• Management Science and Financial Engineering
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• 제11권1호
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• pp.1-24
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• 2005

The results of a study of the coordination effect in stocking and promotional markdown policies for a supply chain consisting of a retailer and a discount outlet (DCO) are reported here. We assume that the product is sold in two consecutive periods: the Normal Sales Period (NSP) and the subsequent Promotional Markdown Sales Period (PSP). We first study an integrated supply chain in which managers in the two periods design a common system so as to jointly decide the stocking quantities, markdown time schedule, and markdown price to maximize mutual profit. Next, we consider a decentralized supply chain. An uncoordinated contract is designed in which decisions are decentralized to optimize the individual party's objective function. Here, three sources of system inefficiencies cause the decentralized system to earn a lower expected system profit than that in the integrated supply chain. The three sources are as follows: in the decentralized system the retailer tends to (1) stock less, and (2) keep a longer sales period, and the DCO tends to (3) stock fewer leftovers inventories and charge a higher markdown price. Finally, a numerical experiment is provided to compare the coordinated model with the uncoordinated model to explore factors that make coordination an effective approach.

• 지능정보연구
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• 제16권4호
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• pp.43-65
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• 2010

오늘날 치열한 경쟁과 환경변화로 인해 많은 기업들은 고객관계관리(Customer Relationship Management, 이하 CRM)를 경영혁신의 도구로 인식하고 많은 투자 및 노력을 기울이고 있다. CRM 시스템의 개선 및 전략적 보완을 위한 지속적 노력과 더불어 이에 대한 이론적 연구가 활발하게 실시되었지만, 시스템 도입이 기업성과에 미치는 영향에 대한 실증연구는 포괄적으로 다루어지지 않았다. 최근 국내 금융업, 호텔, 항공 등의 분야에서 고객관계관리 도입으로 인한 기업성과에 대한 실증연구가 실시되었고, 외국에서는 병원관리학을 중심으로 균형성과표의 활용에 대한 연구가 실시되었지만, 국내 제약산업에 대해서는 이러한 연구들이 매우 부족한 실정이다. 이에 본 연구에서는 제약회사 고객관리 시스템의 수준이 Kaplan and Norton에 의해 제안된 균형성과표의 이론적 틀에 따라 기업성과에 어떠한 영향을 미치는지 연구해 보고자 하였다. 실증분석결과, CRM 시스템 수준은 기업성과에 유의적인 영향을 미치는 것으로 나타났다. 이는 시스템이 제공하는 유용한 분석자료들이 고객유지, 고객만족 및 고객수익성 개선에 유의적인 영향을 주어 결과적으로 기업의 수익성, 성장성 및 주주가치 증대에 폭 넓게 기여하며, 효율적 내부 프로세스로 뒷받침되는 바람직한 선순환구조를 제시하고 있다고 생각된다. 그러나 세부분석결과, 영업사원실적평가 시스템은 단기수익성 증대에만 유의적 영향을 주었고, 고객 분석시스템은 기업성과에 미치는 유의성이 없는 것으로 나타났다. 이는 제약회사 구성원들의 전통적 업무방식 고수, 단기목표 지향성 및 장기적 기업성과지표에 대한 인식 부족에서 기인한다고 생각된다. 연구결과, 제약기업에 보다 적합한 CRM 시스템의 개발과 보완, 인식률과 활용도 제고의 필요성이 제안되며, 표본 확대 및 대표성 개선을 통해 보다 의미 있는 연구결과가 제시될 수 있을 것이다.

• 한국경영정보학회:학술대회논문집
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• 한국경영정보학회 2008년도 춘계학술대회
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• pp.454-471
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• 2008

This study suggests the dynamic pricing model which reveals the organic relationship between ASP (Application Service Provider) price and the related factors, using system dynamics methodology. Basically, we applied the law of supply and demand for analyzing price changes. Then, we deducted ASP price, focusing on fixed cost and variable cost. We also researched the customer's buying behavior according to version differentiation policy. In the version policy, we set up the proposition about customer's satisfaction and willingness-to-pay, using option system. As a result, this research designed the simulation model which analyzes the changes of the sales according to version differentiations and customer's willingness-to-pay. Through this research, we can find effective version differentiation strategies. This paper also found that the larger the number of package, the greater the demand and customer's willingness-to-pay. The increase of the number of package causes the increase of the sales. The increase of the sale is not exactly relative to the number of package. Drawing S-curve, the sales was increased. This dynamic pricing model suggests the ground that the ASP price changes based on the existing version differentiation theory and the demand of customers can affect the changes of the sales. We expect that this model suggests a clear standard of ASP pricing by combining real cases.

• 산업경영시스템학회지
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• 제43권4호
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• pp.142-149
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• 2020

A manufacturing company should produce its products and make a profit to continue its management. With the adoption of a multi-category small-volume production system, manufacturers that produce concrete pump-cine products are carrying out improvement activities to increase their market share amid the business-to-customer business environment. However, the slump in the construction investment environment has led to a decline in sales of concrete pump trucks. The purpose of holding inventory is to prevent loss of sales opportunities with the rate of change in the sales plan, and reducing the rate of change in the product can reduce unnecessary inventory and, in order to realize this, the goal of reducing inventory can be achieved by reviewing the parts that can be designed for common use. Therefore, to reduce the inventory of concrete pump trucks, semi-finished publicization design is necessary. According to the analysis, the frame assembly process of the 32M model is common. Production capacity can be secured without loss of sales opportunity.

• 대한산업공학회지
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• 제40권5호
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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.

• 한국조리학회지
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• 제4권
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• pp.295-315
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• 1998

This paper attempts to examine the degree of chef's satisfaction on food purchasing in 5-star hotel in Seoul. Nowadays, hotel industry in Korea is becoming more and more competitive and the hotel products higher education. Among a range of divisions in deluxe hotel in Seoul, in particular, a F&B division has been more profitable than the others. It is widely accepted that the proportion of revenue obtained from F&B sales is higher than that of revenue from room sales. However, under the IMF intervention, hotels in Korea trend to depend on room sales rather than F&B sales in terms of profit. In such a environment, it is essential that F&B division should carefully seek for an appropriate purchasing procedure which will affect an organizational structure and allow the company to fulfill its goals. Moreover, it is timely their performance and quality of services through ideal food purchasing procedure. In this paper, the author uses a survey technique distributed to approximately 200 chefs who work at 5-stars hotel in Seoul. The author expects that this paper will contribute to the researchers or practitioners who might need a reference on the food purchasing system.

• The Journal of Asian Finance, Economics and Business
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• 제9권1호
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• pp.35-42
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• 2022

The paper aims to examine the impact of exports on the growth of Vietnamese manufacturing small and medium-sized enterprises (SMEs) by exploring the information of 36,053 enterprises across 24 manufacturing sectors from the Vietnam Annual Enterprise Survey (VAES) in the period 2014-2019. To deal with the problem of variable variance, autocorrelation, and endogeneity of the model, the paper uses the OLS regression method with a strong standard error method and system GMM. Export participation by SMEs is positively associated with business growth in terms of sales and total assets, according to the findings. The GMM estimate shows that the rate of sales growth among exporters is 36.5 percent greater than that of non-exporting enterprises in the case of the sales growth measure. Exporters' average total asset growth rate is 19% greater than the rate estimated for non-exporting businesses. The study's findings indicate the need of adopting policies that promote SMEs in transition economies like Vietnam to engage in exporting activities. Furthermore, the findings show that financial assistance and suitable ownership would enable SMEs to take advantage of export opportunities to increase sales and total assets.

• 한국벤처창업학회:학술대회논문집
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• 한국벤처창업학회 2021년도 추계학술대회
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• pp.113-117
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• 2021

Due to the recent COVID-19 pandemic, SMEs are forced to converge themselves into online business to cope with the rapidly changing business environment. However, due to various difficulties of becoming an online business, most SMEs choose to use services provided by the online sales platform. These platforms offer valuable support such as DSS in return for the high amount of commission fee. We analyze a novel data set from Naver Corporation's 'Smart Store' platform with the quasi-experimental method (propensity score matching technique combined with the difference in differences analysis) to analyze DSS usage and SME's performance empirically. Our results suggest that DSS usage leads to an increase in SME's sales performance in means of sales frequency and sales amount. Additionally, we have found weak support that DSS usage enables SMEs to attract customers better than those not using DSS.

• 한국시뮬레이션학회논문지
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• 제14권4호
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• pp.117-129
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• 2005

The climatic change convention is a matter of grave concern to the whole world. As a countermeasure against the climatic change convention, the Korean Government permits the sale of diesel passenger cars since 2005. In this paper, we analyse the effect of the sales permission of diesel passenger car as the countermeasure. The share, carbon emission, and pollutants emission of each type of passenger cars are analysed using system dynamics. The result is that the carbon emission is decreased by $5.5\%$ but the pollutants emission is increased by $5\%$. If the pollutants emission was dealt successfully with, the sales permission of diesel passenger cars would be a good countermeasure against the climatic change convention.

• 한국신뢰성학회지:신뢰성응용연구
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• 제3권1호
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• pp.13-40
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• 2003

The seasonal adjustment is an essential process in analyzing the time series of economy and business. One of the powerful adjustment methods is X11-ARIMA Model which is popularly used in Korea. This method was delivered from Canada. However, this model has been developed to be appropriate for Canadian and American environment. Therefore, we need to review whether the X11-ARIMA Model could be used properly in Korea. In this study, we have applied the method to the annual sales of refrigerator sales in A electronic company. We appreciated the adjustment by result analyzing the time series components such as seasonal component, trend-cycle component, and irregular component, with the proposed method. Additionally, in order to improve the result of seasonal adjusted time series, we suggest the demand forecasting method base on autocorrelation and seasonality with the X11-ARIMA PROC.