• Journal of Information Technology Applications and Management
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• v.23 no.2
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• pp.113-141
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• 2016

This study identifies and validates the factors that affect sales performance of salespersons in the business software industry. In the study, in order to measure the dependent variable (performance of the salesperson) more comprehensively, multiple items are utilized and both outcome and behavior indicators are used. Independent variables are identified based on the classification of Verbeke et al. [(2011] including sales related knowledge, degree of adaptiveness, role ambiguity, and work engagement. Results of the hypotheses testing show that 'sales related knowledge' and 'work engagement' are statistically significant factors, but 'degree of adaptiveness' and 'role ambiguity' are not. This study has a few limitations and future research direction to overcome the limitation is suggested : use of both perceptions of the salesperson and objective measures in measuring the related variables; study including cognitive ability; analyses of the factors across various types of software companies; and analyses of the factors on the team level.

• Industrial Engineering and Management Systems
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• v.14 no.2
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• pp.196-209
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• 2015

Retail sales forecast is a special area of forecasting. Its unique characteristics call for unique data models and treatment, and unique forecasting processes. In this paper, we will address lessons learned and challenges encountered in retail sales forecast from a practical and technical perspective. In particular, starting with the data models of retail sales data, we proceed to address issues existing in estimating and processing each component in the data model. We will discuss how to estimate the multi-seasonal cycles in retail sales data, and the limitations of the existing methodologies. In addition, we will talk about the distinction between business events and forecast events, the methodologies used in event detection and event effect estimation, and the difficulties in compound event detection and effect estimation. For each of the issues and challenges, we will present our solution strategy. Some of the solution strategies can be generalized and could be helpful in solving similar forecast problems in different areas.

• Asia pacific journal of information systems
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• v.25 no.4
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• pp.763-783
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• 2015

Online customer reviews (i.e., electronic word-of-mouth) has gained considerable interest over the past years. However, a knowledge gap exists in explaining the mechanisms among the factors that determine the product sales in online retailing environment. To fill the gap, this study adopts a principal-agent perspective to investigate the effect of customer reviews and customer incentives on product sales in online retail stores. Two customer review factors (i.e., average review ratings and the number of reviews) and two customer incentive factors (i.e., price discounts and special shipping offers) are used to predict product sales in regression analysis. The sales ranking data collected from the video game titles at Amazon.com are used to analyze the direct effects of the four factors and the interaction effects between customer review and customer incentive factors to product sales. Result reveals that most relationships exist as hypothesized. The findings support both the direct and interaction effects of customer reviews and incentive factors on product sales. Based on the findings, discussions are provided with regard to the academic and practical contributions.

• The Journal of Asian Finance, Economics and Business
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• v.8 no.12
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• pp.485-496
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• 2021

This study explores the direct relationship between challenge and hindrance demands affecting autonomous extrinsic motivation and sales performance. In addition, we examine the mediating role of autonomous extrinsic motivation in the relationship between challenge demands, hindrance demands, and sales performance. This study explores the direct relationship between challenge and hindrance demands affecting autonomous extrinsic motivation and sales performance. In addition, we examine the mediating role of autonomous extrinsic motivation in the relationship between challenge demands, hindrance demands, and sales performance. This study proceeded in two phases comprising preliminary and prime research. First, preliminary quantitative research was conducted through face-to-face interviews with 125 observations to analyze the reliability of the scale and exploratory factor analysis to evaluate the measurements. The data collected from 431 real estate market employees shows that both challenge and hindrance demands positively and negatively affect sales performance through autonomous extrinsic motivation. Furthermore, challenge demands and hindrance demands affect positive and negative sales performance through autonomous extrinsic motivation, respectively. This study suggests that business organizations should design job demands to ensure that challenging work is suitable for employees' job positions. Thus, they will contribute to motivation and help employees achieve job performance.

• The Research Journal of the Costume Culture
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• v.29 no.6
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• pp.865-880
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• 2021

The purpose of this study was to examine job competencies for sales training program development to maximize profits in fashion retailing. An empirical online survey was conducted from September to December 2019, and data was collected from 200 salespeople and store managers working in fashion stores. Results were analyzed using frequency analysis, factor analysis, variance analysis, and regression analysis with SPSS 25.0. The major findings of this study were as follows. First, the most important job competencies identified by fashion store managers were: sales sense know-how, customer service skills, and sales person's fashion style sense, product knowledge, fashion marketing and customer management. The job competency factors for sales training programs included empathy with the customer, product knowledge, communications and networking, basic job requirement, and sales skills. These five factors positively influenced the employment intentions and expectations of work performance of graduates. These factors also had a positive influence on the need of sales training program and intention to participate in retraining. Store managers in fashion retail thought the most appropriate period for on-the-job training was either 2-4 days or more than 1 week. The results of this study can be used as a base to develop training programs for job efficiency for salespeople in fashion retailing.

• Journal of Forest and Environmental Science
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• v.36 no.2
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• pp.156-162
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• 2020

This study was conducted to analyze the current management status of green tea processors in two regions (Hadong-gun and Boseong-gun) in Korea and to suggest directions for the development of the green tea industry based on an understanding their difficulties in management. This study showed that the number of green tea farms and the cultivation area had decreased, while the average unit sales price of green tea in Boseong-gun was approximately three times higher than that in Hadong-gun. Also, this study found that Hadong-gun mainly provided green tea products to wholesalers, whereas Boseong-gun sold it directly to the local retail stores targeting tourists, and this results in generating relatively higher unit prices. Meanwhile, we discovered that both regions had difficulties in management which were caused by the demand for low delivery unit costs from large corporations and small food companies. Therefore, in order to develop the green tea industry in both regions, the size of green tea fields and the scenery satisfaction should be improved to draw more tourists and boost tourists' intention to revisit. In addition, it is necessary to enhance guidance and accessibility of related tourist sites, to expand green tea experience activities, and to improve product satisfaction by developing various goods. By inducing more tourists in these ways, it could change the sales type of green tea from wholesale to retail and help activate the management of green tea processors.

• Journal of Veterinary Clinics
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• v.32 no.1
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• pp.85-90
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• 2015

In this study, we investigated the number of categories of veterinary medical devices registered by Animal and Plant Quarantine Agency (QIA) by 2013. We also analyzed the sales of the veterinary medical devices reported from Korea Animal Health Product Association (KAHPA) from 2011 to 2013. The registration rate of veterinary medical devices has sharply increased since 2008, and a total of 495 categories from 141 companies were registered by the end of 2013. The multi-frequency products registered for companion animals were ultrasound imaging system, x-ray system, microchip & reader, telemetry system transmitter, and hematology analyzer. The veterinary medical devices for farm animals include marker, artificial insemination catheter, injector, and ultrasound imaging system. Of these products, the multi-frequency products dominated on the veterinary medical devices market. The market size of 223 (45.0%) veterinary medical devices was estimated to be approximately 20.6 billion Won in 2013; the proportion of domestic products and imports was 56% to 44%; the proportion of domestic demand and export was 82% to 18%, respectively. This study suggested that the registration and sales of the veterinary medical devices have gradually increased as the demand of health care services got bigger in Korea.

• The Journal of the Korea Contents Association
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• v.21 no.9
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• pp.270-283
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• 2021

The achievement of the long-term relationship is commonly executed by a salesperson that is eventually very crucial to enhance the customer retention in the insurance industry. It indicates there is an urgency to improve the competence of salesperson and organization support to build and maintain bonds of long-lasting loyalty with the individual customers. Therefore, this research aims to analyze the influence of planner's competency and organizational support on sales performance, and to verify empirically whether MDRT goal orientation mediating role between competency, organizational support and sales performance. The results of this research are as follows: firstly, product and customer competence, digital competence, network competence positively affect sales performance. Secondly, sales support positively affect sales performance. Thirdly, meditating effect of MDRT goal orientation were significant found between the planner's competency and sales performance. Moreover, in the relationship between sales support and sales performance, MDRT goal orientation have a fully mediated effect. This means customer management through excellent competency, organization support to insurance trend change, and competence development through MDRT goal orientation positively affect sales performance.

• The Journal of Economics, Marketing and Management
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• v.2 no.3
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• pp.1-5
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• 2014

The author could recommend suitable gruel in accordance with customer's needs to widen scope of selection and to increase customer satisfactions. The research would be of great help to increase sales. The professional entertainment could increase customers' reliability to be given more order: The author felt pleasant to greet customers owing to customers' compliments being healthy by taking gruel after cognizing ingredient and effects.

• Journal of Physiology & Pathology in Korean Medicine
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• v.27 no.5
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• pp.667-671
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• 2013

The aim of this study was to know the current management status in Korean medical clinics (KMC) and the awareness of Korean medicine doctor. The simple random extraction method from the membership list of 'The Association of Korean Medicine' in 2010 was used for survey. The questionnaire which had used in 2008 was revised, and those were sent to each KMC by mail. A total of 107 data were acquired and frequency analysis was conducted. The result showed that the annual average employees working in each KMC was 2.9 persons and the number of daily outpatient was 33.8 person in 2010. The proportion of sales covered by medical insurance at KMC has been increasing annually as 42.9%, 43.5%, and 44.8% of total sales, whereas the uninsured sales was 57.1%, 56.5%, and 55.2% of total sales in 2008, 2009, and 2010 respectively. All of the responders recognized that the current situation of Korean medical service market was not good and the reason was mainly resulted from undeveloped medical technique, popularized use of functional foods for health and alternative medical care by Western medicine. To expand Korean medical service, the expansion of sales covered by public health medical insurance, government support and advertizement for public relation were needed.