• Journal of Digital Convergence
• /
• v.16 no.8
• /
• pp.151-159
• /
• 2018

This study focused on appreciative inquiry(AI) of salespeople who have to respond to various types of emotions according to the desires of individual customers at service contact points and the effect of emotional labor on adaptive selling behavior and customer satisfaction. Dyadic questionnaires were administerd to 115 automobile salespeople and 2 customers who received service from each salesperson, and the collected data was analyzed by using structural equation modeling. The results showed that AI had positive influences on deep acting and surface acting. Only deep acting was found to have positive relationship with adaptive selling behavior, but not to surface acting. Adaptive selling behavior had a positive effect on customer satisfaction. This study will contribute to identifying the need for AI access for salespersons and for activating adaptive selling behavior through emotional labor related to AI practice.

• Digital Contents
• /
• no.6 s.145
• /
• pp.86-89
• /
• 2005

엔씨소프트의 신개념 온라인게임‘길드워’의 상용서비스가 지난달 25일 시작됐다. 공개 시험서비스를 시작한지 채 한달도 되지 않은 시점이었다. 지난 4월 28일 북미와 유럽에서는 먼저 상용서비스를 시작, 30만장 이상 타이틀을 판매한 데다 국내에서도 70만명 이상의 회원을 모집하면서 얻은 자신감에서 비롯된 결과다. 길드워가 어떤 게임인지 살펴봤다.

• Journal of Distribution Research
• /
• v.10 no.3
• /
• pp.15-36
• /
• 2005

This study is concerned with selling alliance in the internet shopping services, which is generally used by portal sites in recent and that is a typical form of strategic alliance. This study tried to find the relationship between. consumer's attitude and alliance performance. The authors investigated them in the field. then searched the reasons and determinants of selling alliance performance. As a result of field investigation, the authors found that the traffic of the portal site was not proportionated to the sales of internet shopping mall and this was not consistent with general expectation, With the analysis of it, the authors found that attitudes to the sites (brands) allianced in On-line and recognition of fitting between them had influenced positively on the attitude and purchase intention to alliance services. Moreover, unlike the attitude to the portal sites, the attitude to the internet shopping mall had positively influenced directly on the purchase intention. The other hand. from the view of influence power on the attitude to the allianced shopping service, the recognition of fitting between the sites was the factor which had the least effect of all factors. Compared with Off-line, this is interesting aspect of On-line. So in the On-line selling alliance, be careful of consideration for not only prior attitudes to the partners(portal and shopping mall) but also the fitness between them and make it in the mind that the attitude to shopping mall has greater influence upon the purchase intention than that to portal site.

• Journal of KIISE
• /
• v.42 no.10
• /
• pp.1286-1293
• /
• 2015

Most e-marketplaces build a reputation system that provides potential buyers with reputation scores of sellers in order for buyers to identify the sellers that are more reliable and trustworthy. The reputation scores are computed based on the aggregation of buyers' ratings. However, when these ratings are used to compute the reputation scores, the existing reputation systems do not make a distinction according to the following two criteria: the capability of the seller and the quality of an item. We claim that a reputation system needs to separate the two criteria in order to provide more precise information about the seller. In this paper, we propose a method to compute seller's reputation by separating the rating into the seller's score and the item's score. The proposed method computes the reputation of the seller's capability by using only the 'seller's score' and helps potential buyers to find reliable sellers who provide fast delivery and better service. In experiments, we propose a simulation strategy that reflects the real life of an E-marketplace and verify the effectiveness of our method by using the generated simulation data.

• Journal of Korean Ophthalmic Optics Society
• /
• v.14 no.4
• /
• pp.1-10
• /
• 2009

Purpose: Recently because goggle and sunglasses is industrial products, unprofessional is selling in store what is not optical store. Due to layman's sale, check of frames or lens, the quality, curve, A/S, is impossible. Therefore layman's sale threated national eye-health. So we investigated in order to know them, merchant of goggle and sunglasses except for optician, about "how many they have optical knowledge?" and "What can they give a service us?" Methods: Regardless age, we get a survey of 208 person who purchased goggle and sunglasses in a store that it is not optical store and 100 of goggle and sunglasses except for optician. Results: Most merchant who haven it knowledge about glasses sells goggle or sunglasses. Even though merchant has knowledge about glasses, It was very littles, now. Conclusions: Optician who have expert knowledge need method that it was very littles. So goggle and sunglasses that it is registered industrial products need method to transform into health instrument.

• Proceedings of the KOR-KST Conference
• /
• 1997.12a
• /
• pp.1-12
• /
• 1997

우리 나라 자동차운송산업에 존재하는 지입제(위탁관리제)는 과거부터 논란의 대상이 되어 왔다. 1950년대 말부터 시작된 육운 분야의 직영화 정책은 노선버스나 택시의 경우 비교적 성공적인 결과를 가져왔으나 화물자동차운송과 전세버스분야에서 만큼은 아직도 대다수 사업장에서 지입제가 관행화된 제도로 남아 있다. 지입제도는 비효율적이고 전근대적인 경영기법으로 인식되고 있으며 산업발전의 저해요인 보기도하고 불가피하다고 평가되기도 하였다. 본 논문에서는 지입제를 단순하게 비합리적인 제도라고 보기보다는 나름대로의 장점을 가지고 있어 합법적 또는 비합법적인 형태로 지금까지 유지되고 있다고 본다. 지입제는 정보가 비대칭적인 상황에서 기업조직을 통해 생산과 판매를 하기보다는 시장거래를 통한 계약을 통하여 운송서비스를 생산 및 판매를 함으로써 유인일치를 달성시킬 수 있다는 것을 보여주고 있다. 장거리를 운행하는 운송사업의 경우 사업자와 고용운전자는 노동성과에 대한 비대칭적인 정보를 가질 수밖에 없게 된다. 이는 대리문제를 야기시켜 기업조직에 의한 운송서비스의 공급은 생산비용을 상승시킨다. 반면 자동차운송서비스는 생산단위를 분리하기 위한 비용이 비교적 적어 독립적인 운영이 가능하다. 따라서 차량을 1대씩 분리하여 사업권을 시장거래하는 지입제를 운송사업자와 운전자는 선택하게 된다는 것이다.

• Proceedings of the KOR-KST Conference
• /
• 1997.12b
• /
• pp.1-14
• /
• 1997

우리나라 자동차운송산업에 존재하는 지입제(위탁관리제)는 과거부터 논란의 대상이 되어왔다. 1950년대 말부터 시작된 육문 분야의 직영화 정책은 노선버스나 택시의 경우 비교적 성공적인 결과를 가져왔으나 화물자동차운송과 전세버스분야에서 만큼은 아직도 대다수 사업장에서 지입제가 관행화된 제도로 남아 있다. 지입제도는 비효율적이고 전근대적인 경영기법으로 인식되고 있으며 산업발전의 저해요인 보기도하고 불가피하다고 평가되기도 하였다. 본 논문에서는 지입제를 단순하게 비합리적인 제도라고 보기보다는 나름대로의 장점을 가지고 있어 합법적 또는 비합법적인 형태로 지금까지 유지되고 있다고 본다. 지입제는 정보가 비대칭적인 상황에서 기업조직을 통해 생산과 판매를 하기보다는 시장거래를 통한 계약을 통하여 운송서비스를 생산 및 판매를 함으로써 유인일치를 달성시킬 수 있다는 것을 보여주고 있다. 장거리를 운행하는 운송사업의 경우 사업자와 고용운전자는 노동성과에 대한 비대칭적인 정보를 가질 수밖에 없게 된다. 이는 대리문제를 야기시켜 기업조직에 의한 운송서비스의 공급은 생산비용을 상승시킨다. 반면 자동차운송서비스는 생산단위를 분리하기 위한 비용이 비교적 적어 독립적운영이 가능하다. 따라서 차량을 1대씩 분리하여 사업권을 시장거래하는 지입제를 운송사업자와 운전자는 선택하게 된다는 것이다.

• 한국IT서비스학회:학술대회논문집
• /
• 2008.11a
• /
• pp.366-369
• /
• 2008

현재 우리나라의 오픈마켓은 저가 구조로 수익과 성장에 한계를 맞고 있지만 이미 외국에서는 소셜 네트워크를 중심으로 소셜 쇼핑이 소비자 주도의 쇼핑몰로 인기를 얻고 있으며 새로운 쇼핑몰 형태로 각광받고 있다. 소셜쇼핑은 블로그나 커뮤니티와 같은 사회적 네트워킹 서비스를 기반으로 어떤 특정 인터넷 쇼핑몰에 구애됨 없이 다양한 상품을 각 개인이 퍼 오거나 게시하고 이에 대한 상품평과 사용후기를 개인 블로그나 커뮤니티에 올리거나 올리게 하여 거래가 일어나도록 하는 전자상거래 방식이다. 소셜 쇼핑은 사람/정보/쇼핑 검색이 가능하고 블로그나 커뮤니티를 통한 정보 공유가 가능하며 타 판매 사이트로부터 쇼핑 구매도 가능하다. 소셜 쇼핑은 또 하나의 플랫폼을 제공하며 다양한 판매자, 소비자, 광고주 등과 제휴가 가능하고 네트워킹이 가능하기 때문에 변화하는 소비자들의 특성을 반영하고 수익의 한계를 돌파하기 위한 진정한 web 2.0 쇼핑형태로써 발전 가능성이 크다.

• Journal of Korea Entertainment Industry Association
• /
• v.14 no.7
• /
• pp.161-173
• /
• 2020

In-depth interview in the field of hospitality industry services was conducted in COVID- 19. Introduction of kiosks for non-face-to-face services using untact technology, reservation, pay systems, self-service, service improvement using room service should be carried out. It is also necessary to implement Instagram, Facebook, YouTube, P-blogs, online broadcasting and live commerce through the establishment of m-channel system through untact marketing sales channels in the hospitality industry now that the product composition to solve the pro -blem of untact marketing is drawing attention due to diversification of online sales channe -ls. Now, the recognition of important elements of service education and a establishment of differentiated system of untact marketing, expansion of untact sale channel, implementation of non-face-to-face counseling service and introduction of pre-booking, telecommuting were recognized as urgent parts. In particular, a service differentiation and importance of human services, which were recognized free of charge, have re-recognized as premium, and quality service aspect of the hospitality industry in untact and the direction to diversify marketing channels are presented.

• 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.