独立团购网站客户忠诚提升研究

独立团购网站主要销售经验型商品,对于客户忠诚度的要求更高。通过分析独立团购网站客户忠诚的影响因素,进而提出其客户忠诚培育的建议。     

客户奖励积分会计处理浅析

奖励积分,是企业在销售商品或提供劳务的同时按销售商品或提供劳务的金额授予客户一定的积分,以鼓励客户进一步在本企业消费;客户在积满一定分值后可以以积分兑换企业或者第三     

基于ERP的销售量预测分析方法的改进

现代企业采用ERP实现对其自身资源的集成化管理,进而增强企业的核心竞争力,然而在应用中发现ERP在产品销售量预测分析中常将销售售量预测和客户独立开来,这势必会影响ERP的应用效果。本文针对ERP系统在销售量预测中存在的问题,结合行业特点采用相应的预测方法构建出符合本行业的销售量预测分析模型,再根据模型对ERP中销售量预测分析模块进行二次开发。最后以摩托车在重庆地区销售预测分析为例对ERP在销售量预测中的改进方法进行了实证分析。     

基于数据挖掘技术的顾客营销策略

一、问题的产生 不管是什么样的企业在市场营销和顾客管理中往往都需要对客户进行深入的分析以采取针对性的措施。例如，超市的经营者希望将经常被同时购买的商品放在一起以增加销售；保险公司想知道购买保险的客户一般具有哪些特征等。另一方面，随着数据库技术的成熟和信息应用的普及，人类累积的信息量正在成指数地增长。全世界每天存入数据库的数据数量超过万兆字符。例如，在超级市场通过条形码扫描，把每一宗商品交易输入数据库中，一个中型超市贩卖的商品就有数万种，每天的交易量上万笔。激增的数据背后隐藏着许多重要的信息，人们希望能够对其进行更高层次的分析，以便更好地利用这些数据。例如面对如此大量的数据，经营者十分关心的问题是：商品在不同季节或一天的不同时间中的销售量有何变化规律？商品A销售量的增加是否会同时带动商品B的销售？如何调整商品的资金比例以达到最佳的资源调配？各种商品的销售之间是否存在一定的关联？     

浅析期后销货退回审计

一、案例简介 某家用电器甲公司的董事会于2007年初针对该公司的主力销售商品所定的年度销售目标为100万件,但实际上因为该年经济不景气,平均每月只有约8万件的销售量,故至2007年11月底前实际销售量约为88万件,估计全年的实际总销售量约为96万件。     

浅析期后销货退回审计

一、案例简介某家用电器甲公司的董事会于2007年初针对该公司的主力销售商品所定的年度销售目标为100万件,但实际上因为该年经济不景气,平均每月只有约8万件的销售量,故至2007年11月底前实际销售量约为88万件,估计全年的实际总销售量约为96万件。     

基于消费者偏好的生鲜农产品网络销售策略

随着电商经济的发展,构建基于消费者偏好的生鲜农产品网络销售模式是优化农产品销售渠道、降低销售成本的重要举措。影响网络销售的因素比较多,尤其是不同消费群体对于网络产品的需求不统一,因此,为了提升生鲜农产品的网络销售量,电商企业要针对消费者的不同偏好进行分析。论文以生鲜农产品网络销售的现状为切入点,阐述构建基于消费者偏好的生鲜农产品网络销售的具体对策。     

风险型量本利分析模型的建立

在传统的量本利分析中，一般先假定销售量、销售单价、单位变动成本和固定成本中的某几个参数保持不变，然后再进行分析，因此，这种量本利分析为一种无风险的确定型分析。但在实际工作中，这些参数受很多因素的影响，企业外部市场环境和企业内部因素的变化都会导致产品的销售量、销售单价、单位变动成本和固定成本发生变化，在分析某些因素时假设其他因素不发生变化是不现实的，因此，在这种情况下，有必要进行风险型量本利分析。     

区域成品油市场量价均衡模型实证研究

本文通过分析国内某区域成品油市场销售与GDP相关系数着手,依据商品销售量与影响因素常规函数模型,建立了区域成品油市场量价均衡模型,并对该模型在某石化企业进行了实证,同时也提出了应用该模型须注意的几个因素。该模型的建立对平衡国内成品油市场价格与供应有一定的参考意义。     

中国农村居民消费水平影响因素分析

消费是国民经济结构的重要组成部分,而中国是一个人口大国,农村居民的消费在国民消费总量中占相当大的比重。因此,对农村居民消费水平影响因素进行分析,并据以采取措施提高消费水平,对于实现我国国民经济的健康、稳定、持久发展有着十分重要的现实意义。本文首先对我国农村居民消费水平的现状特点进行了分析,在理论分析的基础上,选取我国农村居民人均消费支出为被解释变量,人均纯收入、人均国内生产总值、商品销售价格指数为解释变量,以全国1985—2014年的统计数据为基础,综合运用计量经济模型,对农村居民消费水平的影响因素进行实证定量研究,得出结论并提出了相关建议。     

阿德兰启发式算法在加油站选址中的应用

随着成品油销售市场的放开,成品油销售市场竞争日趋激烈。围绕加油站选址问题,分析了加油站选址的影响因素和选址方法方面的研究成果,认为影响加油站竞争能力的关键因素是客户加油成本。在此基础上,提出了用阿德兰启发式算法计算客户加油成本的选址方法。     

Unlimited shelf space in Internet supply chains: Treasure trove or wasteland?

Internet retailing offers merchants limitless shelf space. This has led experts to highlight the existence of a “long tail” of offerings on the web and assert that the future of online business is “selling less of more.” However, it is difficult for Internet retailers of physical goods to sell a large scope of products without having to handle potentially large amounts of product returns from customers. This is due to the fact that customers can and do get overwhelmed by excessive product variety and often make erroneous purchasing decisions. We shed light on this issue through an assessment of theoretical predictions based on data from sales and returns of almost 7000 products in a particular product category. While retailers can benefit from expanding the scope of their inventories to generate Internet sales, the success of this strategy will depend on the control of unjustified product returns by consumers and the management of recurrent execution errors and product fit failures in transactions with customers. Furthermore, from our results, the gains that this strategy will bring to retailers will be bound by the amount of time products have been available on the Internet retailer's site, as well as by other attributes such as product price and size.     

THE ECONOMIC AND BEHAVIORAL CONSEQUENCES OF ONLINE USER REVIEWS

Online user reviews have become an increasingly relevant informational tool during product search and adoption. Recent surveys have shown that consumers trust and rely on online reviews more than they do on website recommendations and experts opinions. As a new way of driving consumer purchasing intentions, online user reviews have therefore come under scrutiny by researchers. The objective of this paper is to offer an overview of the literature regarding the impact of online user reviews on economic indicators (e.g., sales, marketing strategies) and on consumer behavior. Furthermore, following the growing interest of academics and professionals alike on the topic, the present work provides an exploratory analysis of the consequences of online reviews on individual rating behavior – empirical regularities showed that online rating distributions tend to be concentrated on extreme values, possibly because of rating biases. As consumers and firms incorporate the heuristic cues from such distributions into their decision-making processes, biased ratings might lead to suboptimal choices. This overview presents established results (e.g., the impact of volume on product sales) and insights as issues for future research.     

Some insights into customer orientation: an investigation of salespeople in Taiwan

Despite the claim that prosocial service behavior ratings influence sales performance (SP), an empirical discrepancy exists in relating prosocial service behavior ratings to actual SP. Furthermore, studies have seldom considered prescribed role and prosocial service behaviors together as important factors in influencing customer attitudes and SP. This article fills this void by examining the relative contribution of prescribed role and prosocial service behavior. Effective triadic data from 37 sales managers, 418 business customers, and 122 SP archives are used for exploring the relationships between customer-oriented behaviors and customer outcomes [customer satisfaction (CS) and loyalty intent] and percentage of sales quota attained. The principal results generally indicate that business customers place greater values on prosocial service behavior in predicting SP and CS, and that CS partially mediates the relationship between prescribed role service behavior and outcome variables.     

Forecasting sales using online review and search engine data: A method based on PCA–DSFOA–BPNN

Traditional sales forecasting methods are mainly based on historical sales data, which result in a certain lag. The relationship between sales volume and its influencing factors is intricate and often non-linear. In view of this, we propose a novel product forecasting method using online reviews and search engine data. Firstly, a dictionary-based sentiment analysis method is developed to convert the textual review concerning each attribute of the product into the corresponding sentiment score. And by combining the prospect theory and relevant online review data, sentiment indices in each period are calculated. Subsequently, data of product-related Baidu search words with different lag orders are collected and screened by time difference correlation analysis. Finally, the forecast model, PCA–DSFOA–BPNN, is constructed by combining the principal component analysis (PCA), the back propagation neural network (BPNN), and the improved fruit fly optimization algorithm (DSFOA), in which sentiment indices, Baidu search data, and historical sales volume are input data. Taking the monthly sales forecast of 14 automobile models as a case study, we observe that the proposed forecast method can effectively improve the forecast accuracy with good robustness.     

基于精益生产的“一个流”和生产线平衡的研究

根据市场预测创造产品、业务运作由销售预测来推动、保持大量(他们认为市场需要的)库存的做法已经过时。顾客的个性化需求年代已经来因此,生产只能够被真正的顾客需求所拉动,而不是你希望销售的东西来推动。这就是精益生产与传统方式的主要区别。     

地域文化对体育彩票销售影响的探讨——以安康市体育彩票销售为例

影响体育彩票销售的因素有很多,尤其是地方经济水平、宣传力度、博彩方式等。而地域文化对体育彩票的销售也有着不可低估的影响。文章以安康市体育彩票销售在陕西省各地(市)中所表现出的差异性为例,采用调研咨询法、文献资料法、数理统计法探讨了安康地域文化及其对体育彩票销售的影响,并针对安康地域文化特点提出了提升安康体育彩票销售的建议。     

食品经销商库存管理分析及对策研究

食品经销商本身没有自己的产品，它是厂家到终端和消费者直接见面的销售渠道链中的一个重要的环节，它的利润来源于所经销单位产品的价格差。在经销商的收益分析中，库存成本是除了产品本身成本之外的重要成本之一。而库存成本除了与商品库存数量有直接关系外，与商场、厂家和经销商的管理方式都有非常紧密的联系。     

Learning by customers as co-producers in financial services: An empirical study of the effects of learning channels and customer characteristics

As customers become more involved in executing service tasks, service performance is increasingly reliant on the efficiency and effectiveness of this customer co-production. While organizational and employee learning have been extensively studied, learning by customers in their role as co-producers is largely unexplored. To explore how customers learn to be better co-producers, we examine whether learning channels and customer characteristics impact the customer learning rate. Using longitudinal panel data consisting of 954 customers who adopted and used a bank??s online banking product over a 12-month period, we find that service delivery channels can have dual effects on customer learning, acting as learning channels to accelerate customer learning and/or impeding learning through channel substitution. In addition, customers?? experiences working on related technology-mediated tasks and absorptive capacity increase their learning rate. Overall, our results suggest that customer learning can be designed into the service delivery system by encouraging the use of channels with complementary learning effects and discouraging channel substitution.     

On the R&D/marketing interface in knowledge intensive entrepreneurial firms

In this paper we focus on the performance impact associated with whether R&D or marketing takes the lead in product innovations and/or product development. We examine empirically the performance of a sample of entrepreneurial firms across 10 European Union countries for which we can identify alternative regimes in which R&D, or in which marketing, is viewed as being relatively more important in creating and sustaining the firm’s competitive advantage. We find that when R&D is the dominant strategy, firms realize greater growth in sales, other factors held constant.