• The Journal of Economics, Marketing and Management
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• v.9 no.2
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• pp.33-43
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• 2021

Purpose: This study aims to verify sellers' economic incentives for voluntarily disclosing negative information in online markets and provide practical guidelines to online sellers in terms of whether, when, and how sharing low quality to buyers increase sales. Research design, data and methodology: Our model examines the number of bidders in Internet auctions to measure potential demand and uses count data analysis following previous studies that have also analyzed the number of bidders in auctions. After checking over-dispersion and zero-inflation in our data, we have run a Poisson regression to analyze the effect of sharing negative information on sales. Results: This study presents a counterintuitive result that low-quality sellers can increase their demand by fully disclosing negative information in an online market, if appropriate risk-reducing methods are employed. Our finding thus shows that there exists economic incentive for online sellers to voluntarily disclose negative information about their products, and that the context of transactions may affect this incentive structure as the incentive varies across product categories. Conclusions: As the positive impact of disclosing negative information has rarely been studied so far, this paper contributes to the literature by providing a unique empirical analysis on the impact of sellers' honesty on sales. By verifying economic incentives of disclosing low quality with actual online sales data, this study suggests practical implications on information disclosure strategy to many online sellers dealing with negative information.

• 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.

• Fourth Industrial Review
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• v.1 no.2
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• pp.9-16
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• 2021

Purpose - O2O (online to off-line) is a new economic concept being emerged in the 4^th industrial age. Automobile distribution is also undergoing a change to the O2O system. In overseas, vehicles are already being sold through various online platforms. The purpose of this study is to analyze the domestic and foreign automobile distribution structure and intends to suggest the desirable direction of automobile sales in the 4th industrial age. Research design, data, and methodology - Through the investigation of previous studies and the actual cases, the advantages and disadvantages and trends of different types of automobile distribution structures. Result - It can be seen that domestic and foreign automobile brands have quite diverse distribution structures such as direct managed system, agency system, dealer system, direct sales system, online system and online/offline parallel system. Each type has its own characteristics. Conclusion - The distribution structure of automobiles is very diverse, and in particular, it is rapidly changing to an online sales system thanks to the development of information and communication technology and Internet technology and the popularization of smartphones. Through the online system, consumers can quickly and conveniently obtain vehicle information. Although the online sales system has many advantages, it requires continuous management

• Fourth Industrial Review
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• v.2 no.1
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• pp.1-8
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• 2022

Purpose - O2O (online to off-line) is a new economic concept being emerged in the 4^th industrial age. Automobile distribution is also undergoing a change to the O2O system. In overseas, vehicles are already being sold through various online platforms. The purpose of this study is to analyze the domestic and foreign automobile distribution structure and intends to suggest the desirable direction of automobile sales in the 4th industrial age. Research design, data and methodology - Through the investigation of previous studies and the actual cases, the advantages and disadvantages and trends of different types of automobile distribution structures. Result - It can be seen that domestic and foreign automobile brands have quite diverse distribution structures such as direct managed system, agency system, dealer system, direct sales system, online system and online/offline parallel system. Each type has its own characteristics. Conclusion - The distribution structure of automobiles is very diverse, and in particular, it is rapidly changing to an online sales system thanks to the development of information and communication technology and Internet technology and the popularization of smartphones. Through the online system, consumers can quickly and conveniently obtain vehicle information. Although the online sales system has many advantages, it requires continuous management.

• Journal of the Korean Data and Information Science Society
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• v.18 no.4
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• pp.995-1004
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• 2007

In this paper, we analyse online word-of-mouth and Korean box-office sales data based on kernel regression method. To do this, we consider the regression model with mixed-data and apply the least square cross-validation method proposed by Li and Racine (2004) to the model. We found the box-office sales can be explained by volume of online word-of-mouth and the characteristics of the movies.

• The Journal of Economics, Marketing and Management
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• v.11 no.1
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• pp.21-30
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• 2023

Purpose: As one of the ongoing studies on the distribution industry, the purpose of this study is to identify the research trends on online shopping so far to propose not only the development of online shopping companies but also the possibility of coexistence between online and offline retailers and the development of the distribution industry. Research design, data and methodology: In this study, the English abstracts of 645 papers on online shopping registered in scienceON were obtained. For the analysis through BERTopic and LDA using Python 3.7 and identifying which topics were interesting to researchers. Results: As a result of word frequency analysis and co-occurrence analysis, it was found that studies related to online shopping were frequently conducted on factors such as products, services, and shopping malls. As a result of BERTopic, five topics such as 'service quality' and 'sales strategy' were derived, and as a result of LDA, three topics including 'purchase experience' were derived. It was confirmed that 'Customer Recommendation' and 'Fashion Mall' showed relatively high interest, and 'Sales Strategy' showed relatively low interest. Conclusions: It was suggested that more diverse studies related to the online shopping mall platform, sales content, and usage influencing factors are needed to develop the online shopping industry.

• Journal of Distribution Science
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• v.16 no.2
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• pp.89-99
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• 2018

Purpose - In this study, we discuss the current status and barriers of digital transformation focused on small businesses. More specifically, this study consists of two studies. The purpose of study 1 is to investigate the effect of digitization of small businesses on the sales of stores and the number of visiting customers. The purpose of Study 2 is to examine the status and obstacles of online channels use by small businesses. Research design, data, and methodology - In Study 1, we will examine the changes in sales and visitor numbers of stores that are rapidly adapting to digital transformation among small business. For this, we utilize the actual situation of store management survey conducted by the Small Enterprise and Market Service. Specifically, multiple regression equations were used to determine whether blogs and online shopping malls were operating, and the proportion of credit cards to sales as independent variables and sales and number of visiting customers as dependent variables. Next, in Study 2, we surveyed the 15 small business owners in the latest survey on the actual situation of store management survey conducted in 2015, and conducted an in-depth interview to examine the barriers to the use of online channels by small business. Results - As a result of study 1, it is found that the small business who run the blogs have higher sales and visits than the small business who do not. However, there is no difference in the sales and the number of visiting customers between the stores that operate the online shopping malls and those that do not. Second, the higher the proportion of credit cards, the higher the sales and the number of visiting customers. In study 2, we analyzed the barriers to the expansion of online channels by in-depth interviews. Interviews show that barriers to access to online channels are limited by search neutrality, high commission burden, and low bargaining power. These problems are caused by the insufficiency of small business compared to online and mobile portal and O2O platform vendors. Conclusions - This study suggests that small business who have difficulty in establishing direct online channels need digital transformation of small business. In addition, when using such an external platform, we have identified the problems that small business face.

• 한국벤처창업학회:학술대회논문집
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• 2021.11a
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• pp.113-117
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• 2021

Due to the recent COVID-19 pandemic, SMEs are forced to converge themselves into online business to cope with the rapidly changing business environment. However, due to various difficulties of becoming an online business, most SMEs choose to use services provided by the online sales platform. These platforms offer valuable support such as DSS in return for the high amount of commission fee. We analyze a novel data set from Naver Corporation's 'Smart Store' platform with the quasi-experimental method (propensity score matching technique combined with the difference in differences analysis) to analyze DSS usage and SME's performance empirically. Our results suggest that DSS usage leads to an increase in SME's sales performance in means of sales frequency and sales amount. Additionally, we have found weak support that DSS usage enables SMEs to attract customers better than those not using DSS.

• Journal of Information Technology Applications and Management
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• v.25 no.2
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• pp.53-72
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• 2018

This empirical study explored characteristics that affect the usefulness of online reviews, in the China e-commerce platform, and implemented multiple regressions to find factors that significantly influence on product sales, ultimately. Till now, prior studies have continuously revealed what factor affects usefulness of online review or product sales, only in respective terms. The point of our study is that we built two-level regression models, thereby being able to comprehensively analyze these two different targets. Before plunging into running regressions, we carefully collected 192,764 online review data for 200 products extracted from the Jingdong, the second biggest e-commerce platform in China. Also, we gathered "review sentimental scores" variable from each review and used that one as a core variable in our regression model, thus we were able to implement both quantitative and qualitative research. The evidences from the two-level regression models showed that the extent to which a product is experience good positively affects both usefulness of a review and product sales, again the usefulness of a review contributes to product sales in sequence. Also, the property of experience good has interaction effect on both for two-level regression models. Our main findings highlight the importance of role of online review to business performance of e-commerce firms.

• Journal of Internet of Things and Convergence
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• v.5 no.2
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• pp.7-13
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• 2019

As online shopping is activated by the development of the Internet, consumers' purchase form is changing from the traditional face-to-face purchase method to online purchase method. Many sellers have flowed into shopping malls, and competition among sellers is very intense. Therefore, sellers in shopping malls need to establish rational marketing strategies by analyzing consumer purchase patterns and product sales trends. In this paper, we analyzed the purchase price of consumers by analyzing the product price, rating, and sales quantity of competitors who sell the same product in open shopping malls by time zone. In addition, the collected information was visualized in a chart so that the company's and competitors' sales trends could be easily compared. Using the above system, it is possible to predict the sales volume through the analyzed purchasing pattern and to select the reasonable price of the product by grasping the sales trend.