• Title/Summary/Keyword: Sales process

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The Effect of Salesperson's Adaptive Selling Tactics on Shopping Value, Commitment, and Product Satisfaction - Focused on Small and Medium Enterprises' product - (판매원의 적응적 판매전략이 쇼핑가치, 관계 결속, 및 제품 만족도에 미치는 영향 - 중소기업 제품을 중심으로 -)

  • Kim, Jae-Hun;Shin, Jong-Kuk
    • Management & Information Systems Review
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    • v.38 no.4
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    • pp.41-60
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    • 2019
  • The purpose of this study is to investigate the effect of salesperson's adaptive selling tactics on consumers who purchase Small and Medium Enterprises' product with the help of salespeople in the store. Specifically, we examine whether salesperson's adaptive selling tactics affect consumers hedonic shopping value and utilitarian shopping value. Furthermore, we try to figure out the effect of shopping value on the salesperson relationship commitment and consumer product satisfaction. The subjects of this study have surveyed the consumers with experience in purchasing SME's products through salespeople in the Gyeongnam area. As data process, SPSS 21.0 was used as the analysis tool and AMOS 21.0 was used to analyze the structural equation model. The implications of these findings are as follows. First, the salesperson's role has a positive effect on the consumer's product satisfaction. Second, it can be suggested that the salesperson's adaptive selling tactics are an important variable affecting the consumer's shopping value. Third, the results on the consumers who have hedonic shopping value have a strong positive influence rather than the consumers who have the utilitarian shopping value. The adaptive selling tactics of the salesperson should be encouraged to increase sales performance. In order to generate more performance in a competitive market environment, it is necessary to continuously strive to increase contact between the salesperson and the consumer in order to improve the quality of the relationship.

A Study on the Effects of Migration History on Tenure Choice : Focusing on the Determinants and Relationship between Migration Typology and Housing Choice (이주 유형이 자가소유에 미치는 영향에 관한 연구 : 결정요인과 이동유형 별 주거선택과의 연계성을 중심으로)

  • Chun, Jin-Hong;Lee, Seong-Woo
    • Journal of the Korean association of regional geographers
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    • v.13 no.6
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    • pp.651-673
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    • 2007
  • In the studies on residential move, there has been tendency of dichotomy where short distance moves are largely caused by housing to adjust to changes in households while long distance moves are induced by shift in labor market. However, some empirical studies have proven that residential move is so complex process that the simple dichotomy should be elaborated. In this sense, the present study seeks to identify compounded course of residential move in Korea. In determining migration history, families with younger householders, renters, householders with higher educational attainment and smaller households show a higher probability to move. In case of mobility, women were more prone to move compared to man. Women compared to man, older age augmented the probability to own a house after migration. Families with householders following an occupation of sales and technical service showed lowest tendency to own houses while it marked the highest in the group of professionals. Higher land price of a region was negatively related to owning houses after migration. The present study revealed that factors in macro level as well as micro level significantly affect the move of individuals with varying effects in accordance with migration history.

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A Semiotic Study on Streetscape in Harbor - With A Special Reference to Gang-Gu Harbor of Young-Duk Gun - (항구 가로경관의 기호학적 분석 - 영덕군 강구항을 중심으로 -)

  • Lee, Kwan-Hee;Yun, Ju-Cheul
    • Journal of the Korean Institute of Landscape Architecture
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    • v.40 no.3
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    • pp.32-41
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    • 2012
  • This study is performed to light up the semiotic system of streetscape in the harbor on the basic concept of all cultural phenomena that could be described as a Semiotic System. The semiotic approach to landscape analysis was used for understanding landscape characteristics owing to implication of psychological process. Streets of the study were located at Ganguri and Opori on Gang-Gu Harbor and the signboard semiotics of streets were divided into 17 meanings according to the business category. The analysis of this category was applicable on semiotic meaning. The research results are as follows: First, the main part of the business category was food. 56.3% of Ganguri and 61.8% of Opori had the name of food businesses. Second, the semiotic characteristics of Gang-Gu harbor streets mainly mean place name or friendly name. The food business could be related to the principal products of this district which are called Young-Duk Great Crab. Also, the place name could be from symbolic meaning of the crab and the friendly name could be connected with increasing the sales. Finally, the semiotic approach to landscape does not fully cover the streetscape but could be useful for understanding a skeleton of harbor streetscape.

Validity and Expected Effect of International Marketing Cooperative for Korean Animation (애니메이션 해외 배급 활성화를 위한 마케팅 협동조합 도입의 타당성 연구)

  • Kim, Young Jae
    • Cartoon and Animation Studies
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    • s.36
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    • pp.121-145
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    • 2014
  • Operating under the principle of user-benefit maximization and democratic user-control, cooperatives are being spot-lighted as a business model satisfying the various social, financial needs. In Korea, the Law of Cooperative was enacted as of December 2012, which has enabled the establishment of cooperatives in variety of industry fields. This study is to discuss the expected effect and validity of marketing cooperative as a solution for insufficient sales revenue in international distribution of Korean animation. The interviews with Korean animation studios found out the key problems of overseas distribution, which are; 1) lack of marketing expertise and weak organization, 2) lack of ancillary rights exploitation due to the deals based upon all rights package with the broadcasters who are not interested in ancillary business, 3) lack of localized marketing support in each territory. The solution for these problems takes large and long-term marketing investment and it is far beyond the capabilities of small Korean animation studios. Marketing cooperative can provide services not available otherwise such as in-depth market research which will help the improvement of international marketing expertise. Also. as the cooperative carries enough volume of animation catalogue, it can increase negotiation power satisfying the various needs of buyers. Also, it can provide the precise marketing support for each territory by integrating every process of value chain, from TV broadcasting, merchandising, and digital media platform. Above all, a clear benefit of marketing cooperative is that, because of its user-benefit and user-control principle, the principal-agent problem can be minimized while it maximizes the profit for member studios.

Emotional Labor between Service Job vs. Non-Service Job and Effect of Emotional Labor on Depression and quality of Life (서비스직과 비서비스직의 감정노동 및 감정노동이 우울과 삶의 질에 미치는 영향)

  • Kim, Hwan;Han, Sumi;Choi, Hyera
    • Journal of the Korea Academia-Industrial cooperation Society
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    • v.20 no.4
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    • pp.177-188
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    • 2019
  • Emotional labor is the process of regulating feelings or emotions and expressing them in the way that fulfill job requirement. There have been many studies about characteristics or related variables of service workers' emotional labor, but are few studies comparing emotional labor between service workers and non-service workers. Therefore we are to examine the differences of emotional labor among the different types of workers. And as depression and lowered quality of life are well known negative consequences of emotional labor, we also intend to study the relationship between depression, quality of life, and emotional labor. Data were collected from 125 sales workers, and 186 cyber university full time students. And as to assure the student participants to be non-service workers, we limited the participant job as administrator, soldier or housewife. To compare differences of groups, one-way ANOVA was performed with Fisher's LSD as post hoc comparison. On overload in customer reception, service workers showed significantly higher scores, and on demand of emotional regulation/emotional dissonance/depression, both service workers and housewives showed significantly higher scores. Also analysis of multiple regression was performed, and the result showed that, emotional dissonance increased depression but decreased quality of life, while support/care increased quality of life, but decreased depression. With the result, implications and limitations of this study were discussed.

Current Situations and Prospects on the Cultivation Program of Tropical and Subtropical Crops in Korea (국외 도입 열대·아열대 작물의 국내 재배실태 및 과제)

  • Kim, Chang-Yung;Kim, Young-Ho;Han, Sin-Hee;Ko, Ho-Cheol
    • Korean Journal of Plant Resources
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    • v.32 no.1
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    • pp.45-52
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    • 2019
  • In the process of adapting climate change, the government needs to provide policy and technical support necessary for growing promising crops imported from abroad. Therefore, this study was conducted to survey and analyze the conditions of growth of imported foreign crops and to derive response tasks. As a result, tropical and subtropical vegetables were cultivated 18 crops in 920 farms in 321 ha area (in 2015 year). The cultivation scale decreased in the order of Curcuma aromatica, Momordica charantia, Asparagus aethiopicus, Allium hookeri and Herbs. Tropical and subtropical fruits were cultivated 9 crops in 264 farms in 106.5 ha area (in 2015 year). Special and medicinal crops introduced abroad cultivated 10 crops in 753 farms in 276.3 ha area (in 2015 year). The cultivation scale decreased in the order of Curcuma longa, Glycyrrhiza uralensis, Lepidium meyenii and Moringa oleifera. For the stable settlement of domestic growth of tropical and subtropical crops introduced abroad, there should be safety and economic feasibility in terms of the cultivation environment according to the domestic culture adaptation test. Consideration needs to be given to the use of locally grown products in Korea, the securing of distribution and sales markets, and the competitiveness of imported products.

Analysis of Electric Vehicle's Environmental Benefits from the Perspective of Energy Transition in Korea (에너지 전환정책에 따른 전기자동차의 환경편익 추정연구)

  • Jeon, Hocheol
    • Environmental and Resource Economics Review
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    • v.28 no.2
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    • pp.307-326
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    • 2019
  • The electric vehicle is a representative measure to reduce greenhouse gas and local air pollutants in the transportation sector. Most countries provide purchase subsidies and tax reductions to promote electric vehicle sales. The electric vehicles have been considered as zero-emission vehicles(ZEV) in light of the fact that there has been no pollutant emission during driving. However, recent studies have pointed out that the pollutant emitted from the process of generating electricity used for charging the electric vehicles need to be treated as emissions of the electric vehicles. Furthermore, the environmental benefits of electric vehicle replacing the internal combustion vehicle vary with the power mix. In line with the recent studies, this study analyzes the impact of electric vehicles based on the current power mix and future energy transition scenarios in Korea. To estimate the precise air pollutants emission profile, this study uses hourly electricity generation and TMS emission data for each power plant from 2015 to 2016. The estimation results show that the electric vehicles under the current power mix generate the environmental benefits of only -0.41~10.83 won/km. Also, we find that the environmental benefit of electric vehicle will significantly increase only when the ratio of the coal-fired power plant is reduced to a considerable extent.

A Study on The Influnene of Consulting Paticipation of The Consulted Firm on Consulting Repurchase Intention (수진기업의 컨설팅 참여도가 컨설팅 재구매 의도에 미치는 영향에 관한 연구)

  • Lee, Yang-Woo;Kim, Jung-Ryol;Kim, Sang-Bong
    • Journal of Digital Convergence
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    • v.17 no.1
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    • pp.111-122
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    • 2019
  • This study suggests that even if the consulting is started by the consulting of the company, it is difficult for the consulting firm to operate the consulting firm Consulting performance differs depending on the degree of understanding of consulting. Although consulting firms have been studying various prior research papers in view of the fact that there are many cases where they proceed with the sales strategy of repurchasing in mind, most of them deal with research on consulting performance on the supplier side, The purpose of this study is to investigate whether a company has a high level of participation in consulting in the event of a situation or situation and consequently influences the intention to purchase consulting. In order to find out whether they are visible, the reliability of the measured values and the fit of the measurement model by CFA were obtained through the exploratory factor analysis. The results were as follows: The results of this study are as follows. As a result of the study, it is necessary for the consultant to improve the participation of the consulting company and the understanding of the consulting in order to increase the intention of the consulting repurchase intention. Since the consultant shows the result in an empirical way, the consulting company participates in the role and process The results of this study are as follows. First, it is suggested that firms should be very careful about the participation and consulting understanding because they affect the repurchase intention of consulting firms.

Explanatory Study on Online Shopping Mall Startup by Young Entrepreneurs (청년자영업자의 온라인쇼핑몰 창업에 관한 탐색적 연구)

  • Kim, Jong Sung;Kim, Do Hyeon;Shin, Jee Mahn
    • Asia-Pacific Journal of Business Venturing and Entrepreneurship
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    • v.16 no.2
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    • pp.35-49
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    • 2021
  • The purpose of this study is by using the Grounded Theory method to examine the process of starting a business in an online shopping mall for young self-employed people with experience in using Company N's Partner Square (Gwangju), a startup infrastructure institution. In this study, in-depth interview survey data were used, and theoretical sampling method was used in the selection of study participants. After proceeding in the order of open coding, axis coding, and selective coding suggested by Strauss & Corbin, it was analyzed with a paradigm model. The main research results are as follows. First, even when parents were unaware about online shopping malls or had a negative mindset about it, but they had a positive mindset about their children's start-ups, it was found that their children tended to start online shopping mall businesses. However, if parents had a negative mindset about online shopping malls and about their children's start-up, then the child could not start an online shopping mall business. Second, it was found that the ability to use online shopping malls is important as a condition for entrepreneurship and achievement in online shopping malls for young people. In particular, Partner Square (Gwangju) was found to increase the ability to use online shopping malls and positively influence startups in online shopping malls. Third, it was found that young people have increased their self-esteem, discovering opportunities, and reinforcing their creativity, in addition to simply increasing their sales after starting the online shopping mall.

A Study on the Comparison and Semantic Analysis between SNS Big Data, Search Portal Trends and Drug Case Statistics (SNS 빅데이터 및 검색포털 트렌드와 마약류 사건 통계간의 비교 및 의미분석 연구)

  • Choi, Eunjung;Lee, SuRyeon;Kwon, Hyemin;Kim, Myuhngjoo;Lee, Insoo;Lee, Seunghoon
    • Journal of Digital Convergence
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    • v.19 no.2
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    • pp.231-238
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    • 2021
  • SNS data can catch the user's thoughts and actions. And the trend of the search portal is a representative service that can observe the interests of users and their changes. In this paper, the relationship was analyzed by comparing statistics on narcotics incidents and the degree of exposure to narcotics related words in tweets of SNS and in the trends of search portal. It was confirmed that the trend of SNS and search portal trends was the same in the statistics of the prosecution office with a certain time difference.In addition, cluster analysis was performed to understand the meaning of tweets in which narcotics related words were mentioned. In the 50,000 tweets collected in January 2020, it was possible to find meaning related to the sale of actual drugs. Therefore, through SNS monitoring alone it is possible to monitor narcotics-related incidents and to find specific sales or purchase-related information, and this can be used in the investigation process. In the future, it is expected that crime monitoring and prediction systems can be proposed as related crime analysis may be possible not only with text but also images.