Selling Strategies Research Articles

Energy markets restructure beyond 2022 and its implications on Qatar LNG sales strategy: Business forecasting and trend analysis

The emergence of new suppliers and energy resources has reshaped the energy market in terms of contractual structures and pricing systems. The market shifts were accelerated in response to the latest Russian-Ukraine crisis, impacting natural gas supply chains from financing projects to contracting volumes. The increased demand for liquified natural gas volumes intensified the need to switch from long-term oil-indexed contracts to short-term gas-indexed contracts. Those shifts were anticipated to influence the selling strategies for the expected added 49 MTPA of Qatari LNG, wherein increasing the share of spot selling would be reflected in higher economic performance. This study used forecasted prices to investigate potential Qatari LNG selling strategies. Initially, projections of the most dominant pricing systems used for pricing Qatari LNG (i.e., brent, Henry Hub, Title Transfer Facility, and Japan Korea Marker) were estimated between 2023 and 2040. While Qatar has been relying on long-term oil-indexed contracts, the second step estimated annual LNG revenues under different combinations of selling strategies (i.e., long-term and spot sales). Finally, the influence of varying brent slopes on the estimated revenues was measured. Due to data limitations and non-stationarity, the double exponential smoothing model was selected among the different tested models. Considering current market dynamics, forecasts of the double exponential smoothing model showed an upward price trend until 2040. An annual average increase of 1.24% for the studied pricing systems was reported. Reducing the share of long-term brent-indexed contracts to 70% and dedicating the remaining 30% of volumes to spot sales yielded the highest premiums for revenue estimates. An average annual revenue of $62 bn was reported for the 70/30 strategy, around 6% higher than the 100% brent-indexed contracts strategy. The findings revealed that diversifying the selling approach and introducing spot sales can enhance revenues. From the buyers’ perspective, the outcomes support policymakers in understanding the implications of escalated prices driven by a lack of liquidity investments.

Optimal production and carbon reduction investment decision for manufacturers with leasing–selling strategies considering financing

AbstractFor a capital‐constrained manufacturer, in the context of carbon reduction, whether products should be sold or leased and which financing mode is more beneficial are usually debated. By considering Carbon Emission Permits Repurchase Financing (CEPRF) and Green Credit Financing (GCF), the optimal decision‐making models with different strategies are presented. The Karush–Kuhn–Tucker theorem is applied and the results are compared. Meanwhile, the influence of initial capital and interest rates on the manufacturer's decision‐makings, profits, and environment are explored. The results show that: under the selling strategy, when the initial capital is small, GCF is better for the manufacturer; otherwise, CEPRF is better; under the leasing strategy, both optimal production and carbon reduction investment with CEPRF are lower than that with GCF, but their profits are higher. With CEPRF, the leasing strategy would bring more economic and environmental benefits to the manufacturer; with GCF, the selling strategy would result in more economic and environment benefits.

Advance selling and service cancelation when consumers are overconfident

Purpose This paper aims to study the joint decision making of advance selling and service cancelation for service provides with limited capacity when consumers are overconfident.Design/methodology/approach For the case in which consumers encounter uncertainties about product valuation and consumption states in the advance period and are overconfident about the probability of a good state, we study how the service provider chooses the optimal sales strategy among the non-advance selling strategy, the advance selling and disallowing cancelation strategy, and the advance selling and allowing cancelation strategy. We also discuss how overconfidence influences the service provider’s decision making.Findings The results show that when service capacity is sufficient, the service provider should adopt advance selling and disallow cancelation; when service capacity is insufficient, the service provider should still implement advance selling but allow cancelation; and when service capacity is extremely insufficient, the service provider should offer spot sales. Moreover, overconfidence weakens the necessity to allow cancelation under sufficient service capacity and enhances it under insufficient service capacity but is always advantageous to advance selling.Practical implications The obtained results provide managerial insights for service providers to make advance selling decisions.Originality/value This paper is among the first to explore the effect of consumers’ overconfidence on the joint decision of advance selling and service cancelation under capacity constraints.

Visual Merchandising Pada UMKM KEDJORA Magelang

Visual merchandising is an important strategy in the retail world which aims to attract customers, increase sales and strengthen a company's brand image. However, this concept also has the potential to provide wider benefits to society in general. This community service involves direct observation of visual merchandising practices at Kedjora Grosir Magelang MSMEs, as well as interviews with shop owners and the local community. The findings show that by using the right visual merchandising strategies, stores can become more environmentally friendly, promote local products, and provide education about relevant social issues. Community service through visual merchandising can provide benefits such as increasing awareness of environmental and social issues, empowering local producers, and creating an inclusive shopping environment for all levels of society. In addition, this initiative can also increase the sustainability of the local economy and create stronger relationships between stores and the surrounding community. This community service shows that visual merchandising is not just about creating aesthetically appealing displays, but also about harnessing the power of retail stores to have a positive impact on society. Therefore, the integration of community service principles in visual merchandising strategies can be a significant step in building sustainable relationships between business and society.

Advance selling strategy of fresh products under two contracts

PurposeThis paper analyzes the advance selling and pricing strategies of fresh products supply chain where the e-retailer provides wholesale contract or agency contract to the fresh products supplier.Design/methodology/approachThis paper constructed a two-period sequential-move game of fresh products supply chain members.FindingsThis analysis showed that the supply chain members had different preferences for contracts under different market conditions. The advance selling of fresh products was not a decision of the seller, but also required the support of other supply chain members. And the advance selling strategy was not always beneficial to all supply chain parties. Under the two contracts, there were market conditions in which the profits of supply chain members were Pareto-improved through the implementation of advance selling.Research limitations/implicationsThe model presented in this study focuses solely on the context of monopoly, overlooking the competition from alternative suppliers or retailers. Consequently, exploring the competitive landscape within the fresh products supply chain, particularly in relation to pre-sale pricing, emerges as a crucial avenue for further investigation. By employing empirical research methods, valuable insights are gleaned, thereby significantly augmenting the existing body of relevant theories.Practical implicationsThe decision to pre-sell fresh products should be based on market conditions. Supply chain members can control production costs and fresh products circulation losses to maximize profits.Originality/valueFrom the perspective of game theory, this study analyzed the optimal advance selling and pricing strategies of fresh products supply chain members under two kinds of contracts. These results can provide practical implications for fresh products suppliers and e-retailers.

Quality disclosure strategy in a competitive environment with consumers' homogeneity and heterogeneity

This study examines the optimal pricing and disclosure strategies of sellers who possess private quality information. We consider two market structures, namely, monopoly market and duopoly market; under each market structure, we further consider two characteristics of consumer preferences for the same product: homogeneity and heterogeneity. How competition and whether consumers are heterogeneous affects sellers' disclosure strategies, and profitability is the focus of our attention. Interestingly, we show that the monopolistic seller's profit is likely to increase as the disclosure cost, which is not possible in a competitive environment. We indicate that when consumers are homogeneous, sellers can obtain higher returns and are more likely to engage in quality disclosure. Finally, we show that when the market is filled with homogeneous consumers, competition always increases the motivation for sellers to engage in quality disclosure. However, when the market is filled with heterogeneous consumers, competition actually hinders sellers from engaging in quality disclosure when the cost of disclosure is low. Our results help company managers in making better disclosure and pricing strategies.

An efficient swarm intelligence approach to the optimization on high-dimensional solutions with cross-dimensional constraints, with applications in supply chain management.

The Swarm Intelligence Based (SIB) method has widely been applied to efficient optimization in many fields with discrete solution domains. E-commerce raises the importance of designing suitable selling strategies, including channel- and direct sales, and the mix of them, but researchers in this field seldom employ advanced metaheuristic techniques in their optimization problem due to the complexities caused by the high-dimensional problems and cross-dimensional constraints. In this work, we introduce an extension of the SIB method that can simultaneously tackle these two challenges. To pursue faster computing, CPU parallelization techniques are employed for algorithm acceleration. The performance of the SIB method is examined on the problems of designing selling schemes in different scales. It outperforms the Genetic Algorithm (GA) in terms of both the speed of convergence and the optimized capacity as measured using improvement multipliers.

Advance selling of fresh produce e‐tailer with uncertain demand and risk‐averse consumers

AbstractAiming to investigate whether a fresh produce e‐tailer should implement the strategy of advance selling considering the behavior of consumers' risk aversion, we build a two‐stage newsvendor decision‐making model and further explore how the advance selling value is affected by factors, such as the freshness‐keeping cost and the effect of demand information updating on reducing demand uncertainty. The results indicate that adopting advance selling strategy benefits the e‐tailer or not depends on consumer risk aversion and the effect of demand information updating on reducing demand uncertainty. The increasing effect of demand information updating on reducing demand uncertainty is conducive to improving the value of advance selling, and the freshness‐keeping cost may increase or decrease the value of advance selling. Besides, adopting the strategy of advance selling may benefit both the e‐tailer and the consumers under certain conditions.

E-Marketing Electronic Products Using Cross Selling

Background: CV Permata Hijau Delapan is a shop engaged in Electronic sales that has not implemented a strategy on product sales and marketing, this shop has introduced a sales system through social media, but has not used a recommendation system on the website.Objective: To examine the application of cross selling strategies in the e-market of electronic products owned by CV Permata Hijau Delapan.Methods: The system can recommend products that are widely purchased by consumers of CV Permata Hijau Delapan by applying the cross selling method.Result: The system built accommodates the process of sales transactions and product orders online. Survey through google form to customers. It can be seen that the average percentage of each customer satisfaction is towards the product by 65.1%, towards the price by 74%, towards customer service by 75.6%, and towards the shopping experience by 79.8% overall. It can be seen that the dominant customer satisfaction in the survey is towards the shopping experience of 79.8%.Conclusion: This study shows that the implementation of cross-selling strategies in the e-market of electronic products CV Permata Hijau Delapan is efective in increasing sales.

Advance selling strategy and pricing decisions with online reviews

AbstractMotivated by marketing practices in advance selling, this paper studies the optimal pricing decisions and advance selling strategy with online reviews. The firm may charge a full or partial price in advance selling and then determine whether to continue selling products in the spot market. We characterize the equilibrium pricing decisions, selling scheme, and advance selling strategy in the monopoly market. We find that no matter what kind of advance selling strategy is implemented, the firm should choose the two‐period selling scheme instead of the one‐period one to market the product. Notably, when the two‐period selling scheme is chosen, either the skimming pricing or the penetration pricing may be optimal for the firm. Specifically, when the review valence is significantly lower, the skimming pricing is always favored by the firm; otherwise, the penetration pricing is more profitable. Moreover, the disclosure quality and review valence jointly affect the choice of firm's optimal advance selling strategy. In detail, advance selling with a full‐price strategy is always dominant if the disclosure quality is high; otherwise, the firm's optimal advance selling strategy is determined by the review valence. Meanwhile, we also analyze several extensions to explore meaningful insights and provide decision‐making support for the firm facing a complex marketing environment.

A dynamic pricing strategy for agri-products in an online advance selling system

With the development of electronic commerce and information technologies, many enterprises employ advance selling through online channels. This paper considers a farmer who grows and sells agri-products directly to customers via an online channel. We investigate the optimal selling strategies to maximize his profit. To this end, we first model the dynamic quality of the Agri-products during the entire life cycle. Three periods are taken into consideration: the growing process with increasing product quality, the non-deteriorating process with the constant and maximum product quality, and the deterioration process with decreasing product quality. Customers decide to purchase based on the quality and price of the product. In accordance with the quality dynamics, the optimal joint decision of selling price and time for three periods are investigated: advance selling, regular selling, and clearance selling. We provide managerial insights on whether or not to employ advance or clearance selling, and how to adjust the price and time. The value of different selling strategies is further presented via a numerical analysis.

Review Study About Marketing Strategies Implemented During Covid -19 Pandemic in Both Global and Sri Lankan Context

Marketing strategies play a significant role in achieving an organization’s long-term goals and short-term objectives. In order to access and involve with target audience in a dynamic global environment, marketing strategies should be developed in modern competitive business world. Therefore, this research intends to clear the way to a review study about Marketing strategies implemented during COVID -19 pandemic in both global and Sri Lankan context. In fact, the importance of execution of proper marketing strategies as a driving force to gain competitive advantage during post COVID – 19 period in a dynamic business world primarily encouraged the researcher to conduct this study. As a result, investigation and critical review of previous and recent studies in line with the similar phenomena of research studies were conducted in order to absorb important details and findings. Through the review study, it was possible not only to have an understanding about marketing strategies implemented by different organizations under different industries in both Sri Lankan context and global context to combat COVID -19 pandemic to survive in the business but also it was possible to identify some challenges encountered by different organizations during COVID -19 pandemic. As a summary, it was evident through the derived conclusions of the review study that interaction of consumers with online shopping became frequent due to social distance and less movement with physical visit to shops and super markets during COVID -19 pandemic. Further to above, online shopping becomes a main preference by majority of consumers has created a challenging barrier for retailers to encourage people to visit their retail stores although unique elements of visual merchandising are a powerful marketing tool in attracting consumers in various industries. It can also be concluded through the study that consumers prefer to pay a higher price for luxury items or luxury goods associated with good brand reputation while previous studies also reveal that consumer ethnocentrism causes customers to overestimate locally produced items or goods compared to imported items or goods resulting in the rejection of foreign brands. When implementation of current marketing strategies of organizations under different industries both in Sri Lankan context and global context during post COVID – 19 period is considered, social media marketing strategy should be aligned by focusing on interacting more with customers by paying more attention to the aspects of creative content creation, correct targeting on influencers, localisation of brand based on location and proper data collection about consumer needs. Further visual merchandising strategy need to be integrated with online marketing and social media marketing of the organization by offering digitalized real time client experience on the website of the organization by utilising augmented reality concepts since consumers interact more with online shopping nowadays. When it comes to premium pricing strategy, it is vital for organizations to position the product or service in customers’ mind price as a quality indicator specially for products associated with an excellent brand reputation among customers to convey a message that high price indicates high quality. As per the derived conclusions, when consumer ethnocentrism is taken into consideration as a strategy, application of Indigenous Marketing is very useful to promote the requirement of manufacturing locally and buying locally to supplement ethnocentric ideals of citizens by making sure high-quality products and by reminding customers of the value of supporting domestic enterprises.

DARK PATTERNS AND PEDAGOGY: EXPANDING SCHOLARSHIP AND CURRICULUM ON MANIPULATIVE MARKETING PRACTICES

This conference paper addresses gaps in scholarship and pedagogy surrounding the phenomenon of “dark patterns” in digital marketing and interface design by showcasing three curriculum-building projects. Dark patterns refer to a set of design strategies that co-opt the human-centred values advocated for in the fields of user experience (UX) design and human-computer interaction (HCI) to manipulate users into taking actions contrary to their personal interests. Recent dark patterns research has clustered within the fields of HCI, media studies, and game studies, with a focus on e-commerce and online gambling platforms. The presented projects put this established research into conversation with scholarship from business and marketing, science and technology studies, cognitive neuroscience, and disability studies to both create a more holistic definition of dark patterns and implement this expanded definition into university course curricula. These include $2 , focused on contextualizing dark patterns within historical market segmentation and merchandising strategies; $2 , on broadening the definition of dark patterns to include non-screen interfaces; and $2 , on analyzing how dark patterns have a disproportionate effect on individuals with certain cognitive disabilities. Collectively, these projects aimed to grant a greater historicity and social context to the phenomenon of dark patterns and introduce them as a utilizable pedagogical concept within the disciplines of communications, technology, and design. The findings of these projects are presented through the sharing of pedagogical materials, informal and formal feedback, and planned curriculum revisions.

VISUAL MERCHANDISE'S MARKETING COMMUNICATION AND ITS EFFECT ON CONSUMER PURCHASE BEHAVIOUR IN THE RETAIL SECTOR IN PUNE

VISUAL MERCHANDISE'S MARKETING COMMUNICATION AND ITS EFFECT ON CONSUMER PURCHASE BEHAVIOUR IN THE RETAIL SECTOR IN PUNE

THE ROLE OF TECHNOLOGICAL INNOVATION IN MERCHANDISING

This academic paper aims to explore the role of technological innovation in merchandising and its impact on consumer behaviour and retail performance. The study uses a systematic review and meta-analysis approach to collect and analyse existing research articles, industry reports and case studies related to technological innovation in merchandising. A comprehensive search strategy is used to identify relevant literature sources and rigorous inclusion and exclusion criteria are applied to select high quality studies for analysis. The results of the systematic review and meta-analysis demonstrate the significant impact of technological innovation on various aspects of merchandising. These include improvements in inventory management, supply chain logistics, product presentation and customer engagement. In addition, the integration of technology into merchandising strategies was found to enhance the customer experience, increase sales conversion and improve overall retail performance. The findings of this study have practical implications for retailers and marketers seeking to leverage technological innovation in their merchandising strategies. It highlights the importance of embracing emerging technologies such as augmented reality, virtual reality, mobile applications and smart devices to create immersive and interactive shopping experiences. Retailers can use these technologies to improve product discovery, provide personalised recommendations and streamline the buying process. In addition, the study highlights the need for continuous adaptation and investment in technology to remain competitive in the evolving retail landscape. This research contributes to the existing body of knowledge by systematically synthesising the available evidence on the role of technological innovation in merchandising. It provides valuable insights into the potential benefits and challenges associated with the adoption of new technologies in the retail sector. This study serves as a valuable resource for academics, practitioners and policy makers interested in understanding and harnessing the power of technological innovation in merchandising.

Fish Marketing Strategy in Attracting Consumers from a Sharia Economic Law Perspective

This research is about fish marketing strategies for attracting consumers from a sharia economic law perspective in Sengkang Mini Market, Wajo District. This research is motivated by the strategies of fish sellers who use various methods to gain profits; some of these strategies are not in accordance with sharia economic principles. The objectives of this research are: 1) To determine the market conditions faced by fish sellers at the Sengkang Mini Market. 2) To find out the marketing strategies used by sellers at Sengkang Mini Market. 3) To find out an overview of sharia economic law regarding the marketing strategies carried out by fish sellers at the Sengkang Mini Market. In this research, researchers used qualitative research with normative, sociological, and psychological approaches. Data collection techniques were carried out by means of observation, interviews, and documentation. Data analysis techniques are carried out in three stages: data reduction, data presentation, verification, and conclusions. The results of the research show that the market conditions faced by fish sellers at the Mini Sengkang market experienced a decline in income after the market renovation last year, and fish sellers often did not make a profit in a day. The marketing strategy used by fish sellers at the Sengkang Mini Market to gain profits is by using a marketing mix, namely: product, price, location, and promotion. From the review of sharia economic law, the marketing strategies carried out by fish sellers at the Sengkang Mini Market are partly in accordance with sharia economic principles.

Applying Extended Theory of Planned Behavior to Investigate Consumer Purchase Intention toward Street Food Vendors

This study aims to explore the factors that influence the behaviour of consumers towards Hanoi street food vendors by applying the extended Theory of Planned Behavior (e-TPB) which includes six constructs - attitude, subjective norm, perceived behavioral control, and social media and past behavior and purchase intention. Using a quantitative research approach, data was collected from 181 respondents through an online survey and using the analysis technique is SPSS version 22 and Smart PLS 3.0. The findings indicate that social media, having the highest regression weight, become the most significant predictor of purchase intention, following by subjective norms, perceived behavioral control and attitude. The study also reveals that previous behavior had a favorable impact on attitude, perceived behavioral control, subjective norms, and social media, but not on purchase intention. The study will increase our understanding of the variables influencing consumers’ intentions to purchase street food in Hanoi. Recommendations and implications for marketing-related street food selling strategies are discussed.

THE INFLUENCE OF PERSONAL SELLING ACTIVITIES DECISION TO PURCHASE PUCUK HARUM TEA BEVERAGE PRODUCTS

This research aims to analyze the influence of personal selling activities on consumer purchasing decisions for Teh Pucuk Harum beverage products. The research was carried out using a qualitative approach by collecting data through interviews with consumers and analysis of documents related to sales activities. The research results show that personal selling activities have a significant positive impact on consumer purchasing decisions. Direct interactions between sellers and consumers help increase product awareness, build trust, and influence consumers' decision-making processes. Sellers who have in-depth knowledge about the product and are able to answer consumer questions satisfactorily can increase consumer confidence in Pucuk Harum Tea. Apart from that, personal selling activities also have an important role in overcoming consumer doubts or concerns, thereby smoothing the purchasing process. Consumers who experience positive interactions with sellers tend to be more loyal and have a tendency to buy Teh Pucuk Harum again in the future. However, this research also identified several challenges faced in implementing personal selling activities, including consistency in message delivery and increasing seller competency. The results of this research provide valuable insight for companies in optimizing personal selling strategies to increase sales and build long-term relationships with consumers.

Live streaming selling strategies of online retailers with spillover effects

This paper investigates online retailers’ optimal strategies in a highly competitive market where they distribute products via regular selling or live streaming selling with spillover effects, and examines the impacts of these strategies on consumer surplus (CS) and social welfare (SW). Using analytical models, we first explore whether and when two competing online retailers to adopt the live streaming sales strategy in an online market with spillover effects. Furthermore, the implications of their optimal strategies on CS and SW are analyzed. Lastly, we relax our assumptions to consider some general scenarios: (1) When the two online retailers engage in sequential pricing, and (2) when some consumers are time-constrained. The main findings are as follows: (1) Online retailers should sometimes sell their products via live streaming, even though it is more likely to send a low quality signal to consumers. Although the positive spillover effects of other competitors’ live streams are strong, retailers may prefer their competitors to adopt the regular selling mode. (2) CS and SW would be significantly improved by the introduction of the live streaming mode when live streams can greatly enhance consumers’ quality beliefs and their spillover effects are relatively strong but not too strong. (3) Pricing sequences do not affect the optimal live streaming sales strategy, while the presence of time-constrained consumers makes online retailers less likely to sell through live streaming.

Analysis of Garments Merchandising in Progress Apparels

This executive summary highlights the key findings of the report titled "Analysis of Garment Merchandising at Progress Apparels Bangladesh Ltd." The report delves into the company's merchandising practices, challenges faced, and potential areas for improvement. The analysis reveals that Progress Apparels Bangladesh Ltd has implemented effective merchandising strategies to meet the demands of the garment industry. The company demonstrates a strong focus on quality control, timely delivery, and customer satisfaction. However, certain challenges, such as fluctuating raw material prices and labor issues, pose obstacles to their operations. To address these challenges and enhance their merchandising practices, several recommendations are proposed. These include exploring cost-effective sourcing options for raw materials, adopting advanced technologies for production monitoring and quality control, and diversifying their product range to cater to changing customer preferences. Overall, this report provides insights into the garment merchandising practices at Progress Apparels Bangladesh Ltd. The findings and recommendations aim to support the company in improving their operations, overcoming challenges, and maximizing their competitive advantage in the market.