• Title/Summary/Keyword: sales information

Search Result 1,506, Processing Time 0.029 seconds

Estimation and Forecasting of Dynamic Effects of Price Increase on Sales Using Panel Data (패널자료를 이용한 가격인상에 따른 판매량의 동적변화 추정 및 예측)

  • Park Sung-Ho;Jun Duk-Bin
    • Journal of the Korean Operations Research and Management Science Society
    • /
    • v.31 no.2
    • /
    • pp.157-167
    • /
    • 2006
  • Estimating the effects of price increase on a company's sales is important task faced by managers. If consumer has prior information on price increase or expects it, there would be stockpiling and subsequent drops in sales. In addition, consumer can suppress demand in the short run. These factors make the sales dynamic and unstable. In this paper we develop a time series model to evaluate the sales patterns with stockpiling and short-term suppression of demand and also propose a forecasting procedure. For estimation, we use panel data and extend the model to Bayesian hierarchical structure. By borrowing strength across cross-sectional units, this estimation scheme gives more robust and reasonable result than one from the individual estimation. Furthermore, the proposed scheme yields improved predictive power in the forecasting of hold-out sample periods.

The Effects of Sales Performance on Salesperson's Job Satisfaction, Organizational Commitment and Need for Achievement (영업사원의 직무만족, 조직몰입, 성취욕구가 영업성과에 미치는 영향에 관한 연구)

  • Gu, Ja-Won
    • Management & Information Systems Review
    • /
    • v.37 no.1
    • /
    • pp.1-18
    • /
    • 2018
  • This research performed the empirical test for the effects of sales performance on salesperson's job satisfaction, organizational commitment, and need for achievement using 375 salesperson samples in Korea. Analyzed direct effects among the factors and mediation effects of organizational commitment and need for achievement as well. Results showed that job satisfaction have a significant positive (+) impact on organizational commitment and sales performance, and organizational commitment significant positive influence on need for achievement. However, organizational commitment have no significant effect on sales performance. Need for achievement have a significant direct effect on sales performance positively and have mediation effect between organizational commitment and sales performance. For the mediating effect, organizational commitment have significant result between job performance and need for achievement, but have no significance between job performance and sales performance. This paper suggest that the implications. First, this research exam integrated and detailed analyze for job satisfaction, organizational commitment, need for achievement, and sales performance including the results of verified in precedent study. Second, identify job satisfaction and need for achievement are important factors on salesperson's performance and find out through the empirical test the importance having balance of satisfaction of salesperson's own job and need for achievement in the sales field rather than consider only organizational commitment. Third, in the existing research, high need for achievement increase organizational commitment as a predictor of organizational commitment factor. In this research, claim that organizational commitment also become as a predictor of need for achievement and high organizational commitment make need for achievement higher. Consequently, need for achievement and organizational commitment be interact with each other and significant effect on sales performance of sales force.

The effects of meteorological factors on the sales volume of apparel products - Focused on the Fall/Winter season - (기상요인이 의류제품 판매량에 미치는 영향 - F/W 판매데이터(9월~익년 2월)를 근거로 -)

  • Kim, Eun Hie;Hwangbo, Hyunwoo;Chae, Jin Mie
    • The Research Journal of the Costume Culture
    • /
    • v.25 no.2
    • /
    • pp.117-129
    • /
    • 2017
  • The purpose of this study was to investigate meteorological factors' effects on clothing sales based on empirical data from a leading apparel company. The daily sales data were aggregated from "A" company's store records for the Fall/Winter season from 2012 to 2015. Daily weather data corresponding to sales volume data were collected from the Korea Meteorological Administration. The weekend effect and meteorological factors including temperature, wind, humidity, rainfall, fine dust, sea level pressure, and sunshine hours were selected as independent variables to calculate their effects on A company's apparel sales volume. The analysis used a SAS program including correlation analysis, t-test, and multiple-regression analysis. The study results were: First, the weekend effect was the most influential factor affecting sales volume, followed by fine dust and temperature. Second, there were significant differences in the independent variables'effects on sales volume according to the garments' classification. Third, temperature significantly affected outer garments'sales volume, while top garments' sales volume was not influenced significantly. Fourth, humidity, sea level pressure and sunshine affected sales volume partly according to the garments' item. This study can provide proof of significant relationships between meteorological factors and the sales volume of garments, which will serve well to establish better inventory strategies.

The Influences of Meteorological Factors, Discount rate, and Weekend Effect on the Sales Volume of Apparel Products (기상요인, 가격할인 및 주말효과가 의류상품 판매량에 미치는 영향)

  • Hwangbo, Hyunwoo;Kim, Eun Hie;Chae, Jin Mie
    • Fashion & Textile Research Journal
    • /
    • v.19 no.4
    • /
    • pp.434-447
    • /
    • 2017
  • This study investigated the effects of influencing factors on the sales volume of apparel products. Based on previous studies, weekend effect, discount rate, and meteorological factors including daily average temperature, rainfall, sea level pressure, and fine dust were selected as independent variables to calculate their effects on sales quantity of apparel products. The daily sales data during 2015 - 2016 were collected from casual brands and outdoor brands which "A" apparel manufacturing company had operated. The actual data of "A" company were analyzed using SAS(R) 9.4 and SAS(R) Enterprise Miner 14.1. The results of this study were as follows: First, the influencing factors on total sales volume of apparel products were proved to be the weekend effect, discount rate, and fine dust. Second, the analysis of influencing factors on sales volume of apparel products according to season showed: 1) In casual brands, the average temperature had a significant influence on the sales volume of spring/summer products, and the sea level pressure affected the sales volume of summer/fall/winter products significantly. 2) In outdoor brands, the average temperature and the fine dust had a significant influence on the sales volume of all season's products. The sea level pressure affected the sales volume of summer/fall/ winter products significantly. The weekend effect and the discount effect affected the sales volume of apparel products partly. Third, the effect of rainfall was not proven significant, which was different from the results of past studies.

Effects of Sales Training, Customer Orientation and Sales Management of Financial Planners(FP) on Sales Performance (재무설계사(FP)의 영업교육, 고객지향성 및 영업관리가 영업성과에 미치는 영향)

  • Yoon, Hang-sik;Kang, Shin-kee
    • 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.

A Strategic Analysis of B2B e-Commerce : The Economic Impact of e-Marketplace Adoption

  • Sohn, Young-Woo;Whang, Kyu-Seung
    • Proceedings of the Korea Society of Information Technology Applications Conference
    • /
    • 2005.11a
    • /
    • pp.305-310
    • /
    • 2005
  • Recently, many organizations in various industries have introduced e-businesses for the purpose of adding value to their businesses. However, due to no comparable business models to e-business in the past, there are no reliable yardsticks to predict the performance of an e-business. This paper considers an environmental change analysis as a means to resolve this difficulty. System Dynamics (SD) could be a useful tool to generate effective results by examining the e-business model. SD model is developed to analyze the effects of an e-sales channel which was appended to the existing sales channels in the steel manufacturing industry. The results show an increase in average price and sales volume through the use of an auction process on the e-marketplace. Stocking expenses are reduced as well by the increase of the sales turnover. A possible scenario was adopted to the developed simulation model and investigated strategic issues to draw desirable strategies with market changes.

  • PDF

Exports, Firm Size, and Firm Dynamics : An Empirical Study on the Korean Manufacturing Industry (기업규모, 기업성장, 그리고 수출성과 : 우리나라 제조업에 대한 실증적 연구)

  • Sung, Tae-Kyung;Park, Kwang-Seo
    • Management & Information Systems Review
    • /
    • v.22
    • /
    • pp.1-23
    • /
    • 2007
  • This paper investigates the relationships between exports, firm size, and firm dynamics. It is based on a longitudinal data covering listed firms in the Korean manufacturing industry. We found the stylized fact that the probability that a firm is exporter increases with firm size. A regression model for the determinant of export/sales ratio including dynamic adjustment process is tested on a cross-section sample for the year 2001. Empirical findings suggest that there is a positive and inversely U-shaped relationship between firm size and export/sales ratio, just for basic material and capital good industry. Except for firm size, the hypotheses concerning human capital intensity, physical capital intensity, R&D intensity, and patent are rejected. Using Granger causality test, we found that the rate of growth of total sales influences the change of the export/sales ratio with time lag for medium-sized firms. Finally, some policy implications are presented.

  • PDF

New Seniors' Information Sources, Store Selection Criteria, and Sales Associates' Attributes for Clothing: Based on Their Clothing Involvement

  • Ghal, Jeong-Hyun;Lee, MiYoung
    • Journal of Fashion Business
    • /
    • v.20 no.3
    • /
    • pp.89-103
    • /
    • 2016
  • This study examines female new seniors' clothing consumption behaviors, such as their information sources, clothing store selection criteria, and perceived importance of sales associates' attributes, based on their level of clothing involvement. A face-to-face survey was conducted through a market research firm. The subjects of this study were female adults in their 50s and 60s residing in the Seoul metro area (N=197). Significant differences were found in the clothing consuming behaviors of new seniors depending on their clothing involvement(CI). High-CI new seniors tended to place more importance on both personal and non-personal information sources than low-CI new seniors. High-CI new seniors place importance both "merchandise assortment and store atmosphere" and "sales associates and service" when they select stores for clothing than low-CI new seniors. In terms of sales associates' attributes, high-CI new seniors tend to place more importance on customer-orientation than medium- and low-CI groups. Medium- and high-CI new seniors tend to place more importance on appearance than low-CI groups. However, there were no significant statistical differences for professional expertise among the three different CI groups.

Business model correlation analysis according to the technology maturity of the information security industry (정보보호 산업의 기술성숙도에 따른 비즈니스 모델 상관성 분석)

  • Lim, Heon-Wook
    • Convergence Security Journal
    • /
    • v.19 no.4
    • /
    • pp.165-171
    • /
    • 2019
  • The domestic information security market is booming, For the development of the information security industry. I wanted to suggest a strategy for finding and developing a good business model. So the main products were classified by similar industries. And The sector was selected as the dependent variable. Expert interviews were conducted and classified according to technical maturity. Independent variables were sales, number of employees, and performance. Average analysis result, sales amounted to 8.798 billion won, 13.51 years in industry, and 64.3 employees. As a result of SPSS statistical analysis, the correlation between industry type and sales according to technical maturity (r = -.729) was within 5% of significance level. The regression results were significant. (p= .047<0.05) Therefore, industry classification and sales are related to technological maturity.

A Study of the Global Marketing Strategy Being Followed by Making IT of Multinational Corporations (다국적 기업의 IT화에 따른 글로벌 마케팅 전략에 관한 연구)

  • Lee, Kwang-No
    • The Journal of Information Technology
    • /
    • v.5 no.3
    • /
    • pp.169-179
    • /
    • 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.

  • PDF