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

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
• /
• v.17 no.5
• /
• pp.205-221
• /
• 2022

In this study, the authors investigated the effect of salesperson's Selling Influence Tactics (SIT) on customers' psychological obligation, trust in salespersons and repurchase intentions in the offline cosmetics purchase channel. In addition, we examined the moderating effect of service quality perceived by customers. To this end, a survey was conducted on 298 customers who had purchased cosmetics through the offline sales channel, and the authors conducted hypothesis testing through a structural equation model. As a result of the study, first, among salesperson's sales influence tactics, emotional appeal tactics (H1a), customer ingratiation tactics (H1d), and personal appeal tactics (H1e) were found to affect the psychological obligation of customers, and emotional appeal tactics (H2a), rational persuasion tactics (H2b), information provision tactics (H2c), and customer ingratiation tactics (H2d) were found to affect trust in salespeople. Third, it was found that the psychological obligation did not have a positive (+) effect on the customer's repurchase intention, and the customer's trust in the salesperson had a positive (+) effect on the repurchase intention. Third, perceived service quality showed a significant moderating effect between psychological obligation and repurchase intention, trust in salesperson and repurchase intention. In previous studies on salesperson's Selling Influence Tactics (SIT), many studies examined salesperson's Selling Influence Tactics (SIT) by specifying sub-variables in a limited way, and studies confirming marketing factors such as repurchase intention were also insufficient. Therefore, the results of the empirical research confirmed based on this study are expected to help the standard or direction of the salesperson's Selling Influence Tactics (SIT) in future studies. In addition, this study describes implications for providing help in employee education and management for small business owners who manage and operate offline cosmetics stores, and sales strategies that should be strategically established to improve perceived service quality for customers.

• The Journal of the Korea Contents Association
• /
• v.17 no.3
• /
• pp.408-420
• /
• 2017

A franchisee owner, as an entrepreneur who is independent from a franchisor, has the greatest influence on the success of franchisee business. The effect of the franchisees' entrepreneurship on their performance can be different from that of self-employed business owners, due to the fundamental nature that the franchisor and franchisees share a standardized operation and business risks. Therefore, the purpose of this study is to demonstrate whether or not the relationship between the entrepreneurship and the performance, which has been popularized in general, is displayed in franchised stores as well. The current study analyzed the influence of innovativeness, risk-taking, and proactiveness on franchisees' performance based on the samples from 109 Small Size Educational Services franchisees. The results show that the franchisees' proactiveness is the only variable that affects the performance while the effect of the other variables was not significant. These results make implications that, for their business success, franchisee owners should be proactive in their target market, without compromising the quality of franchisor's standardized products and services by being innovative and risk-tolerant.