• Journal of Distribution Research
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• v.4 no.3
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• pp.65-86
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• 2000

From the perspective of relationship marketing, salespeople acts important role by creating values and developing, establishing long-term relationship with customers. This study is designed to suggest validated measure of evaluating retail salespeople in department store setting in an effort to facilitate active future studies. For this purpose, this study investigated attributes of retail salespeople based on series of personal interviews and literature reviews, and validated its measurement via exploratory and confirmatory factor analysis. In addition, this study explored consumers' rating of the importance of attributes related to some selected consumer variables (consumer knowledge, product involvement, and demographic variables). The findings of this study revealed five dimensions of retail salespeople attributes: Service Mind, Sales Efforts, Product Knowledge, Comfortable Impression and Sale Inducing Skill. Customers of department stores put importance of salespeople attributes in this order. Some dimensions of consumer knowledge and product involvement do affect consumers' rating of retail salespeople attributes. Theoretical and managerial implications were suggested based on empirical results.

• Journal of Distribution Research
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• v.16 no.1
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• pp.117-140
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• 2011

The sales promotion strategy can be classified into two categories: cost-down and value-added promotions. Although many studies have been performed on sales promotion in the past, little attention has been given on cost-down promotion, and in particular on its strategy. Also there has been a renewed interest on value-added promotion strategy as means of attracting more customers and delivering value by providing a greater benefit. This study examines the effect of value-added promotion on the evaluation of promotional products. The topic is important because the value-added promotions are not always perceived as a benefit by consumers and they depend on the situational factors. We postulate three hypotheses on the basis of related literature. We conduct two studies: one employing experiment (study 1) and the other, quasi-experiment (study 2) to investigate the effect of two situational factors, namely the promotional package type and retailer uncertainty on the valuation of promotional products. Study 1 employs 2 promotional package types (bundled with freebie type vs. one-plus-one type) by 3 evaluation targets (overall package, a focal product and freebie) in experimental design. Also it is found that consumers devaluate the promotional product when the level of retailer uncertainty is high (t=-4.70, p=.000) as shown in Table 2. As depicted in Figure 2, the interaction effect of retailer uncertainty and package types on the evaluation of promotional product as a whole does not appear to be significant. However, when the level of retailer uncertainty is high, the focal product suffers from lower valuation if it is included in a bundle with freebie type package. The purpose of Study 2 is to cross-check the results of Study 1. The results of Study 2 also show that the consumers devaluate the promotional products as a whole when the level of retailer uncertainty is high. Furthermore, Study2 examines the consumers' willingness to purchase. The willingness to purchase of 2 different consumer groups divided by their reservation prices before and after exposure to a promotional stimuli shows no significant differences(t=1.911, p=.057). The results suggest that the consumers' reservation prices before the exposure to the promotion can be a reference prices of their's. But after the promotional events, the promotional price would become their reference prices. Furthermore, when the level of retailer uncertainty is high, consumers devaluate the promotional product as a whole. Because the promotional offerings activate the persuasion knowledge of consumers and make them incorporate negative inference about the firm's motives into their valuation and consequently, consumers tend to hesitate to purchase.

• Management & Information Systems Review
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• v.29 no.3
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• pp.23-50
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• 2010

This study is that the manufacturer's sales policy power appeared on the source of local distributors through the sale willingness impact on research for coexistence between the manufacturer and dealer sales for developing policy. Dealers in terms of the sale of regional sales willingness says "manufacturers and retailers to connect to the regional distribution on the path to regional sales representative for manufacturers based on trust companies that supply products or products manufactured by local retailers for about a unilateral will sale whether the continued willingness and indicates the degree of business". This study topics are the results of this measure will sell a total of 24 entries are four factors. In variety sales policy of each power source, First, sales policy in Reward Power, compensatory power as the manager of promotion support, sales support and sales activities will significantly impact respectively. Second, sales policy of Coercive Power, reduction of credit limits act as an element of discontent and the sales will appear in the negative hypothesis of the influence was partially supported. Third, sales policy in Referent Power, the information trust, the most significantly impact of trade policy, respectively. Fourth, sales policy in Professional Power, delay time delivery of goods, sales of our product and sales knowledge will have a significantly effect appear to be related.

• 한국경영정보학회:학술대회논문집
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• 2007.06a
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• pp.205-210
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• 2007

본 연구에서는 분산화된 공급체인상황하에서 효과적인 조정 메커니즘으로 제시되고 있는 공급체인계약의 유형들 중에서 서적, 음반 및 컴퓨터 산업등에서 주로 사용되는 반품계약(Return Policy)에 대한 동적 시뮬레이션 모형을 구축하고, 반품비율 및 환매가 등의 계약 파라미터들이 모형의 성과에 미치는 영향과 구매자의 판매노력 및 판매자의 위험성향이 고려되는 상황하에서 반품계약의 효과성이 어떻게 바뀌는지를 분석하고자 한다. 연구의 목적은 판매노력 및 위험성향과 같은 요인들이 반품계약의 효과성에 어떠한 영향을 미치는지를 분석하는 것이며 부가적으로는 공급체인계약에 대한 동적시뮬레이션 모형을 구축하고 연구함으로서 최근 관심이 증대되고 있는 시스템다이내믹스 접근이 공급체인관리 분야의 연구에 유의하게 기여할 수 있음을 제시하고 향후 연구를 위한 기반을 다지고자 한다. 연구결과 반품계약을 시행하는 경우에 공급체인의 성과가 높으며, 반품계약과 더불어 판매자의 판매노력이 고려되는 경우에는 성과가 더욱 향상되었다. 또한 판매자가 위험회피성향을 가진 경우에는 공급체인성과가 감소하였다.

• LP가스
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• v.22 no.6
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• pp.24-26
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• 2010

정부는 자동차공업협회와 수입자동차협회의 회원사(국내 완성차 5사, 수입차판매업체) 국내시장 판매대수를 기준으로 조사 분석한 잠정치를 발표했다. 관련 내용을 게재한다.

• The Korean Publising Journal, Monthly
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• s.221
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• pp.2-3
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• 1997

현재의 유통시스템은 간행되는 모든 책이 서점에 무한정 진열되고, 무한정 반품이 허용되고, 무한정 판매되기만을 기다리는 체제이다. 반품된 책 중에서 선별해 제2유통 시스템으로 판매할 수 있다면 무분별한 생산을 억제하고 독자들의 욕구를 충족시켜 줄 수 있을 것이다.

• The Korean Publising Journal, Monthly
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• s.245
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• pp.6-6
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• 1998

대형 할인매장에서 베스트셀러를 중심으로 한 거의 모든 책을 무차별 할인판매하고 있다. 출판사는 할인매장에 책을 출고하지 않았다고 하고, 도매상은 유통을 철저히 관리한다고 주장한다. 어떤 유통경로의 허점을 비집고 들어와 할인판매를 하건간에 이 문제는 출판계의 위기를 몰고올 우려가 크다는 지적이다.

• KOREAN POULTRY JOURNAL
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• v.7 no.2 s.64
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• pp.73-76
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• 1975

현재 우리나라 배합사료는 양축가에게 원활하고 보장된 사료를 공급하기 위하여 사료배합비 철폐와 시장기능에 의한 가격형성이 대두됨에 따라 각 사료메이커별 판매경쟁 이야기 되는 요인이 내포되고 있는때에 Kollen Schmidt씨의 미국의 최근 사료판매 시장의 상황을 발췌소개한다.

• The tire
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• s.244
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• pp.32-35
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• 2010

한국자동차산업연구소(KARI)의 세계 자동차시장 동향 보고서에 따르면, 금년 상반기 세계 자동차 판매는 신흥시장의 성장세 지속과 선진시장의 회복세에 힘입어 전년 동기대비 16.8% 증가한 3,566만대를 기록하였으며, 국내 자동차 판매는 신차의 판매 호조와 업체의 적극적인 마케팅이 뒷받침되어 16.1% 증가를 시현하였다.

• Journal of Convergence for Information Technology
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• v.10 no.6
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• pp.70-76
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• 2020

This study examines whether there is a moderating effect of corporate social responsibility(CSR) on the relation between sales, general, and administrative(SG&A) expenditures and future corporate performance. SG&A expenditures are decomposed into maintenance and investment components and the latter component is focused. Using 968 Korean firm-year observations with CSR scores in the KOSPI market for the period of 2012-2017, this study investigates the relation between SG&A investment component and future corporate performance and then the moderate effect of CSR on its relation. Main results show that the SG&A investment component increases the future corporate performance and the moderate effect of CSR on its relation is more positively explicit. This finding implies that the effect of SG&A investment component on corporate performance is differentiated according to the level of CSR.