• Journal of the Korean Society of Clothing and Textiles
• /
• v.43 no.5
• /
• pp.649-665
• /
• 2019

This study presents a conceptual framework for the growth process as a manager based on data gathered from the sales experiences and careers of fashion brand managers. The study participants were seven managers with over 15 years of sales experience in a women's clothing brand in Gwangju. Data were collected through in-depth interviews from January 2018 to September 2018 and analyzed using open coding, axis coding, and selective coding according to Strauss and Corbin's grounded theory method. The study results are as follows. First, this study found six categories and 17 sub-categories based on the shop manager's sales experiences and careers. Second, we found the central job category as well as categories with causality, interaction, moderating and outcome relationships. Third, we developed a paradigm model that links the main phenomena, causal conditions, contextual conditions, intervening conditions, action/interaction strategies, and consequence categories. Fourth, the process of growing as a fashion brand manager was described by an integrated story.

• The Journal of Asian Finance, Economics and Business
• /
• v.5 no.4
• /
• pp.187-199
• /
• 2018

This study examined the effects of startup firm's knowledge assets on the effectiveness of their sales strategies, efficiency of sales activities, and management performance, after categorizing these assets into customer knowledge assets and technology knowledge assets. Furthermore, the moderating effects of promotion focus by CEOs and sales managers of startup firms were analyzed. For the analysis, dyadic questionnaire surveys were conducted targeting the CEOs and sales managers of startup firms established at the Gyeongnam Technopark and the KAIST Technology Business Incubation Center in Korea. Hypotheses were verified through structural equation modeling, and moderating effects were identified through ANOVA. CEO's customer knowledge asset strengthened their effectiveness of sales strategies, and sales manager's technology knowledge asset strengthened the efficiency of their sales activities. Also, CEO's effectiveness of sales strategies and sales manager's efficiency of sales activities have been found to enhance startup firm's management performance. Meanwhile, the moderating effect of promotion focus strengthened CEO's effectiveness of sales strategies through CEO's customer knowledge asset and interaction as CEO's promotion focus level increased, but promotion focus of sales managers did not have any significant interaction effect. This study provides implications by offering empirical evidence on startup firms with regard to knowledge assets.

• KDI Journal of Economic Policy
• /
• v.39 no.3
• /
• pp.63-98
• /
• 2017

This paper investigates the sales process of treasury stocks, while most previous research studies treasury stock repurchases. The sales of treasury stocks are an important measure to protect management rights only in Korea, as Korea's laws and systems allow treasury stock sales according to the board's resolution and not by the decisions made at the general shareholders' meetings. The board's resolution, which considers the owner-manager's interest on management rights, can cause damages to small shareholders. Considering (i) the economic characteristics of treasury stocks, (ii) other countries' institutions and experiences, (iii) a theoretical assessment of the possibility of small shareholder losses, and (iv) lessons from Korea's actual instances, Korea's present system should be corrected at least in the mid and long term. Even in the short-term, rules pertaining to sales enacted by the board's resolution inducing small shareholder losses should be overhauled. The autonomous discipline by various stakeholders could be an ideal measure by which to monitor ownermanager's decisions. In addition, temporary intervention measures, such as government examinations, could be implemented to protect small shareholders.

• Journal of Korea Technical Association of The Pulp and Paper Industry
• /
• v.29 no.1
• /
• pp.88-100
• /
• 1997

• Journal of Venture Innovation
• /
• v.6 no.2
• /
• pp.123-144
• /
• 2023

In the age of 100 years, it had become very important to prepare for unexpected dangers. This study was conducted to analyze the factors affecting the sales performance of financial planners. We analyzed the influence relationship of sales training, sales management, and customer orientation on sales performance, and furthermore, analyzed the impact of these influence relationships. To this end, sales training was subdivided into customer development, sales competency, and learning agility. Customer orientation was subdivided into the use of customer management system, SNS use, and customer service provision. Sales management was subdivided into goal orientation, manager leadership, and compensation system. The effect of these detailed variables on sales performance was empirically analyzed. To this end, a survey was conducted targeting currently active financial planners. The survey was conducted for a month in January 2023, and 250 valid samples were analyzed. The results of the empirical analysis were as follows. Customer development and learning agility had a significant positive (+) effect on sales performance. Sales competency were not tested for significance. Among customer orientations, SNS use and customer service provision had a significant positive (+) effect on sales performance. The use of the customer management system was not tested for significance. Among sales management, goal orientation and compensation system had a significant positive (+) effect on sales performance. Manager leadership was not tested for significance. The influence of variables that significantly affect sales performance was in the order of goal orientation, customer service provision, compensation system, slearning agility, customer development, and SNS use. Based on these research results, academic and practical implications were presented.

• Corrugated packaging logistics
• /
• v.2 no.7
• /
• pp.138-139
• /
• 1995

• Proceedings of the Korean Vacuum Society Conference
• /
• 2002.02a
• /
• pp.32-32
• /
• 2002

• Journal of the Korean Operations Research and Management Science Society
• /
• v.32 no.4
• /
• pp.37-50
• /
• 2007

Dramatic development of information technology requires new type of sales strategy to enterprise S/W dealers. That is, one should thoroughly consider diversified types of enterprise S/W and more elaborated consumer needs to establish successful sales strategy. However, various factors that should be considered in establishing enterprise S/W sales strategy are different according to types of enterprise S/W and hard to be managed systematically which led to the current situation where they have not been discussed enough. Therefore, this study introduced the relationship between the factors that affect selection of enterprise S/W using the concept of cognitive map on various enterprise S/W sales cases. Through this process, this study grouped the cognitive maps of similar cases to introduce their characteristics and made this result to be practically useful to enterprise S/W sales strategy.

• The Journal of the Korea Contents Association
• /
• v.18 no.4
• /
• pp.138-153
• /
• 2018

In the recent years, coaching leadership has been in the spotlight as being an essential human resources management strategy for improving organizational effectiveness in addition to strengthening the capacity of organizational members. Therefore, this study empirical analyses the effect of sales coaching on motivation and organizational effectiveness and the moderating effect of achievement needs. As a result, First, sales manager coaching appeared to have positive effect on the motivation and organizational effectiveness (job satisfaction, organizational commitment, job performance). Second, motivation appeared to have positive effect on organizational effectiveness. Third, achievement need appeared to have moderating effect in the relationship between sales manager coaching and organizational commitment. According to the study results, sales managers' coaching has positive effects on improving salespeople's performance as well as their levels of motivation, job satisfaction, and organizational commitment. In addition, this study proves that depending on the level of salespeople's need for achievement, the purpose and approach of coaching styles must be different to maximize the positive effects. This empirical study contributes to the theoretical as well as practical improvements of leadership coaching by verifying the conditional attributes for implementing effective sales managers' coaching for improving organizational effectiveness.

• 축산식품과학과 산업
• /
• v.8 no.1
• /
• pp.2-7
• /
• 2019