• Asia pacific journal of information systems
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• 제25권3호
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• pp.519-539
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• 2015

Customers are now demanding ever better service from customer service representatives (CSRs) to create superior customer service. Accordingly, CSRs are required to have more specialized knowledge and abilities of customer service. This study examines the roles of accumulated customer knowledge in electronic knowledge repositories (EKRs), which a firm has developed for customer service over time to enhance CSRs' work capabilities and work performance, in the context of call centers. To test the proposed research model and hypotheses, we conducted LISREL analysis using 261 responses collected on CSRs working for inbound call centers. The key results are as follows. First, accumulated customer knowledge in EKRs enhances CSRs' knowledge utilization and service expertise during the customer contact. Second, CSRs' knowledge utilization reinforces service expertise. Finally, service quality depends on CSRs' knowledge utilization and service expertise, but it is not directly related to accumulated customer knowledge. Overall, the findings suggest that accumulated customer knowledge in EKRs enhances CSRs' knowledge utilization and service expertise, and thereby leading to superior service quality.

• 복식
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• 제58권9호
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• pp.151-165
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• 2008

The purpose of this study is to establish theoretical basis for relationship marketing exercised in the esthetic industry and to empirically analyze causal relationship among factors of esthetic relationship marketing, together with quality and the performance of the relationship. With empirical research, this study finds out that such relationship marketing factor as customer orientation, employee' expertise, physical property have an impact on the relationship quality between customers and esthetic salons' service providers. Customer satisfaction and trust increase the relationship between service providers and customers, and this also increases repurchase intention of the customer towards the service providers. These are significant findings in that they illustrate the importance of employee' expertise and customer orientation, and physical property in determining satisfaction and trust. The result of this study shows that service providers can enhance customer satisfaction and trust by utilizing relationship marketing more effectively, and can preserve the current customer basis.

• 지식경영연구
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• 제21권3호
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• pp.123-140
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• 2020

고객이 기업과 상호작용하는 대표적인 비대면 서비스 접점인 콜센터에서 서비스를 제공하는 상담사는 그 기업의 서비스 경쟁력을 결정한다. 즉 기업의 우수한 서비스는 상담사의 서비스 역량에 의해 영향을 받는다. 변화하는 환경에서 기업의 대응 능력을 강조하는 민첩성의 개념을 도입하여, 본 연구는 먼저 상담사의 고객대응역량을 고객대응전문성과 고객대응민첩성의 하위차원으로 개념화하고 고객서비스성과에 미치는 효과를 분석한다. 이와 더불어 기업의 디지털 및 인적 지식자원이 상담사의 고객대응역량에 미치는 효과를 규명한다. 연구가설을 검증하기 위해 보험사 콜센터 2곳의 상담사로부터 수집한 371부의 응답을 가지고 PLS(partial least squares) 분석을 수행했다. 연구결과는 기업의 디지털 및 인적 지식자원이 상담사의 고객대응전문성과 고객대응민첩성을 향상시키고 이를 통해 고객서비스성과를 증가시킬 수 있음을 보여준다. 이 결과는 우수한 고객서비스를 창출하기 위해 먼저 상담사의 서비스 역량을 강화하는 것이 필요함을 제시한다.

• 한국의류학회지
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• 제37권7호
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• pp.907-921
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• 2013

This study shows the importance of human factors in relationship marketing by revealing the influence of Hanbok salesperson's attributes on relationship quality and long-term relationship orientation at the time when a culture is newly understood. A questionnaire surveyed 376 women living around the Seoul and Daejeon Metropolitan areas from February to March 2013. SPSS WIN 20.0 and AMOS 20.0 programs analyzed the gathered data. We review the influence of Hanbok salesperson's attributes (expertise, ethics, communication skill, customer orientation, similarity, and likeability) on relationship quality and behavioral intention. The research indicates that only customer orientation and Hanbok salesperson's expertise attributes influence relationship quality. All the attributes had a positive influence; in addition, the relationship quality had a significant influence on customer loyalty. However, communication skill, similarity, and likeability did not influence relationship quality. Customer orientation, which provides a customized service based on the recognition of individual customer trends and expertise in developing a relationship with customers, are important factors to form relationship quality and loyalty.

• 품질경영학회지
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• 제52권1호
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• pp.57-75
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• 2024

Purpose: The purpose of this study is to recognize the importance of a cooperative relationship in which parents of early childhood education institutions share responsibility and authority, and to suggest ways to establish efficient management strategies. Methods: The survey was conducted through online responses using Google surveys and SNS. The collected data was collected using SPSS 22.0 and Smart PLS 4.0 statistical programs. Results: Among the 13 hypotheses, only expertise in educational service quality was confirmed to have no effect on customer trust. The verification results of 11 mediation effects confirmed that customer satisfaction does not mediate the relationship between non-verbal communication and customer loyalty, and that customer trust does not mediate the relationship between expertise and verbal communication on customer loyalty. Conclusion: We presented basic data for establishing a marketing strategy that can improve the quality of services of infant and toddler education institutions and increase management performance.

• 한국의류학회지
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• 제33권1호
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• pp.33-44
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• 2009

This study is a survey of college students who have been exposed to a variety of clothing consumption environments such as online transactions through the Internet, with the purpose of examining the influence of salespersons attributes on college students' relationship commitment and perception of salespersons performance. The study conducted a questionnaire survey on 464 male and female students and used SPSS 12.0 for statistical data analyses such as mean, standard deviation, frequency analysis, reliability analysis, factor analysis, and multiple regression analysis. The results of this study can be summarized as follows: First, salespersons attributes such as appearance, expertise, customer orientation, and customer management fumed out as the factors that influence the satisfaction under relationship commitment at statistically significant levels. Likeability, customer orientation, and customer management were found to have statistically significant influence on perceived reliability of salespersons. Second, with respect to the influence of relationship commitment on customer performance, statistically significant factors included satisfaction and reliability. Customer orientation is considered most important by both male and female students among the salespersons attributes, followed in order by expertise, customer management, appearance, ethic and similarity. Likeability was found to be the least important attribute.

• 한국의류학회지
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• 제26권3_4호
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• pp.431-442
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• 2002

The purpose of this study was to identify the importance of salesperson selling behavior such as salesperson's orientation, similarity with customers and expertise as well as the relationship benefits of salesperson. A total of 400 questionnaires were distributed to adults in Daegu-Kyongbuk area and 335 questionnaires were collected(84%) and 314 samples were used for the statistical analysis. The primary methods of the statistical analysis were factor analysis, confirmatory factor analysis, correlation and path analysis using LISREL 8. The results are as follows: First, clothings salesperson's customer-orientation(p < .10), expertise, similarity (p< .10) and salesperson's functional, social benefits showed positive relation with customer satisfaction. And salesperson's selling-orientation influenced customer satisfaction of salesperson negatively. In addition customer satisfaction of salesperson showed positive relation with salesperson loyalty and satisfaction of the stores. Second, the salesperson loyalty showed positive relation with store loyalty and word-of-mouth but showed negative relation with post-purchase information search. Customer satisfaction of stores showed negative relation with post-purchase information search but no meaningful relation with store loyalty and word-of-mouth.

• 한국콘텐츠학회논문지
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• 제12권12호
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• pp.269-281
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• 2012

본 연구는 암환자를 대상으로 의료서비스품질이 고객만족과 재이용의도에 미치는 영향을 분석하기 위해 수행하였다. 이를 위해 수도권 및 지역 대학병원에서 수술 및 치료를 받은 암환자 420명을 대상으로 설문조사를 실시하였으며, 구조방정식(SEM)을 이용하여 의료서비스품질이 고객만족과 재이용의도에 미치는 영향을 분석하였다. 본 연구의 주요 결과는 다음과 같다. 서비스품질을 구성하는 의료의 질과 행정서비스 요인은 고객만족에 유의한 정(+)의 영향을 나타냈고, 더불어 의료의 질, 시설 및 환경, 행정서비스 요인은 재이용의도에 유의한 정(+)의 영향을 미쳤다. 결과적으로 본 연구에서 의료의 질과 행정서비스 요인은 고객만족과 재이용의도 모두에 유의한 영향력을 미치는 것으로 나타났다. 이에 따라 의료기관은 암환자의 만족도 및 재이용률을 높이기 위해서 우수한 의료진의 확보를 비롯한 의료서비스의 질적 수준 향상, 직원 친절교육 강화 및 행정서비스의 편리성 제고 등과 같은 다각적인 방안을 강구해야 할 것이다.

• 한국방사선학회논문지
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• 제5권4호
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• pp.207-215
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• 2011

본 연구는 암 환자가 암 검사를 받으면서 지각하는 의료서비스품질이 환자의 만족도에 미치는 영향을 고찰함으로써, 의료서비스품질의 어떤 점이 부족한지를 발견하고, 이에 대한 개선점을 찾는데 그 목적을 두었다. 이를 위해 본 연구는 의료서비스와 고객만족간의 관계에 관한 모델을 수립하고 의료서비스의 구성개념으로 유형성, 전문성, 신뢰성, 대응성을 제시하였고, 이들 의료서비스 품질과 고객만족 간의 관계에 관한 모형을 개발하고, 이 모형에 따라 4개의 가설을 설정하였다. 설문에 응답한 총 220명의 가설검정을 위한 실증조사 분석은 SPSS (Statistical Package for Social Sciences) for Windows 14.0K를 사용하여 분석하였다. 모든 가설은 다중회귀분석으로 검정한 결과 연구가설 H1, H2, H3, H4는 모두 채택되었다. 네 가지 연구모형 변수 중 에서 서비스 품질에 따른 고객만족에 가장 큰 영향을 미치는 요인은 유형성이 0.298(t=5.541)로 가장 중요한 영향으로 나타났으며, 다음은 전문성이 0.237(t=-3.687)로 그 다음으로 중요한 영향요인으로 나타났다. 위와 같은 연구 결과 다음과 같이 의미를 제안해 볼 수 있다. 첫째 의료 기관은 유형성, 전문성, 신뢰성, 대응성을 중심으로 의료서비스를 개발하고 시행한다면 현재보다 더 높은 고객 만족을 이끌어 낼 수 있다는 시사점을 제시하였다. 둘째, 이러한 서비스는 높은 고객 만족도를 가지고 있습니다. 셋째, 이는 날로 새로워지는 의료시장의 경쟁 환경 가운데서도 의료기관의 본연의 목적인 환자 치료를 통한 생명 연장의 역할을 해낼 수 있다. 넷째, 이러한 서비스는 보다 높은 고객만족을 통한 의료기관의 생존과 보다 나은 의료서비스를 제공하는 전략개발에 활용할 수 있을 것이다.

• 디지털산업정보학회논문지
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• 제8권1호
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• pp.191-205
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• 2012

A book review is one of the most important sources of information which provide the descriptive and evaluative contents about books. Reviews have great influence on consumer behavior because they are believed to be more reliable than information provided by sellers. Readers who read a book review includes information about book decide whether they will buy or not. This study examines customer attitude change by book reviews with regarding to different type of information sources(experts and prior customers) and different directions of messages. We address the following research questions: (1) Can positive book reviews with credibility have a positive impact on acceptance of books? (2) Can negative book reviews with credibility have a negative impact on acceptance of books? The results shows that a credibility is an essential factor for affecting customers' mind. When positive book reviews were written, both expert and customer opinions have a positive impact on acceptance of customers. Given negative book reviews of experts, trustworthiness is more important than expertise. However, a objectivity of customer's reviews is more important.