Effect Of Sales Research Articles

Economic Analysis and Evaluation of the Effectiveness of Network Retail and Sales of Goods

The study is devoted to the peculiarities of the activities of network retailers (retail trade networks). It was determined what retailers in general and network retailers in particular are. The focus is on identifying how companies such as retailers and consumer goods manufacturers operate during and after the pandemic crisis and how they stimulate demand for their products with an additional focus on the Ukrainian market. The analysis carried out is based on general business and analytical secondary data available in the public domain. The methodology of the article is compatible with the general academic approach to research, such as analysis and synthesis, abstraction, induction. Prior to the main analysis, key challenges during the volatile industry were identified. Various sources of business literature are analyzed to outline strategies that companies can use to encourage customers to maintain their usual level of demand. Attention was drawn to a specific business case of a British retailer. In order to compare the strategies proposed by international players with local ones, the retail market in Ukraine was analyzed. Key information points were strategy switching, physical growth and development of digital channels. The authors found differences in the general approach to stimulating demand and the approach used by local players. Unlike its Western competitors, the Ukrainian market grew significantly during the pandemic crisis, but in a new format. Analysis of digital channels focused on consumer preferences. The results show that the Ukrainian market still prefers physical stores over digital channels in the food category, while in the cosmetics category the leadership of physical stores is being lost. In order for companies to better adapt to market conditions and limit the negative financial impact during the recovery phase, management must clearly understand the path to recovery of key categories.

Revisiting the Real Effects of Mutual Fund Fire Sales

Revisiting the Real Effects of Mutual Fund Fire Sales

К ВОПРОСУ О ПРОБЛЕМАХ ПОСТРОЕНИЯ СИСТЕМЫ УПРАВЛЕНИЯ ОНЛАЙН-ПРОДАЖАМИ

The article discusses the features of the process of building an online sales system from a methodological point of view. Based on the study of classical works on management, the structural elements of the online sales management system (sales economics, human resources, sales planning, marketing, accounting) are highlighted. The features of the organization of the work of each element are revealed. The basic methods used in sales planning are determined depending on the available information, goals and object; the principles and methods for calculating unit-economy indicators are considered, the conditions and possibilities for their use in evaluating the effectiveness of online sales are determined. On the basis of analytical studies, the best practices for motivating personnel working in online trading are highlighted; the main methods and techniques of online marketing are considered.

ВПЛИВ ІННОВАЦІЙНИХ ТЕХНОЛОГІЙ НА РОЗВИТОК ЕЛЕКТРОННОЇ ТОРГІВЛІ

The article is devoted to the study of ensuring the effectiveness of sales and promotion methods, taking into account the saturation of the market, the ever-increasing level of competition and/or changes in the needs and wishes of consumers and their purchasing power. The fundamentals of next-generation technology that are changing trade flows and global production and distribution are identified. E-commerce is analyzed as a process of buying and selling goods and services on the Internet using electronic payment methods, which includes interaction between the seller and the buyer, ensuring the security of the transaction and ensuring the availability of goods, and the advantages of e-commerce as a type of business activity are characterized and classified by sub-components: sub enterprise, consumer and the state. Research has been analysed that shows that automation and the growth of artificial intelligence are changing trade flows and that the qualification of the workforce, the quality of the infrastructure and access to resources are becoming the determining factors. It was determined that Ukraine has also taken considerable steps within the framework of legislative implementation in matters of e-commerce – in 2021–2022, the Laws "On Mediation" (entered into force), "On Payment Services" (entered into force), "On Cloud Services" (entered into force) were adopted in force), "About virtual assets" (not entered into force). It can also be said that despite the current laws, the factors affecting the further development of the e-commerce sector in Ukraine have not yet been resolved. It has been determined that one of the most important components in bridging the gap between the online and offline shopping experience is payment. The ability to accept various digital payment methods adds convenience and consistency to customer interactions. The volumes of the e-commerce market in the world for 2017–2022 and for the planned years 2023–2027 were analysed in million dollars. USA, the main trends and influencing factors are defined. The technological trends of retail e-commerce that will determine business results in 2023 are presented, and what innovative technologies have an impact on the development of e-commerce are analysed.

INTERNET MARKETING DEVELOPMENT TRENDS ON THE MARKET OF TRANSPARENT STRUCTURES IN THE B2B SECTOR

The article discusses the essence and features of marketing activities in the B2B sector. The problems of the market for translucent structures are identified (loss of a significant share of construction enterprises due to the destruction and suspension of factories in the occupied territories; decrease in market volume; decrease in business profitability; increase in the cost of materials for the production of glass; increase in the price of materials; reorientation from Russian to European materials; logistics problems, in particular port tax, lack of professional personnel, increased competition, difficulty in assessing the impact of the Internet, marketing effectiveness of B2B companies). It is substantiated that, although for the B2B sector, the main tools of Internet marketing are search engine optimization and contextual advertising, for the market of transparent constructions, SEO is not such an effective tool compared to the possibilities of contextual advertising. The main trends of B2B marketing for the coming years are presented (increasing costs for Internet marketing and SMM, programmatic (algorithmic) advertising, generation of quality leads, effective marketing). A ranking of priorities for increasing the effectiveness of sales via the Internet for companies producing translucent structures has been constructed.

Gender of the consumer and the role of organizations in purchasing decisions

Purpose: The aim of the article is to present the role of the organization and its impact on the process of making consumer purchasing decisions on the example of Poland and to explain how gender differentiates behavior. Design/methodology/approach: In order to achieve the goal set in this article, first a literature review was used, then the diagnostic survey method was used. As a research tool, a questionnaire was used, which concerned the purchasing process and consumer behavior towards marketing activities undertaken by the organization. 199 consumers took part in the study. Findings: The conducted research shows that Polish consumers are aware that companies influence them during the shopping process. Organizations use a variety of marketing activities to influence the consumer in the purchase decision process, both in-store and online. The answers obtained varied depending on gender (these differences are not statistically significant). The results indicate that despite the awareness of consumers related to the influence of the organization on them in the purchasing process, they are often affected by this influence. Practical implications: Modern marketing departments should pay attention to the gender of the consumer, as it is one of the determinants in the purchase process. Therefore, it is necessary to adapt appropriate marketing communication tools that will highlight the needs of a specific target group. On the other hand, awareness of the factors affecting the customer's purchasing process will allow the organization to achieve greater sales effectiveness. Originality/value: This article extends the current research by explaining the differences between genders and the marketing activities undertaken by the organization in the process of making purchasing decisions by the consumer. Keywords: consumer gender, consumer behavior, purchasing decisions, marketing activities, Poland. Category of the paper: Research paper.

The Influence of Sales And Operational Costs on Net Income in Cirebon Printing Companies

he purpose of this study was to determine the effect of Sales, Operational Costs on net income. The population of this research is graphic printing in Cirebon. The sampling technique used is saturated sampling. The data collection method is descriptive. Data were analyzed using multiple linear-regressions. The results of the research on simultaneous tests are (1) Sales, operational costs have an effect on net income, (2) the partial test on sales variables has a significant effect on net income, (3) Operational costs have an effect on net income.

Wheat Markets and Price Stabilisation in Pakistan: An Analysis of Policy Options

This article provides a quantitative analysis of the effects of Pakistan government domestic wheat procurement, sales, and trade policies on wheat supply, demand, prices, and overall inflation. Analysis of price multipliers indicates that increases in wheat procurement prices (one means of promoting domestic procurement) have relatively small effects on the overall consumer price index. Partial equilibrium analysis of wheat markets suggests that fluctuations in production, rather than market manipulation, are plausible explanations for price increases in recent years. Comparisons of domestic and international prices suggest that promoting private sector imports is one alternative for increasing supply and stabilising market prices, particularly in years of production shortfalls. Overall, this paper concludes that market forces play a dominant role in price determination in Pakistan, and that policies that promote the private sector wheat trade can both increase price stability and reduce fiscal costs.

PENGARUH PENJUALAN BERSIH DAN MODAL KERJA BERSIH TERHADAP HARGA SAHAM

This reasearch aims to determine and analyze the effect of net sales and net working capital on stock prices in textile and garment sub-sector companies listed on the Indonesia Stock Exchange for the 2016-2021 period. The population in this study are all textile and garment sub-sector companies listed on the Indonesia Stock Exchange for the period 2016-2021. The sampling technique used is purposive sampling, so that the samples obtained are 6 Textile and Garment Subsector companies listed on the Indonesia Stock Exchange for the 2016-2021 period. The method used is quantitative with descriptive and associative approaches. Data collection techniques using documentation and literature study. The source of data in this study is secondary data obtained from www.idx.co.id. This research consists of descriptive statistical analysis testing, path analysis and hypothesis testing (t test and F test) using SPSS version 26. Stock Price, Net Working Capital partially have no significant effect on Stock Price, Net Working Capital is not able to mediate Net Sales to Stock Price, and Net Sales and Net Working Capital simultaneously have a significant effect on Net Working Capital.

Ratings or Sales? The Neural and Psychological Processes of Online Experience Product Purchase: Evidence from a Sample of Chinese University Students.

Extrinsic cues are ubiquitous in daily commodity consumption scenarios, not to mention online consumption scenarios. Among the many online cues, monthly sales and product ratings are two of the most representative. Some scholars have researched the impact of these cues on consumer decision making, but only search products have been investigated. Based on previous research, this article expanded the types of products to experience products and further explored consumer purchase behaviours and the underlying purchase processes influenced by these two extrinsic cues with the assistance of a neuroscience tool, event-related potentials (ERPs). The behavioural results indicated that the subjects decided mainly based on ratings, while the effect of sales was continuously inhibited. The ERP results further suggested that consumers recognised low ratings and low sales as more negative stimuli than high ratings and high sales, as larger P2 amplitudes were observed. Following the early processing of these cues, low ratings were considered unacceptable and evoked more significant emotional conflicts than high ratings, which was reflected by larger N400 amplitudes. Moreover, in the late stage, high ratings, which activated evaluation categorisation and produced more significant emotional arousal than low-rating conditions, guided the formation of purchase intention and reflected greater LPP amplitudes. Theoretical and managerial implications were discussed.

Inovasi Teknologi Pemasaran Terintegrasi bagi Pembudidaya Ikan Hias

The main problems faced by partners in general are marketing problems; It is still limited and conventional and there is no integrated marketing between decorative fish cultivators. A solution to the main problem is the application of integrated marketing technology using joint marketing methods for decorative fish cultivators in Parigi Mekar Village, Ciseeng District. In particular, this program has the objective of increasing market reach for decorative fish cultivators through website media, and increasing sales effectiveness by creating decorative fish sales centers. The activity approach method is through a participatory approach. This approach emphasizes efforts to improve human quality in order to increase real participation in activities. Devotion provides value to farmers and creates a positive image of the partner's location as the largest ornamental fish producer in West Java through the Ornamental Fish Village brand. In addition, by implementing the program effectively and sustainably, the program can motivate cultivators to develop their cultivation results. Other support in the form of website-based digital marketing can also reach a wider market network which has an impact on creating connectedness between cultivators and outsiders.

THE EFFECT OF FLASH SALE AND FREE SHIPPING ON PURCHASING DECISIONS ON THE SHOPEE MARKETPLACE (STUDY ON STUDENTS IN MAN KOTA TEGAL)

Flash sale and “Gratis Ongkir” Program are Shopee one of platforms shopping online in Indonesia. The increase in sales to active purchases on the marketplace , shows that there is consumer behavior towards purchasing decisions through e-commerce. 
 This study aims to analyze how the effect of flash sales and "Free Shipping" Shopee on purchasing decisions for students using the Shopee application at MAN Tegal City, partially and simultaneously. The form of this research is quantitative research with an associative approach. Sampling using the Slovin formula and using 95 respondents as samples. The results showed that the flash sale and "Free Shipping" variables simultaneously (simultaneously) influenced purchasing decisions with acalculated > Ftable (33,115 > 3.09). 
 Through the results of adjusted R square , it is also known that flash sale and free shipping contributed 41,9%, the remaining 58,1% was influenced by other variables. It is hoped that Shopee can overcome the price discount promo hours which are considered less in accordance with the wishes of consumers.

The Impact of Online Sales on Recovery from COVID-19

The massive spread of the COVID-19 outbreak has widely disrupted business activities around the world. In such a context, more manufacturing enterprises have to turn to online sales to restore sales and workforce. However, the actual effects of above relationships are still unknown. The aim of this study is to analyze whether and how online sales affect sales and workforce recovery from COVID-19. Meanwhile, we deeply explore the mediating effect of cash flow adequacy and the moderating effect of firm size. Drawing from a cross-country survey with 2714 manufacturing enterprises during the COVID-19 pandemic and controlling for self-selection bias, we find an inverted U-shaped effect of online sales on sales and workforce recovery. Online sales also exert an inverted U-shaped effect on cash flow adequacy, whereas this effect is weaker for small and medium enterprises (SMEs). Furthermore, cash flow adequacy positively facilitates sales and workforce recovery, indicating the role of cash flow adequacy in partially mediating the relationship between online sales and recovery. In addition, we confirm that firm size moderates the indirect effect of online sales on sales and workforce recovery through cash flow adequacy. This study not only expands e-commerce and emergency management research domain and enriches the results of related research, but also provides management implications for the recovery of manufacturing enterprises from the perspective of online sales during the COVID-19 pandemic.

The Effect of Merchandise Inventory and Sales on Net Profit at CV Cahaya Sumatera Karawang

Competition in the business world in Indonesia is increasingly rapid and extreme. Therefore, every company tries to correct its shortcomings and weaknesses to compete with other companies. This study aims to determine (1) The effect of inventory on net profit and (2) the effect of sales on net profit. The research was conducted at CV Cahaya Sumatera Karawang.The research used descriptive and verifiable methods for data processing using SPSS version 26. The data were analyzed using classical assumption tests (heteroskedasticity test, multicollinearity test, normality test, and autocorrelation test), multiple linear regression test, and hypothesis test (f test, t-test, and adjusted R square test). The results showed that (1) Inventory affects net profit. The results of the t-test showed that the inventory (X1) had a calculated t value of 5.430 > t table 2.228 and sig.0.000< 0.05, so it could be known that H01 reject and Ha1 was accepted. (2) Sales affect net profit; sales (X2) have a calculated t value of 99.607 > t table 2.228, and sig. 0.000< 0.05 so that it can be known that H02 reject and Ha2 is received. Test f has a calculated f value of 35.542 > f table 4.960, and the value of sig.0.00 < 0.05, then Ho in reject Ha is received, meaning that inventory and sales simultaneously affect net profit.

Key account managers' identification profiles and effectiveness: A fuzzy-set qualitative comparative analysis

Key account managers handle a supplier's most strategically important customer relationships. The success of a key account relationship essentially depends on the competencies, skills, and mindset of the key account manager. Previous research indicates that mindset and identity have a significant impact on the performance and effectiveness of (sales) employees. The concept of identity and identification, rooted in social identity theory and self-categorization theory, as well as literature on key account management and the unique role of key account managers provide the theoretical framework, proposing four relevant identification foci of key account managers: identification with organization, key account, leader, and occupation. This study uses survey data from 218 respondents and conducts a fuzzy-set qualitative comparative analysis to identify configurations of identification foci that foster key account manager effectiveness. The findings reveal four different configurations, consisting of different identification profiles and contextual factors, which are sufficient for high key account manager effectiveness. The results of the analysis contribute to identity and key account management research and show that high effectiveness of key account managers can be achieved with different identification patterns and depending on different contextual factors.

Pengaruh Sistem Informasi Akuntansi Penjualan Dan Pengendalian Internal Terhadap Efektivitas Pengendalian Piutang Pada PT. Sentral Medika Indonesia Semarang

This study aims to determine the effect of sales accounting information systems and internal control on the effectiveness of controlling accounts receivable at PT.Sentral Medika Indonesia Semarang. The population in this study were all employees of PT. Sentral Medika Indonesia Semarang with a total of 60 employees, while the sample taken using purposive sampling method is a total of 53 employees who work in the accounting department, sales department, warehouse department, marketing department, manager and president director. . The data analysis tool in this study used multiple linear regression.
 The results show that the sales accounting information system has a positive and significant effect on the effectiveness of controlling accounts receivable, it can be seen from the t-count value which is greater than the t-table value of 3.016> 1.679, and the significance value of 0.004 is smaller than 0.05, so the hypothesis one accepted. Internal control has a positive and significant effect on the effectiveness of receivables control, it can be seen from the t-count value which is greater than the t-table value, namely 4.242 > 1.679, and the significance value of 0.000 is smaller than 0.05, so hypothesis two is accepted. This means that the higher the company's sales accounting information system and internal control applied in the company, the effectiveness of the internal control carried out by PT. Central Medika Indonesia Semarang will continue to increase.

Shortsighted sales or long-lasting loyalty? The impact of salesperson-customer proximity on consumer responses and the beauty of bodily boundaries

PurposePrevious research on salesperson-customer proximity has yielded mixed results, with some studies documenting positive proximity effects on shopping responses and others demonstrating the reverse. To reconcile such mixed findings, this paper aims to test whether and how salesperson proximity influences a series of key customer outcomes in actual retail settings using sample sizes that are considerably larger than most former investigations.Design/methodology/approachWe conducted two high-powered field studies (N = 1,312) to test whether salesperson‐customer proximity influences consumers’ purchase behavior and store loyalty. Moreover, we investigated whether the short-term effects on purchase behavior were moderated by the extent to which the consumption context had a clear connection to consumers’ own bodies.FindingsSalesperson proximity increased purchase incidence and spending in consumption contexts with a bodily basis (e.g. clothes, beauty, health), suggesting that consumers “buy their way out” in these contexts when a salesperson is violating their personal space. If anything, such proximity had a negative impact on consumers’ purchase behavior in contexts that lacked a clear bodily connection (e.g. building materials, furniture, books). Moreover, the link between proximity and consumer responses was mediated by discomfort, such that a salesperson standing close-by (vs farther away) increased discomfort, with negative downstream effects on shopping responses. Importantly, the authors found opposite proximity effects on short-term metrics (purchase incidence and spending) and long-term outcomes (store loyalty).Research limitations/implicationsDrawing on the nonverbal communication literature and theories on processing fluency, the current work introduces a theoretically relevant boundary condition for the effects of salesperson-customer proximity on consumers’ purchase behavior. Specifically, the bodily basis of the consumption context is discussed as a novel moderator, which may help to explain the mixed findings in this stream of research.Practical implicationsSalesperson-customer proximity may serve as a strategic sales tactic to improve short-term revenue in settings that are closely tied to consumers’ own bodies and characterized by one-time purchases. However, as salesperson proximity was found to be associated with lower store loyalty, irrespective of whether the shopping setting had a bodily basis, the risk of violating consumers’ personal space may have costly consequences from a long-term perspective.Originality/valueThe present field studies make three central contributions. First, we introduce a novel moderator for proximity effects in various sales and service settings. Second, we test the focal hypotheses with much higher statistical power than most existing proximity studies. Finally, we document that salesperson-customer proximity ironically yields opposite results on short-term metrics and long-term outcomes, thus underscoring the importance of not solely focusing on sales effectiveness when training frontline employees.

Finding creative drivers of advertising effectiveness with modern data analysis

The Modern Data Analysis paradigm (Williams, 2021) advocates using multiple methods to address the same research question, which is rarely done in studies of advertising creative effects. In this paper, we apply the MDA paradigm to data from Hartnett, Kennedy, et al. (2016), which coded 158 creative variables for 312 television advertisements with commercially validated short-term sales effectiveness outcomes. We found that many models give higher classification accuracy than the ordinal regression model previously applied, some significantly higher. Importantly, by applying many alternative but equally plausible analytical methods, we can identify creative variables associated with commercial success and have evidence-based confidence that these creative variables are artefacts of the data, and not artefacts of any particular analytical method and its associated assumptions. The findings reveal several alternative creative variables that are consistently associated with sales success across methods, which relate to the timing aspects of visual branding.

Philanthropic sales in live-streaming shopping: The impact of online interaction on consumer impulse buying.

As philanthropic sales via live-streaming shopping have played an important role in alleviating the huge backlog of agricultural products during the outbreak of the COVID-19 pandemic, this paper aims to study how online interaction in philanthropic marketing exerts influence on consumer impulse buying behaviors. We empirically explore four major dimensions of online interactions in philanthropic live-streaming sales, i.e., the live streamers’ image, the herd effect of consumers, the responsiveness of sellers, and the mutual trust between consumers. The results reveal that the herd effect of consumers and the responsiveness of sellers could promote consumers’ empathy ability toward the growers of the products sold lively, whereas the live streamers’ image and the mutual trust between consumers have little effect on empathy promotions. Meanwhile, both the consumers’ empathy ability and the live streamers’ image positively affect consumers’ impulse buying behavior, which suggests a partial moderating role of consumers’ empathy ability. Lastly, by taking both social and business perspectives, we provide managerial implications for improving the effectiveness and efficiency of philanthropic live-streaming sales to alleviate social and economic pressure in emergencies.

The effect of inside sales and hybrid sales structures on customer value creation

As business-to-business (B2B) sales become digital and multichannel, firms develop inside sales (IS) channels to serve customers and combine such channels with outside sales (OS) and distributor channels in new sales structures. Although IS may offer gains, extant research lacks empirical evidence on their effectiveness in customer value creation when used independently – discrete structures – and in combination with OS and distributors – hybrid structures. This study aims to assess the value creation performance of IS in discrete and hybrid structures. Results from regression estimations of 13,210 B2B customers over two years in a single-firm research design unveil how IS increase value creation when used independently; yet, using IS together with OS or distributors in hybrid structures, decreases performance. IS are more effective in historically less valuable customers and less complex sales processes. This study advances knowledge on multichannel IS structures’ effectiveness in value creation, helping sales managers allocating resources across channels.