• 산경연구논집
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• 제10권6호
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• pp.7-17
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• 2019

Purpose - The purpose of this study is to explore how advertising for multilevel marketing brands affect the salesperson's activity including customer-salesperson interactivity, work attitude, and perceived and actual performance after the campaign. Research Design, data, and methodology - This study collects experimental data, survey data, and actual sales data and applies statistical analyses such as factor analysis, t-tests, and a structural equation model. Results - The results show that advertising campaign can enhance a salesperson's selling activities and provide wide managerial implications to a multilevel marketing firm by filling the gaps for the field of advertising research. Conclusions - Managerial implications include: i) multilevel marketing firms should consider advertising campaigns as a means of changing customer responses because advertising plays a significant role in increasing familiarity with, and knowledge of, attitudes toward the brand, which also helps salespeople interact with customers; ii) multilevel marketing firms should consider brand advertising as a means to support the sales activities of salespeople including sales effectiveness, work attitudes, and perceived performance, and iii) multilevel marketing firms should consider brand advertising as a means to enhance a salesperson's pride and motivation for selling their brand, which will lead to improved sales performances.

• 유통과학연구
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• 제20권4호
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• pp.111-119
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• 2022

Purpose: This study seeks to address the omission through examining the manner in which demographic similarity affects the responses of employees in the retail sector towards horizontal pay dispersion. Through doing so the study will be effective in bolstering the recent efforts of more careful exploration of conditions. Research design, data, and methodology: Scant past studies are available to guide for practitioners in retail sector which compensation strategy might lead adequate job performance for retail sales workers. To suggest possible solution, the present authors used variables of pay dispersion and obtained 317 US retail sale workers in distribution channels to measure the association between pay dispersion and employee job performance. Results: The statistical findings indicated both first and second hypothesis could be acceptable with favorable Beta and T values, resulting high degree of pay dispersion leads a low level of job performance, while a low degree of pay dispersion can motivate retail sales workers to improve their performance. Conclusions: The findings of this study raises an argument that processes of social comparison work in a more vigorous manner. This is thus a representation of the propensity of a retail sales worker to voluntarily resign from an organization when dispersion rates are higher.

• 수산경영론집
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• 제50권3호
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• pp.17-29
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• 2019

This paper aims to find out the problems and improvement direction of quality control and hygiene management of fishery products in Korea. For this reason, we conducted a comparative analysis of quality control and hygiene management of fishing, landing and selling between Japan and Korea, taking mackerel as an example. Japan has established a systematic freshness management system from fishing to landing (production) areas and consumption areas. On the other hand, Korea is not fully lead-managed in the production area after fishing, and is distributed in a state where the quality of the product is deteriorated due to exposure to room temperature. Accordingly, a certain quality can not be secured at the final consumption stage, and sanitary problems occur. In order to improve the quality control and hygiene management of the fishery products, the following needs to be improved. First, we will improve the fishing level freshness management system. Second, we will improve the quality control and hygiene management of fish in the production area and wholesale stage. Third, we will promote the introduction of innovative sales and consignment sales systems at the production stage. Fourth, we will establish a consistent low temperature distribution system from the production area to the wholesale stage from a long-term perspective. Fifth, we will promote the development and education of manuals on fish quality and hygiene management.

• 한국관광식음료학회지:관광식음료경영연구
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• 제8권
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• pp.123-144
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• 1997

This study, by setting the systems of room sale promotion, analyzing the actual status and the present working state with its center on the 'RHotel' that is a special grade-two hotel and the sales promotion activities of each type, intends to understand the presentstatus of the hotel and present its problems and the method for improvement. The strategy of salespromotion and the ineffectivenessof the system organization were found to be imminent in the sales promotion activities as its problems, and the importanceis being not attached to the actual substance rather than to the actualresults, such as the advertisement and publicity strategies, the irrationality of sales personnel controland its evaluation method, and therefore, the goal-oriented control is not being takenad its problems are emerging. Therefore, as an improvement plan, we ought to put the plan of the hotel merchandising into action for customers to buy what they want, the establishment of the customer-oriented sales promotionservice and the communication channel using the brand-new managerial skills, systemaizesales promotion method sand strategies, develop the organizational and systematic strategies develop the organizatinal and systemactic strategies and goods for the sake of the image-making and room sales promotion of hotels, develop the activation ways of flexible operation, and also need to develop the skills of sales promotion. Accordingly, by doing irrationalsales activities in the system and the promotion with its center on the sales promotion department, and it sis urgently required that we streng then the comodity developments fitting the hotel's traits, such as uniformpolicy of cost, mass-communicationactivities for sales promotion, the improvement of non-effectiveness, and advertisement of hotel items, and the publishing of public relation books. Therefore, the best weapon for hotels before other purchaseis to be discriminatized from other competitive hotel with theunderstanding of the psychology and activities of customers, and the communicatin with customers, and to set up organicprograms of sales promotionstrategies. Also we must promote our sales in accordance with the desire of new customers, gater the market information of customers, all the time, and systematize the facility improvement, managerial policy, business strategiescorresponding with the desire of customers. By doing so, we are able to seek, at the same time, both the satis faction of customers and the sales maximization of the hotels that will perfrom the activities of sales promotion and management.

• 한국시스템다이내믹스연구
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• 제8권1호
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• pp.173-186
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• 2007

This research consists of (1) building (or molding) the Dynamics Simulation Model on Return Policy mainly used in publications, phonographs, and computer industry; which are seen used in supply chain contract known as effective control mechanism under the varied supply chain situations, and (2) analyzing the effects that return rates and seller's contract parameters have in the outcome of the model and (3) observing how the effectiveness of Return Policy changes under such circumstances where the buyer's sales ability and the seller's risk inclination are taken into account. Thus, the main purpose of this research lies in analyzing what exactly are the effects (and or outcome) that sales ability and risk inclination have in Return Policy, and additionally by conducting comprehensive research on Supply Chain Policy Dynamics Simulation Model, we will try to prove that not only the Systems Dynamics approach is highly contributive in supply chain management but also that it will serve as a foothold in future research. As a result of the research, supply chain achievement level turned out to be high when Return Policy is enforced, and the achievement level was even higher when seller's sales ability was taken into consideration along with the Return Policy. On the other hand, the achievement level decreased when the seller had risk aversive tendencies.

• Asian Journal of Business Environment
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• 제7권4호
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• pp.11-15
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• 2017

Purpose - This study aims to provide a clue on which factors current managers and many more potential entrepreneurial applicants were required to concentrate on presenting effective research methods in the effects of purchasing companies' perception of service quality about suppliers of MRO industrial goods on the quality of relationships. Research design, data, and methodology - To accomplish the purpose of this study, we plan to conduct a research model with factors of MRO service quality as the leading variables and conduct a causal analysis using regression analysis on their influence relations. Results - In order to achieve the above purpose, it is necessary to select service quality factors suitable for the characteristics of MRO industrial goods supplier companies. And it is necessary to develop a plan for improving the relationship quality with buyer companies by understanding the sales orientation of MRO industrial goods supplier companies. Also, they develop a combined strategy capable of facilitating relationship quality by clarifying the role of rapport. Conclusions - It is expected that these results will provide strategic clues which service quality factors should be improved from the perspective of supplier companies and will provide various information on educational training sales skills of the sales staff.

• 안보군사학연구
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• 통권3호
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• pp.197-242
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• 2005

Active catalog is a kind of digital content that enables consumers to test the functions and features of products from their PCs as if they were using it in real life, by simulating the actions and responses of the product. This new type of interactive digital content can be used extensively to make sales personnel training manuals, sales tools, user manuals and user trouble shooting documents. With active catalogs, companies will be able to compare different designs, show actions according to different functions, and evaluate user reaction to new products without having to produce a single physical prototype or mock-up. At the same time, consumers will be able to understand and 'operate' the product and make well-informed purchase decisions. In this paper, we present a visual event-driven modeling tool, PlayMo, for creating active catalogs, analyze the advantages of using PlayMo, describe the event-driven method used by PlayMo and also introduce two enhanced characteristics of the Event Flow Chart with which the events in PlayMo are structured. Interactive digital content by using the PlayMo3D makes easy, simple and effective design for e-learning, e-catalogue, e-marketing/sales, e-prototyping, customer support, etc. Through its application-ready 3D function visualization solution, engineers and designers can rapidly turn a CAD design model into a 3D interactive virtual product, and the effective function prototyping job can be also completed within a minute.

• Journal of information and communication convergence engineering
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• 제2권2호
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• pp.116-118
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• 2004

In the power industry after restructuring of Power industry will be appeared on-site type business, power retail sales business, and power wholesales business, power dealing business, customer inclination business ＆ delivery of power facilities. Among them, power trade business, customer inclination business and on-site type business will be rapidly increased and occupied attention. In addition, it is forecasted to advent the broker, provider, market place, power marketer, system operator and generator as a main player. Meanwhile, it needs protection of existing power industry and activation of new energy market for accomplishment of restructuring of power industry.

• 한국IT서비스학회지
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• 제13권1호
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• pp.43-55
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• 2014

More and more people are gravitating to reading products reviews prior to making purchasing decisions. As a number of reviews that vary in usefulness are posted every day, much attention is being paid to measuring their helpfulness. The goal of this paper is to investigate firstly various determinants of the helpfulness of reviews, and intends to examine the moderating effect of product type, i.e., search or experience goods on the product sales, helpfulness and helpfulness votes of online reviews. The determinants include product data, review characteristics, and textual characteristics of reviews. The results indicate that the direct effect exists for the determinants of product sales, helpfulness, and helpfulness votes. Further, the moderating effects of product type exist for these determinants on three dependent variables. The results of study will identify helpful online review and design review sites effectively.

• 한국지능정보시스템학회:학술대회논문집
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• 한국지능정보시스템학회 2007년도 한국지능정보시스템학회
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• pp.375-381
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• 2007

Cognitive map (CM) has long been used as an effective way of constructing the human thinking process. In literature regarding CM, a number of successful researches were reported, where CM based what-if analysis could enhance firm's performance. However, there exit very few researches investigating the CM generation method. Therefore this study proposes a GENCOM (Genetic Algorithm based Cognitive Map Generator). In this model combined with CM and GA, GA will find the optimal weight and input vector so that the CM generation. To empirically prove the effectiveness of GENCOM, we collected valid questionnaires from expert in S/W sales cases. Empirical results showed that GENCOM could contribute to effective CM simulation and very useful method to extracting the tacit knowledge of sales experts.