• Proceedings of the Korea Society of Design Studies Conference
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• 2004.05a
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• pp.340-341
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• 2004

• The Journal of Bigdata
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• v.7 no.2
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• pp.195-204
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• 2022

The tourism industry is facing a crisis due to the recent COVID-19 pandemic, and it is vital to improving profitability to overcome it. In situations such as COVID-19, it would be more efficient to sell additional products other than guest rooms to customers who have visited to increase the unit price rather than adopting an aggressive sales strategy to increase room occupancy to increase profits. Previous tourism studies have used machine learning techniques for demand forecasting, but there have been few studies on cross-selling forecasting. Also, in a broader sense, a resort is the same accommodation industry as a hotel. However, there is no study specialized in the resort industry, which is operated based on a membership system and has facilities suitable for lodging and cooking. Therefore, in this study, we propose a cross-selling prediction model using various machine learning techniques with an actual resort company's accommodation data. In addition, by applying the explainable artificial intelligence XAI(eXplainable AI) technique, we intend to interpret what factors affect cross-selling and confirm how they affect cross-selling through empirical analysis.

• Asia Marketing Journal
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• v.8 no.2
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• pp.63-91
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• 2006

This study conducted in-depth interviews with 5 successful and 6 unsuccessful sales persons and analyzed their activities to further clarify the concepts of learning orientation, performance orientation, working smart, working hard and adaptive selling which have been reported as antecedents of sales persons' performances. We found that successful sales persons had their own distinctive characteristics. First, they regarded their selling activities as a part of their lives, not as a task, and were proud of themselves. Second, they perceived their weaknesses from most of activity areas, voluntarily participated in educational programs, and studied not only their products but also competitive products. Third, successful sales persons conducted customer-oriented activities. They collected data on their customers' personal records, developed customer typology by styles or personalities, and consulted their customers using those data. Fourth, successful sales people carefully prepared their meetings with customers across steps in selling processes and they did their best to develop long term relationship with their customers. These results provide useful implications about objective evaluations on sales persons' customer orientations and adaptive selling abilities, and also clarify the concepts of 'working smart' and 'adaptive selling'.

• Journal of Practical Agriculture & Fisheries Research
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• v.8 no.1
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• pp.73-96
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• 2006

Today, producers of ginseng spray prohibited fertilizers or use excessive amount of fertilizers whereas distributers either claim that they are selling domestic ginseng when in fact they are selling imported ginseng, cheat on the age or weight of ginseng, or mix domestic and imported ginseng. In terms of quality in comparison with foreign ginseng, 90% of the people surveyed responded that domestic ginseng is more efficacious. When asked whether they would purchase foreign ginseng products when they become available in the market, only one of the respondents responded that he or she would purchase foreign ginseng whereas 50 respondents or 81% of the total surveyed responded that they wouldn't purchase foreign ginseng. About half of the respondents answered that when Chinese red ginseng, ginseng, or wild ginseng products cultivated with harmful fertilizers become available in the market, they would either reconsider purchasing ginseng products or stop purchasing ginseng products all together. In order to develop the ginseng industry 20 respondents (25%) chose the establishment of the standards, 33 respondents (42%) chose marking the place of origin, 15 respondents (19%) quality improvement, 7 respondents (9%) research on the efficacy, and 4 respondents (5%) said improvement on the storage methods as the important factors of the ginseng industry. Considering the fact that 77% of the respondents selected either the standardization or marking of the place of origin, the consumers seem to be demanding reliability in the distribution of ginseng products. Therefore, those people who work in the industry such as the producers, distributors and others should have a sense of mission to develop ginseng, which is a gift from God, and do their best to produce and distribute ginseng products.

• The Journal of Society for e-Business Studies
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• v.5 no.1
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• pp.75-91
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• 2000

The new paradigm, which is called Electronic Commerce (EC), has greatly influenced not only enterprises but also other part of our society. Many goods have been actively transacted through EC all over the world. But there is a great difference between agricultural products and industrial products in terms of selling and buying behavior. Industrial products are well standardized and time-invariant in quality but agricultural products are not. Even the domestic distribution channels of agricultural products are much complex and are not modernized with internet technology. In this study, we first identify the behaviors of electronically transacting agricultural products and then develop and EC architecture far agricultural products in Korea. We suggest that EC for agricultural products focuses on B2B (Business to Business) model and various agricultural information should be distributed from B2B market over all supply chain and demand chain channels.

• Journal of Korean Society of Industrial and Systems Engineering
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• v.43 no.3
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• pp.21-28
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• 2020

Aftermarket refers to a market in which a company sells complementary goods, replacements of parts, and upgrade or maintenance services to consumers after selling them main durable goods. Intuitively, consumers who purchase main durable goods become major potential customers in subsequent aftermarket. Thus the existence of the aftermarket has a significant impact on pricing of the main durable goods as well as the aftermarket products. In this study, we analyze the effect of aftermarket on the pricing strategy for a company selling both main durable goods and aftermarket products. To do this we first divided the market into markets where the aftermarket products are indispensable and optional. Based on the proposed market types, the profit maximizing solutions are derived using two-period model, and the impacts of consumers' undervaluation of aftermarket product prices on pricing strategy are analyzed. The results can be summarized as follows : (1) Regardless of the market type, the total profits were found to be inversely proportional to the consumer's awareness accuracy of product prices in the aftermarket. This is in line with marketing efforts that sales companies have made intuitively to make consumers underestimate the cost of the aftermarket. (2) If aftermarket product is indispensable, only revenue from the aftermarket is sought. On the other hand, if aftermarket product is optional, revenue from the main durable good as well as the aftermarket product will be sought simultaneously. (3) Moreover, when aftermarket product is optional, the lower the awareness accuracy of consumers, the higher the price and profit of the main durable goods, while the lower the price and profit of the aftermarket products. This is contrary to the intuition that the lower the consumer's valuation of the costs of aftermarket, the more advantageous it would be to rely on aftermarket products rather than on main durable goods.

• Journal of agriculture & life science
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• v.50 no.5
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• pp.239-249
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• 2016

The direct sale of agricultural products is an alternative distributional channel which can provide satisfactions to both producers and consumers by reducing marketing cost through a direct connection between them. Due to this role, there has been rising interest in farmers' direct selling of agricultural products. However, the direct selling by farmers expose many problems and obstacles, because farmers should take a role as a middleman when they directly sell their products. This study tries to identify the obstacles from farmers who started the direct sales, and suggested a direction of e-business education programs being in place by RDA for the purpose of promoting farmers' direct sales. Suggestions of e-business education is needed to enhance education programs such as improving personal capability, cooperative work between farmers, expending programs what farms want.

• Journal of the Korea Safety Management & Science
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• v.21 no.4
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• pp.7-15
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• 2019

This paper proposes the FMEA-based model to avoid backdoor transactions when purchasers select suppliers for products and services. In the model, backdoor transactions consist of two categories: backdoor selling and maverick buying. Both of which influence negative effects on cost savings due to not only uncompetitive advantage but also unusable purchasing leverage by unethical and misbehavior of purchase requestors. For the risk evaluation based on FMEA, three and five risk types of backdoor selling and maverick buying are identified respectively. Current risk priority numbers(RPN) based on those risk types are calculated by three categories: occurrence, detection and severity. Six risk mitigation strategies and fourteen mitigation tactics are identified to improve current RPN. In order to validate the model, questionnaires are collected from fifteen companies and statistically analyzed. The analysis result shows that the model reduces backdoor transaction risks and has no differences in reduction of backdoor transaction risks regardless of the type of purchasing organization units and existence of purchasing procedures in the organization.

• Industrial Engineering and Management Systems
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• v.8 no.3
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• pp.162-170
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• 2009

This paper deals with a closed-loop remanufacturing system with one manufacturer and one remanufacturer. The manufacturer sells new products bearing the 'Extended Producer Responsibility (EPR).' It is assumed that the manufacturer's collection rate of used products depends only on the buy-back cost, while that of the remanufacturer depends on the minimum allowed quality level of used products in addition to the buy-back cost. Through the development of mathematical models with the objective function of maximizing profit, we study an efficient operation policy of each party. The decision variables are the unit selling price of new products and remanufactured products, the unit buy-back cost of the used products of the manufacturer and remanufacturer, and the minimum allowed quality level. The validity of the model is examined through numerical examples and sensitivity analysis.

• THE INTERNATIONAL COMMERCE & LAW REVIEW
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• v.34
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• pp.3-26
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• 2007

Product liability law lies at the center of the modem world. This law concerns liability for damages arising from the commercial sale of a product that causes personal injury or property damage because it was defective or falsely represented. One engaged in the business of selling or otherwise distributing products who sells or distributes a defective product is subject to liability for harm to persons or property caused by the defect. In short, product defectiveness is the heart of products liability law. Regardless of the underlying cause of action, the plaintiff in nearly every products liability case must prove that the defendant's product contained an unnecessary hazard that caused the harm. The purpose of this paper is to clarify the meaning of the product defectiveness to products liability claims in China. In China, Product to include most movable personal property, but to exclude services. And a product is defective when, at the time of sale or distribution, it contains a manufacturing defect, is defective in design, or is defective because of inadequate instructions or warnings.