• Asia Marketing Journal
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• v.16 no.1
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• pp.71-100
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• 2014

While the role of emotional antecedents of effective selling behavior would be important, the issue has not been fully addressed in the sales literature. To fill this gap, we conceptualize and empirically examine the relationships among salesperson's emotional regulation processes such as emotional intelligence (EI) and emotional labor (EL), effective selling behavior, and sales performance on the basis of educational, occupational, social psychology literature and marketing literature (e.g., Henning-Thurau, Groth, Paul, and Gremler 2006; Kidwell et al. 2011; Liu et al. 2008; Mayer, Salovey, and Caruso 2008). First, salesperson's EI is defined as his or her capability that enables correct perceptions about emotional situations in sales interactions. The EI is expected to work as psychological resources for different types of EL (i.e., deep acting and surface acting) to be performed by salesperson as emotional expression strategies (e.g., Lie et al. 2008). It is, then, expected that the features of EL selected by the salesperson would lead to different levels of adaptive selling behavior (ASB) and thereby sales performance (Monaghan 2006). Further, given that salesperson's customer orientation (CO) is found to be an important correlate of ASB (Franke and Park 2006), it is expected that CO would moderate the relationship between EL and ASB (Rozell, Pettijohn, and Parker 2004). Hence, this research attempts to shed additional light on emotionally-driven (EL) as well as cognitively-driven (CO) antecedents of ASB (Frank and Park 2006). The findings of the survey research, done with 336 salespersons in insurance and financial companies, are summarized as follows. First, salespersons with a high level of EI are found to use both deep acting (regulating the emotions themselves) and surface acting (controlling only emotional expressions) in a versatile way, when implementing EL. Second, the more the salesperson performs deep acting, the more he or she shows ASB. It is, then, important for salespersons to use deep acting more frequently in the EL process in order to enhance the quality of interacting with customers through ASB. On the other hand, the salesperson's surface acting did not have a significant relationship with ASB. Moreover, CO was found to moderate the relationship between the salesperson's deep acting and ASB. That is, the context of high CO culture and individual salesperson's deep acting would synergistically make the selling efforts adaptive to customer preferences. Conceptualizing and empirically verifying the antecedent roles of important emotional constructs such as EI and EL in salesperson's effective selling behavior (ASB) and sales performance is a major theoretical contribution in the sales literature. Managerially, this research provides a deeper understanding on the nature of tasks performed by salespersons in service industries and a few guidelines for managing the sales force. First, sales organizations had better consciously assess EI capacity in the selection and nurturing processes of salespersons, given that EI can efficiently drive EL and the resulting effective selling behavior and performance. Further, the concept of EL could provide a framework to understand the salespersons' emotional experiences in depth. Especially, sales organizations may well think over how to develop deep acting capabilities of their sales representatives. In this direction, the training on deep acting strategies would be an essential task for improving effective selling behavior and performance of salespersons. This kind of training had better incorporate the perspectives of customers such that many customers can actually discern whether salespersons are doing either surface acting or deep acting. Finally, based on the synergistic effects of deep acting and CO culture, how to build and sustain CO is always an ever-important task in sales organizations. While the prior sales literature has emphasized the process and structure of highly customer-oriented sales organization, our research not only corroborates the important aspects of customer-oriented sales organization, but also adds the important dimension of competent sales representatives who can resonate with customers by deep acting for sales excellence.

• IE interfaces
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• v.13 no.3
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• pp.416-423
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• 2000

This paper considers a web-based order processing system under SCM environment. Following the framework of B2B electronic commerce, we focus on activities closely related to order handling within the supply chain. We also try to integrate the order processing system with the overall information system of the company. The methodology is applied to the case of H company and a prototype system is designed. This study analyzes the current product estimate and order handling process in the point of view of both the purchasing and the selling companies. It intends improvement by changing the existing closed way of request and offering estimate through fax or VAN into an open way using internet. For this, a company should be registered on the order site of internet. Then it can request estimate, take estimate, and handle order through internet adopting the concept of electrical commercial transaction.

• Management Science and Financial Engineering
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• v.14 no.2
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• pp.13-23
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• 2008

The pricing/lot-sizing problem of determining the robust optimal order quantity and selling price is discussed. The uncertainty of parameters characterized by an ellipsoid is explicitly incorporated into the problem. An approximation scheme is proposed to transform the problem into a geometric program, which can be efficiently and reliably solved using interior-point methods.

• The Journal of the Convergence on Culture Technology
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• v.9 no.5
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• pp.493-499
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• 2023

Trade credit refers to a transaction where a product supplier allows an distributor to defer payment for a certain period of time for the purchase cost of the products. This practice is generally permitted as a means of differentiation between competing companies. Such trade credit is commonly granted based on the volume of transactions, aiming to increase customer orders. From the perspective of the distributor, trade credit allows for a deferred payment period for the purchase cost, leading to cost savings in inventory investment. These cost savings in inventory investment can be a factor in reducing selling prices with the aim of increasing customer demand. In this study, we analyze a model that determines the optimal selling price and order quantity from the perspective of the distributor, assuming that the supplier allows a deferred payment period dependent on the transaction volume. We assume that the final customer's annual demand exhibits an exponential decrease with respect to the distributor's selling price, using a constant price elasticity function. To analyze the problem, we assume that the product deteriorates at a constant rate over time and aim to establish an inventory model for the intermediate distributor. We also want to analyze the impact of deterioration on the inventory policies of the intermediate distributor.

• Journal of the Korean Society of Costume
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• v.51 no.2
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• pp.53-64
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• 2001

The purpose of this study is to create the program for efficient inventory management and reduction, investigating the present conditions and factors of the inventory throughout current apparel industry. The research method applied in this study is to survey 92 domestic companies which were randomly selected with respect to the kinds of goods produced : men′s wear, women′s wear, and unisex wear. The research can be summarized as follows : 1. The seasonal stock rate of current apparel industry was 28.75%, and the rate of men′s wear companies was higher than that of women′s and unisex wear companies. 19.43% of stock cost reflection rate was applied, and the stack cost of men′s and women′s wear companies was higher than that of unisex wear companies. 2. Periodic bargain sale was the most frequently used way of stock clearance, and "uniform price sale"and outlet stores were the second and the third irrespectively. Unisex wear companies appeared to be more enthusiastic in stock clearance than the companies belonging to the other two categories. The main places for the stock clearance were department stores, outlet stores and enterprises specialized in the stock clearance. 3. QR production was proved to be the most commonly adjusted method of stock reduction, and the emphasis on development of new design and the utilization of stock management system through computer network were the next, While unisex wear companies had established the positive policies, men′s wear companies took lukewarm altitudes in every aspect. The companies selling on an order were 18.64%, and unisex wear companies showed the higher rate. The lead-time after QR production was 10.91 days, and it seemed to take more time for men′s wear companies than for women′s and unisex wear companies. The rate of the chance in stock was proved to decrease by 12.94%, and there was found no meaningful difference among the three categories of apparel companies.

• Journal of Information Technology Applications and Management
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• v.25 no.4
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• pp.79-114
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• 2018

Although former scholarly studies mostly focus on exploring leadership effectiveness under the traditional hierarchical leader-subordinate relationship, the research of leadership performance for non-hierarchical organizational structures, particularly the mediating factors of higher-order goals, trust-in-leader, and self-efficacy have been ignored. This study, therefore, makes an attempt to ascertain the impacts of transformational leadership on the performance of subordinates through the mediating effects of higher-order goals, trust-in-leader, and self-efficacy and the differences of these effects in the context of multi-level marketing (MLM). Like the small-sample studies adopted by Barling, Weber, and Kelloway [1996], Barling, Slater, and Kelloway [2000] and Bass, Avolio, Jung, and Berson [2003], this study adopts a sample of 123 MLM distributors of an MLM company in Hong Kong, with a high response rate of 80.4%. The results indicate that the mediating effect of self-efficacy between transformational leadership and performance is significant under non-hierarchical organizational structures such as MLM in China.

• Journal of Biosystems Engineering
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• v.24 no.3
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• pp.267-274
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• 1999

An internet and network based software and related interface have been developed, which can remotely control and manage an on-site operating system. Developed software modules were composed of two parts: monitoring/management modules and control/diagnosis modules were developed for the network status, warehouse, production and selling status. Modules of control with diagnosis were developed for the on-site operating system and interface. Each module was integrated and the whole modules have been tested with an automatic mushroom grading/sorting system which was built in a laboratory. Developed software modules worked successfully without any uncommon situations such as system down caused by the software or data transfer error. Each software module was developed independently in order to apply easily to other existing on-site systems such as rice processing centers, fruit and vegetable sorting, packaging and distribution centers scattered over the country.

• THE INTERNATIONAL COMMERCE & LAW REVIEW
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• v.60
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• pp.47-77
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• 2013

The way for seller to procure the goods for selling is to produce the goods at his own factory and to buy the manufactured goods from the other company. In order to produce the goods for selling the seller have to obtain the resource from the domestic company or overseas. In the middle of producing the goods to sell, seller may breach the right of a third party based on intellectual property rights. That is to say, seller may use the machine that has not itself been patented and use a process which has been patented by a third party. Seller may manufacture the goods which themselves are subject to the third party industrial property rights. Nowadays it is stressed the importance of intellectual property rights such as a patent, brand, and design. These factors consist of the core elements of the competitiveness of the goods. Many embedded software have been used in the various sector. So the disputes regarding to the intellectual property rights is gradually increasing in number. Article 42 of CISG defines the seller's delivery obligations and liabilities in respect to third party intellectual property rights and claims. It contains a special rule for this similar kind of defective in title, which tries to provide an proper solution to the complex problems caused by such rights and claims in international transactions. When seller will apply this clause to the business fields, there are several points to which seller should give attention. First, Intellectual property is general terms in intangible property rights, encompassing both copyright and industrial property. Which matter fall within the scope of intellectual property? The scope of intellectual property can be inferred from the relevant international conventions, which are based on broad international consensus. Second, Article 42 of CISG governs the relationship between the seller and the buyer, that is to say, questions of who has to bear the risk of third party intellectual property rights. The existence of such intellectual property rights, the remedies available and the question of acquiring goods free of an encumbrances in good faith are outside the scope of the CISG. The governing law regarding to the abovementioned matters is needed.

• Journal of Applied Tourism Food and Beverage Management and Research
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• v.13 no.1
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• pp.29-41
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• 2002

Controlling food materials, is getting more significant in hotel management nowadays as the selling of food beverage continue to rise. F&B managers have been required to have new management of the food materials by a fierce competition, an increase in cost, the shortened span of product life and customer's demand that is becoming more various and sophisticated since Korea was placed under the influence of IMF. I'm going to analyze the factors that cause waste and loss through a series of the process to purchase inspect, store food materials, make a product with that materials and sell the product in order to make more profits by making the circulation of the food materials easier and more efficiently. I studied how 3 chain hotels of A group purchase, store the food materials and control stock. I made up questionnaires about the circulation and control of food materials to 107 cooks in order to know what the cooks who are working at the hotel regard as a real problem and a practical solution. This research indicates that purchasing, producing and selling departments don't establish the mutual connection, a professional purchasing manager is strongly needed and there is difficulty in predicting the proper timing to supply. Also the research shows that A hotel group controls the food materials by analyzing the amount of consumption, stock, setting up the period of validity and uses slowly moving food materials in stock mainly by introducing the menu that aims at four seasons. As a result, the research suggests that we should introduce the concept of food producing factory, as it were, Central Kitchen that is based on the network among various kitchens to improve the flow of the food materials.

• International Journal of Advanced Culture Technology
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• v.8 no.3
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• pp.300-306
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• 2020

This study analyzes the distributor's inventory model in a two-stage supply chain consisting of the supplier, the distributor and the end customer. The supplier will allow a credit period before the distributor settles the account with him in order to stimulate the demand for the product he produces. It is also assumed that 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. 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. As a result, the availability of a credit transaction leads to an increase in inventory levels. On the other hand, in the case of deteriorating products in which the utility of the product perish over time, the deterioration rate with time plays a role in reducing inventory levels. In this regard, we analyze the effect of the length of the credit period and the degree of product deterioration on the distributor's inventory level. For the analysis, we formulate the distributor's annual net profit and analyze the effect of the length of credit period and deterioration rate of the product on inventory policy numerically.