Sales Events Research Articles

Exploring the Factors Impacting Seller Performance During Online Sales Events in the E-Commerce Marketplace in India

The Indian ecommerce industry has been growing substantially because of changing mindset of the Indian customers and ease of shopping online. A large number of sellers had registered on online marketplaces so that the sellers could reach a larger pool of customers. The goal for sellers was towards increasing sales substantially with optimal efforts. Some sellers were able to accomplish this goal successfully, but a majority of the sellers struggled finding the right formula for success. Ecommerce websites conducted online shopping heavy discount sales events for limited time periods. The objective of this research was to understand the various factors that influenced and impacted the performance of sellers on Indian E-commerce websites during such events. A total of eleven interviews were conducted with Indian E-commerce sales experts. The data was thematically content analysed. Five most significant factors that helped gauge sellers’ performance were late shipment rate, poor order fulfilment rate, limited product selection, high price and low glance views.

Sentimen Analisis Pengguna Twitter pada Event Flash Sale Menggunakan Algoritma K-NN, Random Forest, dan Naive Bayes

There is a sales system called Flash Sale in e-commerce. Basically the concept of a Flash Sale is to offer a lower price and a predetermined time and number of products. The sales system is only held at certain moments, by making cheaper product sales but with a limited time and number of products it will make sales increase because buyer interest will be higher. But apart from all the advantages of course there will be pros and cons. Sentiment analysis on Twitter was chosen because Twitter itself is a social media that allows users to be free to comment or write opinions about anything, including opinions about events that exist in e-commerce today. Thus, this research exists to find out the opinions of existing Twitter users regarding the Flash Sale event held by e-commerce. By using the methodology of three classification algorithms, Naive Bayes, K-Nearest Neighbor and Random Forest in classifying the data to determine the accuracy of the sentiment value of Twitter users in the Flash Sale event. This research takes two data samples from the keywords flash sale and flash shopee, the results accuracy of the implementation of the three classification algorithms are 83.53% Naive Bayes, 82.94% K-NN, 80.59% Random Forest for the keyword flash sale” and 81.48% Naive Bayes, 77.78% K-NN, 74.07% Random Forest for the keyword “flash shopee”. With this, the Naive Bayes Algorithm becomes a recommendation for classifying Sentiment Analysis data with greater accuracy and more stability to be used for large and small data.

Event Flash Sale Terhadap Keputusan Belanja Online Selama Pandemi Covid-19 Pada Marketplace Serta Implikasi Pada Kepuasan Konsumen di Kota Malang

Covid-19 pandemic in Indonesia requires business people to innovate in business. Not only one or two sectors but many sectors, one of which is the business and trade sector, which causes their income to decline. The state of this pandemic is one of the driving factors for the creation of competition for all sectors, and in this case, business people. One of is the sales promotion program like flash sale event, including the marketplace. In the other hand, it can also see how online shopping behavior at flash sales events and its effect on consumer satisfaction. The research method uses quantitative using explanatory research techniques involving 200 respondents with accidental sampling. Distribution of questionnaires using Google forms while still paying attention to government policies in the form of social distancing and psbb. The results showed that the three variables in this study such as flash sales, online shopping decisions and satisfaction had a significant positive effect on the marketplace during the pandemic in Malang City.

An examination of salesperson bricolage during a critical sales disruption: Selling during the Covid-19 pandemic

COVID-19 has proven to be a disruptive and world-altering event often forcing professional salespeople to rapidly change the manner in which they do business. Thereby, this pandemic illuminates the importance of understanding salesperson characteristics and behaviors that enable sales success in disruptive environments. This study identifies COVID-19 as a Critical Sales Event and introduces the concept of “bricolage” to the larger body of sales literature. Bricolage is a combination of “making do” under environmental conditions of resource constraint. Bricolage characterizes a salesperson's ability to utilize available resources effectively by assessing available resources and working to reconfigure them in order to meet new challenges and create opportunities. Drawing on qualitative and quantitative research from professional salespeople, this study identifies a salesperson's creativity, learning-orientation, and grit as three important antecedents to salesperson bricolage. Moreover, this study shows that salesperson bricolage relates positively to sales performance under conditions shaped by the COVID-19 disruption; with salesperson bricolage becoming more strongly related to sales performance when sales environments are more highly disrupted by the pandemic.

Sentiment Analysis of Consumer Misbehavior via Apparel Tweets

Purpose: The purpose of this research is to explore the sentiments of the consumer misbehavior during a discounts sale event.
 Design/methodology/approach: By using the sentiment analysis technique, the current research explores the sentiments of the consumers through the tweets they tweeted during a sale event. A total number of 489 tweets are downloaded out of which 222 tweets are found to have the expression of Neutral, 170 tweets with the Positive status, and 94 tweets are found to be Negative.
 Findings: The findings resulted in the emergence of five simulating factors of consumer misbehavior that aroused during the event and can cause problems for the retailers as well as other consumers. These five themes are: Superabundant, shortage of checkout counters, payment and delivery, violation of corporate social responsibility, and privacy violation.
 Research implications: This study contributes to the better understanding of the phenomenon consumer misbehavior from the perspective of the tweeters.
 Originality/value: This paper is one of the first and few that explores and analyze the perspective and sentiments of tweeters about the consumer misbehavior during a sales event.

The Success of Plain People’s Produce Auctions and Partnership with Missouri Extension

The number of produce auctions led by plain Anabaptist producers has surged since the mid-1990s. Typically grower-owned, these businesses are centralized facilities providing a wholesale market to area growers for a diverse group of buyers. For growers seeking an adequate living from growing produce, these facilities help reduce marketing time and product transportation, and provide frequent sales events that guarantee payment. As such, they have developed into a solid and long-standing market for local produce. However, plain growers have experienced challenges trying new crops or scaling up production. This article details how Missouri Extension assisted plain farmers with their challenges through modifications needed for effective engagement. Outreach efforts have been reminiscent of Extension in the earlier part of the twentieth-century, which employed farm visits and tours, direct mailings, and small group gatherings. Service delivery focus has included pest control, produce food safety, effective communication, and business innovation. Extension also worked with the Clark, Missouri, produce auction to adapt to challenges presented by the new federal food safety requirements. An analysis using the U.S. Census of Agriculture data documents that farms associated with produce auctions became critical to fresh vegetable production in Missouri. Market share doubled from 2007 to 2017 (from 13% to 26%). This demonstrates that the auction infrastructure has become a regionally important supply chain channel for fresh produce. [Abstract by authors.]

Short selling disclosure and its impact on CDS spreads

The European Union introduced Regulation 236/2012 in 2012 to address short selling and certain aspects of credit default swaps (CDS). Consequently, a uniform short position disclosure regime was developed, which is used in this paper to examine CDS spreads as a proxy for credit risk around public short sale announcements and evaluate the disclosure policy's relevance from the debtholder's perspective. Existing literature documents short selling regulations’ impacts on the stock market, but no evidence exists from the CDS market. Therefore, we first conduct an event study to examine the effects of different short sale events on corresponding firms’ CDS spreads between 2012 and 2018. Moreover, we use regression analyses to control for several credit risk determinants that may also affect CDS spreads. Our evidence suggests that opening and increasing short positions are perceived as negative information, and in this regard lead to higher CDS spreads. In contrast, CDS spreads tend to be lower if short positions decrease or close. Additionally, we find that negative information ceteris paribus more strongly affects CDS spreads than positive information. Finally, we investigate certain anticipatory reactions when negative news enters the CDS market.

Scalable relaxation techniques to solve stochastic dynamic multi-product pricing problems with substitution effects

In many businesses, firms are selling different types of products, which share mutual substitution effects in demand. To compute effective pricing strategies is challenging as the sales probabilities of each of a firm’s products can also be affected by the prices of potential substitutes. In this paper, we analyze stochastic dynamic multi-product pricing models for the sale of perishable goods. To circumvent the limitations of time-consuming optimal solutions for highly complex models, we propose different relaxation techniques, which allow to reduce the size of critical model components, such as the state space, the action space, or the set of potential sales events. Our heuristics are able to decrease the size of those components by forming corresponding clusters and using subsets of representative elements. Using numerical examples, we verify that our heuristics make it possible to dramatically reduce the computation time while still obtaining close-to-optimal expected profits. Further, we show that our heuristics are (i) flexible, (ii) scalable, and (iii) can be arbitrarily combined in a mutually supportive way.

Sustainability of China’s Singles Day Shopping Festivals: Exploring the Moderating Effect of Fairness Atmospherics on Consumers’ Continuance Participation

Singles Day Shopping Festival (SDSF) is one of the most influential online sales events in China. As a big production and even a well-known brand, SDSF has its own design, image, performance, and life cycle. Consumer satisfaction and continuous participation play an important role in the sustainable marketing of SDSF. This study empirically examined the antecedents of continuous participation intention by employing both expectation-confirmation theory (ECT) and stimulus-organism-response (SOR) model to reveal that promotion scale and social interaction have positive and significant effects on participants’ emotional satisfaction-as-trust and -pleasure, which subsequently lead to continuous participation behaviors. This study investigated participants’ perception of fairness atmospherics and its moderating effects on the positive links between promotion scale/social interaction and satisfaction, and the relationships between satisfaction and continuous participation intention. This study suggested that spending more money on jubilant festival buildings will not always exert more influence on participants’ satisfaction as expected. Alternatively, creating a good and fair trading environment will reach the same goal and promote the sustainability of SDSFs. More detailed findings and implications are also discussed at the end of the paper.

Face-to-Face Communication as A Tool to Support Second-Hand Fashion Sales: A Field Experiment at Fashion Week in Berlin

We conducted a random allocation experiment at fashion week in Berlin in 2017, testing how face-to-face (f2f) communication affects sales of a fashion start-up focusing on second-hand. The experiment revealed that 11% of guests of an f2f event afterwards turned paying customers with an average basket size 11.8% higher than the overall sales event average. We add insights to research on entrepreneurial practice as well as on offline operations in the context of circular consumption in fashion, exposing the leveraging effect of f2f communication for customer acquisition and revenue of start-ups in the field of sustainable fashion.

The European Union’s Short Selling Regulation and Its Impact on CDS Spreads

The European Union introduced Regulation 236/2012 in 2012 to address short selling and certain aspects of credit default swaps (CDS). Consequently, a uniform short position disclosure regime was developed, which is used in this paper to examine CDS spreads as a proxy for credit risk around public short sale announcements and evaluate the disclosure policy's relevance from the debtholder's perspective. Existing literature documents short selling regulations’ impacts on the stock market, but no evidence exists from the CDS market. Therefore, we first conduct an event study to examine the effects of different short sale events on corresponding firms’ CDS spreads between 2012 and 2018. Moreover, we use regression analyses to control for several credit risk determinants that may also affect CDS spreads. Our evidence suggests that opening and increasing short positions are perceived as negative information, and in this regard lead to higher CDS spreads. In contrast, CDS spreads tend to be lower if short positions decrease or close. Additionally, we find that negative information ceteris paribus more strongly affects CDS spreads than positive information. Finally, we investigate certain anticipatory reactions when negative news enters the CDS market.

From Anticipation to Action: Data Reveal Mobile Shopping Patterns During a Yearly Mega Sale Event in China

The online retail market shows a sharp increase in traffic during holiday sales. The ability to distinguish customers who will likely purchase is critical for provisioning traffic and for providing cost-effective promotions. This paper uniquely studies the browsing and purchasing behaviors of online shoppers during a yearly sale event in China, the world's largest online marketplace. Based on 31 million action logs gathered from wide residential areas, we characterize the steps leading to purchases and determine their precursors. We investigate the effect of time (e.g., date, time of date), environment (e.g., platform, viewed category), and action (e.g., session time, clicks, sequence) on purchases. Action cues from shopping behaviors can be used for early detection. Within 30 seconds of any browsing session, we are able to predict which sessions will result in purchases with a high accuracy of 92.4%. The findings in this paper provide an understanding of traffic during mega sale events that can help online shops plan and provide a better user experience for upcoming shopping festivals.

한정할인판매행사에서 가격할인율과 한정판매수량의 상대적 중요성: 조절초점성향과 마인드셋의 조절효과를 중심으로

한정할인판매행사에서 가격할인율과 한정판매수량의 상대적 중요성: 조절초점성향과 마인드셋의 조절효과를 중심으로

A Nonparametric Approach to Estimating Heterogeneous Demand from Censored Sales Panel Data

Analyzing historical sales data to draw conclusions on the underlying demand structure is a central foundation for sales planning, e.g. in assortment and revenue optimization. This contribution focuses on estimating the choice behavior of demand segments as well as their distribution from panel data featuring multiple consecutive sales observations. Existing methods in this area mostly utilize parametric models and estimation procedures that rely on some given information, i.e., expert knowledge. To overcome this requirement, we employ finite mixtures to model sales events over multiple time frames and obtain nonparametric demand estimators. The proposed approach requires no given assumptions over underlying distributions. Furthermore, we also introduce a hindsight approach to assign individual sales observations to demand segments. This contribution decreases the need for manual adjustments in demand estimation and allows practitioners to gain detailed insight in purchase behaviors. In an extensive simulation study, we benchmark the approach on different data sets and compare its results to those from published approaches. The study highlights that the approach shows superior performance for markets with heterogeneous demand.

Ritualized retail events and brand-centric employee culture

PurposeThis study aims to explore how the ideal employee effects of internal marketing are created and sustained. It aims to reveal the role that outbound marketing activities play in the reproduction of a brand-centric employee culture.Design/methodology/approachFrom an organizational ritual perspective, this study conducts a qualitative study of a Chinese department store’s anniversary celebration, which is a multi-day annual sales event. Data were collected through in-depth interviews, supplemented with corporate documents and field observation.FindingsThis study reveals that the focal event remains a success because the well-managed coordination of its onstage and backstage activities serves to reproduce an employee culture of espousing and voluntarily enacting corporately mandated role norms, values and beliefs.Practical implicationsFor the management of retail events with the aim of building organizational culture, this study points to the importance of emphasizing the symbolism of the sales promotion aspects of an event and paying as much attention to employees’ backstage experiences as to the public execution of a consumer event.Originality/valueThis study shows that external marketing could set the stage for internal marketing, with the ideal effects of internal marketing actually constructed and institutionalized during activities and procedures comprising outbound marketing. This suggests that a more nuanced view of the practice of internal marketing is warranted.

Kampanye Sosial Red Readerhood 2019 Untuk Meningkatkan Minat Baca Anak

Big Bad Wolf Book Sale was first held in Kuala Lumpur, Malaysia, in 2009. seven years later, The Ministry of Culture and Education worked together with PT Jaya Ritel Indonesia to hold Big Bad Wolf Book Sale in Jakarta. Putting forward its vision and mission which is "Read to Enlight Nation", the book sale comes back in 2019 with its social campaign program known as "Red Readerhood". The purpose of the social campaign is to raise literacy by encouraging people to donate books within the sale event. This social campaign program employs Ronald D. Smith's 9 Steps of Strategic Planning to.The Social Campaign Program Red Readerhood as a part of Big Bad Wolf Book Sale consists of three main sub-events: (1) pre-event; (2) event, and (3) post-event. School visitation in the Jabodetabek area involving story-tellers and press conference is the pre-event phase. The phase then continues with Red Readerhood Charity, Partnership, and competitions such as storytelling and Blogger & Vlogger competition. the post-event phase includes Book Charity Report, Radio Interview and Youtube Video Content

Decoding the sentiment dynamics of online retailing customers: Time series analysis of social media

The Twittersphere often offers valuable information about current events. However, despite the enormous quantity of tweets regarding online retailing, we know little about customers' perceptions regarding the products and services offered by online retail brands. Therefore, this study focuses on analysing brand-related tweets associated with five leading UK online retailers during the most important sales period of the year, covering Black Friday, Christmas and the New Year's sales events. We explore trends in customer tweets by utilising a combination of data analytics approaches including time series analysis, sentiment analysis and topic modelling to analyse the trends of tweet volume and sentiment and to understand the reasons underlying changes in sentiment. Through the sentiment and time series analyses, we identify several critical time points that lead to significant deviations in sentiment trends. We then use a topic modelling approach to examine the tweets in the period leading up to and following these critical moments to understand what exactly drives these changes in sentiment. The study provides a deeper understanding of online retailing customer behaviour and derives significant managerial insights that are useful for improving online retailing service provision.

A Conceptual Framework on Social Platform, Compulsive Buying and Responsible Use towards Credit Card Debt among Young Adult

Purpose – The purpose of this study is to investigate the current situation of credit card debt among young Adult who are actively involved in social media. Design/Methodology – This article will form a platform of discussion for recent discoveries towards credit card debt. Selected articles from a few journals will be scrutinized for the findings. A comparison would be made with other articles and the conclusion will be discussed towards the end of this article. The respondents came from various countries such as Taiwan, America and China. Finding - As a conclusion, this article has discovered that compulsive buying and social platform such as hot sales event, social marketing, social entertainment and especially social media have evolved. More in-depth discussion in terms of external factor of the surrounding environment should be investigated rather than looking at the psychological and behavioral aspects. Credit card debt has also evolved from traditional shopping towards social commerce. The external factors such as credit card responsible use, financial knowledge and social upbringing should be included instead of source of income of the customer and the expenses incurred. Then, social media is a contributing factor in compulsive buying. The compilation of the articles in recent years has shown an increase of compulsive buying in online shopping. It is one of the factors for behavioral aspect. Furthermore, young adult have always shown the tendency of turning to debt for material possession. The findings of one study interestingly showed that even when one has a sound financial knowledge, the tendency for debt making is still high.

User behaviour modeling, recommendations, and purchase prediction during shopping festivals

This work investigates user online browsing and purchasing behaviors, and predicts purchasing actions during a large shopping festival in China. To improve online shopping experience for consumers, increase sales for merchants and achieve effective warehousing and delivery, we first analyse diverse online shopping behaviours based on the 31 million logs generated accompanied with online shopping during a rushed sale event on 11st November, 2016. Based on the obtained user behaviours and massive data, we apply collaborative filtering based method to recommend items for different consumers, and predict whether purchase will happen. We conduct 5-fold cross validation to evaluate the collaborative filtering based recommendation method, and further identify the critical shopping behaviors that determine the precursors of purchases. As online shopping becomes a global phenomenon, findings in this study have implications on both shopping experience and sales enhancement.

Community Consensus: Volunteerism - Of Promoters and Promises

President's column SPE can help small companies navigate financial understanding Half of my career has been in the producer side of the business and the other half with a service company. The service experience has been with large organizations. It’s rather a nice place to be. My producer experience has been primarily with tiny, small, and intermediate companies. The experience quite literally has highs and lows. Imagine a cartoon character jumping off a cliff—at first, you feel like a bird but as the ground approaches you are terrified and shortly thereafter you are quite compact, so to speak. I have had moments of pure euphoria as a small producer (usually the 15 minutes after a capital raise or a sale event), but more often it is panic, terror, and a lot of out-of-control times when you wished you had a finance degree or two. It may not seem intuitive, but engineers need to understand financial matters, and that’s where SPE comes in, with connection opportunities to places other than your technical discipline. There are a lot of us technical types trapped or living in the small cap producer world or technical innovator space. We don’t get much support at technical conferences. We don’t get much time to do technical things. Little producers are very often forgotten. Small technology providers rarely get love, and often they have little time allotted to pitch their idea. I’m going to pay some attention to that group in this column. I’m going to promise some good things in the future. Early in my career—when the local price of oil was less than $10/bbl and the future was extremely bleak—I was fortunate enough to encounter people who held very lofty positions and took the time to care about this lonely new grad. In the early 1980s, Gerry Maier O.C. (the Order of Canada) was president and CEO of TransCanada Pipelines, a large public company located in an office towering above Toronto’s financial district. I was a struggling new grad working on the periphery of the industry, but Maier took me under his wing. He gave me all the attention I needed to discuss establishing a petroleum engineering chair at the University of Alberta, our alma mater. Even after all these years, Maier has not forgotten that meeting. He has met with other CEOs, Canadian prime ministers, and even royalty, yet Maier remembers that meeting with me. He has no idea how it kept me going at one of the darkest moments of my career. He remembered the little guy. To this day, I try to pay back that generosity by modeling that behavior. For example, I hope that Tarun Kumar from UPES in Dehradun, India, is encouraged for life because I took the time to encourage him, after disagreeing strongly with a technical point he made in a student paper competition. Maybe someday he will be involved in a small cap Indian producer listed on the Mumbai exchange.