Company Sales Research Articles

Mathematical modelling of motorcycle sale competition in Indonesia

Motorbike is a means of transportation that is widely used in Indonesia and other developing countries. In this paper, we apply the Lotka-Volterra competition mathematical model to describe the dynamics of motorcycle sale competition between two motorcycle producers in Indonesia. We also estimate the parameter values of the model using the particle swarm optimization method. We found that the mathematical model quite well to explain the annual motorcycle sales of both companies. The results of the model analysis show that the competition between the two motorcycle producers is pure competition, with the first producer dominates market share of motorcycle selling in Indonesia.

E-Business Model to Optimise Sales through Digital Marketing in a Peruvian Company

The COVID-19 pandemic has affected the Peruvian market, generating a great loss in sales in Peruvian companies. The objective of the research is to develop a model to optimize sales with the use of digital marketing in a Peruvian company, the chosen methodology is DesingScrum, which is a hybrid of Scrum and Desing Thinking, with 10 phases (empathize, define. It has 10 phases (empathise, define, ideate, planning meeting, sprint backlog, daily meeting, sprint review, sprint retrospective sprint, prototype and testing) and the MarvelApp tool was used to create the prototype. The results are obtained after the completion of the review of each sprint, showing in detail how it was progressing in each sprint, and through the retrospective evaluated the development of the project for the realization of continuous improvement in the next product. Further prototype was made, with the application MarvelApp, which shows the model of e-business. Then testing was done through a survey that customers gave their opinions about the prototype and finally the digital marketing proposal was made by a model, which explains the interconnected tools to attract new customers. The conclusion is the construction of the digital marketing model according to the needs of the context to improve the sales of the company through e-business.

For Whom Corporate Leaders Bargain: Presentation Slides

The presentation slides in this document provide an overview of our study, For Whom Corporate Leaders Bargain, which is forthcoming in the Southern California Law Review. At the center of a fundamental and heated debate about corporate purpose, an increasingly influential view (which we refer to as “stakeholderism”) advocates giving corporate leaders increased discretionary power to serve all stakeholders and not just shareholders. Supporters of stakeholderism argue that its application would address growing concerns about the impact of corporations on society and the environment. By contrast, critics of stakeholderism argue that corporate leaders should not be expected to use expanded discretion to benefit stakeholders. This Article presents novel empirical evidence that can contribute to resolving this key debate. Following a stakeholderist framework, the constituency statutes adopted by more than thirty U.S. states authorize corporate leaders to give weight to stakeholder interests when considering a sale of their company. Using hand-collected data, we study how corporate leaders in fact used their stakeholderist discretion in transactions governed by such statutes in the past two decades. In particular, we provide a detailed analysis of more than 100 transactions governed by such statutes in which corporate leaders negotiated a company sale to a private equity buyer. We find that corporate leaders used their discretion to obtain gains for shareholders, executives, and directors. However, despite the clear risks that private equity acquisitions often posed for stakeholders, corporate leaders generally did not use their discretion to negotiate for any stake-holder protections. Indeed, in the small minority of cases in which some stakeholder protections were formally included, they were generally cosmetic and practically inconsequential. Beyond the implications of our findings for the long-standing debate on constituency statutes, these findings also provide important lessons for the ongoing debate on stakeholderism. At a minimum, stakeholderists should identify the causes for constituency statutes’ failure to deliver stakeholder benefits in the analyzed transactions and examine whether embracing stakeholderism would not similarly fail to produce such bene-fits. After examining alternative explanations for our findings, we conclude that the most plausible explanation lies in corporate leaders’ incen-tives not to protect stakeholders beyond what would serve shareholder value. Our findings thus indicate that stakeholderism cannot be relied on to produce its purported benefits for stakeholders. Stakeholderism there-fore should not be supported as an effective way for protecting stakeholder interests, even by those who deeply care about stakeholders. The document is based on presentations slides we prepared for various presentations of our study, including at Columbia Law School, Harvard Law School, the University of Chicago, and the 2021 Global Corporate Governance Colloquium. Our study For Whom Corporate Leaders Bargain is part of a larger research project of the Harvard Law School Corporate Governance on stakeholder capitalism. Another part of this research project is The Illusory Promise of Stakeholder Governance by Lucian A. Bebchuk and Roberto Tallarita.

Who Should Deserve Investment Attractive Individual and Group Search in Dynamic Information Networks

Analyzing dynamic information networks, which contain evolving objects and links, to meet users various needs has attracted much attention in recent years. For sales companies, recruiting staff who are socialites would help to increase sales volume since such staff often sell more. For universities, employing active collaborators who are productive and well connected to many different scholars over time could bring many benefits to their development. However, no previous work has focused on the discovery of socialites and active collaborators who are worthy of investment in reality. In this paper, we advocate a new concept of attractive individuals to model such special objects. We also introduce the concept of attractive groups to represent groups of well-connected attractive individuals. We analyze the complexity of the attractive individual and group search problems. A time and space efficient algorithm is presented to detect attractive individuals. Furthermore, three algorithms are respectively proposed to find top-k representative attractive groups. Experiments on 6 real-world datasets show high performance of our methods and the significance of attractive individuals and groups in reality.

Equity Mutual Funds: Current Status and Issues

An equity mutual fund is a financial intermediary that collects funds from various investors and invests in equities and other assets. It has the following advantages or functions: record keeping and administration, diversification and divisibility, professional management, and low transaction costs. Compared to the rapid growth of the global equity fund markets over the past decade, the Korean market has shrunk significantly. The main cause is the decline in the reliability of equity funds. This study examines the current status of the global and Korean fund markets and their relationships with private pension markets. Based on the findings, various issues in the Korean equity fund market are identified, and various possible solutions concerning asset management companies, sales companies, and institutional regulations are suggested. If the equity fund market gains the investors’ trust, it will reduce the direct investment of stocks by individuals, benefit the private pension markets, and contribute to the development of the Korean capital market. Key words: Equity Mutual Fund; Retirement Pension; Individual Retirement Account; Exchange Traded Fund; Master Trust JEL Classification: A20, G10, G23

Analysis of automation in manufacturing processes, inventory control and sales in micro, small and medium-sized companies of Acámbaro, Gto.

The development of products destined to cover specific needs plays an important role when it is possible to have feedback, in terms of functionality, on the part of the final user for the consolidation of the product. Seeking such consolidation and identifying opportunities for improvement, in this paper a redesign was made based on specific criteria to align the manufacturing to mass production. The following premises were raised: 1) validation of the de-sign proposal; 2) comparative and operational analysis; 3) geometry optimization for weight and production cost reduction. This paper proposes a new design of the drawbar body of a tractor (case study) and the theoretical framework is established taking the bases of the concurrent engineering to define and characterize the final architecture configuration. Is reported the methodology used for the development of this research and the results obtained by finite element analysis for architecture optimization. Finally, are presented the defined strategies for aligning manufacturing to production.

Analysis of automation in manufacturing processes, inventory control and sales in micro, small and medium-sized companies of Acámbaro, Gto.

The objectives of this work are decisive to obtain an up-to-date and reliable status regarding the use of automation in micro, small and medium-sized enterprises (MPYMES), and thus to seek a direct relationship in terms of the use of automated elements either in the production process, inventories and / or sales; in addition to how this can influence your competitiveness. The method used was the statistician, from a finite universe sample. The approach to the analysis of research results was quantitative with a descriptive scope, by which it was possible to examine how much of Acámbaro's MYPIMES, Gto. make use of automation in the aforementioned processes. The sample is obtained from the city of Acámbaro, Gto., selected place as a case study. With the results obtained, it helps to determine various factors that impact the chosen control sector; a certain part makes use of automation in some of the areas of interest, others mention ignoring the terms, and others show great interest in optimizing your business. Based on the information, various improvement recommendations are made.

The Impact of “Product Planning and Design” and “Sales Ability” on Financial Performance by Taiwan-Listed Construction Companies: an Intervening Variable of Macro Environmental Factors

With the rapid change of the macro environmental factors, the operation and organization of Taiwan's overall construction industry has also been greatly affected. In addition, looking back on the past the companies often encounter the phenomenon of Real Estate Bermuda Effect. Are the key factors for the successful operation of Taiwan's publicly-listed construction companies-good Sales Ability (SA) and Product Planning and Design (PD) can better respond to the above-mentioned adverse environmental changes? This study mainly aims to verify the impact of Taiwan's publicly-listed construction company's Sales ability (SA) and Product planning and design (PD) on Financial performance (FP) by using Macro environmental Factors (ME) as an interference variable. In this study, the population was sampled by Purposive Sampling and the directors or above as the research interview object. In addition, this study used the database of Taiwan Economic Journal (TEJ) to obtain the company's EPS information, and Linear Structural Equation Modeling (SEM) was used to verify the fitting effect of the Whole model, Structural model and Measurement model.The results show that Taiwan's publicly-listed construction company’s Sales Ability (SA) and Product Planning and Design (PD) , both of which have positive effects on Financial Performance (FP) respectfully, but not significant; however, adding the Intervening variable of Macro Environmental Factors (ME), both has a positive and significant interactive effect on Financial Performance (FP). This means that Macro environmental factors (ME) plays a very important positive impact role in promoting Financial Performance (FP), but Financial Performance (FP) is also affected by the aggregation of other factors such as both of Sales Ability (SA) and Product Planning and Design (PD) which were combined or to be considered at the same time.This finding can be used at least as a reference for the business decision makers of Taiwan publicly-listed construction companies as sustainable business management and development.

The learning mechanisms through public procurement for innovation: The case of government‐funded basic research organizations

AbstractWe investigate how the procurement activity of government‐funded science organizations support the performance of the firms involved in their supply chain. Specifically, the aim of the paper is to identify the mechanisms and disentangle the channels driving this process.Our testing ground is the Italian Institute for Nuclear Physics (INFN). We frame our study as a mixed‐methods research project: three distinct but complementary methodologies are employed, which combine quantitative and qualitative evidence. Firstly, econometric and Bayesian Network analyses are performed, using the information collected through an online survey to suppliers as well as balance‐sheet data extracted from online databases. Then, five case studies are investigated in depth, carrying out direct interviews with company staff.Our findings suggest that four types of benefits stem from suppliers’ cooperation with INFN: learning, innovation, market penetration, and networking. These gains represent “intermediate outputs” which in turn impact on suppliers’ socio‐economic performance. We provide evidence that suppliers involved in innovative procurement usually experience the greatest benefits. This is mainly explained by the new technical competencies acquired, which are exploited to develop new products that support company business development and sales. In contrast, reputational gains, leading to the acquisition of new clients, are experienced also by companies involved in regular procurement.

LINGUISTIC ANALYSIS ON BUSINESS SALES PITCH SCRIPTS

Many challenges are faced by sales representatives in the effort of closing sales deal of product or service offered to their prospective clients. The goal is to persuade the clients to invest in the offered products or services. To perform this, sales representatives need a well-constructed sales script that can help them in enticing their clients. In relation to this, numerous tips and step-by-step advices are given by business professionals on how to craft a good sales script. However, looking at this situation in linguistic spectrum, it is observed that those tips and advices given are lacking justification from the linguistic perspectives which may provide new insights in the craftsmanship of a well-structured sales script. Hence, this paper serves to provide a steady parameter set to give linguistic guidelines for crafting an excellent pitch script. With reference to the theories developed by scholars like Schffrin (1994), Martin (2012), and Widdowson (1996), an analysis was conducted on 10 samples of sales script taken from one of the most successful international sales companies. Data collected shows that there are 6 different types of key linguistic components embedded within the scripts at a different frequency level. One prominent discovery of this study revealed that the different frequency of these key components leads to a rhythmic patterns and themes that immediately distinguish a good sales script with a successful one.
 
 <p> </p><p><strong> Article visualizations:</strong></p><p><img src="/-counters-/edu_01/0790/a.php" alt="Hit counter" /></p>

The Influence of Service Quality, Brand Image, and Product Innovation on Guitar Customer Loyalty at PT Genta Tri Karya

Customer Loyalty is one of the crucial factors in increasing and decreasing sales within a company. Through the quality of service, brand image, and useful product innovation, the company is expected to increase customer loyalty, so it is expected to increase the company's sales. This study aims to determine the effect of service quality, brand image, and product innovation on the customer loyalty of Guitar Genta at PT Genta Tri Karya. The research method used was a survey method with descriptive and verification research types. The data used are primary data obtained from distributing questionnaires. The results showed that service quality is partially positive and not significantly affecting customer loyalty. Brand image is partially positive and not significant, and product innovation has a positive and significant effect on customer loyalty. However, service quality, brand image, and product innovation simultaneously have a positive and significant impact on the loyalty of Guitar Genta customers at PT Genta Tri Karya.

Strengths and Weaknesses of the Excess Earnings Method for Valuing Backlog

For make-to-order manufacturing firms, a valuable intangibles asset is represented by the backlog, namely a company's sales orders waiting to be filled. Not infrequently, the value of this asset can constitute a significant part of the value of the company. Valuation experts may be called on to value the order backlog in case of the sale of both one or more contracts and of firms or business units. A strongly accredited method both in doctrine and in practice for valuing customer-related assets, such as backlog, is the Excess Earnings Method (EEM). However, theoretical contributions on the use of the EEM in the specific estimate of backlog are quite rare. This paper examines the topic of backlog valuation performed using EEM. After describing the valuation process, a critical analysis of the EEM when applied to such valuation object is carried out, with the aim of grasping its strengths and weaknesses. We conclude that backlog valuation performed using EEM while on the one hand is characterized by strong economic rationality and enjoys general acceptance in the context of professional business valuation services, on the other it highlights significant elements of uncertainty due to the multiple estimates needed. Moreover, it is an extremely complex and time-consuming process, whose application requires a high level of specialist knowledge and skills on the part of the valuation expert. Keywords: backlog, valuation of backlog, excess earnings method, customer-related assets. DOI: 10.7176/RJFA/11-22-12 Publication date: December 31 st 2020

기술 기반 서비스 전략을 활용한 미국 피자 기업의 전환 전략 분석

Technological advance is raising a series of changes in service industry thus studying service strategy in new era is becoming essential. In this study, we developed the practical application of technology-driven service strategy for the U.S. pizza industry, where digital disruption is occuring, represented by Big 3 pizza companies. The study also proposed the research model through literature review and analyzed the technology applied in the U.S. pizza industry, resulting in the transformation of service strategies and achievements. Among these three companies, only one has shown visible growth, as the other two show maintenance of the status quo in company sales and scales. This implies that providing customers with relational benefits and increasing efficiency of the process brings competitive advantages, This study is able to provide guidelines of service strategy transformation to the domain of pizza industry as well as the baseline data for future studies on related service industry.

Business risk management in the context of small and medium-sized enterprises

The aim of this paper is to review the impact of entrepreneurs' attitudes toward the defined business risks on the perception of the future of small and medium-sized enterprises (SMEs). 454 SMEs from the Czech Republic (CR) participated in the research and completed an online questionnaire. Structural equation modelling and factor analysis were used to identify the causal relationships between the examined variables. Entrepreneurs' attitudes toward business failure also have a positive effect on the future of the SME. The perception of financial risk in positive indicators of financial performance and the perception of financial risk as part of the company's everyday life have the most significant impact on future business. Operational risk is reflected in the utilisation of corporate resources, reducing customer complaints about the quality of the company's products and the company's independence of a limited number of suppliers. The company's sales volume adequacy provides a source of market risk. It has the third strongest positive impact on the future business in the SME segment. The research results provide a valuable platform for the authors of national and regional development strategic plans looking for SME support and development as well as the authors of the relevant policies.

PERSEPSI KONSUMEN TERHADAP PROSES PERSONAL SELLING DI PT TALENTS SPECTRUM CABANG DEPOK

Personal selling digunakan dalam pemasaran produk PT. Talents Spectrum yang merupakan bentuk komunikasi langsung antara tenaga penjual yang mewakili perusahaan dengan calon konsumen. Objek penelitan adalah konsumen yang membeli jasa PT. Talents Spectrum Cabang Depok.Tujuan penelitian ini adalah untuk mengetahui persepsi konsumen terhadap proses pendekatan, presentasi, menangani keberatan dan mentup penjualan dalam personal selling. Sampel diambil menggunakan rumus slovin dan dianalisis mengunakan Weighted Means Score (WMS). Hasil penelitian menunjukkan bahwa seluruh proses personal selling yang dilakukan oleh tenaga penjualan perusahaan memiliki kriteri penilaian yang sangat baik, dengan nilai 4,043. Tahapan proses yang memiliki nilai paling kecil adalah tahap presentasi, dengan nilai sebesar 4,031. Indikator dari personal selling yang paling kecil adalah pengenalan diri pada proses pendekatan dengan 3,917 dan mengkonfirmasi kembali penjelasan produk pada proses menutup penjualan dengan nilai 3,917.

Dampak Kondisi Pandemi di Indonesia Terhadap Trend Penjualan (Studi Kasus pada PD. Sumber Jaya Aluminium)

The purpose of this study was to analyze the sales conditions at PD. Sumber Jaya Alunimium, through the sales data pattern, identified the relationship between PSBB and the sales impact of PD. Sumber Jaya Aluminum, as well as factors from the decline in sales due to the Pandemic conditions. The research method used is descriptive quantitative analysis through purposive sampling technique with Analytic Network Process (ANP). The results showed that the sales data pattern of PD. Sumber Jaya Aluminum during the period December 2019 to April 2020 has a sales trend that tends to decline. Based on processing with the Analytic Network Process (ANP), Large-Scale Social Restrictions (PSBB) are a problem with the decline in company sales which causes the company's operations to stop. This is followed by the unavailability of raw materials, decreased demand and the effect of panic buying.

УПРАВЛІННЯ ЕКОНОМІЧНОЮ БЕЗПЕКОЮ З УРАХУВАННЯМ ПОТРЕБ ВЛАСНИКІВ

Констатовано, що економічна безпека може бути забезпечена тільки в тому разі, якщо буде визначена і побудована логічна система своєчасного виявлення, попередження і ліквідації потенційних і реальних економічних загроз і ризиків сталого розвитку підприємства з урахуванням потреб власників. Метою статті є визначення основ управління економічною безпекою з урахуванням потреб власників, формування механізму системи пріоритетних інтересів підприємства. Організація економічної безпеки підприємства залежить від того, наскільки ефективно воно здатне уникнути можливих загроз за окремими складниками зовнішнього та внутрішнього середовища. У статті розглянуто основні фактори, що впливають на стан економічної безпеки підприємства. Констатовано, що формування механізму забезпечення економічної безпеки підприємства повинно відбуватися з урахуванням потреб власників підприємства за допомогою прийняття відповідних управлінських рішень, формування інформаційного поля, проведення аналітичних та прогнозних робіт, виконання низки економічних розрахунків та оцінки отриманих результатів.

The impact of COVID-19 on SMEs performance in Harare, Zimbabwe

Globaly the coronavirus has mostly negatively affected the demand and sales of companies. The virus was first detected in China in late December 2019 but the impact on various economies was perceived only later. According to various surveys conducted over different time periods in various countries showed the largest share of companies that experienced a decline in demand and sales for their products. In some countries such as Colombia and United States of America there were mass layoffs and closures which occurred just a few weeks into the crisis (Bartik, Bertrand, Cullen, Glaeser, 2020). In Zimbabwe many organizations has suffered a disruptions in supply chains due to the ravaging global health pandemic - COVID-19. This paper seeks to highlight the impact of COVID-19 on SMEs performance in Harare, Zimbabwe.

Russian companies forming information and communication technology groundworks

The object of the research is the data of annual reports on the volume of sales of products of five hundred leading Russian companies, collected and presented by the national business analytical resource “Expert Online” together with the magazine “Russian reporter” and the media holding “RosBusinessConsulting”. The author analyses the volume of sales of Russian companies, whose activities can be attributed to the field of information and telecommunications technologies. Elements of the financial statements of companies that are engaged in the creation, promotion and analysis of media content have been also considered. The analysis showed that the total volume of sales of twenty-two companies belonging to the sectors “Information technology”, “Telecommunications”, “Media and Internet”, amounted to 2 615 billion rubles, which is compared with the volume of sales of 11 883 billion rubles of the first twenty-two leading domestic companies (related to the resource sector) is only 22 percent. Consequently, less than a quarter of the total sales of goods and services in the Russian economy are sold by companies whose activities are related to the formation of information and communication reserves. Such an assessment can only be made indirectly on the basis of dimensionless values, such as calculating the percentage of sales volumes of IT companies and companies included in the considered ratings in the first positions. For reference, the author provides financial indicators in rubles and dollars as of December 16, 2019, according to the Central Bank of the Russian Federation. The article continues the author’s research presented in the paper “The process of transformation of the real export-oriented economy of Russia into a digital one” (in the journal Upravlenie, 2018, no. 4) and in the report “The process of digital transformation of the Russian economy”, at the II All Russian scientific and practical conference with international participation “Trends in the development of the Internet and digital economy” (Simferopol-Alushta, May 30 – June 1, 2019).

How Do You Solve a Problem Like Marcus?

This case follows Heather Grant as she begins her new role as manager of the Staunton, Virginia, branch of Loom & Ferris, a mid-sized call center specializing in printing, branding, and logos for corporate clients. As the new manager, Grant's role is to increase morale among her employees and to improve sales and productivity. She decides to spend her first week observing the call center and getting to know her new employees before making any decisions. Her arrival is not welcome to most of her employees, and she knows that because the company's sales are falling, she may have to fire some of them. Marcus Feeny, one of the employees, arrives late and unruly on Grant's first day, of which she takes notice. She recognizes him because he has the best sales numbers of anyone in the branch by far. Throughout the week, she observes Feeny to be consistently late, unkempt, and disruptive to his colleagues. His bad attitude does not go unnoticed by his colleagues. After a heated argument between Feeny and another employee, Grant calls him into her office to speak with him. She brings up his behavior and appearance at work, and he is immediately defensive and brings up his sales numbers. She recognizes that he sees himself as in the right, even though his colleagues believe that he is getting special treatment by being allowed to flout the office rules. At the end of her first week, Grant realizes that she will have to let some employees go to keep the branch afloat. She must decide the best course of action and whether or not Feeny should stay. Excerpt UVA-OB-1310 Sept. 18, 2020 How Do You Solve a Problem Like Marcus? Heather Grant spent all week preparing for her new job. She had just been appointed manager of the Staunton, Virginia, branch of Loom & Ferris, a midsized call center that specialized in printing, branding, and logos for large or small corporate clients. She would be starting in a week and wanted to make sure that her transition into the team went as seamlessly as possible. This was her first big promotion to a head position, and after working her way up the ladder for 15 years, she finally thought she had turned her life around. When Grant was young, she had fallen in with the wrong crowd and ended up incarcerated for shoplifting. At that time she knew her life could have gone either all the way down or nowhere but up. She couldn't help but remember the days when she thought everyone in her life had forsaken her until her first boss Marie, a salon owner, had given her a chance. From there Grant had pulled herself up by the bootstraps, slowly making her way up from her secretarial job. Once she was employed by Loom & Ferris, she worked hard, often staying late to review sales reports, and striving to keep clients happy. She listened to business strategies at meetings, volunteered to help company managers, and over time learned the ins and outs of the company's business. Finally the time and work she put in paid off with a promotion, and now she was in a position to help shape other people's lives as well. . . .