• Korean Security Journal
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• no.36
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• pp.177-200
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• 2013

As we enter a high industrial society that widens the gap between the rich and poor, demand for the security services has grown explosively. With the growth in quantitative expansion of security services, people have also placed increased requirements on more sophisticated and diversified security services. Consequently, market outlook for private security services industry is positive. However, Korea's private security services companies are experiencing difficulties in finding a direction to capture this new market opportunity due to their small sizes and lack of management-strategic thinking skills. Therefore, we intend to offer a direction of development for our private security services industry using a management-strategy theory and the Analytic Hierarchy Process(AHP), a structured decision-making method. A resource-based theory is one of the important management strategy theories. It explains that a company's overall performance is primarily determined by its competitive resources. Using this theory, we could analyze a company's unique resources and core competencies and set a strategic direction for the company accordingly. The usefulness and validity of this theory has been demonstrated as it has often been subject to empirical verification since 1990s. Based on this theory, we outlined a set of basic procedures to establish a management strategy for the private security services companies. We also used the AHP method to identify competitive resources, core competencies, and strategies from private security services companies in contrast with public companies. The AHP method is a technique that can be used in the decision making process by quantifying experts' knowledge and unstructured problems. This is a verified method that has been used in the management decision making in the corporate environment as well as for the various academic studies. In order to perform this method, we gathered data from 11 experts from academic, industrial, and research sectors and drew distinctive resources, competencies, and strategic direction for private security services companies vis-a-vis public organizations. Through this process, we came to the conclusion that private security services companies generally have intangible resources as their distinctive resources compared with public organization. Among those intangible resources, relational resources, customer information, and technologies were analyzed as important. In contrast, tangible resources such as equipment, funds, distribution channels are found to be relatively scarce. We also found the competencies in sales and marketing and new product development as core competencies. We chose a concentration strategy focusing on a particular market segment as a strategic direction considering these resources and competencies of private security services companies. A concentration strategy is the right fit for smaller companies as a strategy to allow them to focus all of their efforts on target customers in a single segment. Thus, private security services companies would face the important tasks such as developing a new market and appropriate products for such market segment and continuing marketing activities to manage their customers. Additionally, continuous recruitment is required to facilitate the effective use of human resources in order to strengthen their marketing competency in a long term.

• Journal of Intelligence and Information Systems
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• v.16 no.4
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• pp.213-225
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• 2010

Data mining has empowered the managers who are charge of the tasks in their company to present personalized and differentiated marketing programs to their customers with the rapid growth of information technology. Most studies on customer' response have focused on predicting whether they would respond or not for their marketing promotion as marketing managers have been eager to identify who would respond to their marketing promotion. So many studies utilizing data mining have tried to resolve the binary decision problems such as bankruptcy prediction, network intrusion detection, and fraud detection in credit card usages. The prediction of customer's response has been studied with similar methods mentioned above because the prediction of customer's response is a kind of dichotomous decision problem. In addition, a number of competitive data mining techniques such as neural networks, SVM(support vector machine), decision trees, logit, and genetic algorithms have been applied to the prediction of customer's response for marketing promotion. The marketing managers also have tried to classify their customers with quantitative measures such as recency, frequency, and monetary acquired from their transaction database. The measures mean that their customers came to purchase in recent or old days, how frequent in a period, and how much they spent once. Using segmented customers we proposed an approach that could enable to differentiate customers in the same rating among the segmented customers. Our approach employed support vector regression to forecast the purchase amount of customers for each customer rating. Our study used the sample that included 41,924 customers extracted from DMEF04 Data Set, who purchased at least once in the last two years. We classified customers from first rating to fifth rating based on the purchase amount after giving a marketing promotion. Here, we divided customers into first rating who has a large amount of purchase and fifth rating who are non-respondents for the promotion. Our proposed model forecasted the purchase amount of the customers in the same rating and the marketing managers could make a differentiated and personalized marketing program for each customer even though they were belong to the same rating. In addition, we proposed more efficient learning method by separating the learning samples. We employed two learning methods to compare the performance of proposed learning method with general learning method for SVRs. LMW (Learning Method using Whole data for purchasing customers) is a general learning method for forecasting the purchase amount of customers. And we proposed a method, LMS (Learning Method using Separated data for classification purchasing customers), that makes four different SVR models for each class of customers. To evaluate the performance of models, we calculated MAE (Mean Absolute Error) and MAPE (Mean Absolute Percent Error) for each model to predict the purchase amount of customers. In LMW, the overall performance was 0.670 MAPE and the best performance showed 0.327 MAPE. Generally, the performances of the proposed LMS model were analyzed as more superior compared to the performance of the LMW model. In LMS, we found that the best performance was 0.275 MAPE. The performance of LMS was higher than LMW in each class of customers. After comparing the performance of our proposed method LMS to LMW, our proposed model had more significant performance for forecasting the purchase amount of customers in each class. In addition, our approach will be useful for marketing managers when they need to customers for their promotion. Even if customers were belonging to same class, marketing managers could offer customers a differentiated and personalized marketing promotion.

• Culinary science and hospitality research
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• v.19 no.1
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• pp.57-69
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• 2013

This study analyzed the effects of the relational norm factor of food service franchising on the intention to remain, in view of the importance of relational norms, as antecedent variables, to franchisees' perceived fairness to enhance the competitiveness by formation of long-term relationship between interested parties to food service franchising, the franchiser and the franchisee. According to a questionnaire survey, more than 100 franchisees that recorded three business years in Seoul, Incheon and Gyeonggi area were selected for convenience sampling. Then, among them, 515 effective samples were analyzed. For statistical data, detailed types of analysis were performed by using AMOS 17.0, such as factor analysis, exploratory factor analysis, confirmatory analysis and frequency analysis. The purpose of this study was to examine the relationship between the franchiser and the franchisee by arranging relational norm factors for the relationship to be suitable for the current situation of Korea, instead of Western-style theory-based relationship marketing, and by understanding a connection between perceived fairness and management achievement-related variables, and to make a conceptual framework for building a positive relationship between the franchiser and the franchise in future food service franchising industry. Moreover, it aimed to increase franchisee satisfaction and results including re-contract according to perceived positive relationship value on the franchiser and to make contribution to find and show the proper direction for development of the Korean-style food service franchising system.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.5 no.4
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• pp.69-94
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• 2010

With the liberalization of distribution services industry since 1996 as well as changes in customers' appetite to spend and consumer behaviors, new forms of distribution services have mushroomed such as superstores and SSM(Super Supermarket), online shopping, TV shopping channels. On the contrary, traditional markets have sunk into a swamp of stagnation. As this stage of stagnation of markets negatively affects tradespeople's employment, livings, and local economy, the Korean government has conducted policies to support improvement of market facilities and management since 2004. However, the government has separated facility improvement from management improvement. As of June 2008, there are 1,550 traditional markets in Korea and among these there are 388 public markets which local governments have established and managed. Public markets have possibilities to be developed as successful models of market revitalization since they can get all-expenses-paid supports for facility improvement, control of merchandise assortment, educational program for merchants. Such successful (strategic hub) markets could become the benchmark for other neighboring markets and tradespeople which could lead other successful cases. In order to produce such effects, the market should have optimized facilities, merchandise and services, co-marketing strategies with nearby markets, group purchase strategies. The hub market could play a critical role in distribution of local goods and developing high value products.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.4 no.1
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• pp.89-111
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• 2009

Since the financial crisis in 1997, the Korean economy has a steady increase of people who tend to establish their own business by 2008. Business foundations can be divided into independent businesses and franchise businesses. This study focuses on what type of business owners among franchise enterprisers can achieve success. This is intended to reduce trial and error by drawing upon success factors in the stages of establishment, operation, and achievement based on a total sample of 350 individual business sites. The result shows that the success factors in the stage of establishment include (1) Preparation such as foundation education (2) Marketing capability (3) Appropriateness of Business Item (4) Other founder's entry barrier, conglomerate's entry regulation and (5) Head Office Support including service education, market survey education, marketing support. On the other hand, the success factors in the stage of operation include the supervisor capability, Marketing capability, Head Office Support, Customer Management Capability and Employee Satisfaction. Additionally after choosing the major factors according to each stage, multiple regression analysis was processed and interpreted. Finally, we believe that the franchise or independent business foundations can make a profit as well as increase continuous sales and customer satisfaction only with thorough and careful preparation in all stages of foundation and operation. This study is expected to contribute to those who prepare new business in franchise domain to minimize failures with deep consideration of the success factors in the franchise.

• Management & Information Systems Review
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• v.33 no.3
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• pp.35-57
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• 2014

Relationship marketing has been dealt with as an effective strategy for customer loyalty in prior research. It seems to be essential that organizations should make efforts to develop successful relationship between the organizations and the customers. However, a customers' voluntary efforts are also needed to strengthen the relationship meaningfully. Relationships are built on the foundations of mutuality. In other words, customers' efforts are necessary for relationship development, as well as an organization's efforts. Hereby, the role of customers for the development of a relationship with an organization has been overlooked in previous research so far. This study applied the Self-Determination Theory (SDT) to explain the role of customer motivation in developing customer relationship. Thus, the author chose customers who have experienced medical service recently as survey participants. Then, this paper verified the path relationships between self-determination factors (autonomy, perceived competence, relatedness) and relational factors(shared responsibility, commitment, relationship retention). It suggested that role of customers is inevitable in developing the relationship. In conclusion, this research has several implications on relationship marketing. For service providers, they should understand that the customer's perceived self-determination can improve tangible and intangible performance in relationship development.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.15 no.5
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• pp.99-112
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• 2020

This study empirically analyzed the relationship with major influencing factors in enhancing innovation capability of start-ups and their influence on innovation performance. If the existing innovation competency studies were analyzed from a general corporate perspective, In this study, it was analyzed from the perspective of start-up companies with less than 7 years of founding. As a result of a survey on startups, learning competency among the sub-variables of innovation competency, R&D competency and marketing competency are significant positive (+) consistent with both organizational competence related to organizational culture and organizational goals, technology commercialization competency, and close product competency. Has been shown to affect. The technical competence part does not have a significant effect on the product competency. However, it could not be interpreted that the importance of these competencies was low. This is because although technical competence did not directly affect product competency, it was analyzed as a meaningful result in relation to R&D competency. In addition, the characteristics of the company were classified into technology orientation and market orientation, and the relationship between each sub-variable was analyzed. The technical competence of a technology-oriented company did not have a significant effect on the product competency, but it was found that it had an effective effect on the R&D capacity. It is also consistent with the research findings that the initial survival rate is low as the characteristics of start-ups are often based on technology and ideas. Based on these results, There is a difference in major innovation capabilities according to the growth stage of a company. From a practical point of view, I would like to present approaches and implications for strengthening the competence of start-ups.

• Management & Information Systems Review
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• v.39 no.1
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• pp.15-34
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• 2020

The purpose of this study was to investigate the effects of social face sensitivity on impulse buying tendency and satisfaction. This study was also to investigate the effects on the mediating effects of the impulse buying tendency in the relationship between social face sensitivity and satisfaction. For this purpose, this study was conducted to 266 subjects living in Busan, Korea. And the data was analyzed by SPSS 22 and Amos 25. The results of the study were as follows. First, others conscious social face and formality social face were related to impulse buying tendency. However, shame conscious social face was partially related to impulse buying tendency. Second, suggestion impulse buying and reminder impulse buying had significant effect on satisfaction, however stimulus impulse buying and pure impulse buying had not significant effect on satisfaction. Third, the empirical results showed others conscious social face had significant positive effect on satisfaction. But, formality social face and shame conscious social face have not significant effect on satisfaction. Finally, this study also found the mediating effects of the suggestion impulse buying and reminder impulse buying in the relation between others conscious social face and satisfaction. Based on the empirical results, implications focused on the social face sensitivity, impulse buying tendency and satisfaction were discussed.

• Journal of Global Scholars of Marketing Science
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• v.8
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• pp.375-402
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• 2001

While the national economy has rapidly grown, both insufficience in indirect capital facilities of society and attempt to avoid having a logistical job as one of the so-called dirty, difficult and dangerous jobs have resulted in the leak of labor in the logistical industry. First of all, it was shown that the functional utilization level of the logistical information system had a partial effect on the logistical performance, that the reduction of logistical costs was influenced by the information system of connecting and supporting functions, and that the improvement of customer service was significantly influenced by only the supporting-function system. Second, the logistical performance was partially influenced by the linkage between logistical activities, only the customer linkage had a significant effect on the reduction of logistical costs, and the improvement of customer service was influenced by the intra-company linkage. Third, in verifying a hypothesis that the logistical information system's functional utilization level and organizational structure would interact with each other and have an effect on the logistical performance, it was shown that based on their mutual interaction at a normalized level this center's functional information system had a significant effect on the reduction of logistical costs. Fourth, in testing a hypothesis that both the linkage between logistical activities and logistical organization structure would interact with each other and would have an effect on the logistical performance, it was shown that their interaction at a normalized level was significant concerning only the reduction of logistical costs, while there was I10 its significance in the customer service. In proving a hypothesis that the linkage between logistical activities and logistical strategy patterns would interact with each other and would have an effect on the logistical performance, it was shown in a differentiated, aggressive investment one among variously patterned logistical strategies that the customer linkage had a significant effect on the reduction of logistical costs, and in the improvement of customer service that the supplier linkage had a remarkable impact. It also was shown that in case of the cost reduction and offensive control strategy, the customer linkage had a remarkable effect, and th at in the improvement of customer service the intra-company and customer linkage had a significant effect. In the marketing and customer service strategy, finally, there was no any significant influence while the customer linkage had a significant impact in the improvement of customer service. Accordingly, whether or not individual companies utilize the logistical information system's functional utilization levels well will have an effect on their logistical performance, and how their supply chain management is well-linked will affect their logistical performance.

• Journal of Distribution Science
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• v.9 no.2
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• pp.49-59
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• 2011

A franchise can be said to be the main method of distribution and marketing. It appears to be the future of the retail industry and is one of the world's fastest growing businesses sectors, as many policy reports and research results have acknowledged. Korea's franchise industry began in the 1970s, spread out into many areas (including food services, retail, and the service industry), and has grown by over 10% each year ever since. The industry's influence on the national economy becomes ever greater. Although the size of the franchise industry is expected to grow as it spreads and as the government expands its support, it has not yet attracted much academic interest. Research has so far been very fragmented. The main interest has been the relationship and conflicts between the head offices and the affiliates. No study has yet occurred on whether the concepts of satisfaction and intent to conclude a contract directly affect the success or failure of the affiliates. Few studies have empirically inquired into the demographic characteristics and abilities of the affiliates that significantly affect their results. Domestic franchise industries must prepare to leap from quantitative to qualitative growth. Most important is the need for affiliate headquarters and affiliates to build confidence between them. A friendly and reliable relationship between affiliate headquarters and affiliates will eliminate distrust from the franchise and maintain a healthy franchise system. This study suggests that current and prospective heads of affiliation should concentrate not on attracting affiliates but on investment and techniques of affiliate support. They should work on the reinforcement of brand power, the appropriate affiliate business environment, systematic education/training, taking burdens off the affiliate business persons, consolidating the relationship with the affiliate business persons, marketing mix factors (e.g. products, price conditions, logistics and shipping services, promotion, supervising and supervisor, operation procedures/processes, and material evidence); these all greatly affect the success or failure of the affiliate business. Supporting the affiliates is an important factor that enhances their results and satisfaction and consequently increases the positive recommendations to others and the ratio of recurrent conclusions of contracts, which ultimately generate the growth of the franchises. In addition, it is suggested that prospective franchise founders should make every effort to choose a good head office since the characteristics of the head office greatly influence the success of the affiliates. This study is significant in that it grasps the characteristics of the head office of affiliation and of the affiliates that influence affiliate results in ways not yet academically attempted.