• Journal of the Korean Data and Information Science Society
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• 제26권4호
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• pp.985-995
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• 2015

Add-on selling can provide new chances to increase sellers' profits and meet customers' needs. Although prior studies have advocated add-on selling for its business value, there is an argument that add-on selling can cause customer repulsion. Therefore, we need to understand customer purchasing pattern related to add-on selling in order to promote it and to mitigate the customer repulsion. To that end, we applied data mining techniques to the 24,925 transactions of data from an online open market in Korea. We then conducted feature selection to investigate the most influential factors that can explain the characteristics of add-on selling transactions using a classification model. We also identified association rules among add-on selling and promotions. Finally, based on the findings in our experiments, we proposed add-on selling strategies for the target online market.

• Asia Marketing Journal
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• 제15권2호
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• pp.175-194
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• 2013

The purpose of this study is to investigate the effects of the locomotion orientation on salespeople' sales performance with the mediating effect of selling behavior(adaptive selling behavior, SOCO). And we figure out the relationship between customer-oriented selling behavior and adaptive selling behavior because those relationships are not clear. The authors infer research hypotheses based on literature review. We have confirmed the reliability and validity test and those results can be acceptable. Hypotheses test were conducted with structural equation modeling, AMOS. All paths in the research model reasoned by authors have been supported statistically at the significant level. This study with the theoretical implications is as follows. First, this study is the first attempt to investigate the path between locomotion orientation and adaptive selling behavior and SOCO. Secondly, there is an empirical conflict between our study and Franke and Park(2006)'s study. Our study was contradictory to Franke and Park(2006)'s consequences. And so, figuring out clearly those causal paths remains. This study with practical implications are as follows. First of all, the salespeople' selling performance was affected by adaptive selling behavior, customer-oriented selling behavior, and sales-oriented activities, such as the importance of selling behavior once again proven. It is necessary to enhance the capabilities that can be transformed into action appropriate to the needs of customers each sales step-by-step in the process of salespeople for various system through education and incentives, and to interact with customers and understand their customers relative to salespeople will. In order to enhance adaptive selling behavior, the company needs to do educational program and monitoring system with the positional promotion when salespeople get the high adaptive selling behavior. Secondly, the locomotion orientation of the salespeople is to cause this selling behavior. Management style to increase locomotion orientation is needed, which means, salespeople' superior about something should be conducted. In order to stimulate the selling behavior of the salespeople, most supervisors should use some managerial tools such as feedback, engagement, and rewards.

• 복식문화연구
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• 제17권3호
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• pp.367-382
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• 2009

The aim of the current study was to investigate the impact of store attribute satisfaction on intentions of revisit and recommendation among clothing consumers. The data were collected from 319 consumers through survey and frequency analysis, reliability analysis, factor analysis, and multiple regression analysis were used to obtain results. The findings were as follows: 1. From factor analysis, seven factors were distracted: Fact 1(brand and price), Fact 2(store's facility and environment), Fact 3(product), Fact 4(transportation convenience and access), Fact 5(selling and advertisement), Fact 6(store's atmosphere), and Fact 7(salesman's service). 2. Four factors had statistically significant influence on overall satisfaction of clothing consumers. The most influential factor was Fact 2(store's facility and environment) and Fact 5(selling and advertisement), Fact 1(brand and price), and Fact 4(transportation convenience and access) showed their effects on overall satisfaction in an hierarchical rank-order following Fact 2. 3. Four factors such as Fact 2(store's facility and environment), Fact 1(brand and price), Fact 4(transportation convenience and access) and Fact 5(selling and advertisement) in an hierarchical rank-order from Fact 1 had statistically significant impact on intentions of revisit. 4. Six factors such as Fact 1(brand and price), Fact 2(store's facility and environment), Fact 3(product), Fact 5(selling and advertisement), Fact 6(store's atmosphere), and Fact 7(salesman's service) in an hierarchical rank-order from Fact 1 had statistically significant influence on the intention of recommendation. 5. The results further showed that among seven factors, Fact 1(brand and price), 'Fact 2(store's facility and environment), and Fact 5(selling and advertisement) had impact on both the intention of revisit and the intention of recommendation.

• International Journal of Advanced Culture Technology
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• 제8권1호
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• pp.62-70
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• 2020

As an effective means of price discrimination, some suppliers offer trade credit to the distributors in order to stimulate the demand for the product they produce. The availability of the delay in payments from the supplier enables discount of the distributor's selling price from a wider range of the price option in anticipation of increased customer's demand. Since the distributor's lot-size is affected by the demand for the customer, the distributor's lot-size and the selling price determination problem is interdependent and must be solved at the same time. Also, in many common business transactions, the distributor pays the shipping cost for the order and hence, the distributor's ordering cost consists of a fixed ordering cost and the shipping cost that depend on the order quantity. In this regard, we deal with the joint lot-size and price determination problem when the supplier allows delay in payments for an order of a product. The positive effects of credit transactions can be integrated into the EOQ (economic order quantity) model through the consideration of retailing situations, where the customer's demand is a function of the distributor's selling price. It is also assumed that the distributor's order cost consists of a fixed ordering cost and the variable shipping cost. We formulate the distributor's mathematical model from which the solution algorithm is derived based on properties of an optimal solution. A numerical example is presented to illustrate the algorithm developed.

• 한국경영과학회:학술대회논문집
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• 한국경영과학회 1996년도 추계학술대회발표논문집; 고려대학교, 서울; 26 Oct. 1996
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• pp.53-56
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• 1996

The conventional inventory models are concerned with the items of which utilities and amount of numbers are constant over time. But in practice the items in inventory systems are increasing or decreasing. This study is concerned with the development of ameliorating inventory models. The ameliorating inventory is the inventory of goods whose utility increases over the time by ameliorating activation. The term ameliorating inventory is used in this paper at least, since the terminology is not standard well known. This study is performed according to areas; one is an economic order quantity(EOQ) model for the items whose utility is ameliorating in accordance with Weibull distribution, and the other is a partial selling quantity(PSQ) model developed for selling surplus inventory accumulated by ameliorating activation. Computer programs are developed to obtain the optimal ordering and selling quantity. Numerical examples to illustrate the effect of ameliorating rate on inventory polices are shown at the end of this paper.

• 문화기술의 융합
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• 제9권6호
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• pp.257-262
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• 2023

마케팅 정책의 하나로 일부 공급자는 소매상에게 공급하는 제품에 대한 수요 증대를 기대하면서 일정 기간의 신용 거래를 허용한다. 신용 거래에 의한 제품 대금에 대한 지불 유예의 기회는 소매상의 재고 투자 비용을 절감시키는 효과를 가져 오게 되고, 결과적으로 구매자의 수요 증대를 기대하면서 소매상의 판매 가격을 결정 하게 된다. 본 연구는 공급자, 소매상 그리고 구매자로 구성되는 신용 거래 공급망에서 구매자의 수요가 소매상의 판매 가격에 지수적으로 감소하는 함수라는 가정 하에 소매상의 판매가격과 주문 로트 크기(EOQ: Economic Order Quantity)를 결정하는 재고 모형을 분석하고자 한다. 문제 분석을 위하여 공급하는 제품은 시간의 경과에 따라 변질되는 퇴화성 제품의 경우를 포함하고, 신용 거래 기간과 가격탄력지수 그리고 퇴화의 정도가 소매상의 판매 가격과 주문 로트 크기에 미치는 영향을 분석 해 보고자 한다.

• 정보처리학회논문지D
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• 제11D권7호
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• pp.1537-1542
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• 2004

디지털콘텐트는 복제가 용이하고 원본과 복사본이 동일하다는 특성 때문에 불법적인 복제와 유통의 방지를 통한 저작권의 보호에 어려움이 있다. 근래에는 웹을 기반으로 한 각종 디지털콘텐트 서비스 시스템이 상용화되고 있으며, 이것이 안정된 수익 모델로서 발전하기 위하여 적절한 저작권 보호 기술이 요구된다. 일반적으로 웹 기반의 저작권 보호를 위해서는 디지털 콘텐트의 암호화를 통한 안전한 전송 방법을 사용한다. 이때 암호화된 디지털 콘텐트의 크기는 증가하여 실행과정에 필요한 시간을 증가시킨다. 따라서 실행시간과 안전성을 고려한 시스템의 설계가 필요하다. 본 연구에서는, 디지털콘텐트의 저작권 관리 기술을 기반으로 부분 암호화를 통해 수행시간과 안전성을 고려한 디지털콘텐트 전송 시스템을 설계하였다. 또한 분석을 통해 제안시스템의 성능을 평가하였다.

• 경영과정보연구
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• 제38권4호
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• pp.41-60
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• 2019

과거에는 대기업과 중소기업의 제품 간에는 품질뿐만 아니라 제품 구매 후 제품 서비스에도 큰 차이가 났다. 이러한 요소들은 많은 소비자들이 제품을 구매할 때, 브랜드 가치를 고려하는 주된 이유였다. 그러나 시간이 지남에 따라 대기업과 중소기업 간의 기술력 및 서비스의 차이가 많이 줄어들면서, 브랜드 자체보다는 누가 소비자의 욕구를 충족시키는 가치를 선점하는지에 따라 경쟁 우위가 바뀌었다. 이에 따라 소비자를 만족시킬 수 있는 다양한 전략이 연구되고 있으며, 최근까지 연구자들이 판매행동과 관련하여 다루었던 주요 개념은 적응 판매이다. 본 연구의 목적은 판매원의 적응적 판매 전략이 중소기업 제품을 구매하는 소비자들에게 미치는 영향에 대해 규명하고자 하였다. 특히, 판매원의 적응적 판매 전략이 소비자의 쇼핑 가치, 판매원과의 결속 및 소비자 제품 만족도에 미치는 영향을 파악하였다. 연구대상은 판매원을 통해 중소기업 제품 구매 경험이 있는 경남지역 소비자를 대상으로 설문 조사를 실시하였으며, 분석도구로는 SPSS 21.0을 사용하였으며, AMOS 21.0을 사용하여 구조 방정식 모형 분석을 하였다. 연구에 대한 실증 분석 결과 첫째, 판매원의 역할은 소비자의 쇼핑가치, 소비자와의 관계 결속과 제품 만족도에 긍정적인 영향을 미치는 것으로 나타났다. 둘째, 판매원의 적응적 판매 전략은 소비자의 쇼핑 가치에 영향을 미치는 중요한 변수라고 제안 할 수 있으며, 또한, 판매원의 적응적 판매 전략은 실용적 쇼핑 가치가있는 소비자보다 쾌락적 쇼핑 가치가있는 소비자에 더 강한 긍정적인 영향을 미치는 것으로 나타났다. 마지막으로, 판매원과 소비자의 결속은 소비자의 제품 만족에 있어 중요한 역할을 하는 것으로 나타났다. 본 연구는 판매원의 적응적 판매 전략의 효과를 알아봄으로써, 온라인과 비대면 마케팅이 점차 강조되고 있는 현재의 시장 환경에서, 기업들에게 판매원의 중요성과 판매원을 통한 효율적인 마케팅 접근법을 제시하고, 이를 통한 실무적인 시사점을 제공하는 점에서 그 의의를 가진다.

• 수산경영론집
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• 제27권1호
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• pp.57-65
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• 1996

This paper is concerned with the development of ameliorating inventory models. The ameliorating inventory is the inventory of goods whose utility increases over the time by ameliorating activation. The term ameliorating inventory is used in this paper at least, since the terminology is not standard well known. This study is performed according to areas; one is an economic order quantity(EOQ) model for the items whose utility is ameliorating in accordance with Weibull distribution, and the other is a partial selling quantity(PSQ) model developed for selling the surplus inventory accumulated by ameliorating activation. The proposed models cannot be solved directly in a closed form, thus we used a computer program and a graphical solution method to obtain the optimal ordering and setting quantity in this paper. Numerical examples to illustrate the effect of ameliorating rate on inventory polices are shown at the end of this paper.

• 대한안전경영과학회:학술대회논문집
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• 대한안전경영과학회 2009년도 춘계학술대회
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• pp.531-539
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• 2009

The environment of automobile industry in the world is rapidly changing. It is changing of high oil price, technology, environment and construction of competition by newly rising an economic district. Automobile company is focusing on three issue because they want to reinforce competition of automobile industry in the world. That is innovation of production profit management through quality management and Lean. Chance of success is separated in R&D, providing distribution, manufacture, distribution, selling in automobile industry. Emphasis on development process, distribution process, manufacture process, circulation and selling process for strengthening the competitiveness and guarantee. In this thesis, we try to analysis the data set period of automobile production by using survival analysis. While using mean comparison of general statistics commit mistakes, survival analysis can used for including censored data in order to heighten analysis efficiency.