Higher Sales Research Articles

Pendampingan Manajemen Layanan dan Usaha Berorientasi Clean and Healthy Pada Pedagang Kaki Lima Sekitar Wisata Desa Hendrosari Kecamatan Menganti Gresik

At this time, the important role of Pedagang Kaki Lima (PKL) is felt in supporting the increase in family income, especially during the pandemic, because the economic situation affected is so broad and provides challenges and hopes to keep trying in a situation of limiting restrictions and implementing health protocols during the pandemic. Situations like this also happen to street vendors around Lontar Sewu Gresik Tourism, because after all the high and low sales of street vendors will also depend on the number of visitors to tourist sites, the more visitors there are, the higher the potential for purchases of street vendors who are around tourist sites. The problem that occurs in cooperative street vendors is that the priority activities to be carried out are business management issues, including marketing and service management and business management oriented to the implementation of health protocols. The initial study that we found in the field during our observations was that there was still traditional business management (how to sell, business packaging) services through communication that were still sales-oriented, not customer-oriented, and had not implemented health protocols optimally in their sales activities. The plan for this activity is to strengthen the capacity of service and business management that is oriented towards cleanliness and health during the COVID-19 pandemic

Continued availability and sale of pangolins in a major urban bushmeat market in Cameroon despite national bans and the COVID-19 outbreak.

Continued availability and sale of pangolins in a major urban bushmeat market in Cameroon despite national bans and the COVID-19 outbreak.

Digital value creation in German SMEs – a return-on-investment analysis

Implementation of digital technologies requires financial resources to create value. These resources are more limited in small and medium-sized enterprises (SMEs), and digital use cases or best practices are not well known. Therefore, the purpose of this qualitative study was to investigate how SME managers are adding value and achieving a measurable return on investment (ROI) by using certain digital technologies. The results of this study were derived from 48 in-depth expert interviews conducted within cross-sectoral SMEs in Germany. The findings showed a set of 57 ROIs based on multiple digital use cases. Here, digital solutions either increased revenue through higher sales and new business models or cut operational expenditure (OPEX) and personnel costs. This study’s weighted digital ROI average was 33.77, with a median of 5.29. The results emphasize the need to implement digital solutions, offer robust guidelines to support SMEs with their digitization strategy and help measure the tangible value of digital projects. Moreover, the suggested technologies and added value can be used as benchmarks. As this study examines the impact of digital transformation on SMEs’ business performance, the research is novel, and the presented ROI calculations are original. The findings enrich the literature on entrepreneurial SMEs.

The Marketing Capability Premium

Abstract Marketing capability refers to a firm’s ability to optimally deploy and integrate different marketing inputs to achieve high sales at low cost. This paper examines whether the value of marketing capability is incorporated into stock returns. High-level marketing capability predicts better future operating performance and stock returns. A marketing capability-based long-short portfolio strategy earns an average annual return of 5.16%, a substantial portion of which is earned over subsequent earnings announcements. The return predictability is stronger in stocks with higher valuation uncertainty and lower investor attention. Investors underreact to the value-relevant, but difficult to process, information embedded in marketing capability. (JEL G12, G14, G10, M30) Authors have furnished an Internet Appendix, which is available on the Oxford University Press Web site next to the link to the final published paper online.

Price, information and product quality: Explaining index insurance demand in Burkina Faso

Index insurance is a promising avenue for addressing risk in developing countries, but pilot index insurance projects are rarely scaled-up because demand remains disappointingly low. This article studies an area-yield insurance product which generated high demand and sales in Burkina Faso, and was subsequently scaled up nationally. We exploit experimental and quasi-experimental variations to measure and compare the effect of price, information, and product quality on insurance demand. Our results suggest that price has an important effect on demand, while information also plays a role. However, the quasi-experimental variation in product quality across farmer groups does not affect insurance take-up. Demand is much lower during the scale-up, suggesting that implementation efforts during the pilot also matter. These findings show that high quality index insurance products can be attractive for farmers, but that price for value, along with other factors, remain major barriers to adoption. Our results also suggest that small-scale farmers may not fully understand the complex financial instruments offered to them commercially, with implications for the use of index insurance as a policy option to foster resilience.

Short-Term Impacts of COVID-19 Public Health Regulation on Consumer Food Purchases: A Case Study From a Grocery Store in Montana

The mitigation measures (e.g., lockdown policies) in response to the COVID-19 pandemic impacted food systems in unprecedented ways, in both scope and immediacy. Food retail, for example, changed fundamentally in the United States, as access to nutritious food became limited, supply chain shortages were common, and mandatory public health measures led to behavior changes among customers and employees. In the present case study, we hypothesized that these changes led to food purchasing shifts of grocery store consumers. Such shifts are seen as an outcome of both endogenous factors at the individual level and exogenous factors at the government/policy level. Our case study sought to better understand how the pandemic and associated regulations shaped consumer food choices during the “hard” lockdown period in Montana during 2020. We selected 112 food products based on the highest sales in a Gallatin County, Montana, grocery store. They were analyzed by predefined food groups aligned to the Dietary Guidelines for Americans 2020. All purchases were processed for each selected food item during March and April 2019 (before the pandemic) and March and April 2020 (during the lockdown in Montana). To further describe the pandemic experiences qualitatively, we conducted semi-structured interviews with managers and employees from two stores in Gallatin County. Overall, we found that consumers increased purchases in most food groups during the pandemic, including nutrient-dense and energy-dense products, most outstandingly for starchy vegetables, legumes, and convenience food. Products with long shelf-life and that required preparation at home were preferred. Endogenous causes, specifically panic and rushing, were likely stronger drivers of consumer behavior and food choices than regulations. Nonetheless, lockdown policies impacted consumer food purchases. We present a series of policy and practice recommendations based on our findings and the emerging literature on this topic.

Analisis Target Pemasaran Produk Speedy Berdasarkan Motivasi Dan Kompensasi

PT.Telekomunikasi Indonesia, Tbk. Regional Office of Telecommunications (Kandatel) Field must be able to achieve sales targets of Speedy prime product. In achieving these sales reps needed reliable. Where asset sales reps can be said of an organization in achieving its goals. Therefore, every organization seeks to enhance motivation and a good compensation to the salespeople. Through good compensation, is expected to increase the motivation of salespeople working so that organizational goals can be achieved as planned. Formulation of the problem in this research are: (1). Far the effect of compensation, and salesperson motivation towards achieving sales targets Speedy PT TELKOM, Kandatel Medan, and (2). How to achieve speedy sales before and after the implementation of compensation and motivation of salespeople. The Theory that used in this research is the theory of Human Resource Management (HRM), relating to the theory of compensation and motivation, and theories of Marketing Management, relating to the theory of achievement against sales targets. This study aimed to analyze the effect of compensation and motivation towards the achievement of sales targets Speedy. It also investigated how the speedy attainment of sales before and after the implementation of compensation and motivation to the salespeople. This Research used Quantitative Descriptive Method that is supported by survey, and explanatory. The number of the sample is 61 respondents are salespeople Speedy. The analysis method used is simple regretion to examine the first, and the second test method using comparative analysis. The results of this research show that: (1) Compensation and Motivation has high significant effect to the achievement of high sales targets Speedy. (2) There is a significant difference to the speedy attainment of sales before and after implementation of compensation, and motivation of salespeople. Analysis using a confidence level of 95 percent.

Lifespan of information service firms in Japan: a survival analysis

The purpose of this paper is an analysis of survival in the Japanese information service industry. Information service firms are generally classified into two typical patterns. One is the group of independent firms such as software vendors, and the other is the group of non-independent such as subsidiaries established by spinning off and so on. We used a sample of 334 firms in Japan and analyzed by Kaplan-Meier estimator method and Cox proportional hazard regression model in order to investigate the difference of survival between these two groups and/or among other attributes. As a result, the lifespan of the information service firms significantly depends on the degree of system integration sales ratio, software development sales ratio, and entrusted processing sales ratio. On the contrary, property of non-independence and high sales ratio with main customers have a negative influence on their survival rates, i.e. lifespan. The paper discusses these results and offers some managerial implications, and future research opportunities are provided.

Information effects of warehouse automation on sales in omnichannel retailing

The recent development of an omnichannel business environment provides a seamless shopping experience throughout the customer journey. Although previous studies have identified the importance of rapid product delivery, consumers cannot evaluate delivery quality until it has arrived. This study argued that warehouse automation and retail channel brand characteristics lead to informative signals and to firms' higher sales in the omnichannel context. By analyzing panel data from the Japanese retail market, we tested the effects of warehouse automation and the moderating effects of omnichannel, online, and offline brand offerings on the effectiveness of the warehouse automation signal. Results showed that warehouse automation signaling positively affects firms’ sales and has a positive interaction effect with omnichannel offerings.

A Study of the Impact of Value-Added Efficiency on Profitability and Market Value in the Indian Pharma Industry

The aim of this paper is to highlight the growing influence of Intellectual Capital (IC) on the profitability and market valuation, especially in knowledge-based industries. The scope of this paper is restricted to the Indian Pharmaceutical Industry, which is highly dependent on IC. This study employs the measure of Value-Added Intellectual Coefficient (VAIC) to assess impact of IC on the profitability and market valuation and to assess the growth of VAIC and its components among the companies over the years selected for the study. The study uses 22 Pharmaceutical companies listed in the Bombay Stock Exchange for a period of 12 years from the financial year 2008-09 to 2019-20. By using Path Analysis, the study demonstrates that the components of VAIC have an impact on the ROCE and market value, which has only grown as compared to earlier studies & years. The study also demonstrates that high sales and profits need not necessarily result in high VAIC.
 
 Received: 7 October 2021 / Accepted: 24 November 2021 / Published: 3 January 2022

LIQUIDITY AND PROFITABILITY ANALYSIS OF SELECT ELECTRICAL MACHINERY COMPANIES IN INDIA

This research is based on secondary data collected from the Centre for Monitoring the Indian Economy's official directory and database, such as 'PROWESS IQ’. The samples are selected based on purposive sampling and the study includes sales volume the top 10 companies out of 258 companies that are listed in Electrical Machinery Industry in India. The study covers a period of ten financial years, from 2011-12 to 2020-21, and uses techniques tools such as Mean, Standard Deviation, Coefficient of Variation, Ratio Analysis and Altman Z-Score. The primary goal of a business enterprise is to make a profit. Profit is a powerful intermediate guiding light for influencing a company capital. The objectives of this study are to analyse liquidity and understand profitability position. As a result shows Current Assets are stronger (2.21) than the Current Liabilities (1), Liquid Assets are (1.79) more than the Current Liabilities 1.00, high mean value (24.91) Inventory Turnover Ratio implies that higher Sales, Working Capital Turnover Ratio (4.45) indicates a company with a strong financial foundation in terms of liquidity. Mean value (5.71) Debtors Turnover Ratio is too high, indicated that the companies in financial distress and unable to pay the Debtors, (18.85) highest Gross Profit Ratio indicates that the company's profit, (2.97) Net Profit Ratio indicates that the business Selling and Distribution expenses are under control. Voltamp Transformers Ltd, Cummins Generator Technologies India Pvt. Ltd and Schneider Electric Infrastructure Ltd Companies is placed in too healthy zone. The Powerica Ltd, C & S Electric Ltd and Kirloskar Electric Co. Ltd companies are in “Distress Zone”. The researcher recommends improving the current ratio to increase current assets by raising shareholder funds and to improve net profit decrease in operating cost. These measures will help selected Electrical Machinery companies in India increase their profitability in the future.

Floating cage aquaculture production in Indonesia: Assessment of opportunities and challenges in Lake Maninjau

<abstract> <p>Aquaculture in floating cages in Lake Maninjau has recorded significant growth, even as the largest contributor to total annual aquacultural production in West Sumatra Province. In this study, we assessed the output of floating net cages in Lake Maninjau, Indonesia. We analyzed the characteristics of fish farming, fish fry, feed supply, and production, and the challenges and opportunities for increasing aquacultural production in the future. We used purposive sampling in this study with an interview questionnaire to obtain information from 80 fish-cultivating households in Lake Maninjau. We then used descriptive statistical methods of data analysis. The results showed that in 2018, there were 17596 floating net cages. The majority (n = 33, 41.25%) of fish farmers have 20 to 40 floating net cages per household, and 67.5% (n = 54) are used for tilapia cultivation. We recorded that 77.5% (n = 62) of fingerlings were sourced from private hatcheries. Six companies supply commercial feed pellets in an amount of 2000 tons per month for aquaculture activities. Japfa Comfeed Indonesia Ltd. provides 35% of the feed. The fish species cultivated were Nile tilapia, common carp, giant gourami, Clarias catfish, and pangasius catfish, with gross yields (kg/m<sup>3</sup>/cycle) of 12, 11.5, 10.4, 7.88, and 8.89, respectively. Fish farmers face challenging conditions: poor water quality, mass mortality of tilapia, high fish feed prices and low fish sale prices, and noncash payments. We recommend ensuring the development of floating net cages in Lake Maninjau for a more sustainable future. Therefore, it is necessary to operate as many as 6000 nets to meet guidelines for carrying capacity and cultivation based on the Regional Regulation of Agam Regency Number 5 of 2014 concerning the management of Maninjau Lake, which is accessible proportionally by eight villages. Giant gourami is prioritized for cultivation because it is resistant to poor water quality and high market prices.</p> </abstract>

ІННОВАЦІЙНІ ПІДХОДИ ВИРОБНИЦТВА ОРГАНІЧНОГО МОЛОКА В УКРАЇНІ В КОНТЕКСТІ ПРОДОВОЛЬЧОГО ЗАБЕЗПЕЧЕННЯ НАСЕЛЕННЯ УКРАЇНИ

The article is devoted to the assessment of innovative approaches to the Ukrainian organic milk production in the context of population food security. It has been proven that the organic milk production has become one of the dairy farming development drivers in Ukraine, which is a system-forming branch of agriculture. This opens up new opportunities for business and presents new challenges. A distinctive peculiarity of the organic dairy products is their high margin. This is a serious challenge that milk producers using traditional technologies have yet to accept and implement. Discrepancies in dairy farming production technology in traditional and organic systems of agriculture have been established. The development and application of a complex of state measures for the development of organic production will contribute to increasing the domestic agriculture competitiveness. There will be an increase in its export potential, an improvement in the state of the domestic food market and the financial and economic situation of business entities in the agribusiness sphere of Ukraine. The transition to organic agriculture will reduce dependence on imports of seeds, veterinary drugs, antibiotics, growth stimulants and other imports. We consider that in the post-war period, one of the priority directions for the organic agriculture development is the formation of a competitive branch of dairy farming and increasing the milk and beef production. They must accord the postulate and quality standards of organic products. The development of this direction creates opportune circs in the economic and ecological sense. First, there is an increase in the profitability of agricultural production due to the use of high sale prices of realization and the saturation of the domestic market with high-quality food products. Secondly – habitat environmental protection and preservation of biodiversity and ecosystems. We consider that the restrictive factor in this situation is non-competitiveness with large farms, because they receive support from the state and that is why they have a higher economic effect. The development of the production of organic products on the basis of dairy farms with a focus on the export of finished products is a promising direction for Ukraine. This is due to the fact that the demand for organic milk in the world is increasing and the price remains high, despite the decrease in the price level of regular milk. Thus, prospects for the development of organic milk production in Ukraine open up not only new opportunities for the country's dairy farming. They set new goals for the agricultural sector, the achievement of which will contribute to the sustainable development of the dairy industry, reducing the number of low-quality, falsified products and increasing the demand and consumption of milk and dairy products.

THE ROLE OF SOCIAL MEDIA AND INFLUENCER MARKETING IN SHAPING CONSUMER BEHAVIOR AMONG YOUNG PEOPLE: THE CASE OF EKIPA FRIZA ICE CREAM

Background. The aim of the presented research is a case study consisting in an analysis of publicly available Internet articles describing the phenomenon of influencers’ impact in the context of consumer behavior on the food market in Poland. This applies in particular to non-basic, impulsive, high-fat and high-sugar content foodstuffs. An example of that is previously unprecedented demandfor Koral Ekipa sorbet ice cream among children and school youth (up to 17 years of age), which is discussed in this paper. It was a phenomenon observed in April 2021 as a result of the PLL Koral marketing campaign carried out in cooperation with the most popular Polish youtubers, known as Ekipa Friza (Friz’s Team). Results and conclusions. The presented case study demonstrates the power of social media and influencer marketing in shaping consumer behavior among children and school youth. One of the commercial activities of the Team was cooperation with well-known producers and distributors of food products in Poland, such as PPL Koral, Dooti Donuts, Krynica Vitamin and Millano Group. The team assigned its name to four food products, with the Koral-Ekipa ice cream, introduced at the end of March 2021, having the greatest market success. Their sales exceeded by at least 300% other new products in over forty years of Koral's history. High sales figures for ice cream were already achieved in March and April, which prompted the manufacturer to launch an additional line, allowing the production of about one million ice creams a day. In this context, the authors also referred to the impact of influencer marketing on the health of young people and, consequently, the whole society

Factors Determining the Market Value of Football Players on the Example of Ekstraklasa

The aim of the study is to answer the question of what factors determine the market value of players and what is their impact on the market valuation of players in Ekstraklasa clubs. Using linear regression, the parameters of the models determining the impact of individual exogenous variables on the market value of footballers in Ekstraklasa clubs were determined. The results of the analysis indicate a significant, positive relationship between the market value of players and the results of clubs in national and international competitions. The expenses on transfers of Ekstraklasa clubs turned out to be negatively correlated with the market valuation of players. Moreover, expenses on salaries and revenues turned out to be positively correlated with the market value of the players in Ekstraklasa clubs. An important factor that has a significant impact on the value of players is also their age. The most valuable players are players with experience at the highest level of competition, who at the same time have many years of professional football career ahead of them. In order to correctly assess the market value of footballers, many factors that could potentially affect their valuation should be taken into account. The business model used by Ekstraklasa clubs is significantly different from those of the leading European leagues, especially those belonging to the top league. The most effective way to find a player with high market value is to invest in the development of young, talented Polish players with high sales potential. The article is an extension of the research on the factors determining the market value of footballers, taking into account many variables that have not been fully verified so far. The study also distinguishes the time span, covering 15 seasons of the Ekstraklasa. A comprehensive approach allows for identifying the main trends in shaping the Polish football market.

Collaborative vendor managed inventory model by using multi agent system and continuous review (r, Q) replenishment policy

In the vendor-managed inventory (VMI) system, the vendor takes over responsibility for managing customer inventory so that delivery is not based on the order but the customer's inventory condition. It makes the vendor becomes a dominant entity, and customers are supplied by its own vendor exclusively. That is why most studies in VMI implement a single-vendor-single-customer or single-vendor-multi-customer scenario. In certain conditions, this exclusiveness can increase lost sales. Besides, most of them implement a single product scenario. In this work, we develop VMI model for the multi-vendor-customer-product scenario. This model is developed based on the collaborative multi-agent system. The relationship between vendors and customers is many-to-many. This work aims to reduce lost sales and maintain efficiency in the inventory. The continuous review (r, Q) policy is used as the replenishment model. The simulation result shows that the collaborative model creates higher sales, lower lost sales, and competitive inventory than the non-collaborative one. The lost sales is 50 to 75 percent lower. The sales percentage is 17 to 27 percent higher. The total retailers' stock is 20 to 38 percent higher. The total vendors' stock is 11 to 30 percent lower. The total stock in the supply chain in the collaborative model is 2 to 16 percent higher. The number of retailers is directly proportional to the total vendor's stock and total supply chain stock gaps; inversely proportional to the lost sales gap; and not related to the sales percentage and total retailers' stock gaps.

Pengaruh Likuiditas, Profitabilitas, Financial Leverage, dan Arus Kas Operasi Dalam Memprediksi Kondisi Financial Distress

Financial distress occurs before the bankruptcy of a company. Thus the financial distress model needs to be
 developed, because by knowing the company's financial distress from an early age, it is hoped that actions can
 be taken to anticipate conditions that lead to bankruptcy. Financial distress can be measured through financial
 statements by analyzing financial statements. This study aims to determine and analyze the effect of liquidity,
 profitability, financial leverage, and operating cash flow in predicting financial distress conditions for
 manufacturing companies listed on the Indonesia Stock Exchange in 2016-2020. Data from the company's
 official website and completed from the IDX and ICMD websites. There are independent variables, namely
 liquidity, profitability, financial leverage, and operating cash flow, while the dependent variable in this study is
 financial distress. The data analysis method used in this research is logistic regression analysis method which
 aims to determine the role of each independent variable in influencing the dependent variable. The results of
 this study indicate that liquidity has no effect on financial distress, meaning that if the company is able to pay
 its debts well, then it is likely that the company will not experience financial distress. Profitability has no effect
 on financial distress, meaning that the size of the company's profit value has no effect on the company so that
 it avoids financial distress conditions. Financial leverage has a positive effect on financial distress, meaning that
 if the company has higher debt and is not followed by high sales results, it can allow failure to pay debts which
 causes the company to be in financial distress. Cash flow has no effect on financial distress, meaning that if the
 company has a good operating cash flow value, it will not experience financial distress.

SECONDARY ANALYSIS ON GRAPHIC DESIGN PACKAGING EXAMPLES: DORITOS CHIPS PACKAGING EXAMPLE

In the consumption culture, the ability of the packaging produced to affect the buyer depends entirely on the power of graphical design. Different brand packages on the market shelves; attracts attention, promotes, protects, promotes as well as advertises. For this reason, brand packaging; It has a high sales share with the success it has achieved with its color, illustration and typography in accordance with graphic design criteria. In this study; It is aimed to evaluate the visuals of doritos chips packaging, created in line with the graphic design elements, with semiotic analysis. At this stage, while examining the packaging semiologically, the processes of idea generation, idea generation, idea visualization and the use of images will be evaluated. The research will be done with the literature review model.

Implementation of Life Cycle Assessment (LCA) and Life Cycle Cost Life (LCC) on Particle Board Wood Furniture Industry in Yogyakarta

CV. Limase Laras is a wood furniture industry in Yogyakarta that has increased production. The company uses electrical energy which contributes to carbon dioxide (CO2) emissions and produces solid waste of sawdust in the production process. On the other hand, with the large assets and high sales of the company, it is important to conduct financial analysis thus the company does not make wrong decisions. Based on these problems, the methods used in this study are Life Cycle Assessment (LCA) to evaluate environmental impacts and Life Cycle Cost (LCC) to analyze life cycle costs. From the LCA analysis, sawdust waste is the highest impact by producing four environmental impacts, namely, global warming (936 x 10-2 kg CO2-eq), aquatic eutrophication (2.12 x 10-3 kg NO3-eq), photochemical ozone formation that affects humans (9.04 x 10-3 person*ppm*hours), and photochemical ozone formation that affects plants (113 m2 UES). From the LCC analysis, the NPV value is Rp8,278,512,276.00, which means that the bookshelf production process provides benefits for the company. The B/C net value is 37.9, which means that the bookshelf is beneficial. However, the bookshelf production process will be not feasible to continue if the company experiences a 40% decrease in annual revenue.

Pengaruh Umur Perusahaan, Profitabilitas dan Pertumbuhan Penjualan Terhadap Tax Avoidance

This study aims to obtain empirical evidence about the effect of Firm Age, Profitability (Return on Assets), and Sales Growth (Sales Growth) on tax avoidance. This study is a quantitative study using secondary data in the form of financial reports and annual reports of food and beverage sub-sector manufacturing companies listed on the Indonesia Stock Exchange from 2015 to 2019. The sample selection used the purpose sampling method. The data analysis technique uses multiple regression analysis with SPSS 20. The results of this study are that the age of the company has a positive and significant effect on tax avoidance. Variable return on assets has a positive effect on tax avoidance. Sales growth variable has no effect on tax avoidance. This is because high sales growth does not necessarily affect the profit generated because each period also produces a different cost of goods sold.