• 동아시아식생활학회지
• /
• 제20권5호
• /
• pp.776-784
• /
• 2010

This study investigated causal relationships between goal orientation, sales and performance towards increasing the effectiveness of up-selling in internal promotion methods in family restaurants and provided implications about the hiring and training of sales people. The subjects were 232 sales people in family restaurants. The data were collected by self-administered questionnaires and analyzed by exploratory factor analysis, reliability analysis, comparative analysis of the average, and regression analysis. Results, showed that variations in goal orientation, sales, and performance depended on the age and experience of salespeople and that goal orientation makes adaptive selling more effective. It turned out that effort selling affects up-selling result than adaptive selling. Long-term workers were better than short-term workers in goal orientation, selling, and up-selling results, so human resource management needs to implement a long-term plan to enhance these effects. And, because effort selling is more effective than adaptive selling in up-selling results in family restaurants, effort selling requires training.

• 산업진흥연구
• /
• 제9권2호
• /
• pp.29-35
• /
• 2024

최근 한국 금융시장은 무차입공매도를 금지하고 있으며, 차입한 증권을 매도하는 차입공매도를 일반적인 공매도라고 일컫는다. 이 연구는 개인투자자들을 위해 그들의 관점에서 공매도를 활성화하기 위한 개선 방안을 마련하고자 하였다. 공매도란 주식시장에서 소유하지 않은 종목을 매도하는 것으로 해당 종목의 주가가 하락할 것을 예측하여, 주식을 차입해 매도하는 것을 말한다. 본 연구 결과를 통하여 공매도시장의 활성화 및 개선방안은 다음과 같다. 첫째, 개인투자자의 공매도 기회확대 방안을 마련하여야 한다. 국내 공매도 시장은 코스피와 코스닥을 포함하여 외국인과 기관 참여자 비중이 시장의 95% 이상을 차지하고 개인투자자는 매우 미미한 수준이다. 따라서, 이의 확대가 불가피한 실정이다. 둘째, 공매도 불공정거래에 대한 모니터링 및 처벌을 강화해야 한다. 공매도 부작용을 최소화할 수 있는 대표적 개선 방안으로, 불공정거래, 공매도의 모니터링 강화, 처벌수준의 상향조정이 필요하다. 이와 더불어, 불공정거래 관련 공매도에 대한 처벌수준을 보다 높이는 방안을 강구해야 한다. 셋째, 공매도 보고 및 공시제도의 개선이 필요하다. 한국의 경우, 선진국에 비해서는 아직 공매도 거래가 활발하게 일어나고 있지는 않지만, 향후 공매도 거래가 활성화될 것에 대비하여 시장의 투명성을 강화하기 위해 공시제도를 확대할 필요가 있다. 결론적으로 공매도 규제가 지나치게 강화될 경우 가격효율성과 시장유동성 측면에서 손해가 발생하고 결과적으로 시장에 부정적 영향을 끼칠 수 있음을 보고하고 있다. 따라서 공매도 관련 정책은 규제 효과의 긍정적 측면을 고려하면서 시장에의 부정적 영향을 반드시 고려하여 이루어져야 한다.

• 한국조리학회지
• /
• 제12권2호
• /
• pp.73-87
• /
• 2006

The purpose of this study is to investigate if recommendation selling (methods of recommendation selling, a key word used for recommendation, and employee attitude) influences the customers' menu decision. The results of the study are as follows: 'Menu picture' and 'explanation by word' among the tools used by employees for recommendation were found to influence customers' menu decision. The words such as 'new menu' and 'special only today' used by employees for recommendation were found to influence customers' menu decision. Employees' attitude elements such as 'interesting explanation', 'dressed up tidy', 'strong intention', and 'patience' were found to influence customer's menu decision. 'Recommendation selling' in the food and beverage industry means 'employees help customers make a good decision on food and beverage service'. This study makes an important contribution to the food industry in terms of providing substantial marketing strategies.

• 한국산학기술학회논문지
• /
• 제5권2호
• /
• pp.108-113
• /
• 2004

웹 기반 시스템의 고객 만족도를 증가시키기 위한 다양한 연구가 활발히 진행되고 있다. 또한 근래에는 고객 관점에서 서비스를 지원하는 일대일 마켓팅에 대한 관심이 높아졌으며, 웹 기반 시스템에서도 일대일 마켓팅을 지원하기 위한 연구가 필요하다. 본 논문에서는 일대일 마켓팅을 지원하는 지능형 고객 특화 모듈을 설계하였다. 제안 시스템은 일대일 마켓팅을 지원하기 위해 타겟 셀링, 크로스 셀링, 업 셀링과 같은 데이터 마이닝 기법을 사용하였다. 또한 이러한 고객 특화 모듈의 마이닝 결과를 프로토타입에 직접 적용하여 제안 시스템이 실제 웹 기반 시스템에 적용가능함을 보였다.

• 월간포장계
• /
• 통권258호
• /
• pp.72-75
• /
• 2014

• 한국조리학회지
• /
• 제5권1호
• /
• pp.5-24
• /
• 1999

The Dining-out industry should catch up with the rapid change of economic environment actively and achieve the objectives of the company. Therefore, the management of Dining-out industry should be focused on the customers' changeable behavior, which is the center of economic environment, and make customers satisfied as the first factor. The purpose of this study is to find out the relation between the customers' content and the growing of selling in Dining-out industry, to compare with the merit and the demerit of the Dining-out industry objectively, and finally to contribute the increasing of selling in Dining-out industry.

• International Journal of Computer Science & Network Security
• /
• 제21권2호
• /
• pp.193-197
• /
• 2021

Customers are increasingly attracted towards different e-commerce websites and applications for the purchase of products significantly. This is the reason the sellers are moving to different internet based services to sell their products online. The growth of customers in this sector has resulted in the use of big data analytics to understand customers' behavior in predicting the demand of items. It uses a complex process of examining large amount of data to uncover hidden patterns in the information. It is established on the basis of finding correlation between various parameters that are recorded, understanding purchase patterns and applying statistical measures on collected data. This paper is a document of the bottom-up strategy used to manage the selling price of a first-time product for maximizing profit while selling it online. It summarizes how existing customers' expectations can be used to increase the sale of product and attract the attention of the new customer for buying the new product.

• The International Journal of Costume Culture
• /
• 제13권2호
• /
• pp.104-117
• /
• 2010

The purpose of this study is to find out the effect of on-the-job experiencing program on the formation of dynamics such as creativity, organizing, and clarity necessary for launching into the society through a cause-and-effect analysis to determine the priority of resources investments and improvements of educational courses. As a result, the selling experience and planned workshop were found to have effect on the creative dynamic that preparatory business starters must secure without fail. This means that e-Fashionn Lab(http://www.bc2d.com) which is an experiencing program, is fully accomplishing its initial objective set up at the time of the system design. In addition, the selling experience and the mini-home page experience were found to have effect on the formation of organizing dynamic of preparatory business starters. This shows that the system design to realize the database of personal friendships and personal information is being used fully as an educational practice instruments. Lastly, the selling experience and planned workshops were found to have effect on the formation of clarity dynamic of preparatory business starters as experiencing characteristic has effect on creativity. However, the community (work room) experience was found to have no effect on the formation of dynamics necessary for preparatory business starters to advance into the society at this study. This signifies that the system input resources should be pushed back in priority and that curriculums and system design should be concentrated on strengthening the selling experience and planned workshop in general.

• 한국산학기술학회논문지
• /
• 제15권3호
• /
• pp.1318-1326
• /
• 2014

부동산 마케팅 개념의 변화와 미분양 주택해소에 대한 중요성이 부각되고 있는 시점에서 본 연구는 미분양 주택해소에 대한 영향요인을 입지환경, 거주환경, 거시환경, 마케팅 부문으로 구분하였으며, 실제 수요자가 어떤 요인을 중요하게 생각하고 있는지 알아보고자 한다. 또한 실제 수요자의 미분양 아파트 매수의향 및 분양가격만족도(분양가격만족도, 주택가치상승)라는 관점에서 미분양 주택해소 요인과 어떠한 영향관계와 구조를 가지고 있는지 PLS 구조방정식을 통해 분석하고자 한다. 연구결과를 요약하면 첫째, 분양가격만족도에 미치는 영향요인은 거시환경, 거주환경, 입지환경이 통계적으로 유의한 결과를 나타났다. 하지만 마케팅 전략은 분양가격 만족도에 영향을 미치지 않는 것으로 도출되었다. 둘째, 매수의향에 영향을 미치는 요인은 거시환경, 마케팅 전략, 분양가격 만족도가 통계적으로 유의한 것으로 나타났다.

• 대한가정학회지
• /
• 제43권3호
• /
• pp.1-10
• /
• 2005

The purpose of this study was to investigate the enforcement strategy for Consumer Service marketing of an e-Commerce shopping mall. An e-CRM for a Cosmetic e-Commerce shopping mall, Data Warehousing(DW) component, analysis of data mining of the DW, and web applications and strategies had to developed for marketing of consumer service satisfaction. The major findings were as follows: An RFM analysis was used for consumer classification, which is a fundamental process of e-CRM application. The components of the DW were web sales data and consumer data fields. The visual process of consumer segmentations (superior consumer class) for e-CRM solutions is presented. The association analysis algorithm of data mining to up-selling and cross-selling indicates an association rule. These e-CRM results apply web DB marketing and operating principles to a shopping mall. Therefore, the system applications of e-CRM to Consumer services indicate a marketing strategy for consumer-oriented management.