• Asia Marketing Journal
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• v.11 no.2
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• pp.37-51
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• 2009

Although previous studies have made significant progress in adaptive selling behavior (ASB), few studies have considered salesperson's customer orientation (CO) and learning behavior as determinants of effective sales management (ASB and relationship-making efforts), despite the discussion of important roles of these constructs. The authors test not only the relationships of salesperson's CO and market-based learning behavior to ASB and relationship-making efforts, but also the effects of ASB on relationship-making efforts and performance. The results of the study, which is done with samples of salespeople from Korean companies, indicate that salesperson's CO and market-based learning behavior are identified as significant determinants of ASB. Moreover, both salesperson's ASB and relationship-making efforts have significant effects on sales performance. On the other hand, as per salesperson's relationship-making efforts, salesperson's CO has a positive effect, but salesperson's market-based learning behavior and ASB do not influence his or her relationship-making efforts, which suggest a provocative possibility of conceptualization regarding the relationship between ASB and relationship management efforts.

• Journal of Digital Convergence
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• v.8 no.3
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• pp.155-168
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• 2010

This paper focuses on the construct of relationship quality and the influence of relationship quality on relationship persistence, willingness to recommend. In this paper, we first conceptualize relationship quality from buyer-based perspective. Second, we introduce relationship persistence and willingness to recommend as consequences of relationship quality. A research model is examined with data collected from 267 firms in Gumi. The results indicate that relationship quality can be defined as a construct of trust, satisfaction, coadaptation, communication, and relationship quality has a significant positive impact on relationship persistence, willingness to recommend.

• Journal of the Korean Society of Clothing and Textiles
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• v.33 no.2
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• pp.244-255
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• 2009

The purpose of this study was 1) to inquire into characteristics of apparel manufacturers and distributors in China, 2) to classify private Guanxi and organizational relationship type, 3) to find differences in private Guanxi to enterprise type and the class of participations' position, and 4) to also find effects of private Guanxi on organizational relationship. Apparel manufacturers and distributors in China participated in the study. Random sampling method was used to collect the data. Data from 173 questionnaires were used for the statistical analysis. Descriptive analysis, factor analysis, Cronbach's alpha coefficient, t-test, and regression analysis were conducted. Two factors of private Guanxi were classified(i.e., affective Guanxi, instrumental Guanxi). Three factors of organizational relationship type were identified(i.e., opportunistic relationship, cooperative relationship, vertical relationship). The results indicated that distributors regarded affective Guanxi as important more than manufactures and employees regarded affective Guanxi and instrumental Guanxi as important more than presidents. Distributors regarded cooperative relationship as important more than manufactures. Employees regarded organizational relationship as important more than presidents. Affective Guanxi positively affected on cooperative relationship and vertical relationship but negatively affected on opportunistic relationship. Instrumental Guanxi positively affected on opportunistic relationship and vertical relationship. The result of this study may give valuable information to retail merchandisers and strategists who participated in fashion business in China.

• Culinary science and hospitality research
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• v.17 no.2
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• pp.168-181
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• 2011

The purpose of this study is to establish an effective marketing strategy as the marketing management strategy by inquiring into the effect of service recovery justice on relationship benefit, relationship satisfaction and long-tenn relationship orientation in food service industry with food service customers. This study showed that the service recovery justice has a positive effect on the relationship benefit according to procedural, interactional and distributive justice, and the customer satisfaction is maximized through the relationship benefit, continuing the relationship as long-tenn friendship customers. That means that despite service companies' many efforts, including the establishment of a goal related to service, as their service failures happen frequently by various internal or external factors, active work is needed through the fair relationship benefit as the service recovery strategy to deal with these service failures positively and keep the customer satisfaction and long-tenn relationship orientation.

• Proceedings of the Culinary Society of Korean Academy Conference
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• 2006.07a
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• pp.123-132
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• 2006

Although the numbers of the membership restaurants have increased steadily, the extant study has not been vigorously conducted. Therefore, it has been very hard to discuss in detail about the customer characteristics and the marketing strategies of these membership restaurants. The purpose of this study was to analyze the relationship among several factors, such as customer attitudes, relationship benefits, service convenience and customer loyalty. In order to accomplish the purpose, customers who are the members of M club at L hotel located in Busan were selected. The findings were as follows. First, there was a strong relationship between customer privacy and relationship benefits. Also, the relationship was found between customer value and relationship benefits. Second, service convenience and relationship benefits showed relationship with customer loyalty.

• Journal of Families and Better Life
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• v.20 no.2
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• pp.175-183
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• 2002

This study aimed to identify the relationship between MBTI personality types and parent-child relationships among the juvenile delinquents non-delinquent adolescents. From the analyses of empirical data, the following tendencies were found. First, delinquent juveniles are more likely to be classified to be such MBTI types as "Extroverted," "Sensing," "Thinking," and "Judging" than non-delinquent juveniles. Second, contrary to popular belief, the juvenile delinquent group was fecund to have more positive attitudes toward their relationship with their parents than the non-delinquent juvenile group. Third, for both the non-delinquent juveniles and the delinquent juveniles, "I" and "P" preferences were related with a positive perception of the relationship with their parents. Fourth, "EJ," as a psychological temperament type, was related with a Positive relationship with parents for both groups. Fifth, the psychological function types were not significantly related with the relationship with parents. Sixth, "EP" and "IP," as psychological attitudes types, were related significantly with a positive relationship with parents. Seventh, the juveniles classified as "ESTJ" had good relationships with parents, whereas "ISTP" types, on the other hand, tended to show the most negative attitudes toward their relationship with parents. The most interesting result of this study was the finding that the "P (perceiving)" types in the non-delinquent juveniles group as well as in the juvenile delinquents group tend to have negative attitudes toward their parents.

• Journal of Information Technology Applications and Management
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• v.12 no.1
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• pp.69-90
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• 2005

Online community as a business model has gotten much attention in online market. And it has been recognized as an increasingly important tool for better understanding and relationships with customers. Thus, There are needs for conducting researches, such as those being performed in social psychology area. Due to the lack of current researches on online community, variables that have been considered in social science and factors in relationship marketing are adopted in this study. The primary purpose of this research is to develop and test a model that explains the process of how sense of online community through relationship quality influences customer loyalty. The major findings of this study are as follows: First, sense of online community was found to have a positive influence on relationship quality. Second, relationship quality was found to have a strong positive effect on customer loyalty. Finally, relationship quality was found to have a mediation effect between the sense of online community and the customer loyalty. Implications of these findings are discussed for researchers and practitioners.

• Journal of the Korean Society of Clothing and Textiles
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• v.34 no.9
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• pp.1504-1514
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• 2010

Relationship marketing can be one of the most efficient strategies to enable a company to achieve business success in the recent marketing environment of tough competition and the diverse desires of consumers for new products. Using relationship marketing instead of mass marketing can help a company increase profits. For proper research in relationship marketing, it is indispensable to study relationship benefits. This study provides specific information in terms of relationship benefits to help develop the marketoriented strategy of a company. The results are as follow. The relationship benefit had a significantly positive effect on relationship quality (trust, satisfaction, and commitment). A relationship benefit was divided into three dimensions: customization benefit, informational benefit, and emotional benefit. Especially, emotional benefit appears as the most positive effect on satisfaction and the customization benefit appeared as the most positive effect on trust and commitment. The customization benefit and emotional benefit had a significantly positive effect on long-term relationship orientation, repurchase intention, and word of mouth. Informational benefit was not a significant influence on repurchase intention and word of mouth. Customization benefit appeared the most positive effect on long-term relationship orientation and word' of mouth. Emotional benefit appeared the most positive effect on repurchase intention. The relationship quality had a significantly positive effect on relationship performance. The findings of this study provide both industry and academic researchers with a guide to increase customer satisfaction in the relationship marketing process.

• Journal of the Korean Home Economics Association
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• v.20 no.3
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• pp.19-24
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• 1982

This study was carried out to investigate the relationship between the water resistance and the air permeability. The results are as follows; 1. In case of the water proofing fabrics, We cannot find that there is any relationship between the water resistance and the air permeability according to the kinds of finishing, while in case of the water repellent finished fabries, we can find that there is a correlationship between them, especially the hydrostatic pressure and the air permeability are found to have negative correlation. 2. In case of the water proofing fabrics, the relationship between the water resistance and the air permeability is not affected by the thickness of the fabrics. On the other hand, in case of the water repellent finished fabrics, the relationship between them is affected by the thickness of the fabrics. Especially, the relationship between the hydrostatic pressure and the air permeability as well as the relationship between the water repellency and the air permeability is effect much by the thickness of the fabrics, too. 3. In case of the water proofing fabrics, the relationship between the water resistance and the air permeability is not affected by fabric count. On the otherhand, in case of the water repellent finished fabrics, the relationship between them is affected by the fabric count. Especially, the relationship between hydrostatic pressure and the air permeability, and the relationship between the water proof and the air permeability are affected much by fabric count.

• Journal of the Korean Society of Clothing and Textiles
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• v.34 no.9
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• pp.1538-1545
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• 2010

Relationship marketing can be one of the most efficient strategies that enable a company to achieve business success in the marketing environment of tough competition and the desire of consumers for diverse products. Using relationship marketing instead of mass marketing can help a company increase profits. For. proper research in relationship marketing, it is indispensable to study interactivity. This study investigates the effects of interactivity on relationship marketing. The results are as follow: The enterprise-consumer interactivity had a significantly positive effect on relationship quality (trust, satisfaction, and commitment). Especially enterprise-consumer interactivity appeared as the most positive effect on satisfaction and customization benefit appeared to be the most positive effect on trust. The enterprise-consumer interactivity had a significantly positive effect on relationship performance (long-term relationship orientation, repurchase intention, and word of mouth). Especially, enterprise-consumer interactivity appeared as the most positive effect on long-term relationship orientation. Internet shopping malls should enhance the interaction between the company and customers with the feedback system to share important information, and maintain a reliable technological environment. The company can deal with customer requirements by supplying proper products and content. The findings of this study provide both industry and academic researchers with a guide to increase customer satisfaction in the relationship marketing process.