• 한국경영과학회지
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• 제25권2호
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• pp.23-31
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• 2000

Many studies in marketing and economics have attempted to model price and sales path under the dynamic diffusion process. Most of these models have been based on a fixed product lifetime. The current business climate requiring intensive development of new products however affects the diffusion of new products and their lifetime. Many products have not enjoyed the expected life cycle at the launching stage due to intense technical development competitive reactions, and financial problems. Most diffusion models however have not taken account of the lifetime uncertainty of new product. If the products do not last over the planning horizon set by those models. the optimal price derived from them could be futile. Therefore we had better take such lifetime uncertainty into consideration when developing diffusion models, In this paper we study the impact of uncertain product lifetime on its optimal pricing path in non-competitive market. We develop an optimal pricing model under uncertain product lifetimes and conduct a simulation study to investigate their effects on the optimal pricing and corresponding sales paths. The simulation study provides some interesting findings on optimal pricing policy under uncertain product lifetime. This study could be a stepping stone for the further extended study of optimal pricing strategy with uncertain product lifetime.

• Asia Marketing Journal
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• 제15권2호
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• pp.175-194
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• 2013

The purpose of this study is to investigate the effects of the locomotion orientation on salespeople' sales performance with the mediating effect of selling behavior(adaptive selling behavior, SOCO). And we figure out the relationship between customer-oriented selling behavior and adaptive selling behavior because those relationships are not clear. The authors infer research hypotheses based on literature review. We have confirmed the reliability and validity test and those results can be acceptable. Hypotheses test were conducted with structural equation modeling, AMOS. All paths in the research model reasoned by authors have been supported statistically at the significant level. This study with the theoretical implications is as follows. First, this study is the first attempt to investigate the path between locomotion orientation and adaptive selling behavior and SOCO. Secondly, there is an empirical conflict between our study and Franke and Park(2006)'s study. Our study was contradictory to Franke and Park(2006)'s consequences. And so, figuring out clearly those causal paths remains. This study with practical implications are as follows. First of all, the salespeople' selling performance was affected by adaptive selling behavior, customer-oriented selling behavior, and sales-oriented activities, such as the importance of selling behavior once again proven. It is necessary to enhance the capabilities that can be transformed into action appropriate to the needs of customers each sales step-by-step in the process of salespeople for various system through education and incentives, and to interact with customers and understand their customers relative to salespeople will. In order to enhance adaptive selling behavior, the company needs to do educational program and monitoring system with the positional promotion when salespeople get the high adaptive selling behavior. Secondly, the locomotion orientation of the salespeople is to cause this selling behavior. Management style to increase locomotion orientation is needed, which means, salespeople' superior about something should be conducted. In order to stimulate the selling behavior of the salespeople, most supervisors should use some managerial tools such as feedback, engagement, and rewards.

• 융합경영연구
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• 제11권1호
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• pp.13-19
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• 2023

Purpose: This study aims to determine which optional attributes are more important for the MZ generation when purchasing luxury fashion goods. Although sales are slowing down in all industries due to COVID-9, sales of luxury fashion goods are instead increasing, centered on the MZ generation. Companies are expanding online sales channels and transforming to gain more attention. Research design, data and methodology: Selection attributes are considered to be more crucial, when customers select luxury fashion products such as prestige image, brand awareness, reasonable price, and product quality, were researched and also find the correlation between satisfaction and purchase intention were analyzed. A survey was conducted focusing on the MZ generation, and the contents of the survey were analyzed using the SPSS 22.0 program and the Amos 26.0 program. Results: As a result of the study, selection attributes as prestige image, brand awareness, and product quality were proved to influence significantly on satisfaction. Moreover, the path of satisfaction to purchase intention proved significant. But reasonable price did not influence on MZ generations satisfaction. Conclusions: The research results present the selection attributes of luxury fashion products and provide significant implications when the MZ generation selects the attributes of luxury fashion products.

• 한국통계학회:학술대회논문집
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• 한국통계학회 2002년도 추계 학술발표회 논문집
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• pp.191-196
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• 2002

Sales of equity-indexed annuities (EIAs) have rapidly increased, but the growth rates in sales have recently shown signs of slowing down because the current volatile equity market increases the costs of guarantees in EIAs. New EIAs need to be designed that are similar to existing EIAs but have a cheaper guarantee and a higher participation rate. This paper proposes three types of EIAs with higher participation rates: up-and-in barrier EIA, aulual reset EIA with up-and-in barriers, and partial-time lookbackEIA. It also presents a probability distribution and the method of Esscher transforms, with which explicit pricing formulas for these EIAs are derived.

• 한국식생활문화학회지
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• 제27권4호
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• pp.331-339
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• 2012

The study examined the moderating effects of the relationship among purchase motivation, satisfaction, and loyalty in a farmer-to-consumer direct market. Data were collected from 426 consumers of direct sale agricultural products who visited nine rural villages across the country. The SPSS 15.0 and LISREL 8.80 statistical package were used for frequency, reliability, exploratory factor, confirmatory factor, and path analysis. Results showed that 'product factor', 'experience factor' and 'economic factor' among purchase motivation had positive effects on satisfaction and satisfaction had positive effects on loyalty. The analysis also indicated that gender moderated the relationship among purchase motivation, satisfaction, and loyalty. Whereas product and economic factors among purchase motivations had positive effects on satisfaction in the male group, product and experience motivation were important factors for female group. These results could enable direct sales marketers to develop marketing techniques to expand farm sales.

• 융합경영연구
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• 제4권1호
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• pp.9-22
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• 2016

This study tried to examine how interdependence, communication, and the exercise of power in cosmetics distribution channel would affect satisfaction. In this study we investigated the effects of their communication and the exercise of noncoercive power of department store (or mart). We conducted with managers of the shops which were entered to department store (or mart). 131 copies were collected and 119 copies were used for analysis after the exclusion of 12 copies. Brand image and sales policy influenced satisfaction, but customers were not statistically significant. In addition, communication in distribution path had the moderating effect on the relationship between interdependence and satisfaction, and on the relationship between interdependence and noncoercive power. Sales policy and brand image in the relationship between department store(or mart) and the shops opened inside are critical factors for satisfaction, but customers are highly likely to become a factor with different meaning.

• 대한산업공학회지
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• 제33권3호
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• pp.303-311
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• 2007

This study deals with a type of vehicle routing problem faced by manager of some department stores during peak sales periods. The problem is to find a set of traveling paths of vehicles that leave a department store and arrive at a destination specified for each vehicle after visiting customers without violating time and capacity constraints. The mathematical model is formulated with the objective of maximizing the sum of the rewards collected by each vehicle. Since the problem is known to be NP-hard, a heuristic algorithm is developed to find the solution. The performance of the algorithm is compared with the optimum solutions obtained from CPLEX for small size problems and a priority-based Genetic Algorithm for large size problems.

• 패션비즈니스
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• 제18권1호
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• pp.1-21
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• 2014

This study exceeds the view on the fragmentary fact-finding surveys related to the application of mobile commerce which further develops the evaluation model of fashion mobile commerce website and considers the validity of comprehensive fashion mobile commerce with quality evaluation factors according to the Task-Technology Fit. To fulfill the study objectives, a total of 433 questionnaires are being conducted to the customers with first-hand experience on fashion merchandises through mobile commerce. The judgement sampling method is employed according to the sample population ages from 20s to 30s during two months period. Based on the results of the above-mentioned path analysis, we have observed the following: First, the path relation analysis results show that the M-marketing (M-marketing) between perceived usabilities had effects to the perceived usability and the M-sales had effects to the perceived usability. Second, as seen from the fashion mobile shopping conformance (TTF), the perceived usability, customer satisfaction, and path pipe analysis result conformances between perceived values and immersions have effects of perceived usability, customer satisfaction and perceived value, and thus, indicate that the perceived usability had effects on the customer satisfaction and immersion. Third, the customer satisfaction, perceived value and immersion all have effects on the purchasing intention.

• 한국생활과학회지
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• 제21권2호
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• pp.269-284
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• 2012

The main purpose of this study was to investigate factors affecting performance of casual wear franchise stores including franchiser support and social network between owners/managers. The study included the franchise stores of 55 casual wear brands located in Seoul, Incheon and Gyeonggi-do. In each store, one manager, owner or staff member with management responsibility was asked to fill out a questionnaire. A total of 184 questionnaires were collected with 165 used in the final analysis. The results showed that franchiser support consisted of educational support, marketing support and customer support. Path analysis indicated that only the educational support had a significant influence on the franchiser-franchise relationship, and in turn, the franchiser-franchise relationship positively influenced customer performance. Marketing support did not have a significant influence on the franchiser-franchise relationship, but did demonstrate a direct influence on customer performance. Social networks positively influenced customer performance, and there was significant a correlation between regions and social networks on customer performance. Sales performance was significantly influenced by customer performance.

• 지능정보연구
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• 제7권1호
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• pp.97-121
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• 2001

본 연구에서는 웹 마이닝을 이용하여 기업과 소비자간 전자상거래(Business-To-Customer Electronic Commerce)환경에 기초한 가상상점(Cyber market)의 상품 관리자 입장에서 효율적인 상품관리를 가능케 하는 시스템적 접근방법을 통한 상품관리 방법론을 제시하고자 한다. 또한 이 상품 관리 방법론을 실제 웹 상에서 운영되고 있는 가상상점에 직접 적용하여 봄으로써 실증적인 예를 보여주고자 한다.