• 제목/요약/키워드: Competence Trust

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전자무역거래에서 핵심역량과 만족, 신뢰 그리고 충성도 사이의 관계 분석 (An Analysis of the Relationship between Core Competence, Satisfaction, Trust and Loyalty in e-Trade Transactions)

  • 강대경;김종칠
    • 통상정보연구
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    • 제11권4호
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    • pp.25-45
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    • 2009
  • This study tried to analyzed the relationship between core competence, satisfaction, trust and loyalty in order to suggest to a methodology for decision-making of e-trade firms. 6 hypothesis were constructed for analysis based on previous literature review. The results of empirical analysis shows that core competence gave significant effect on satisfaction, trust and loyalty, and satisfaction gave positively effect to trust and loyalty. Besides trust affected positively on loyalty. These result explains that e-trade firms which try to create customers must build high level of core competence should be realized and reacted for maintenance of created customers.

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A Trust Model in a Distributor-Supplier e-Partnership: The Mediating Role of Perceived Risk

  • Kim, Jin-Baek
    • Asia pacific journal of information systems
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    • 제20권4호
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    • pp.1-23
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    • 2010
  • Some researches insist that, to participate in an e-partnership, a distributor needs a given level of trust to reduce the perceived risk of an e-partnership to his/her own threshold. However, other researches insist that if a distributor has only a given level of trust in his/her suppliers, irrelevant of the perceived risk level, he/she participates in the e-partnership. Thus, from the perspective of a distributor, this study built a trust model in which these two viewpoints were reflected. And then this study examined whether or not perceived risk mediates an influence of trust to e-partnership. The proposed trust model was tested with 265 questionnaires about a distributor-supplier e-partnership in food wholesale markets. The analysis results Indicated that perceived risk partially had a mediating effect between trust and e-partnership Intention. That is, of the two risk types, only perceived performance risk mediated an influence from competence trust to e-partnership intention. Relational risk did not play a mediating role between goodwill trust and e-partnership intention. This result Implies two managerial meanings. First, a distributor Intends to engage In e-partnership with his/her supplier, irrelevant of relational risk's level if goodwill trust level surpasses his/her own threshold. Thus, suppliers should concentrate more effort in developing goodwill trust than in reducing relational risk. To develop goodwill trust, they should endeavor to establish mutual interests and individual trust with their distributor, and to utilize institutional trust bases. Second, a distributor requires a certain competence In his/her suppliers to sufficiently reduce performance risk caused bye-partnership. Thus, to develop competence trust in e-partnership, suppliers should improve on any lack of competence and build a good reputation.

The Authenticity of Business to Business Salespersons on Consultative Selling Competence: The Role of Customer Orientation

  • Jin-Hwan Lim;Min-Jae Park
    • 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.

고객과 컨설턴트 간의 유대관계 및 신뢰관계가 컨설팅성과에 미치는 영향에 관한 연구 (A study on the Effects of Ties and Trust Relationship between the Clients and Consultants on the Consulting Performance)

  • 최창호;유연우
    • 디지털융복합연구
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    • 제12권10호
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    • pp.87-96
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    • 2014
  • 본 연구는 먼저 중소기업인 고객과 컨설턴트 간의 구조적 및 관계적 속성인 유대관계 및 신뢰관계가 컨설팅성과에 미치는 영향관계를 알아보고, 다음으로 중소기업인 고객의 컨설팅참여도 및 컨설턴트의 역량이 유대관계 및 신뢰관계가 컨설팅성과에 미치는 영향관계를 각각 조절하는지에 대하여 실증분석을 실시하였다. 실증분석결과, 유대관계 및 역량기반신뢰는 컨설팅성과에 유의미한 정(+)의 영향관계를 나타냈으며, 고객의 컨설팅참여도는 조절효과가 없는 반면, 컨설턴트의 역량은 유대관계 및 역량기반신뢰가 컨설팅성과에 미치는 영향관계를 조절하고 있는 것으로 나타났다. 결국, 컨설팅성과를 극대화하기 위해서는 중소기업인 고객과 컨설턴트 간의 강한 유대관계 및 신뢰관계 구축과 함께 컨설턴트의 역량 함양이 매우 중요함을 시사하고 있다.

온라인 커뮤니티에서 자기결정성이 현실감과 몰입에 미치는 영향 (The Effects of Self-Determination Theory on Reality, Flow in Online Community)

  • 권두순;김진화
    • 한국정보시스템학회지:정보시스템연구
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    • 제20권2호
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    • pp.177-206
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    • 2011
  • The purpose of this research is to explore the causality of autonomy, competence, and relatedness which are major variables in self-determination theory. This study examines factors affecting intrinsic motivation, which also influences reality, flow, trust, and loyalty. The results firstly indicates that competence and relatedness positively influence reality and autonomy positively influences flow. Secondly, competence significantly influences reality and doesn't significantly influences flow. Thirdly, relatedness significantly influences reality and doesn't significantly influenced flow. Fourthly, reality doesn't significantly influences trust. Fifthly, flow significantly influences trust. Also, above results show that reality influences flow, and reality doesn't directly influence trust and loyalty. However, loyalty significantly influences flow.

항공사 신뢰와 서비스제공자 신뢰 및 충성도의 영향관계 연구 (Effects of Company Trust and FLSE's Trust on Loyalty in Airline Industry)

  • 고선희;김현지
    • 한국콘텐츠학회논문지
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    • 제12권9호
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    • pp.468-478
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    • 2012
  • 고객에게 최고의 서비스를 제공하며 고객을 안전하게 목적지까지 운송하는 항공 서비스의 경우 고객과의 신뢰형성은 충성 고객 확보를 위해 필수적이다. 기존의 항공사 신뢰 연구는 제한 된 변수를 통해 이루어졌으며 본 연구에서는 제품에서와 마찬가지로 서비스에도 서비스제공자와 신뢰가 형성될 수 있음을 고려하여 신뢰의 선행차원들이 신뢰(항공사 신뢰, 서비스제공자 신뢰)와 충성도에 미치는 영향관계를 연구해 보고자 하였다. 이에 이론적 고찰을 통해 신뢰의 선행 차원을 '역량', '호의', '문제해결능력'으로 구분하였으며, 신뢰의 대상은 항공사 신뢰와 서비스제공자 신뢰로 구분하였다. 편의표본추출을 통하여 298부의 설문지를 항공 서비스 이용객을 대상으로 회수하였으며 결측치가 있는 자료를 제외하고 286부를 분석에 사용하였다. 연구결과는 아래와 같다. 먼저 항공사 신뢰의 선행차원인 역량, 호의, 문제해결능력 모두 항공사 신뢰에 유의한 영향을 미치는 것으로 나타났다. 둘째, 서비스제공자 신뢰의 선행차원에서는 역량과 문제해결능력만 유의한 영향을 미치는 것으로 확인되었고 호의는 영향을 미치지 않는 것으로 나타났다. 셋째, 신뢰의 대상 간 영향관계는 항공사 신뢰와 서비스제공자 신뢰가 상호 유의한 영향을 미치는 것으로 나타났으며, 항공사 신뢰가 서비스제공자 신뢰에 더 많은 영향을 미치는 것으로 분석되었다. 마지막으로 항공사 신뢰와 서비스제공자 신뢰는 모두 고객의 충성도에 유의한 영향을 미치는 것으로 나타나 신뢰경영이 고객과의 장기적인 관계를 위해 중요한 요인임을 알 수 있었다.

An Examination of the Effectiveness of Crisis Response Strategies for Repairing Competence and Integrity Violations

  • Sung, Yen-yi;Lee, Han-joon;Park, Jong-chul
    • Asia Marketing Journal
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    • 제15권1호
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    • pp.129-154
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    • 2013
  • Product-harm crises, which are connected to defective or dangerous products, are perceived as the most common threats to a company. Product harm crises can distort long standing favorable equality perceptions, tarnish a company's reputation, cause major revenue and market-share losses, lead to costly product recalls, and devastate a carefully nurtured brand equity. However, in spite of the devastating impact of product-harm crises, little systematic research exists to asses its marketing consequences. So, the purpose of this study is to investigate how Koreans react to the crisis response in the aftermath of different crises(competence violation vs. integrity violation) and inspire additional research in crisis communication. This study has three main findings which run counter to the assumptions of Kim et al.(2007). Namely, the current study expands on the research of Kim et al. (2004, 2007) by examining how companies repair customers' trust and corporate attitude after crises. Different from previous studies, this study assumes that apology for an integrity-based crisis is the most appropriate way to repair consumer trust and corporate attitude. As for competence-based crisis, similarly, apology for competence-based crisis can be more successful repairing consumer trust and corporate attitude. Concerning silence strategy, remaining silent dose not admit or deny guilt right away, but instead of asking the perceiver to withhold judgment, suggesting that, silence could be expected to be superior to apology but inferior to denial. Finally, apology for competence violation will be expected to bemore effective than apology for integrity violation. Research conceptual model was as follows: According to the results, apology is found to be the most effective strategy to repair corporate attitude no matter the crisis is perceived as a violation of competence or integrity. Second, company may consider keeping silent as a desirable response because they does not admit nor deny responsibility but ask the public to withhold judgment. However, the result of this study shows that, in the overall crisis situations, silence strategy did not differ significantly from the denial strategy, which suggested that the public wants explanation instead of uncertainty. Third, there was the interaction effect between crisis type and crisis response strategies. In this study, apology is more effective for the competence violated situation in terms of regaining consumer trust and repairing their attitude toward company, while the apology's effectiveness is lower for the integrity-violated situation. More specifically, when the crisis is perceived due to company's lack of ability(competence violation), consumer's trust belief and attitude toward the company is more easily to repair when the company issued a sincere apology. Damaged product is perceived less intentional so participants are more likely to give the company second chance when they apology to the public. By contrast, exaggerated advertisement(integrity violation) is perceived intentionally and thus makes participants angrier toward the accused company. Although apology is perceived as the most effective strategy, when issuing apology, it also means the company admitted their intention. Therefore, in this kind of crisis situation, trust repair needs not only a sincere apology but additional efforts.

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병원 근로자의 조직신뢰에 영향을 미치는 조직신뢰 결정요인에 관한 연구 (The Study of Determinants of Hospital Organization Trust Leading to Trust in Hospital Worker's Organization Trust)

  • 황슬기;안경미;정현정
    • 보건의료산업학회지
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    • 제7권2호
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    • pp.113-124
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    • 2013
  • The purpose of this study is to investigate of determinants of hospital organization trust affecting to hospital worker's trust in organization. This study was measured levels of trust in organization of hospital workers and 5 determinants of organization trust, organizational fairness, consideration, morality, competence and responsibility toward a society. Levels of trust in organization of hospital workers and determinants of organization trust were assessed using a sample of 190 employees who work at 2 hospitals in Seoul, Kyunggi. Data were collected by self-administered questionnaires from november 22 to 29 in 2012 and analyzed SPSS 18 by using t-test, ANOVA and regression analysis. The results of this study indicate that organizational fairness, consideration and responsibility toward a society among 5 determinants were positively related to levels of trust in organization of hospital workers. Based on these findings, it can be defined that 5 determinants of hospital organization trust influences levels of trust in organization of hospital workers. The implications of this study are discussed and areas for future research are presented.

서비스제공자의 특성이 신뢰와 충성도에 미치는 영향 (Effect of Some Characteristics of Service Provider on Trust and Loyalty in Services Setting)

  • 최철재
    • 한국콘텐츠학회논문지
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    • 제12권9호
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    • pp.293-310
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    • 2012
  • 본 연구의 목적은 탐색속성의 의류서비스, 경험속성의 미용서비스, 신뢰속성의 치과서비스 등을 대상으로 서비스제공자의 서비스제공과 관련된 서비스역량, 반응성, 신뢰성 특성이 소비자의 인지적 신뢰에 미치는 영향과 서비스제공자의 개별고객화 특성이 소비자의 감정적 신뢰에 미치는 영향을 확인하고 설명하는 것입니다. 또한 인지적신뢰가 감정적신뢰 및 고객충성도에 미치는 영향과 감정적신뢰가 고객충성도에 미치는 영향을 확인하고 설명하는 것이다. 본 연구에서 설문은 의류서비스, 미용서비스, 치과서비스의 이용 경험이 있는 소비자를 대상으로 표본을 수집하였다. 수집된 자료는 AMOS 18과 SPSS win 19.0 통계패키지를 이용하여 제기된 연구가설을 검증하였다. 분석결과로는 첫째, 의류서비스에서 서비스제공자의 반응성 특성은 소비자의 인지적신뢰에 영향을 주었고, 이는 다시 감정적신뢰에 영향을 주었다. 그러나 고객충성도에는 영향이 없는 것으로 확인되었다. 둘째, 미용서비스에서 서비스제공자의 서비스역량 특성과 신뢰성 특성은 소비자의 인지적신뢰에 영향을 주었고, 개별고객화 특성은 소비자의 감정적신뢰에 영향을 주었으며, 인지적신뢰 및 감정적신뢰 모두 고객충성도에 영향을 주는 것으로 확인되었다. 셋째, 치과서비스에서 서비스제공자의 신뢰성 특성은 소비자의 인지적신뢰에 영향을 준 반면, 개별고객화 특성은 소비자의 감정적신뢰에 영향을 주었다. 그러나 소비자의 인지적신뢰는 고객충성도에 영향을 준 반면, 감정적신뢰는 고객충성도에 영향이 없는 것으로 확인되었다.

Public Trust in Community Pharmacists in South Korea: A Survey Study

  • Yoon, Sung Won;Han, Hye Sung;Park, Hae-Young;Sohn, Hyun Soon
    • 한국임상약학회지
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    • 제31권4호
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    • pp.301-310
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    • 2021
  • Background: Trust is a key component for the good relationship between patients and healthcare professionals but trust for community pharmacists has not been studied much. Objectives: This study aimed to measure public trust in community pharmacists and to investigate variables that affect trust level in South Korea. Methods: A total of 25 questions, including 13-items for three dimensions of trust (pharmacists' behavior/attitude, technical competence, communication skills) and 1-item for overall trust were developed. The survey was conducted online and the data from 416 respondents were analyzed with a t-test, an ANOVA and a multiple linear regression analysis. Results: The average scores (mean ± standard deviation) for the three dimensions of trust in community pharmacists were 3.47±1.05 (out of 5 points) for pharmacists' behavior/attitude, 3.67 ± 0.99 for technical competence, and 3.66±0.99 for communication skills. The average of the 13 items incorporating all parameters was 3.56±1.02 and the overall trust level was 7.16±1.62 (out of 10 points). The total sum of the 13 items differed significantly by age group (p=0.02) and frequency of pharmacy visits (p=0.04). Each dimension had an independent impact on the trust level, and pharmacists' behavior/attitude had the greatest impact on trust levels. Conclusions: This study showed that pharmacists' behavior/attitude had the most significant impact on the trust level. However, the level of trust in pharmacists' behavior/attitude is not yet sufficiently satisfactory, and further improvements are required to increase trust in community pharmacists.