• 유통과학연구
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• 제16권2호
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• pp.83-88
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• 2018

Purpose - For distribution corporate, the method of recognizing sales revenue may be different depending on the type of distribution transaction. Until the change in accounting standards for revenue recognition was made in 2002, the distribution corporate recognized the full amount of sales of goods regardless of the type of transaction. However, in accordance with accounting standards for revenue recognition, which began to be applied in 2003, distribution corporate differ in sales revenue recognition by transaction type. The Purpose of this study is to analyze the impact of sales revenue on the corporate value after the change of the revenue recognition accounting standards. Research design, data, and methodology - We selected a comprehensive wholesale and retail corporate listed on Korea Exchange. The research model extends the Ohlson(1995) model and regresses whether sales revenue affecting the corporate value is discriminatory value relevance between the corporate affected by changes in accounting standards for revenue recognition and those not. Results - The results of the analysis are as follows. First, The average value of stock price, net asset per share, and earnings per share are all higher than those before the change of accounting standards for revenue recognition. However, the average value of sales per share is lower than that before the change of accounting standards for revenue recognition. Second, the relationship between corporate value and net asset per share, earnings per share and sales per share, the coefficient of net asset per share, earnings per share and sales per share are all statistically significant positive value. Therefore, in explaining corporate value, besides net asset per share and earnings per share, sales per share provides additional information. And the coefficient of interaction variable between accounting standard change and sales per share is a statistically significant positive value. This result indicating that after the change of the revenue recognition accounting standards the usefulness of sales revenue has increased. Conclusions - The change in accounting standards for revenue recognition led to a decrease in distribution corporate sales revenue but the higher the relevance of the corporate value of the sales revenue information. These results shows that the change of accounting standards that reflects the transaction type of retailers was a revision to increase the value relevance of sales revenue in valuation of corporate value.

• 지식경영연구
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• 제22권1호
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• pp.183-215
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• 2021

본 연구는 가치기반판매의 영업프로세스에서 영업의 성공적인 전개를 위해 필요한 영업활동 프레임워크를 제시하고 성공적 가치기반판매를 위한 개별 영업활동의 탐색을 목적으로 한다. 가치기반판매를 영업프로세스에서 절차적 진행으로 이해하며, 이를 영업활동 프레임워크에 통합하고, 영업활동을 세분화하여 성공적 수행을 위한 주요 활동 요소를 파악한다면 가치기반판매 본연의 효과를 나타낼 수 있다. 가치기반판매의 성공에 관계하는 영업활동을 문헌연구와 적용 사례의 실증을 통해 영업프로세스에 기반하여 영업활동 프레임워크에 반영하고, 성공적 전개를 위한 개별 영업활동의 세부요소를 사례연구를 통해 파악한다. 문헌연구와 현장 영업 실무를 통해 다섯 단계의 영업프로세스에서 13가지 영업활동을 제시하며, 사례연구를 통해 성공적인 가치기반판매를 위한 총 42개의 세부 영업활동을 향상된 영업활동 프레임워크에서 파악한다. 이 연구를 통하여 영업프로세스에서 가치기반판매의 영업 기능이 올바른 활동으로 수행되고 있는지, 그리고 특정 고객과의 영업 기회가 가치 기반 영업활동을 계속할 수 있는지 여부를 평가할 수 있는 역할을 영업활동 프레임워크를 통해 제공한다. 영업활동 프레임워크는 성공적인 가치기반판매를 위한 지침 역할을 한다.

• 한국의류학회지
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• 제27권6호
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• pp.635-642
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• 2003

The purposes of this study were to explore the consumer attitude toward the retail sales, to examine the relationships between the sale attitude and the price-related variables(i.e., price consciousness, sales proneness, and value consciousness), and to examine the effects of the sale attitude and the price-related variables on the perceived price value during the retail sales. Data were collected from 790 undergraduate students using the two types of questionnaires representing the sale and non-sale situations, and 776 responses were analyzed. Factor analysis of the sale attitude extracted five dimensions including price benefit, limited product assortment, impulse buying, low service quality, and disordered store atmosphere. The price benefit and the impulse buying factors were related with all the 3 price-related variables, and all the sale attitude factors were related with the value consciousness. The price benefit and the impulse buying factors positively affected the perceived price value under the sale situation.

• 한국건설관리학회논문집
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• 제13권5호
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• pp.25-34
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• 2012

본 연구는 주택 후분양제도를 도입한지 6년여 기간이 경과되는 현 시점에서 제도시행의 취지 및 효과를 점검하고, 공급자 관점에서 분양시기에 따른 수익성 변화를 분석하여 그 정도를 파악하였다. 서울시 공동주택 사업을 대상으로 사례분석 하였으며, 분양수입의 현재가치분석, 민감도분석, 분양가를 예측한 현재가치분석을 실시하였다. 분석결과 첫째, 선분양제가 후분양제보다 5.1%~6.2% 수익성이 높았고, 선분양의 4가지 안(착공후 즉시, 건설공정 20%, 40%, 60%) 가운데 착공과 동시에 계약금을 회수하는 안의 분양수입이 가장 높았다. 둘째, 할인율 증가와 분양수입 감소는 정비례하였으며, 할인율이 커질수록 공급자관점에서의 분양수입은 감소하였다. 셋째, 분양시기에 따른 분양가격 변동을 감안하여, 기본형건축비의 변동폭을 고려한 분양수입의 현재가치는 선분양방식이 후분양방식에 비해 2% 내외의 미미한 수준에서 다소 높았다. 본 연구는 분양시기에 따른 수익성을 공급자 관점에서 명확하게 계량화하여 제시하였고, 분양시기 변화에 따른 분양가 변동을 고려하여 분양수입을 산출하였다는 점에 의의가 있다.

• 한국의류학회지
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• 제31권9_10
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• pp.1321-1332
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• 2007

The purposes of this research were to investigate the influences of shopping value, brand awareness, and the types of sales promotion on the purchase of bundled cosmetics. In experiment, 1) shopping value 2) brand awareness 3) types of sales promotion were manipulated as independent variables, and consumer preference and purchasing intention of bundle of cosmetics were measured as dependent variables. This research was an experimental design which was $2{\times}2{\times}2$ mixed factorial design. For the data analysis, factor analysis, cluster analysis, three-way ANOVA were used by utilizing SAS program. The main results of the study were summarized as follows: First, the results indicated that the consumer of hedonic shopping value have a positive effect on preferring price-cut sales, especially if brand awareness is high. Second, the consumer of utilitarian shopping value preferred price-cut sales to special offer, irrespective of brand awareness. This result indicates that consumers who gets more involved in and enjoys shopping are likely to have more brand awareness than others. This. seems to be the important characteristics of shopping. Consumer who have utilitarian shopping value concerned in price. The result showed the 3-way interaction effects on the consumer preference of bundle of cosmetics.

• Asia pacific journal of information systems
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• 제15권3호
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• pp.209-221
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• 2005

One of the most fundamental problems in business is to evaluate the value of each product. The difficulty is that the profit of one product not only comes from its own sales, but also its influence on the sales of other products, i.e., the "cross-selling effect". This study integrates a measure for cross selling and an algorithm for profit estimation. Sales transaction data and post sales survey data from on-line and off-line shopping mall is used to show the effectiveness of the method against other heuristic for profit estimation based on product-specific profitability. We show that with the use of the new method we are able to identify the cross-selling potential of each product and use the information for better product selection.

• 복식
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• 제55권5호
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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.

• 유통과학연구
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• 제14권4호
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• pp.13-20
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• 2016

Purpose - This paper attempts to determine the importance of financial sustainability and the impact of Selling, General and Administrative Expenses (SG&A) on the financial sustainability of the IT industry. Research design, data, and methodology - Primarily the impact of SG&A expenditure on the sales revenue, assets, gross margins and profit is ascertained. After that the impact of SG&A expenditure, sales revenue, assets, gross margins and profit on the financial sustainability i.e., return on assets is worked out. Finally the impacts of financial sustainability i.e., return on assets on total enterprise value and market valuation multiples are found out. Results - The empirical result shows that SG&A expenditure most strongly impacted sales revenue, assets, gross margins and profit positively. Financial sustainability impacted in mixed manner with SG&A expenditure, sales revenue, assets, gross margins and profit. Assets and gross margins have weak positive impact on financial sustainability. Sales revenue has no impact on financial sustainability. Finally financial sustainability had moderate positive impact on total enterprise value and had no impact on market valuation multiples. Conclusions - SG&A expense has moderate positive impact on the financial sustainability and magnitude is very low.

• 기술혁신연구
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• 제10권1호
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• pp.98-123
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• 2002

This study develops a Korean R&D Scoreboard which has originated from the R&D Scoreboard in United Kingdom. The Scoreboard contains details of the R&D investment, sales, growth, profits and employee numbers for Korean companies which are extracted from company annual reports and key ratios calculated, with some movements over time. Companies are classified by the Korea Standard Industrial Classification. The Scoreboard contains 190 companies which consist of 100 largest companies and 30 middle-or small-sized firms listed in Korea Stock Exchange (KSE), and 30 ventures and 30 other firms listed in KOSDAQ. The overall company R&D intensity (R&D as a percentage of sales) is 2.1% compared to the international average of 4.2%. Korea has an unusually large R&D percentage of sales in IT hardware (4.9%) and telecommunication (3.7%). R&D intensity is positively correlated with company performance measures such as profitability, sales growth, productivity and market value. For largest companies listed in KSE and ventures listed in KOSDAQ, the ratio of operating profit to sales is greater for high R&D intensity companies. Sales growth is in proportion to R&D intensity for all companies. Plots of value added per employee or sales per employee vs R&D per employee rise together for the sectors studied, especially for the chemical sectors and automobile sectors, demonstrating a correlation with productivity. The average market value of high R&D companies in the KSE has risen more than 1.6 times that of the KOSPI 200 index. Given the correlation between R&D intensity and company performance and given that R&D is a smaller percentage of surplus (profits plus R&D) than international level (both overall and in several sectors), the challenges facing Korean companies are to maintain the leading position in IT hardware and telecommunication, and to increase the intensity of R&D in many medium-intensive R&D sectors where Korea has an average intensity well below international or US levels.

• Asian Journal of Business Environment
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• 제1권1호
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• pp.9-12
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• 2011

This study aimed to predict retail sales of local markets in Jinan city of China with the Huff model. Using the Huff Model, we examined whether the predicted retail sales of local markets may be different in Jinan, China, from the department stores, supermarkets, shopping centers/shopping malls, and home appliance stores. The probability that a customer shops at location depends upon the store size and the travel time factors calculated by the Huff Model. We found that the predictedretail sales of shopping malls have a greater value than others. People who live in a mid-sized city may have easier access to any stores within the city boundary than people in metropolitan areas. Therefore, people in a mid-sized city are more sensitive to store size, because a bigger store size means greater opportunities, incentivizing consumers to travel further to competing stores after passing by nearer, smaller stores. This study has some limitations. First, the data is somewhat restricted in that the subject stores do not represent all of the stores in Jinan. Second, we cannot compare the estimated market share of the stores and the actual sales data. It is further suggested in this study that more databases be developed throughout such East Asian countries as Korea and Japan and that a different parameter λ value in the Huff Model be utilized for mid-sized cities.