• Journal of Distribution Science
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• v.18 no.5
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• pp.83-88
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• 2020

Purpose of the research: In response to the increasing number of selling centers, this paper examines factors that influence the voluntary participation in selling centers. The goal of this study is to enable organizations to meet changing market conditions, which require interdisciplinary collaboration during sales projects. This paper also discusses potential problems which may occure during the implementation of these factors in practice. Research design and methodology: The research method consists of a qualitative cross-sectional study with N=12 interviewees. All interviewees are current or former selling center participants. During the interview sessions, semi-structured face-to-face interviews were used, which were evaluated using a qualitative content analysis. In addition, a frequency analysis was applied to evaluate the number of mentions per factor. Research results: In total, five factors were raised in order to improve the framework conditions of voluntary participation. These factors are performance incentives, transparency, availability of resources, goal orientation, as well as collegiality and affiliation. Major conclusions: The identified factors are also under discussion in the existing literature. Knowing about factors that generate voluntary participation in selling centers pays off particularly in improving the probability of completion of sales projects in which buying centers and selling centers are working together.

• Industry Promotion Research
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• v.6 no.3
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• pp.1-8
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• 2021

This study is about the current status of management performance and employment prospects during the COVID-19 period, and the analysis data are based on the Q3 and Q4 2020 economic survey of manufacturing industry provided by the National Statistical Office's Microdata Integrated Service Portal. It used 83 large companies and 435 small and medium-sized businesses as analysis data. The analysis results are summarized as follows. It was analyzed that there was little change in business performance by company size on creation of jobs. In the analysis of the economic outlook for 2021, sales of large companies were analyzed to increase, but there was little change in creation of jobs at 66.3%. In terms of sales, small and medium-sized businesses are expected to see little change at 31.3% and increase at 30.3%. Therefore, it can be seen that there is no change in the company's management performance during the COVID-19 period. In other words, it can be seen that the COVID-19 pandemic does not have a significant impact on manufacturing employment and management performance of large and small businesses.

• Korea Trade Review
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• v.46 no.4
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• pp.1-16
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• 2021

This study suggests improvements in the management performance of the five largest exhibition and convention centers in Korea through financial ratio analysis. For this research, the financial ratios of each center were compared to the average of the centers as well as to the overall industry average during the past five years. According to the analysis results, the stability and growth ratios of the centers were excellent, but the profitability and activity ratios were poor. In particular, the ratios of profitability were in state of urgent need for improvement because they were at the level of severe deficits. It was analyzed that sales increase can be the key factor to improve centers' operation income and net profit to improve profitability. This study recommends measures to increase sales by using centers' facilities and their functions. The first is to actively host large-scale international meetings and conventions that only exhibition and convention centers can accommodate. The second is to attract brand exhibitions through strategic alliances with global Professional Exhibition Organizers (PEOs). Lastly, it is to organize sports and cultural events that are appropriate for incentive tours of associations and corporations.

• Journal of Applied Reliability
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• v.16 no.2
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• pp.78-89
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• 2016

Purpose: In this paper, we investigate whether the endeavors for Six Sigma quality management by a firm have positive effects on its financial performance and the length of Six Sigma implemented period affects its financial status. We find a relationship between Six Sigma implemented period and several financial performance index using a smoothing spline function. Methods: A smoothing spline function is used in order to analyze the relationship between efforts for quality management and financial performance. Specifically, the return on assets, return on equity, sales cost and business fee are investigated as dependent variables and the efforts for quality management as independent variable. Results: As a result of the analysis, the indication is that companies that put effects into the Six Sigma quality management have a positive result in its financial status. In detail, the efforts for Six Sigma quality management have positive effects on total asset turnover ratio and Six Sigma implemented period on net income to net sales ratio. Additionally, companies with longer (shorter) period of Six Sigma program have more (less) improvement in its financial status. Conclusion: It can be concluded that the company's efforts for quality management positively influence financial performance.

• Journal of Intelligence and Information Systems
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• v.17 no.1
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• pp.91-110
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• 2011

This paper analyzes the cases where the hotels have increased their services and enhanced their work process through IT solutions to cope with computerization globalization. Also the cases have been studies where national hotels use the CRM solution internally to respond effectively to customers requests, increase customer analysis, and build marketing strategies. In particular, this study discusses the introduction of the CRM solutions and CRM sales business and marketing services using a process for utilizing the presumed, CRM by introducing effective DEA(Data Envelopment Analysis). First, the comparison has done regarding the relative efficiency of L Company with the CCR model, then compared L Company's restaurants and facilities' effectiveness through BCC model. L Company reached a conclusion that it is important to precisely create and manage sales data which are the preliminary data for CRM, and for that reason it made it possible to save sales data generated by POS system on each sales performance database. In order to do that, it newly established Oracle POS system and LORIS POS system concerned with restaurants for food and beverage as well as rooms, and made it possible to stably generate and manage sales data and manage. Moreover, it set up a composite database to control comprehensively the results of work processes during a specific period by collecting customer registration information and made it possible to systematically control the information on sales performances. By establishing a system which unifies database and managing it comprehensively, impeccability of data has been greatly enhanced and a problem which generated asymmetric data could be thoroughly solved. Using data accumulated on the comprehensive database, sales data can be analyzed, categorized, classified through data mining engine imbedded in Polaris CRM and the results can be organized on data mart to provide them in the form of CRM application data. By transforming original sales data into forms which are easy to handle and saving them on data mart separately, it enabled acquiring well-organized data with ease when engaging in various marketing operations, holding a morning meeting and working on decision-making. By using summarized data at data mart, it was possible to process marketing operations such as telemarketing, direct mailing, internet marketing service and service product developments for perceived customers; moreover, information on customer perceptions which is one of CRM's end-products could feed back into the comprehensive database. This research was undertaken to find out how effectively CRM has been employed by comparing and analyzing the management performance of each enterprise site and store after introducing CRM to Hotel enterprises using DEA technique. According to the research results, efficiency evaluation for each site was calculated through input and output factors to find out comparative CRM system usage efficiency of L's Company four sites; moreover, with regard to stores, the sizes of workforce and budget application show a huge difference and so does the each store efficiency. Furthermore, by using the DEA technique, it could assess which sites have comparatively high efficiency and which don't by comparing and evaluating hotel enterprises IT project outcomes such as CRM introduction using the CCR model for each site of the related enterprises. By using the BCC model, it could comparatively evaluate the outcome of CRM usage at each store of A site, which is representative of L Company, and as a result, it could figure out which stores maintain high efficiency in using CRM and which don't. It analyzed the cases of CRM introduction at L Company, which is a hotel enterprise, and precisely evaluated them through DEA. L Company analyzed the customer analysis system by introducing CRM and achieved to provide customers identified through client analysis data with one to one tailored services. Moreover, it could come up with a plan to differentiate the service for customers who revisit by assessing customer discernment rate. As tasks to be solved in the future, it is required to do research on the process analysis which can lead to a specific outcome such as increased sales volumes by carrying on test marketing, target marketing using CRM. Furthermore, it is also necessary to do research on efficiency evaluation in accordance with linkages between other IT solutions such as ERP and CRM system.

• Journal of Korean Society of Industrial and Systems Engineering
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• v.43 no.3
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• pp.191-203
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• 2020

This study aims to present the differentiating factors of B2B salesperson competency through comparing the suppliers and buyers in Korean steel industry in their perception on the importance and priority of B2B salesperson competency. Based on previous studies, analysis on B2B salesperson competency has been analyzed using the B2B salesperson performance competency measure factors and appropriately reorganizing them for better application to the steel industry. The required performance competencies of B2B salesperson can be categorized into 3 different types, namely social exchange competency, advisory sales competency, and skill & knowledge competency. AHP analysis was performed for analyzing the relative importance of B2B salesperson competency based on the factors of previous studies, in which categorization of the aforementioned types had been done. As the result, first, it has been confirmed that there is a difference in 1st layer main factors between the supplier group and buyer group. The supplier group valued the advisory sales competency, while the buyer group valued skill & knowledge competency. Second, it has been proved that there is same result of relative importance in 2nd detailed factors between the supplier group and buyer group. Both group confirmed that customer member, identify customer needs and communication skill are very important factors. Third, as the result of analysis on the gap between B2B salesperson competency of the suppliers and buyers, the gap in the product knowledge and sales team member need improvement for buyer's satisfaction according to overall results of relative importance and priority. The steel supplier was able to develop B2B salesperson competency according to the buyers' needs based on the result of this study, and furthermore it is expected that this study will be able to contribute to increase in buyer competitiveness through differentiation in B2B salesperson competency.

• Korean Journal of Social Welfare Studies
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• v.49 no.3
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• pp.209-245
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• 2018

In this study, various performance types, the combinations of the performance types for growth were investigated to suggest viable policy recommendations for the sustainable growth of social enterprises. The data of the economic and social performance of social enterprises from 2011 to 2016 were obtained and the changes were investigated. Among total of 235 social enterprises that participated in Cho et al, 2011, the research subjects were 164 social enterprises, which were still being operated in March, 2018. The performance of 6 years, since 2011, was surveyed, and total of 104(recovery factor: 69.8%) of social enterprises were analyzed using the growth mixture model, cross tabulation. First of the results, the latent trajectory classes of sales, which are of economic performance, were investigated through the analysis of growth mixture model. The optimal model including three latent classes was adopted. The three latent classes were named as 'mature sales type', 'growing sales type', and 'average sales type'. Second, the latent trajectory classes of employment rate, which are of social performance, were investigated. The optimal model including three latent classes was adopted. The three latent classes were named as 'average employment type', 'declining employment type', and 'increasing employment type'. Third, cluster in $3{\times}3$ tabulation, which is a distribution of the latent trajectory classes of social performance based on the latent trajectory classes of economic performance of social enterprises, was looked into.

• Journal of Korean Society for Quality Management
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• v.46 no.2
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• pp.283-300
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• 2018

Purpose: Since the servant leadership of project managers is seemingly related to the project performance by influencing project team members' positive attitude and behavior, this study attempts to provide empirical evidence for a link between servant leadership and project performance. In addition, the present study investigates the mediating effects of customer satisfaction on the servant leadership-project performance relations. Methods: The data of servant leadership and project performance were collected from 185 project team members of a company providing IT service, and customer satisfaction data were collected from 100 project clients served by the company. Before testing the hypotheses, we calculated aggregation statistics(e.g., $r_{wg}$, ICC(1), and ICC(2)) to ensure appropriate aggregation of servant leadership scores. The statistics confirmed the use of 67 team level servant leadership scores with project performance and customer satisfaction. Results: The results show that servant leadership is significantly related to three project performance measures(perceptions of performance contribution and sales contribution, and actual project profits) in the current team-level sample. Results also indicate that the clients' perception of customer satisfaction shows a mediating effect in the process of servant leadership affecting sales contribution of project performance. Conclusion: The present study empirically confirms that servant leadership plays a major role in enhancing project performance on team level analysis. The results suggest that servant leadership increases customer satisfaction since the project managers serve and care for their team members which translate into effective customer service. Theoretical and practical implications are reviewed, and limitations of the study and suggestions for future research are addressed.

• East Asian Economic Review
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• v.28 no.1
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• pp.69-94
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• 2024

The Covid-19 pandemic has caused unprecedented disruptions across industries worldwide. This paper aims to analyze the economic impact of the pandemic on the sales performance of basic commercial areas in Seoul, Korea. Using a regression analysis with credit card transaction data, the study underscores the critical nature of determining the reference point for comparison. Firstly, in comparison to the revenue in the same quarter before the onset of the pandemic, a significant decrease in revenue was observed across most categories during the pandemic periods. Secondly, when compared to the counterfactual revenue in the same period, extrapolated by an exponential smoothing forecasting, the overall revenue decrease during the periods was less pronounced, except in a few categories. Interestingly, certain categories appeared to witness marginal increases in sales after the pandemic. The paper discusses some policy implications of these findings.

• Journal of Korean Institute of Industrial Engineers
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• v.40 no.1
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• pp.84-99
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• 2014

In this study, determinant input-output variables are identified for calculating Data Envelopment Analysis (DEA) efficiency scores relating to evaluating the efficiency of government-sponsored research and development (R&D) projects. In particular, this study proposes a systematic framework of design and analysis of experiments, called "all possible DEAs", for pinpointing DEA determinant input-output variables. In addition to correlation analyses, two modified measures of time series analysis are developed in order to check the similarities between a DEA complete data structure (CDS) versus the rest of incomplete data structures (IDSs). In this empirical analysis, a few DEA determinant input-output variables are found to be associated with a typical public R&D performance evaluation logic model, especially oriented to a mid- and long-term performance perspective. Among four variables, only two determinants are identified : "R&D manpower" ($x_2$) and "Sales revenue" ($y_1$). However, it should be pointed out that the input variable "R&D funds" ($x_1$) is insignificant for calculating DEA efficiency score even if it is a critical input for measuring efficiency of a government-sonsored R&D project from a practical point of view a priori. In this context, if practitioners' top priority is to see the efficiency between "R&D funds" ($x_1$) and "Sales revenue" ($y_1$), the DEA efficiency score cannot properly meet their expectations. Therefore, meticulous attention is required when using the DEA application for public R&D performance evaluation, considering that discrepancies can occur between practitioners' expectations and DEA efficiency scores.