• Asia Marketing Journal
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• v.11 no.4
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• pp.1-19
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• 2010

The role of customers in product, service production and delivery is getting more important. Especially, customers' progressive participation in service circumstance bring to success of service delivery and improve service quality. Recently, the studies related to Customer Citizenship Behavior (CCB) which leaves to the discretion of customer is conducting in marketing area. However, the prior study concentrates on antecedents of CCB but it mixed antecedents of CCB and customer participation behavior. Also, there is insufficient related to the consequence of CCB in long-term relationship between service organization and customer. This study examines the effect of customer citizenship behavior on long-term orientation between service organization and customer. The results show that significant effects of citizenship behavior of customer. First, the relationship between customer's perception of justice and CCB was significant. Second, the relationship between customer's perception of support from service organization and CCB was significant. Third, the relationship between customer's perception of value and CCB was significant. Lastly, CCB significantly affect on Long-Term Orientation between service organization and customer.

• Journal of Venture Innovation
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• v.3 no.2
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• pp.111-128
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• 2020

Recently, in the process of globalization of companies, the use of third party logistics providers (3PL) has been strengthened. Therefore, the purpose of this study is to test the effectiveness of the logistics information system provided by 3PL companies. This study is to test the relationship between the effect of the characteristics of the 3PL logistics information system on the shipper's supply chain performance, that is, logistics performance, customer performance, and organizational performance, and the shipper's loyalty to the 3PL company, that is, 3PL corporate performance. In addition, long-term relationship orientation is to test whether there is a moderating effect between the shipper company and the 3PL company. Through this, this study aims to provide strategic implications for improving the competitiveness of 3PL companies. In this study, a total 205 data were collected and used for analysis of shippers companies for hypothesis testing, and analyzed using SPSS 21.0 and AMOS 21.0 statistical programs. The results of the study are summarized as follows. First, it was found that the accuracy, timeliness, and usefulness of the 3PL logistics information system all had a significant positive (+) effect on the performance of the shipper's supply chain. Second, it was found that the accuracy, timeliness, and usefulness of the 3PL logistics information system all had a significant positive (+) effect on 3PL corporate performance. Third, it was found that the performance of the supply chain of the shipper company had a significant positive (+) effect on the performance of the 3PL company. Finally, it was found that long-term relationship orientation had a moderating effect on the relationship between the performance of the shipper company's supply chain and the performance of the 3PL company. The purpose of this study is to provide academic and practical implications for securing competitive advantage through the logistics information system of 3PL logistics companies.

• Proceedings of the Korea Database Society Conference
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• 2008.05a
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• pp.263-291
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• 2008

This study is designed to examine how emotional intelligence and cognitive intelligence affect customer satisfaction (social satisfaction, economic satisfaction) and long-term relational orientation of a service provider. The results of the study revealed that both cognitive intelligence of a service provider and economic satisfaction of customers have a positive relationship with longterm relational orientation, while only use and control of emotions except understanding emotions in the self and in others among emotional intelligence of a service provider have a positive, significant effect on social satisfaction of customers. As mentioned above, it can be said that the study is much more significant, at this point where previous studies failed to sufficiently recognize the importance and necessity of studies on emotional intelligence of a service provider. Moreover, the study is expected to provide useful foundations for training and development of employees in the service industry in practice.

• 한국벤처창업학회:학술대회논문집
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• 2021.04a
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• pp.161-164
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• 2021

생명보험산업 중 MDRT이라는 조직은 보험설계사 중에서 뛰어난 실적을 올린 사람 중 클레임이나 사회적으로 문제점이 없는 사람들이 가입하는 모임으로 보험업계에 설계사들은 MDRT 조직의 회원을 목표로 갖고 있는 경우가 많다. 목표는 인간 행동원인을 설명하는 가장 기본적인 동기변인으로 알려져 있으며 성취와 직접적 관련이 있다. 목표에 대한 성취는 개인적 목표와 일치할 때만 행동을 활성화 시킨다. 관련 연구들은 목표와 관련된 많은 연구들은 장기적인 관점에서 미래목표를 설정하고 달성 정도를 점검을 통해서 미래목표가 현재와 미래 간의 관계를 설정하도록 도와준다고 하였다(Miller & Brickman, 2004). 이는 보험업계에서 MDRT의 의미가 크다고 할 수 있다. 따라서 보험산업 환경이 급격하게 변화하고 있는 과정에서 보험설계사에게 요구되는 역량은 개인의 노력만으로는 제한적일 수 있으며, 조직의 지원이 실질적인 성과에 영향력을 미칠 수 있다. 그러므로 본 연구는 보헙업에서 개인역량과 조직의 지원이 성과에 미치는 영향력을 분석하며, 더불어 목표지향성은 성과에 미치는 영향력을 조절할 것으로 판단된다.

• Journal of Technology Innovation
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• v.24 no.1
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• pp.49-84
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• 2016

The importance of technological innovation orientation, which denotes the firm's general direction of thought toward steadily pursuing and promoting technological innovation in the long run for its viability and competitiveness, is on the rise. Although the technological innovation orientation has conceptually and practically important implications for securing the firm's sustainable competitive advantage, to date there has been limited research systematically analyzing the role of the technological innovation orientation for the firm's successful technological innovation and performance. Recognizing such deficiency in previous research regarding technological innovation orientation, this study selected internal and external critical factors which might affect the technological innovation orientation, and proposed and empirically examined a research model and hypotheses demonstrating the contingency relationships among the antecedent factors, technological innovation orientation and technological innovation performance. In the proposed research model, the selected antecedents of technological innovation orientation included two internal factors of CEO's technical-function experience and cross-functional integration and two external factors of environmental uncertainty and intensity of competition, and eventually it was suggested that these antecedent factors affected the firm's technological innovation performance via the technological innovation orientation. In addition, the research model suggested that the two environmental factors of environmental uncertainty and intensity of competition had a positive moderation effect on the relationship between technological innovation orientation and technological innovation performance. Analysis of data on sample of 86 Korean IT SMEs showed that CEO's technical-function experience, cross-functional integration and environmental uncertainty had a positive impact on the firm's technological innovation orientation and that the technological innovation orientation positively influenced the firm's technological innovation performance. The results also revealed that environmental uncertainty positively moderated the relationship between the firm's technological innovation orientation and technological innovation performance. The theoretical and practical implications for the results of this study were discussed.

• Journal of Venture Innovation
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• v.4 no.3
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• pp.69-87
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• 2021

This study was conducted focusing on the innovative behavior necessary for the long-term survival of an organization in a business environment in which uncertainty and complexity are increasing. To this end, the relationship between issue leadership and innovative behavior of organizational members was investigated from the perspective of Signaling theory, Path-Goal theory and Job Demands-Resources theory. In addition, the mediating role of learning agility and sub-components of learning agility was empirically analyzed. For empirical analysis, a survey was conducted with a total of 252 team leaders and team members working in multinational companies (142 in Korea, 110 in the US). The results of this study are as follows. Issue leadership was analyzed to have a positive (+) effect on the innovative behavior of employees. Learning agility was found to play a mediating role between issue leadership and innovative behavior. On the other hand, the mediating effect was tested for each of the sub-components of learning agility, such as feedback seeking, information seeking, reflecting, experimenting, agility. As a result, all five sub-components were found to play a mediating role between issue leadership and innovative behavior. In particular, it was analyzed that the mediating effect of agility was the largest. Next, information seeking appeared to be large. Although there are some studies that have identified the mediating role of learning agility between issue leadership and innovative behavior, this study is considered to have academic implication as there are few cases of subdivided study. At the practical level, it is expected to provide implications for where to focus more when trying to improve an organization's learning agility and innovation behavior

• Asia Marketing Journal
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• v.8 no.2
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• pp.63-91
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• 2006

This study conducted in-depth interviews with 5 successful and 6 unsuccessful sales persons and analyzed their activities to further clarify the concepts of learning orientation, performance orientation, working smart, working hard and adaptive selling which have been reported as antecedents of sales persons' performances. We found that successful sales persons had their own distinctive characteristics. First, they regarded their selling activities as a part of their lives, not as a task, and were proud of themselves. Second, they perceived their weaknesses from most of activity areas, voluntarily participated in educational programs, and studied not only their products but also competitive products. Third, successful sales persons conducted customer-oriented activities. They collected data on their customers' personal records, developed customer typology by styles or personalities, and consulted their customers using those data. Fourth, successful sales people carefully prepared their meetings with customers across steps in selling processes and they did their best to develop long term relationship with their customers. These results provide useful implications about objective evaluations on sales persons' customer orientations and adaptive selling abilities, and also clarify the concepts of 'working smart' and 'adaptive selling'.

• Journal of Distribution Research
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• v.13 no.4
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• pp.71-95
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• 2008

Transaction between industrial suppliers and their buyers in business markets increasingly take place in the form of long-tenn business relationships. These relationships are governed through formal or informal agreements. Dynamic business markets are also forcing B2B marketers to create flexibility in their firms. However, buyers are bound in their rationality and find it impossible to contemplate all possible future contingencies. The more formal and detailed the contracts they conclude, the likelier it becomes that at least one buyer is going to perceive a need to adjust the initial agreement as environmental events unfold. In this case, the actor relies upon industrial supplier's competence. Our study purpose is to examine the consequences of supplier's competence on the industrial customer-supplier long-tenn relationship. Antecedent variables of supplier competence include R&D, flexibility, brand asset, market sensing, and customer support service. We presented a comprehensive constructive model consisting of components of supplier's competence and the antecedent factors. Research hypotheses were developed and data were gathered from respondents who work in the cosmetics industry. The results discussed here represent a first step towards a better understanding of the role of supplier competence in the B-to-B cosmetics industry. Managerial implications and the limitations of this research were also discussed.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.9 no.1
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• pp.133-140
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• 2014

The purpose of this research was to identify how service composition factor impact organizational performance of long-term care facilities for elderly people. The target population was the staffs who were working at long-term care facilities for elderly people in urban areas of Seoul, Inchon and cities in Kyonggi-do as of September 2012. Independent variables, main factors for organizational performances, are leadership, educational training, compensation, initiative, and service quality. Dependent variables are selected as duty satisfaction, job performance, financial aptitude and beneficiary-oriented policy. SPSS ver18.0 statistical computer program was conducted in order to analyze the multivariate statistical data. The results are examined in detail in terms of the influence of two managing systems in the senior-care service on the organizational performance and the evaluations of the relation and difference caused by the input variables in two managing systems. In one case of the influence of two managing systems in the senior-care service on the organizational performance, the findings show 1) the influence of the service managing factor is clearly related to duty satisfaction with the result of 0.001 (F=37.429) regression data, 2) the influence of the service managing factor is clearly related to job performance with the result of 0.001 (F=55.099) regression data, 3) the influence of the service managing factor is closely related to financial aptitude with the result of 0.001 (F=56.904) regression data, and 4) the influence of the service managing factor is also clearly related to beneficiary-oriented policy with the result of 0.001 (F=61.367) regression data.

• Culinary science and hospitality research
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• v.22 no.5
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• pp.325-338
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• 2016

This research aimed to setup the innovativeness, dependability of information, reliability, and sufficiency of information of a mobile eating out application as the precedence factor, and also aimed to present useful information regarding the mobile eating out application by verifying the effect on the continuous use satisfaction levels and long-term orientation for this mobile eating out application. The data collection carried out from February 1 to February 28, 2016, with 441 questionnaires collected from a total distribution of 500 copies, of which 396 were retained. SPSS 22.0 was employed for factor analysis and the reliability verification, while AMOS 22.0 was used for the covariance structure analysis meant to verify the presented research hypothesis. The results are as follows. First, there was found a significant positive effect (+) on continuous use from innovativeness and dependability. On the other hand, sufficiency and reliability appeared not to have a significant effect. Second, there was a positive increase in long-term orientation as continuous use increased. Third, long-term orientation increased in relation to innovativeness. On the other hand, sufficiency, dependability and reliability appeared not to have a significant effect on long term orientation. Accordingly, the useful implications for the eating out application based on the analysis results has been presented.