• Industrial Engineering and Management Systems
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• v.13 no.3
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• pp.289-296
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• 2014

With society becoming more advanced and complex, the required management engineering makes essential the development of human resources that can propose solutions for problems of new phenomena from a different perspective. As an example of such phenomena, we note a consumer electronics 'Eco-point' system campaign in this study. To mitigate global warming, revitalize the economy, and encourage the adoption of terrestrial digital compatible TVs, the consumer electronics Eco-point system campaign was implemented in May 2009 in Japan. In this study, we note a model which is constant term with exponential curve with notion of the growth phenomenon (Nakagiri and Kurita, Journal of the Operations Research Society of Japan, 2002). In our study, we call this model the 'differential equation model of the growth phenomenon.' This model represents a phenomenon with a hierarchical structure for capturing the properties of n species. In this study, we propose a new model which can represent not only the impact of largescale campaigns but also seasonal factors. Accordingly, we understand the phenomenon of fluctuation of sales of some products caused by large-scale campaigns and predict the fluctuation of sales. The final goal of this study is to develop human resources that can propose provision and solution for pre-consumption and reactionary decline in demand by understanding the impact of large-scale campaigns. As the first step of this goal, our objective is to propose a new regression method with different conventional perspective that can describe the fluctuation of sales caused by large-scale campaigns and show the possibility of new management engineering education.

• Knowledge Management Research
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• v.11 no.1
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• pp.83-96
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• 2010

In this study, the effect of firm's patent competency on the their management performance was analysed. The number of patents granted to Korean firms, patent grade score as of the firm's patent competence were considered in the perspectives of patent volume and patent value respectively. Specially the analysis were implemented focusing on the high performance venture ranked 200th in Korea. The patent source data were from the Korean Intellectual Property Office, Korean Credit Evaluation Information Company, and the Patent Evaluation System of KIPO and KIPA. And the year sales and net profit volume as of the firm's management performance data from the KIS. Management performance data are consisted of the mean sales, net profit and ROI during the 4 years from FY2005 to FY2008. Major results are as follows. The regression model were proved significantly that the year sales volume and net profit are effected by the number of patents and patent grade score. But the model including the ROI were shown not significantly. So it can be concluded that patent volume and patent value are the important factors on firm's financial performance as of the year sales volume and net profit. Also the regression model including the control variables, firm's number of employee and business year, the number of patents and patent grade score are the significant factors on firms performance. And regression coefficients of patent value model were higher than these of patent volume model. So it can be recognized that patent value of firms' patent competency are more important factor than the patent volume.

• Journal of Digital Convergence
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• v.16 no.7
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• pp.71-78
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• 2018

The purpose of this study is to investigate the impact of win-win growth activity of domestic large firms on their management performance. we classified the management performance into four factors such as ROE(Return On Equity), ROA(Return On Assets), net income to net sales and operating income to sales. The finding of this study is outlined as follows. This paper show that the win-win growth activity has a negative impact on the firms' management performance. This study shows that win-win growth activity could generate additional costs of business activity. So, we think that industrial policy is needed for expansion of win-win growth activity.

• Proceedings of the Korean Operations and Management Science Society Conference
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• 2005.05a
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• pp.904-913
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• 2005

This paper deals with an integrated problem of inventory control and dynamic pricing strategies for a commodity with price and sales-period dependent demand pattern, where a seller and customers have complete information of each other. The problem consists of two parts; one is each buyer's benefit problem which makes the best decision on price and time for buyer to purchase items, and the other one is a seller's profit problem which decides an optimal sales strategy concerned with inventory control and discount schedule. The seller's profit function consists of sales revenue and inventory holding cost functions. The two parts are closely related into each other with some related variables, so that any existing general solution methods can not be applied. Therefore, a simplified model with single seller and two customers in considered first, where demand for multiple units is allowed to each customer within a time limit. Therewith, the model is generalized for a n-customer-classes problem. To solve the proposed n-customer-set problem, a dynamic programming algorithm is derived. In the proposed dynamic programming algorithm, an intermediate profit function is used, which is computed in case of a fixed initial inventory level and then adjusted in searching for an optimal inventory level. This leads to an optimal sales strategy for a seller, which can derive an optimal decision on both an initial inventory level and a discount schedule, in $O(n^2)$ time. This result can be used for some extended problems with a small customer set and a short selling period, including sales strategy for department stores, Dutch auction for items with heavy holding cost, open tender of materials, quantity-limited sales, and cooperative buying in the on/off markets.

• Journal of Digital Convergence
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• v.12 no.11
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• pp.209-214
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• 2014

Despite the recession of the global market, the domestic electronic appliance companies dominated TV market in North America. They took both the premium and mid-priced product market and achieved both profitability and volume due to strong product competitiveness and brand power. Despite doing well in the North American market, the domestic TV manufacturers are worried about product development, marketing and sales strategies to remain the continuous competitiveness in the TV market. This study proposes the a sales prediction model of electronic appliances using sales data of S company from the North American market. We develop the sales prediction models based on multiple regression analysis and artificial neural network and compare two models. Especially, this study analyzes the relevance between the TV sales and TV main features in order to improve the price competitiveness or improve the value of TV products.

• The Journal of the Korea Contents Association
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• v.13 no.9
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• pp.355-368
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• 2013

In securities companies where corporate management performance is heavily dependent on the ability of salespeople, excellent sales-force with the ability to create high performance is very important. However, in the meantime, there was lack of studies on Private Banker's characteristics and sales behavior or sales performance. This study analyzed the effect of PB's characteristics on sales behavior in the Korean Securities Industry. The survey was conducted in March, 2013. 523 responses were used in the data analysis. As a result, PB's 4 characteristics- attitude to work, performance orientation, learning orientation, customer orientation- showed a positive impact on the sales behavior, and the organizational support showed positive moderating effect on this model. In this study, we reported that securities companies must reinforce training and self-development programs in order to improve the characteristics of the PB and to upgrade management performance. In particular, the securities has to rebuild organizational support system to improve the individual characteristics of the PB.

• YAKHAK HOEJI
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• v.53 no.2
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• pp.45-50
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• 2009

The purpose of this study is to investigate the best way that health functional food contributes the diversification of pharmacy management at the new point after the separation of prescribing and dispensing practice. In the question of the number of prescription paper, it was more than 200 papers (18.9%), next 100 papers (11.3%). In case of daily total sales volume except prescription fee, it was more than 1,000,000won (28.3%). About the motivation using health functional food, the reason for activation of pharmacy management was 66%. The selling method was mainly by pharmacist recommendation and consumer's need. In comparison with after and before the separation of prescribing and dispensing, more than 60% of subjects answered that sales volume was decreased and no changed. Concerning the ratio of total sales volume to health functional food within 5 years, 66% of subjects expected that it will be increased positively. The type of best pharmacy to handle health functional food was community pharmacy. These results suggest that the handling of health functional food by pharmacist will greatly increase in near futures and will be very important portion for pharmacy management.

• The Journal of the Korea Contents Association
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• v.21 no.11
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• pp.543-552
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• 2021

Marketing-Sales-Interface(MSI) capabilities are known to have a positive impact on sales performance as pharmaceutical salespersons's ability to more effectively communicate their knowledge and experience in the market with internal resources in the organization. This study was conducted to analyze the mediating effect of pharmaceutical salespersons marketing-sales-interface (MSI) ability on sales performance through job satisfaction. Salespersons from five pharmaceutical companies nationwide were studied, and the survey was carried out for about a week from April 15 to April 23, 2021, and a total of 257 questionnaires were used for the final analysis. The main analysis result of this research is that, first, the MSI capabilities that pharmaceutical salespersons perceive showed a statistically significant positive (+) impact on job satisfaction and sales performance. Also, the MSI capabilities that pharmaceutical salespersons perceive had a statistically significant positive (+) impact on sales performance by mediating job satisfaction. The analysis results suggest the importance of MSI capability and job satisfaction for improving the sales performance of pharmaceutical salespersons. This study aims to come up with measures and provide baseline data related to salesperson management by paying attention to the mediating effects of job satisfaction on the impact of MSI on sales performance.

• Management & Information Systems Review
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• v.7
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• pp.169-186
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• 2001

The strategic management for Innovation and competetion of small and medium firms is practical innovation strategic of cost down and sales increace. Framework of the strategic management for thr forecast of changed industry and formal competetion. Practice and planning to the small and medium firms for innovation, cost down, sales increace, revolution management, etc. The results of study are as follows ; 1) study of pre-model for innovation and competetive advantage. 2) Draw of the creative factor for industrial structure analysis, cost advantage analysis and competetive advantage. 3) Exhibit of the practice model for strategic management approach. 4) Application and modification to the small and medium firms for results of study.

• Journal of Venture Innovation
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• v.6 no.2
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• pp.101-121
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• 2023

The purpose of this study was to investigate the impact of issue leadership by sales managers on sales team performance, while examining the mediating role of team adaptive sales behavior and the moderating effect of team-member exchange (TMX). Data was collected from 125 sales teams, and both independent and dependent variables were measured with a time difference of two months using responses from sales managers and team members. The empirical analysis revealed several important findings. Firstly, the study found that issue leadership had a significant positive effect on sales team performance. Secondly, team adaptive sales behavior was found to partially mediate the relationship between issue leadership and sales team performance. Lastly, the study revealed that TMX moderated the relationship between issue leadership and sales team performance. These findings have significant academic and practical implications. Firstly, the study demonstrates the effectiveness of issue leadership as a sales leadership style in the B2C industry. Secondly, it highlights the importance of team adaptive sales behavior as a mechanism that mediates the relationship between issue leadership and sales team performance. Lastly, it underscores the significance of TMX as a situational factor that moderates the relationship between issue leadership and sales team performance. In practice, the results suggest that organizations should focus on developing issue leaders, fostering creative sales behavior at the team level, and activating social exchange within sales teams to enhance sales team performance.