• Journal of Distribution Science
• /
• v.14 no.6
• /
• pp.81-87
• /
• 2016

Purpose - In recent, a research finds that advanced selling can influence a consumer's choice(Kim et al., 2013). Advanced selling is defined as the new product launching strategy which company allows consumers to preorder new product before its release(Chu & Zhang, 2011). Prior researches have focused on the benefits of advanced selling(e.g., information gathering for demand prediction, an advantage for pricing strategy, and so on) for companies using this strategy(Chen, 2001; Chu & Zhang, 2011; Li & Zhang, 2013; Tang et al., 2004; Xie & Shugan, 2009). However, Kim et al.(2013) find it can also influence a consumer's choice. In detail, they suggest that when consumers use advanced selling, they are likely to prefer high-performance options rather than low-price options based on construal level theory(Trope & Liberman, 2003). In this paper, we tried to expand the prior researches for finding the mechanism of the influence of advanced selling on a consumer's choice. The purpose of this research is to test the mediating effect on the influence of advanced selling. Research design, data, and methodology - To find the mechanism of the influence of advanced selling, we designed an experiment for testing mediation effect. we recruited 93 students from a university. We assigned participants into one of two groups using randomization method. The participants with each group were given a scenario describing the sales strategy. Finally, they made a choice between high-performance option and low-price option. Sequentially, they also responded some questions for testing mediation effect. Results - First, we replicated prior research to test the influence of advanced selling. As a result, we could find that consumers prefer the high-performance option when they preorder it to purchase at the time of consumption. Thus, the replication result is the same as prior research. Second, we tested that advanced selling can influence the perception of temporal distance. The results confirmed that consumers perceived longer temporal distance in advanced selling condition(β = 1.575, SE = 0.272, p < 0.001). Third, we predicted that temporal distance can increase the importance of desirable attributes and decrease the importance of feasible attributes. The results suggested that temporal distance decreased significantly the importance of attributes related to feasibility(β = -0.19, SE = 0.07, p < 0.01), however, it had non-significant effect on increasing the importance of desirable attributes. Finally, we used Sobel-test for testing mediation effect, and it confirmed that the importance of feasible attributes had mediating role of the influence of advanced selling(Sobel test statistic = -2.110, SE = 0.111, p < 0.05). Conclusions - In this paper, we tried to find the mechanism of the influence on advanced selling from a consumer's choice. With an experiment, we confirmed that the importance of feasible attributes could mediate the effect on advanced selling. Therefore, we suggested some theoretical and practical contributions from this research. Finally, we discussed research limitations and suggested future research topics.

• Journal of Korean Society of Industrial and Systems Engineering
• /
• v.27 no.4
• /
• pp.33-41
• /
• 2004

This study examines the relationship between multiple sales force management practices and performance within each of Miles & Snow (1978)'s strategy types and Walker & Ruekert (1987)'s strategy types. The findings are as follows : First, Prospectors seem to be associated with increased performance when they are utilizing a relationship selling strategy, internal sales force, moderate levels of supervision, outcome-based control system and incentive-oriented compensation system. Second, Analyzers seem to be associated with increased performance when they are utilizing a relationship selling strategy, internal sales force, outcome-based control system to deal with the instability in their strategic focus. Third, Low Cost Defender seem to be associated with increased performance when they are utilizing a relationship selling strategy, external sales force, low levels of supervision, outcome-based control system and salary-oriented compensation system. Fourth, Differentiated Defenders seem to be associated with increased performance when they are utilizing a relationship selling strategy, high levels of supervision, balanced (outcome+behavior) control system and salary-oriented compensation system.

• Bulletin of the Korean Mathematical Society
• /
• v.48 no.4
• /
• pp.737-757
• /
• 2011

This work is concerned with an optimal selling rule for a large position of stock in a market. Selling a large block of stock in a short period typically depresses the market, which would result in a poor filling price. In addition, the large selling intensity makes the regime more likely to be poor state in the market. In this paper, regime switching and depressing terms associated with selling intensity are considered on a set of geometric Brownian models to capture movements of underlying asset. We also consider the liquidation strategy to sell much smaller number of shares in a long period. The goal is to maximize the overall return under state constraints. The corresponding value function with the selling strategy is shown to be a unique viscosity solution to the associated HJB equations. Optimal liquidation rules are characterized by a finite difference method. A numerical example is given to illustrate the result.

• Journal of Korea Trade
• /
• v.24 no.8
• /
• pp.81-100
• /
• 2020

Purpose - Based on complexity theory, this study develops a configurational model to predict the profitability of Halal cosmetics firms in the Indonesian and Malaysian markets. The proposed research model involves two level configurations-industry context and selling strategies-to predict high and low scores of a firm's profitability. The industry context configuration model comprises industry stability, product homogeneity, price sensitivity, and switching cost. Selling strategies include customer-focused, competitor-focused, and margin-focused approaches. Design/methodology - This is the first empirical study that calculates causal models using a combination of industry context and selling strategy factors to predict profitability. Data obtained from the marketing managers of cosmetics firms are used to test the proposed configurational model using fuzzy-set qualitative comparative analysis (fsQCA). It contributes to the current knowledge of business marketing by identifying the factors necessary to achieve profitability using analysis of condition (ANC). Findings - The results revealed that unique and distinct models explain the conditions for high and low profitability in the Indonesian and Malaysian halal cosmetic markets. While customer-focused selling strategy is necessary to attain a higher profit in both the markets, margin-focused selling strategy appears to be an essential factor only in Malaysia. Complexity of the interactions of selling strategies with industry factors and differences between across two study markets confirmed that complexity theory can support the research configurational model. The theoretical and practical implications are also illustrated. Originality/value - Despite the rapid growth of the global halal industry, there is little knowledge about the halal cosmetic market. This study contributes to the current literature of the halal market by performing a set of asymmetric analytical approaches using a complex theoretical model. It also deepens our understating of how the Korean firms can approach the Muslim consumer's needs to generate more beneficial turnover/revenue.

• Culinary science and hospitality research
• /
• v.18 no.4
• /
• pp.1-14
• /
• 2012

The focus of this study is on investigating an appropriate selling strategy for the guests of a fine dining restaurant in deluxe hotels located on seoul. As survey methods, questionnaires were prepared and distributed to the customers who visited the restaurants of five-star hotels in Seoul. The survey was carried out from July 1 to August 30, 2010. Total 223 copies of questionnaire were used for final analysis. Frequency analysis, descriptive statistics, exploration factor analysis, and reliability analysis were conducted through SPSS 18.0 for final analysis, and path analysis was conducted through AMOS 18.0 for verification of hypotheses. The hypothesized relationships among the models were tested simultaneously by using a structure equation model(SEM). The proposed model provided an adequate fit to the date, $X^2$ = 143.934(df=120, p<.001), GFI=0.935. AGFI= 0.907, RMR=0.022, CFI=0.983. The study results are as follows. First, the restaurant employee's adaptive selling strategies consist of persuasion-suggestion, kindness-rapidity. Second, in the result of analysis to understand the influences between customer satisfaction and adaptive selling strategies, customer satisfaction is shown to have an influential relationships with persuasion-suggestion strategy and kindness-rapidity strategy of employee's adaptive selling. Third, all adaptive selling strategies did not affect customer loyalty. Finally, customers who are satisfied with such services have a significant effect on customer loyalty and supports the existing previous studies.

• Fashion & Textile Research Journal
• /
• v.14 no.6
• /
• pp.928-940
• /
• 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.

• Journal of Information Processing Systems
• /
• v.19 no.4
• /
• pp.498-512
• /
• 2023

The traditional newspaper industry faces the opportunities and challenges of industry transformation and integration with new media. Consequently, the catalogs of newspapers and magazines are also updated. In this study, necessary information on catalogs was obtained and used to analyze the overall development trend of the newspaper industry. A word frequency analysis was then performed on the introduction and product categories of the catalogs, and the content and types of newspapers and magazines were examined. Furthermore, related factors such as price, number of pages, publishing frequency, and best-selling status were analyzed; the correlation among factors affecting best-selling status was also explored. Subsequently, each element and a combination of elements were used to generate a dataset, build three classification models, and analyze the accuracy of predictions of whether newspapers sold well under other circumstances. The experimental results showed that price is the most critical factor affecting the best-selling status of newspapers and magazines. Publishing frequency and the number of pages were also found to be significant indicators that impact people's subscription choices. Finally, a competitive strategy regarding content, price, quality, and positioning was developed.

• Journal of the Korean Society of Clothing and Textiles
• /
• v.33 no.9
• /
• pp.1483-1494
• /
• 2009

This study analyzes the locution of television home shopping show hosts for apparel products with a focus on the selling points and vocabulary use. A qualitative content analysis was conducted for 15 recorded home shopping shows selling women's overcoats and jackets. The results are as follows. First, 8 dimensions of selling points were revealed: Promotions, brand popularities, the experiences of shopping hosts, fashion trend information, conformity motivation and suggestion, intangible attributes, tangible attributes, and compared/leading differences. The most frequent selling point was tangible attributes. Following this were, promotions, conformity motivation and suggestion, compared/leading differences, intangible attributes, brand popularity, the experiences of the shopping hosts, and fashion trend information in order. The selling points were almost proper to decrease the perceived risks of home shopping consumers. Second, shopping hosts frequently used the clothing terms without any expatiations and used loan words (foreign language terms) instead of the direct Korean translations. In the conclusion, the development of a marketing strategy focusing on shopping host management is suggested.

• Korean Management Science Review
• /
• v.29 no.2
• /
• pp.53-64
• /
• 2012

This paper is about the investment strategy in stocks on Fundamental analysis. Financial data of stocks from January 2. 2001 through October 30. 2009 were utilized in order to suggest the investment strategies. Fundamental analysis was used in stocks-related strategy. The portfolios are composed of 3 criteria such as the buying criteria score, exchange cycle and selling conditions. The buying criteria score is determined assigned to each stock index according to the satisfaction condition of 15 parameters selected considering the grue's criteria. The stock buying alternatives has two options with buying stocks over 13 points and over 14 points of buying criteria score. The seven exchange cycles and three selling methods are considered. So total number of portfolios is 42($2{\times}7{\times}3=42$). The simulation has been executed about each 42 portfolios and we figured out with the simulation result that 83.33% of 35 portfolios are more profitable than average stock market profit(203.43%). The outcome of this research is summarized in two parts. First, it's the exchange strategy of portfolio. The result shows that value-oriented investment (long-term investment) strategy yields much higher than short-term investment strategies of stocks. Second, it's about the exchange cycle forming the portfolios. The result shows that the rate of return for the portfolio is the best when exchange cycle is 18 months.

• Korean Journal of Organic Agriculture
• /
• v.19 no.4
• /
• pp.475-500
• /
• 2011

One of the first important strategic decisions when a starting an organic marketing initiative (OMI) is to plan the right strategy for distributing products. This decision depends to a large extent on whether the OMI has chosen a quality-premium product strategy or a price-quantity strategy. All distribution decisions interact strongly with other aspects of the marketing mix. Where and how a product is distributed objectives, its chosen strategy and the availability of human and capital resources. To select a market channel, frequent contact and discussions with possible partner are important. Generally, a distribution is made between the direct and indirect physical distribution of organic products to consumers. The longer the supply chain, the lower the chances that an OMI can steer the market through its own marketing measures and convince consumers through its own promotion activities. Generally speaking, the shorter the chain between OMI products and the final consumer, the less dependent the OMI will be on the success of other market actors. Direct selling activities to the retail or food industries also requires an OMI to undertake additional processing and marketing activities. For example, retailers often expect products to have been packed and labelled ready for sale. To conclude, distribution channels should be chosen in accordance with the product and price policy as well as the management capacity of the OMI.