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pharmaceutical sales analysis</title> <meta name="description" content="Search results for: pharmaceutical sales analysis"> <meta name="keywords" content="pharmaceutical sales analysis"> <meta name="viewport" content="width=device-width, initial-scale=1, minimum-scale=1, maximum-scale=1, user-scalable=no"> <meta charset="utf-8"> <link href="https://cdn.waset.org/favicon.ico" type="image/x-icon" rel="shortcut icon"> <link href="https://cdn.waset.org/static/plugins/bootstrap-4.2.1/css/bootstrap.min.css" rel="stylesheet"> <link href="https://cdn.waset.org/static/plugins/fontawesome/css/all.min.css" rel="stylesheet"> <link href="https://cdn.waset.org/static/css/site.css?v=150220211555" rel="stylesheet"> </head> <body> <header> <div class="container"> <nav class="navbar navbar-expand-lg navbar-light"> <a class="navbar-brand" href="https://waset.org"> <img src="https://cdn.waset.org/static/images/wasetc.png" alt="Open Science Research Excellence" title="Open Science Research Excellence" /> 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action="https://publications.waset.org/abstracts/search"> <div id="custom-search-input"> <div class="input-group"> <i class="fas fa-search"></i> <input type="text" class="search-query" name="q" placeholder="Author, Title, Abstract, Keywords" value="pharmaceutical sales analysis"> <input type="submit" class="btn_search" value="Search"> </div> </div> </form> </div> </div> <div class="row mt-3"> <div class="col-sm-3"> <div class="card"> <div class="card-body"><strong>Commenced</strong> in January 2007</div> </div> </div> <div class="col-sm-3"> <div class="card"> <div class="card-body"><strong>Frequency:</strong> Monthly</div> </div> </div> <div class="col-sm-3"> <div class="card"> <div class="card-body"><strong>Edition:</strong> International</div> </div> </div> <div class="col-sm-3"> <div class="card"> <div class="card-body"><strong>Paper Count:</strong> 28486</div> </div> </div> </div> <h1 class="mt-3 mb-3 text-center" style="font-size:1.6rem;">Search results for: pharmaceutical sales analysis</h1> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28486</span> Enhancing Predictive Accuracy in Pharmaceutical Sales through an Ensemble Kernel Gaussian Process Regression Approach</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Shahin%20Mirshekari">Shahin Mirshekari</a>, <a href="https://publications.waset.org/abstracts/search?q=Mohammadreza%20Moradi"> Mohammadreza Moradi</a>, <a href="https://publications.waset.org/abstracts/search?q=Hossein%20Jafari"> Hossein Jafari</a>, <a href="https://publications.waset.org/abstracts/search?q=Mehdi%20Jafari"> Mehdi Jafari</a>, <a href="https://publications.waset.org/abstracts/search?q=Mohammad%20Ensaf"> Mohammad Ensaf</a> </p> <p class="card-text"><strong>Abstract:</strong></p> This research employs Gaussian Process Regression (GPR) with an ensemble kernel, integrating Exponential Squared, Revised Matern, and Rational Quadratic kernels to analyze pharmaceutical sales data. Bayesian optimization was used to identify optimal kernel weights: 0.76 for Exponential Squared, 0.21 for Revised Matern, and 0.13 for Rational Quadratic. The ensemble kernel demonstrated superior performance in predictive accuracy, achieving an R² score near 1.0, and significantly lower values in MSE, MAE, and RMSE. These findings highlight the efficacy of ensemble kernels in GPR for predictive analytics in complex pharmaceutical sales datasets. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=Gaussian%20process%20regression" title="Gaussian process regression">Gaussian process regression</a>, <a href="https://publications.waset.org/abstracts/search?q=ensemble%20kernels" title=" ensemble kernels"> ensemble kernels</a>, <a href="https://publications.waset.org/abstracts/search?q=bayesian%20optimization" title=" bayesian optimization"> bayesian optimization</a>, <a href="https://publications.waset.org/abstracts/search?q=pharmaceutical%20sales%20analysis" title=" pharmaceutical sales analysis"> pharmaceutical sales analysis</a>, <a href="https://publications.waset.org/abstracts/search?q=time%20series%20forecasting" title=" time series forecasting"> time series forecasting</a>, <a href="https://publications.waset.org/abstracts/search?q=data%20analysis" title=" data analysis"> data analysis</a> </p> <a href="https://publications.waset.org/abstracts/181581/enhancing-predictive-accuracy-in-pharmaceutical-sales-through-an-ensemble-kernel-gaussian-process-regression-approach" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/181581.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">71</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28485</span> Characteristics of Successful Sales Interaction in B2B Sales Meetings</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Ari%20Alam%C3%A4ki">Ari Alamäki</a>, <a href="https://publications.waset.org/abstracts/search?q=Timo%20Kaski"> Timo Kaski</a> </p> <p class="card-text"><strong>Abstract:</strong></p> The value of co-creation has gained much attention in sales research, but less is known about how salespeople and customers interact in the authentic business to business (B2B) sales meetings. The study presented in this paper empirically contributes to existing research by presenting authentic B2B sales meetings that were video recorded and analyzed using observation and qualitative content analysis methods. This paper aims to study key elements of successful sales interactions between salespeople and customers/buyers. This study points out that salespeople are selling value rather than the products or services themselves, which are only enablers in realizing business benefits. Therefore, our findings suggest that promoting and easing open discourse is an essential part of a successful sales encounter. A better understanding of how salespeople and customers successfully interact would help salespeople to develop their interpersonal sales skills. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=personal%20selling" title="personal selling">personal selling</a>, <a href="https://publications.waset.org/abstracts/search?q=relationship" title=" relationship"> relationship</a>, <a href="https://publications.waset.org/abstracts/search?q=sales%20management" title=" sales management"> sales management</a>, <a href="https://publications.waset.org/abstracts/search?q=value%20co-creation" title=" value co-creation"> value co-creation</a> </p> <a href="https://publications.waset.org/abstracts/23949/characteristics-of-successful-sales-interaction-in-b2b-sales-meetings" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/23949.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">399</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28484</span> Applying Arima Data Mining Techniques to ERP to Generate Sales Demand Forecasting: A Case Study</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Ghaleb%20Y.%20Abbasi">Ghaleb Y. Abbasi</a>, <a href="https://publications.waset.org/abstracts/search?q=Israa%20Abu%20Rumman"> Israa Abu Rumman</a> </p> <p class="card-text"><strong>Abstract:</strong></p> This paper modeled sales history archived from 2012 to 2015 bulked in monthly bins for five products for a medical supply company in Jordan. The sales forecasts and extracted consistent patterns in the sales demand history from the Enterprise Resource Planning (ERP) system were used to predict future forecasting and generate sales demand forecasting using time series analysis statistical technique called Auto Regressive Integrated Moving Average (ARIMA). This was used to model and estimate realistic sales demand patterns and predict future forecasting to decide the best models for five products. Analysis revealed that the current replenishment system indicated inventory overstocking. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=ARIMA%20models" title="ARIMA models">ARIMA models</a>, <a href="https://publications.waset.org/abstracts/search?q=sales%20demand%20forecasting" title=" sales demand forecasting"> sales demand forecasting</a>, <a href="https://publications.waset.org/abstracts/search?q=time%20series" title=" time series"> time series</a>, <a href="https://publications.waset.org/abstracts/search?q=R%20code" title=" R code"> R code</a> </p> <a href="https://publications.waset.org/abstracts/64117/applying-arima-data-mining-techniques-to-erp-to-generate-sales-demand-forecasting-a-case-study" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/64117.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">385</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28483</span> Sales Patterns Clustering Analysis on Seasonal Product Sales Data</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Soojin%20Kim">Soojin Kim</a>, <a href="https://publications.waset.org/abstracts/search?q=Jiwon%20Yang"> Jiwon Yang</a>, <a href="https://publications.waset.org/abstracts/search?q=Sungzoon%20Cho"> Sungzoon Cho</a> </p> <p class="card-text"><strong>Abstract:</strong></p> As a seasonal product is only in demand for a short time, inventory management is critical to profits. Both markdowns and stockouts decrease the return on perishable products; therefore, researchers have been interested in the distribution of seasonal products with the aim of maximizing profits. In this study, we propose a data-driven seasonal product sales pattern analysis method for individual retail outlets based on observed sales data clustering; the proposed method helps in determining distribution strategies. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=clustering" title="clustering">clustering</a>, <a href="https://publications.waset.org/abstracts/search?q=distribution" title=" distribution"> distribution</a>, <a href="https://publications.waset.org/abstracts/search?q=sales%20pattern" title=" sales pattern"> sales pattern</a>, <a href="https://publications.waset.org/abstracts/search?q=seasonal%20product" title=" seasonal product"> seasonal product</a> </p> <a href="https://publications.waset.org/abstracts/22411/sales-patterns-clustering-analysis-on-seasonal-product-sales-data" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/22411.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">595</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28482</span> Successful Marketing Strategies of Local Companies in Pakistan: A Case Study of Pharmaceutical Industry</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Nasir%20Ullah">Nasir Ullah</a> </p> <p class="card-text"><strong>Abstract:</strong></p> Marketing strategies are important factors in the success of a company. Local pharmaceutical companies in Pakistan face several issues, such as low-level budgets, lack of skilled human resources, and challenges to competing with multinational competitors that have negative impacts on their success. However, still there exist local companies with great levels of success in the pharmaceutical sector. This study aims to evaluate the marketing strategies of successful local companies in the pharmaceutical sector of Khyber Pakhtunkhwa, Pakistan. The study employed a constructivist approach to know about successful strategies of the marketing managers that worked well. For this purpose, in-depth interviews were conducted with marketing managers of four pharmaceutical companies which were deemed as successful on the basis of their annual target achievements. Thematic analysis was conducted using Nvivo to devise major themes from the collected data. Four major themes or successful strategies were identified. These are i) share in the profit to marketing and sales staff, ii) invitation to the doctors for participation in free medical camps and health awareness seminars, iv) incentives for the Doctors and retailers, v) utilization of traditional capital (local social relationships) by the marketing officers. The study concludes that profit share to the employees, valuing doctors through their involvement and utilization of traditional capital are the successful marketing strategies of the successful pharmaceutical companies in the Pakhtun society of Pakistan. The study suggests hiring local staff that can utilize their traditional capital to influence doctors' decisions regarding the prescription of their medicine to the patients. The study also suggests profit share or increased bonuses to the marketing and sales staff as a measure of success. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=successful%20marketing%20strategies" title="successful marketing strategies">successful marketing strategies</a>, <a href="https://publications.waset.org/abstracts/search?q=pharmaceutical%20industry" title=" pharmaceutical industry"> pharmaceutical industry</a>, <a href="https://publications.waset.org/abstracts/search?q=traditional%20social%20capital" title=" traditional social capital"> traditional social capital</a>, <a href="https://publications.waset.org/abstracts/search?q=local%20companies" title=" local companies"> local companies</a> </p> <a href="https://publications.waset.org/abstracts/187052/successful-marketing-strategies-of-local-companies-in-pakistan-a-case-study-of-pharmaceutical-industry" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/187052.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">41</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28481</span> Interactive Systems in B2B Marketing: Perceptions of Sales Configurator Use</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Tommi%20Mahlamaki">Tommi Mahlamaki</a>, <a href="https://publications.waset.org/abstracts/search?q=Mika%20Ojala"> Mika Ojala</a> </p> <p class="card-text"><strong>Abstract:</strong></p> Digitalization is changing our lives in many ways. As consumers, we are accustomed using different online interactive sales systems. However, while many online selling sites offer systems that have evolved from simple selling functions, the change has not been as rapid in business-to-business (B2B) markets. This is because many B2B companies rely on personal sales and personal communication. The main objective of this research is to clarify perceptions towards digital interactive sales systems and, more specifically, sales configurators. It also aims to identify trends towards the use of sales configurators. To reach these objectives, an online questionnaire was created that targets Finnish B2B distributors who are, by definition, part of B2B markets. The questionnaire was sent to 340 distributors, and it was returned by 150 respondents. The results showed that 82% of respondents had heard about sales configurators, and 64% had used them. The results also showed that 48% of respondents felt that the use of sales configurators would increase in the future, while only 2% felt they would be used less. The future use of sales configurators was not seen as affecting the level of personal sales. In light of the results, we recommend that B2B companies create marketing strategies that integrate and complement traditional sales processes with digital interactive systems. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=digitalization" title="digitalization">digitalization</a>, <a href="https://publications.waset.org/abstracts/search?q=interactive%20systems" title=" interactive systems"> interactive systems</a>, <a href="https://publications.waset.org/abstracts/search?q=marketing" title=" marketing"> marketing</a>, <a href="https://publications.waset.org/abstracts/search?q=sales%20process" title=" sales process"> sales process</a> </p> <a href="https://publications.waset.org/abstracts/54938/interactive-systems-in-b2b-marketing-perceptions-of-sales-configurator-use" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/54938.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">246</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28480</span> The Impact of Technology on Sales Researches and Distribution</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Nady%20Farag%20Faragalla%20Hanna">Nady Farag Faragalla Hanna</a> </p> <p class="card-text"><strong>Abstract:</strong></p> In the car dealership industry in Japan, the sales specialist is a key factor in the success of the company. I hypothesize that when a company understands the characteristics of sales professionals in its industry, it is easier to recruit and train salespeople effectively. Lean human resources management ensures the economic success and performance of companies, especially small and medium-sized companies.The purpose of the article is to determine the characteristics of sales specialists for small and medium-sized car dealerships using the chi-square test and the proximate variable model. Accordingly, the results show that career change experience, learning ability and product knowledge are important, while university education, career building through internal transfer, leadership experience and people development are not important for becoming a sales professional. I also show that the characteristics of sales specialists are perseverance, humility, improvisation and passion for business. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=electronics%20engineering" title="electronics engineering">electronics engineering</a>, <a href="https://publications.waset.org/abstracts/search?q=marketing" title=" marketing"> marketing</a>, <a href="https://publications.waset.org/abstracts/search?q=sales" title=" sales"> sales</a>, <a href="https://publications.waset.org/abstracts/search?q=E-commerce%20digitalization" title=" E-commerce digitalization"> E-commerce digitalization</a>, <a href="https://publications.waset.org/abstracts/search?q=interactive%20systems" title=" interactive systems"> interactive systems</a>, <a href="https://publications.waset.org/abstracts/search?q=sales%20process%20ARIMA%20models" title=" sales process ARIMA models"> sales process ARIMA models</a>, <a href="https://publications.waset.org/abstracts/search?q=sales%20demand%20forecasting" title=" sales demand forecasting"> sales demand forecasting</a>, <a href="https://publications.waset.org/abstracts/search?q=time%20series" title=" time series"> time series</a>, <a href="https://publications.waset.org/abstracts/search?q=R%20codetraits%20of%20sales%20professionals" title=" R codetraits of sales professionals"> R codetraits of sales professionals</a>, <a href="https://publications.waset.org/abstracts/search?q=variable%20precision%20rough%20sets%20theory" title=" variable precision rough sets theory"> variable precision rough sets theory</a>, <a href="https://publications.waset.org/abstracts/search?q=sales%20professional" title=" sales professional"> sales professional</a>, <a href="https://publications.waset.org/abstracts/search?q=sales%20professionals" title=" sales professionals"> sales professionals</a> </p> <a href="https://publications.waset.org/abstracts/185109/the-impact-of-technology-on-sales-researches-and-distribution" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/185109.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">52</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28479</span> Integrating Data Envelopment Analysis and Variance Inflation Factor to Measure the Efficiency of Decision Making Units</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Mostafa%20Kazemi">Mostafa Kazemi</a>, <a href="https://publications.waset.org/abstracts/search?q=Zahra%20N.%20Farkhani"> Zahra N. Farkhani</a> </p> <p class="card-text"><strong>Abstract:</strong></p> This paper proposes an integrated Data Envelopment Analysis (DEA) and Variance Inflation Factor (VIF) model for measuring the technical efficiency of decision making units. The model is validated using a set of 69% sales representatives’ dairy products. The analysis is done in two stages, in the first stage, VIF technique is used to distinguish independent effective factors of resellers, and in the second stage we used DEA for measuring efficiency for both constant and variable return to scales status. Further DEA is used to examine the utilization of environmental factors on efficiency. Results of this paper indicated an average managerial efficiency of 83% in the whole sales representatives’ dairy products. In addition, technical and scale efficiency were counted 96% and 80% respectively. 38% of sales representative have the technical efficiency of 100% and 72% of the sales representative in terms of managerial efficiency are quite efficient.High levels of relative efficiency indicate a good condition for sales representative efficiency. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=data%20envelopment%20analysis%20%28DEA%29" title="data envelopment analysis (DEA)">data envelopment analysis (DEA)</a>, <a href="https://publications.waset.org/abstracts/search?q=relative%20efficiency" title=" relative efficiency"> relative efficiency</a>, <a href="https://publications.waset.org/abstracts/search?q=sales%20representatives%E2%80%99%20dairy%20products" title=" sales representatives’ dairy products"> sales representatives’ dairy products</a>, <a href="https://publications.waset.org/abstracts/search?q=variance%20inflation%20factor%20%28VIF%29" title=" variance inflation factor (VIF)"> variance inflation factor (VIF)</a> </p> <a href="https://publications.waset.org/abstracts/35762/integrating-data-envelopment-analysis-and-variance-inflation-factor-to-measure-the-efficiency-of-decision-making-units" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/35762.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">567</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28478</span> Sales-Based Dynamic Investment and Leverage Decisions: A Longitudinal Study</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Rihab%20Belguith">Rihab Belguith</a>, <a href="https://publications.waset.org/abstracts/search?q=Fathi%20Abid"> Fathi Abid</a> </p> <p class="card-text"><strong>Abstract:</strong></p> The paper develops a system-based approach to investigate the dynamic adjustment of debt structure and investment policies of the Dow-Jones index. This approach enables the assessment of relations among sales, debt, and investment opportunities by considering the simultaneous effect of the market environmental change and future growth opportunities. We integrate the firm-specific sales variance to capture the industries' conditions in the model. Empirical results were obtained through a panel data set of firms with different sectors. The analysis support that environmental change does not affect equally the different industry since operating leverage differs among industries and so the sensitivity to sales variance. Including adjusted-specific variance, we find that there is no monotonic relation between leverage, sales, and investment. The firm may choose a low debt level in response to high sales variance but high leverage to attenuate the negative relation between sales variance and the current level of investment. We further find that while the overall effect of debt maturity on leverage is unaffected by the level of growth opportunities, the shorter the maturity of debt is, the smaller the direct effect of sales variance on investment. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=dynamic%20panel" title="dynamic panel">dynamic panel</a>, <a href="https://publications.waset.org/abstracts/search?q=investment" title=" investment"> investment</a>, <a href="https://publications.waset.org/abstracts/search?q=leverage%20decision" title=" leverage decision"> leverage decision</a>, <a href="https://publications.waset.org/abstracts/search?q=sales%20uncertainty" title=" sales uncertainty"> sales uncertainty</a> </p> <a href="https://publications.waset.org/abstracts/140094/sales-based-dynamic-investment-and-leverage-decisions-a-longitudinal-study" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/140094.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">243</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28477</span> Trait of Sales Professionals</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Yuichi%20Morita">Yuichi Morita</a>, <a href="https://publications.waset.org/abstracts/search?q=Yoshiteru%20Nakamori"> Yoshiteru Nakamori</a> </p> <p class="card-text"><strong>Abstract:</strong></p> In car dealer business of Japan, a sale professional is a key factor of company’s success. We hypothesize that, if a corporation knows what is the sales professionals’ trait of its corporation’s business field, it will be easier for a corporation to secure and nurture sales persons effectively. The lean human resources management will ensure business success and good performance of corporations, especially small and medium ones. The goal of the paper is to determine the traits of sales professionals for small-and medium-size car dealers, using chi-square test and the variable rough set model. As a result, the results illustrate that experience of job change, learning ability and product knowledge are important, and an academic background, building a career with internal transfer, experience of the leader and self-development are not important to be a sale professional. Also, we illustrate sales professionals’ traits are persistence, humility, improvisation and passion at business. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=traits%20of%20sales%20professionals" title="traits of sales professionals">traits of sales professionals</a>, <a href="https://publications.waset.org/abstracts/search?q=variable%20precision%20rough%20sets%20theory" title=" variable precision rough sets theory"> variable precision rough sets theory</a>, <a href="https://publications.waset.org/abstracts/search?q=sales%20professional" title=" sales professional"> sales professional</a>, <a href="https://publications.waset.org/abstracts/search?q=sales%20professionals" title=" sales professionals"> sales professionals</a> </p> <a href="https://publications.waset.org/abstracts/12741/trait-of-sales-professionals" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/12741.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">382</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28476</span> Factors Affecting Profitability of Pharmaceutical Company During the COVID-19 Pandemic: An Indonesian Evidence</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Septiany%20Trisnaningtyas">Septiany Trisnaningtyas</a> </p> <p class="card-text"><strong>Abstract:</strong></p> Purpose: This research aims to examine the factors affecting the profitability of pharmaceutical company during the Covid-19 Pandemic in Indonesia. A sharp decline in the number of patients coming to the hospital for treatment during the pandemic has an impact on the growth of the pharmaceutical sector and brought major changes in financial position and business performance. Pharmaceutical companies that provide products related to the Covid-19 pandemic can survive and continue to grow. This study investigates the factors affecting the profitability of pharmaceutical company during the Covid-19 Pandemic in Indonesia associated with the number of Covid-19 cases. Design/methodology/approach: This study uses panel-data regression models to evaluate the influence of the number of Covid-19 confirmed cases on profitability of ninelisted pharmaceuticalcompanies in Indonesia. This research is based on four independent variables that were empirically examined for their relationship with profitability. These variables are liquidity (current ratio), growth rate (sales growth), firm size (total sales), and market power (the Lerner index). Covid-19 case is used as moderating variable. Data of nine pharmaceutical companies listed on the Indonesia Stock Exchange covering the period of 2018–2021 were extracted from companies’ quarterly annual reports. Findings: In the period during Covid-19, company growth (sales growth) and market power (lerner index) have a positive and significant relationship to ROA and ROE. Total of confirmed Covid-19 cases has a positive and significant relationship to ROA and is proven to have a moderating effect between company’s growth (sales growth) to ROA and ROE and market power (Lerner index) to ROA. Research limitations/implications: Due to data availability, this study only includes data from nine listed pharmaceutical companies in Indonesian Stock exchange and quarterly annual reportscovering the period of 2018-2021. Originality/value: This study focuses onpharmaceutical companies in Indonesia during Covid-19 pandemic. Previous study analyzes the data from pharmaceutical companies’ annual reports since 2014 and focus on universal health coverage (national health insurance) implementation from the Indonesian government. This study analyzes the data using fixed effect panel-data regression models to evaluate the influence of Covid-19 confirmed cases on profitability. Pooled ordinary least squares regression and fixed effects were used to analyze the data in previous study. This study also investigate the moderating effect of Covid-19 confirmed cases to profitability in relevant with the pandemic situation. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=profitability" title="profitability">profitability</a>, <a href="https://publications.waset.org/abstracts/search?q=indonesia" title=" indonesia"> indonesia</a>, <a href="https://publications.waset.org/abstracts/search?q=pharmaceutical" title=" pharmaceutical"> pharmaceutical</a>, <a href="https://publications.waset.org/abstracts/search?q=Covid-19" title=" Covid-19"> Covid-19</a> </p> <a href="https://publications.waset.org/abstracts/151861/factors-affecting-profitability-of-pharmaceutical-company-during-the-covid-19-pandemic-an-indonesian-evidence" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/151861.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">123</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28475</span> Estimation of Desktop E-Wastes in Delhi Using Multivariate Flow Analysis</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Sumay%20Bhojwani">Sumay Bhojwani</a>, <a href="https://publications.waset.org/abstracts/search?q=Ashutosh%20Chandra"> Ashutosh Chandra</a>, <a href="https://publications.waset.org/abstracts/search?q=Mamita%20Devaburman"> Mamita Devaburman</a>, <a href="https://publications.waset.org/abstracts/search?q=Akriti%20Bhogal"> Akriti Bhogal</a> </p> <p class="card-text"><strong>Abstract:</strong></p> This article uses the Material flow analysis for estimating e-wastes in the Delhi/NCR region. The Material flow analysis is based on sales data obtained from various sources. Much of the data available for the sales is unreliable because of the existence of a huge informal sector. The informal sector in India accounts for more than 90%. Therefore, the scope of this study is only limited to the formal one. Also, for projection of the sales data till 2030, we have used regression (linear) to avoid complexity. The actual sales in the years following 2015 may vary non-linearly but we have assumed a basic linear relation. The purpose of this study was to know an approximate quantity of desktop e-wastes that we will have by the year 2030 so that we start preparing ourselves for the ineluctable investment in the treatment of these ever-rising e-wastes. The results of this study can be used to install a treatment plant for e-wastes in Delhi. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=e-wastes" title="e-wastes">e-wastes</a>, <a href="https://publications.waset.org/abstracts/search?q=Delhi" title=" Delhi"> Delhi</a>, <a href="https://publications.waset.org/abstracts/search?q=desktops" title=" desktops"> desktops</a>, <a href="https://publications.waset.org/abstracts/search?q=estimation" title=" estimation"> estimation</a> </p> <a href="https://publications.waset.org/abstracts/37549/estimation-of-desktop-e-wastes-in-delhi-using-multivariate-flow-analysis" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/37549.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">258</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28474</span> Power of Sales and Marketing in Electronics Engineering with E-commerce: Connecting the Circuits</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Muhammad%20Awais%20Kiani">Muhammad Awais Kiani</a>, <a href="https://publications.waset.org/abstracts/search?q=Maryam%20Kiani"> Maryam Kiani</a> </p> <p class="card-text"><strong>Abstract:</strong></p> In today's digital age, the field of electronics engineering is experiencing unprecedented growth and innovation. To keep pace with this rapidly evolving industry, effective sales and marketing strategies are crucial, especially when combined with the power of e-commerce. This study explores the significance of integrating sales and marketing techniques with e-commerce platforms in the context of electronics engineering. It highlights the benefits, challenges, and best practices in leveraging e-commerce for sales and marketing in this industry. By embracing e-commerce, electronics engineering companies can reach a wider customer base, enhance brand visibility, and personalize customer experiences. Furthermore, this abstract delves into the importance of utilizing digital marketing tools such as search engine optimization (SEO), social media marketing, and content creation to optimize online sales. Therefore, this research aims to provide insights and recommendations for electronics engineering professionals to effectively navigate the dynamic landscape of sales and marketing in conjunction with e-commerce. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=electronics%20engineering" title="electronics engineering">electronics engineering</a>, <a href="https://publications.waset.org/abstracts/search?q=marketing" title=" marketing"> marketing</a>, <a href="https://publications.waset.org/abstracts/search?q=sales" title=" sales"> sales</a>, <a href="https://publications.waset.org/abstracts/search?q=E-commerce" title=" E-commerce"> E-commerce</a> </p> <a href="https://publications.waset.org/abstracts/175612/power-of-sales-and-marketing-in-electronics-engineering-with-e-commerce-connecting-the-circuits" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/175612.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">75</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28473</span> Linking Market Performance to Exploration and Exploitation in The Pharmaceutical Industry </h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Johann%20Valentowitsch">Johann Valentowitsch</a>, <a href="https://publications.waset.org/abstracts/search?q=Wolfgang%20Burr"> Wolfgang Burr</a> </p> <p class="card-text"><strong>Abstract:</strong></p> In organizational research, strategies of exploration and exploitation are often considered to be contradictory. Building on the tradeoff argument, many authors have assumed that a company's market performance should be positively dependent on its strategic balance between exploration and exploitation over time. In this study, we apply this reasoning to the pharmaceutical industry. Using exploratory regression analysis we show that the long-term market performance of a pharmaceutical company is linked to both its ability to carry out exploratory projects and its ability to develop exploitative competencies. In particular, our findings demonstrate that, on average, the company's annual sales performance is higher the better the strategic alignment between exploration and exploitation is balanced. The contribution of our research is twofold. On the one hand, we provide empirical evidence for the initial tradeoff hypothesis and thus support the theoretical position of those who understand exploration and exploitation as strategic substitutes. On the other hand, our findings show that a balanced relationship between exploration and exploitation is also important in research-intensive industries, which naturally tend to place more emphasis on exploration. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=exploitation" title="exploitation">exploitation</a>, <a href="https://publications.waset.org/abstracts/search?q=exploration" title=" exploration"> exploration</a>, <a href="https://publications.waset.org/abstracts/search?q=market%20performance" title=" market performance"> market performance</a>, <a href="https://publications.waset.org/abstracts/search?q=pharmaceutical%20industry" title=" pharmaceutical industry"> pharmaceutical industry</a>, <a href="https://publications.waset.org/abstracts/search?q=strategy" title=" strategy "> strategy </a> </p> <a href="https://publications.waset.org/abstracts/128901/linking-market-performance-to-exploration-and-exploitation-in-the-pharmaceutical-industry" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/128901.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">218</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28472</span> Material Saving Strategies, Technologies and Effects on Return on Sales</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Jasna%20Prester">Jasna Prester</a>, <a href="https://publications.waset.org/abstracts/search?q=Najla%20Podrug"> Najla Podrug</a>, <a href="https://publications.waset.org/abstracts/search?q=Davor%20Filipovi%C4%87"> Davor Filipović</a> </p> <p class="card-text"><strong>Abstract:</strong></p> Manufacturing companies invest a significant amount of sales into material resources for production. In our sample, 58% of sales is used for manufacturing inputs, while only 24% of sales is used for salaries. This means that if a company is looking to reduce costs, the greater potential is in reduction of material costs than downsizing. This research shows that manufacturing companies in Croatia did realize material savings in last three years. It is also shown by which technologies they achieved materials cost savings. Through literature research, we found research gap as to which technologies reduce material consumption. As methodology of research four regression analyses are used to prove our findings. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=Croatia" title="Croatia">Croatia</a>, <a href="https://publications.waset.org/abstracts/search?q=materials%20savings%20strategies" title=" materials savings strategies"> materials savings strategies</a>, <a href="https://publications.waset.org/abstracts/search?q=technologies" title=" technologies"> technologies</a>, <a href="https://publications.waset.org/abstracts/search?q=return%20on%20sales" title=" return on sales"> return on sales</a> </p> <a href="https://publications.waset.org/abstracts/39863/material-saving-strategies-technologies-and-effects-on-return-on-sales" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/39863.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">300</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28471</span> Joint Optimal Pricing and Lot-Sizing Decisions for an Advance Sales System under Stochastic Conditions</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Maryam%20Ghoreishi">Maryam Ghoreishi</a>, <a href="https://publications.waset.org/abstracts/search?q=Christian%20Larsen"> Christian Larsen</a> </p> <p class="card-text"><strong>Abstract:</strong></p> In this paper, we investigate the effect of stochastic inputs on problem of joint optimal pricing and lot-sizing decisions where the inventory cycle is divided into advance and spot sales periods. During the advance sales period, customer can make reservations while customer with reservations can cancel their order. However, during the spot sales period customers receive the order as soon as the order is placed, but they cannot make any reservation or cancellation during that period. We assume that the inter arrival times during the advance sales and spot sales period are exponentially distributed where the arrival rate is decreasing function of price. Moreover, we assume that the number of cancelled reservations is binomially distributed. In addition, we assume that deterioration process follows an exponential distribution. We investigate two cases. First, we consider two-state case where we find the optimal price during the spot sales period and the optimal price during the advance sales period. Next, we develop a generalized case where we extend two-state case also to allow dynamic prices during the spot sales period. We apply the Markov decision theory in order to find the optimal solutions. In addition, for the generalized case, we apply the policy iteration algorithm in order to find the optimal prices, the optimal lot-size and maximum advance sales amount. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=inventory%20control" title="inventory control">inventory control</a>, <a href="https://publications.waset.org/abstracts/search?q=pricing" title=" pricing"> pricing</a>, <a href="https://publications.waset.org/abstracts/search?q=Markov%20decision%20theory" title=" Markov decision theory"> Markov decision theory</a>, <a href="https://publications.waset.org/abstracts/search?q=advance%20sales%20system" title=" advance sales system"> advance sales system</a> </p> <a href="https://publications.waset.org/abstracts/83282/joint-optimal-pricing-and-lot-sizing-decisions-for-an-advance-sales-system-under-stochastic-conditions" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/83282.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">323</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28470</span> Retail Strategy to Reduce Waste Keeping High Profit Utilizing Taylor's Law in Point-of-Sales Data</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Gen%20Sakoda">Gen Sakoda</a>, <a href="https://publications.waset.org/abstracts/search?q=Hideki%20Takayasu"> Hideki Takayasu</a>, <a href="https://publications.waset.org/abstracts/search?q=Misako%20Takayasu"> Misako Takayasu</a> </p> <p class="card-text"><strong>Abstract:</strong></p> Waste reduction is a fundamental problem for sustainability. Methods for waste reduction with point-of-sales (POS) data are proposed, utilizing the knowledge of a recent econophysics study on a statistical property of POS data. Concretely, the non-stationary time series analysis method based on the Particle Filter is developed, which considers abnormal fluctuation scaling known as Taylor's law. This method is extended for handling incomplete sales data because of stock-outs by introducing maximum likelihood estimation for censored data. The way for optimal stock determination with pricing the cost of waste reduction is also proposed. This study focuses on the examination of the methods for large sales numbers where Taylor's law is obvious. Numerical analysis using aggregated POS data shows the effectiveness of the methods to reduce food waste maintaining a high profit for large sales numbers. Moreover, the way of pricing the cost of waste reduction reveals that a small profit loss realizes substantial waste reduction, especially in the case that the proportionality constant  of Taylor’s law is small. Specifically, around 1% profit loss realizes half disposal at =0.12, which is the actual  value of processed food items used in this research. The methods provide practical and effective solutions for waste reduction keeping a high profit, especially with large sales numbers. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=food%20waste%20reduction" title="food waste reduction">food waste reduction</a>, <a href="https://publications.waset.org/abstracts/search?q=particle%20filter" title=" particle filter"> particle filter</a>, <a href="https://publications.waset.org/abstracts/search?q=point-of-sales" title=" point-of-sales"> point-of-sales</a>, <a href="https://publications.waset.org/abstracts/search?q=sustainable%20development%20goals" title=" sustainable development goals"> sustainable development goals</a>, <a href="https://publications.waset.org/abstracts/search?q=Taylor%27s%20law" title=" Taylor's law"> Taylor's law</a>, <a href="https://publications.waset.org/abstracts/search?q=time%20series%20analysis" title=" time series analysis"> time series analysis</a> </p> <a href="https://publications.waset.org/abstracts/112690/retail-strategy-to-reduce-waste-keeping-high-profit-utilizing-taylors-law-in-point-of-sales-data" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/112690.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">131</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28469</span> Powering Connections: Synergizing Sales and Marketing for Electronics Engineering with Web Development.</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Muhammad%20Awais%20Kiani">Muhammad Awais Kiani</a>, <a href="https://publications.waset.org/abstracts/search?q=Abdul%20Basit%20Kiani"> Abdul Basit Kiani</a>, <a href="https://publications.waset.org/abstracts/search?q=Maryam%20Kiani"> Maryam Kiani</a> </p> <p class="card-text"><strong>Abstract:</strong></p> Synergizing Sales and Marketing for Electronics Engineering with Web Development, explores the dynamic relationship between sales, marketing, and web development within the electronics engineering industry. This study is important for the power of digital platforms to connect with customers. Which increases brand visibility and drives sales. It highlights the need for collaboration between sales and marketing teams, as well as the integration of web development strategies to create seamless user experiences and effective lead generation. Furthermore, It also emphasizes the role of data analytics and customer insights in optimizing sales and marketing efforts in the ever-evolving landscape of electronics engineering. Sales and marketing play a crucial role in driving business growth, and in today's digital landscape, web development has become an integral part of these strategies. Web development enables businesses to create visually appealing and user-friendly websites that effectively showcase their products or services. It allows for the integration of e-commerce functionalities, enabling seamless online transactions. Furthermore, web development helps businesses optimize their online presence through search engine optimization (SEO) techniques, social media integration, and content management systems. This abstract highlights the symbiotic relationship between sales marketing in the electronics industry and web development, emphasizing the importance of a strong online presence in achieving business success. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=electronics%20industry" title="electronics industry">electronics industry</a>, <a href="https://publications.waset.org/abstracts/search?q=web%20development" title=" web development"> web development</a>, <a href="https://publications.waset.org/abstracts/search?q=sales" title=" sales"> sales</a>, <a href="https://publications.waset.org/abstracts/search?q=marketing" title=" marketing"> marketing</a> </p> <a href="https://publications.waset.org/abstracts/175613/powering-connections-synergizing-sales-and-marketing-for-electronics-engineering-with-web-development" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/175613.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">116</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28468</span> Role and Impact of Artificial Intelligence in Sales and Distribution Management</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Kiran%20Nair">Kiran Nair</a>, <a href="https://publications.waset.org/abstracts/search?q=Jincy%20George"> Jincy George</a>, <a href="https://publications.waset.org/abstracts/search?q=Suhaib%20Anagreh"> Suhaib Anagreh</a> </p> <p class="card-text"><strong>Abstract:</strong></p> Artificial intelligence (AI) in a marketing context is a form of a deterministic tool designed to optimize and enhance marketing tasks, research tools, and techniques. It is on the verge of transforming marketing roles and revolutionize the entire industry. This paper aims to explore the current dissemination of the application of artificial intelligence (AI) in the marketing mix, reviewing the scope and application of AI in various aspects of sales and distribution management. The paper also aims at identifying the areas of the strong impact of AI in factors of sales and distribution management such as distribution channel, purchase automation, customer service, merchandising automation, and shopping experiences. This is a qualitative research paper that aims to examine the impact of AI on sales and distribution management of 30 multinational brands in six different industries, namely: airline; automobile; banking and insurance; education; information technology; retail and telecom. Primary data is collected by means of interviews and questionnaires from a sample of 100 marketing managers that have been selected using convenient sampling method. The data is then analyzed using descriptive statistics, correlation analysis and multiple regression analysis. The study reveals that AI applications are extensively used in sales and distribution management, with a strong impact on various factors such as identifying new distribution channels, automation in merchandising, customer service, and purchase automation as well as sales processes. International brands have already integrated AI extensively in their day-to-day operations for better efficiency and improved market share while others are investing heavily in new AI applications for gaining competitive advantage. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=artificial%20intelligence" title="artificial intelligence">artificial intelligence</a>, <a href="https://publications.waset.org/abstracts/search?q=sales%20and%20distribution" title=" sales and distribution"> sales and distribution</a>, <a href="https://publications.waset.org/abstracts/search?q=marketing%20mix" title=" marketing mix"> marketing mix</a>, <a href="https://publications.waset.org/abstracts/search?q=distribution%20channel" title=" distribution channel"> distribution channel</a>, <a href="https://publications.waset.org/abstracts/search?q=customer%20service" title=" customer service"> customer service</a> </p> <a href="https://publications.waset.org/abstracts/117156/role-and-impact-of-artificial-intelligence-in-sales-and-distribution-management" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/117156.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">154</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28467</span> Hotel Sales Promotion Effectiveness: An Experimental Study about Promotional Fit Presence vs. Absence on Behavioral Intentions</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Esra%20Topcuoglu">Esra Topcuoglu</a>, <a href="https://publications.waset.org/abstracts/search?q=Seyhmus%20Baloglu"> Seyhmus Baloglu</a> </p> <p class="card-text"><strong>Abstract:</strong></p> This research investigates the effects of online hotel sales promotion fit (SP fit) on traveler purchase intention (PI) and word-of-mouth (WOM). It examines these relationships based on the need for cognition (NFC), intention to travel (TI), promotional attractiveness (PA), and demographics within resource matching theory (RMT). One factor (SP: Fit presence for monetary and nonmonetary vs. Fit absence for monetary and nonmonetary) design was employed to test the effects of SP fit on traveler behaviors. Data collection was conducted from 300 subjects through Qualtrics. One-way MANOVA was performed to test the main effects of SP fit, and PROCESS simple moderation test for the interaction effects. Results revealed promotional fit increased the effectiveness of monetary and nonmonetary sales promotions. “F&B discount card at the hotel” was the most preferred deal. Fit absence for monetary sales promotion (MSP) and fit presence for nonmonetary sales promotion (NMSP) yielded significant results. The participants were involved in their intention to travel and perceptions of promotional attractiveness to value the promotions. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=need%20for%20cognition" title="need for cognition">need for cognition</a>, <a href="https://publications.waset.org/abstracts/search?q=promotional%20attractiveness" title=" promotional attractiveness"> promotional attractiveness</a>, <a href="https://publications.waset.org/abstracts/search?q=sales%20promotion%20fit" title=" sales promotion fit"> sales promotion fit</a>, <a href="https://publications.waset.org/abstracts/search?q=travel%20intention" title=" travel intention"> travel intention</a> </p> <a href="https://publications.waset.org/abstracts/156784/hotel-sales-promotion-effectiveness-an-experimental-study-about-promotional-fit-presence-vs-absence-on-behavioral-intentions" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/156784.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">137</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28466</span> An Analysis of Present Supplier Selection Criteria of State Pharmaceutical Corporation (SPC) Sri Lanka: A Case Study</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Gamalath%20M.%20B.%20P.%20Abeysekara">Gamalath M. B. P. Abeysekara</a> </p> <p class="card-text"><strong>Abstract:</strong></p> Primary objective of any organization is to enhance the bottom line profit. Strategic procurement is one of the prominent aspects in view of receiving this ultimate objective. Strategic procurement is an activity used in each and every organization in their operations. Pharmaceutical procurement is an especially significant task for any organizations, particularly state sector concerned. The whole pharmaceutical procurement requirement of the country is procured through the State Pharmaceutical Corporation (SPC) of Sri Lanka. They follow Pharmaceutical Procurement Guideline of 2006 as the procurement principle. The main objective of this project is to identify the importance of State Pharmaceutical Corporation supplier selection criteria and critical analysis of pharmaceutical procurement procedure. State Pharmaceutical Corporations applied net price, product quality, past performance, and delivery of suppliers’ as main criteria for the selection suppliers. Data collection for this study was taken place through a questionnaire, given to fifty doctors within the Colombo district attached to five main state hospitals. Data analysis is carried out with mean and standard deviation functions. The ultimate outcomes indicated product quality, net price, and delivery of suppliers’ are the most important criteria behind the selection of suppliers. Critical analysis proved State Pharmaceutical Corporation should focus on net price reduction, improving laboratory testing facilities and effective communication between up and down stream of supply chain. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=government%20procurement%20procedure" title="government procurement procedure">government procurement procedure</a>, <a href="https://publications.waset.org/abstracts/search?q=pharmaceutical%20procurement%20supplier%20selection%20criteria" title=" pharmaceutical procurement supplier selection criteria"> pharmaceutical procurement supplier selection criteria</a>, <a href="https://publications.waset.org/abstracts/search?q=importance%20of%20SPC%20supplier%20selection%20criteria" title=" importance of SPC supplier selection criteria "> importance of SPC supplier selection criteria </a> </p> <a href="https://publications.waset.org/abstracts/23053/an-analysis-of-present-supplier-selection-criteria-of-state-pharmaceutical-corporation-spc-sri-lanka-a-case-study" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/23053.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">451</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28465</span> The Use of Instagram as a Sales Tool by Small Fashion/Clothing Businesses</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Santos%20Andressa%20M.%20N.">Santos Andressa M. N.</a> </p> <p class="card-text"><strong>Abstract:</strong></p> The research brings reflections on the importance of Instagram for the clothing trade, aiming to analyze the use of this social network as a sales tool by small companies in the fashion/clothing sector in Boqueirão-PI. Thus, field research was carried out, with the application of questionnaires, to raise and analyze data related to the topic. Thus, it is believed that Instagram positively influences the dissemination, visibility, reach and profitability of companies in Boqueirão do Piauí. The survey had a low number of companies due to the lack of availability of the owners during the COVID-19 pandemic. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=Instagram" title="Instagram">Instagram</a>, <a href="https://publications.waset.org/abstracts/search?q=sales" title=" sales"> sales</a>, <a href="https://publications.waset.org/abstracts/search?q=fashion" title=" fashion"> fashion</a>, <a href="https://publications.waset.org/abstracts/search?q=marketing" title=" marketing"> marketing</a> </p> <a href="https://publications.waset.org/abstracts/183163/the-use-of-instagram-as-a-sales-tool-by-small-fashionclothing-businesses" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/183163.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">56</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28464</span> A Corporate Social Responsibility View on Bribery Control in Business Relationships</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Irfan%20Ameer">Irfan Ameer</a> </p> <p class="card-text"><strong>Abstract:</strong></p> Bribery control in developing countries is the biggest challenge for multinational enterprises (MNEs). Bribery practices are socially embedded and institutionalized, and therefore may achieve collective legitimacy in the society. MNEs often have better and strict norms, codes and standards about such corrupt practices. Bribery in B2B sales relationships has been researched but studies focusing on the role of firm in controlling bribery are scarce. The main objective of this paper is to explore MNEs strategies to control bribery in an environment where bribery is institutionalized. This qualitative study uses narrative approach and focuses on key events, actors and their role in controlling bribery in B2B sales relationships. The context of this study is pharmaceutical industry of Pakistan and data is collected through 23 episodic interviews supported by secondary data. The Corporate social responsibility (CSR) literature e.g. CSR three domain model and CSR pyramid is used to make sense of MNEs strategies to control bribery in developing countries. Results show that MNEs’ bribery control strategies are rather emerging based on the role of some key stakeholders and events which shape bribery strategies. Five key bribery control strategies were found through which MNEs can control both demand and supply side of bribery: bribery related codes development; bribery related codes implementation; focusing on competitive advantage; find mutually beneficial ethical solution; and collaboration with ethical stakeholders. The results also highlight the problems associated with each strategy. Study is unique in a sense that it focuses on stakeholders having unethical interests and provides guidelines to MNEs in controlling bribery practices in B2B sales relationships. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=bribery" title="bribery">bribery</a>, <a href="https://publications.waset.org/abstracts/search?q=developing%20countries" title=" developing countries"> developing countries</a>, <a href="https://publications.waset.org/abstracts/search?q=CSR" title=" CSR"> CSR</a>, <a href="https://publications.waset.org/abstracts/search?q=narrative%20research" title=" narrative research"> narrative research</a>, <a href="https://publications.waset.org/abstracts/search?q=B2B%20sales" title=" B2B sales"> B2B sales</a>, <a href="https://publications.waset.org/abstracts/search?q=MNEs" title=" MNEs "> MNEs </a> </p> <a href="https://publications.waset.org/abstracts/29881/a-corporate-social-responsibility-view-on-bribery-control-in-business-relationships" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/29881.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">374</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28463</span> Possible Risks for Online Orders in the Furniture Industry - Customer and Entrepreneur Perspective</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Justyna%20%C5%BBywio%C5%82ek">Justyna Żywiołek</a>, <a href="https://publications.waset.org/abstracts/search?q=Marek%20Matulewski"> Marek Matulewski</a> </p> <p class="card-text"><strong>Abstract:</strong></p> Data, is information processed by enterprises for primary and secondary purposes as processes. Thanks to processing, the sales process takes place; in the case of the surveyed companies, sales take place online. However, this indirect form of contact with the customer causes many problems for both customers and furniture manufacturers. The article presents solutions that would solve problems related to the analysis of data and information in the order fulfillment process sent to post-warranty service. The article also presents an analysis of threats to the security of this information, both for customers and the enterprise. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=ordering%20furniture%20online" title="ordering furniture online">ordering furniture online</a>, <a href="https://publications.waset.org/abstracts/search?q=information%20security" title=" information security"> information security</a>, <a href="https://publications.waset.org/abstracts/search?q=furniture%20industry" title=" furniture industry"> furniture industry</a>, <a href="https://publications.waset.org/abstracts/search?q=enterprise%20security" title=" enterprise security"> enterprise security</a>, <a href="https://publications.waset.org/abstracts/search?q=risk%20analysis" title=" risk analysis"> risk analysis</a> </p> <a href="https://publications.waset.org/abstracts/181111/possible-risks-for-online-orders-in-the-furniture-industry-customer-and-entrepreneur-perspective" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/181111.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">48</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28462</span> Pharmaceutical Science and Development in Drug Research</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Adegoke%20Yinka%20Adebayo">Adegoke Yinka Adebayo </a> </p> <p class="card-text"><strong>Abstract:</strong></p> An understanding of the critical product attributes that impact on in vivo performance is key to the production of safe and effective medicines. Thus, a key driver for our research is the development of new basic science and technology underpinning the development of new pharmaceutical products. Research includes the structure and properties of drugs and excipients, biopharmaceutical characterisation, pharmaceutical processing and technology and formulation and analysis. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=drug%20discovery" title="drug discovery">drug discovery</a>, <a href="https://publications.waset.org/abstracts/search?q=drug%20development" title=" drug development"> drug development</a>, <a href="https://publications.waset.org/abstracts/search?q=drug%20delivery" title=" drug delivery "> drug delivery </a> </p> <a href="https://publications.waset.org/abstracts/19017/pharmaceutical-science-and-development-in-drug-research" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/19017.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">494</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28461</span> Statistic Regression and Open Data Approach for Identifying Economic Indicators That Influence e-Commerce</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Apollinaire%20Barme">Apollinaire Barme</a>, <a href="https://publications.waset.org/abstracts/search?q=Simon%20Tamayo"> Simon Tamayo</a>, <a href="https://publications.waset.org/abstracts/search?q=Arthur%20Gaudron"> Arthur Gaudron</a> </p> <p class="card-text"><strong>Abstract:</strong></p> This paper presents a statistical approach to identify explanatory variables linearly related to e-commerce sales. The proposed methodology allows specifying a regression model in order to quantify the relevance between openly available data (economic and demographic) and national e-commerce sales. The proposed methodology consists in collecting data, preselecting input variables, performing regressions for choosing variables and models, testing and validating. The usefulness of the proposed approach is twofold: on the one hand, it allows identifying the variables that influence e- commerce sales with an accessible approach. And on the other hand, it can be used to model future sales from the input variables. Results show that e-commerce is linearly dependent on 11 economic and demographic indicators. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=e-commerce" title="e-commerce">e-commerce</a>, <a href="https://publications.waset.org/abstracts/search?q=statistical%20modeling" title=" statistical modeling"> statistical modeling</a>, <a href="https://publications.waset.org/abstracts/search?q=regression" title=" regression"> regression</a>, <a href="https://publications.waset.org/abstracts/search?q=empirical%20research" title=" empirical research"> empirical research</a> </p> <a href="https://publications.waset.org/abstracts/90284/statistic-regression-and-open-data-approach-for-identifying-economic-indicators-that-influence-e-commerce" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/90284.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">226</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28460</span> Batman Forever: The Economics of Overlapping Rights</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Franziska%20Kaiser">Franziska Kaiser</a>, <a href="https://publications.waset.org/abstracts/search?q=Alexander%20Cuntz"> Alexander Cuntz</a> </p> <p class="card-text"><strong>Abstract:</strong></p> When copyrighted comic characters are also protected under trademark laws, intellectual property (IP) rights can overlap. Arguably, registering a trademark can increase transaction costs for cross-media uses of characters, or it can favor advertise across a number of sales channels. In an application to book, movie, and video game publishing industries, we thus ask how creative reuse is affected in situations of overlapping rights and whether ‘fuzzy boundaries’ of right frameworks are, in fact, enhancing or decreasing content sales. We use a major U.S. Supreme Court decision as a quasi-natural experiment to apply an IV estimation in our analysis. We find that overlapping rights frameworks negatively affect creative reuses. At large, when copyright-protected comic characters are additionally registered as U.S. trademarks, they are less often reprinted and enter fewer video game productions while generating less revenue from game sales. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=copyright" title="copyright">copyright</a>, <a href="https://publications.waset.org/abstracts/search?q=fictional%20characters" title=" fictional characters"> fictional characters</a>, <a href="https://publications.waset.org/abstracts/search?q=trademark" title=" trademark"> trademark</a>, <a href="https://publications.waset.org/abstracts/search?q=reuse" title=" reuse"> reuse</a> </p> <a href="https://publications.waset.org/abstracts/135146/batman-forever-the-economics-of-overlapping-rights" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/135146.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">209</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28459</span> Application of Artificial Intelligence in Market and Sales Network Management: Opportunities, Benefits, and Challenges</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Mohamad%20Mahdi%20Namdari">Mohamad Mahdi Namdari</a> </p> <p class="card-text"><strong>Abstract:</strong></p> In today's rapidly changing and evolving business competition, companies and organizations require advanced and efficient tools to manage their markets and sales networks. Big data analysis, quick response in competitive markets, process and operations optimization, and forecasting customer behavior are among the concerns of executive managers. Artificial intelligence, as one of the emerging technologies, has provided extensive capabilities in this regard. The use of artificial intelligence in market and sales network management can lead to improved efficiency, increased decision-making accuracy, and enhanced customer satisfaction. Specifically, AI algorithms can analyze vast amounts of data, identify complex patterns, and offer strategic suggestions to improve sales performance. However, many companies are still distant from effectively leveraging this technology, and those that do face challenges in fully exploiting AI's potential in market and sales network management. It appears that the general public's and even the managerial and academic communities' lack of knowledge of this technology has caused the managerial structure to lag behind the progress and development of artificial intelligence. Additionally, high costs, fear of change and employee resistance, lack of quality data production processes, the need for updating structures and processes, implementation issues, the need for specialized skills and technical equipment, and ethical and privacy concerns are among the factors preventing widespread use of this technology in organizations. Clarifying and explaining this technology, especially to the academic, managerial, and elite communities, can pave the way for a transformative beginning. The aim of this research is to elucidate the capacities of artificial intelligence in market and sales network management, identify its opportunities and benefits, and examine the existing challenges and obstacles. This research aims to leverage AI capabilities to provide a framework for enhancing market and sales network performance for managers. The results of this research can help managers and decision-makers adopt more effective strategies for business growth and development by better understanding the capabilities and limitations of artificial intelligence. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=artificial%20intelligence" title="artificial intelligence">artificial intelligence</a>, <a href="https://publications.waset.org/abstracts/search?q=market%20management" title=" market management"> market management</a>, <a href="https://publications.waset.org/abstracts/search?q=sales%20network" title=" sales network"> sales network</a>, <a href="https://publications.waset.org/abstracts/search?q=big%20data%20analysis" title=" big data analysis"> big data analysis</a>, <a href="https://publications.waset.org/abstracts/search?q=decision-making" title=" decision-making"> decision-making</a>, <a href="https://publications.waset.org/abstracts/search?q=digital%20marketing" title=" digital marketing"> digital marketing</a> </p> <a href="https://publications.waset.org/abstracts/187963/application-of-artificial-intelligence-in-market-and-sales-network-management-opportunities-benefits-and-challenges" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/187963.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">42</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28458</span> Powering Profits: A Dynamic Approach to Sales Marketing and Electronics</h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=Muhammad%20Awais%20Kiani">Muhammad Awais Kiani</a>, <a href="https://publications.waset.org/abstracts/search?q=Maryam%20Kiani"> Maryam Kiani</a> </p> <p class="card-text"><strong>Abstract:</strong></p> This abstract explores the confluence of these two domains and highlights the key factors driving success in sales marketing for electronics. The abstract begins by digging into the ever-evolving landscape of consumer electronics, emphasizing how technological advancements and the growth of smart devices have revolutionized the way people interact with electronics. This paradigm shift has created tremendous opportunities for sales and marketing professionals to engage with consumers on various platforms and channels. Next, the abstract discusses the pivotal role of effective sales marketing strategies in the electronics industry. It highlights the importance of understanding consumer behavior, market trends, and competitive landscapes and how this knowledge enables businesses to tailor their marketing efforts to specific target audiences. Furthermore, the abstract explores the significance of leveraging digital marketing techniques, such as social media advertising, search engine optimization, and influencer partnerships, to establish brand identity and drive sales in the electronics market. It emphasizes the power of storytelling and creating captivating content to engage with tech-savvy consumers. Additionally, the abstract emphasizes the role of customer relationship management (CRM) systems and data analytics in optimizing sales marketing efforts. It highlights the importance of leveraging customer insights and analyzing data to personalize marketing campaigns, enhance customer experience, and ultimately drive sales growth. Lastly, the abstract concludes by underlining the importance of adapting to the ever-changing landscape of the electronics industry. It encourages businesses to embrace innovation, stay informed about emerging technologies, and continuously evolve their sales marketing strategies to meet the evolving needs and expectations of consumers. Overall, this abstract sheds light on the captivating realm of sales marketing in the electronics industry, emphasizing the need for creativity, adaptability, and a deep understanding of consumers to succeed in this rapidly evolving market. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=marketing%20industry" title="marketing industry">marketing industry</a>, <a href="https://publications.waset.org/abstracts/search?q=electronics" title=" electronics"> electronics</a>, <a href="https://publications.waset.org/abstracts/search?q=sales%20impact" title=" sales impact"> sales impact</a>, <a href="https://publications.waset.org/abstracts/search?q=e-commerce" title=" e-commerce"> e-commerce</a> </p> <a href="https://publications.waset.org/abstracts/175610/powering-profits-a-dynamic-approach-to-sales-marketing-and-electronics" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/175610.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">74</span> </span> </div> </div> <div class="card paper-listing mb-3 mt-3"> <h5 class="card-header" style="font-size:.9rem"><span class="badge badge-info">28457</span> Forecast of the Small Wind Turbines Sales with Replacement Purchases and with or without Account of Price Changes </h5> <div class="card-body"> <p class="card-text"><strong>Authors:</strong> <a href="https://publications.waset.org/abstracts/search?q=V.%20Churkin">V. Churkin</a>, <a href="https://publications.waset.org/abstracts/search?q=M.%20Lopatin"> M. Lopatin</a> </p> <p class="card-text"><strong>Abstract:</strong></p> The purpose of the paper is to estimate the US small wind turbines market potential and forecast the small wind turbines sales in the US. The forecasting method is based on the application of the Bass model and the generalized Bass model of innovations diffusion under replacement purchases. In the work an exponential distribution is used for modeling of replacement purchases. Only one parameter of such distribution is determined by average lifetime of small wind turbines. The identification of the model parameters is based on nonlinear regression analysis on the basis of the annual sales statistics which has been published by the American Wind Energy Association (AWEA) since 2001 up to 2012. The estimation of the US average market potential of small wind turbines (for adoption purchases) without account of price changes is 57080 (confidence interval from 49294 to 64866 at P = 0.95) under average lifetime of wind turbines 15 years, and 62402 (confidence interval from 54154 to 70648 at P = 0.95) under average lifetime of wind turbines 20 years. In the first case the explained variance is 90,7%, while in the second - 91,8%. The effect of the wind turbines price changes on their sales was estimated using generalized Bass model. This required a price forecast. To do this, the polynomial regression function, which is based on the Berkeley Lab statistics, was used. The estimation of the US average market potential of small wind turbines (for adoption purchases) in that case is 42542 (confidence interval from 32863 to 52221 at P = 0.95) under average lifetime of wind turbines 15 years, and 47426 (confidence interval from 36092 to 58760 at P = 0.95) under average lifetime of wind turbines 20 years. In the first case the explained variance is 95,3%, while in the second –95,3%. <p class="card-text"><strong>Keywords:</strong> <a href="https://publications.waset.org/abstracts/search?q=bass%20model" title="bass model">bass model</a>, <a href="https://publications.waset.org/abstracts/search?q=generalized%20bass%20model" title=" generalized bass model"> generalized bass model</a>, <a href="https://publications.waset.org/abstracts/search?q=replacement%20purchases" title=" replacement purchases"> replacement purchases</a>, <a href="https://publications.waset.org/abstracts/search?q=sales%20forecasting%20of%20innovations" title=" sales forecasting of innovations"> sales forecasting of innovations</a>, <a href="https://publications.waset.org/abstracts/search?q=statistics%20of%20sales%20of%20small%20wind%20turbines%20in%20the%20United%20States" title=" statistics of sales of small wind turbines in the United States"> statistics of sales of small wind turbines in the United States</a> </p> <a href="https://publications.waset.org/abstracts/25237/forecast-of-the-small-wind-turbines-sales-with-replacement-purchases-and-with-or-without-account-of-price-changes" class="btn btn-primary btn-sm">Procedia</a> <a href="https://publications.waset.org/abstracts/25237.pdf" target="_blank" class="btn btn-primary btn-sm">PDF</a> <span class="bg-info text-light px-1 py-1 float-right rounded"> Downloads <span class="badge badge-light">348</span> </span> </div> </div> <ul class="pagination"> <li class="page-item disabled"><span class="page-link">&lsaquo;</span></li> <li class="page-item active"><span class="page-link">1</span></li> <li class="page-item"><a class="page-link" href="https://publications.waset.org/abstracts/search?q=pharmaceutical%20sales%20analysis&page=2">2</a></li> <li class="page-item"><a class="page-link" href="https://publications.waset.org/abstracts/search?q=pharmaceutical%20sales%20analysis&page=3">3</a></li> <li class="page-item"><a class="page-link" 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