• Culinary science and hospitality research
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• v.19 no.4
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• pp.256-267
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• 2013

This study is a case study that drew efficient HMR sales promotions and verified their applications to business. An analysis of customer needs for HMR products in discount stores showed that diverse menu was ranked 1st with 29.1%, followed by packaging with 23.6%, price with 22%, menu information with 14.2%, and quality of food with 11.0%.. Main results of this study are indicated below. First, there were significant differences in sales before (3,932,313 won, a daily average 187,253 won) and after (4,840,063 won, a daily average 230,479 won) packaging improvement. Second, there were significant differences in sales of salad products before (4,627,508 won, a daily average 220,356 won) and after (5,238,365 won, a daily average 249,446 won) information improvement. The implications of this study are shown as follows. From a theoretical perspective, this study identified the sales promotion methods of HMR products through direct observation, interviews, and a survey to the customers who visited the stores. From a practical standpoint, this study measured the effects of theoretically confirmed sales promotion methods such as packaging, menu information, and diverse menu by analyzing the change in sales resulting from application of these methods at HMR business in discount stores.

• Journal of Information Technology Services
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• v.15 no.3
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• pp.15-31
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• 2016

Sales Force Automation (SFA) is a strategic information system and one of the components of operational CRM system. SFA supports salespeople's activities such as selection of potential customers, creative value proposition, after-sales services, etc. SFA is increasingly used in many companies because it has the advantages to raise the salespeople's productivity by developing forecasting ability, value proposition ability, after sales service ability etc. Many researches have shown that implementation of SFA leads to the increase of salepeople performance, organizational performance, and quality of customer relationship. However, Some prior studies have discussed on the SFA implementation failure and pointed out that one of important causes of this failure is salespeople's resistance to SFA. Although many researches explain SFA acceptance phenomenon using Technology Acceptance Model (TAM) and Theory of Planned Behavior (TPB), these researches didn't deeply investigate the salespeople's resistance to SFA. Therefore, this study focuses on the factors influencing salespeople's resistance to SFA and the relationships among these factors. This study identified three factors (salespeople's perceived loss of power, perceived loss of autonomy, and perceived time and effort waste) influencing salespeople's resistance to SFA. The hypotheses testing results showed that salespeople's perceived loss of power and perceived time and effort waste significantly increased salespeople's resistance to SFA. And salespeople's perceived loss of power plays a mediating role between perceived loss of autonomy/perceived time and effort waste and salespeople's resistance to SFA. At the end of the paper, theoretical and managerial implications of this study and the limitations and future research directions are discussed.

• Journal of Distribution Science
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• v.19 no.2
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• pp.37-44
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• 2021

Purpose: O2O (Online to Offline) is an internet-based platform. The purpose of this study is to confirm the effect of service quality of O2O food delivery service on service satisfaction, and whether customer orientation mediates the relationship between service quality and service satisfaction. Research design, data and methodology: This paper surveyed Chinese consumers using the O2O food delivery platform through a questionnaire technique. Smart PLS 3.0 was used to verify the hypothesis of this study. PLS is characterized by the advantage of minimizing measurement errors and maximizing the influence of each factor. Results: It was confirmed that O2O food delivery companies need to increase service quality (information quality, product quality, and social quality, system quality) in order to obtain customer satisfaction. Additionally, the perceived customer orientation was found to completely mediate the relationship between perceived service quality (information quality, product quality) and perceived service satisfaction. Conclusions: The service level of the O2O delivery company to the customer's request when a problem occurs in the customer's order must be raised to increase the customer's satisfaction. For example, timely response to customer inquiries and timely feedback of delivery information to customers during the delivery process should improve the quality of after-sales service.

• Korean Management Science Review
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• v.23 no.2
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• pp.93-107
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• 2006

This paper attempts to improve the typical DEA model that is often used as a performance evaluation method for service firms. The after-sales service system in a Korean electronic company is chosen as a sample case. The performance evaluation method currently practiced in the firm was reviewed and some critical issues of the current method were discussed. DEA model would be considered a solution for solving those Issues. However, typical DEA models has various drawbacks in determining the weights over evaluation criteria. Proposed is the priority-constrained DEA model that accommodates the strategic Importance of each evaluation criterion. The results of the proposed model are compared with those of typical DEA models. It is shown that the priority-constrained DEA model is superior to the others in terms of evaluation quality.

• The Korean Journal of Health Service Management
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• v.13 no.4
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• pp.215-228
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• 2019

Objectives: The purpose of this study is to figure out that Facilitation education can affect significant improvement in sales staff's understanding of precise pharmacokinetics, benefits, safety, and side effects, etc. and eventually lead to increase in call after taking courses. Methods: Data utilized in this study was collected from 413 sales staffs who completed Facilitation course for 5 months. This study used statistical methodologies, paired t-test, exploratory factor analysis, and logistic regression model in order to identify change in Call and after Facilitation courses. Results: The result shows that there are statistically significant increases in CALL quality after Facilitation courses based on the result of pared t-test. Moreover, Facilitation education is more effective in average time of one-time detail than average number of visits per day and average number of doctors per day from the result of logistic regression. Conclusions: In order for MR in pharmaceutical company to improve CALL quality, the education for precise pharmacokinetics, benefits, safety, and side effects is necessary. In addition, various professional training required for detail, including disease education, Selling Skills education, and literacy education are essential. Therefore, Facilitation education would be desirable choice in terms of pharmaceutical marketing strategy.

• The Journal of Korea Institute of Information, Electronics, and Communication Technology
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• v.12 no.4
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• pp.395-405
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• 2019

The government has strengthened the system of restricting participation of large corporations to limit participation in national information system construction projects and to increase participation of SME software companies. This study analyzes the financial performances of small and medium sized IT firms in Korea three years prior and 3 years after the restrictions on participation of large firm. A sample of 121 small and medium-sized IT services firms were classified into 3 groups and statistical techniques (T-test and one-way ANOVA) were used for the purpose of the analysis. In the three years after the restriction of participation of large corporations, the total assets and sales of the medium and small IT service firms were positive, but the operating profit and net profit were negative. There were many worries about the introduction of the restriction on the participation of large corporations, but many were stabilized. However, the negative impact was more pronounced for SMEs. Therefore, the reduction effect of SME IT service companies is different from the first legislative purpose of enforcing the restriction system of large enterprises, so we propose to revise the policy.

• Journal of Korean Society for Quality Management
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• v.25 no.4
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• pp.140-153
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• 1997

In this paper, we explain Production Liability(PL) law and research Protection and Deference of Manufacturing Company for Production Liability Law. As Protection of Manufacturing company for PL law, we suggest company wide strategy and check list of organization of PL, design, manufacturing field, explanatory note, warning and instruct passage, sales and after service etc as TQM(total quality management) strategic. TQM of protect management of PL, which are all systematic manage of company. We also suggest defence of PL law as inside of company and insure PL insurance as outside of company.

• Proceedings of the Korean Society for Agricultural Machinery Conference
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• 1996.06c
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• pp.1-20
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• 1996

This paper is to review the progress and the present status of mechanization in Korean agriculture and to introduce the development of the various sectors related to developing agricultural mechanization such as production, inspection , marketing , research and development , professional education , after-sales-service and adminstration. In addition, prospect of farm mechanization is also briefly discussed.

• Proceedings of the Korean Institute of Interior Design Conference
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• 2007.05a
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• pp.172-175
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• 2007

The overall changes of social systems in late 21st century have made the most outstanding contributions to the development of food service industry, particularly so called in fields of family restaurant's services and some foreign famous brands such as Bennigans, T.G.I. friday's, and Outback steakhouse have dominated the lucrative korean family restaurant's service market. This research, after investigating the sales status and characteristics of interior space constitution in the foreign famous brand's family restaurants, is intended to make a suggestion of establishment some standards of interior space constitution in family restaurant that will be helpful for the domestic brand's to take more portions of market in the face of fierce competition in the food service industry.

• Asia Marketing Journal
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• v.18 no.3
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• pp.1-18
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• 2016

The purpose of this paper is to examine empirically how to balance advertising expenditure before and after launch with regard to the direction of word of mouth in the motion picture industry. The vector auto-regression model is applied to assess the dynamic impact of advertising and word of mouth on sales. Empirical data, including advertising, word of mouth, and sales (the number of entries) of 83 movies are used for analysis. The research results show that for a movie having more positive word of mouth in the pre- and post-launch periods, it is worthwhile to spend the advertising budget in the pre-launch period only and to spare it in post-launch period. However, it is worthwhile to spare the advertising budget in the pre-launch period for movies having less positive word of mouth before and after launch, and to concentrate spending in post-launch period instead. Mangers who handle products and services facing shortened lifecycles, such as games, eBooks, and digital music contents, need to check the quality of pre-launch word of mouth for their advertising budget decisions in the pre- and post-launch periods and spend more of the advertising budget in the post- (pre-) launch period if pre-launch word of mouth is negative (positive). For products and services with a shortened lifecycle, it is recommended to spend more of the advertising budget in the post- (pre-) launch period if pre-launch word of mouth is negative (positive).