• 지능정보연구
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• 제17권2호
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• pp.61-75
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• 2011

시설물이나 토지, 도로, 방재 등 다방면에서 GIS의 효과성이 입증됨에 따라 최근 들어 상권이나 고객, 영업 관리 등에 GIS를 도입하여 시장분석 및 영업관리 역량을 강화하려는 민간 기업들이 증가하고 있다. 본 사례 연구에서는 날로 치열해지고 있는 통신시장의 경쟁환경 속에서 K사가 정교한 상권 및 고객 분석 역량을 확보하기 위해 GIS 영업정보 시스템을 구축 한 전 과정과 영업현장에서의 시스템 활용방안 등을 살펴보았다. 전사적으로 시스템을 오픈한 후 지사들로부터의 반응은 담당 관할구역에 대한 경쟁상황 파악 및 일/월 추세조회가 용이해 졌고, 왜곡되지 않은 실제 데이터를 제공받아 제한된 시간 내에 정확한 타겟 고객 선정이 가능해졌으며, 동별 시설분포와 같은 시설물 관련정보를 영업활동에 활용할 수 있어 매우 효과적이었다는 등이 주를 이루었다. 이와 같은 과정과 결과를 정리함으로써 향후 GIS 영업정보시스템 구축을 고려하고 있는 타 조직이나 기업들에게 의미 있는 가이드라인을 제시할 수 있기를 기대한다.

• International Journal of Computer Science & Network Security
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• 제23권8호
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• pp.137-145
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• 2023

E-Commerce is a buzzword well known for electronic commerce activities including but not limited to the online shopping, digital payment transactions, and B2B online trading. In today's digital age, e-commerce has been playing a very important and vital role in areas such as retail shopping, sales automation, supply chain management, marketing and advertisement, and payment services. With a huge amount of data been collected from various e-commerce services available, there are multiple opportunities to use that data to analyze graphs and trends. Strategize profitable activities, and forecast future trade. This paper explains a contemporary approach for collecting key data metrics and implementing cost-effective automation that will support in improving conversion rates and sales performance of the e-commerce websites resulting in increased profitability.

• 가정과삶의질연구
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• 제27권1호
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• pp.31-44
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• 2009

The purpose of this study was to understand how consumers perceive the costs of using certain types of sales-promotions and to suggest ways in which sales-promotions should be developed to contribute to the consumers' welfare and the development of Marketing Strategy. The sufficiency of the consumers' desire was essential to new and creative sales-promotion strategy. This study investigated the perceived costs of using timely opportunity costs, extra expenses, substitution costs, uncomfortable feeling, regrets and economical and psychological satisfactions on certain types of sales-promotions such as off line, coupon, packed items, collection and on line, and event. In the study results on the perceived costs of using certain types of sales-promotions, off line sales-promotions were perceived more than substitution costs, extra expenses, regrets and on line sales-promotions were perceived more than timely opportunity costs. These results were caused by immediately using off line sales-promotions and becoming a member of on line sales-promotions. In the research result on the perceived costs of using certain types of sales-promotions and economical satisfactions, off line sales-promotions exhibited positive relations with substitution costs of coupon and extra expenses, regrets of packed items and collection about economical satisfactions. On line sales-promotions exhibited positive relations with extra expenses and regrets about economical satisfactions. The research results on the perceived costs of using certain types of sales-promotions and psychological satisfactions, off line sales-promotions exhibited positive relations with timely opportunity costs of coupon and collection about psychological satisfactions. On line sales-promotions exhibited positive relations with substitution costs about psychological satisfactions. These results were caused by the feeling of leisure time as the consumer played games or hobbies. This study proposes an approach in the context of sales-promotion with some suggestions and thoughts.

• 한국빅데이터학회지
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• 제4권1호
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• pp.29-38
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• 2019

본 연구에서는 판매량 증대와 효율적인 재고 관리를 위해 지난 5년간 온라인 쇼핑몰 'A'에서 누적된 빅데이터를 활용하여 기온 변화에 따른 반팔 티셔츠와 아우터웨어(outer wear)의 판매량을 예측하는 판매 예측 모델을 제안한다. 제안한 모델은 2014년부터 2017년도까지 기온 변화에 따른 반팔 티셔츠와 아우터웨어의 판매량을 분석하여 2018년 기온 변화에 따른 반팔티셔츠와 아우터웨어의 판매량을 예측한다. 제안한 판매 예측 모델을 사용하여 반팔티셔츠와 아우터웨어의 판매량 예측값과 실제 2018년 판매량을 비교 분석한 결과 반팔티셔츠와 아우터웨어의 예측 오차율은 각각 ±1.5%와 ±8%를 나타내었다.

• 한국정보시스템학회지:정보시스템연구
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• 제30권2호
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• pp.105-126
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• 2021

Purpose The purpose of this study is to implement a optimal machine learning model about the cancellation prediction performance in car sales business. It is to apply the data set of accumulated contract, cancellation, and sales information in sales support system(SFA) which is commonly used for sales, customers and inventory management by imported car dealers, to several machine learning models and predict performance of cancellation. Design/methodology/approach This study extracts 29,073 contracts, cancellations, and sales data from 2015 to 2020 accumulated in the sales support system(SFA) for imported car dealers and uses the analysis program Python Jupiter notebook in order to perform data pre-processing, verification, and modeling that is applying and learning to Machine learning model after then the final result was predicted using new data. Findings This study confirmed that cancellation prediction is possible by applying car purchase contract information to machine learning models. It proved the possibility of developing and utilizing a generalized predictive model by using data of imported car sales system with machine learning technology. It can reduce and prevent the sales failure as caring the potential lost customer intensively and it lead to increase sales revenue by predicting the cancellation possibility of individual customers.

• 대한산업공학회지
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• 제40권5호
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• pp.492-500
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• 2014

Activity monitoring has been widely recognized as important and critical tools in system monitoring for detection of abnormal behavior. In this research, we propose a data-driven activity monitoring method to measure relative sales performance which is not sensitive to special event which frequently occur in marketing area. Moreover, the proposed method can automatically updates the monitoring threshold that accommodates a drastically changing business environment. The results from simulation and practical case study from sales of electronic devices demonstrate the usefulness and applicability of the proposed activity monitoring method.

• 경영과정보연구
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• 제22권
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• pp.1-23
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• 2007

This paper investigates the relationships between exports, firm size, and firm dynamics. It is based on a longitudinal data covering listed firms in the Korean manufacturing industry. We found the stylized fact that the probability that a firm is exporter increases with firm size. A regression model for the determinant of export/sales ratio including dynamic adjustment process is tested on a cross-section sample for the year 2001. Empirical findings suggest that there is a positive and inversely U-shaped relationship between firm size and export/sales ratio, just for basic material and capital good industry. Except for firm size, the hypotheses concerning human capital intensity, physical capital intensity, R&D intensity, and patent are rejected. Using Granger causality test, we found that the rate of growth of total sales influences the change of the export/sales ratio with time lag for medium-sized firms. Finally, some policy implications are presented.

• CRM연구
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• 제3권1호
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• pp.49-71
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• 2010

지금까지 판매원 성과에 관한 많은 연구가 진행되어 왔지만, 최근 현장에서 높은 관심을 보이고 있는 코칭과 관련해서, 판매원 성과영향요인으로서 이 분야에 대한 연구는 다소 부족한 현실이다. 이에 본 연구는 판매조직 내에서 관리자의 코칭이 판매원들의 긍정적 태도형성 및 판매원 성과에 영향을 미칠 수 있을 지에 대한 문제의식을 가지고 시작하였다. 따라서 본 연구는 고성과 조직 5개와 저성과 조직 5개의 판매관리자들의 판매관리 활동 전반에 관하여 심층적으로 조사한 후 그 차이를 분석함으로써 이들 조직의 관리자들의 코칭의 개념을 구체화하고, 판매원성과의 중요한 변수로 밝혀진 바 있는 판매원의 조직몰입, 역할지각의 개념을 보다 구체화하고자 하였다. 10명의 판매관리자들의 인터뷰 기록을 종합하여 분석한 결과, 고성과 조직의 판매관리자들은 다음과 같은 특성을 갖고 있었다. 첫째, 고성과 조직의 판매관리자들은 판매원들에게 긍정적인 피드백, 역할모델의 제공, 신뢰관계의 유지와 같은 코칭의 특성이 강하게 나타났다. 둘째, 고성과 조직의 판매관리자와 판매원들은 자신이 속한 조직에 몰입하는 정도가 높은 것으로 나타났다. 셋째, 고성과 조직의 판매원들은 자신의 역할에 대한 지각이 명료하며 역할갈등이 저성과 조직에 비해 상대적으로 낮은 것으로 나타났다. 이러한 연구 결과는 판매관리자의 코칭은 판매원들의 조직몰입, 역할지각 그리고 성과에 영향을 미치는 중요한 변인으로서 구분되어 연구될 필요가 있음을 시사하고 있다.

• 한국의류산업학회지
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• 제14권6호
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• pp.928-940
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• 2012

The present study aimed to propose the competitive strategy to fashion brand franchise stores by analyzing articles regarding success stores as published in fashion magazines. A total of 91 articles were selected from three fashion magazines and content analysis was applied to extract major factors. Four types of trading areas and eight product types were compared by the major factors. As results, six major factors composing competitive strategy were analyzed such as personal selling, management of sales forces, promotion, customer relationship management, management of store space, and relationship with headquarter. Comparing competitive factors by the types of trading area, management of sales forces and personal selling were crucial for central district and for outlets/interchange district. On the other hand, personal selling and customer relationship management were important for local district while management of store space and personal selling were critical for tenants of the large discount store/shopping mall area. Comparing by product types, personal selling was the most important factor for all product types except young casualwear whereas the second important one was management of sales forces for adult casualwear, womenbbbs wear, and others. For menbbbs wear, sales promotion was the second important one whereas management of store space was the second crucial one for underwear and childrenbbbs clothing. Based on the present study result, it is proposed that competitive strategy of individual fashion brand franchise store should be differently developed because the characteristics of trading area and product type are different and in turn, customers benefit and competition might be different.

• 한국식생활문화학회지
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• 제34권5호
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• pp.534-542
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• 2019

This study aimed to provide insight into methods for activating management of traditional markets by understanding differences in merchant perception according to whether or not the merchant has participated in management activation education. Analysis of merchants' levels of perception of market activation found that educated merchants had a higher perception of pre-post modernization satisfaction, promotion of traditional market revitalization projects, and post-support changes in sales. In a co-marketing context, educated merchants showed significant differences in onnuri gift certificates, bargain sales, festivals and events, and advertisement promotions. With regards to perception of management performances, educated merchants showed statistically significant higher responses for items such as satisfaction with the current vendor, increased sales, and increased customer awareness. The results in this study may be incorporated into the policy-making processes of the government or local governments in order to revitalize traditional markets, and merchant education for activation of management is deemed to be continuously necessary.