• 아태비즈니스연구
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• 제14권4호
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• pp.1-21
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• 2023

Purpose - The study investigates the role of authenticity of B2B salespersons has on their consultative selling competence. The study also examines the mediating effect of customer orientation between the authenticity of B2B salespersons and their consultative selling competence, as well as the moderating role of trust in the buyer-seller exchange. Design/methodology/approach - This research utilized a covariance-based structural equation model technique. The study assessed the research model's moderation effects through a stepwise approach, which allowed for an examination of the moderating effect of trust in the buyer-seller relationship. Findings - As a result of structural equation analysis, this study found that the authenticity of B2B salespersons influences their consultative selling competence by mediating their customer orientation significantly. In addition, trust in the buyer-seller exchange plays a significant role as a moderating variable between customer orientation and competitive selling competence, but it is not significant as a moderating variable between the authenticity and customer orientation of B2B salespersons. Research implications or Originality - This research proposed the role of authenticity of the B2B salesperson as a key factor in the trust-based relationship and a key variable of consultative selling competence. The study has taken the research on the authenticity of the B2B salesperson one step further from the study of authenticity of the brand and the company's leadership.

• The Journal of Asian Finance, Economics and Business
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• 제7권10호
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• pp.211-218
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• 2020

The Small and Medium Enterprise is currently getting more attention from the Indonesian government as the contribution of this sector to the regional and national income has increased. Though the government is providing a lot of attention as well as facilities to the small businesses in the manufacturing sector, they face intense competition. Thus, the small enterprises need to ensure that they achieve good business performance. This research aims to investigate the role of entrepreneurial intensity and innovation in improving the performance of small businesses in Indonesia. For this purpose, one hundred and eighty-six small business owners participated in the survey. The data was analyzed using Structural Equation Modelling. The hypothesis results show that entrepreneurial intensity and innovation have a proven role in business performance of small enterprises. Entrepreneurial intensity in particular, significantly impacts innovation and exploration. And innovation is crucial for business performance. The results imply that to increase business performance, the owner and the manager also need to raise their entrepreneurial spirit, as it can enhance their willingness to explore and use their business experience to do more innovation activities. The more innovation is done by the company; the business performance is more likely to improve.

• The Journal of Asian Finance, Economics and Business
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• 제9권6호
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• pp.267-276
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• 2022

The objective of this study was to examine the relationship between knowledge management and business performance through the role of innovation capabilities in door manufacturing companies in Ho Chi Minh City, Vietnam. The study proved the importance of knowledge management as well as the important role of innovation capacity in affecting the business performance of door manufacturing companies. The study was conducted by surveying 400 managers/CEOs who are members of the Board of Directors who directly run door manufacturing and trading businesses in Ho Chi Minh City collected from March 2021 to October 2021. The authors used confirmatory factor analysis (CFA) to determine the most common observed variables of each factor. Research findings indicated that knowledge management orientation and innovation capability impacted business performance and confirmed the mediating role of innovation capability towards previous variables. These results kindly contribute to theoretical and practical bricks of building determinants of business performance as well as knowledge management indoor manufacturers for future consideration. From the above results, the study has suggested managerial implications to further improve the investment in developing knowledge management elements and innovation capacity to achieve high business results in enterprises door production in Ho Chi Minh City, Vietnam in the future.

• KSII Transactions on Internet and Information Systems (TIIS)
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• 제8권2호
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• pp.691-708
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• 2014

This paper formalizes a special type of social networking knowledge, which is called "workflow performer-role affiliation networking knowledge." A workflow model specifies execution sequences of the associated activities and their affiliated relationships with roles, performers, invoked-applications, and relevant data. In Particular, these affiliated relationships exhibit a stream of organizational work-sharing knowledge and utilize business process intelligence to explore resources allotting and planning knowledge concealed in the corresponding workflow model. In this paper, we particularly focus on the performer-role affiliation relationships and their implications as organizational and business process intelligence in workflow-driven organizations. We elaborate a series of theoretical formalisms and practical implementation for modeling, discovering, and visualizing workflow performer-role affiliation networking knowledge, and practical details as workflow performer-role affiliation knowledge representation, discovery, and visualization techniques. These theoretical concepts and practical algorithms are based upon information control net methodology for formally describing workflow models, and the affiliated knowledge eventually represents the various degrees of involvements and participations between a group of performers and a group of roles in a corresponding workflow model. Finally, we summarily describe the implications of the proposed affiliation networking knowledge as business process intelligence, and how worthwhile it is in discovering and visualizing the knowledge in workflow-driven organizations and enterprises that produce massively parallel interactions and large-scaled operational data collections through deploying and enacting massively parallel and large-scale workflow models.

• 가정과삶의질연구
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• 제20권2호
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• pp.43-56
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• 2002

While there is universal agreement that the ecosystems approach to family resource management is the must influential currently, questions have arisen about the broad applicability of the Deacon & Firebaugh (1988) ecosystems framework. Engberg (1996) has characterized the dominant approach in family resource management as technical and argued that a technical approach substantially restricts feasible actions in much of the world and should not be used in ethical practice. The purpose of the present paper is to compare the family resource management patterns by dual role manager of business owning families in Korea and The United States. Such a comparison is an essential step in the assessment of the usefulness of the Deacon & Firebaugh framework, in particular, and the ecosystems framework, more generally. Korean respondents are 105 family and business managers interviewed in 2000 as part of a survey of owners of small to medium size family business enterprises in Seoul. U.S. respondents are 259 dual role managers in the National Family Business Survey (NFBS 1997). Chi squared statistics indicated country differences on each of the ten(goal setting, standard setting, demand clarification, resource assessment, action sequencing, actuating, checking, adjusting, demand responses, resource change)management practices. Mean responses on eight of the practices(goal setting, standard setting, action sequencing, actuating, checking, adjusting, demand responses, resource changes) were significantly different between two countries. U.S. total score means of family resource management were higher than Korea. Factor analysis of the management scale items yielded different patterns for Korea, and the United States. Korean dual role manager of family business were categorized into three different patterns as classic oriented manager, goal oriented manager, action oriented manager and U.S. were categorized into Process oriented manager and Production oriented manager. Both the number of managerial strategies and the types of strategies used varied in the two countries.

• 유통과학연구
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• 제15권3호
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• pp.27-37
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• 2017

Purpose - The current study analyzes the effect of business startup education on business startup education satisfaction and entrepreneurial intention. Also, it attempts to discover if business startup confidence plays a moderating role between business startup education satisfaction and entrepreneurial intention. Research design, data, and methodology - The survey was conducted for approximately 60 days, from July 20, 2016 to September 20, 2016, and distributed to 300 restaurant founders who started their business through business startup education provided by Korea Food Service Industry Association in Seoul, Kyungki and Incheon or existing business founders. Results - Per multiple regression analysis of business startup education and business startup education satisfaction, among business startup education, all law, entrepreneurship, commercial power analysis, and practical education have significantly positive effect. Per simple regression analysis of business startup education satisfaction and entrepreneurial intention, business startup education has significantly positive effects on entrepreneurial intention. Business startup education satisfaction and business startup confidence interaction show that they do not have a moderating role between business startup education satisfaction and entrepreneurial intention. Conclusions - Setting up theoretical reasoning, this study supports conclusions drawn by prior studies: business startup education has significantly positive effects on business startup education satisfaction and entrepreneurial intention.

• 한국정보시스템학회지:정보시스템연구
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• 제23권4호
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• pp.93-117
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• 2014

How can business ecosystems be a source of firm's competitiveness? Is corporate social responsibility (CSR) is an investment activity for building sustainable business ecosystems? The purpose of this research is to identify the relationship between CSR, social value, sustainable business ecosystems, and firm's competitiveness by introducing a mediating role of social capital. We conducted in-depth interviews with seven informants from two domestic firms and four oversea firms. Three propositions were drawn by analyzing qualitative data collected from the interviews and literature review. Various activities creating social value including CSR and CSV (Creating Shared Value) are positively associated with sustainable business ecosystems. Firm accumulates social capital of the business ecosystem through creation of social value. Finally, the social capital of business ecosystem has a positive influence on firm's competitiveness. Implications were suggested for academics and practitioners.

• 가족자원경영과 정책
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• 제6권1호
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• pp.103-115
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• 2002

The purpose of this study was to analyze which factor, influenced the business and family performance success. Data were obtained from 248 family households. Proxy variable of the business performance was gross business income and of the family performance was the Family AFGAR scores. The multiple regression analysis was conducted for both the business performance equation and family performance equation. The main results of this study were as followings: The results indicated the effects of various business and family characteristics on performance and their contributions to the business and family performance model. Nine explanatory variables such as sex, being home-based, number of hours worked per week, number of family employee, number of nonfamily employee, total asset, the presence of young child under 6, nonbusiness income, and role conflicts were statistically significant in the business performance equation and three explanatory variables such as the hours worked per week, family stress scores, and role conflicts were statistically significant in the family performance equation. The results indicated the need for a more comprehensive view of family business performance.

• The Journal of Asian Finance, Economics and Business
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• 제8권2호
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• pp.339-352
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• 2021

This study aims to explore the relationship between entrepreneurial role models (ERM) and entrepreneurship education (EE) on individual entrepreneurial orientation (EO) and its consequences for entrepreneurial intention (EI). Data is obtained through a survey method on 255 management and business university students who had completed the entrepreneurship education program. To evaluate the research model, the data is processed using PLS-SEM. The results of this study indicate that the existence of entrepreneurial role models and entrepreneurial education programs for students affects the components of individual entrepreneurial orientation, namely individual innovativeness, individual proactiveness, and individual risk-taker. However, ERMs do not have a direct effect on EI. The main finding of this research appears on the influence of individual EO on EI, which indicates that only individual innovativeness impacts entrepreneurial intention. Meanwhile, personal proactiveness and risk-takers are proven to have no impact on EI. This study succeeded in filling the research gap, namely, examining the influence of ERMs on each of the components forming an individual entrepreneurial orientation (IEO) and its EI. This research model also provides a comprehensive research model on the influence of pre-entrepreneurial exposure on IEO and its consequences on EI.

• The Journal of Asian Finance, Economics and Business
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• 제8권5호
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• pp.505-513
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• 2021

Poverty is often referred to as a phenomenon of scarcity, inadequacy or instability of income. Besides, poverty can also cause health issues, exacerbate social problems, leading to isolation, discrimination and loss of a bright future. Lately, the role of zakat (the compulsory giving of a set proportion of one's wealth to charity) as a useful tool in combating poverty has been highlighted since zakat collected will be distributed specifically to the poor and needy groups. This paper seeks to assess the role of zakat in combating poverty among recipients. A questionnaire was distributed to 300 participants selected from the list of recipients who received assistance from Zakat institutions. A cluster random sampling has been utilized to select sampling from the target population. The data were analyzed using SPSS to provide descriptive analysis. Past evidence has shown how zakat has able to transform the recipient into a payer especially through education or business assistance. Proper management of zakat institution is seen as a powerful mechanism to facilitate community development and to strengthen the Muslim economy. Results show the importance of zakat in the effort to eradicate poverty and further able to improve the asnaf's quality of life.