• Asia Marketing Journal
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• v.15 no.2
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• pp.175-194
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• 2013

The purpose of this study is to investigate the effects of the locomotion orientation on salespeople' sales performance with the mediating effect of selling behavior(adaptive selling behavior, SOCO). And we figure out the relationship between customer-oriented selling behavior and adaptive selling behavior because those relationships are not clear. The authors infer research hypotheses based on literature review. We have confirmed the reliability and validity test and those results can be acceptable. Hypotheses test were conducted with structural equation modeling, AMOS. All paths in the research model reasoned by authors have been supported statistically at the significant level. This study with the theoretical implications is as follows. First, this study is the first attempt to investigate the path between locomotion orientation and adaptive selling behavior and SOCO. Secondly, there is an empirical conflict between our study and Franke and Park(2006)'s study. Our study was contradictory to Franke and Park(2006)'s consequences. And so, figuring out clearly those causal paths remains. This study with practical implications are as follows. First of all, the salespeople' selling performance was affected by adaptive selling behavior, customer-oriented selling behavior, and sales-oriented activities, such as the importance of selling behavior once again proven. It is necessary to enhance the capabilities that can be transformed into action appropriate to the needs of customers each sales step-by-step in the process of salespeople for various system through education and incentives, and to interact with customers and understand their customers relative to salespeople will. In order to enhance adaptive selling behavior, the company needs to do educational program and monitoring system with the positional promotion when salespeople get the high adaptive selling behavior. Secondly, the locomotion orientation of the salespeople is to cause this selling behavior. Management style to increase locomotion orientation is needed, which means, salespeople' superior about something should be conducted. In order to stimulate the selling behavior of the salespeople, most supervisors should use some managerial tools such as feedback, engagement, and rewards.

• The Journal of Society for e-Business Studies
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• v.18 no.2
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• pp.279-299
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• 2013

The problem of choosing the right product that will best fit a consumer's taste and preferences extends to the field of electronic commerce. However, e-commerce has been able to create a technological proxy for the social filtering process, known as online recommender systems (RSs). RSs aid users in filtering products and decisions on matters relating to personal taste. RSs have the potential to support and improve the quality of the decisions consumers make when searching for and selecting products and services online. However, most previous research on RSs has focused on the accuracy of the algorithms, with little emphasis on user interface and perspectives. This study identified transparency and feedback as possible ways to effectively evaluate RSs from the user's perspective. Thus, this research focused on examining and identifying the roles of transparency and feedback in recommender systems and how they affect users' attitudes toward the system. Results of the study showed that both transparency and feedback positively and significantly affected perceived trust, perceived value of the process, and perceived enjoyment. Furthermore, we found that perceived trust, perceived value of the process, and perceived enjoyment positively and directly affected users' intentions to use/reuse a recommender system.

• The Journal of the Korea Contents Association
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• v.20 no.5
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• pp.653-664
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• 2020

The first purpose of this study is to understand the impact of the emotional intelligence of golf coaches on customer citizenship behavior. The second is to verify the moderating effects of gender roles in the relationship between emotional intelligence and customer citizenship behavior. In order to achieve the research purposes, 5 indoor and outdoor golf driving ranges were selected in Cheongju, and 318 customers were selected as the objects. SPSS 22.0 and AMOS 21.0 software was used. The following were identified as the result of the analysis. First, besides 'Emotional Control' and 'Helping Others' all four sub-factors of the golf coach's emotional intelligence had a noticeable influence on customer citizenship behavior. Second, the influence of emotional intelligence differed according to the gender of coaches. In the case of male coaches, emotional intelligence had an impact on all factors except transmission. In the case of women, it was found that feedback, helping others and emotional control had an impact on all factors except transmission. Therefore, these results show that in-depth research on the emotional intelligence of golf coaches is required. They also suggest that there will be a need to study how the gender of the coach affects customer citizenship behavior.

• Journal of the Ergonomics Society of Korea
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• v.19 no.2
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• pp.1-14
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• 2000

Driving simulators have been developed for evaluating users' reaction to various driving situations. Dynamic simulators have, however, limitations of the motion feedback in space. Therefore, this paper presents a driving simulator and suggests a human sensibility ergonomics (kansei engineering) method to be used in improving sense of motion through a vehicle simulator. Human sensibility ergonomics(kansei engineering) is defined as translating technology of the customer' feeling about a new product into design elements. Constituents of the simulator were defined and the virtual world was generated by the object modeling technique. Senses perceived were classified into feelings of velocity, acceleration, rotation, and vibration based on the human sensibility associated with driving. And the most frequent verbal expressions were collected from 17 male subjects to define complex human sensibility.

• International Journal of Quality Innovation
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• v.9 no.3
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• pp.123-144
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• 2008

This paper describes a comprehensive approach to examine how technological innovation contributes to the renewal of a firm's competences through its dynamic and reciprocal relationship with R&D and product commercialization. Three theories of technology and innovation (the R&D and technological knowledge concept, product-process concept, technological interdependence concept) are used to relate technology and innovation to strategic management. Based on these theories, this paper attempts to identify the dynamic relationship between product innovation and process innovation using system dynamics by investigating that aspect of the dynamic changes in the closed feedback circulation structure in which R&D investments drive the accumulation of technological knowledge. Further, such knowledge accumulation actualizes product innovation and process innovation, subsequently resulting in an increase in productivity, customer satisfaction, profit generation, and.

• IE interfaces
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• v.16 no.3
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• pp.322-331
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• 2003

Most of existing studies for B2B are concerned with efficient search and/or negotiation. But nevertheless it is important to provide quick and transparent guarantee to the buyer, it is hard to find studies related with it. This article suggests the guarantee process for customer satisfaction after purchasing in B2B e-marketplace under make-to-order manufacturing environment. The process consists of three modules; a request and response, a feedback processing, and a work inquiry. Each of them is adopted according to the source of defect and business relationship of buyer, seller, provider, and repairer. All of the process is implemented in user-friendly fashion and a case is presented for the enterprise portal site.

• Knowledge Management Research
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• v.16 no.4
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• pp.69-87
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• 2015

Given the huge number of data produced by its users, SNS is a great source of customer insights. Since viral trends in SNS reflect customers' direct feedback, companies can draw out highly meaningful business insights when such data is effectively analyzed and managed. However, while the importance of understanding SNS big data keeps growing, the methods for analyzing atypical data such as SNS postings for business insights over product has not been well studied. This study aims to demonstrate the way to exploit topic modeling method to support marketing strategy generation and therefore leverage business process. First, we conducted topic modeling analysis for twitter data of Apple and Samsung smartphones. Then we comparatively examined the analysis results to draw meaningful market insights about each smartphone product. Finally, we draw out a strategic marketing recommendation for each smartphone brand based on the findings.

• The Journal of Information Technology and Database
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• v.8 no.2
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• pp.1-15
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• 2001

In trying to bring about online CRM(customer relationship management), companies have paid much attention to eCRM. The key of eCRM is a recommendation system, which is being used by E-commerce sites to find products to purchase. To maintain a constant flow of marketing information and feedback it is important to staying in touch with customers. In this respect, eCRM becomes a serious business tool for sales activities. In this article we present tee case of Kookmin Internet banking eCRM welch is one of the first examples of implementing eCRM in commercial web site in Korea. We examine how Kookmin Internet banking develops eCRM and how it provides customized services to customers. We also explore the role of eCRM in Internet banking and the level of personalization technology used in Kookmin eCRM case.

• Proceedings of the KSME Conference
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• 2003.11a
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• pp.1642-1647
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• 2003

The market of the horizontal axis washing machine (drum washing machine) has been growing drastically in Korea by about 80% annually since 2000. As market grows fast, the customerTs demands concerning quality becomes more strict and various. Imbalance sensing is a key technology to reduce the NVH problem in a washing machine, because the laundry is time-variant and uncontrollable source of imbalance, which can cause more than 200kgf exciting force. In this paper, imbalance-sensing methods are briefly reviewed, new acceleration sensing circuits are examined, and finally the control algorithm of spinning process is proposed and validated.

• Journal of the Korean Statistical Society
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• v.24 no.2
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• pp.389-405
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• 1995

Output processes emanating from exit arcs in a mulitple server open Jackson network with node i having $s_i$ servers are determined. Beutler and Melamed (1978) showed, for traffics on all exit arcs of single server open Jackson network in equilibrium, that the customer streams leaving any exit set are Poisson and that the collections over all nodes which yield the Poisson departure processes are mutually independent. In this paper we generalize the above results to multiple servers open Jackson network in equilibrium. While no weak limit result is possible under the equilibrium condition, nonetheless approximations to the distributions of maximum queue lengths for no feedback nodes in multiple servers open Jackson network are established.