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1
van Damme, Dick A., and Marinus J. Ploos van Amstel. "Outsourcing Logistics Management Activities." International Journal of Logistics Management 7, no. 2 (1996): 85–94. http://dx.doi.org/10.1108/09574099610805548.
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In most developed economies the costs of logistics management are steadily growing and account for an increasing proportion of the gross national product. Logistics costs have become an important part of the added value of products and logistics management is increasingly regarded as an important weapon in the international competitive struggle, in particular by large market‐oriented companies. The emphasis in marketing strategies is shifting from product and price to promotion and place. Rapidly changing customer demands have an increasing effect on company policies. Reduction of product life cycles and assortment expansion will lead to faster development and delivery of new products and to smaller‐sized and more frequently placed delivery orders. Advancing technology will cause production to require more focus. Customers are becoming more demanding and manufacturers have to react faster to changing demand on the part of both private consumers and industrial customers. This requires enormous flexibility, which will be increasingly aimed at conquering and securing sales potential in the liberalized European market. Successful companies will focus on core activities. Activities other than core activities, but serving them, will have to be outsourced.
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Derykolenko, Anna O. "Internet Platform as a Basis for Effective Promotion of Industrial Enterprises." Mechanism of an Economic Regulation, no. 1 (2020): 116–23. http://dx.doi.org/10.21272/mer.2020.87.10.
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The article clarifies the definition of an Internet platform. The main markets are identified where the use of Internet platforms would be most appropriate. The existing definition of Internet platforms is analyzed and the author’s vision is proposed, which is based on the research. The main characteristics of the Internet platform for the promotion of industrial goods are highlighted. It is noted that in the modern world of digital technologies, Internet platforms have wide opportunities and prospects for application by domestic industrial enterprises. The main purpose of the existence of Internet platforms is to help enterprises whose goal is to enter global markets. Due to the high technical level, their implementation can significantly increase the speed of logistics operations, increase the efficiency of activities (communication, logistics, innovation, investment, etc.), improve its quality (thanks to customization), realize unique after-sales service opportunities for various markets, various target consumer groups, etc. The use of Internet platforms by industrial enterprises is, on the one hand, aimed at establishing mutually beneficial relations with stakeholders, and on the other, at coordinating the company's internal business processes with external capabilities and threats. The author formulated the main features of the creation and use of Internet platforms for the promotion of industrial products, identified the business processes of an industrial enterprise when using an Internet platform. Separately, a structural diagram of the business processes of an industrial enterprise using the Internet platform is proposed. Keywords: Internet platform, business processes, tools, industrial enterprises.
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Сохацька, Олена М. "ЛОГІСТИЧНА ДІЯЛЬНІСТЬ ПІДПРИЄМСТВА В УМОВАХ ГЛОБАЛІЗАЦІЇ". Bulletin of the Kyiv National University of Technologies and Design. Series: Economic sciences 145, № 2 (2020): 76–84. http://dx.doi.org/10.30857/2413-0117.2020.2.6.
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The paper provides insights into logistics specifics and its key elements at a modern enterprise in the context of globalization along with discussing the interrelation of modern marketing tools and possibilities of its implementation within enterprise logistics activities. It is argued that consumer logistics is the most critical element in the enterprise logistics system. In contemporary market environment, consumer demands in the industrial market are not limited to meeting the manufacturers’ needs for raw materials and high quality materials and products but also involve efforts to ensure timely delivery as well as the access to flexible pricing plans for logistics services at a minimum total cost. It is emphasized that responding to the above requirements and meeting the consumer expectations challenge the design and implementation of relevant marketing activities and policies. The modern marketing and logistics concept seeks to address the following objectives: developing and planning product assortment; information flows management; product turnover and sales management; advertising and sales promotion, etc. The findings demonstrate that the company effective e-marketing management strategy in the logistics frameworks will boost its long-term competitiveness compared to other companies operating in the market. It is argued that a competitive e-sales management strategy should be based on a thorough analysis of the company's current competitive position in order to improve it. In this context, the company's competitive position is determined by its competitive advantages in the Internet and this market attractiveness to manufacturing and business activities of the enterprise. The best practice from the countries with developed economies shows that in modern realia the company succeeds if it focuses on the customer, provides high quality products and services, and promotes up-to-date management methods. Effective communication with a customer is a crucial and integral part of the company tender procurement process, being a starting and a final stage of product output. By the results of the study it is concluded that meeting the customer expectations is a key goal for modern enterprises.
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Liu, Caixia, and Jinhwan Hong. "Strategies and service innovations of haitao business in the Chinese market." Asia Pacific Journal of Innovation and Entrepreneurship 10, no. 1 (2016): 101–21. http://dx.doi.org/10.1108/apjie-12-2016-012.
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Purpose Chinese consumers’ cross-border internet shopping, so called “haitao” is an emerging popular trend in China. Haitao can be understood as service innovation process because it creates new market spaces and provides differentiated values for Chinese customers. Design/methodology/approach This study aims to explore the service innovation strategies and success factors of haitao business in the Chinese market. The authors selected two successful haitao sites of Amazon.cn and Gmarket.co.kr, as representatives of a global player and a niche player, and conducted a comparative case study to analyze their service innovation strategies and key success factors. Findings This comparative case analysis based on value chain framework revealed some common success factors such as trust, advanced system and alliances as well as their service innovation efforts. Amazon has advantages such as efficient logistics system and global sourcing, whereas Gmarket has advantages such as product category, sales promotions, and payment system. Originality/value This study provides some implications for managers with localization, alliances and platform strategies.
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Zamrudi, Zakky, and Teguh Wicaksono. "Promoting the Use of Social Commerce on SME in the Context of Logistics: UTAUT Model Examination." LOGI – Scientific Journal on Transport and Logistics 9, no. 2 (2018): 73–82. http://dx.doi.org/10.2478/logi-2018-0020.
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Abstract Small and Medium Enterprises (SME‟s) was proven to increase the country economic condition due to its capability to retain the product and capital flow stay inside. SME‟s tend to be more creative than the large and traditional enterprises, though the profitability may vary across segment. The rise of technology has brought the customer to be more educated related to product due the ease of information dissemination. Web 2.0 was the basic of today’s social media communication in the context of logistics, enabling the society to directly interconnected one to another. Based on this reason, this study proposed an alternative to understand the SME’s owner in adopting the use of social media for business and logistics purposes including marketing, sales, product announcement, etc. This study involved 53 respondent around south east Kalimantan. The data was analyzed by using GSCA analysis due to its ability to explore the effect amongst variable while ensuring the consistencies. The results present that all exogenous variables show a positive and significant effect, though the only variable showing non-significant effect is the performance expectancies. The greatest effect is shown by the social factor on attitude towards the social commerce.
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Радіонова, Наталія Йосипівна. "АНАЛІЗ ПРОБЛЕМ УПРАВЛІННЯ ВИТРАТАМИ НА ВІТЧИЗНЯНИХ ШВЕЙНИХ ПІДПРИЄМСТВАХ ТА ШЛЯХИ ЇХ ПОДОЛАННЯ". Bulletin of the Kyiv National University of Technologies and Design. Series: Economic sciences 123, № 3 (2019): 37–46. http://dx.doi.org/10.30857/2413-0117.2018.3.3.
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The paper offers a system approach to cost analysis in garment manufacturing. The content of cost analysis and its major elements have been disclosed: the purpose, objectives, object, subject, principles, information and methodological support, unit of measurement and results. The major problems that affect the expenditure level in domestic garment manufacturing have been revealed. It is evidenced that factors of both internal and external environment negatively affect cost management, thus triggering the problems at the three levels: the macrolevel (the Ukrainian industry), the mesolevel (sector of textiles, apparel, leather, leather goods and products from other materials) and the microlevel (garment manufacturer). The key macrolevel problems account for inflation, tax burden, imperfection of legislation, tariffs on public utilities and energy, political challenges, low solvency of the population. At the mesolevel, the major challenges are: the low level of cooperation between domestic enterprises and supporting industries, high import dependency and the high price of imported raw materials, equipment and technologies, small share of medium-sized enterprises or small business associations, intense competition, lack of active government support. Among the main problems at the microlevel are moral and physical depreciation of equipment with depleted resources, low-skilled young employees and high staff turnover, low competitiveness and high production costs, high toll rates, underdeveloped logistics infrastructure which hampers the finished product sales, insufficient product intellectual property rights protection, inadequate national brand promotion policies. The research findings provide an assessment on how the above challenges affect business costs. The problems have been classified depending on the extent of their regulatory management capacity. A matrix has been constructed that allows problems differentiation and their priority setting. This matrix application will contribute to enhance the decision-making and cost management efficiency in garment manufacturing.
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Pavlishyna, Nina, and Liudmyla Kot. "THE PRECONDITIONS FOR THE EMERGENCE AND DRIVERS OF MARKETPLACES DEVELOPMENT IN E-COMMERCE." Baltic Journal of Economic Studies 6, no. 5 (2020): 137–47. http://dx.doi.org/10.30525/2256-0742/2020-6-5-137-147.
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The virtual environment is getting closer to the person. From an information field designed for information exchange, it is transformed into a full-fledged business environment. A significant number of business processes today are conducted via the Internet, which necessitates an alternative approach to the organization of key aspects of management. The rapid development of technology leads to the emergence of novel forms of interaction between contractors, increases their range, involves not only manufacturers and buyers but also other companies, including logistics, banking, brokerage, into the processes, which leads to increased overall business activity. Intensification of business interaction leads to the emergence of new business models. In particular, the current stage is characterized by the transition from online stores to marketplaces, which are full-fledged trading platforms where there is supply and demand. The article examines the prerequisites for the emergence of marketplaces as one of the tools of digital marketing and provides a brief description of them. Thus, the analysis of the level of Internet penetration in the world and in Ukraine confirmed the course of digitalization of society. The study of analytical reports made it possible to confirm the rapid spread of access to the network and the involvement in the virtual environment of an increasing number of users in different age groups and from different regions. Such penetration allows to take into account globalization, eliminate barriers to access, and ensure greater involvement of counter-parties in market processes taking place in the network. The analysis of e-commerce indicators has confirmed the assumption that the intensity of use of e-commerce services correlates with the level of the Internet penetration. Joint analysis of the level of the Internet penetration and e-commerce data has revealed the key characteristics of the modern user of the network as a buyer. In particular, to outline his or her behavioral and consumer preferences, note the attitude to advertising, the desired level of service and the need to ensure data confidentiality. Drawing up a portrait of the consumer allows to understand his or her network activity and take it into account in the formation of communication, sales organization and product promotion. Tracking consumer activity also permits making a modeling impact on it, pushing the buyer to certain actions from information to purchase. Assessment of the current situation in Ukraine allows to predict a corresponding increase in activity in the field of electronic sales. The various business models used in e-commerce are considered, and their functionality is depicted. The key factors that led to the emergence of marketplaces are highlighted and the impact of each of them is considered separately. The classification of marketplaces according to different classification features is given and the advantages of use are outlined. The tendency to emergence of new formats of marketplaces and expansion of their functionality is revealed, which significantly increases the possibilities of users from the position of organization of work and ensuring circulation of information flows. The main drivers of formation of marketplaces in the world and Ukraine are singled out. The vector of their development is traced.
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Nefyodov, V., and O. Kalinichenko. "CURRENT STATUS AND CURRENT PROBLEMS OF THE CONSUMER GOODS DELIVERY BY AUTOMOBILE TRANSPORT IN CITIES." Municipal economy of cities 3, no. 156 (2020): 17–21. http://dx.doi.org/10.33042/2522-1809-2020-3-156-17-21.
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In a market economy, it becomes relevant to improve the organization management. The aim of solving this problem is to reduce the cost of production in order to increase its sales and increase competitiveness in the consumer goods market. The current state of retail trade in Ukraine in terms of the enterprises development their shares in the total volume of trade, the use of business organization advanced principles, experts assess as rapidly developing. Even modern crisis phenomena in the economy are not of the nature that can change the trends in the qualitative transformations of retail trade. The article analyzes the consumer goods market in Ukraine, which is developing most dynamically. It was found that the consumer goods market capacity has more than tripled recently and has a steady tendency towards further growth. At the same time, in addition to quantitative changes, this market is undergoing qualitative changes, which consist in changing the ratio between food and non-food products, as well as in changing the share of trade enterprises commodity circulation. Existing approaches to organizing the supply chain, based on the idea of turnover as a continuous flow of materials, cannot provide the necessary efficiency of the supply chain due to the fact that they do not take into account very influential factors, such as the relatively long time between adjacent deliveries, the likelihood of a return on the products share and forwarding batch supplies. Therefore, the most appropriate is the presentation by the material flow of consumer goods as a partially ordered movement of goods individual discrete components, which are significantly influenced by both internal (rationalization of marketing and logistics assets in the promotion of material flows, rationalization of inventory management systems, the need for redistribution of stocks between parts of the supply chain), and external (competitive environment, social and geopolitical factors, level of service) factors. Keywords: consumer goods, delivery, automobile transport.
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Mao, Haijun, and Long Chen. "E-Commerce Enterprise Supply Chain Cost Control under the Background of Big Data." Complexity 2021 (February 16, 2021): 1–11. http://dx.doi.org/10.1155/2021/6653213.
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Since the twentieth century, it has been an era of rapid development of information technology; the scale of data is almost the growth rate of the blowout type; no matter what it is, a large number of enterprises or departments are increasing a large number of cost data. However, the current cost management model still remains in the traditional management method and lacks a smarter big data analysis method. In addition, there is a lot of research on big data applications, and there are few e-commerce supply chains. Therefore, the research purpose of this study is to use big data technology to explore a series of practical operation methods for supply chain Cultural Communication Enterprises and summarize the operation mode of building SCC control by using big data technology. In terms of research methods, this study combined bibliographic review and empirical analysis, explored cost-based mobile e-commerce (EU) cost control related to big data information, used smart and digital analysis methods to thoroughly analyze CCE business issues from internal and external supply chains, established an e-commerce business supply chain cost control model based on big data technology and elaborated cost control procedures and measures. Finally, it summarized the research results and drew conclusions to provide a theoretical basis for promoting enterprises products products to reduce supply chain costs. The research in this study has achieved a breakthrough in the cost management and control of EE; it provides empirical guidance and theoretical reference for EE to adopt big data technology for cost command of supply chain (CCSC), could help EE to reduce cost of supply chain management to gain higher profit margins, and promote e-commerce industry as a whole to the next level eventually. This study concluded that the use of big data technology for cost command can solve a series of problems effectively, such as the lack of systematic analysis of cost, the lack of contractual partners, the serious waste of sales links, and the policy errors of logistics links, and continuously improve the enterprise management level and the decline of comprehensive cost. The application mode of supply chain CCE enterprises using big data technology constructed in this study has universal applicability.
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Mukherjee, Jaydeep. "Sales Promotion Planning @ TML." Vision: The Journal of Business Perspective 24, no. 2 (2020): 228–32. http://dx.doi.org/10.1177/0972262920927529.
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Kashani, Kamran, and John A. Quelch. "Can sales promotion go global?" Business Horizons 33, no. 3 (1990): 37–43. http://dx.doi.org/10.1016/0007-6813(90)90039-e.
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Adefulu, Adesoga, and Louise Van Scheers. "Re-examination of sales promotion effectiveness: A descriptive approach." Corporate Ownership and Control 12, no. 4 (2015): 337–43. http://dx.doi.org/10.22495/cocv12i4c3p1.
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The research focuses on sales promotion effectiveness in Coca- Cola and 7UP Soft Drink Companies in Lagos, Nigeria. The study is important because of the observable huge budget on sales promotion in the industry. The study adopted survey research design using structured questionnaire. The mean and percentage value of the respondents were used to analyze data. Findings showed sales promotion enhanced sales growth, differentiates products from competitors and advertising efficiency decline did not increase sales promotion useage. The study concluded that sales promotion is a veritable tool to achieve marketing promotion objectives.The study contributed to the wholesomeness of sales promotion theory with right track assurance to marketing practitioners.To have competitive edge, managers by implication must appreciate sales promotion potency.
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Sinha, Somesh Kumar, and Priyanka Verma. "Impact of Sales Promotion’s Benefits on Brand Equity: An Empirical Investigation." Global Business Review 19, no. 6 (2018): 1663–80. http://dx.doi.org/10.1177/0972150918794977.
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Sales promotion is known for providing additional benefits to the consumers and these benefits may have an impact on the development of consumer-based brand equity. Although previous studies have reported a positive influence of sales promotion on brand equity, but the impact of sales promotion’s benefits (i.e., hedonic and utilitarian benefits) on brand equity is less understood. This study examined the possible influence of sales promotion’s hedonic and utilitarian benefits on four components of brand equity (i.e., brand awareness, brand association, perceived quality and brand loyalty). A model is proposed to show the relations between sales promotion’s benefits and component of brand equity. This study includes a sample of 265 consumers of fast-moving consumer goods from Madhya Pradesh state in India. A covariance based structure equation modelling technique was used for data analysis and interpretation. Research findings revealed that the utilitarian benefit of sales promotion has maximum impact on brand loyalty, while the hedonic benefit of sales promotion has maximum impact on brand association. It provides a way of utilizing the benefits of sales promotion to create and support brand equity. Hedonic benefits of sales promotion can be utilized to make consumers associated with the brand, while utilitarian benefits of sales promotion can be utilized to enhance a repeat purchase of the brand.
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Ndidi, Henry, and Zaidu Etebo. "The Effect of Promotion Costs in Increasing Sales in GN Electric Appliance Business." Journal Dimensie Management and Public Sector 2, no. 1 (2021): 15–22. http://dx.doi.org/10.48173/jdmps.v2i1.65.
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This study aims to see the effect of promotion costs in increasing sales of GN electric appliance business. Case study research methods and data collection. The company as the object of research, namely the company is engaged in the sale of electric tools at the GN Electric Appliance Business. The result of this calculation means that the cost of promotion has an influence on the increase or decrease in sales of the number of equipment. The regression coefficient is positive, that if the cost of promotion has increased, then sales of power tools will also increase. The calculation of the correlation analysis shows the number r = 0.99 close to positive 1, which means that the relationship between promotion costs and sales of electrical equipment shows a strong and unidirectional relationship, if promotional costs have increased then sales of electrical equipment will also increase.
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Spais, George S. "An Integrated Bargaining Solution Analysis For Vertical Cooperative Sales Promotion Campaigns Based On The Win-Win-Win Papakonstantinidis Model." Journal of Applied Business Research (JABR) 28, no. 3 (2012): 359. http://dx.doi.org/10.19030/jabr.v28i3.6955.
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Authors intention was to examine the possibility to investigate win-win-win papakonstantinidis model in order to develop an integrated bargaining solution analysis for vertical cooperative sales promotion campaigns. Based on previous theoretical extensions (Spais and Papakonstantinidis, 2011; Spais, Papakonstantinidis and Papakonstantinidis, 2009), this study presented an integrated bargaining solution analysis for cases of optimal allocation of a promotion budget in a cooperative sales promotion campaign in vertical marketing channels. This integrated bargaining solution analysis included: a) three (3) adjusted utility functions, considering the parameters of sales response budgeting method, the break-even sales analysis and the marketing channel members trade promotion goals; b) the referee solution, the optimal solution for the three players and the constraints; c) the definition of the third win in terms of a continuous sensitization process and perfect information; and d) the presentation of the potential outputs from a bargaining process regarding to the sharing of the cooperative sales promotion cost among A, B and C parties/players for different sales promotion offerings. Encouragingly, the review of the modern literature and the four (4) critical case studies of cooperative marketing programs confirmed the need for a win-win-win approach in cooperative sales promotion planning in vertical marketing channels.
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Renwarin, Joseph M. J. "The Evaluation Of Sales Promotion In Jakarta Retail Business." Jurnal Manajemen 23, no. 2 (2019): 191. http://dx.doi.org/10.24912/jm.v23i2.471.
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The occurrence of the gap phenomenon between Indonesia's economic growth and population has increased but the retail market has declined. Therefore, the purpose of research is to find out how much the relationship between sales promotions and customer satisfaction in Matahari stores. The research method uses a quantitative approach with accidental sampling method through the distribution of questionnaires to 100 retail customers. The result of this research is the relationship between sales promotion and increasing customer satisfaction. The management should focus on midnight sale and member membership because it has a significant impact on customer satisfaction. The voucher discount variable and buy two get one free have not significant on customer satisfaction. In the next future, the research focuses on the increase of online shore sales promotion.
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Krnáčová, Paulína, and Martin Závodský. "Consumer-Oriented Sales Promotion of Organic Food in Slovakia and the Czech Republic." Studia Commercialia Bratislavensia 11, no. 40 (2018): 194–207. http://dx.doi.org/10.2478/stcb-2018-0014.
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Abstract Based on the evaluation of partial research results the aim of the presented paper is to find out current state of using consumer-oriented sales promotion tools at the organic food market in Slovakia and the Czech Republic and to suggest recommendations for improvement. We conducted primary quantitative research by inquiry method via standardized online questionnaire. The research results reveal that the most used consumeroriented sales promotion tools are information materials, merchandising and multipacks. Business entities focus on the non-monetary sales promotion. The results point to insufficient implementation of sales promotion tools at the organic food market and probably low interest of business entities to them.
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Varadarajan, P. “Rajan.” "Horizontal Cooperative Sales Promotion: A Framework for Classification and Additional Perspectives." Journal of Marketing 50, no. 2 (1986): 61–73. http://dx.doi.org/10.1177/002224298605000205.
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This article focuses on horizontal cooperative sales promotion, an area that has remained largely unexplored. First, a framework for its classification is proposed. Next, a number of issues pertaining to joint sales promotion, one of the most extensively used forms of horizontal cooperative sales promotion, are explored. The article concludes with a brief discussion on directions for future research.
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Kimball, Robert. "An Exploratory Report of Sales Promotion Management." Journal of Consumer Marketing 6, no. 3 (1989): 65–75. http://dx.doi.org/10.1108/eum0000000002556.
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E. Schultz, Don, and Martin P. Block. "Sales promotion influencing consumer brand preferences/purchases." Journal of Consumer Marketing 31, no. 3 (2014): 212–17. http://dx.doi.org/10.1108/jcm-01-2014-0822.
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Purpose – This paper aims to investigate whether or not ongoing sales promotion contributed to the declines in “no brand preference” (NBP). Part of an ongoing series investigating the growth of US consumer’s responses of NBP for more than 1,500 frequently purchased consumer product brands. Data were drawn from responses to a very large (1.1 million) online longitudinal consumer questionnaire during 2002-2012. Design/methodology/approach – Additional research, combining this data set with two other major US longitudinal studies, confirmed results. This study focused on determining reasons for NBP increase. Initial data set included use of and influence of 23 in-store promotional tools. These were investigated to determine impact and effect. Findings – Four leading sales promotional tools, based on consumer influence, were coupons, home samples, in-store samples and retail shopper cards. Shopper cards had most influence on purchase of secondary, not primary brands in categories. Shopper cards are a clearly underused promotional tool in building brand preference and sales. Research limitations/implications – Limited to US consumer products only. No attempt made to connect media advertising and in-store media impact or effect. Practical implications – Future investigation should focus on other geographies, synergy between media advertising and promotional techniques. Also, the study is all aggregated data; individual brand investigations should be made. Shopper cards appear to be a major opportunity for secondary brands. More focus on cooperative activities between brands and retailers would benefit both. Originality/value – Paucity of longitudinal customer-view research on shopper cards identifies both manufacturer and retailer opportunities, particularly secondary brands.
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Varadarajan, P. Rajan. "Joint sales promotion: An emerging marketing tool." Business Horizons 28, no. 5 (1985): 43–49. http://dx.doi.org/10.1016/0007-6813(85)90067-9.
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Leuschner, Rudolf, and Douglas M. Lambert. "Establishing Logistics Service Strategies That Increase Sales." Journal of Business Logistics 37, no. 3 (2016): 247–70. http://dx.doi.org/10.1111/jbl.12133.
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Ivanova, Iryna, Tatiana Tatiana, Alona Rudenko, and Tamila Zalozna. "Black Friday Tool for Sales Promotion." Marketing and Digital Technologies 4, no. 4 (2020): 52–61. http://dx.doi.org/10.15276/mdt.4.4.2020.3.
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The article summarizes scientific views and defines the term of sales promotion. Features of promotion and sales promotion in B2C (Business-to-Consumer) markets are revealed. The use of digital marketing tools in the process of stimulating the sales of goods through digital channels, in particular through online stores, as well as the use of search engine optimization (SEO) and SMM-marketing is substantiated. Marketing communications and sales promotion elements used by retailers when preparing for seasonal sales are considered. The activity of consumers to retailers in the period of the preparation for grand sales, tools used by retail trade to influence the consumer and improve the activity of sales of goods is studied. The authors summarize and analyze statistic data of such online platforms as Black-friday.global, Picodi, Google Trends. The factors influencing the opportunities of online shopping and retail during Black Friday are explored and outlined. The peculiarities of trading platforms functioning, which provide online shopping space for various retail enterprises and offer marketing communications of retailers to increase the efficiency of product promotion on the Internet, are highlighted. Keywords: product promotion, sales promotion, Black Friday, marketing communications, digital marketing, retail, marketplace.
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Khayrullin, Rustam Zinnatullovich. "The system for statistical analysis of logistic information." Vestnik MGSU, no. 5 (May 2015): 133–40. http://dx.doi.org/10.22227/1997-0935.2015.5.133-140.
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The current problem for managers in logistic and trading companies is the task of improving the operational business performance and developing the logistics support of sales. The development of logistics sales supposes development and implementation of a set of works for the development of the existing warehouse facilities, including both a detailed description of the work performed, and the timing of their implementation. Logistics engineering of warehouse complex includes such tasks as: determining the number and the types of technological zones, calculation of the required number of loading-unloading places, development of storage structures, development and pre-sales preparation zones, development of specifications of storage types, selection of loading-unloading equipment, detailed planning of warehouse logistics system, creation of architectural-planning decisions, selection of information-processing equipment, etc. The currently used ERP and WMS systems did not allow us to solve the full list of logistics engineering problems. In this regard, the development of specialized software products, taking into account the specifics of warehouse logistics, and subsequent integration of these software with ERP and WMS systems seems to be a current task. In this paper we suggest a system of statistical analysis of logistics information, designed to meet the challenges of logistics engineering and planning. The system is based on the methods of statistical data processing.The proposed specialized software is designed to improve the efficiency of the operating business and the development of logistics support of sales. The system is based on the methods of statistical data processing, the methods of assessment and prediction of logistics performance, the methods for the determination and calculation of the data required for registration, storage and processing of metal products, as well as the methods for planning the reconstruction and development of the existing warehouses. The results of approbation of software for the logistics of designing large warehouses of metal trading companies are given.
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Esteban-Bravo, Mercedes, José M. Múgica, and Jose M. Vidal-Sanz. "Magazine Sales Promotion: A Dynamic Response Analysis." Journal of Advertising 38, no. 1 (2009): 137–46. http://dx.doi.org/10.2753/joa0091-3367380109.
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Syahrul, Alfattory Rheza, Kaksim Kaksim, and Jimi Ronald. "PKM kerajinan Inu dan kerupuk sagu Siberut Selatan Kabupaten Kepulauan Mentawai." Unri Conference Series: Community Engagement 1 (September 27, 2019): 39–45. http://dx.doi.org/10.31258/unricsce.1.39-45.
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Activity the PPM team provided training and mentoring to increase sales and production processes as well as the use of E Commerce application media as a medium for the right marketing for Melati 2 in Batjoja Village, Mentawai Island. The target of this activity is. 1) The business group gets knowledge and understanding of the basic concepts of sales. 2) Business groups have the knowledge and understanding of promotional media using E Commerce 3) Business groups can apply the knowledge gained from training with the right skills in managing production and promotion. The method in this activity is to analyze the situation of the community by giving several times of mentoring and training in the production process and sales promotion. The results obtained from this service activity are partners Very enthusiastic in activities and want to increase sales, but are still constrained by internet access. So that in online promotion is still constrained. While for sales directly experience an increase in orders.
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Kormanova, Lucia, and Peter Majercak. "Application controlling of claims in the logistics company." Global Journal of Business, Economics and Management: Current Issues 6, no. 2 (2016): 115–23. http://dx.doi.org/10.18844/gjbem.v6i2.1376.
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In the condition of the increasing complexity of the business systems and their environment is the controlling an essential basic of the success of each company. It is a phenomenon which integrates the information processing, the analysis processes, the preparation of the business plans and the control processes. Controlling is implemented into the company system by the broad range of the activities that are influencing all the sectors, departments and the levels of the management. This article is focused on the financial controlling and on the keeping the financial balance over the year. Each company knows that to be competitive and has high sales, ordinary needs to offer some kind of the trade credit to the customers. By the sales of the credit arises the difference between the cash and the bookkeeping sales. These sales are until the date of the payment from the financial aspect unfinished, thus resulting to the assets that need to be financed in a way but there is always the risk that supplier won´t pay on the time or at all. The aim of this paper is to present and to verify the complex model of the asset evaluation in the condition of the logistic company and its financial and economic consequences..
 
 Keywords: financial controlling; controlling of claims; claims; working capital; logistics company;
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Luxton, Sandra. "Sales Promotion in the Australian Food Industry." Journal of Food Products Marketing 7, no. 4 (2001): 37–55. http://dx.doi.org/10.1300/j038v07n04_04.
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Arakal, Jeevan J. "Case Analysis III: Sales Promotion Planning @TML." Vision: The Journal of Business Perspective 24, no. 2 (2020): 242–45. http://dx.doi.org/10.1177/0972262920927520.
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Dhall, Punyaslok. "Case Analysis II: Sales Promotion Planning @ TML." Vision: The Journal of Business Perspective 24, no. 2 (2020): 238–41. http://dx.doi.org/10.1177/0972262920928171.
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Basu, Anirban. "Case Analysis I: Sales Promotion Planning @TML." Vision: The Journal of Business Perspective 24, no. 2 (2020): 233–37. http://dx.doi.org/10.1177/0972262920931279.
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Keel, Astrid Lei, and Daniel Padgett. "The effects of adjacent competitors and promotion on brand sales." Journal of Consumer Marketing 32, no. 1 (2015): 43–50. http://dx.doi.org/10.1108/jcm-02-2014-0860.
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Purpose – This paper aims to examine the potential for adjacent brands to influence sales of a focal brand. Specifically, this paper examines whether the type of adjacent brand (market leader or non-market leader competitor) and its promotion (featuring or discounting) have an effect on sales of a focal product. Design/methodology/approach – Store-level scanner data supplemented with in-store audits are used. Findings – It is demonstrated that adjacent brands and their specific marketing activities influence focal brand sales in specific ways, and that market leaders have a disproportionate and different effect than other competitors on the sales of adjacent brands. Originality/value – Recent marketing research has suggested that brand activities such as featuring and discounting and in-store environmental stimuli such as shelf allocation and displays can have an important effect on category and individual brand sales. Prior work in this area, however, has not explicitly considered the potential influence of relative shelf positions (i.e. adjacencies) on brand and category sales.
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Todorova, Gergana, and Georgi Zhelyazkov. "Impact of marketing communication mix on business results of SMEs." SHS Web of Conferences 120 (2021): 02016. http://dx.doi.org/10.1051/shsconf/202112002016.
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Marketing communications show a favorable impact on all aspects of the company’s activities. They play an essential role in shaping the final economic results. The purpose of the research is to study the effects of elements for marketing communication mix on the business results of selected small and medium enterprises in Stara Zagora district, Bulgaria. The collection of primary data has been developed and disseminated to the owners/managers of SME’s survey. The research uses a descriptive and casual research approach to identify the impact of individual communication elements - advertising, sales promotion, and direct marketing on some financial parameters, such as the profit, sales, and profitability of the companies. The result shows statistical significance between advertising, sales promotion, and financial indicators: profit and net sales revenue. Recommendations were made to the SME managers regarding the use of promotional activities, using communication channels to inform and keep up to date customers, the effectiveness of the types of media, and more.
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Abrahamsson, Mats, and Staffan Brege. "Structural Changes in the Supply Chain." International Journal of Logistics Management 8, no. 1 (1997): 35–44. http://dx.doi.org/10.1108/09574099710805574.
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Logistics is changing from a focus on cost reduction and service improvement at the firm level to an emphasis on supply chain restructuring and organizing to increase overall efficiency and effectiveness. In this article, we focus on structural changes in the supply chain, the results of which are the reengineering of materials management, physical distribution and sales activities. Using case studies, we identified five different structural changes which affected the organization of logistics, marketing and sales activities. By using modern information technology, it was possible to centralize physical and administrative activities and, at the same time, maintain a decentralized sales organization. Total distribution costs were reduced by 30‐50 per cent and customer service was significantly improved.
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Chandon, Pierre, Brian Wansink, and Gilles Laurent. "A Benefit Congruency Framework of Sales Promotion Effectiveness." Journal of Marketing 64, no. 4 (2000): 65–81. http://dx.doi.org/10.1509/jmkg.64.4.65.18071.
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Gupta, Sunil. "Impact of Sales Promotions on when, what, and how Much to Buy." Journal of Marketing Research 25, no. 4 (1988): 342–55. http://dx.doi.org/10.1177/002224378802500402.
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The effectiveness of a sales promotion can be examined by decomposing the sales “bump” during the promotion period into sales increase due to brand switching, purchase time acceleration, and stockpiling. The author proposes a method for such a decomposition whereby brand sales are considered the result of consumer decisions about when, what, and how much to buy. The impact of marketing variables on these three consumer decisions is captured by an Erlang-2 interpurchase time model, a multinomial logit model of brand choice, and a cumulative logit model of purchase quantity. The models are estimated with IRI scanner panel data for regular ground coffee. The results indicate that more than 84% of the sales increase due to promotion comes from brand switching (a very small part of which may be switching between different sizes of the same brand). Purchase acceleration in time accounts for less than 14% of the sales increase, whereas stockpiling due to promotion is a negligible phenomenon accounting for less than 2% of the sales increase.
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Van Heerde, Harald J., Sachin Gupta, and Dick R. Wittink. "Is 75% of the Sales Promotion Bump Due to Brand Switching? No, Only 33% Is." Journal of Marketing Research 40, no. 4 (2003): 481–91. http://dx.doi.org/10.1509/jmkr.40.4.481.19386.
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Several researchers have decomposed sales promotion elasticities based on household scanner-panel data. A key result is that the majority of the sales promotion elasticity, approximately 74% on average, is attributed to secondary demand effects (brand switching) and the remainder is attributed to primary demand effects (timing acceleration and quantity increases). The authors demonstrate that this result does not imply that if a brand gains 100 units in sales during a promotion, the other brands in the category lose 74 units. The authors offer a complementary decomposition measure based on unit sales. The measure shows the ratio of the current cross-brand unit sales loss to the current own-brand unit sales gain during promotion; the authors report empirical results for this measure. They also derive analytical expressions that transform the elasticity decomposition into a decomposition of unit sales effects. These expressions show the nature of the difference between the two decompositions. To gain insight into the magnitude of the difference, the authors apply these expressions to previously reported elasticity decomposition results and find that approximately 33% of the unit sales increase is attributable to losses incurred by other brands in the same category.
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Dewi, Liliana, and Evan Huttama Handoko. "Pemanfaatan Promotion Mix Pada Peningkatan Brand Awareness Usaha Makmur Jaya." BIP's : JURNAL BISNIS PERSPEKTIF 10, no. 1 (2019): 66–75. http://dx.doi.org/10.37477/bip.v10i1.46.
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Usaha Makmur Jaya has conducted various promotional activities such as direct promotion, advertisement, and exhibition to strengthen Naturalz brand. But in fact, Usaha Makmur Jaya is experiencing low sales due to lack of brand awareness on Naturalz car perfume. Usaha Makmur Jaya needs to evaluate promotional activities that can support brand awareness at Usaha Makmur Jaya. In addition to increasing brand awareness, Usaha Makmur Jaya must strengthen their brand in the market, so consumers always make Naturalz as their primary choice for car perfume, so that in the end can increase sales of the company. The purpose of this study is to evaluate promotional activities at Usaha Makmur Jaya. This research type is qualitative with semi structured interview method with 4 informant that is consumer of business of Makmur Jaya, marketing expert, and business associate of Business Makmur Jaya and also documentation in collecting data. The results of this study indicate that the factors that can increase the brand awareness of Makmur Jaya Enterprises, strengthen the Naturalz brand, and increase sales of Makmur Jaya Enterprises is by creating the right advertisement, increasing the Reseller of Makmur Jaya Business, stabilizing the price of Naturalz, following the exhibition with automotive, and doing sales promotion activities.
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Dewi, Liliana, and Evan Huttama Handoko. "Pemanfaatan Promotion Mix Pada Peningkatan Brand Awareness Usaha Makmur Jaya." BIP's JURNAL BISNIS PERSPEKTIF 10, no. 1 (2018): 66–75. http://dx.doi.org/10.37477/bip.v10i1.53.
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Usaha Makmur Jaya has conducted various promotional activities such as direct promotion, advertisement, and exhibition to strengthen Naturalz brand. But in fact, Usaha Makmur Jaya is experiencing low sales due to lack of brand awareness on Naturalz car perfume. Usaha Makmur Jaya needs to evaluate promotional activities that can support brand awareness at Usaha Makmur Jaya. In addition to increasing brand awareness, Usaha Makmur Jaya must strengthen their brand in the market, so consumers always make Naturalz as their primary choice for car perfume, so that in the end can increase sales of the company. The purpose of this study is to evaluate promotional activities at Usaha Makmur Jaya. This research type is qualitative with semi structured interview method with 4 informant that is consumer of business of Makmur Jaya, marketing expert, and business associate of Business Makmur Jaya and also documentation in collecting data. The results of this study indicate that the factors that can increase the brand awareness of Makmur Jaya Enterprises, strengthen the Naturalz brand, and increase sales of Makmur Jaya Enterprises is by creating the right advertisement, increasing the Reseller of Makmur Jaya Business, stabilizing the price of Naturalz, following the exhibition with automotive, and doing sales promotion activities.
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Птащенко, Олена В., та Дарина Є. Архипова. "ОСОБЛИВОСТІ ЛОГІСТИЧНОГО ПРОЦЕСУ В СУЧАСНИХ УМОВАХ ГОСПОДАРЮВАННЯ". Bulletin of the Kyiv National University of Technologies and Design. Series: Economic sciences 141, № 6 (2020): 148–55. http://dx.doi.org/10.30857/2413-0117.2019.6.14.
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This study attempts to explore the components of the logistics process in modern business settings with a particular emphasis on the key role of logistics in enterprise development as well as provides insights on carrying out logistics activities in the context of accelerating globalization and integration processes. The article presents an overview of basic logistics tools and specific features of their application. It is emphasized that the key benefit of logistics is gained by using advanced information technology. It is argued that application of marketing logistics provides most efficient solutions to store and move goods to locations of sales and consumption. Apart from that, the research findings have revealed that even in case of high logistics costs, the implementation of high-quality logistics programs offers competitive advantages. Besides, logistics processes prove their critical importance for building an effective management system to meet consumers’ (customers’) demands and needs and facilitate commercialization of successful business performance. A conclusion is made that the availability of the company own logistics process contributes to gaining such benefits as: effective coordination of manufacturing and sales policies; improvement of marketing organizational structures and their optimization; providing better information support (speeding-up of information processing, implementation of the latest information technologies, application of optimal internet marketing tools); optimal use of human resources; legal support and building of reliable business relations in a partnership framework; absence of conflict of interests among the logistics process participants or reaching parity in relations based on mutual compromise; continuous improvement of marketing and management decision making in the company, etc.
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Knofius, Nils, Matthieu C. van der Heijden, and W. H. M. Zijm. "Selecting parts for additive manufacturing in service logistics." Journal of Manufacturing Technology Management 27, no. 7 (2016): 915–31. http://dx.doi.org/10.1108/jmtm-02-2016-0025.
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Purpose For more than ten years, the value of additive manufacturing (AM) for after-sales service logistics has been propagated. Today, however, only few applications are observed in practice. The purpose of this paper is to discuss possible reasons for this discrepancy and to develop a method to simplify the identification of economically valuable and technologically feasible business cases. Design/methodology/approach The approach is based on the analytic hierarchy process and relies on spare part information, that is easily retrievable from the company databases. This has two advantages: first, the approach can be customized toward specific company characteristics, and second, a very large number of spare parts may be assessed simultaneously. A field study is discussed in order to demonstrate and validate the approach in practice. Furthermore, sensitivity analyses are performed to evaluate the robustness of the method. Findings Results provide evidence that the method allows a valid prioritization of a large spare part assortment. Also, sensitivity analyses clarify the robustness of the approach and illustrate the flexibility of applying the method in practice. More than 1,000 positive business cases of AM for after-sales service logistics have been identified based on the method. Originality/value The developed method enables companies to rank spare parts according to their potential value when produced with AM. As a result, companies can evaluate the most promising spare parts first. This increases the effectiveness and efficiency of identifying business cases and thus may support the adoption of AM in after-sales service supply chains.
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Aghaei, Mohammad, Ali Lotfi, and Seyed Mohammad Armakan. "Evaluation and Priorities the Promotion Mix Elements for Corporate Banking Customers Using MCDM Methods In Eghtesade Novin Bank." Modern Applied Science 10, no. 9 (2016): 122. http://dx.doi.org/10.5539/mas.v10n9p122.
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Among the mixed components of marketing, decisions regarding the promotion tools are very important due to their direct and rapid effect on the target market. With regard to the implementation of new models of banking business in recent years in Iran, the purpose of this research is to priorities the promotion mixas antecedent of integrated marketing communication and strongtools in order to influence the target market of corporative banking customers. The objective of promotion mix in the research emphasized the Increase sales volume, attract new customers, grow market share, enhance brand image, strengthen brand loyalty and increase profitability in the long term. For this purpose, with the help of marketing experts and using models of Multiple Criteria Decision Making (MCDM) methods such as AHP, TOPSIS, SAW, ELECTREand using Entropy weighting methods we have prioritized the components of promotion based on business goals. Finally, according to the fact that using the mentioned models had different results, we used the geometric mean of rates methodin finalized the finding ranking. According to the achieved finding, the different elements in order of priority to meet theconsidered business objectives in this studyinclude sales promotion, direct sales by the account managers, public relations and advertising, Objectives or ratings’ criteria.The finding illustrated that although ads are most effective in strengthening the brand, but the other two elements of personal selling and close sales promotion also has the most influence on corporative banking customers. The results of research shows that the most important instruments in advertising is television, in public relations is holding professional seminars for various industries, in advancing the sales is discount in the loan interest rate and fees, and in the in person sales also is verbal marketing by account managers of corporative banking.
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Muqodas, Avicienna Ulhaq, and Gede Putra Kusuma. "Promotion Scenario Based Sales Prediction on E-Retail Groceries Using Data Mining." International Journal of Emerging Technology and Advanced Engineering 11, no. 6 (2021): 9–18. http://dx.doi.org/10.46338/ijetae0621_02.
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Mostly in many business cases, sales prediction plays an important role. Production planning is a good example. One aspect which affecting sales forecasting is promotion schedule. Since using promotion is commonly done nowadays, especially in internet business, it is hardly seen a day without promotion in Indonesian e-commerce. Thus, this study discusses about forecasting future sales based on promotion scenario data with main objective is to discover the best machine learning algorithm and model to forecast future sales. Promotion mechanism which employed in this study are price cut, buy 1-get 1, and product bundling. We use 577 data from January 2018 to July 2019 as dataset. We compare kNN, GLM, and SVR as the model predictor to forecast number of transactions in a day. From the experiment k-NN yielded the highest performance ability with squared correlation of 0.938. the worst model predictor for this case is GLM with squared correlation of 0.507. We also determine the best parameter input for each parameter using grid optimization method. We discover 2 is the best k value of kNN and Manhattan distance is the best distance calculation for this case
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Meo, Adeel, Muhammad Daniyal Abbas, Muhammad Nadeem Sajjad, Muhammad Rizwan, Sayed shahbaz hussain Bukhari, and Muhammad Saad Hameed. "The Impact of Promotional Tools on Sales Promotion." Journal of Public Administration and Governance 4, no. 2 (2014): 202. http://dx.doi.org/10.5296/jpag.v4i2.5845.
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The main reason of conducting this research was to explore the influence of social surrounding, discount level and buying behavior on sales promotion. The research results found that there was no significant relationship of social surrounding, discount level with sales promotion. But on the other hand buying behavior, free sample, price reduction has a significant relationship with sales promotion. The results of this research paper will help the marketers to understand best promotional techniques to increase significantly in their sales as well as revenues. This research paper also plays a vital role in helping businessmen to develop their business planes more effectively so that they can get the competitive advantage over their competitors and make them able to maximize their profits.In total 180 Questionnaires were distributed by hand in different department of Islamia University of Bahawalpur. Data was feed in SPSS. This research was done on different sales promotional techniques.Findings shows that different sales promotional techniques have impact on consumer buying behavior and purchase intention for all type of products on the other hand there is no significant effect of discount level and social surrounding on sales promotion.
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Vasile, Tomiță Constantin, Luminița Popescu, Cora Ionela Dăniasă, Anica Iancu, and Virgil Popescu. "Business Marketing, Sales and Promotion - Field Receptive to Expert Systems Technology." Advanced Engineering Forum 27 (April 2018): 280–89. http://dx.doi.org/10.4028/www.scientific.net/aef.27.280.
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Most prosperous companies understand marketing activity, not as separate function but as a philosophy to be endorsed by the entire organization. The marketing department is responsible to identify the categories of consumers and the needs that the company can meet profitably, as well as how to achieve this goal, compared to those performed competition. Identifying appropriate benefits is very important for the future success of the project. If an expert system solves a problem whose losses are already known, it is easy to estimate the value of future benefits.Costs and benefits must be justified for lifelong expert system.The cost is justified for each phase of development.The benefits provided are studying, face to face with costs at every stage.
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HANZHURENKO, Irina, and Viktoriya FEDOROVA. "LOGISTIC ACTIVITIES IN THE MARKETING OF AGRARIAN ENTERPRISES PRODUCTS." Ukrainian Journal of Applied Economics 4, no. 3 (2019): 282–88. http://dx.doi.org/10.36887/2415-8453-2019-3-31.
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Introduction. The article emphasizes the importance of the role of the sales channels and the logistics system of the agricultural enterprise. This necessitates their improvement in order to en-sure marketing activities. Forms of product promotion are determined in accordance with economic content, economic and economic conditions of distribution, production and economic relations, place on the market. Choosing distribution channels is a difficult decision for the manufacturer, because of the need to take into account many aspects of the functioning of logistics systems. The purpose of scientific research is to determine the nature and role of logistic activity in the marketing and sailing of agricultural products. Results. The zero-distribution channel, which is most often used by producers in the activities of agricultural enterprises, is characterized. The conditions, under which it is appropriate to use this sales channel, are identified. The specifics of logistics activities and the relationship between the intermediary and the manufacturer are outlined. The essence of two-level and three-level sales channels is characterized, their participants are defined and the conditions for effective interaction between them. The factors that influence the choice of direct or indirect channel of interaction between producer and consumer are systematized. The logistics system and distribution channels are identified as one of the most important components in ensuring the competitiveness of agricultural products. The role and essence of marketing communications in the process of logistic activity of agricultural enterprises is established. The effectiveness of Internet communications, including information portals, is highlighted. The influence of state authorities on the logistic systems formation of agricultural enterprises in the process of products sale is determined. The essence of marketing infrastructure is outlined. Formation of grain marketing channels for logistic activity of domestic agricultural enterprises is proposed. The purpose of the sales department of the agricultural enterprise in its logistic activity is characterized. Conclusions. Logistics activities are important in the marketing of agricultural products. Domestic manufacturers need to consider a large number of factors to determine the feasibility of using different types of distribution channels in the logistics system. Improvement of logistic activity of agrarian enterprise is the key to maintaining the proper level of competitiveness of its products. Keywords: logistics, logistic activity, logistics system, marketing, marketing of agricultural products, agrarian enterprise, sales channel, marketing communications.
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Bawa, Kapil, and Robert W. Shoemaker. "Analyzing Incremental Sales from a Direct Mail Coupon Promotion." Journal of Marketing 53, no. 3 (1989): 66. http://dx.doi.org/10.2307/1251343.
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Bawa, Kapil, and Robert W. Shoemaker. "Analyzing Incremental Sales from a Direct Mail Coupon Promotion." Journal of Marketing 53, no. 3 (1989): 66–78. http://dx.doi.org/10.1177/002224298905300308.
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Several authors have noted that the profitability of a coupon promotion depends on the incremental sales generated by the coupon. However, most prior research on coupon promotions has focused on redemption rates and little is known about the characteristics of households that make incremental purchases. The authors develop and test several hypotheses about the characteristics of households that make incremental purchases in response to a direct mail coupon promotion. For the product tested, coupons produced greater incremental sales among households that were larger, more educated, and were homeowners. The findings suggest that directing coupons to the most responsive market segments can increase profits significantly.
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Rajan Varadarajan, P. "COOPERATIVE SALES PROMOTION: AN IDEA WHOSE TIME HAS COME." Journal of Consumer Marketing 3, no. 1 (1986): 15–33. http://dx.doi.org/10.1108/eb008150.
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Gaidis, William, and James Cross. "BEHAVIOR MODIFICATION AS A FRAMEWORK FOR SALES PROMOTION MANAGEMENT." Journal of Consumer Marketing 4, no. 2 (1987): 65–74. http://dx.doi.org/10.1108/eb008198.
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