• 제목/요약/키워드: Convergent Influence

검색결과 177건 처리시간 0.024초

개인정보보호책임자의 특성이 개인정보보호 성과에 미치는 영향 (The Impact of CPO Characteristics on Organizational Privacy Performance)

  • 위지영;장재영;김범수
    • Asia pacific journal of information systems
    • /
    • 제24권1호
    • /
    • pp.93-112
    • /
    • 2014
  • As personal data breach reared up as a problem domestically and globally, organizations appointing chief privacy officers (CPOs) are increasing. Related Korean laws, 'Personal Data Protection Act' and 'the Act on Promotion of Information and Communication Network Utilization and Information Protection, etc.' require personal data processing organizations to appoint CPOs. Research on the characteristics and role of CPO is called for because of the importance of CPO being emphasized. There are many researches on top management's role and their impact on organizational performance using the Upper Echelon theory. This study investigates what influence the characteristics of CPO gives on the organizational privacy performance. CPO's definition varies depending on industry, organization size, required responsibility and power. This study defines CPO as 'a person who takes responsibility for all the duties on handling the organization's privacy,' This research assumes that CPO characteristics such as role, personality and background knowledge have an influence on the organizational privacy performance. This study applies the part relevant to the upper echelon's characteristics and performance of the executives (CEOs, CIOs etc.) for CPO. First, following Mintzberg and other managerial role classification, information, strategic, and diplomacy roles are defined as the role of CPO. Second, the "Big Five" taxonomy on individual's personality was suggested in 1990. Among these five personalities, extraversion and conscientiousness are drawn as the personality characteristics of CPO. Third, advance study suggests complex knowledge of technology, law and business is necessary for CPO. Technical, legal, and business background knowledge are drawn as the background knowledge of CPO. To test this model empirically, 120 samples of data collected from CPOs of domestic organizations are used. Factor analysis is carried out and convergent validity and discriminant validity were verified using SPSS and Smart PLS, and the causal relationships between the CPO's role, personality, background knowledge and the organizational privacy performance are analyzed as well. The result of the analysis shows that CPO's diplomacy role and strategic role have significant impacts on organizational privacy performance. This reveals that CPO's active communication with other organizations is needed. Differentiated privacy policy or strategy of organizations is also important. Legal background knowledge and technical background knowledge were also found to be significant determinants to organizational privacy performance. In addition, CPOs conscientiousness has a positive impact on organizational privacy performance. The practical implication of this study is as follows: First, the research can be a yardstick for judgment when companies select CPOs and vest authority in them. Second, not only companies but also CPOs can judge what ability they should concentrate on for development of their career relevant to their job through results of this research. Cultural social value, citizen's consensus on the right to privacy, expected CPO's role will change in process of time. In future study, long-term time-series analysis based research can reveal these changes and can also offer practical implications for government and private organization's policy making on information privacy.

가맹본부의 지원제도가 본부에 대한 태도 및 가맹점의 재무성과에 미치는 영향 : 지역상권 경쟁강도의 조절효과를 중심으로 (Influence of Franchisors' Supporting Strategy on Franchisee Attitude and Performance: Moderating Effect of Competitive Intensity)

  • 이호택;김문섭;정연승
    • 유통과학연구
    • /
    • 제13권4호
    • /
    • pp.65-76
    • /
    • 2015
  • Purpose - This article aims to present and test a model regarding franchisors' supporting activities that may positively influence franchisees' attitude toward the franchising headquarter and their own business performance. Moreover, the authors examine the moderating effect of competitive intensity between franchisee attitude and business performance. Most previous research focused on behavioral performance measurements such as satisfaction, trust, and commitment. There are few empirical studies that focus on financial performance data because it is difficult to determine a relational mechanism between behavioral and financial performance. Moreover, financial data is confidential and difficult to collect in many cases. However, this study measures financial performance (e.g., sales revenue per square meter) differently than most previous research, which is mostly focused on the behavioral performance measurements. Research design, data, and methodology - To test our hypotheses, we selected 137 franchisee managers who are running chains of one of the foremost bakery franchise brands in South Korea. This study carefully investigated the reliability, content validity, convergent validity, and discriminant validity of the proposed instrument by analyzing the data obtained from the samples. The data was analyzed using the AMOS structural equation modeling program. Results - The results indicated that: non-financial support activities (e.g., information exchange and communication) had a positive impact on the franchisee attitude toward the franchising headquarter. The franchisee attitude in turn had a positive effect on the headquarters' business performance. Furthermore, competitive intensity could enhance the relationship between franchisee attitude toward franchising headquarter and business performance in a local franchise market. However, financial support activities (e.g., rewards and promotional support) and training had no relationship with either franchisee attitude or business performance. Conclusions - This study provides some practical implications to franchisors in terms of franchise operation and store opening strategies. With respect to the franchise operation strategy, franchisors need to focus on non-financial rather than financial support. Most franchisees consider the necessity of financial support activities and not their sufficiency because these activities are specified in their franchise contract. In addition, it is important for franchisees to maintain a positive attitude for the franchise headquarters. The franchisees with a positive attitude for the franchisor can show a high degree of solidarity for various support activities, and it consequently determines franchisees' sales performance. In terms of franchise store opening strategy, this study suggests an additional criterion that can be considered in determining the location of direct and non-direct management stores (e.g., franchisees' stores). In this research, franchise stores located within high level of competitive intensity are shown to have a high relationship between franchisee attitudes of franchisor support activities and business performance compared to the franchisees located within low competitive intensity level. This result shows that opening non-direct franchise stores is more effective than direct stores in higher competitive market situations. Research contribution, implications, and further research directions are discussed at the end of the paper.

인지된 위험의 유형이 소비자 신뢰 및 온라인 구매의도에 미치는 영향 (The Impact of Perceived Risks Upon Consumer Trust and Purchase Intentions)

  • 홍일유;김우성;임병하
    • Asia pacific journal of information systems
    • /
    • 제21권4호
    • /
    • pp.1-25
    • /
    • 2011
  • Internet-based commerce has undergone an explosive growth over the past decade as consumers today find it more economical as well as more convenient to shop online. Nevertheless, the shift in the common mode of shopping from offline to online commerce has caused consumers to have worries over such issues as private information leakage, online fraud, discrepancy in product quality and grade, unsuccessful delivery, and so forth, Numerous studies have been undertaken to examine the role of perceived risk as a chief barrier to online purchases and to understand the theoretical relationships among perceived risk, trust and purchase intentions, However, most studies focus on empirically investigating the effects of trust on perceived risk, with little attention devoted to the effects of perceived risk on trust, While the influence trust has on perceived risk is worth studying, the influence in the opposite direction is equally important, enabling insights into the potential of perceived risk as a prohibitor of trust, According to Pavlou (2003), the primary source of the perceived risk is either the technological uncertainty of the Internet environment or the behavioral uncertainty of the transaction partner. Due to such types of uncertainty, an increase in the worries over the perceived risk may negatively affect trust, For example, if a consumer who sends sensitive transaction data over Internet is concerned that his or her private information may leak out because of the lack of security, trust may decrease (Olivero and Lunt, 2004), By the same token, if the consumer feels that the online merchant has the potential to profit by behaving in an opportunistic manner taking advantage of the remote, impersonal nature of online commerce, then it is unlikely that the merchant will be trusted, That is, the more the probable danger is likely to occur, the less trust and the greater need to control the transaction (Olivero and Lunt, 2004), In summary, a review of the related studies indicates that while some researchers looked at the influence of overall perceived risk on trust level, not much attention has been given to the effects of different types of perceived risk, In this context the present research aims at addressing the need to study how trust is affected by different types of perceived risk, We classified perceived risk into six different types based on the literature, and empirically analyzed the impact of each type of perceived risk upon consumer trust in an online merchant and further its impact upon purchase intentions. To meet our research objectives, we developed a conceptual model depicting the nomological structure of the relationships among our research variables, and also formulated a total of seven hypotheses. The model and hypotheses were tested using an empirical analysis based on a questionnaire survey of 206 college students. The reliability was evaluated via Cronbach's alphas, the minimum of which was found to be 0.73, and therefore the questionnaire items are all deemed reliable. In addition, the results of confirmatory factor analysis (CFA) designed to check the validity of the measurement model indicate that the convergent, discriminate, and nomological validities of the model are all acceptable. The structural equation modeling analysis to test the hypotheses yielded the following results. Of the first six hypotheses (H1-1 through H1-6) designed to examine the relationships between each risk type and trust, three hypotheses including H1-1 (performance risk ${\rightarrow}$ trust), H1-2 (psychological risk ${\rightarrow}$ trust) and H1-5 (online payment risk ${\rightarrow}$ trust) were supported with path coefficients of -0.30, -0.27 and -0.16 respectively. Finally, H2 (trust ${\rightarrow}$ purchase intentions) was supported with relatively high path coefficients of 0.73. Results of the empirical study offer the following findings and implications. First. it was found that it was performance risk, psychological risk and online payment risk that have a statistically significant influence upon consumer trust in an online merchant. It implies that a consumer may find an online merchant untrustworthy if either the product quality or the product grade does not match his or her expectations. For that reason, online merchants including digital storefronts and e-marketplaces are suggested to pursue a strategy focusing on identifying the target customers and offering products that they feel best meet performance and psychological needs of those customers. Thus, they should do their best to make it widely known that their products are of as good quality and grade as those purchased from offline department stores. In addition, it may be inferred that today's online consumers remain concerned about the security of the online commerce environment due to the repeated occurrences of hacking or private information leakage. Online merchants should take steps to remove potential vulnerabilities and provide online notices to emphasize that their website is secure. Second, consumer's overall trust was found to have a statistically significant influence on purchase intentions. This finding, which is consistent with the results of numerous prior studies, suggests that increased sales will become a reality only with enhanced consumer trust.

스마트폰광고 이용자의 광고태도에 영향을 미치는 상황인지가치에 관한 연구 (The Effect of the Context Awareness Value on the Smartphone Adopter' Advertising Attitude)

  • 양창규;이의방;황운초
    • 지능정보연구
    • /
    • 제19권3호
    • /
    • pp.73-91
    • /
    • 2013
  • 스마트폰 광고시장의 급격한 성장으로 그간 광고태도연구에서 주요한 요인으로 고려되었던, 재미(Entertainment), 정보(Information), 짜증(Irritation)과 같은 일반적으로 광고가치에 영향을 주는 요인 외에 스마트폰의 특성에 의해 발생하는 상황인지가치(Context Awareness Value)에 대한 관심이 높아지고 있다. 그간 상황인지가치에 영향을 주는 요인을 찾기 위해 주로 위치(Location)를 중심으로 연구되어 왔는데, 스마트폰을 통해 발생하는 상황인지가치는 위치 이외에도 다양하다고 할 수 있다. 즉, 무선인터넷기술의 활용을 통한 SNS 활용, 유심카드를 이용한 개인 확인, 다양한 앱의 활용 등의 변화는 기존의 모바일기기에서 제공하는 기능들의 활용이 더욱 중요해지고 있고, 이로 인해 발생하는 다양한 상황인지가치의 요인이 존재한다고 할 수 있다. 따라서, 본 연구는 이동통신시장의 광고채널이 스마트폰으로 전환되면서 발생하는 상황인지가치의 영향을 고려한 분석을 실시하여, 이전 연구에서 고려되지 못했던 최근 광고시장 상황이 반영된 연구결과가 도출되었다고 할 수 있다. 분석결과에 따르면, 이전의 광고태도 연구에서 주요한 요인이라고 여겨졌던 재미와 짜증은 영향은 적어지고, 여전히 정보가 미치는 영향은 크게 작용되고 있어 이는 현재의 정보화시대에서 정보의 중요성 및 영향력에 대한 이해와 분석도 여전히 필요하다고 할 수 있다 스마트폰으로 인한 광고시장변화에 따라 활동(Activity), 시기(Timing), 위치(Location) 등과 같은 상황인지가치가 광고태도에 긍정적인 영향을 미친다는 점을 확인하였으며, 신원은 영향이 없음으로 나타났다. 또한 광고가치와 상황인지가치는 스마트폰 광고태도에 유의한 영향이 있음으로 나타났다. 본 연구결과는 스마트폰광고 시 이용자가 원하는 정보를 이용자의 상황에 최적화시켜 스마트폰 광고를 실시하여야만, 광고효과를 극대화 할 수 있다는 점을 시사한다.

노인체육진흥을 위한 체육인재양성 활성화 방안 (Activation of Sports Talent Cultivation for Elderly Sports Promotion)

  • 조경환
    • 한국엔터테인먼트산업학회논문지
    • /
    • 제15권4호
    • /
    • pp.167-186
    • /
    • 2021
  • 본 연구는 노인체육진흥을 위해 체육인재양성의 새로운 방향을 제시하며, 다양한 체육 및 관련분야의 체육인재 양성의 현주소를 파악하고 빠른 시대변화에 대응하는 실무적이며, 실용적인 체육인재 중 노인 체육인재 양성의 활성화 방안을 구체적으로 제시하는데 목적이 있다. 이러한 목적을 수행하기 위하여 문헌연구방법을 진행하였으며, 주요 연구 내용으로는 노인체육진흥을 위해 노인체육 및 체육인재 양성의 현주소 분석, 그리고 노인체육과 체육인재양성의 문제점 및 발전과제의 분석을 통해 체육인재 중 노인 체육인재 양성의 활성화 방안을 종합적으로 다음과 같이 제시하였다. 첫째, 체육조직문화 환경 속에서의 융·복합적인 사고방식으로의 전환과 함께 융·복합적인 노인체육인재 양성을 위한 다양한 프로그램 개발 등 교육경쟁력을 강화한다. 이는 정부, 대학, 민간 기관 등과의 연계를 통해 노인체육인재의 전문성 강화와 실용적인 디지털멀티인재로서의 기능과 역할 수행을 의미한다. 둘째, 노인체육 및 관련학과 단위의 노인체육인재 양성을 위한 진로교육인프라 구축을 확대한다. 진로교육측면은 모든 분야에서 이슈가 되는 것으로 이는 재학생 및 졸업생에 대한 전방위의 DB구축을 의미한다. 셋째, 노인체육 전반에 연구 개발 지원을 확대한다. 이는 노인체육정책을 관장하고 있는 문화체육관광부와 보건복지부 그리고 민간 전문가 등과의 협치를 통해 사업을 효율적으로 추진하는 것을 의미한다. 넷째, 범정부차원의 체육인재육성 전략을 종합적, 체계적, 중장기적으로 수립해야 한다. 이는 체육분야뿐만 아니라 교육, 보건, 복지분야 등에서의 체육인재의 양성 및 발굴, 진로 및 취업, 재교육(역량 강화교육), 일자리 고용안정을 의미한다. 다섯째, 국무총리실 산하에 가칭)노인건강청 신설 운영을 제시한다. 이는 부서 간 협력 및 적극적인 파트너십을 통해 이중적 업무에 따른 예산낭비 등 효율성을 높일 수 있도록 하여 교육 확대 및 질적 제고를 강화해야 할 것이다.

가상 커뮤니티에서 사회적 자본과 정체성이 지식기여에 미치는 역할: 실증적 분석 (The Role of Social Capital and Identity in Knowledge Contribution in Virtual Communities: An Empirical Investigation)

  • 신호경;김경규;이은곤
    • Asia pacific journal of information systems
    • /
    • 제22권3호
    • /
    • pp.53-74
    • /
    • 2012
  • A challenge in fostering virtual communities is the continuous supply of knowledge, namely members' willingness to contribute knowledge to their communities. Previous research argues that giving away knowledge eventually causes the possessors of that knowledge to lose their unique value to others, benefiting all except the contributor. Furthermore, communication within virtual communities involves a large number of participants with different social backgrounds and perspectives. The establishment of mutual understanding to comprehend conversations and foster knowledge contribution in virtual communities is inevitably more difficult than face-to-face communication in a small group. In spite of these arguments, evidence suggests that individuals in virtual communities do engage in social behaviors such as knowledge contribution. It is important to understand why individuals provide their valuable knowledge to other community members without a guarantee of returns. In virtual communities, knowledge is inherently rooted in individual members' experiences and expertise. This personal nature of knowledge requires social interactions between virtual community members for knowledge transfer. This study employs the social capital theory in order to account for interpersonal relationship factors and identity theory for individual and group factors that may affect knowledge contribution. First, social capital is the relationship capital which is embedded within the relationships among the participants in a network and available for use when it is needed. Social capital is a productive resource, facilitating individuals' actions for attainment. Nahapiet and Ghoshal (1997) identify three dimensions of social capital and explain theoretically how these dimensions affect the exchange of knowledge. Thus, social capital would be relevant to knowledge contribution in virtual communities. Second, existing research has addressed the importance of identity in facilitating knowledge contribution in a virtual context. Identity in virtual communities has been described as playing a vital role in the establishment of personal reputations and in the recognition of others. For instance, reputation systems that rate participants in terms of the quality of their contributions provide a readily available inventory of experts to knowledge seekers. Despite the growing interest in identities, however, there is little empirical research about how identities in the communities influence knowledge contribution. Therefore, the goal of this study is to better understand knowledge contribution by examining the roles of social capital and identity in virtual communities. Based on a theoretical framework of social capital and identity theory, we develop and test a theoretical model and evaluate our hypotheses. Specifically, we propose three variables such as cohesiveness, reciprocity, and commitment, referring to the social capital theory, as antecedents of knowledge contribution in virtual communities. We further posit that members with a strong identity (self-presentation and group identification) contribute more knowledge to virtual communities. We conducted a field study in order to validate our research model. We collected data from 192 members of virtual communities and used the PLS method to analyse the data. The tests of the measurement model confirm that our data set has appropriate discriminant and convergent validity. The results of testing the structural model show that cohesion, reciprocity, and self-presentation significantly influence knowledge contribution, while commitment and group identification do not significantly influence knowledge contribution. Our findings on cohesion and reciprocity are consistent with the previous literature. Contrary to our expectations, commitment did not significantly affect knowledge contribution in virtual communities. This result may be due to the fact that knowledge contribution was voluntary in the virtual communities in our sample. Another plausible explanation for this result may be the self-selection bias for the survey respondents, who are more likely to contribute their knowledge to virtual communities. The relationship between self-presentation and knowledge contribution was found to be significant in virtual communities, supporting the results of prior literature. Group identification did not significantly affect knowledge contribution in this study, inconsistent with the wealth of research that identifies group identification as an important factor for knowledge sharing. This conflicting result calls for future research that examines the role of group identification in knowledge contribution in virtual communities. This study makes a contribution to theory development in the area of knowledge management in general and virtual communities in particular. For practice, the results of this study identify the circumstances under which individual factors would be effective for motivating knowledge contribution to virtual communities.

  • PDF

도서관의 이용패턴과 서비스품질이 정보화성과지각 및 만족에 미치는 영향 (The Effects of Use Patterns and Service Quality on Performance and Use Satisfaction on Library Information System)

  • 정형식;염승엽
    • 마케팅과학연구
    • /
    • 제18권4호
    • /
    • pp.217-244
    • /
    • 2008
  • 전자정보기술의 발달로 인해 도서관 서비스제공은 정보화시스템에 대한 의존 비중이 커져가고 있다. 이러한 상황의 변화에 따라 본 연구는 이용자의 도서관 정보화에 대한 성과지각과 정보화를 통한 이용 만족은 전반적 만족에 중요한 선행요인이 될 것으로 추론하였다. 뿐만 아니라 기존 연구는 대체로 도서관의 서비스제공측면에서 이용자의 인식이나 만족을 조사하였으나 본 연구는 시각을 달리하여 이용자측면에서 단순 열람목적의 일반적 이용과, 전문정보구득 목적의 전문적 이용패턴이 정보화 성과지각에 어떻게 다르게 영향을 미치는지에 대해서 조사하였다. 또한 서비스품질차원이 정보화성과지각과 이용만족에 미치는 영향을 조사하였다. 마지막으로 서비스품질차원이 정보화성과지각과 이용만족에 미치는 영향을 확인하였다. 본 연구의 실증분석 결과는 첫째, 도서관 이용자의 열람 등 일반적 목적 이용이 정보화성과지각에 영향을 미치는지 검증하고자 하였으나 유의한 수준에 미치지 못했다. 둘째, 도서관 이용자의 특정 정보구득 등 전문적 목적의 이용이 정보화성과지각에 유의한 정의 영향을 미쳤다. 셋째, 일반적 서비스품질인 상호작용품질, 결과품질, 물리적환경품질 차원은 정보화성과지각에 유의한 영향을 미쳤으나 정보화이용만족에는 유의하지 않았다. 마지막으로, 도서관 이용자의 정보화성과지각과 정보화이용만족이 전반적인 만족을 선행하고 있음을 밝혔다. 이를 통해 도서관의 정보화시스템을 어떻게 이용자중심으로 체계화하여 발전시킬 것인지에 대해 심층적인 고찰이 필요함을 확인하였다.

  • PDF

구급대원의 수준별 개인용 보호구 착용에 따른 심폐소생술 품질에 미치는 융합적인 영향 (Convergent Influence Effect on the High - Quality CPR of 119 Paramedics by Wearing Personal Protective Equipment by Level)

  • 신동민;조병준;양현모;전성만;한용택
    • 한국융합학회논문지
    • /
    • 제11권4호
    • /
    • pp.71-78
    • /
    • 2020
  • 본 연구에서는 마네킹을 이용해서 평상시 응급처치시 입는 옷, 레벨 B, 레벨 C PPE를 착용이 고품질의 심폐소생술에 미치는 영향을 알아보고자 한다. 본 실험에 참여한 응급구조사는 C 지역 소방 소속의 5년 이상의 경력을 가진 119 구급대원 20명을 대상으로 하였다. 심폐소생술 중 가슴압박이 중지되는 손이탈 시간 및 비율의 경우 유니폼 착용그룹에서 11.9 초, 레벨 C PPE 착용 그룹에서 11.4 초, SCBA 착용 그룹에서 13.1 초인 것으로 밝혀졌다. 개인보호장비 착용은 구급대원의 움직임을 방해하고 있고 보상동작을 사용하게 되어 효율적인 응급처치의 어려움이 나타날 가능성이 많아지며, 이러한 상황이 지속될 경우 구급대원의 신체에도 피로감과 손상을 줄 수 있다. 구조 및 구급대원들은 응급상황을 대비해서 레벨별 개인보호장비를 착용하고 구조 및 심폐소생술 훈련에 임하여야 한다.

수학문제의 창의적 해결력 신장에 관한 연구 -농어촌 중학교 수학영재를 중심으로- (A study on the improvement of ability of a creative solving mathematical problem)

  • 박형빈;서경식
    • 한국학교수학회논문집
    • /
    • 제6권1호
    • /
    • pp.1-17
    • /
    • 2003
  • 이 논문은 수학적인 재능을 가진 농어촌 수학영재지도를 위하여 농어촌 지역에 위치한 과학영재교육원(지역교육청 주관)에서 수학하는 중학교 2학년 학생을 대상으로 창조적인 수학문제 해결력을 증진시키는 방법을 연구한다. 특히 수학영재교육에서 수학 창의적 문제해결력을 증진시키기 위한 탐색방안을 연구하여 탐구학습에 적용하는 수업모형과 학습지도안을 개발하고 개발된 탐구학습지도안을 탐구학습모형에 적용하여 지적능력(IQ)에 따른 수업 형태의 선호도 반응, 지적능력과 수학창의력 능력과의 관계, 탐구학습과 수학 창의적 문제해결 능력과의 관계를 비교분석하여 수학영재교육에 있어서 수학 창의적 문제해결에 알맞는 교수·학습 모형과 학습내용을 탐색하여 보편화된 교재이외의 다양한 수학학습탐구주제를 가지고 학생들의 참여를 이끌어 내어 토론식 수업을 전개하는 것이 바람직한 수업모델이 될 수 있을 것이라는 결론을 얻었다.

  • PDF

제약유통채널에서 영업사원에 대한 통제시스템이 고객지향적 판매와 영업성과에 미치는 영향 (The Effect of Salesperson Control System on Customer-oriented Selling Behaviors and Sales Performance in Pharmaceutical Distribution Channel)

  • 정연승;홍금표;이호택
    • 유통과학연구
    • /
    • 제15권1호
    • /
    • pp.105-114
    • /
    • 2017
  • Purpose - Recently, domestic pharmaceutical market is growing steadily, but top-tier companies are concentrating on sales growth. In this market, SMEs, which account for more than 80% of the entire market, suffer from the problem of lower margins and increasing inventory costs. According to the government's policy changes related to pharmaceuticals, it is pointed out that the management of existing customers and the control of salespeople are important issues for pharmaceutical companies. This study investigates the effect of the control system on the salesperson in domestic pharmaceutical distribution channel on customer-oriented selling behaviors and sales performance. Research design, data, and methodology - To verify the proposed research model and test hypotheses, the authors selected 244 MR(medical representatives)'s responses which have currently relationship with doctors or pharmacists. This study carefully investigated the reliability, content validity, convergent validity, and discriminant validity of the proposed model. Results - The authors find out the following results: capacity control, activity control, and self control have positive effects on customer-oriented selling behaviors and customer-oriented selling behaviors have a positive effect on sales performance. In addition, we present alternative model to check the direct effect between the control systems and the sales performance, but control system factors except self control have no direct influence. Conclusions - First of all, competency control and activity control increases the customer-oriented selling behavior of the salesperson. This means that the salesperson's sales skill, negotiation skill, customer access skill, presentation ability, monitoring, direction and evaluation are important and it is also important to control activities to check the number of visits to customers, report preparation, and customer service etiquette. Second, the fact that self-control of salesperson affects the customer-oriented selling behavior suggests that self-control is not controlled by external factors but rather establishes short/long-term goals. Therefore, it is important for sales organization to create an environment in which members can induce persistent incentives for self-control. Finally, output control did not affect customer-oriented sales behavior, which is less likely to form confidence or motivation to MRs when output control is perceived as a means of monitoring, supervising, or controlling rather than providing information to salespeople.