 1996

The issues in developing a sales expert system that assists the customer's purchasing process through the Internet. The required characteristics of the sales expert system and the enabling AI technologies are explained and the current development status of UNIK-SES in KAIST is introduced.

• Proceedings of the Korea Society for Industrial Systems Conference
• /
• 2007.02a
• /
• pp.122-130
• /
• 2007

On the basis of analysis of the characteristic of production operations in tobacco enterprise, this paper explores the social environment and basic conditions of Tobacco Sales Enterprise, the system architecture and function module of the Supply Chain System of the Tobacco Sales Enterprise are described and it also discusses the application and management of supply chain system.

• Journal of Korean Society of Industrial and Systems Engineering
• /
• v.25 no.3
• /
• pp.78-84
• /
• 2002

This research is basically deals with an inventory distribution system with several regional sides 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.

• Special Issue of the Society of Naval Architects of Korea
• /
• 2015.09a
• /
• pp.9-13
• /
• 2015

While environmental concern is urging shipbuilding industry to reduce pollutant emission, it is necessary to design environmental friendly vessels. LNG as fuel for ship propulsion is proven to be effective way to reduce pollutant emission. In this study, we find optimum position of LNG fuel supply system on AHTS by considering vessel characteristic. Three different positions of fuel supply system are studied in this paper. Factors such as stability, strength and safety are examined in each position of fuel supply system.

• Proceedings of the Korea Society of Information Technology Applications Conference
• /
• 2005.11a
• /
• pp.305-310
• /
• 2005

Recently, many organizations in various industries have introduced e-businesses for the purpose of adding value to their businesses. However, due to no comparable business models to e-business in the past, there are no reliable yardsticks to predict the performance of an e-business. This paper considers an environmental change analysis as a means to resolve this difficulty. System Dynamics (SD) could be a useful tool to generate effective results by examining the e-business model. SD model is developed to analyze the effects of an e-sales channel which was appended to the existing sales channels in the steel manufacturing industry. The results show an increase in average price and sales volume through the use of an auction process on the e-marketplace. Stocking expenses are reduced as well by the increase of the sales turnover. A possible scenario was adopted to the developed simulation model and investigated strategic issues to draw desirable strategies with market changes.

• Journal of Korean Society of Industrial and Systems Engineering
• /
• v.32 no.1
• /
• pp.137-146
• /
• 2009

Researches on after-sales quality have centered on home electric appliances, figuring out how factors influencing after-sales service quality are causally related to customer's behavioral intentions, via consumer satisfaction as an intermediary parameter In most cases of after-sales service in home electric appliances, upon customer's request, service agents make a visit to where the appliance is installed, and check the product and do repairs. However, in case of a small portable device such as a cell phone, which people carry around at all times, most of the times customers themselves show up at the after-sales center, and demand a check-up and repairs. The main difference here is that the after-sales services are provided when a product can no longer perform its basic function and customer dissatisfaction is already up. In this case, the basic function of a product corresponds to must-be factor according to Kano model. The goal of our research is to identify critical factors for effective and efficient after-sales service, and how to monitor them on a routine basis. In our research, the quality after-sales service consists of three dimensions, interactive quality, result quality, and physical environment quality. We set up variables for each dimension, which would measure from customer's perspective key determining factors in service delivery process. Instead of focusing on customer satisfaction aspect, we focused on how after-sales service factors contribute to addressing customer complaints. Additionally, our future research would aim to verify how customer's behavioral intentions are affected, as the resolution of consumer complaints becomes more successful when adjustment of relevant quality factors improves after-sales service quality.

• Management & Information Systems Review
• /
• v.22
• /
• pp.137-165
• /
• 2007

It seems high time to increase productivity by adopting e-business to overcome challenges posed by both external factors including the appreciation of Korean won, oil hikes and fierce global competition and domestic issues represented by disparities between large corporations and small and medium enterprises (SMEs), Seoul metropolitan and local cities, and export and domestic demand all of which weaken future growth engines in the Korean economy. The demands of the globalization era are for innovative changes in businessprocess and industrial structure aiming for creating new values. To this end, e-business is expected to play a core role in the sophistication of the Korean economy through new values and innovation. In order to examine business performance in e-business-adopting industries, this study analyzed the home shopping industry by closely looking into the financial ratios including the ratio of net profit to sales, the ratio of operation income to sales, the ratio of gross cost to sales cost, the ratio of gross cost to selling, general and administrative (SG&A) expense, and return of investment (ROI). This study, for best outcome, referred to corporate financial statements as a main resource to calculate financial ratios by utilizing Data Analysis, Retrieval and Transfer System (DART) of the Financial Supervisory Service, one of the Korea's financial supervisory authorities. First of all, the result of the trend analysis on the ratio of net profit to sales is as following. CJ Home Shopping has registered a remarkable increase in its ratio of net profit rate to sales since 2002 while its competitors find it hard to catch up with CJ's stunning performances. This is partly due to the efficient management compared to CJ's value of capital. Such significance, if the current trend continues, will make the front-runner assume the largest market share. On the other hand, GS Home Shopping, despite its best organized system and largest value of capital among others, lacks efficiency in management. Second of all, the result of the trend analysis on the ratio of operation income to sales is as following. Both CJ Home Shopping and GS Home Shopping have, until 2004, recorded similar growth trend. However, while CJ Home Shopping's operating income continued to increase in 2005, GS Home Shopping observed its operating income declining which resulted in the increasing income gap with CJ Home Shopping. While CJ Home Shopping with the largest market share in home shopping industryis engaged in aggressive marketing, GS Home Shopping due to its stability-driven management strategies falls behind CJ again in the ratio of operation income to sales in spite of its favorable management environment including its large capital. Companies in the Group B were established in the same year of 2001. NS Home Shopping was the first in the Group B to shift its loss to profit. Woori Home Shopping has continued to post operating loss for three consecutive years and finally was sold to Lotte Group in 2007, but since then, has registered a continuing increase in net income on sales. Third of all, the result of the trend analysis on the ratio of gross cost to sales cost is as following. Since home shopping falls into sales business, its cost of sales is much lower than that of other types of business such as manufacturing industry. Since 2002 in gross costs including cost of sales, SG&A expense, and non-operating expense, cost of sales turned out to have remarkably decreased. Group B has also posted a notable decline in the same sector since 2002. Fourth of all, the result of the trend analysis on the ratio of gross cost to SG&A expense is as following. Due to its unique characteristics, the home shopping industry usually posts ahigh ratio of SG&A expense. However, more than 80% of SG&A expense means the result of lax management and at the same time, a sharp lower net income on sales than other industries. Last but not least, the result of the trend analysis on ROI is as following. As for CJ Home Shopping, the curve of ROI looks similar to that of its investment on fixed assets. As it turned out, the company's ratio of fixed assets to operating income skyrocketed in 2004 and 2005. As far as GS Home Shopping is concerned, its fixed assets are not as much as that of CJ Home Shopping. Consequently, competition in the home shopping industry, at the moment, is among CJ, GS, Hyundai, NS and Woori Home Shoppings, and all of them need to more thoroughly manage their costs. In order for the late-comers of Group B and other home shopping companies to advance further, the current lax management should be reformed particularly on their SG&A expense sector. Provided that the total sales volume in the Internet shopping sector is projected to grow over 20 trillion won by the year 2010, it is concluded that all the participants in the home shopping industry should put strategies on efficient management on costs and expenses as their top priority rather than increase revenues, if they hope to grow even further after 2007.

• Proceedings of the Korea Inteligent Information System Society Conference
• /
• 2007.05a
• /
• pp.375-381
• /
• 2007

Cognitive map (CM) has long been used as an effective way of constructing the human thinking process. In literature regarding CM, a number of successful researches were reported, where CM based what-if analysis could enhance firm's performance. However, there exit very few researches investigating the CM generation method. Therefore this study proposes a GENCOM (Genetic Algorithm based Cognitive Map Generator). In this model combined with CM and GA, GA will find the optimal weight and input vector so that the CM generation. To empirically prove the effectiveness of GENCOM, we collected valid questionnaires from expert in S/W sales cases. Empirical results showed that GENCOM could contribute to effective CM simulation and very useful method to extracting the tacit knowledge of sales experts.