• Knowledge Management Research
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• v.22 no.1
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• pp.183-215
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• 2021

The purpose of this study is to present a framework for sales activities necessary for the successful sales development in the sales process of value-based selling and to explore individual sales activities for successful value-based selling. When we understand value-based selling as a procedural progression in the sales process, integrate it into the sales activity framework, and segment your sales activities to identify the key activity elements for successful execution, the intrinsic effect of value-based selling can be achieved. Sales activities related to the success of value-based selling are reflected in the sales activity framework based on the sales process through literature studies and application cases in actual sales field, and detailed elements of individual sales activities for successful deployment are identified through case studies. Through literature research and sales practice in actual field, 13 sales activities are presented in the five-stage sales process, and 42 detailed sales activities for successful value-based selling through case studies are identified in an improved sales activity framework. Through this study, the sales activity framework provides a role in evaluating whether the sales function of value-based selling is being performed as a correct activity in the sales process, and whether sales opportunities with specific customers can continue value-based selling activities. The sales activity framework serves as a guide for successful value-based selling.

• The Journal of the Korea Contents Association
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• v.20 no.6
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• pp.415-424
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• 2020

Recently, the elevator industry in Korea has been divided into the high speed elevator market and medium-low speed elevator market, and SMEs are making rapid progress in the medium-low speed fields. Usually, since the elevator manufacturer receives an order for installation after the construction of the building structure, it is necessary to promptly create a optimal elevator model and layout drawing in an earlier stage of sales activity due to the limited time to elevator installation. This study analyzes the sale and design works of the elevator SMEs, examines the areas that can be efficiently improved, and integrates the preceding our studies from the viewpoint of efficiency improvements at sales and design business process in the elevator industry. After that, we proposed an integrated framework of sales and design process for the elevator SMEs industry, and developed a prototype software system for automating the creation of optimal elevator model, layout drawing of elevator and BOM(Bill Of Material) list.

• Asia Marketing Journal
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• v.17 no.1
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• pp.123-148
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• 2015

Built on regulatory focus theory, this article develops a research model proposing the relationship between management controls (outcome, activity and capability), sales employees' prevention and promotion focus and their behavioral responses (feedback seeking from different sources and relationship investment). The model also suggests that salesperson perceived organizational fit (P-O fit) contributes by influencing the situational self-regulatory mechanism based on regulatory fit theory. To analyze the data, a structural equation model procedure using LISREL 8.5 was employed. To access the potential common method bias, the MV" marker method was applied using a scale theoretically unrelated to at least one scale in the analysis as the MV marker. The results showed that the greater the salesperson's perceived activity control system, the greater the extent of employee prevention focus. The findings also showed that output control and capability control system are positively related to the promotion focus of salespeople. Salespeople's prevention focus relates negatively to the relational investment and positively to organization feedback seeking. The results indicate that salespeople who have promotion focus exhibit the predicted positive influence on their relationship investment. A significant contribution of this research framework is suggesting salesperson regulatory focus as a mediator and its' effects on different types of sales-related behaviors. The author suggests that the motivational orientations of salespeople play key roles in shaping feedback seeking behaviors from different sources; broadly, that employees with a promotion focus will be more sensitive to customers' feedback, and employees with a prevention focus will seek more feedback from the organization. Furthermore, salespeople with a promotion focus will invest more resources to build relationships with customers than salespeople with a prevention focus. This research also explains the moderating role of person-organization fit on the effect of salespeople's regulatory focus and behavioral responses based on regulatory fit theory

• Journal of the Korean Geographical Society
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• v.46 no.3
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• pp.351-365
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• 2011

The purpose of this study is to investigate how regional resource-based industries affect regional economic space. To achieve this goal, a new framework has been proposed, which integrates traditional firm network models in economic geography with the concept of value chain. Firms' networks are elaborated and classified by firm activities along with global value chain. Firm-activities are composed of primary activities and supportive activities. Primary activities include, production, sales, and marketing. Support activities are conceptualized as networks of R&D and of firm support services. On the basis of this framework, fermented soy product industry, representative industry of regional resource-based industries in Korea, is analyzed. Finally, this study shows the dynamics of regional resource-based industry.

• Journal of Fashion Business
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• v.20 no.5
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• pp.1-15
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• 2016

The purpose of this study is to interpret the artistic nature of fashion from the point of view of George Dickie's Institutional theory of art, which defined art from a sociological context. Five notions to formulate the institutional definition of art were regarding the artist, work of art, public, artworld, and artworld system. These notions were applied to the fashion world, and they deduced the definitions of a fashion designer, a fashion product, a fashion consumer, and the fashion system, which indicated fashion's social status in the art system. Firstly, a fashion designer plays a collective role in the product with an understanding of the consumers, professional knowledge of the design, and knowledge of making images of fashion products. Secondly, a fashion product involves artifactuality in the form of clothes created by collaboration among producers and it is transformed into fashion by collective activity of distributors and consumers. Thirdly, a consumer is a set of people who play a leading role in the assessment and consumption of the fashion product, allow the fashion designer to read his or her taste and reflect it in the fashion product although they are not directly involved in its production. Fourthly, a fashion system is a social framework for the presentation of a fashion product by a fashion designer to a consumer, and a social institution which enables clothes to transform into fashion through design, production, display, distribution, and sales. As a result, fashion is defined as an artifact in the form of clothes created by a fashion designer and presented to a consumer by the fashion system.