• Proceedings of the Korea Database Society Conference
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• 2001.06a
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• pp.251-260
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• 2001

For a continuous revenue increase, a new scheme to increase sale volume is a necessity. This new scheme is based on a revaluation of the customer value for the sake of the future of a company. The concept and use of CRM and OLAP(On-Line Analytical Processing) are introduced in this report. The effectiveness of OLAP-based CRM is demonstrated through a case study of a typical retail company. The research suggests the need for the establishment of a marketing strategy to build a long-term relationship with individual customers. The needs for a scientific and systematic analysis of the industry, competitors and customers are elaborated.

• International Commerce and Information Review
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• v.7 no.3
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• pp.77-94
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• 2005

This paper object is application of electronic Customers Relationship Management(e-CRM) for buyer relationship commitment in korea export firms. So, I'd like to suggest some applications of e-CRM needed to strengthen the export firms in korea. These applications are as follows First, the export companies are required to e-CRM logical architecture that is needs to achievement of buyer relationship commitment. Second, Buyer data source is classify in to three large group by outside data, transaction data and support data. Third, a concept and function of buyer information database. Fourth, e-CRM campaign management for export marketing. Fifth, interaction of buyer and customizing. finally, a point to be considered of korea export companies are national character, data mining out of buyer information database, difference of data gathering and sustaining up date of buyer's new information.

• Journal of the Korea Safety Management & Science
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• v.5 no.3
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• pp.107-119
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• 2003

Expectation and interest about e-CRM are rising for more efficient customer management in on-line including electronic commerce. The decision-making tree can be used usefully as the data mining technology for e-CRM. In this paper, the representative decision making techniques, CART, C4.5, CHAID analyzed the differences in personalization point of view with actuality customer data through an experiment. With these analysis data, it is proposed a new decision-making tree system that has big advantage in personalization techniques. Through new system, it can get following advantage. First, it can form superior model more qualitatively in personalization by adding individual's weight value. Second it can supply information personalized more to customer. Third, it can have high position about customer's loyalty than other site of similar types of business. Fourth, it can reduce expense that cost marketing and decision-making. Fifth, it becomes possible that know that customer through smooth communication with customer who use personalized service wants and make from goods or service's quality to more worth thing.

• Proceedings of the Korea Inteligent Information System Society Conference
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• 2001.01a
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• pp.464-469
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• 2001

CRM(Customer Relationship Management : CRM) is an advanced marketing supporting system which analyze customers\` transaction data and classify or target customer groups to effectively increase market share and profit. Many engines were developed to implements the function and those for classification and clustering are considered core ones. In this study, an improved clustering method based on SOM(Self-Organizing Maps : SOM) is proposed. The proposed clustering method finds the optimal number of clusters so that the effectiveness of clustering is increased. It considers all the data types existing in CRM data warehouses. In particular, and adaptive algorithm where the concepts of degeneration and fusion are applied to find optimal number of clusters. The feasibility and efficiency of the proposed method are demonstrated through simulation with simplified data of customers.

• The KIPS Transactions:PartB
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• v.11B no.1
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• pp.71-76
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• 2004

The recent ERP and CRM is mostly focused on the conventional function performances. However, the recent business environment has brought the change in market due to the rapid progress of internet and e-commerce. It is mostly becoming e-business and spreading out as development of the relationship with other cooperating companies, the rapid progress of the relationship with customers, and intensification competitive power through the development of business progress in the organization. CRM(custom relationship management) is a kind of the marketing progress which forms, manages, and intensifies the relationship between the customers and companies to manage the acquired customers and increase the worth of customers for the company. It needs the system base which analyzes the information of customers since it functions on the basis of various information about customers and is linked to the business category such as producing, marketing, and decision making. Since ERP is extending its function to SCM, CRM, and SEM(strategic Enterprise Management), the 21 century s ERP develop as the strategy tool of e-business and, as the mediation for this, will subdivide the functions of CRM effectively by the analogic study of data. Also, to accomplish classification work of the file which in existing becomes accomplished with possibility work with an automatic movement with the user will be able to accomplish a more efficiently work the agent which in order leads the machine studying law, it is one thing with system feature.

• Proceedings of the Korea Inteligent Information System Society Conference
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• 2003.05a
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• pp.214-225
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• 2003

Now a day, the company must strengthen the contact-point of the customer who the company has and has to block the secession of the customer by providing services or goods on time. Under this market situation, the corporation extends the CRM for the customer management and strategic management, and set the CRM-strategies up for managing the customer relationship. For this, the present enterprise's level and the business-ability for the management of the customer relationship should be considered. Therefore, in this study, we will analyze the critical factors to set the CRM up as a strategy by studying the literature review. In the critical factors, the factors of enterprise level as well as the technical factor will be included. Secondly, as you know, the BSC is used to evaluate the corporation as a index. In this study the BSC model is changed and rearranged for the applied BSC model to measure the C3M level of companies. Thirdly, based on the model developed, the factors in the first step are classified by levels and weighted values are calculated by using AHP method. As a result, we will show the diagnostic model for check the operational performance of management, marketing and sales etc.

• Journal of Global Scholars of Marketing Science
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• v.11
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• pp.147-163
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• 2003

Recently it is necessary that Hotel business introduce Information Technology to enhance competitive advantage and cope with changeable business promptly in management. Thus in an effort of using Information Technology strategically, Many Hotel business tries to install CRM system (Customer Relationship Management). This study tries to analyze the effects on customer performance by installing CRM system if it is in charge of major strategic system, it can get successful customer performance. I hypothesize to resolve the problem, and search preceding study results concerning the elements of CRM Installment and Customer performance. The survey was taken to emplyees in the field of CRM installment in Luxury hotel to test the hypothesis. To summarize the results, first, CRM intallment affects CRM customer performance. in short, systematic feature, management environment, information intention, and technologic element affect it. Through this study, facing the limitation and future study are below. first, additional parameter should be considered though I reviewed the elements affecting CRM customer performance by searching and abstracting preceding studies. Second, There are lack of preceding studies because it has passed only a couple of years since Korean businesses deal with CRM system and there is the limitation to compare this result with others due to few empirical analysisses. Especilly, I can hardly find the preceding study concerning hotel industry but tries to search preceding parameter as to the customer performance of CRM system. Until now, It is needed to continual study its measurement later. I believe that more specific study and precise theoretical test be performed and they deal with current CRM system installment and facing problems in all of the korean hotels.

• The Korean Journal of Health Service Management
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• v.1 no.1
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• pp.1-15
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• 2007

CRM의 장점은 원하는 고객에 대해서 마케팅 노력을 기울일 수 있고 그 결과로 마케팅 비용을 줄이고 효율을 높일 수 있는 것이다. 그리고 마케팅 전략 수립에 대한 방법의 변화와 그 수행방법의 변화가 CRM에 있기 때문에 여기에 따른 절차와 문화, 조직구조까지 변화 시킬 수 있다. 이를 방지하기 위하여 CRM교육이 필요하며, 그 중요성을 인식하고 실행하여야 한다. 그리고 경영환경에 적합한 마케팅 전략 수립이 필수적이다. CRM의 정확한 이해와 적합한 수행이 있어야만 병원경영의 목표달성에 도움이 된다. 그러나 CRM자체의 문제가 없는 것도 아니다. 무엇보다 전문 인력이 부족하면 시스템 구축과 마케팅이나 컨설팅 인력을 확보하여 프로젝트의 부실화를 방지하여야 한다. 다음은 실업자들의 업무패턴을 파악하고 사용자의 편의를 고려한 적용이 있어야 한다. 고가의 비용을 투입하여 CRM을 실행하였다 해도 사용자 교육의 미비가 생기면 효율이 감소될 것이다. 역시 CRM의 적용에 있어서 호환이 되지 않으면 통합비용으로 별도의 비용이 지출해야 하므로 비용의 증가를 감수하여야 한다. 환자의 의료의 질에 대한 만족은 환자의 주관적 개념으로 동일한 의료서비스에 대하여 환자들은 저마다 다르게 의료의 질을 평가하게 된다. 대부분의 환자들은 자신의 욕구와 의료의 질에 대한 기대를 가지고 병원을 방문하여 의료의 질을 평가하게 된다. 대부분의 환자들은 자신의 욕구와 의료의 질에 대한 기대를 가지고 병원을 방문하여, 그것을 의료제공자가 충족시키는 정도가 환자의 만족도를 결정하게 된다. 의료의 질은 의료서비스에 대한 만족과 밀접한 관련이 있다. 의료의 질과 만족은 강하게 연관이 있으면서도 양자는 분명히 다르다. 의료의 질에 대한 평가와 만족도는 매우 일치도가 높다고 볼 수 있다. 이것은 의료의 질적 수준이 높으면 환자만족도도 높다는 것을 의미한다. 따라서 본 연구는 병원의 환자관리를 위한 CRM 마케팅의 전기를 실증적으로 역설하고 이의 도입을 통한 효과와 문제점, 이에 대한 대응방안을 제시하고, 모범적인 CRM운영 사례를 제시함과 동시에 효과적인 의료의 질 경영을 구현하고 이것이 환자의 의료서비스 만족도를 높이는 결과인 것을 모색하는 것이 본 연구의 목적이다.

• Journal of Digital Convergence
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• v.16 no.10
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• pp.427-436
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• 2018

Companies are now using SNS as an online marketing channel and increasingly using it for customer relationship management(CRM). Although companies are actively using social media for marketing, language study brands in South Korea are using social media marketing in widely different ways. Among various components of social media marketing activities, this study analyzed the effects of informativeness, content suitability, and recency of social media marketing on consumers from the perspectives of brand equity and purchase intent. In the results, components of social media marketing activities had significant effects on brand equity, in the order of recency, content suitability, and informativeness. Second, brand equity and consumer purchase intent had significant correlation. And having a child also influenced purchase intent. The results of this study can be used as basic data for research on social media marketing of language schools and propose a theoretical direction for future research in the field as there is little academic data related to the subject.

• Korea Journal of Hospital Management
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• v.10 no.1
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• pp.93-114
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• 2005

The prenatal care is the preventive medical service to help the pregnant mother deliver the healthy baby. It's regular examines give some chances to check-up the healthy conditions. This thesis concentrates on the CRM system to support an effective prenatal care system and prove the effectiveness of it. As CRM is the adapted management related to the customer's own information, it is important to develop the CRM model classified by the patients characteristics. A general hospital in Busan operated the CRM system to carry out the effective prenatal care and there is an analysis to ensure the effectiveness of CRM system for the pregnant women in our maternity ward. The results can be summarized as follows: 1) According to the comparisons with the CRM system, we can conclude the system is desirable. (1) Maternal Age : In the age distribution, the prenatal visit frequency, triple marker freqency, oral GTT and targeted ultrasonography in the experimental group in 30 to 34 years old is higher on the whole. For over 35 years old group, the higher frequency comes out in the oral GTT and targeted ultrasonography and for 25 to 29 years old group the different figure shows just in the targeted ultrasonography. (2) Area of residence: There is a clear difference in all the items in Busan and near area but no sign of difference in prenatal visits and oral GTT in other residencial area. Especially in the targeted ultrasonography the higher figure shows in the experimental group located in the both areas. The targeted ultrasonography is known as the specific examination which should be examined by the specialists, on the contrary the other examinations can be operated in the small clinic. So the public information and seminars related with ultrasonography increases the check-up frequency. The clinic requests some ultrasonographical examinations to the specialists in general hospital. (3) Parity: The clear difference shows that the CRM system causes the prenatal visit frequency to become higher in experimental group. The figure is 9.7 times and 8.6 times each. This is opposite that the past study said multiparity reduced the average prenatal visits. But the result of CRM is considered as the method to help the multiparity understand the importance of the prenatal care. (4) Obstetrical history: In the experimental group of the spontaneous delivery group, the figure is higher in the prenatal visit frequency, triple marker, oral GTT and targeted ultrasonography but the Caesarean section delivery group has higher figure in targeted ultrasonography. (5) In the first check-up, the rate of targeted ultrasonography in under 16 week pregnancy, in the 16 week pregnancy to 32 week pregnancy and the over 32 week pregnancy in the experimental group is upper than the compared one. For the oral GTT, there is a difference in under 16 week pregnancy but no difference in prenatal visits and triple marker. 2) The analysis of characteristics of prenatal care through the decision tree resulted in the fact that the most important variable is the residential area. After the delivery frequency is following, the obstetrical history and maternal age are in order. It is the same result in the triple marker and oral GTT. Consequently it is the same order of important variables in CRM system. The effectiveness of CRM system is proved in this study. The CRM system is a marketing method to control and lead the customers through the segmentation of customer data. It increases the new customer aquisition, maintenance of loyal customers, augmentation of customers value, activation of potential customers and creation of life time customers. So eventually it can enlarge the customers value. The medical institution should make efforts to establish the data base enforced by the customer's information on the underlying ordinary data system to carry out the CRM system effectively. In addition, it should develop the a variety of marketing strategy in order to set up one to one marketing satisfying the needs of individual patients.