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

• Journal of Digital Convergence
• /
• v.13 no.7
• /
• pp.89-97
• /
• 2015

With advances in IT Smart-Work is emerging as a new way of conducting business and several companies are considering to introduce the Smart-Work digital convergence technology. In this paper, we examined the effects of the Smart-Work IT resources on the work efficiency and the corporate performances in service industry by applying the Resource-Based View. The results of the structural equation modelling analysis showed that Smart-Work IT infrastructure and individual IT skills had positive influence on individual work efficiency while business application software and IT skills affected team work efficiency. Also, we confirmed that individual and team work efficiency positively affect financial and market performance of business firms. With the findings of the study, we expect that the introduction of Smart-Work would have positive effect, at least in service industry, on work efficiency and corporate performance, which will in turn lead to gaining competitive advantage for those firms adopting Smart-Work.

• Proceedings of the Korean Institute Of Construction Engineering and Management
• /
• 2008.11a
• /
• pp.170-175
• /
• 2008

The research team for the virtual construction development was established with the support of Korea Ministry of Construction and Transportation, and KICTEP (Korea Institute of Construction and Transportation Technology Evaluation and Planning). Its aims are to develop system that is to improve productivity & quality, to create a higher value-added business, and to cultivate international competitiveness in the construction industry. The virtual construction system is a design, engineering, and construction management information system that allows the project participants to effectively share the information throughout the construction life cycle with the support of 3D and design information. To achieve this, the research team focuses on developing several systems. First, the team focuses on developing for the pre-planning, the structural engineering, MEP, and the 3D based estimation system. Second, they focus on developing a simulation system for the construction process planning and feasibility study with help of the virtual reality technologies. Third, they focus on developing the CPLM (Construction Project Life-cycle Management) system for managing construction project data, and the decision support system that makes the collaboration among the project participants based on 3D technologies and information. We also focus on developing the SDAI (Standard Data Access Interface), the localized guideline for 3D design, and a training program. In addition, we focus on developing the undeveloped area of the commercial system and building an environment that can support the communication and collaboration in the construction life-cycle rather than developing the existing and commercialized system.

• Korean journal of communication and information
• /
• v.72
• /
• pp.7-51
• /
• 2015

Job seeking for young adults after college in South Korea is much fierce and highly competitive. Many job seekers tend to experience despair, frustration, and insecurity in such a dire social situation. This study focuses on the job seeking experiences of younger generation people by closely examining the self-introduction letters. This work pays keen attention to the narrative strategies and portrayal of the applicants' self-described activities in these forms of letters through a detailed textual and cultural analysis. In doing so, this analysis attempts to contextualize the complex structures of feeling for the part of young job seekers as well as various social factors and pressures that influence on them.

• The Journal of Small Business Innovation
• /
• v.21 no.1
• /
• pp.15-26
• /
• 2018

SMEs need a strategy to respond to rapid changes in the global business environment of the Fourth Industrial Revolution. In order to overcome such a business environment, SMEs must concentrate on the core competency. Because of the structural characteristics of SMEs, government support is very important, as it is difficult for SMEs to carry out the entire supply chain role. The support of GRIs is very important for ensuring competitiveness through technological innovation of SMEs. Recently, the construction of SMEs network for business expansion is demanded. SMEs can form networks to induce synergistic effects. In order to secure the competitiveness of SMEs by utilizing the advantages of mutually cooperating networks, the necessity of cooperation of SMEs is increasing. The government has proposed various support programs to support network cooperation. In this research, in order to derive an effective strategy of the SME support program, we analyzed the difference in necessity and satisfaction of the GRIs support program. We analyze the differences between government policies and perceptions for SMEs and to derive strategies for supporting SMEs in a systematic approach for the development of SMEs. In a situation where research to revitalize SMEs is insufficient, in consideration of the market demand of SMEs, we grasp the problems of the current system and try to guide improvement strategies. Also, we suggest policies that can derive and utilize support strategies for SMEs. From a long-term perspective, research related SMEs must be conducted and a sustainable support program for SMEs must be developed.

• Journal of the Korea Academia-Industrial cooperation Society
• /
• v.8 no.4
• /
• pp.915-923
• /
• 2007

Recently we can see many cases that the CRM Systems are implemented and operated in Hospitals. The reason for such situation is the management environments in medical service market is changing rapidly one hand, and on the other hand the competitions among the Hospitals became more severe. In this paper we try to present the factors and weights as index for the measurement of Hospital CRM's System Performance. To achieve this goal, we derived the primary factors for the success of the CRM Systems based on the precedent researches, and futhermore carry out the verification of the rightness of those factors. For the verification of the rightness of the factors, we employ the Structured-Model-Analysis Method of AMOS. This enhance the meaning of the analysis result of the factors. And we use the AHP method to compare the importance grade of each success factors, because the comparison of importance level of each success factor is very crucial for the measurement of the Hospital CRM's system performance. As a result, we derived the primary factors and analyzed the weights in this paper, which might be used as the guiding Index for the measurement of the Hospital CRM' System Performance.

• Korean Journal of Construction Engineering and Management
• /
• v.20 no.6
• /
• pp.44-56
• /
• 2019

Recently, the paradigm of SOC investment has shifted from new construction to maintenance. This shift became more important for the highway system because it is as one of the most important SOC. In Korea, highway maintenance costs are about 20% of the total annual highway construction budget, which is about two-thirds of developed countries. In addition, establishing standardized guidelines for the highway maintenance operation is not in place. Therefore, in order for domestic road construction and maintenance technology to secure competitiveness in the global construction market, it is urgent to improve the management capacity for maintenance as well as the technology and management capacity. This study examines highway maintenance practices in OECD countries such as North America, Europe, Australia, New Zealand, and Japan to identify core elements of highway maintenance practice. It is imperative to establish a comprehensive management system based upon asset management principle. Even if the budget for the highway construction is reduced, investment in maintenance needs to be maintained.

• Journal of Korea Entertainment Industry Association
• /
• v.15 no.6
• /
• pp.1-13
• /
• 2021

This study explored the mechanism by which Trot gained a superior position in the broadcasting contents market after the TV Chosun audition program was broadcast. We analyzed the narrative structure of the program to determine what differentiation and popularization strategy the trot audition program took from the existing audition program, and analyzed in-depth interviews with music experts and interviews with the production team. appealed to viewers with a strategy that reversed the success strategy of existing audition programs. First, the strong/non-competent participants did not compete with each other, but rather the strong/skilled players competed against each other. This trot audition set the singing ability as a new 'discourse on sincerity'. Second, we broke away from the 'demon editing', which was considered essential for audition programs, took a strategy of excluding villains. Third, we broke the practice of audition programs that were supposed to show expertise in specific genres, such as idol music, hip-hop, and bands, and combined trot with various genres. Fourth, unlike previous audition programs that mainly targeted specific generations or genders, the strategy was to expand the audience by targeting various age groups. Fifth, it has formed a middle-aged fandom with a 'subtitle strategy' that uses subtitles well to arouse viewers' interest and help empathize.

• The Korean Society of Law and Medicine
• /
• v.23 no.2
• /
• pp.3-36
• /
• 2022

In order to solve the pharmaceutical kickback problem, it is needed to establish legal system that allow ways to enable pharmaceutical promotion of medicines without kickbacks as well as provide sanction those who commit illegal act. Before the National Assembly and the government focused on strengthening sanctions. As a result, in 2014, a system of suspending medical care benefits was introduced, which could inflict heavy losses on pharmaceutical companies by withdrawing target medicines from the market. However, three years after the introduction, the system was abolished in 2018, recognizing the problem that the disposition could infringe on the patients' right to access to and choice of medicines. In 2021, the National Assembly made it possible for dispositions suspending medical care benefits regarding the third violation, which remained symbolic until then, replaced with administrative fines. Although the legislator's reflective stance on the system is more than clear, the Ministry of Health and Welfare still interprets that the old law should be applied to kickbacks for the period of the law. Moreover, regarding the substitution of fines at the discretion of the Minister of Health and Welfare under the old law, the narrow standards taken under the old law seems to be maintained. In this paper, firstly pharmaceutical kickback issue, the main reason for the introduction of the system, will be explained, after that the history of introduction and abolition of the system examined and last but not least the unconstitutionality of the system and the illegality of the disposition are to be examined.

• Korean small business review
• /
• v.42 no.4
• /
• pp.309-326
• /
• 2020

There often is information asymmetry between start-ups and the investors, which is because start-up companies in the early stages do not have track records. Meanwhile, since the government grants programs go through a fair and the intense competition process, the government grants can provide a more objective information for start-ups in the early stages and perform a signal function that guarantees a company's capabilities and potential. This study confirms the quantitative relationship between government grants and investment attraction by using the hurdler model. We found that, although there is the proportionate relationship between the scale of government grants and that of external funds, more than a certain amount of government grants is required for technology-based start-ups to exceed the stage of attracting their first external funds. Our findings suggest that it is necessary to consider the hurdles structure in the study of signaling theory perspective, as the mechanisms for determining whether or not to attract external funds are different from determining the level of external funds. In addition, differentiated policy support is needed to help early-stage technology start-ups go beyond the threshold of investment attraction-the creation of a 'threshold effect'.