• 한국정보과학회:학술대회논문집
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• 한국정보과학회 2003년도 봄 학술발표논문집 Vol.30 No.1 (A)
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• pp.785-787
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• 2003

오늘날 기업의 판매형태는 Channel Partner를 통한 간접판매가 50%이상을 점유하고 점차 증가 추세에 있다. 이러한 판매형태를 지원하고 기업의 이익 극대화를 위해 Internet 기술을 이용한 가망 수요정보의 효율적 관리가 중요한 이슈로서 대두되고 있다. 본 논문은 Web을 통해 포착된 Sales Leads를 Channel Partner들을 통해 실제 판매로 연결시켜주는 기능을 담당하는 Lead Management 시스템 (LM)의 기능을 Rule기반으로 구축하여 Dynamic Market에 신속하게 대응함으로써 Vendor 와 Partner간의 상호 Win-Win 결과를 얻을 수 있는 방안을 제공하고자 한다.

• 경영정보학연구
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• 제10권1호
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• pp.1-20
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• 2008

본 연구는 영업조직에서 CRM 시스템에 대한 투자가 판매 프로세스 혁신이라는 성과를 이루기 위해서는 영업사원의 CRM 시스템 사용이 중요하다는 데 착안하여, CRM 시스템 사용에 영향을 미치는 조직 및 시스템 차원의 변수를 조사하였다. 또한 CRM 시스템 사용을 매개 변수로 보고 이들 변수와 판매프로세스 혁신과의 관계를 실증함으로써, 향후 기업들이 CRM 시스템 구축을 통해 판매 프로세스혁신을 이루고자 할 때 그 목표를 더욱 효과적으로 달성할 수 있게 한다는 데 본 연구의 의의가 있다.

• 한국항해항만학회지
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• 제30권1호
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• pp.73-83
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• 2006

본 연구는 해운서비스 거래기업간의 관계를 대상으로 관계마케팅 기법을 적용함으로써 보다 동태적인 시장메카니즘을 분석하고자 수행되었다. 해운기업은 영업업무가 큰 비중을 차지하는 기업으로서 해운기업과 하주의 관계구조를 분석함에 있어서 고객의 접점에 있는 영업사원의 관계특성을 기업차원의 관계특성과 함께 고려해야할 필요가 있다. 따라서 본 연구는 해운서비스 공급기업에 초점을 맞추어 하주들과 장기협력관계를 구축하는 데 영향을 미치는 관계의 질을 중심으로 그 선행요인인 관계특성과 성과요인인 장기협력관계를 실증분석함으로써 해운기업이 하주와 장기협력관계를 구축하는 데 유용한 정보를 제공하고자 하였다.

• 산업경영시스템학회지
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• 제33권3호
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• pp.48-54
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• 2010

S plastic injection molding factory located at Namdong Industrial Complex in Incheon produces plastic parts for semiconductor, vacuum cleaners, office furniture, etc. It produces the parts to customers' order and delivers them directly to customers at due dates using the trucks of freight company. In recent years, it has been suffered from the excessive production cost, high lost sales rate, rigid response to customers' order, and high delivery cost, which affect negatively on its profit. This paper introduces a case study on the profit increase through a newly proposed production and distribution method which applies a make-to-stock and multi-visit delivery strategy at S plastic injection molding factory. The proposed method is evaluated by comparing with the current method with respect to sales profit using the historical data of customer demand. It is confirmed through the computational experiments that the proposed production and distribution method yields almost double increase in profit resulted from the increased production, reduced lost sales, reduced production cost, and reduced delivery cost.

• Asian Journal of Business Environment
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• 제7권4호
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• pp.11-15
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• 2017

Purpose - This study aims to provide a clue on which factors current managers and many more potential entrepreneurial applicants were required to concentrate on presenting effective research methods in the effects of purchasing companies' perception of service quality about suppliers of MRO industrial goods on the quality of relationships. Research design, data, and methodology - To accomplish the purpose of this study, we plan to conduct a research model with factors of MRO service quality as the leading variables and conduct a causal analysis using regression analysis on their influence relations. Results - In order to achieve the above purpose, it is necessary to select service quality factors suitable for the characteristics of MRO industrial goods supplier companies. And it is necessary to develop a plan for improving the relationship quality with buyer companies by understanding the sales orientation of MRO industrial goods supplier companies. Also, they develop a combined strategy capable of facilitating relationship quality by clarifying the role of rapport. Conclusions - It is expected that these results will provide strategic clues which service quality factors should be improved from the perspective of supplier companies and will provide various information on educational training sales skills of the sales staff.

• The Journal of Asian Finance, Economics and Business
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• 제8권12호
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• pp.117-127
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• 2021

This study was conducted to comprehensively identify factors that potentially influence corporate investment behavior, including micro, macro, and sectoral variables. Furthermore, investment behavior was studied across nations based on their participation in the global value chain (GVC), which was evaluated based on commodities, limited manufacturing, advanced manufacturing, and innovative activities. The study uses the dynamic panel data analysis and Generalized Method of Moment (GMM) estimation for a sample of 800 corporations, with data spanning over 2000-2019. The study result shows that in all types of countries, the coefficient lag indicator of capital expenditure statistically has a significant effect on capital expenditure. Sales growth, exchange rate, and GDP have a significant positive effect on corporate investment growth, while DER has a negative effect. In commodity countries, corporate investment is influenced by sales growth, exchange rate, and FCI. The variables that influence corporate investment in manufacturing countries are the FCI, exchange rate, sales growth, GDP, and DER. In innovative countries, variables that significantly affect capital expenditure are DER, GDP, and Tobin Q. In each type of country, the interaction terms between exchange rate and commodity price are positive and statistically significant.

• 농촌지도와개발
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• 제28권1호
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• pp.41-52
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• 2021

It is important to understand the factors that affect the business performance of insect farm for continuous insect farm management. The purpose of this study is to investigate factors influencing the business performance of insect farm. For this study, 1,577 questionnaires were collected through a telephone survey targeting insect farm owner. As a result of analysis using linear multiple regression analysis, the factors affecting total sales were gender, age, business experience, number of workers, and national and local government support projects. The factors affecting the net profit rate were age, business experience, number of workers, national and local government support projects, and education. When the gender of the business operator is male, it only affected the increase in total sales, and it was found that both the total sales amount and the net profit margin increased with the younger the business operator's age.

• 융합경영연구
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• 제8권2호
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• pp.19-26
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• 2020

Purpose: The goal of this study is to comprehensively grasp the current status of ecommerce and to use as basic data for information-related policies. In this work, we understand recent ecommerce utilization, purchasing business by main factors, and look over the association between business type on sales orders (BTSO) and three variables: region, occupation and group type. Research design, data and methodology: The resource of this research is obtained by Ministry of Science and Technology Information and Communication in 2017, and investigated about 14,000 national business samples. Two statistical methods are used to analyze the association between the three variables: chi-square test and correspondence analysis. Results: The findings show that BTSO is pairwise associated with thee categorical variables, and the association between the categories of the two variables can be visually examined on two dimensional plane. Conclusions: This study suggests 'household & individual consumers' among BTSO are closely connected with 'Chungbuk' and 'Kyungnam' for region, 'others', 'finance & insurance' and 'association, repairing & other personal service' for occupation, and 'national & local government' for group type. Additionally, 'other companies' among BTSO are, particularly, related to 'Chunnam' for region, 'manufacturing industry' for occupation, and 'company corporations' for group type.

• 융합경영연구
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• 제11권1호
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• pp.13-19
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• 2023

Purpose: This study aims to determine which optional attributes are more important for the MZ generation when purchasing luxury fashion goods. Although sales are slowing down in all industries due to COVID-9, sales of luxury fashion goods are instead increasing, centered on the MZ generation. Companies are expanding online sales channels and transforming to gain more attention. Research design, data and methodology: Selection attributes are considered to be more crucial, when customers select luxury fashion products such as prestige image, brand awareness, reasonable price, and product quality, were researched and also find the correlation between satisfaction and purchase intention were analyzed. A survey was conducted focusing on the MZ generation, and the contents of the survey were analyzed using the SPSS 22.0 program and the Amos 26.0 program. Results: As a result of the study, selection attributes as prestige image, brand awareness, and product quality were proved to influence significantly on satisfaction. Moreover, the path of satisfaction to purchase intention proved significant. But reasonable price did not influence on MZ generations satisfaction. Conclusions: The research results present the selection attributes of luxury fashion products and provide significant implications when the MZ generation selects the attributes of luxury fashion products.

• 기술혁신연구
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• 제23권3호
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• pp.373-396
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• 2015

본 연구는 기술보증기금의 기술평가자료를 활용하여 고성장기업의 결정요인에 대하여 분석하였다. 본 연구가 기존 연구와 다른 점은 3가지이다. 첫째, 현재 고성장 기업이 아닌, 향후 고성장기업으로 성장할 기업의 결정요인을 분석하였다. 둘째, 고성장기업을 매출과 고용 2가지 측면에서 각각 구분하여 분석하였다 즉, 매출증가와 고용창출에서 모두 고성장을 달성한 경우, 고용창출 측면에서는 고성장을 기록했지만 매출증가 측면에서는 저성장인 경우, 그리고 매출증가만 고성장을 달성하고 고용창출은 저성장을 기록한 경우의 세 가지 유형으로 구분하여 분석하였다. 셋째, 기술보증기금 기술평가모형(KTRS)의 기술평가지표를 설명변수로 적용하였다. 분석결과, 기술의 수명주기상 위치가 적절하고 기술의 완성도가 높을 경우에는 향후 매출과 고용이 모두 고성장하고 있다. 기술인력관리가 잘 되는 기업은 고용측면에서는 고성장을 하지만 매출측면에서는 오히려 저성장하고 있다. 이러한 결과는 고용고성장기업이 주로 기술인력관리가 중요한 하이테크산업에서 발생될지도 모른다는 추론을 가능케 한다. 이에 하이테크산업 여부를 나타내는 더미변수를 추가하여 분석한 결과, 하이테크산업에 속한 기업은 고용고성장의 가능성이 높은 것으로 나타나 이러한 추론을 뒷받침하는 결과를 보였다.