• Management & Information Systems Review
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• v.38 no.4
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• pp.41-60
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• 2019

The purpose of this study is to investigate the effect of salesperson's adaptive selling tactics on consumers who purchase Small and Medium Enterprises' product with the help of salespeople in the store. Specifically, we examine whether salesperson's adaptive selling tactics affect consumers hedonic shopping value and utilitarian shopping value. Furthermore, we try to figure out the effect of shopping value on the salesperson relationship commitment and consumer product satisfaction. The subjects of this study have surveyed the consumers with experience in purchasing SME's products through salespeople in the Gyeongnam area. As data process, SPSS 21.0 was used as the analysis tool and AMOS 21.0 was used to analyze the structural equation model. The implications of these findings are as follows. First, the salesperson's role has a positive effect on the consumer's product satisfaction. Second, it can be suggested that the salesperson's adaptive selling tactics are an important variable affecting the consumer's shopping value. Third, the results on the consumers who have hedonic shopping value have a strong positive influence rather than the consumers who have the utilitarian shopping value. The adaptive selling tactics of the salesperson should be encouraged to increase sales performance. In order to generate more performance in a competitive market environment, it is necessary to continuously strive to increase contact between the salesperson and the consumer in order to improve the quality of the relationship.

• The Journal of the Institute of Internet, Broadcasting and Communication
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• v.11 no.5
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• pp.113-130
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• 2011

Due to the development of information and communication technology, the global influence on politics, economics, society, and culture has grown. A major example of this impact on the economic sector is the growth of e-commerce, which increases both the speed and efficiency of businesses. In light of these new developments, businesses need to shift away from the misconception that information overwhelms to embrace the enhanced competitiveness that e-commerce provides. However, concern about fraudulent transactions through e-commerce is pertinent because of the loss in both critical revenue and consumer confidence in open markets. Current solutions for fraudulent transactions include real-time monitoring and processing, payment pending, and confirmation through SMS, E-mail, and other wired means. Our research focuses on the management of Fraud Detection Systems (FDS) to safeguard online electronic payment systems. With effective implementation of our research we hope to foster an honorable online trading culture and protect consumers. Future comparative research in domestic and abroad markets would provide further insight into preventing fraudulent transactions.

• Journal of Convergence for Information Technology
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• v.11 no.6
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• pp.99-106
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• 2021

This study examined whether relationship marketing activities affected relationship satisfaction and ultimately relationship continuity intention for 180 online store users. As a result of hypothesis test through path analysis, it was found that financial activities and structural activities such as delivery services in shopping malls had a positive effect on relationship satisfaction. In particular, it was found that the influence of structural activities was greater. This suggests that fast delivery or easy-to-search traffic is more meaningful to relationship satisfaction than economic benefits. At the significance level p<0.05, it was found that social activities did not have a significant effect on relationship satisfaction. Because it is not easy to develop social bonds between salespeople and customers at online stores, but the direction is considered positive. Therefore, if online stores can form social bonds with customers, this will have a positive effect on relationship satisfaction, but it is expected that this will become a factor that can differentiate them from competitors.

• Proceedings of the Korean Society of Computer Information Conference
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• 2021.07a
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• pp.279-281
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• 2021

현재 코로나 19로 인한 비대면 상황이 지속되면서 온라인 쇼핑의 수요가 증가함에 따라 불필요한 의류자원 낭비 증가와 온라인 거래에서의 배송문제가 제기되고 있다. 본 논문은, 위치기반 서비스 기술을 활용한 의류를 공유할 수 있는 의류대여 서비스를 제안하고, 시스템을 구축해 봄으로써 앞에서 제기된 문제점을 해결하고자 한다. 의류대여 플랫폼을 제공하고 이용자와 대여자가 직접만나 직거래를 한다. 이로써 새로운 거래문화 형성 및 사회적 자원낭비 감소효과에 도움을 줄 수 있는 의류대여 플랫폼을 제안한다.

• Proceedings of the Korean Society of Computer Information Conference
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• 2021.01a
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• pp.115-116
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• 2021

5세대(5G) 이동통신망의 보급과 코로나19 여파로 비대면 시대가 열리면서 가상 증강현실(VR·AR)을 기반으로 한 '실감(XR·Extended Reality)경제가 본격화 되었다. 가상증강현실의 적용분야로는 게임·영화 등 엔터테인먼트, 제조업, 쇼핑 및 전자상거래, 병원·의료기기, 고객서비스, 지식서비스교육 분야 등이 있다. 본 논문은 VR·AR&교육콘텐츠를 키워드로 최근 3년(2018.1.1.~2020.12.31.)간 중앙지, 경제지 등 54개 언론사 기사를 빅카인즈와 데이터랩을 이용하여 관계도 분석, 월간 키워드 트렌드, 연관어 분석을 하였다. 'VR, AR, 에듀테크'를 키워드로 뉴스 검색결과 63,959건 중 '에듀테크' 검색결과 2018년 632건, 2019년 1043건, 2020년 2389건으로 해마다 급 상승하였다. '(AR+VR)AND 교육콘텐츠'에 대한 검색 결과 연관성(키워드 빈도수)이 높은 키워드로는 증강현실(120), 가상현실(116), 인공지능(114), 에듀테크(100), 코로나19(66), 실감형(65), 아이들(61), VR·AR(56), ICT(35), 빅데이터(25) 순으로 가상·증강현실 기술 발전, 코로나19의 장기화, 교육의 효율성으로 에듀테크 분야의 활용도가 급격히 증가함을 확인할 수 있었다.

• 한국벤처창업학회:학술대회논문집
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• 2022.11a
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• pp.79-81
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• 2022

최근 정보기술의 발달과 COVID-19으로 인해, 많은 유통의 판도가 바뀌었다. 비대면의 급증으로 배달문화와 온라인 쇼핑과 온라인 회의 등이 성행하며 익숙해지고 이로 인해 디지털 전환이 더욱 빠르게 가속화 되었다. 중국에서 시작되었던 라이브 커머스도 이 시기를 틈타 한국으로 들어왔고 라이브 커머스의 발전이 시작되었다. 이에 따라 라이브 커머스에 관한 연구도 많이 나오고 있는데 연구들이 라이브커머스의 특성만을 다루는 것에 한계점을 느꼈다. 이에 본 연구는 라이브 커머스의 특성에서 나아가 이 특성으로 인하여 진정으로 혜택을 볼 수 있는 소상공인들에 초점을 맞추기로 하였다. 소상공인들이야말로 라이브커머스를 이용하는 80%를 넘는 비중을 차지하고 있는 사용자이자 판매자이다. 하지만 그럼에도 불구하고 아직까지도 많은 판매자들이 라이브커머스를 어렵게 생각하고 전문 방송인을 고용하거나 대행사를 고용하여야만 라이브커머스 방송이 가능하다고 생각하여 시작을 못하고 있다. 본 연구에서는 실험을 설계하여 판매자가 직접 라이브 커머스 방송을 진행하여도 충분히 소비자에게 긍정적인 영향을 줄 수 있고 매출액과 유입수에도 영향을 끼칠 것이란 가설을 설정하였다. 쇼호스트와 관여도라는 변수를 설정하여 2 by 2 실험을 설계하였다. 쇼호스트는 방송전문가인 일반적인 대행사를 섭외하여 방송을 능숙하게 하고 중간에 재미적인 요소를 집어 넣는 쇼호스트와 제품 전문가인 판매자를 직접 방송하게 하여 제품에 대한 전문성을 넣어 소비자의 반응을 살펴 보았다. 관여도는 고관여 제품과 저관여 제품을 식품군으로 비교하는 것으로 설계하는 것으로 연구를 진행하였다.

• Journal of Venture Innovation
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• v.3 no.2
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• pp.147-175
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• 2020

This study analyzed the effects that digital experience factors influence on purchase intention and the purchase. The study targeted an online shopping mall with a strong digital experience value among industries. The research model was derived by adding variables to independent and mediating variables according to the industry context of online shopping which is based on the theoretical background and previous studies. Product variety, price efficiency, convenience and conversation were used by terms of digital marketing mix as independent variables. Personalization has been very important factor in online shopping malls, and therefore added as a independent variable. Flow has been added as a mediating variable. Purchase and purchase intention has been used as dependent variables. For empirical testing of established research models and generalization of research results, research was conducted on online shopping malls where digital experiences are important. To do this, a survey was conducted for existing users of online shopping malls. In hypothesis testing, the hypothesis was established that product diversity, price efficiency, convenience, conversation and personalization influenced the intention to purchase online shopping. In particular, the product diversity and conversation variable were tested as the most influential factors on purchase intention. For price efficiency and personalization there were no statistically significant effect. Flow has been shown to be a partial mediator between Product variety and purchase intention in online shopping. In particular, in the case of personalization, it was tested to have a significant influence on purchase intention only when there was a flow experience called pleasure and immersion. This is because the flow experience of pleasure and immersion has played a full mediating role and significantly has affected the purchase intention, because the consumers themselves have to carry out the overall purchase journey without human help due to the nature of online. In the digital experience economy, since consumers are mostly digital consumers, where communication and sharing are the basics, they have been conducting digital word-of-mouth communication and sharing naturally before purchasing. Based on these results, theoretical and practical implications were suggested.

• The Journal of Society for e-Business Studies
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• v.26 no.4
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• pp.81-93
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• 2021

Through processors, wholesale markets, intermediate sellers, and retailers, agricultural products have been distributed in a multi-level customary manner for a long time as they are easy to deteriorate and no not have a standardized system of size and quality. However, with the advancement of Internet networks and logistic services during the 2000s that facilitated the development of offline markets, and the rise of the non-contact purchase preference in direct response to COVID-19, previous offline consumers flowed into the online market to purchase agricultural goods. In other words, the volume of online agricultural transactions exploded since the pandemic. Against this social backdrop, this study focused on the difference in distribution costs as a result of converting from conventional offline distribution channels to online channels, and analyzed the reduced distribution costs through a case study of garlic sales on the online platform "H" shopping mall. The analysis found that considerable economic effects occurred, some of the effects being an approximate 39% decrease in distribution cost when comparing direct online transactions of the online shopping mall with other more traditional means, a reduced distribution cost rate of approximately 28%p, and increased profit for farmers.

• Journal of Industrial Convergence
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• v.19 no.6
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• pp.73-79
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• 2021

The purpose of this study was to find out how the importance and satisfaction of social commerce selection factors perceived by social commerce users differ, and how social commerce selection factors affect repurchase intention. A survey was conducted for 17 days from September 1st to September 17th, 2021, and 316 copies were used for empirical analysis. As a result of the analysis, the selection factors of social commerce were divided into six factors: safety, convenience, economy, informativity, collectivity, and SNS relevance. IPA results were in the order of convenience in the first quadrant, relevance and informativity in the second quadrant SNS, collectivity in the third quadrant, stability in the fourth quadrant, and economy. In the relationship between social commerce selection factors and repurchase intention, convenience, economy, safety, and information among social commerce selection factors were found to have a significant influence on repurchase intention. As a result of this study, it was confirmed that if existing social commerce was important at an affordable price, convenience is more important for non-face-to-face commerce in the COVID-19 situation. It is considered important to have a system that can continuously identify and preemptively respond to users' shopping trends through IPA.

• Journal of Digital Convergence
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• v.19 no.9
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• pp.157-168
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• 2021

As a recent global economic trend, the subscription economy is rapidly expanding along with the growth of non-face-to-face online shopping. This study tried to verify the factors influencing online subscription for disposable consumer goods through behavioral reasoning theory. 344 questionnaire responses were collected through a survey in Korea and empirical analysis was performed. As a result of the analysis, value of openness was found to have a positive effect on attitude, reason for adoption and reason against adoption. Reason for adoption showed a positive effect on attitude and adoption intention. Reason against adoption showed a negative effect on attitude but it has no impact on adoption intention. Attitude showed a positive effect on adoption intention. Finally price consciousness and quality barrier was found to the most important factors of reason for adoption and reason against adoption respectively. The results of this study can contribute to subscription companies establishing their marketing strategies. Future research can be conducted with various subscription products and additional variables.