• Title/Summary/Keyword: Sales strategy

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Implications and Situations of Hansalim's Green Marketing for Environmentally Friendly Agri-Products (한살림의 친환경농산물 그린마케팅 추진실태와 시사점)

  • Kim, Ho
    • Korean Journal of Organic Agriculture
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    • v.15 no.1
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    • pp.25-42
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    • 2007
  • Hansalim is a cooperative organization dealing with environmental-friendly/organic products(EFOP), which is pursuing both movement and business. Hansalim consists of producer's organizations and consumer's organizations, and always talks over organization structures and management directions all together. Hansalim has the movement goal of values and a world view for all lives, and so produces, distributes and consumes the EFOP as a way of achieving the goal. Hansalim was founded in 1986, and has about 130,000 members, the total sales of about 93.6 billions, 19 regional hansalims and one logistics center in 2006. Product strategy and promotion strategy are remarkable among green marketing mix of hansalim. Product strategy focuses safety, the environmental intimacy, differentiation and superiority of products. And the characteristics of promotion strategy are spontaneity, the self-control, cooperative spirit, mutual trust and close relationship among producers, consumers and staffs in charge.

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Market Oriented Export Strategy for Advanced Pilot Trainer (T-50) (고등훈련기(T-50)의 시장지향적 수출 전략에 관한 연구)

  • Jeon, Ji-hyun;Suh, Young-jin;Jung, Da-eun;Cho, Hyun-jin;Lee, Sanghak
    • Journal of the Korean Society for Aviation and Aeronautics
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    • v.28 no.1
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    • pp.90-105
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    • 2020
  • This research investigates the export strategy for pioneering a new market of Advanced Pilot Trainer T-50, a business unit of KAI company, and increasing its market share. The export strategy is proposed based on the Corporate Marketing Model along with the market oriented concept. Specific sales strategies are extracted in consideration of product analysis, market analysis, and integration of product and target market. Therefore, six countries in Africa are selected as the primary target markets on account of their market potentials. In addition, T-50 is repositioned to 'T-50Af' as 'high price competitive and multi-role trainer.' The business implications include the expansion of the market in Africa and the pursuit of the consistent development and growth of T-50.

As strategy of Management Innovation, A Study on Analysis and Comparison Plan of Six Sigma, Lean and Theory of Constraints (기업의 경영혁신 전략 적용사례 및 비교분석에 관한 연구)

  • Cho, Tae-Yeon
    • Proceedings of the Safety Management and Science Conference
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    • 2011.04a
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    • pp.541-552
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    • 2011
  • Many of Korea major companies have appled as strategy of management innovation Six Sigma, Lean and Theory of Constraints. Six Sigma has mainly focused to reduce variation. Lean has mainly focused to reduce wastes and Theory of Constraints has mainly focused that bottleneck of constrains production and sales. This bottleneck is caused by constraint resources and it should be the main role of manager to explore constraint resource. Although their mainly focus are different, they are used to improve productivity and quality. In this paper, as strategy of management innovation, study on analysis and comparison plan of Six Sigma, Lean and Theory of Constraints. From the literature survey and application cases, it is suggested and discussed that how to plan of application as strategy of management innovation successfully. The suggested plan of application could be a good guideline that it could be a apply of companies.

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The Relationship Between Firm's Managerial Strategic Deviance and Cost Adjustment: Evidence from Korea

  • Kwon, Hyeok-Gi;Shin, Heejeong
    • Journal of East Asia Management
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    • v.4 no.1
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    • pp.79-98
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    • 2023
  • This study investigates the relationship between firm's cost behavior and the managerial strategic deviation. Firms which intend to reduce uncertainty and improve viability for future performance tend to implement managerial strategies similar to peer firms in the same industry. Since the managerial decisions affect firm's cost behavior, the strategic deviation including operations different from others would be associated with cost behavior distinct from peer firms. On firms listed on Korean Security Exchange and KOSDAQ markets from 2002 to 2017, the analysis show the results that the firm's strategic deviation is positively associated with cost-downward rigidity, indicating that the management strategy affects the cost behavior. Also, it means that corporate managers who choose a strategy that deviates from peer firms are less likely to adjust their resource even when sales decrease. This study is meaningful in expanding the literature on the determinants of cost behavior by analyzing the effect of the management strategy's characteristics of strategic deviation on cost behavior.

A Study on Aquaculture Policy among Japan's Fisheries Policy Reform (일본의 수산정책개혁 중 양식업 정책에 관한 연구)

  • Jung-Hun Song
    • The Journal of Fisheries Business Administration
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    • v.55 no.1
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    • pp.1-20
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    • 2024
  • Among Japan's agriculture, forestry, fisheries and regional revitalization plans established in June 2018, the key matters related to aquaculture include ① a new perspective on the sponge use system for the development of aquaculture and coastal fisheries, ② a comprehensive strategy for growth and industrialization of aquaculture, and ③ expansion of suitable aquaculture areas. There are four countermeasures including ④ research and development trends. In accordance with these key points, the Japanese government established a comprehensive strategy for aquaculture growth and industrialization by strategically setting aquaculture items in consideration of domestic and international demand, establishing a comprehensive strategy from production to sales and export, and then working in earnest to promote the aquaculture industry. This study analyzes environmental changes surrounding aquaculture in Japan and trends in fish farming and marine products, and summarizes the key points of the June 2018 Agriculture, Forestry, Fisheries and Regional Revitalization Plan to suggest measures that can be utilized in Korea's aquaculture policy.

Does the Rapid Internationalization of Companies affect BGF's Financial Performance? - Focused on the Korean BGF Cases (신속한 국제화 전략이 기업의 성과에 어떤 영향을 미치는가? - 한국의 BGF를 중심으로)

  • Jang, Yeaji;Kim, Hyung Jun
    • Korean small business review
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    • v.42 no.3
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    • pp.123-144
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    • 2020
  • This study attempt to use secondary data from KIS-Value to understand how rapid globalization strategy affects BGF's performance defined five categories such as sales volume, return on investment, net profit per employee, increase in sales, and increase in net profit per employee. In particular, this research defines the BGF based on the export ratio within five years after the establishment and classifies BGF into three levels according to 25%, 50%, and 75% concentration of exports. The main results of this study were first, the rapid internationalization strategy was proven to have a sales effect in the short and long term, and in particular, the short term effect was more significantly compared to the long term effect. However, the impact on the return on investment(ROI) of BGF was found that the more stringent the BGF level, the more short-term effect on ROI, but the longer-term effect was diluted according to time. Third, the sales growth rate is significant in the short-term depending on the BGF level, but do not have long-term effects same as ROI. On the other hand, the growth rate of net profit has shown that the BGF strategy has a negative (-) effect over the long term. In particular, the higher the BGF level, the greater the negative impact on the increase in net profit.

The Benefits of Sales Force Automation Explored: An Empirical Examination of SFA Usage on Relationship Quality and Performance

  • Park, Jeong Eun;Holloway, Betsy Bugg;Lee, Sungho
    • Asia Marketing Journal
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    • v.14 no.4
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    • pp.143-165
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    • 2013
  • Sales force automation (SFA) technologies are increasingly used to support customer relationship management (CRM) strategies. However, the popular press reports mixed results among companies incorporating SFA technologies and the previous studies have less interested in relationship quality between sales person and customer as an outcome of SFA. Actually the improved quality of the salesperson-customer relationship may be the most important outcome of SFA usage. This outcome is especially meaningful in today's marketplace given the increasing focus placed on customer retention and other customer related performance such as customer lifetime value. Therefore, this study seeks to further examine the impact of SFA usage within two different firms using SFA technologies to examine the impact of SFA usage on both customer relationship quality and sales performance. Additionally, the moderating roles of perceived managerial support and salesperson experience on the outcomes of SFA usage are examined. The results shows that direct effect of SFA usage on performance was not significant but highlight the mediating role of customer relationship quality in the SFA usage - sales performance relationship. Also, this research examines a number of moderating effects of both management supports for SFA and salesperson's sales work experience. The results indicate that management support has a significant direct influence on relationship quality and salesperson performance, but not a significant moderating effect on the relationship between SFA usage and the outcomes (relationship quality and performance). Thus moderating effects were not supported but find significant main effects. First of all, finding of this study suggest that a formula for successful SFA implementation must be one that highlights a SFA usage → relationship quality → sales performance sequence. This means when sales person use SFA they must build relationship with customer first then will return some long term performance. Second, the implications of not considering the introduction of big technology initiatives in terms of fit within the company's culture, strategy, structure, and environment may in many cases be quite noteworthy. Therefore, the launching of a new technology in the firm, such as SFA, may have a nonlinear impact upon overall firm performance, depending on the presence of other complimentary resources and capabilities. Finally the authors offer a number of implications for research and practice, and suggest directions for future SFA research that may further improve our understanding of this increasingly relevant topic.

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A Study on Marketing Factors Influencing on the CRM Performance in Korean Clothes (우리옷 CRM의 성과에 영향을 미치는 마케팅 요인에 관한 연구)

  • Lee Byoung-Hwa;Shim Hwa-Jin
    • Journal of the Korean Society of Clothing and Textiles
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    • v.30 no.5 s.153
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    • pp.663-673
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    • 2006
  • The purpose of this study is to seek for a plan of marketing strategy in the businesses of Korean clothes, by examining the causality among marketing factors, which have influenced CRM(Customer Relationship Management) performance in Korean clothes. As for the research method, a research model was designed to include routes form 4P's(products, price, promotion, place) through endogenous variables to performance variables, and a questionnaire was developed on the basis of theoretical background. The research participants were male and female adults at their age from 20 to 60. The survey was conducted in March of 2003, and 672 questionnaires were used for the final analysis. In terms of data analysis, we carried out reliability analysis, exploratory and confirmatory factor analysis, correlation analysis, and Structural Equation Modeling by using SPSSWIN 10.0 and AMOS 4.0. As a result 4P's were indicated to have influence upon confidence, satisfaction and commitment of customers. Especially, sales promotion factor was found to have the biggest impact on them. also, the quality of relationship affected CRM performance. as sales promotion factor was identified as one of the integral elements of marketing strategies, a strategy that utilizes a role of salespeople and enhances the quality of service is needed.

A Case Study on Airport Concession Contract of Korean Hotels and Arbitration Award (우리나라 호텔기업의 공항 컨세션 계약과 중재판정 사례연구)

  • Kim Ki-Hong;Byun Joon-Young
    • Journal of Arbitration Studies
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    • v.14 no.1
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    • pp.245-272
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    • 2004
  • This study is focused on the cases that Korean hotels stepped into international airports, public facilities, and successfully solved the contract related disputes by using arbitration in accordance with arbitration law. This case study on arbitration derives the hotel management strategy points as follow: 1. It must be a good chance for a famed hotel to step into international airports that have big publication effect. The feasibility study focused on marketing feasibility rather than finance feasibility may, however, not be good. 2. Written contract is required in entering into a contract with government organizations. However, oral contract still exists. 3. If the contract is made to always pay the higher amount between annual minimal guarantee and sales rate in expenses of store using charge, such contract shall cause very hard sales environment from the initial stage of the contract. 4. The airports have made optional contracts for national service. Such optional contracts are, however, not free from public criticism. 5. This case study is the first case study on arbitration applied to hotels. This study shall be, therefore, frequently referred to in setting a management strategy of hotels that want to run restaurants in another facility outside themselves.

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Impact of Information Sharing Regarding Customer Returns Ratio on Optimal Sales Strategy under E-commerce

  • Saito, Yuta;Kusukawa, Etsuko
    • Industrial Engineering and Management Systems
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    • v.14 no.2
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    • pp.111-121
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    • 2015
  • A correct information of customer returns ratio under e-commerce is not always shared between supply chain (SC) members. Also, it is important issue for SC members to handle the unsold products in a market. This paper discusses the impact of information sharing of customer returns ratio on an optimal sales strategy including resale of customer returns and buyback policy for a SC under e-commerce with a manufacturer and a retailer. A retailer sells a single product and resells the resalable customer returns in the same market. A manufacturer produces the products and buys back the unsold products as to their quality from the retailer. The integrated SC (ISC) determines the optimal product order quantity to maximize the expected profit of the whole SC. The decentralized SC (DSC) makes the optimal decisions for order quantity and the wholesale price of products to maximize the expected profit of each SC member. The effect of information sharing is discussed between SC members under ISC and DSC. The analysis numerically investigates how information sharing of the returns ratio affects the optimal decision and the expected profits under ISC and DSC. Besides, effect of SC coordination to encourage the shift to ISC is discussed.