• Journal of Distribution Science
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• v.5 no.1
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• pp.23-40
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• 2007

Relatively little research has been conducted in relation benefits factors. Existing works have been mostly theoretical, and have focused almost exclusively on the performance implications of relation benefits factors. The current study empirically tested the relationship between relation benefits Factors, Satisfaction, loyalty, and Worth of mouth in Service firms. Accordingly, this research conduct theoretical research on Relation Benefits and offer service corporate which is not familiar with relation benefit and service knowledge practical knowledge. Further, it suggest the company's pliability through an efficient customer relationship and practical way of Relation Benefits to them an efficient customer relationship.

• Journal of Distribution Science
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• v.16 no.4
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• pp.75-82
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• 2018

Purpose - As the role of salespersons in retail stores has expanded from selling products to sharing brand experiences with customers, the importance of research on the effects of salesperson-brand relationships has grown. The purpose of this research is to investigate the influences of salespersons' brand identification on conceptual fluency and customers' service and brand evaluations. It was supposed that salespersons' brand identification is affected by brand knowledge, which is a core dimension of internal branding. Research design, data, and methodology - The author developed a structural model in which salespersons' brand knowledge influences brand identification, hence customers' perception of salesperson-brand image congruence. And it is hypothesized that salesperson-brand image congruence influences conceptual fluency which affects customers' satisfaction and brand evaluation. Data were collected from five department stores in Seoul. Results - First, salespersons' brand knowledge was found to have a significant effect on brand identification. The more a salesperson knows about the affiliated brand, the higher her level of brand identification. Second, salespersons' brand identification influenced salesperson-brand image congruence. Third, salesperson-brand image congruence had a significant effect on brand conceptual fluency. Customers who perceive salesperson-brand image congruent are more likely to process information easily. Finally, conceptual fluency was found to be a significant determinant of store loyalty and brand value evaluation. Conclusions - The results of this study verify importance of salesperson's brand identification on customers' service and brand evaluations. To enhance salespersons' brand identification, retailers should emphasize the importance of internal branding and communication, especially by sharing brand vision, values, and identity with employees at customer contact points. Also, as brand conceptual fluency is a significant determinant of customer responses, retailers need to deliver consistent messages through various components of store environments, including salespersons' attitudes, appearances, and manners, as well as physical store design. With a deeper understanding of the effects of salesperson-brand relationship and brand conceptual fluency, retailers will be able to create more effective brand strategies to enhance their performances. Future studies should consider data from various retail types, such as discount stores, to generalize the findings.

• The Research Journal of the Costume Culture
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• v.16 no.1
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• pp.33-47
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• 2008

The purposes of this study were to extract the effects of emotional labor, self-efficacy and burnout on customer-oriented selling behavior of salesperson by literature review and to examine the effect variables on customer-oriented selling behavior empirically. The questionnaire was administered to 400 salespersons who were selling clothes, cosmetics, shoes, leather products and accessories in department stores located in Kwang-ju city during August 18-24, 2006. Data collected from 307 salespersons were analyzed by using descriptive statistics, factor analysis, t-test, ANOVA, Duncan-test, correlation, regression analysis and path analysis. The results were as follows: First, Salesperson's emotional labor was composed of two factors; emotional labor toward the customer and emotional labor toward the organization. Second, Salesperson's emotional labor had negative significant influence on customer-oriented selling behavior. Specifically, the emotional labor toward the organization negatively influenced on customer-oriented selling behavior, but the emotional labor toward the customer positively influenced on customer-oriented selling behavior. Third, Salesperson's emotional labor positively influenced on burnout. Specifically, emotional labor toward organization significantly influenced on burnout, but emotional labor toward customer did not influenced on burnout. Fourth, Salesperson's self-efficacy positively influenced on customer-oriented selling behavior. Fifth. Salesperson's self-efficacy negatively influenced on burnout. Finally, Salesperson's burnout negatively influenced on comer-oriented selling behavior. The direct effect of salesperson's self-efficacy on customer-oriented selling behavior was large than the indirect effect of salesperson's self-efficacy mediate burnout. But the indirect effect of salesperson's emotional labor mediate burnout was large than the direct effect of salesperson's emotional labor on customer- oriented selling behavior.

• Journal of the Korean Institute of Intelligent Systems
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• v.15 no.6
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• pp.661-667
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• 2005

In this paper, we propose a new hybrid genetic algorithm for sequential ordering problem (SOP). In the proposed genetic algorithm, the Voronoi quantized crossover (VQX) is used as a crossover operator and the path-preserving 3-Opt is used as a local search heuristic. VQX is a crossotver operator that uses the epistasis information of given problem instance. Since it is a crossover proposed originally for the traveling salesman problem (TSP), its application to SOP requires considerable modification. In this study, we appropriately modify VQX for SOP, and develop three algorithms, required in the modified VQX, named Feasible solution Generation Algorithm, Precedence Cycle Decomposition Algorithm, and Genic Distance Assignment Method. The results of the tests on SOP instances obtained from TSPLIB and ZIB-MP-Testdata show that the proposed genetic algorithm outperforms other genetic algorithms in stability and solution quality.

• Journal of the Korean Institute of Intelligent Systems
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• v.22 no.4
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• pp.414-424
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• 2012

Finding or automatically generating problem instance is useful for algorithm analysis/test. The topic has been of interest in the field of hardware/software engineering and theory of computation. We apply objective value-distance correlation analysis to problem spaces, as previous researchers applied it to solution spaces. According to problems, we define the objective function by (1) execution time of tested algorithm or (2) its optimality; this definition is interpreted as difficulty of the problem instance being solved. Our correlation analysis is based on the following aspects: (1) change of correlation when we use different algorithms or different distance functions for the same problem, (2) change of that when we improve the tested algorithm, (3) relation between a problem instance space and the solution space for the same problem. Our research demonstrates the way of problem instance space analysis and will accelerate the problem instance space analysis as an initiative research.

• The KIPS Transactions:PartB
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• v.10B no.7
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• pp.751-756
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• 2003

Ant Colony Optimization (ACO) is new meta heuristics method to solve hard combinatorial optimization problem. It is a population based approach that uses exploitation of positive feedback as well as greedy search. It was firstly proposed for tackling the well known Traveling Salesman Problem (TSP) . In this paper, we introduce Multi Colony Ant Model that achieve positive interaction and negative interaction through Intensification and Diversification to improve original ACS performance. This algorithm is a method to solve problem through interaction between ACS groups that consist of some agent colonies to solve TSP problem. In this paper, we apply this proposed method to TSP problem and evaluates previous method and comparison for the performance and we wish to certify that qualitative level of problem solution is excellent.

• The Journal of Information Technology
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• v.2 no.2
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• pp.1-12
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• 1999

The purpose of this study is to classify the determinants of channel performance and to reveal the contribution of classified performance factor on the total distribution performance of individual channel members. The empirical results of this study confirm that channel member performance is too rich and complex to be accurately reflected in a single item or even limited domain performance measures. The respondents in our sample monitored a lot of different facets of performance, indicating their belief in the multidimensional nature of performance. Our finding that outcome-based monitoring was particularly pervasive was not surprising given that managerial attention to end results is expected since those results are necessary for continued survival of the dealership. However, the dealership owner were not content to rely exclusively on these outcome performance indicators. They also gathered information on the efforts and activities that lead to those outcomes as well as other facets of information such as customer satisfaction and selling skills of salesperson. Limiting the definition and measurement of performance to outcomes only, or to a single item measure would have failed to capture important facets of performance, and could distort he relationship between the managerial variables and performance.

• Journal of the Korean Home Economics Association
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• v.47 no.7
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• pp.97-107
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• 2009

This study investigated the impact of long-term relationship orientation on emotional characteristic in fashion stores and relationship characteristic between middle-aged and senior women and salespeople. This study employed survey method with questionnaire. Data were collected from 579 women who were from the age of forty to seventy. The data were analyzed using statistic methods(SPSS 15.0 and Amos 5.0) such as frequency analysis, cronbach $\alpha$, exploratory factor analysis, second-order confirmatory factor analysis, confirmatory factor analysis and structural equation modelling. The findings of this study were concluded as follows; Firstly, the income significantly affected on emotional characteristics(p < 0.01), but had no significant effect on long-term relationship orientation(p < 0.05). The higher income, the more respondents exhibited positive attitude and sensitive emotional characteristics as a sense of sight, hearing, smell, tactile and feeling to salespeople in the fashion stores. The path of structural equation was implemented as income variables $\rightarrow$ emotional characteristics $\rightarrow$ (relationship with salespeople variables $\rightarrow$ )commitment $\rightarrow$ long-term relationship orientation which turned out to be statistically significant at the 95% confidence level. Secondly, senior group(55~70yrs) was more positive relationship with salespeople compared to middle-aged group(40~54yrs). The precondition of get satisfaction and feeling of being cared from the salespeople were critical for long-term relationship orientation. The path of structural equation was carried out as age variables $\rightarrow$ relationship with salespeople variables $\rightarrow$ commitment $\rightarrow$ long-term relationship orientation which turned out to be statistically significant at the 95% confidence level.

• The Journal of the Korea Contents Association
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• v.14 no.10
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• pp.255-269
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• 2014

This study confirmed structural causal relations among concepts such as characteristics of service-offer, satisfaction, trust, affective commitment, and loyalty and surveyed mediating roles of affective commitment. The results are as follows. First, Customized service and service reliability influenced satisfaction while service competency did not. Service reliability affected trust while customized service and service competency did not. Second, satisfaction influenced trust and affective commitment but not loyalty while trust affected affective commitment and loyalty. Third, affective commitment influenced loyalty through the mediating role. The results mean that the seller-buyer relationship is a dynamic relationship. Finally, we discussed the role of affective commitment and the strategies of affective commitment development, and suggested future studies.

• Journal of the Korean Society of Clothing and Textiles
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• v.36 no.9
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• pp.979-990
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• 2012

This study explores the correlation between personality traits, customer orientation, job satisfaction, and job performance. This study examines the impacts of personality traits and customer orientation on job satisfaction and job performance. Data were collected using a questionnaire survey. A convenience sample was drawn from salespeople working for department stores in Daegu and Pohang between September $1^{st}$ to $7^{th}$ 2011. A total of 337 responses were complete and usable questionnaires. Data were tested through factor analysis, correlation analysis, and regression analysis, using SPSS 12.0. Three main points are shown through this study. First, the correlation of all five factors extracted from salespeople personality traits with customer orientation was statistically significant. Personality traits and customer orientation were partially correlated with job satisfaction or job performance. Second, the regression analysis was conducted to examine the influence of personality traits and customer orientation on job satisfaction; subsequently, only two factors extracted from customer orientation (consideration for customers and customer-centered thinking) were significant predictors of job satisfaction. Third, the result of the regression analysis between personality traits and job performance showed that the most influential predictor of job performance was conscientiousness, followed by likeability, openness and introversion. The most influential factor between customer orientation and job performance was competence in providing product information, followed by consideration for customers, customer-centered thinking, and a reliability-focused response.