• Asia Marketing Journal
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• v.17 no.1
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• pp.123-148
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• 2015

Built on regulatory focus theory, this article develops a research model proposing the relationship between management controls (outcome, activity and capability), sales employees' prevention and promotion focus and their behavioral responses (feedback seeking from different sources and relationship investment). The model also suggests that salesperson perceived organizational fit (P-O fit) contributes by influencing the situational self-regulatory mechanism based on regulatory fit theory. To analyze the data, a structural equation model procedure using LISREL 8.5 was employed. To access the potential common method bias, the MV" marker method was applied using a scale theoretically unrelated to at least one scale in the analysis as the MV marker. The results showed that the greater the salesperson's perceived activity control system, the greater the extent of employee prevention focus. The findings also showed that output control and capability control system are positively related to the promotion focus of salespeople. Salespeople's prevention focus relates negatively to the relational investment and positively to organization feedback seeking. The results indicate that salespeople who have promotion focus exhibit the predicted positive influence on their relationship investment. A significant contribution of this research framework is suggesting salesperson regulatory focus as a mediator and its' effects on different types of sales-related behaviors. The author suggests that the motivational orientations of salespeople play key roles in shaping feedback seeking behaviors from different sources; broadly, that employees with a promotion focus will be more sensitive to customers' feedback, and employees with a prevention focus will seek more feedback from the organization. Furthermore, salespeople with a promotion focus will invest more resources to build relationships with customers than salespeople with a prevention focus. This research also explains the moderating role of person-organization fit on the effect of salespeople's regulatory focus and behavioral responses based on regulatory fit theory

• Korean Journal of Social Welfare
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• v.69 no.3
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• pp.241-265
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• 2017

This study was conducted to propose anti-stigma strategies by verifying the social stigma on behavioral addiction under the premise that social stigma is a main obstacle to the treatment of addiction. A research model was constructed by applying the attribution affection theory and the modified attribution affection theory, which are very useful for explaining emotional and behavioral responses to the persons with mental illness. In other words, when attributing the causes of behavioral addiction to the personally controllable things such as personality, will and lifestyle, social distance can be increased by the mediate of anger. However, when attributing the causes of behavioral addiction to biological factors that can not be controlled by an individual, there can exist two pathway, one is the arising of helping behaviors by the mediate of sympathy (the attribution affection theory), and the other is the aggravation in the social distance due to rising fear (the modified attribution affection theory). In order to verify the research model, 383 adult subjects mainly in South Gyeongsang Province were randomly presented with the vignettes of gambling addiction and internet game addiction, and asked about the causes of the problems and their emotional, prejudicial, and behavioral responses to them. As a result, all pathway had statistically significant predictive effect. Therefore, in the case of attributing to personal causes, social distance increased by the mediate of anger. In the case of attributing to biological causes, both pathway had significant predictive effect, but the indirect effect of the pathway predictive of the helping behavior by the mediate of sympathy was greater. Researchers suggested that anti-stigma strategies, which emphasize that behavioral addiction is a mental health problem requiring treatment, are necessary.

• Proceedings of the Korean Society for Emotion and Sensibility Conference
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• 2000.04a
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• pp.290-300
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• 2000

One of the most important topics in attentional and emotional modulation of cardiac responses is time course of cardiac chronotropic response. The reason lies in dual innervation of heart, which leads to occurrence of several phases of cardiac response during exposure to affective stimuli, determined by the balance of sympathetic and parasympathetic influences. Cardiac chronotropic reactivity thus represents quite effective measure capable to trace the moment when attending and orienting processes (i.e., sensory intake of stimulus) prime relevant behavioral response (ile., emotion with approach or avoidance tendencies). The aim of this study was to find the time course of heart rate (HR) responses typical for negative (disgust, surprise, fear, anger) and positive (happiness, pleasant erotic) affective pictures and to identify cardiac response dissociation for emotions with different action tendencies such as "approach" (surprise, anger, happiness) and "avoidance" (fear, sadness, disgust). Forty college students participated in this study where cardiac responses to slides from IAPS intended to evoke basic emotions (surprise, fear, anger, sadness, disgust, happiness, pleasant-erotic). Inter-beat intervals of HR were analyzed on every 10 sec basis during 60 sec long exposure to affective visual stimuli. Obtained results demonstrated that differentiation was observed at the very first 10s of exposure (anger-fear, surprise-sad, surprise-erotic, surprise-happiness paris), reaching the peak of dissociation at 30s (same pairs plus surprise-disgust and surprise-fear) and was still effective for some pairs (surprise-erotic, surprise-sad) even at 50s and 60s. discussed are potential cardiac autonomic mechanisms underlying attention and emotion processes evoked by affective stimulation and theoretical considerations implicated to understand the role of differential cardiac reactivity in the behavioral context (e.g., approach-avoidance tendencies, orienting-defense responses).

• Journal of Distribution Science
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• v.18 no.3
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• pp.87-97
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• 2020

Purpose: The aim of this study is to understand the internal and external responses that consumers experience when they are exposed to an innovative system in retail stores. This study considered the SST(Self-Service Technology) system in a retail setting as a type of functional environmental stimuli and selected a smart shopping cart as an example of SST system. The influences of functional environmental stimuli on consumers' emotional, cognitive, and behavioral responses were examined by applying S-O-R model. In addition, this study attempted to extend the traditional S-O-R model by (a) incorporating personal characteristics variables such as time pressure and perceived crowding and (b) considering not only emotional but also cognitive aspects of consumers' internal responses. Research Design, Data, and Methodology: This study used a video-scenario technique. Participants watched a video about grocery shopping situations using a smart shopping cart and responded to their emotional, cognitive, and behavioral responses. An online survey was conducted using Amazon's Mechanical Turk (N = 185). All participants were US consumers over 20 years old and had been shopping at the grocery store in the last month. Data were analyzed through structural equations modeling with AMOS 20. Results: Test results showed that consumers who perceived higher levels of time pressure and perceived crowding in usual shopping situations were more likely to evaluate the SST system favorably. The results showed that personal characteristics have a significant impact on consumers' evaluation of functional environmental stimuli in retail setting. As consumers evaluated the SST system favorably, they experienced more positive affect and less negative affect during their shopping behaviors. Positive affect led to good service quality inference, which further increased patronize intention. However, negative affect did not show a significant impact on service quality inference, but only on patronize intention. Conclusions: This study attempted to investigate the influence of SST system by extending the traditional S-O-R model. This study classified the SST system as functional environmental stimulus of retail stores and analyzed the effect of stimulus on consumers' internal and external responses. The results of this study showed that the introduction of innovative SST can serve as an effective store differentiation strategy in an increasingly competitive retail environment.

• The Journal of Korean Medicine
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• v.23 no.2
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• pp.97-107
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• 2002

Objective : Acupuncture is a method used to treat many kinds of pain in oriental cultural medicine. Especially when hetero-segmental area acu-points are stimulated, the therapeutic effects of pain control have more critical properties than other methods of acupuncture. However, the mechanism of pain control by acupuncture is contradictory so far. The present study examined the effects of electroacupuncture (EA) applied to the acu-point of the hetero-segmental area on modulation of formalin-induced pain in Sprague-Dawley rats. Methods : In order to apply EA to acu-points in the plantar area of right forepaws, a pair of Teflon-coated stainless steel wires were implanted in HT 7 (Shin-Moon) and PC 7 (Dae-Reung) 7 days before the behavioral test. A behavioral test was performed by means of video camera after injection of 5% formalin ($50{\;}\mu\textrm{l}$) into the lateral plantar region of the left hind paw. EA was delivered by a constant DC current stimulator at 4~5 mA, 2 ms, and 10 Hz for 30 min. c-Fos protein expression was measured in the lumbar spinal cord at 2 hr and 4 hr after formalin injection. Results : Behavioral responses including favoring, flinching and biting occurred in the biphasic pattern, such as the 1st phase (0~5 min) and the 2nd phase (20~45 min) after formalin injection. However, EA (4~5 mA, 2 ms, 10 Hz) significantly inhibited the behavioral responses. Injection of formalin expressed c-Fos protein on the ipsilateral dorsal horn neurons in L3 - L5 and the expression was sustained more than 4 hrs after formalin injection. However, EA decreased c-Fos protein expression at dorsal horn neurons in the lumbar spinal cord till 4hrs after formalin injection. Conclusions : These results suggest that EA modulates formalin-induced pain and this inhibitory action may be elicited by the descending inhibitory system.

• Anxiety and mood
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• v.15 no.2
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• pp.122-126
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• 2019

Objective : Dynamic proteolysis, through the ubiquitin-proteasome system, is an important molecular mechanism for the constant regulation of synaptic plasticity and stress responses in humans. In this study, we examined whether genetic variants in the ubiquitin-specific peptidase (USP) genes were associated with psychological traits of resilience and susceptibility to neuropsychiatric disorders for each gender. Methods : A total of 344 Korean healthy youths (190 males, 154 females) were included in the study. A genotyping of rs2241646 of USP2 and rs346006 of USP46 was performed. The Connor-Davidson Resilience Scale and Brief Fear of Negative Evaluation Scale were administered for measuring trait resilience and social anxiety, respectively. The genetic associations of the USP variants were tested using multiple analyses of covariance with psychological traits as dependent variables after controlling for age in each gender. Results : For USP2 rs2241646, women with the TT genotype showed significantly higher resilience and lower social anxiety, as compared to those carrying the C allele. There were no associations between USP46 rs346005 and the psychological traits in both genders. Conclusions : The present study showed a possible genetic association between the USP2 rs2241646 and stress resilience and trait anxiety in women. The findings suggest that ubiquitin-proteasome system may be related to the resilience and susceptibility to stress-related neuropsychiatric disorders such as anxiety disorders, possibly through the regulation of dynamic proteolysis responses to stress.

• Korean Journal of Environmental Biology
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• v.39 no.4
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• pp.495-506
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• 2021

In this study, using a continuous behavior measurement technique, the short-term behavioral responses and tolerance limits of red seabream Pagrus major fingerlings to sudden exposure to low salinity in a controlled environment were observed. The activity of the fingerlings suddenly exposed to 21.4, 17.3, and 9.8 psu increased temporarily at the initial exposure to show irregular swimming behavior, but then recovered a stable activity pattern through rapid salinity adaptation. However, the organisms suddenly exposed to 7.3 and 4.3 psu could not withstand the salinity stress, and their swimming behavior was severely disturbed and all individuals died within 48 hours. The findings suggest that red seabream underwent a temporary salinity stress process at the beginning of the exposure to concentrations of 10.0 psu or higher. At these concentrations, osmotic control was possible within at least 11 hours, so stable metabolic activity was also possible. However, organisms suddenly exposed to concentrations below 5.0 psu exceeded the tolerance to low salinity and the sublethal limit. In red seabream exposed to this concentration range, severe behavioral and metabolic disturbances were observed, and death was observed due to osmotic control failure. In conclusion, a salinity range of 5.0 to 10.0 psu can be predicted to correspond to a concentration range in which the osmotic control ability of the red seabream fingerlings is lost, and sub-lethal reactions occur.

• Journal of Navigation and Port Research
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• v.44 no.4
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• pp.326-337
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• 2020

Shipping companies have suffered additional losses because of irrational shipping finance decisions. This paper analyses the cases according to the behavioral finance theories. The theories of behavioral finance used in the analysis and research of this paper are the anchoring effect and sunk cost effect. The backgrounds and reasons for the decisions regarding ship financing are analysed based on the questionnaire responses and case studies. As a result of the analysis, it is found that the behavioral finance theories, anchoring effect, and sunk cost effect, have effects on the ship financing decisions, that errors related to behavioral finance can result in irrational decisions, and that shipping companies suffered additional losses because of the behavioral finance errors.

• Culinary science and hospitality research
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• v.23 no.3
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• pp.77-88
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• 2017

The purposes of this study were to verify the effects of corporate image on HMR (Home Meal Replacement) brand image, HMR product attitude and HMR behavioral intention. Using a convenience sampling method, the data were collected from those who have bought HMR in Seoul area, Korea. After a total of 350 responses were collected, 342 were used for the analyses. Both standard and hierarchical multiple regression analyses were conducted to test the hypotheses. The results are as follows. First, corporate image and HMR brand image had an effect on product attitude of HMR. Second, corporate image of HMR significantly impacted brand image of HMR. Third, brand image of HMR mediated the relationship between corporate image and behavioral intention. Fourth, product attitude of HMR had an effect on behavioral intention of HMR. These findings provide practical implication and marketing strategies for researchers and marketers regarding corporate image and brand image in the HMR context.

• The Journal of Asian Finance, Economics and Business
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• v.7 no.9
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• pp.517-526
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• 2020

This research investigates the relationship among product quality, service quality, perceived value, customer satisfaction, and behavior intentions. Validated measurements were identified from a literature review. The measurement model and the conceptual model depicting hypothesized relationships were evaluated based on responses from 220 customers using confirmatory factor analysis and structural equation modeling. The testing results show that, for the direct path, product quality has a significant, positive influence on customer satisfaction, and behavioral intentions. Also, perceived value directly influences customer satisfaction and behavioral intentions and satisfaction is an antecedent of behavioral intentions. For the indirect path, service quality has a significant, positive influence on behavioral intentions through the customer satisfaction. The major finding of this study suggest that service quality easily attract more customers, especially the young consumers. About the sale personnel, communication skills, knowledge and ways of treatment to customers are crucial to retailers to gain competitive advantage over competitors. Therefore, it should have clear and consistent processes, procedures with criteria that create the best condition for organization and individual to open this kind of retailing store. Furthermore, product quality improvement is essential; all products must have clear originality; and diversifying products and services is also the way to appeal more consumers.