Direct Sales Research Articles

A STUDY OF JAMBI BATIK ARTISANS IN INNOVATION AND STRATEGIC DECISION-MAKING TO INFLUENCE THE DEVELOPMENT AND RESILIENCE OF THE JAMBI BATIK INDUSTRY

This study investigates Jambi batik artisans' resilience and innovative strategies in overcoming economic challenges and disruption in the textile industry. Using a qualitative approach with data analysis based on Miles and Huberman’s interactive model, the research delves into how these artisans creatively adapt to changing market demands by incorporating alternative materials, eco-friendly dyes, and distinctive local designs to enhance product appeal. The study also explores their marketing strategies, which leverage digital platforms and direct sales at exhibitions, significantly expanding their consumer reach and maintaining competitiveness. This combination of traditional artistry and modern tactics supports the preservation of Jambi's cultural heritage. It aligns with Sustainable Development Goals (SDGs) related to responsible production, decent work, and gender equality. The findings reveal that Jambi batik artisans successfully merge traditional motifs with contemporary styles, allowing them to preserve local identity while meeting evolving consumer preferences. Notably, this research highlights how artisans overcome resource limitations and market fluctuations by engaging in strategic collaborations, fostering community support, and adopting digital innovations to broaden their reach. This study's novelty lies in its focus on the dual role of cultural preservation and sustainable economic practices, offering insights into how traditional industries can thrive in modern contexts. The outcomes emphasize that with strategic innovation, the Jambi batik industry has substantial potential for sustainable growth, presenting a model for other cultural enterprises seeking resilience in the face of globalization and economic challenges.

Exploring barriers and facilitators to direct-to-retail sales channels: Farmers’ perspectives on wholesaling produce to small food retailers in Charles County, Maryland

In 2020, a mobile application (app) was developed to connect small food retailers with local pro­ducers, recognizing the underutilization of direct-to-retail sales channels. Before piloting the app, formative research was conducted in Charles County, Maryland, to gain an understanding of existing direct-to-retail sales channels for locally grown produce. Seven stores were surveyed to explore current local produce stocking, and four farmers participated in in-depth interviews to pro­vide insights into their experiences with direct-to-retail marketing channels. The results indicate a limited stocking of local produce in the small food stores, some of which was self-procured to obtain adequate quantities. Farmers expressed a passion for contributing to food security in their commu­nity and a willingness to collaborate with store owners to strengthen their direct sales; however, they cited barriers such as the impact of the COVID-19 pandemic, competition with large distributors, and logistical challenges. Considering these existing barriers and facilitators, small food stores may still possess a unique potential to establish direct sale relationships with local farms. Such relationships could be effectively facilitated through the implementation of a digital strategy.

Technical-economic evaluation of application scenarios of an Organic Rankine Cycle (ORC) as a solution to the cogeneration deficit in a sugar plant

There is currently a cogeneration deficit at a sugar plant near Nepeña, Ancash, Peru, where the exhaust steam from the milling area is at approximately 235°C. The steam should be at a temperature close to 120°C, which is the temperature required by the sugar processing area. However, it should be at a temperature close to 120°C, which is the temperature required by the sugar processing area. Therefore, the heat is dissipated without being utilized or recovered. The low-temperature waste heat can be utilized in an Organic Rankine Cycle (ORC).Three systems are proposed: ORC with exhaust gas system, ORC with unified system and ORC with total unified system. For this reason, six scenarios will be analyzed in which the electrification of the mills and the direct sale of energy to the power grid will be proposed, with the objective of optimizing mill production and determining which are technically and economically feasible. The results obtained are: the increase in plant´s overall efficiency of the plant is between 6.58 and 14.67%, the annual CO2 saving emissions are between 914.65 and 2631.77 Ton CO2/year, the exergy efficiency between 60.93 and 65.4% and the LEC (Levelized Electrical Cost) is between 35.73 and 58.05 $/MW.h.

HNI Marketing Communication in Sharia Image Construction as an Effort to Maintain Customer Loyalty in Palu City

This study aims to explain the marketing communication strategy carried out by HNI in building a sharia image in Palu City, as well as to determine the implications of the sharia image in maintaining HNI customer loyalty in Palu City. The results of this study indicate that the marketing communication strategy carried out by HNI in building a sharia image in Palu City includes: Advertising, namely by using the hashtag Hijrah Product (#HijrahProduk) in social media posts about HNI products; Personal sales, namely through home sharing activities using excerpts of the Quran and Hadith in sales presentation messages by HNI Agents; Sales promotion, namely by providing rewards in the form of Umrah vouchers to HNI Agents who have achieved a certain turnover; Direct sales, using social media such as Facebook and Instagram, and conducting group broadcasts via WhatsApp. Public relations are carried out by HNI by participating in community activities, religious activities, and holding Agent meetings containing religious activities. The implications of the sharia image as an effort to maintain customer loyalty carried out by HNI are through providing rewards in the form of Umrah vouchers for HNI Agents who have achieved a certain sales turnover. Other activities that HNI also carries out as an effort to maintain customer loyalty and build a sharia image are through membership activities such as HNI leader meetings combined with religious activities such as congregational prayers and spiritual guidance.

Price Spread, Marketing Efficiency and Postharvest Losses in Marketing of Selected kharif Vegetables in Palghar District of Maharashtra State, India

Vegetables play an important role both in the regional and national economy of the agricultural sector. These crops are generally of short duration. The post-harvest losses in kharif vegetables due to insufficient storage, packaging, transportation, and handling technologies for perishable crops, such as vegetables, lead to significant wastage. The present study was undertaken to estimate these losses at various stages and price spread of selected vegetables in study area. The study was conducted in Palghar district of Maharashtra, involving 90 farmers, 6 commission agents, 9 wholesalers and 30 retailers, that the study involves multiple groups of stakeholders (farmers, commission agents, wholesalers, and retailers), with specific numbers from each group. The sampling technique used in this case likely purposive sampling. The important kharif vegetables were identified for the detailed analysis. In of case brinjal the total postharvest losses were 12.62 kg/q. out of which maximum postharvest losses of brinjal vegetables was observed to be highest (4.62 kg/q), at retailer level followed by (3.2 kg/q) at wholesaler level and (1.65 kg/q) at commission agent level. Similarly in case of okra, postharvest losses in kharif season was estimated to 13.52 kg /q, out of which the retailers level postharvest losses was highest at (5.12 kg/q), followed by (3.78 kg /q) at wholesaler level, (2.87 kg /q) at farmer level and (1.75 kg/q) at commission agent level .Whereas for cowpea total postharvest losses was workout to 12.73 kg/q out of which 4.12 kg /q postharvest losses was observed at retailer level, 3.65 kg /q losses at wholesaler level, 3.08 kg /q at farmer level and 1.88 kg /q postharvest losses at commission agent level. In study were identified channel-I (Producer-Commission agent-wholesaler-Retailer-Consumer), channel-II (Producer-Wholesaler-Retailer-Consumer) and channel-III(Producer-Consumer). For brinjal, the price spread was Rs. 2962.91 in Channel-I and Rs. 2634.72 in Channel II, with marketing efficiency of 1.01, 1.24, and 33.76 in Channels-I, II, and III, respectively. Channel-III exhibited the highest marketing efficiency, while Channel II had the lowest price spread. For okra, the price spread was Rs. 1939.70 in Channel-I and Rs. 1733.20 in Channel II, with marketing efficiency of 1.51, 1.85, and 28.84 in Channels-I, II, and III, respectively. Channel II demonstrated the highest marketing efficiency and lowest price spread. In the case of cowpea, the price spread was Rs. 4000 in Channel-I and Rs. 3260 in Channel-II, with marketing efficiency of 0.91, 1.76, and 29.76 in Channels -I, II, and III, respectively. Again, Channel III provided the highest efficiency, while Channel II had the lowest price spread. Channel-III emerged as the most efficient channel for all crops due to the direct sale to consumers, resulting in the highest marketing efficiency. Channel-II also showed better efficiency, especially in okra, while Channel-I consistently had the lowest efficiency across all crops.

Pricing policies for printed and electronic books in a triple-channel supply chain

Purpose This study aims to investigate the pricing dynamics within a triple-channel supply chain. The publisher can sell printed books (p-books) through bookstores or online direct sales, and electronic books (e-books) are sold directly through the internet. The primary objectives include determining optimal wholesale and final prices for p-books, assessing the profitability of introducing e-books, comparing profits across channels and supply chain modes and identifying optimal demand volumes. Design/methodology/approach The research uses first-order derivatives and the Stackelberg game to analyze the pricing strategies. Two supply chain modes, centralized and decentralized, are considered, and various parameters are examined to understand their impact on prices, demand volumes and final sales profit. Findings The results indicate that the e-book is either not published or is introduced simultaneously with the printed version in both modes. In the decentralized mode, the wholesale price of a p-book is equivalent to the final price in the bookstore channel in the centralized mode. One channel among the three selling channels is used to maximize the total profit in the centralized supply chain, whereas all demand should be fulfilled through either online direct sales or e-book channels in the decentralized mode. Originality/value This paper introduces a comprehensive triple-channel book supply chain model, considering cross-price sensitivities and lag times for e-books. The study provides insights into the dynamics of the book industry and compares them with existing literature, contributing to a broader understanding of the pricing strategies in a triple-channel context.

Multi-Channel Supply Chains Considering Live Streaming Sales and Spillover Effects

Abstract: With the rapid development of e-commerce, an increasing number of companies, such as Huawei, Apple, and Adidas, are no longer confined to offline physical stores for product sales. They leverage third-party e-commerce platforms or establish online stores on their official websites. Modern consumers have access to various purchasing channels, including e-commerce platforms, offline stores, and manufacturer direct sales. In recent years, a new e-commerce model, live streaming sales, has emerged. In live streaming sales, professional salespersons or key opinion leaders (KOLs) showcase product performance, aiming to sell products online. Unlike traditional online channels, live streaming sales alleviate new consumers' uncertainty about product information through real-time interaction or comments from KOLs. Live streaming has been adopted by e-commerce giants worldwide, such as Taobao, JD.com, and Amazon, due to its significant sales revenue potential. Additionally, channels with KOLs may generate negative or positive spillover effects on other channels. These effects are crucial parameters for exploring the impact of seller profits in the multi-channel supply chain under live streaming conditions. Both domestic and international research have focused on live streaming sales, multi-channel sales, and spillover effects, with many studies yielding significant economic and social benefits. However, challenges faced by multi-channel supply chains, including complex channel management, difficulty in information synchronization, brand consistency issues, and increased costs, need to be addressed. To overcome these challenges, recommendations include integrating channel resources, optimizing channel experience, establishing cross-channel data analysis systems, strengthening supply chain coordination, continuous innovation and improvement, and strengthening brand building.

Comparative Study of Income of Sweet Potato Farmers' in Different Trade Channels in Bandorasa Wetan Village, Cilimus District, Kuningan Regency

This study aims to analyze the income of sweet potato farmers in Bandorasa Wetan Village, Kuningan Regency, by comparing different trading channels, specifically sales to middlemen and direct sales to the processing industry. Sweet potato farming plays a crucial role in supporting local and national economies, with Kuningan being a major sweet potato production area in West Java. Using a quantitative comparative approach with survey techniques, data was collected from 83 farmers, with 49 selling to middlemen and 34 to the industry. The results show that the average income of farmers selling to the industry (IDR 3,468,222) is significantly higher than those selling to middlemen (IDR 2,812,569), as evidenced by the independent sample test (p = 0.000). However, income from industry sales shows greater variability. This research contributes by highlighting the income disparities across trading channels, offering valuable insights for farmers and stakeholders in optimizing trading practices to maximize profitability. Future research should explore factors influencing channel selection, including market conditions and trading strategies, to enhance the overall sustainability and profitability of sweet potato farming.

Pemberdayaan Masyarakat Melalui Inovasi Produk Lokal Studi Kasus: Pengelolaan Buah Sawo Menjadi Bolu Kukus di Desa Kaligelang

The sapodilla fruit, as a tropical fruit rich in nutrients, holds significant economic potential in Kaligelang Village, Pemalang Regency. Despite producing high-quality fruit, the utilization of sapodilla in this village is still limited to direct sales without further processing. This study aims to enhance the knowledge and skills of the members of the PKK (Family Welfare Program) in processing sapodilla into steamed cake (bolu kukus) as an innovative value-added product. A processing demonstration was conducted on September 20, 2024, with 32 participants involved. The research method utilized pre-test and post-test questionnaires, which were analyzed using N Gain Score to measure the effectiveness of the training. The results showed an average increase of 23.69 points in participants' knowledge scores, with an average N Gain Score of 0.43, categorized as moderate. The findings indicate that this program not only enhances participants' knowledge but also has the potential to strengthen the local economy through the development of sapodilla-based small and medium enterprises (UMKM).

Influence of Social Media on Retail Clothing Outlets in Greater Bengaluru Area

This study explores the influence of social media on women’s apparel retailers in Greater Bangalore, focusing on platforms like Facebook, Pinterest, and Instagram. Findings show that social media elevates brand awareness for even small retailers via influencer partnerships, targeted ads, and engaging content. It enhances customer interaction, loyalty, and facilitates direct sales through social e-commerce integrations like Instagram Shops. Retailers adapt to shifting trends using social listening, optimizing supply and stock management. However, they face challenges such as high competition, algorithm reliance, and reputation management. Overall, social media has become essential for visibility, sales, and consumer engagement in this market.

Перспективы маркетплейсов как ответчиков в гражданском процессе в спорах с потребителями при продаже товара третьим лицом и вытекающие проблемы

Marketplaces play an increasingly important role in the economy and, in particular, in e-commerce. The article examines the current state of affairs regarding consumer claims against the marketplace in the presence of the actual seller. It is concluded that gaps in legal regulation give marketplaces opportunities for abuse, and can also lead to impairment for consumer or seller’s position compared to the situation of direct sale of goods between the parties. Courts try to solve problems related to marketplaces’ participation in trade, however, there is no unified systematic approach both to whether the marketplace, including the same one in different disputes, is appropriate as a responder in such disputes, and to the consequences of marketplaces' participation in e-commerce relations.

Benefits and challenges of the public food procurement program: Perspectives of technicians and managers of family farmer organizations in Brazil

Public food purchase programs are a useful tool for promoting food security through rural development, supporting family farmers, and encouraging sustainable and healthy food production. The study aimed to analyse the characteristics of family farmer organizations associated with the Brazilian Public Food Procurement (PFP) program and the opinion of technicians and managers of the organizations regarding the benefits and challenges of the program. A cross-sectional study was conducted through a structured questionnaire. The questionnaire contained questions regarding the characteristics of the organization and the food sales process, as well as the opinion about the benefits and challenges of PFP. The results were stratified according to the organization’s participation in the PFP. The chi-squared or Fisher’s exact test was applied. A total of 293 managers and technicians from family farmer organizations participated in the study. The majority of participants (71.7 %) reported their involvement in the PFP program. The study revealed that farmer organizations and public technical assistance agencies with larger memberships and employing conventional or mixed production methods were found to be more actively engaged in the PFP program across Brazil. Participants highlighted that direct sales under the program offer benefits to consumers, producers, and the environment. However, challenges identified include seasonal production constraints, bureaucratic hurdles in sales procedures, inadequate infrastructure for food storage and processing within farmer organizations, insufficient information from restaurants about purchasing opportunities, and a lack of support and technical assistance. These factors pose implementation challenges for the PFP program. While the PFP program shows promise in promoting direct sales and supporting local farmers, addressing the identified challenges will be crucial for its sustained success and broader adoption across different regions.

Direct Channel or Distribution Channel? The Role of Internet-Based Targeted Advertising With Vertical Differentiation in Distinct Channels

The selection of optimal channels is considered the critical marketing strategy for the firm. Effective vertical channel selection could induce distinct effects on the firm’s profit and social warfare by selecting a specific type of advertising. Otherwise, as the targeted population is quite different for the firm using mass or targeted advertising, this differentiation is becoming more significant for the population in the final marketing channel. Within the vertical differentiation model, the role of Internet-based targeted advertising on direct sales and distribution channels is studied. Compared to mass advertising, the firm using Internet-based targeted advertising in distinct channels can benefit the firm’s equilibrium profit by reducing advertising waste and enhancing the product’s price. The manufacturer might use Internet-based targeted advertising to control the total profit of the channel. Meanwhile, Internet-based targeted advertising might reduce the retailer’s and the entire channel’s profit. Otherwise, the targeting accuracy of the firm shows a bidirectional role in the firm’s equilibrium price in the direct channel. The firm’s equilibrium advertising level and profit might be reduced with the increasing targeting accuracy. The public department of the government needs to consider the potential risk of targeted advertising that might reduce the real benefits of distribution channels and harm the development of the market.

ENABLING AND LIMITING FACTORS FOR PURCHASING FOOD PRODUCTS STRAIGHT FROM THE FARM USING THE EXAMPLE OF Z-GENERATION CONSUMERS

The purpose of this article was to identify the factors characteristic of Generation Z that favor and limit their decisions to purchase products straight from the farm, to identify their preferences regarding the choice of shopping destinations, barriers related to packaging and preferred forms of payment. The survey was conducted on a group of 246 representatives of Generation Z. This generation is an important and attractive group in the context of direct sales, as it is characterised by a greater openness to market novelties, represents considerable purchasing power, as well as decision-making power within their families and peer groups. The research showed that Generation Z consumers are interested in buying food products straight from the farm mainly fruits and vegetables, honey, fish and eggs. A motivating factor for buying straight from the farm turned out to be the local origin of the product, while a limiting factor was the lack of readily available pick-up points. In addition, the need to organize packaging before making purchases and limited options for cashless transitions proved to be much of a barrier. It would therefore be advisable for farmers interested in direct selling to make an effort to self-organise and use digital solutions such as mobile apps.

Rare earth recycling and remanufacturing: Impacts on oligopoly markets and industry development from a closed-loop supply chain perspective

The recycling of rare earth elements (REEs) yielded a dual benefit by alleviating supply constraints and contributing to environmental preservation. Independent recyclers (IRs), upon extracting REEs from waste materials, not only supplied the recovered REEs to the REE conglomerates but also engaged in competitive relationships by remanufacturing REE products. This study established a closed-loop supply framework, allowing the IR flexibly to choose between remanufacturing or direct sales strategies. Using the Cournot model under inequation constraints and real market data, to explores the impact of REE acquisition prices and recycling technologies on the closed-loop supply chain (CLSC) and society. The results indicated that: (1) The recycling mode and technology do not affect market share. Compared to the IR, REE conglomerate exhibit significant monopolistic advantages, occupying at least 85.1% of the market share, which can increase to a maximum of 98% as acquisition prices rise. (2) The acquisition price of recycled REE has an “inverse U-shaped” relationship with the profits of REE conglomerate and a positive relationship with the profits of IR. (3) The recovery rate is negatively related to the profits of REE conglomerate and positively related to the profits of IR. Increasing the REE recovery rate will enhance the profitability of the IR. (4) In terms of social effects, higher acquisition price of recycled REE continuously reduce consumer surplus and social welfare. Although the REE recovery rate does not affect consumer surplus, it has a significant positive impact on social welfare.

Cattle supply chain fidelity in the Brazilian Amazon: key considerations for deforestation monitoring

Abstract Supply chain governance (SCG) is an increasingly important approach to man- age environmental protection and human rights in agricultural systems across the tropics. SCG helps relay the preferences of international consumers to producers and fills environmental policy gaps. Brazil’s Zero-Deforestation Cattle Agreements (CA) are one of the longest-standing examples of SCG but shortcomings in implementation have reduced their conservation impacts. Chief among the reasons for their limited effect is that slaughterhouses monitor only the suppliers they buy from directly. This does not account for the complex supply network upstream of the direct sale, whose dynamics are also poorly understood. We provide the first comprehensive characterization of the strength and duration of cattle supply chain relationships based on animal transaction records from across the Brazilian Amazon. Whereas direct supply relationships (from ranchers to slaughterhouses) are relatively few and long-lasting, upstream relationships between ranchers are numerous and short-lived. Expanding monitoring to include these upstream sup- pliers increases the number of monitored transactions by an order of magnitude. However, 1% of the largest direct suppliers sell nearly half of cattle to CA slaughterhouses. More comprehensive upstream monitoring of only these prolific suppliers could greatly increase coverage at a fraction of the cost. While it may be challenging to monitor the entire supply network, significant advancements are within reach.

Analisis Strategi Pemasaran Dalam Meningkatkan Volume Penjualan Pada UD. Tahu Murni Kota Gunungsitoli

Marketing has a crucial role in increasing product sales and introducing products to consumers. UD. Tahu Murni, located in Gunungsitoli City, is a business that focuses on tofu production with additional tempeh products. Although the business is still in operation, tofu production shows stagnation, with an increase only occurring on weekends. This is due to the lack of effective marketing strategies to attract a wider consumer base. This study aims to evaluate the marketing strategies implemented by UD. Tahu Murni in an effort to increase its sales volume. The main focus of this research is to identify the constraints faced in the marketing strategy as well as to propose improvement measures. Based on the results of the study, it was found that the marketing strategy of UD. Tahu Murni has not been optimized. The business still relies on traditional marketing methods such as word of mouth, direct sales, and direct distribution, which have proven to be slow and inefficient in expanding the market. Improving product quality and product planning based on consumer complaints is not enough to significantly increase sales volume.

Dual-Channel Supply Chain of Agricultural Products under Centralised and Decentralised Decision-Making

The rise of rural e-commerce, accelerated by the COVID-19 pandemic, has driven agricultural development, resulting in a dual-channel model that combines offline supermarket docking with online e-commerce direct sales. Furthermore, given the perishable nature of most agricultural products, consumers exhibit a preference for high-quality logistics services. This paper analyses the dynamics of the agricultural supply chain, beginning with the “leading enterprises + farmers” production mode, and establishes two optimal decision-making models for online and offline dual-channel agricultural supply chains, incorporating logistics service levels. The first model considers centralised decision-making, where leading agricultural producers and community superstores make decisions simultaneously, aiming to maximise the overall profit of the supply chain. The second model addresses decentralised decision-making in which the producer, as the dominant player in a Stackelberg game, anticipates the reactions of retailers and sets the wholesale price, online sales price, and online logistics service level accordingly. Retailers, as followers, then determine the offline sales price and offline logistics service level based on the producer’s decisions. Finally, we conduct a sensitivity analysis of the proposed models. Our findings reveal that as consumer focus on logistics service levels increases, the overall profit of the supply chain improves, and as the unit logistics cost corresponding to the level of logistics service increases, the marginal benefits of decreasing profit brought about by the increase in unit logistics cost also decrease.

Analysis of sales techniques from the perspective of entrepreneurship in MSMEs (MIPYMEs)

This study analyzes and evaluates sales techniques from the perspective of entrepreneurship in micro, small and medium-sized enterprises (MSMEs) with the objective of identifying effective strategies to improve their competitiveness and commercial performance. Critical to economic development and employment generation, MSMEs face significant challenges, including limited resources and intense competition. The research focuses on traditional and digital sales techniques, highlighting the importance of innovation and entrepreneurship. A quantitative and documentary methodology was used to collect and analyze data from 40 MSMEs. The results indicate that digital techniques, such as social media marketing and e-commerce, have surpassed traditional techniques, such as print advertising and direct sales, in effectiveness. MSMEs that adopt an entrepreneurial and flexible approach show better business performance and higher customer satisfaction. Ongoing training and the use of emerging technologies are crucial to the successful implementation of current sales strategies. However, MSMEs face barriers such as resistance to change and scarcity of financial resources. To overcome these challenges, it is recommended to encourage innovation, invest in staff training, and optimize available resources.

What is the role of product services in the dual-channel closed-loop supply chain?

With the continuous development of internet technology and increasing awareness of environmental protection among consumers, the dual-channel closed-loop supply chain management combining online direct sales channel and retail channel has received more and more attention, however, the existing research has neglected the service research, so this paper focuses on the service strategy in the dual-channel closed-loop supply chain. In this paper, we propose three service strategy models for dual-channel closed-loop supply chains, including when there is no service provision, after-sales service and recycling service provided by retailers and after-sales service provided by manufacturers and recycling service provided by retailers, compare and analyze the optimal decisions of supply chain members under the three service strategy models, discuss the role of service generated in dual-channel closed-loop supply chains, and propose a service cost-sharing strategy to achieve a Pareto improvement in the effectiveness of a dual-channel closed-loop supply chain. The study finds that service plays a positive role in the dual-channel closed-loop supply chain; the model of manufacturer providing after-sales service and retailer providing recycling service is the best service strategy choice in terms of economic and social benefits; the service cooperation mechanism of service cost sharing can achieve Pareto improvement of the supply chain within a reasonable range.