• Asia Marketing Journal
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• v.16 no.2
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• pp.39-57
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• 2014

There has been recognition of the increasing importance of cooperation as an element of marketing strategy. Such cooperation is confined to four levels based on product development, sales promotion, pricing arrangements, and place (or distribution) mechanisms as the usual marketing 4Ps mixed (Varadarajan 1986). At present, however, little is known about the nature of tie-in promotion as a cooperative sales promotion comparing three other levels. The primary goal of this study is to examine the effect of consumer - tie-in promotion relationship on loyalty. The construct of consumer - tie-in promotion relationship is based on the previous research on consumer-brand relationship. In addition, this study divides the concept of loyalty into host brand loyalty and partner brand loyalty to reflect the characteristics of tie-in promotion including program in order to determine the effect of the consumer - tie-in promotion relationship on loyalty. The results showed that the three dimensions of the consumer - tie-in promotion relationship (i.e., commitment, intimacy, and interdependence) had significantly positive effect on program loyalty. The effect of program loyalty is significantly on both host and partner brand loyalty. This study empirically tested the relationships among consumer - tie-in promotion relationship, program loyalty, host brand loyalty, and partner brand loyalty, and then compared with the difference in the suggested model for the target customers and non-target customers. As a result, for target customers, intimacy and interdependence among dimensions of consumer - tie-in promotion relationship had significantly positive influence on program loyalty. In case of non-target customers, however, commitment and interdependence among dimensions of consumer - tie-in promotion relationship had significantly positive influence on program loyalty. Also, program loyalty had significantly positive impact on host brand loyalty and partner brand loyalty in both target and non-target customers. This study has significance in that it addresses the need to identify research and academic implications by analyzing the consumer - tie-in promotion relationship to determine the relationship between tie-in promotion and loyalty, which has not been clearly described by previous studies. Furthermore, this study builds a foundation for firms and managers actively using tie-in promotion to establish tie-in promotion strategies that can maximize loyalty for both host and partner brands from the consumers' point of view.

• Journal of Fashion Business
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• v.8 no.2
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• pp.42-55
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• 2004

The purpose of this study was to classify the contents of department stores and large-scale discount stores of consumer on information source, shopping orientation and store image in an effort to determine which variable gave a crucial impact on cosmetics department stores and large-scale discount stores selection behavior. The subjects of this study were 557 adult women visited department store and large-scale discount store in Busan. The data were analyzed by using Factor analysis, Frequency analysis, Correlation analysis, Cronabach $\alpha$ and Regression analysis. The results were as follows; 1. There was a difference in the demographical characteristics on department stores and large-scale discount stores of consumers. 2. Shopping Orientation of consumers were categorized into 5 types, and information source of consumers did 3 types, and store image of consumers did 5 types. 3. Leisure utilization, store & brand loyalty, store information, personal information, massmedia information, product & operate on, store atmosphere & salesperson and shopping convenience had positive correlations with cosmetics department stores selection beavior. but convenient location, rationality & economy and sales promotion had negative correlations with cosmetics department stores selection beavior. 4. Rationality & economy and sales promotion had positive correlations with cosmetics large-scale discount stores selection beavior. but convenient location, leisure utilization, store & brand loyalty, massmedia information, product & operate on, store atmosphere & salesperson and shopping convenience had negative correlations with cosmetics large-scale discount stores selection beavior. 5. Age, income, business(-), convenient location(-), rationality & economy(-), leisure utilization, store & brand loyalty, store information, personal information, massmedia information, store atmosphere & salesperson, shopping convenience and sales promotion(-) had a direct effect on cosmetics department stores selection beavior. Age, income, marriage, education had an indirect effect on department stores selection beavior through information source and store image, and information source did through store image, and shopping orientation did through store image. 6. Rationality & economy, convenient location(-), leisure utilization(-), store & brand loyalty(-), buying independence(-), personal information, massmedia information(-), product & operate on(-), shopping convenience(-) and sales promotion had a direct effect on cosmetics large-scale discount stores selection beavior. Age, income, marriage, education had an indirect effect on large-scale discount stores selection beavior through information source, shopping orientation and store image, and information source did through store image, and shopping orientation did through store image.

• Journal of Fashion Business
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• v.3 no.4
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• pp.41-54
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• 1999

The purposes of the study were to investigate the job content of fashion merchandisers. The study examined the differences in the job content according to the types of merchandisers and their demographic characteristics. A questionnaire was developed by the authors and distributed to 150 fashion merchandisers, and 130 questionnaires were used for the study. The questions were revised through the pilot study and interviews with fashion merchandisers. The results of the study were as follows: Planning merchandise was the most important job to the planning merchandisers, purchasing merchandise to the buying merchandisers, planning sales and sales promotion to sales merchandiers. All three types of merchandisers were involved very much in the information analysis work. This study, on the basis of the above results, was expected to contribute to make the fashion merchandisers and students who want to be fashion merchandisers recognize their job content more clearly.

• Journal of Intelligence and Information Systems
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• v.7 no.1
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• pp.1-15
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• 2001

Recently, Internet based Electronic Commerce is recognized as one of the alternatives for strengthening sales power of small and medium companies. However, small and medium manufacturers can't adjust properly to the new environment because they are in short of money, personnel, and technology. To cope with this problem, this paper deals with the development of virtual manufacturing agent to support sales agent. The sales activity of most of parts manufacturing companies is based on orders of buyers. The process of promotion, receipt and selection of orders of the parts manufacturing is closely coupled with the load status of the production lines. On deciding whether to accept an order or not, as well as negotiating with buyers, sales person needs information such as load and schedule of production lines, manufacturability of the order. Therefore, the functions of virtual manufacturing agents manufacturability analysis, process planning, and scheduling are key features in developing an agent of sales activity for the parts manufacturing business. While most of research on virtual manufacturing system so far is focused on the simulation of each product, this paper deals with the development of agent assisting internet-based product sales by supporting production information promptly. The pilot system of virtual manufacturing agent is implemented using KQML-based agent template and Java-based expert system shell for a small molding company.

• Korean Journal of Human Ecology
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• v.5 no.1
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• pp.43-53
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• 1996

The purpose of this study was to investigate the actual condition of fashion sales related persons and analyze their different role recognition in women's Ready-To-Wear shops. A questionnaire was administered to 378 fashion sales related persons in department stores and individual shops. Data were analyzed by using crosstabs, $X^2$, t-test, Scheffe's test and ANOVA by using of SPSS PC program. The results of this study were as follows: 1. In the role of fashion salespersons, managers participated highly in the merchandise buying plan, actual merchandise buying and advertisement, and shopmasters participated in the management of salespersons and keeping good relation with customers and display. 2. There was significant difference according to the existence of shopmasters in sales promotion. Shops with shopmasters had regular sales and filed up customer cards. 3. Shopmasters and salespersons attached importance to fashion information, market information, sales result information, and managers attached importance to customer information, enterprise environment information in utilizing of informations. Managers considered customer survey very important but shopmasters and salespersons did not. Shopmasters, managers, and salespersons all attached importance to customers' preference survey as customers' information source. 4. There were significant differences in lifestyle survey, buying method survey, preference survey, street fashion survey, brand identity survey and advertizement effect survey of customers by the different roles of fashion salespersons. 5. There were significant differences in the degree of merchandise knowledge, service and after service in sales service recognition by the different roles of fashion salespersons.

• Journal of Information Technology Services
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• v.19 no.2
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• pp.11-21
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• 2020

This study explores the effect of time-deals, i.e., online promotions with time limit. Recently many online/mobile shopping sites in China utilize so called hot deal marketing technique for a short duration at a specific time. The purpose of "time-deals" is to attract online shoppers with deep discounted price and induce consumers to purchase items. This paper examines the effect of time-deals on sales volume, firstly by comparing the sales volume of time-deal days with that of no time-deal days and secondly by comparing the sales volume of days before and after two types of time deals, usual time-deals and special time-deals, Although some prior research studied the role of time-deals in promoting consumers' purchase behavior, most used the experimental approach by building mock-up shopping sites and asking participants purchase intention. However, purchase intention does not always result in purchase behavior. This study extracted actual purchase data for four items on time-deals from an online shopping site in China. A comparison of sales volumes on time-deal days with no time-deal days has shown the significant difference in the sales volumes. This finding confirms the positive effect of time-deals on purchase behavior. This study has also found that special time-deals soak up near-future demands in advance and lower the sales after the special time-deal event, although there is no significant difference in sales before and after usual time-deals.

• Journal of Distribution Science
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• v.7 no.2
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• pp.29-44
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• 2009

The aim of this study was to theoretically examine the current status of TV home shopping business entities' expansion of business structure, and then look into TV home shopping business entities' preparation for the future business in their mature period. For this, the investigator examined literature home and abroad and then empirically carried out an experimental sale of household goods by selecting a model TV home shopping business entity. In order to understand current business structure of TV home shopping and increase sales, the investigator has changed price and then induced sales, focusing on the price of household goods. Study findings are as follows: As for the influence of TV home shopping household goods' price upon its sales, because TV home shopping business entities set in advance an efficiency unit-price per broadcast hour and carry out a sales strategy of reaching out the efficiency, they try to keep their sales with discounted price in the real sales setting of TV home shopping. But it is not an exclusive practice. General promotion became a common practice. The price of goods is the same with its life. Continuous discount events lower the reliability of goods and its supplier must bear the result. Overall sales after experiment increases by 13% and the sales efficiency also increases by 9%. Sales amount increases by 9% and a stable sales which is above average is achieved. The number of sales goods keeps 100%.

• Journal of the Korean Society of Costume
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• v.55 no.5 s.95
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• pp.43-54
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• 2005

This study was designed towards female college students to find out how increasing promotional marketing means are affecting the evaluation of clothing products; qualify perception, value perception, and purchase intention. 704 female college students participated in this study and SPSS package was used to analyze gathered data. The results of this study were as follows: First, the use of sales promotional means and preference had a significant difference among students demographic factors(residence, whole Income of the family, allowance, and clothing expenses). Second, qualify perception, value perception, and purchasing intention were the three factors of clothing product evaluation. Third, normal price and $30\%$ sale price clothing was perceived as high quality product and $50\%$ sale price clothing was perceived as high valued product. Purchasing intention was high when low price was suggested or promotional gift was given. Fourth, when considering product price as the factor of product evaluation, there were significant difference between the prices of product. And also, considering the product price, there were significant difference among factors of product evaluation and sales promotional means. Fifth, there was significant correlation between qualify perception, value perception, purchasing intention, usage and preference of promotional means. Further more, value perception was main factor that affected purchasing intention.

• International Journal of Advanced Culture Technology
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• v.6 no.3
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• pp.151-162
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• 2018

In deriving the economic order quantity (EOQ) formula, it is tacitly assumed that the buyer has to pay product price while receiving the product from the supplier. However, as a marketing policy, some suppliers permit a delay in payments to the buyers to increase demand for the product they made. Credit transactions would have a positive effect on both suppliers and buyers. For a supplier who offers trade credit, it is an effective means of price differentiation to increase the demand for the product. Availability of opportunity to delay the payment in buyer effectively reduces the cost of holding stocks and therefore, the buyer has a lot of price options to choose his sales price for a customer. Since the buyer's order is affected by the customer's demand, the problems of determining the sales price and EOQ are interdependent and must be solved simultaneously. From this perspective, this paper evaluates the problem of determining the optimal sales price and EOQ for the buyer at the same time when the supplier allows a delay in payments for the product whose demand is represented as a function that decreases linearly with the sales price. For the analysis, it is also assumed that inventory is exhausted not only by customer's but also by decay.

• The Journal of Information Technology
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• v.5 no.3
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• pp.169-179
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• 2002

International marketing, which is target market that overseas market is differ from environments and given conditions with a domestic market, is infinite variety shape of market as well as is differ from language, customs, sales habit, structure of market, and system of law, is changing dynamically. It is very difficult to develop, maintain and enlarge this market without practice of efficient sales promotion. But, majority of corporations in a country cannot recognize the importance of this, actually, they had been doing marketing by rule of thumb. So corporations of our country have to pass over simply importing and exporting, they have to promote international marketing strategy with an eye for a long period including technology and sales practice. Ultimately, they have to enlarge range of overseas business in quality and quantity. International marketing which is more advance and progressive sales strategy, has to collect overseas markets information speedily and exactly, and practice more specific marketing mix strategy based on collecting marketing information.