• 한국병원경영학회지
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• 제22권4호
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• pp.16-23
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• 2017

Purposes: Despite the positive health effects of both smokers and non-smokers, the non-smoking area policy is being negatively evaluated because of the vague fears of declining restaurant sales. The purpose of this study is to analyze the changes in sales of general restaurants(including liquor stores) and other restaurants that are considered to have the most applications of smoking cessation policy among the smoking facilities, and to examine the economic impact of the designation and expansion policies of non-smoking areas. Methodology: This study used the wholesale and retail trade survey data of the Korea National Statistical Office from 2011 to 2014 and analyzed 31,577 restaurants excluding missing values. For statistical analysis, t-test, ANOVA and Difference-in-differences(DID) models were used and the interaction term of area and year was entered. Findings: As the non-smoking area policy had been designated and expanded from December 2012 to December 31 2013, high restaurant sales in 2012 declined sharply in 2013. However, despite the expanding of the no-smoking area from January 1 2014 through December 31 2014, restaurant sales slightly recovered in 2014. In the case of other restaurants, there is no significant change in sales since the start of the policy in 2013. Practical Implications: The decline in restaurant sales due to the designation and expansion of non-smoking areas is temporary and can not be sustained over the long term. This result can be used to positively suggest negative perceptions of the designation and expansion policy of non-smoking areas. Also, this result can contribute to health promotion and smoking cessation policies by protecting non-smokers from the risk of secondhand smoking exposure and inducing smokers to decrease smoking rate and smoking amount.

• 한국관광식음료학회지:관광식음료경영연구
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• 제16권2호
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• pp.17-31
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• 2005

Recently, hotel industry has realized the importance of food and beverage sales for the profit maximization, and the focuses on restaurant management has been growing. Accordingly, menu management in the F/B department is one of the most key factors determining the success or failure of business. Therefore, in this study, entree menu items of french restaurant in the deluxe hotel was analysed with presently theorized model of menu analysis, classified into four menu items. Also it was analyzed how those classified menu items influence on sales, number of sold, food cost percentage, contribution margin And, proper ways was presented to make restaurant managers and menu planner in order to increase food operation sales through proper modifications and methods on various menu analysis matrix. In Pavesic's menu analysis method, all of menu items have impact on the sales, number of sold, contribution margin and Primes, Sleepers do so on the food cost. The finding of this study was that Pavesic's menu analysis is superior to menu analysis in terms of the sales, number of sold, food cost percentage, contribution margin. Therefore, Pavesic's menu analysis is useful and efficient method in order to conduct menu engineering.

• 경영과정보연구
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• 제22권
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• pp.137-165
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• 2007

It seems high time to increase productivity by adopting e-business to overcome challenges posed by both external factors including the appreciation of Korean won, oil hikes and fierce global competition and domestic issues represented by disparities between large corporations and small and medium enterprises (SMEs), Seoul metropolitan and local cities, and export and domestic demand all of which weaken future growth engines in the Korean economy. The demands of the globalization era are for innovative changes in businessprocess and industrial structure aiming for creating new values. To this end, e-business is expected to play a core role in the sophistication of the Korean economy through new values and innovation. In order to examine business performance in e-business-adopting industries, this study analyzed the home shopping industry by closely looking into the financial ratios including the ratio of net profit to sales, the ratio of operation income to sales, the ratio of gross cost to sales cost, the ratio of gross cost to selling, general and administrative (SG&A) expense, and return of investment (ROI). This study, for best outcome, referred to corporate financial statements as a main resource to calculate financial ratios by utilizing Data Analysis, Retrieval and Transfer System (DART) of the Financial Supervisory Service, one of the Korea's financial supervisory authorities. First of all, the result of the trend analysis on the ratio of net profit to sales is as following. CJ Home Shopping has registered a remarkable increase in its ratio of net profit rate to sales since 2002 while its competitors find it hard to catch up with CJ's stunning performances. This is partly due to the efficient management compared to CJ's value of capital. Such significance, if the current trend continues, will make the front-runner assume the largest market share. On the other hand, GS Home Shopping, despite its best organized system and largest value of capital among others, lacks efficiency in management. Second of all, the result of the trend analysis on the ratio of operation income to sales is as following. Both CJ Home Shopping and GS Home Shopping have, until 2004, recorded similar growth trend. However, while CJ Home Shopping's operating income continued to increase in 2005, GS Home Shopping observed its operating income declining which resulted in the increasing income gap with CJ Home Shopping. While CJ Home Shopping with the largest market share in home shopping industryis engaged in aggressive marketing, GS Home Shopping due to its stability-driven management strategies falls behind CJ again in the ratio of operation income to sales in spite of its favorable management environment including its large capital. Companies in the Group B were established in the same year of 2001. NS Home Shopping was the first in the Group B to shift its loss to profit. Woori Home Shopping has continued to post operating loss for three consecutive years and finally was sold to Lotte Group in 2007, but since then, has registered a continuing increase in net income on sales. Third of all, the result of the trend analysis on the ratio of gross cost to sales cost is as following. Since home shopping falls into sales business, its cost of sales is much lower than that of other types of business such as manufacturing industry. Since 2002 in gross costs including cost of sales, SG&A expense, and non-operating expense, cost of sales turned out to have remarkably decreased. Group B has also posted a notable decline in the same sector since 2002. Fourth of all, the result of the trend analysis on the ratio of gross cost to SG&A expense is as following. Due to its unique characteristics, the home shopping industry usually posts ahigh ratio of SG&A expense. However, more than 80% of SG&A expense means the result of lax management and at the same time, a sharp lower net income on sales than other industries. Last but not least, the result of the trend analysis on ROI is as following. As for CJ Home Shopping, the curve of ROI looks similar to that of its investment on fixed assets. As it turned out, the company's ratio of fixed assets to operating income skyrocketed in 2004 and 2005. As far as GS Home Shopping is concerned, its fixed assets are not as much as that of CJ Home Shopping. Consequently, competition in the home shopping industry, at the moment, is among CJ, GS, Hyundai, NS and Woori Home Shoppings, and all of them need to more thoroughly manage their costs. In order for the late-comers of Group B and other home shopping companies to advance further, the current lax management should be reformed particularly on their SG&A expense sector. Provided that the total sales volume in the Internet shopping sector is projected to grow over 20 trillion won by the year 2010, it is concluded that all the participants in the home shopping industry should put strategies on efficient management on costs and expenses as their top priority rather than increase revenues, if they hope to grow even further after 2007.

• 지식경영연구
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• 제17권3호
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• pp.45-64
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• 2016

As the digital retail environement becomes prevalent, consumers are given greater opportunities to make purchases across physical and digital boundaries. Prior research emphasizes that the attractiveness of the digital or online channel is relatively determined by spatial specifics of physical locations. The overall market trend combined with prior research suggests that understanding spatial specifics becomes a key to managing both offline and online sales performance together. In this study, we focus on geographic variation in sales performance through offline and online channels and aim to investigate the channel-level sales difference between central and subsidiary areas. To this end, we obtain sales data of skincare and makeup products from a leading cosmetic company. Next, we examine spatial autocorrelations in data and then employ the spatial error models to study the effects of spatial specifics. The empirical findings are as follows. First, there are significant differences in category-specific and channel-level sales between central and subsidiary areas. Second, Moran's I statistics demonstrate the spatial autocorrelations of each variable. Third, spatial error models outperform simple regression models with lower AIC values. Finally, spatial specifics play a greater role in understanding online sales in subsidiary areas whereas they exert greater influence on offline sales in central areas. We believe our study advances the related theory and knowledge of multi-channel retailing and also contributes practically to location-dependent multi-channel strategies and sales data analytics.

• 경영과정보연구
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• 제23권
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• pp.1-23
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• 2007

Small and Medium Business Associate has supporting small and medium business and private business for establishment business and sales increasing with various policy since 2005. Arousing the interesting on customer relationship management, small and medium business and private business have recognized the necessity of the concept and introduction the CRM. This study suggested the effectiveness of the CRM throughout real cases of the CRM for small and medium business managers in order to rising sales in such an environment. The case of this study tried to figure it out to accomplish manager's ends of small and medium business to get successful business results based on innovative volition and mind trying to change. The owner who has experience 12 years in meat sales was analyzed the results of aptitude test that the business is highly appropriate to him in personality and aptitude. As also saw the strength and opportunity of SWOT analysis, he has an excellent talent for friendship, knowledge of searching Internet and organizing information, and learning ability. This study provided a marketing policy, ideas of customer services and system remodeling to improve relationship with customer, and a division diagnosis of business activities. The owner has an excellent friendship, so that this study suggest to remodel interior inside store clearly and sanitary displaying on products, to introduce aggressive and concentrated marketing strategies, and to recognize the important of public relation.

• 경영과정보연구
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• 제29권3호
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• pp.23-50
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• 2010

본 연구는 제조업체의 파원원천에 나타난 영업정책을 이용하여 지역판매 대리점의 판매의지에 미치는 영향에 관한 연구로써 제조업체와 대리점 간의 상생을 위한 영업정책을 개발하기 위한 것이다. 지역판매 대리점 관점에서의 판매의지란 "제조업체와 지역소매점을 연결하는 유통경로 상에 있는 지역판매 대리점이 제조업체에 대한 신뢰를 바탕으로 제조업체가 공급하는 제품 또는 서비스에 대하여 지역 소매상에 팔고자 하는 일방적인 의지와 사업의 지속여부의 정도를 나타내는 것"을 말한다. 본 연구 결과, 대리점 경영자들은 판매의지가 높고, 월매출액이 높으며 직원이 많은 대리점일수록 그렇지 못한 다른 대리점보다 판매의지가 상대적으로 높게 나타나는 것을 알 수 있었다. 특히 파워원천별 영업정책을 이용한 각각의 가설 검증 결과는 첫째, 보상적 파워로써 점주 판촉물의 지원, 영업활동의 지원 등이 판매의지에 유의적인 영향을 나타났다. 둘째, 강권적 파워 중에서 마진폭 인하, 상대적인 마진폭, 여신한도의 축소 등이 불만의 요소로 작용하여 판매의지에 부(-)의 영향을 주는 것으로 나타나 가설이 부분적으로 채택되었다. 셋째, 준거적 파워로써 광고지원, 지역독점력 보장, 관련업계 선도자와 거래, 회사에 대한 신뢰 형성에 필요한 영업정책들이 가장 유의한 영향으로 나타났다. 넷째, 전문적 파워인 상품의 적기공급 지연, 본사 영업사원의 상품에 대한 지식 등이 판매의지에는 유의적인 영향관계가 있는 것으로 나타났다. 이는 대리점의 평균 영업연수가 3년 이상이 약 70%를 차지하고 있어 대리점의 영업스킬이 상당히 수준으로 일상적인 영업정책지원은 만족도와 판매의지에 영향을 주지 못하는 것으로 나타났다.

• The Journal of Asian Finance, Economics and Business
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• 제7권11호
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• pp.367-379
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• 2020

The primary objective of this research is to develop a better understanding of consumer's post-purchase psychological state by examining the influence of sales promotion and emotional brand attachment on post-purchase cognitive dissonance, taking into account the mediating role of impulse buying behavior. The current study addresses several gaps in literature. Firstly, it is hard to find the direct impact of sales promotion and emotional brand attachment on post-purchase cognitive dissonance. Secondly, to the best of our knowledge, few studies have investigated the mediating role of impulse buying behavior in consumer research. A sample of 256 respondents was collected from Pakistani retail consumers. The statistical findings of this study show that sales promotion has a significant positive effect on the impulse buying behavior and post-purchase cognitive dissonance. Furthermore, results indicate that emotional brand attachment has a negative influence on impulse buying behavior but has a significant positive impact on post-purchase cognitive dissonance. Meanwhile, impulse buying behavior is a potential mediator between sales promotion, emotional brand attachment, and post-purchase cognitive dissonance relationships. The moderating role of Gender describes that the positive relationship between sales promotion and post-purchase cognitive dissonance will be stronger for women as compared to men at a higher level of sales promotion.

• 한국컴퓨터정보학회논문지
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• 제7권4호
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• pp.220-234
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• 2002

This study examined the impact of preventive environmental management practices on sales growth, manufacturing and environmental performance of the US chemical manufacturing companies. In order to investigate the impact, this study examined the relationship between the degree of preventive environmental programs and sales growth, manufacturing and environmental performances. Using a cross-sectional research design to test three hypotheses. a survey questionnaire was mailed to chemical companies in the USA. To investigate the relationship between the degree of Preventive environmental programs and sales growth, manufacturing and environmental performances. t-tests were used. According to the results of t-tests the higher preventive implementation programs achieved better manufacturing and environmental performances than lower preventive or reactive strategies. But there was no difference in sales growth between tow groups.

• 한국경영과학회지
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• 제31권2호
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• pp.157-167
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• 2006

Estimating the effects of price increase on a company's sales is important task faced by managers. If consumer has prior information on price increase or expects it, there would be stockpiling and subsequent drops in sales. In addition, consumer can suppress demand in the short run. These factors make the sales dynamic and unstable. In this paper we develop a time series model to evaluate the sales patterns with stockpiling and short-term suppression of demand and also propose a forecasting procedure. For estimation, we use panel data and extend the model to Bayesian hierarchical structure. By borrowing strength across cross-sectional units, this estimation scheme gives more robust and reasonable result than one from the individual estimation. Furthermore, the proposed scheme yields improved predictive power in the forecasting of hold-out sample periods.

• 한국콘텐츠학회논문지
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• 제8권7호
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• pp.233-242
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• 2008

종사원의 선발, 교육, 보상, 그리고 평가 등과 같은 영업사원의 관리의 실행은 영업력 관리시스템에 있어서 중요한 위치를 차지하는데, 이는 종사원의 역할 모호성, 직무만족, 그리고 성과 등에 지대한 영향을 미치기 때문이다. 이러한 중요성에도 불구하고 호텔의 영업력 관리시스템에 대한 연구가 미진한 형편이다. 따라서 본 연구에서는 영업력 관리시스템(STD, 교육, 보상, 상사지원 등), 직무태도, 그리고 성과와의 영향 관계를 보다 자세히 파악하고자 하였다. 이를 위해 경로모형과 가설을 설정하고 제시하였다. 본 연구를 통하여 호텔의 영업사원과 이들의 관리를 위한 몇 가지 중요한 사항을 제시하는데 공헌하였다. 즉, 이번 연구는 호텔의 실무책임자들과 연구자들에게 새로운 관점과 시사점을 제시할 수 있었다. 먼저, 학술적 측면에서는 영업력 관리시스템에 관한 새로운 접근 방식을 제시하였다. 둘째로, 실무적 측면을 보면, 종사원의 영업성과와 직무만족을 향상시키고, 역할모호성을 감소시키기 위하여, 관리자는 종사원을 대상으로 격려, 영업에 대한 지도, 그리고 영업 노하우 등에 교육과 행동을 취해야 한다.