摘要
针对销售影响因素与销售业绩之间的关系,对基于促销贡献的门店分类结果及多视角的评价因素得分进行二维量化分析,采用因素空间理论体系中的差转计算算法进行数据挖掘。研究表明:低档、桶酒、固态法、元旦、传统节日促销等5个因素对门店类别有完全的解释能力,其他因素需要彼此联合才能对门店类别做出诠释;产品类因素的解释能力较强,时节类与环境类因素的解释能力不均衡,团队类因素的解释能力普遍较弱。研究结果揭示了大型连锁超市白酒销售管理及业绩提升策略的着力点。
Aiming at the relationship between sales influencing factors and sales performance,two-dimensional quantitative analysis of store classification results based on promotion contribution,and multi-perspective evaluation factor scores are carried out.Data mining is carried out by using set subtraction and rotation calculation in the factor space theory system,and it is found that five factors,such as low-grade,barrel Baijiu,solid-state method,New Year’s Day,and traditional holiday promotions,have full explanatory power for the store category.Other factors need to be combined with each other to make an interpretation of the store category.The analytical ability of product classification factors is secure,and the analytical ability of season and environmental classification factors is not balanced.The analytical ability of team classification factors is generally weak.The specific knowledge prompts force point of Baijiu sales management and performance improvement strategies of large-scale chain supermarkets.
作者
李明宇
LI Mingyu(School of Business Administration,Liaoning Technical University,Huludao 125105,China)
出处
《辽宁工程技术大学学报（社会科学版）》
2021年第3期176-186,共11页
Journal of Liaoning Technical University(Social Science Edition)
基金
辽宁省社会科学规划基金(L18BZS001)
关键词
大型连锁超市
白酒
销售管理
评价因素
知识挖掘
差转计算
the large-scale chain supermarket
Baijiu
sales management
evaluation factors
knowledge mining
set subtraction and rotation calculation
作者简介
李明宇(1974-),男,辽宁阜新人,博士,高级记者,主要从事管理科学理论与方法方面的研究。
