정보제공의무란 계약 목적물에 대한 정보를 보유하고 있는 그 소유자가 계 약의 체결 여부에 영향을 미칠 수 있는 목적물에 대한 중요한 정보를 제공할 의무이다. 이러한 정보제공의무 위반의 경우, 계약이 원시적 불능 상태임에도 그러한 정보를 제공하지 않은 경우라면 민법 제535조가 적용되는 경우이므로 신뢰이익 손해를 배상하여야 한다. 그리고 상대방이 정보제공의무 위반을 이 유로 계약을 취소하는 경우 또는 정보제공의무 위반 사실은 있으나 그 계약을 유지하고자 하는 경우에도 그 손해에 대하여 535조를 유추적용하여 신뢰이익 손해배상을 청구하는 것이 합리적인 경우가 있다. 정보제공의무 위반에 따라 계약이 체결된 경우 계약의 목적물에 대한 중요 한 정보를 제공받았더라면, 일반적으로 계약을 체결하지 않거나 더 낮은 금액 을 반대급부로 하여 계약을 체결하였을 것이 예상될 수 있다. 이 경우 그 신뢰 이익 손해는 정보제공을 받지 못하여 계약을 이행하기 위하여 지출한 비용, 다른 수익 기회를 놓친 손해 그리고 하자 손해가 있다. 이러한 손해 중에서도 특히 정보제공을 받지 못하여 계약이 유지되고 있는 동안 동종의 다른 계약을 체결할 기회가 발생한 경우, 그에 따른 손해를 증명하여 배상받는 것이 계약 당사자 간에 손해를 가장 합리적이고 명확하게 배분하는 방법이 될 수 있다.

Maintaining the permanence of a company in the current rapidly changing business environment is not an easy task. Rather, the lifespan of a company can be said to be gradually decreasing. As such, the author of this paper, which describes the current market environment, is the sales organization of a large company. While leading the company, I thought about how to overcome the rapidly changing market and create an organization that continues to grow. As a result, I succeeded in creating an organization that continued to grow over the past two years, and the main activity of this result was the use of sales computer. It was clear that it was an information sharing activity. This can be said to be a result of proving that a series of activities to create and share information is important for the sales organization of ICT companies to actively respond to the rapidly changing market environment. Therefore, this study attempted to examine the relationship between knowledge management and business performance in the sales field of ICT companies, which has not been covered so far. Knowledge management is a four-stage activity from a process perspective, divided into knowledge creation, knowledge storage, knowledge transfer, and knowledge utilization. did. As a result of the study, first, knowledge management activities, such as knowledge creation and knowledge storage, were found to have a significant impact on financial performance. Second, knowledge management activities such as knowledge creation, knowledge storage, knowledge transfer, and knowledge utilization were all found to have an impact on non-financial performance. In the end, this study confirmed that efforts to turn tacit knowledge into knowledge in order to respond to the ever-changing ICT market are ultimately an important factor in growing a company.

The online shopping market is expanding, with online shopping malls now subdivided into personal computer(PC) and mobile versions. Meanwhile, various efforts to promote online sales are being carried out in a bid to improve performance, and detailed research is required to inform such strategies. The purpose of this study was to classify online shopping mall types into PC fashion malls and mobile fashion malls with the aim of assessing sales promotion satisfaction and investigating the relationship between sales promotion satisfaction and consumers’ behavioral intentions. Data were collected by a survey firm in June 2023, and 248 copies of the data were used for analysis. SPSS 28.0 was used to process the data, and frequency analysis, factor analysis, reliability analysis, and regression analysis were performed. The satisfaction factors for various sales promotions used by PC and mobile fashion shopping malls were empirically subdivided in consideration of consumer perspectives, and potentially effective marketing strategies were presented. Differences were observed in the type of satisfaction with sales promotion between PC fashion shopping malls and mobile fashion shopping malls and in the effect of sales promotion satisfaction on behavioral intention. Based on the study’s findings, effective sales promotion strategies that can increase satisfaction and enhance behavioral intention may be developed and implemented through the use of various and different sales promotion strategies in PC and mobile fashion shopping malls.

Anthropomorphism is a prevalent marketing practice that fosters consumer perceptions of a brand as humanlike. In today’s hyperconnected marketplace, firms are increasingly imbuing their brands with human features with the hope that the favorable perceptions of humanlike attributes in nonhuman objects could lead to consumers’ positive evaluation of humanized products. For example, Amazon has imbued Echo, a voice-activated Bluetooth speaker, with the human name Alexa, a female voiced virtual assistant that employs familiar human speech pattern, and some advanced personality traits. Similarly, Hormel Foods has used Mr. Peanut, the advertising logo and mascot of Planters that embodies the brands’ selling points. Mr. Peanut is depicted as a humanized peanut with arms, legs, top hat, and monocle and became a vessel of brand meaning and personality, taking on the product quality that the brand aims to communicate. Prior studies that use brand anthropomorphism as a foundation have investigated the impact of brand anthropomorphism on various outcomes such as product evaluations, emotional responses, and intentions to replace a product. However, what is missing from prior work is an understanding of the impact of brand anthropomorphism on the purchase intentions for clearance products which are sold under a retailer’s promotional strategy as an inventory management tool. The lure of cheapened goods may expand the range of consumers who can afford to buy merchandise from the company or may provide existing customers with an appealing purchasing option. In light of this, clearance sales are known to be effective not only for increasing store traffic by alluring price-conscious consumers but also for reducing excess inventory in a retail location or a chain of product fulfillment. The strategic importance of clearance sales has increased since the breakdown of COVID-19 which forced retailers to close their stores and caused demand for many product categories to plunge in early 2020. After the initial shock of the pandemic, consumer spending recovered fairly quickly, giving rise to record levels later in the same year. This surprising recovery continued into the next year as consumer sentiment and spending levels surged together, resulting in consumer demand that surpassed retailers’ stock levels. However, due to inflation and amounting fears of recession, consumer spending started to slow down again in 2022, resulting in the opposite of what happened in the previous year. Such a reversal caused many retailers to face high inventory levels and declining profitability, forcing them to cut prices to move excess inventory out of stores, which increases the importance of conducting clearance sales effectively. Clearance sales are prevalent in retail markets, where considerable discounts are typically offered for leftover items (Zhang & Cooper, 2008). Retailers widely use clearance sales to liquidate their unsold products at the end of a selling season (Nocke & Peitz, 2007). They have strong incentives to get rid of the remaining items in order to make room for the new products (Sällström, 2001). Previous research suggests that anthropomorphism leads consumers to apply human schema to a product, which in turn affects their attitude toward the product (Aggarwal & McGill, 2007, 2012). In this research, we aim to identify the negative effect of anthropomorphism on consumers’ attitude toward clearance products.

With the infusion of advanced technology, interactions between customers and firms’ representatives take place in brick-and-mortar stores, 2D online sites, and even 3D metaverse environments. In the metaverse, a firm’s sales avatars interact with other users while representing the firm, recommend, and sell virtual items. Previous literature about the effectiveness of sales representatives agrees that a firm representatives’ smiling faces engender customer satisfaction and better interactions. However, it is unclear whether smiling faces of sales avatars will work the same way in the metaverse as they do in the real world. The current research examines whether a firm’s sales avatars with sad facial expression (vs. those with smiling facial expression) stimulate higher user intentions to interact with firm representative avatars, to purchase virtual items from the representative avatars, and to spread positive WOM about their experience in the metaverse. Moreover, focusing on subcultural appeal, we investigate why this unconventional phenomenon happens in the metaverse unlike in real world. We conducted two experiments to manipulate a firm representative avatar’s facial expression (smiling vs. sad) in the metaverse. We newly designed a metaverse place, and participants who put on a virtual reality headset are exposed to either a hat (Experiment 1) or shoes (Experiment 2) store where they can purchase a virtual hat or shoes. Experiments 1 and 2 basically tested the same things repeatedly. However, to improve internal validity and generalizability, Experiment 2 used human-like sales avatars instead of cartoon character-like sales avatars in Experiment 1, changed virtual stores from a hat store to shoes store, and finally controlled for various extraneous variables such as attractiveness, warmth, and competence of sales avatars, and user’s previous experience about metaverse. Sales representatives with a smile are believed to contribute to beneficial consumers’ attitudes and behaviors in offline stores. However, our experiments demonstrate that this well-received belief does not necessarily apply in the metaverse, where subcultural appeal plays a more critical role. In the metaverse, users evaluate sales avatars with sad facial expression (vs. with smiling facial expression) as more unique and cool (i.e., higher subcultural appeal), leading to their higher intention to interact with the sad sales avatar, to purchase a virtual item, and to spread positive WOM about their experiences. Our results imply that previous findings supported in the offline or 2D online sites may not work the same way in the 3D metaverse.

We propose a sales prediction model based on the number of new members, online advertising, and consumer reviews for a short period. Considering purchase behaviors of new and existing members, we predict reliable sales amounts, which can be monthly updated. Our study provides digital marketers with a feasible prediction approach.

With about 80% of the global economy expected to shift to the global market by 2030, exports of reverse direct purchase products, in which foreign consumers purchase products from online shopping malls in Korea, are growing 55% annually. As of 2021, sales of reverse direct purchases in South Korea increased 50.6% from the previous year, surpassing 40 million. In order for domestic SMEs(Small and medium sized enterprises) to enter overseas markets, it is important to come up with export strategies based on various market analysis information, but for domestic small and medium-sized sellers, entry barriers are high, such as lack of information on overseas markets and difficulty in selecting local preferred products and determining competitive sales prices. This study develops an AI-based product recommendation and sales price estimation model to collect and analyze global shopping malls and product trends to provide marketing information that presents promising and appropriate product sales prices to small and medium-sized sellers who have difficulty collecting global market information. The product recommendation model is based on the LTR (Learning To Rank) methodology. As a result of comparing performance with nDCG, the Pair-wise-based XGBoost-LambdaMART Model was measured to be excellent. The sales price estimation model uses a regression algorithm. According to the R-Squared value, the Light Gradient Boosting Machine performs best in this model.

In this study, text mining was conducted on the product names of skirts, pants, shirts/ blouses, and dresses to analyze the characteristics of keywords appearing in online shopping product names. As a result of frequency analysis, the number of keywords that appeared 0.5% or more for each item was around 30, and the number of keywords that appeared 0.1% or more was around 150. The cumulative distribution rate of 150 terms was around 80%. Accordingly, information on 150 key terms was analyzed, from which item, clothing composition, and material information were the found to be the most important types of information (ranking in the top five of all items). In addition, fit and style information for skirts and pants and length information for skirts and dresses were also considered important information. Keywords representing clothing composition information were: banding, high waist, and split for skirts and pants; and V-neck, tie, long sleeves, and puff for shirts/blouses and dresses. It was possible to identify the current design characteristics preferred by consumers from this information. However, there were also problems with terminology that hindered the connection between sellers and consumers. The most common problems were the use of various terms with the same meaning and irregular use of Korean and English terms. However, as a result of using co-appearance frequency analysis, it can be interpreted that there is little intention for product exposure, so it is recommended to avoid it.

The purpose of this study was to examine job competencies for sales training program development to maximize profits in fashion retailing. An empirical online survey was conducted from September to December 2019, and data was collected from 200 salespeople and store managers working in fashion stores. Results were analyzed using frequency analysis, factor analysis, variance analysis, and regression analysis with SPSS 25.0. The major findings of this study were as follows. First, the most important job competencies identified by fashion store managers were: sales sense know-how, customer service skills, and sales person’s fashion style sense, product knowledge, fashion marketing and customer management. The job competency factors for sales training programs included empathy with the customer, product knowledge, communications and networking, basic job requirement, and sales skills. These five factors positively influenced the employment intentions and expectations of work performance of graduates. These factors also had a positive influence on the need of sales training program and intention to participate in retraining. Store managers in fashion retail thought the most appropriate period for on-the-job training was either 2-4 days or more than 1 week. The results of this study can be used as a base to develop training programs for job efficiency for salespeople in fashion retailing.

As competition among companies has intensified and the life cycle of products has been shortened, strong innovation is needed to meet consumers' needs. In addition, it is necessary to shorten the life cycle of the product and reduce the time required for technology development for the competitive advantage of the product. In particular, venture companies where new technologies and ideas are important require more innovative capabilities than others companies. Therefore, this study analyzed the impact of technology innovation capabilities (product development process capability, human resource capability and financial capability) on sales by technology development for small and medium venture companies and analyzed moderating effect of technology development period on the relationship between technology innovation capabilities and sales by technology development. The data of 'Small and Medium Business Technology Statistics' collected by the government every year were used for analysis. Technology-intensive ventures were extracted from this data. In addition, the moderating effect was analyzed through hierarchical regression analysis. This study shows that product planning capability, test capability, and R&D expenditure have a positive impact on sales by technology development. In this study, the product development period showed a positive moderating effect on product development capability and sales performance. On the other hand, the product development period showed a negative moderating effect on R&D expenditure and sales by technology development.

본 연구는 노인 돌봄서비스의 질적 재고를 위해서는 노인장기요양기관들의 안정적인 수익 확보가 중요하다는 점에 주목하고, 노인요양시설의 수익구조를 밝히고자 하였다. 이를 위해 노인요양시설의 입소자 수에 따른 수입구조를 분석하고, 인건비 지급기준을 적용했을 때의 수익과 최저임금을 적용했을 때의 수익 차이를 분석했다. 그 결과 최저임 금을 적용했을 때의 수익이 인건비 지급기준을 적용했을 때에 비해 3/4 수준으로 떨어지는 것을 확인했다. 이 결과를 바탕으로 노인요양시설에서는 최저임금에 맞추어 인건비를 지급해야 하며, 입소자 수에 따라 직급별 인건비 지급 전략을 수립함으로써 성공적인 기관 운영 방향을 설정해야 한다. 후속 연구에서는 재가노인시설을 포함시키는 다각적 연구가 필요하다고 판단된다.

Sales force automation tools can increasingly be used collaboratively across the company borders. We have focused on this topical issue by conducting a multiple-case study of industrial manufacturers and their distributors. The main contribution of the research is a model that distinguishes the drivers and challenges of the collaborative tools.

토지･건물 배분비율은 부동산의 일괄가격에 대한 토지가격과 건물가격의 구성비율을 의미하는데, 과세표준 산정 및 법원 경매 등 행정 목적으로 활용한다. 본 연구는 단독주택의 실거래가를 기반으로 토지･건물 배분비율을 구하는 방안을 제시하고 그 결과의 활용성을 제시하는 것이 목적이다. 이를 위해서 토지･건물 배분비율에 관한 현행 적용방식과 관련된 선행연구를 검토한 후 가격 배분 모형을 선정하였다. 선정된 모형은 단독주택 실거래 가격에서 토지가격을 공제하는 방식이다. 모형에 투입될 단가 추정을 위해 단독주택 실거래 매매 자료를 분석하여 토지와 건물 가치 비중과 건물의 단가를 산출하였다. 이때 토지가격은 실거래가 와 관련된 다량의 정보를 종합하여 산정한 가격이고, 건물가격은 단독주택 매매가에서 토지가격을 차감한 값이다. 모형에서 산출된 결과를 기반으로 단독주택가격의 토지･건물 배분비율표와 건물단가표를 건물용도별, 지역별, 건물구조별로 세분하여 작성하고 상관관계의 변화 특성을 탐색하였다. 이를 통해 배분비율 자료는 기존에는 얻지 못하는 건물과 토지 가격의 특성에 관한 추가정보를 획득할 수 있는 유용한 보조자료로 활용할 수 있다는 점을 확인하였다.

This research examines how inter-price relationships among base and add-on products affect the sales of a new add-on product in the mobile gaming context. Based on theories of price fairness, product familiarity and price-quality relationship, a research model was drawn and tested on a sample of 6,766 weekly observations derived from 74 base games and 514 add-on virtual goods. Our empirical results show that the relative price of a new add-on product, when compared to the base game price, is negatively related to the add-on product sales, but positively related to its sales, when compared to prices of existing add-on products. Furthermore, the inter-price relationships among base and add-on gaming products are moderated by visual richness and game genre. This study provides the implications for IS research and practice.