Traditional Sales Research Articles

Marketing Channels Used by Goose Breeders and Marketing Efficiency

The main purpose of this study was to reveal the marketing channels used by goose breeding farms in Kars province and to determine their marketing efficiencies. The primary data of this study were obtained from questionnaires conducted with 90 goose breeders in the Central, Arpaçay and Susuz districts of Kars province. Overall, goose farms consume a small portion of the geese they raise, while the majority is marketed, and it was found that domestic consumption was higher in small farms. Although it varied according to the farm, it was determined that the geese were marketed as live, fresh or dried. The most produced and marketed product is fresh carcass goose, followed by dried carcass goose and live goose. Among the by-products of goose, giblets are the product with the highest production and marketing amount. When the proportional distribution of live goose sales amounts according to marketing channels was analysed, the highest number of live goose purchasers were foreign traders (38.53%), followed by direct consumers (30.55%) and other producers (24.40%). It was seen that fresh goose meat is sold to two marketing channels: direct consumers and hotels. The most preferred marketing channel for dried goose meat is direct consumers (57.40%). When the frequency of sales to goose buyers by the interviewed farms was analysed, it was seen that direct sales to consumers are quite common. The main criterion taken into consideration by the interviewed goose breeders in goose marketing were determined as price, payment method and reliability of buyers, in order of importance. Under traditional marketing conditions, the marketing efficiency index of goose breeders in fresh goose was calculated as 5.60 on average. It was seen that the highest marketing efficiency index was for large farms. The fact that the marketing efficiency index was greater than 1 in different farm scales showed that goose farms work effectively in marketing. The fact that goose breeders obtain higher prices than traditional sales channels due to the use of direct sales channels in fresh goose marketing is considered as an effective factor in increasing marketing efficiency.

Herbal Cigarette Sales Information System Case Study at Stockis Sin Sriwijaya

There is still space for improvement in the application and usage of technology and information in the sales business, as indicated by the significant percentage of clients who continue to make manual purchases. An example would be the present Sriwijaya Herbal Sin Cigarettes retailer. The Sin Cigarette Herbal Sriwijaya stockist shop employs a traditional sales system where consumers physically visit the shop to make purchases. This research aims to enhance consumer convenience by developing a sales information system for herbal cigarettes, enabling online access to sales. This study employs a descriptive research methodology and a waterfall system development approach. This approach involves sequential steps, including needs analysis, design, code production, testing, and support. Data collection from the users was followed by the design and development stage of the program, employing the PHP programming language for implementation. Subsequently, an evaluation was conducted on the functioning system. The outcome is a sales information system that is anticipated to possess the capability to process data into high-quality information efficiently, seamlessly integrate various components, and serve as a repository for data storage. With the existence of this sales information system for herbal cigarettes, the processing of sales data has been computerized automatically, enabling automated report generation. This study introduces an internet-based sales information system for the Sriwijaya Herbal Cigarette Stockist Shop. It replaces traditional sales procedures, expands market reach, streamlines report generation, provides comprehensive buyer information, and maximizes profitability. The innovation employs the waterfall system development methodology and the PHP programming language to enhance retail operations' effectiveness and efficiency. An inherent constraint of this study is the need for the online-based sales information system to address all challenges the Sriwijaya Herbal Cigarette Stockist Shop faces, including technological infrastructure and user proficiency issues. Reliable internet connectivity is crucial for the system's effectiveness, which may require improvements in certain regions. Additionally, employees and customers may require additional training to use the new systems proficiently, which should be considered in terms of time and resources for this research.

Strategic Implications of Intellectual Property in Shaping Corporate Image and Branding

This paper explores the critical role of intellectual property (IP) in shaping corporate image and branding in the digital age. The main objective of this paper is to examine the evolution of the IP-based marketing model, focusing on how it attracts consumers and brand loyalty. Through an in-depth literature review and theoretical analysis, this study explores the practical application of intellectual property in brand strategy. Using case studies of established brands such as Sanrio and emerging brands such as Chiikawa, this paper demonstrates the impact and challenges of integrating IP into marketing campaigns. The results show that IP can build deep consumer connections and serve as a dynamic brand communication platform. Even in the face of declining traditional sales channels and the need to embrace digital transformation, strategic IP integration can increase brand awareness and enhance consumer loyalty. The report concludes that a prudent and innovative approach to intellectual property is essential for brands seeking to resonate with consumers on a deeper level. A well-designed IP strategy has the potential to significantly expand a brand's market presence and foster a unique consumer experience.

Evaluating the Digital Transformation of Lottery Operation: A Case Study on the E-Lotto Applications Impact on the Philippine Charity Sweepstakes Office in Metro Manila

The introduction of digital platforms has reshaped consumer behavior in various industries, and the lottery sector is no exception. While traditional lottery sales have long been a primary revenue source for PCSO, the advent of E-Lotto provides a new, convenient avenue for lottery. This research aims to evaluate the impact of E-Lotto on the sales performance of the Philippine Charity Sweepstakes Office (PCSO) within the National Capital Region (NCR). Further, this study determines whether E-Lotto serves as a complementary or competing channel for traditional lottery ticket sales and explores the implications of this shift on PCSO’s overall sales strategy. Through a mixed-methods approach, quantitative data on NCR lottery sales were analyzed to identify trends and assess shifts between digital and physical lottery channels. Qualitative interviews with PCSO stakeholders provide additional insights into operational and marketing strategies surrounding E-Lotto implementation. Findings reveal that E-Lotto expanded PCSO’s reach, particularly among younger, urban-based customers who prefer the convenience of online platforms. However, there is evidence that E-Lotto may also cannibalize traditional sales, especially in areas with smartphones and internet penetration. This underscores the need for PCSO to balance digital and physical sales channels effectively to maximize revenue. Recommendations include targeted marketing efforts, enhancing the user experience, and integrating cross-promotions between traditional and E-Lotto channels. By addressing these factors, PCSO can leverage the benefits of E-Lotto without undermining its established sales network. This study’s insights contribute to the broader understanding of digital transformation in gaming public institutions and its implications for sustainable revenue growth.

Advancing product service systems - Life cycle assessment: Robust method for sustainability assessment

An increasing number of industries are embracing sustainable business models in response to heightened competition, environmental pressures, and evolving customer expectations. One prominent business model involves integrating Product-Service Systems (PSS). Despite the potential for PSS to be regarded as a sustainable business model, there is a notable limitation of robust assessments to measure its performance. Conventional Life Cycle Assessment (LCA), the predominant method used for evaluation, inadequately captures the dynamic complexities inherent in PSS systems. This study proposes a dynamic PSS-LCA advancement by integrating system dynamics to assess environmental and economic performance over time. Complexity Through establishing robust functional units and simulating system behaviors, this framework addresses the limitations of traditional LCA methodologies. The framework was applied to a DSLR camera service case study, which shows that although PSS can reduce emissions compared to the traditional sales model, its success depends on managing user behavior and service quality. This study underscores the importance of dynamic assessment tools to accurately evaluate the sustainability of PSS implementation.

Research on Rural e-commerce Development under the Background of Rural Revitalization — Take Daji Town of Cao County as an Example

Rural revitalization has always been an important proposition of The Times. In the context of rural revitalization, the traditional sales methods have also taken a new turn, and the shopping form of "Internet + sales" is gradually accepted by the public. Rural society has also been exposed to the Internet, and has quietly changed the new sales mode. Some rural areas have combined local resources with the Internet, expanded product sales channels, and increased economic income through e-commerce. Thanks to the development of e-commerce, many poor villages have gradually been lifted out of poverty and embarked on the road of prosperity. Now it has become a wealthy Taobao town. Daji Town, Caoxian County, Heze City, Shandong Province, is such a typical village for Internet sales. Through the analysis of rural e-commerce in Daji town, this paper puts forward relevant suggestions for the existing problems of rural e-commerce in Daji town.

Blending traditional sales techniques with livestream commerce: strategies for personal selling and streamer engagement

Blending traditional sales techniques with livestream commerce: strategies for personal selling and streamer engagement

Analysis of the Influencing Factors of Netroots Carrying Goods

Live streaming sales by web celebrities is a hot topic that is receiving increasing attention in todays society. Some scholars believe that it is mainly developed by the combination of web celebrity economy and e-commerce live streaming. Based on the literatures search and the concepts summary, this article mainly focuses on the factors which affecting the live streaming sales by web celebrities. Nowadays, with the popularity of e-commerce live streaming, a lot of enterprises are hard to survive in the cruel market just rely on traditional sales methods, they began to explore a new way to sell goods by e-commerce live streaming. On the other side, live streaming sales with web celebrities received very significant results, as a result, nowadays more and more enterprises choose to cooperate with web celebrities. Factors affecting live streaming sales by web celebrities have multiple dimensions, such as personal qualities of web celebrities, business cooperation strategies etc. The author hope that the conclusion of this article can provide some ideas to the entrepreneurs who choose to sell goods by live streaming.

Market Evolution and Consumer Trends in Poland's Confectionery Industry

The Polish confectionery market is considered to be one of the most developed and dynamic markets in the world. But in recent years, the Polish food industry has faced a sharp increase in production and marketing costs, disruptions in the supply chains of raw materials, consumables and packaging, as well as the loss of traditional sales markets due to the war in Ukraine. The study of the peculiarities of the Polish confectionery market made it possible to assess the main indicators of the Polish market of confectionery goods of all categories, as well as its volume and trends. The article analyzes the situation on the Polish confectionery market, including production, export, import, consumption, geographic location of the market, levels of competition and development of the market's production and transport infrastructure. It was concluded that during 2022 there was a 12% increase in the volume of production of confectionery goods of all categories. At the same time the manufacture of Polish flour confectionery products increased by 19.3%. The growth rates of production of cocoa–rich and sugar sweets were 3.8% and 6.8%, respectively. About 50–70% of manufactured products are exported by Polish manufacturers. It is necessary to mention that during 2022 a record number of products were exported from Poland, exceeding the similar figures of the previous year by 13.8%. Meanwhile, despite the presence of developed domestic production of confectionery goods in Poland, the volume of imported supplies traditionally remains high and increased by 7.8% in 2022. At the same time, the level of competition in the Polish domestic market for flour, cocoa–rich/chocolate and sugar confectionery products is estimated as high. The level of the market's production and transport infrastructure is rated as developed.

СУЧАСНІ ПРОБЛЕМИ ВИКОРИСТАННЯ КОНОПЛЯНОЇ СИРОВИНИ В ЛЕГКІЙ ПРОМИСЛОВОСТІ ТА МОЖЛИВОСТІ ЇХ ВИРІШЕННЯ

В роботі наведено результати статистичних даних посівних площ технічних конопель за 2020-2023 рр. Проаналізовано сучасний стан коноплепереробної промисловості України, визначено основні недоліки та переваги. За даними цього аналізу було побудовано матрицю SWOT-аналізу даної галузі України. Статистично проаналізовано імпортозалежність галузі легкої промисловості від бавовняної сировини. Визначено основні фізико-механічні властивості конопляного котоніну та порівняно їх з властивостями бавовняного волокна. Запропоновано використання конопляного котоніну в текстильній промисловості. This article analyzes the current state of the hemp processing industry in Ukraine, identifies the main shortcomings and advantages. The main points that affect the reduction of cultivation, processing and production of hemp fiber products are: this is the national economic crisis, price disparity, the breakdown of economic, production and technological links between individual links of the complex, large energy and labor costs for growing hemp, deficit financial resources for the introduction of the latest technologies and the modernization of processing facilities, the loss of traditional sales markets, insufficient conditions for attracting investments, a low level of management at enterprises, insufficient qualifications of personnel, low productivity and difficult working conditions, all this and much more restrained and currently restrains the development of this industry. In order to overcome these shortcomings, the main stimulators for the further development of this industry were identified: the presence of hemp processing enterprises and the construction of new ones, the availability of a material base, even if it is outdated, and the production of new technical equipment, the implementation of Draft Law No. 7457 of 12.21.2023, the creation of registers of those who wish to grow hemp, expansion of opportunities for Ukrainian breeders, introduction of grant programs and support of European donors and investors, and the main thing is the high quality of hemp fiber. According to the data of this analysis, a matrix of SWOT analysis of this branch of Ukraine was built. A visual representation of the territories on which technical hemp was sown until 2022 and diagrams of areas sown under technical hemp as of 2020-2023 are provided. Also, the import dependence of the light industry industry on cotton raw materials was analyzed. Based on statistical data, cotton was imported for January-December 2023 in the amount of 122504.60426 thousand US dollars, cotton sewing threads - in the amount of 330.42989 thousand US dollars, cotton yarn - in the amount of 17190.18337 thousand US dollars, fabrics - for 46039.16419 thousand US dollars. In order to provide textile and garment enterprises with affordable, high-quality, ecological domestic raw materials, a comparative analysis of the properties of cotton fiber and hemp cotton was conducted. It was determined that hemp cotonin is significantly different from cotton fiber in terms of its linear density, which makes it impossible to obtain yarn from this type of fiber using the carded spinning system, so it is recommended in this case to use the methodology of deeper cottonization, which will reduce the tone of hemp fibers. Also, a positive indicator of hemp cotton was its strength, which will positively affect the wear resistance and dimensional stability of future textile products. The use of hemp cotton with these qualitative characteristics in light industry can contribute to solving the problems of the crisis state of the domestic economy and providing the raw material base of textile enterprises for obtaining a wide range of textile goods.

Sales mode selection considering the consumer reference quality effect

AbstractThis work investigates a two‐tier supply chain in which a supplier adjusts product quality and prices and distributes the products through a retailer or directly to consumers with the reference quality (RQ) effect. The supplier can choose from three, that is, traditional sales (TS), dual‐channel (DC), and online‐to‐offline (O2O), sales modes. In the O2O sales mode, the retailer is allowed to open an online channel. The market demands are determined by the consumer utility consisting of two parts, a part depending on the consumer RQ effect and the other depending on the retail price and product quality. The profit maximization, that is, the Stackelberg game, models involving the consumer RQ effect are developed using prospect theory, wherein the supplier has the first mover advantage. The analytical optimal solutions are obtained through backward induction. The optimal quality and pricing decisions and the optimal profits of the supply chain members are compared among the three sales modes. A practical application is analyzed to verify the theoretical results of the proposed models. The results show that the consumer RQ effect benefits the two supply chain members under certain conditions. The optimal quality and pricing decisions are significantly affected by the consumer RQ effect except those of the supplier under the O2O sales mode. When consumers have the RQ effect, the DC sales mode is the best choice for the supplier, is a win–win mode for the two supply chain members under certain conditions, and benefits the consumers the most among the three sales modes.

AI Companion: Revolutionizing Sales and Services During Product Advisor and Consumer Interaction

In today's fast-paced consumer electronics industry, staying ahead of the competition and satisfying customers are top priorities. This research investigates the use of AI-powered tools, particularly conversational AI and chatbots, to improve customer interaction and boost sales in electronic retail. As digital platforms become more dominant over traditional sales channels, these AI tools offer significant benefits by delivering personalized, efficient, and timely customer service. The analysis examines various AI technologies, including Large Language Models (LLMs) and retrieval- augmented generation, which enhance consumer interaction. The study also explores the practical implications and challenges of implementing these technologies, with a focus on how they can streamline operations, improve customer experiences, and drive sales. Different models like DialoGPT, Flan-T5, and Mistral 7B are evaluated for their effectiveness in real- time consumer interactions, highlighting the importance of continuous adaptation and learning within AI systems to meet consumer demands and keep up with technological advancements.

Price and durability decisions on successive generations of electronic durable goods under incremental innovation

ABSTRACT This research explores the decision-making processes of manufacturers regarding pricing and durability of electronic durable products across successive generations. By constructing a two-stage model, we derived the optimal pricing strategy and production strategy for manufacturers. Specifically, we considered the impact of price reductions on older products and pre-launch activities for new products on consumer behavior, especially that of strategic consumers. An interesting finding is that traditional sales strategies of discounting older products do not increase revenue, but rather harm overall profits. Our results provide guidance for manufacturers of electronic durable goods in formulating strategies for product upgrades and new product sales strategies.

Factors Influencing Physicians in the Adoption of E-Detailing in the in-Vitro Diagnostic Industry

The pandemic has hastened the need for in-vitro diagnostic (IVD) companies to blend digital and traditional sales strategies. This study explores factors influencing physicians’ adoption of e-detailing in the IVD industry. Dependent variables include physicians’ perceptions and intention to use e-detailing, while independent variables encompass the socio-demographic characteristics of the respondents. Physicians’ perceptions were also explored if they influenced intentions to use e-detailing. The study excluded physicians outside the National Capital Region and those not involved in patient consultations. With 408 participants, descriptive statistics and Structural Equation Modeling were utilized to identify sociodemographic characteristics influencing physicians’ perceptions, behavioral intentions, and intention to use e-detailing. A thematic analysis was used to identify common themes doctors use to obtain information about IVD tests. Approximately 76% of respondents find e-detailing advantageous, with 70% agreeing on its compatibility and 80% believing it is easy to use. The majority (77%) consider using e-detailing to stay updated on in-vitro diagnostic tests, and 75% intend to use it regularly in the future to obtain such information. However, only 43% express a willingness to switch from face-to-face detailing. More than half of the respondents (52%) prefer to use a combination of face-to-face visits and e-detailing. The study found that the years of medical practice and the medical hierarchy significantly influenced physicians’ perceptions of adopting e-detailing. Physicians who viewed e-detailing as advantageous, compatible with their professional needs, and less complex were more inclined to adopt the digital tool for their practice. However, demographic factors did not significantly affect physicians’ intentions regarding e-detailing. This study recommends creating high-quality e-detailing materials for Filipino physicians, ensuring accessibility, personalizing content, incorporating multimedia, promoting two-way communication, regularly updating, offering expert interaction, and continuously collecting physician feedback.

Research on the Social Media and Online Sales

The role of social media in marketing and e-commerce has grown exponentially as the Internet has had a transformative influence on consumer behavior. And, the trend of online shopping is gradually becoming the dominant way of consumption and surpassing the traditional sales model, particularly in the context of the significant impact of the COVID-19 pandemic. The article highlights key findings related to the efficient use of social media as a marketing channel, customer engagement strategies, selection of social media platforms, and maximizing return on investment through the literature review and theoretical analysis. This research also illustrates the practical implications of these trends with a case study of Amazon's online versus traditional brick-and-mortar retailing. In addition, the article underscores the importance of understanding and leveraging the power of social media platforms for businesses looking to thrive in the digital age. It predicts a promising future for social media platform sales with continued growth and evolving opportunities for businesses.

Transformation of sales channels in wholesale trade of small businesses when importing non-food products subject to labeling

The purpose of the article is to develop new solutions for choosing sales channels in the wholesale trade of small businesses when importing non-food products that fall under the national “Honest Trademark” labeling system. The article examines the activities of wholesale companies of small businesses importing goods into the territory of the Russian Federation for the purpose of subsequent sale for professional use. The author analyzed the risks of using traditional sales channels taking into account new requirements for the sale of goods that fall under the national labeling system and tracking of products “Honest Trademark”. In the process of the research, the author proposed the criteria for adjusting the choice of sales channels in the wholesale trade of small businesses when importing nonfood products.

The Impact of Technology on Sales Performance in B2B Companies

This article provides an in-depth exploration of the multifaceted impact of technology on sales performance within B2B companies. It delves into how digital transformation and the integration of advanced technologies such as artificial intelligence, machine learning, and big data analytics have revolutionized traditional sales processes, enhancing efficiency, customer engagement, and ultimately, sales outcomes. The discussion spans several key areas, including the pivotal role of customer relationship management (CRM) systems in improving sales processes, the significance of digital marketing in reaching and engaging with potential customers, and the transformative effects of automation and chatbots in streamlining sales operations and providing superior customer service. The article also touches on the emerging trend of IoT-enabled selling and its potential to offer personalized and proactive sales experiences. Through a series of case studies, the article illustrates successful implementations of technology in B2B sales, showcasing the tangible benefits and improvements in sales performance. However, it also addresses the challenges and barriers to technology adoption, such as resistance to change and integration difficulties, while offering strategies to overcome these obstacles. The future trends section anticipates further advancements in tech-driven sales practices, highlighting the ongoing evolution of the B2B sales landscape driven by technological innovation.

Developing a Sales Dashboard with Power BI – A Case Study in a Pharmaceutical Company

A dashboard is a steering tool for data-driven decision-making and a lever for innovation in the pharmaceutical industry. It makes it possible to integrate relevant performance measurement indicators, chosen according to the objectives to be achieved and according to specific criteria. In this context, our work is inscribed, which aims to develop a dashboard for the sales department of a pharmaceutical company. The choice of this tool is motivated by its importance and the strategic challenge it presents for companies today. The implementation of this dashboard will be broken down into four phases. First, we collect sales department sales and develop the data marts. Then, to generate the data model, we have to import the database into Power BI (Microsoft Power Business Intelligent). We select the adequate KPIs (Key Performance Indicators) to create the interactive sales dashboard. This dashboard allows the decision makers to analyze and visualize data, moving from traditional sales data storage to big data analytics. Based on this visualization tool, the sales manager can propose potential improvements and essential investments and develop the management review to be presented as an annual report. This report is important for managing and monitoring pharmaceutical activities. Existing data are used and visualized to target the goals of decision-makers.

System for Entry and Advancement in E-commerce, Case: Retailers of Clothing and Accessories in the City of Torreón, Coahuila Mex.

The present study addresses the issue of a lack of knowledge to engage in electronic commerce, which has resulted in a series of imbalances in the commercial dynamics of micro and small enterprises. This is because online sales channels are causing a greater displacement of products that offer advantages compared to the traditional sales scheme. Therefore, the design and implementation of a system for entering and advancing in electronic commerce is proposed. All of this is done through surveys applied to managers, directors, and owners of micro and small retail businesses in clothing and accessories in the city of Torreón, Coahuila. Strategies, factors, and conditions for venturing and advancing in e-commerce sales were identified. The corresponding dimensions that directly influence the success or failure of a micro or small retail business in clothing and accessories in online sales were defined. The resulting instrument was validated using the Delphi method with the input of 10 experts, followed by a pilot test applied initially to 33 directors, managers, or owners of micro or small businesses. The Cronbach's Alpha was then calculated for its reliability.

Aplikasi Business Intelligence Pada Sistem Penjualan CV. Muda Jeans

This research explains the application of business intelligence in Point of Sales sales applications in CV. Young Jeans. Muda Jeans is a private company that buys, sells, and manufactures women's jeans. The authors used a descriptive method in this study and conducted observations and interviews with store owners and employees. The sales system currently used by CV. Muda Jeans uses a traditional sales system where the entire sales transaction process is carried out directly through store visits and every transaction is recorded in the general ledger, this results in data recording errors, data duplication and data presentation which can cause problems in data utilization. Data utilization is used in decision making in creating and developing new products. This problem can be overcome with Point of Sales applications that apply business intelligence, allowing applications to analyze current and historical data displayed through data visualization. Data visualization in the form of sales graphs per product to make it easier for owners to see, understand and analyze product movements through sales transactions that occur, which products will later be increased production, which products are decided to be reduced or not produced at all.