• 지식경영연구
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• 제17권3호
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• pp.93-116
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• 2016

Knowledge, as a source of firm's competitive edges, has been drawing attention, while numerous enterprises are investing huge amount of assets to foster the right environments for executing knowledge management (KM). As a practical way of such KM, knowledge management systems (KMS) support the creation, diffusion, and utilization of knowledge, which are the tools for practicing such management style. Recently, the customer centers which make the closest contact with the customers are being concerned about the establishment of KMS. Considering the characteristics of real-time problem solving in customer centers during the consultation with the customers, the importance of KMS is paramount to the centers. This study analyzes major factors influencing the success and utilization of the customer center KMS's reestablishment, as an exploratory case study of the reestablishment of KMS in the customer center of K insurance company. First, the characteristic differences between the customer center's KMS and the traditional KMS are discussed, and the triangulation technique is applied to secure objectivity of this case study's findings. Major results of the case study state that, for the success of KMS and improvement of utilization, the followings should be considered preferentially: excellent system quality (accessibility, user convenience, easy searching, speed/menus); high information quality (accuracy, usefulness, timeliness, task-relevance, diversity, degree of specification); appropriate operation strategy and process for the utilization of system (education, training opportunity, appropriate personnel, speed and procedure of approval, compensation/evaluation); and change management via the support from the CEO's level (concern and participation of CEO, will to propel the project, investment, advertisement, etc.). This study provides practical suggestions with respect to factors which should be more carefully dealt with, since still many customer centers have hard time establishing and operating KMS due to lack of previous studies.

• 지식경영연구
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• 제6권1호
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• pp.1-17
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• 2005

Both knowledge management and BSC practices are in its inception in the tourism field, and the study explores the relationships between knowledge and BSC perspectives using correlations and path analysis. The purpose of this study was to explore the casual relationships among tourist destination knowledge and BSC performance perspectives. The study model added knowledge perspectives to the usual BSC model (with customer, growth and learning, internal process, and financial perspectives), in addition to the modification of the financial perspectives to economic, socio-cultual and physical impact. The study found out that knowledge supports learning and growth perspectives greatly, and less extent, internal processes and customer perspectives. Learning and growth affects internal processes and customer perspectives. Internal process supports customer perspectives. Both customer and, less extent, internal process have impact on the final results. The final analysis results were different by destination type. The study concludes with recommendations for further studies including rational BSC model for tourist destinations and relationships between BSC performance indicators.

• 지식경영연구
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• 제17권3호
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• pp.227-248
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• 2016

Customer satisfaction dominates research on customer-firm performance relationships; however, with a few exceptions, the authors of most prior studies did not examine the possibility that an organizations' customer relationship management can increase its knowledge management. Building on previous literature of information processing theory and transaction cost perspective, this paper investigates the effect of various characteristics of customer relationship an organization cultivates on its own innovativeness. Specifically, we identify closeness, communication, sympathy as three critical components of managing customer relationship. Data from a multi-informant survey conducted to 442 organizations in Korean bank industry show that an organization's relationship with its customers has significant effects on its innovativeness. This study highlights the importance of customer relationship in terms of enhancing innovations, and helps to explain interactive effects among customer relationship, organizational learning, and innovativeness.

• 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.

• 지식경영연구
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• 제11권3호
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• pp.59-76
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• 2010

The knowledge of customer in healthcare service industry is widely accepted as one of the key information for the customers' satisfaction. Previous studies on the customer knowledge about service recovery showed that service providers are having difficulties with standardizing interaction with customer, This study investigated the attribution according to the failure in providing medical services and customer's participation as preceding variable of attribution. A survey was carried out targeting an obesity clinic having high participating rate from May 10 to May 28, 2010. The research results revealed that from whom the responsibility of the service failure originated between the patients and the medical institutions depending on the extent of the patients involvement in service process.

• 경영과학
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• 제22권1호
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• pp.127-148
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• 2005

This study aims at identifying the motive and infra that can satisfy them and enable them to succeed by coming out of existing customers control method focused on data and acquiring and applying the knowledge customers have. It also aims at enabling corporations to carry out more developed customer relations. This study will prove that acquiring and applying customers' knowledge is effective and will come up with a stepping-stone to get rid of dangerous factors by having competitiveness in a competitive environment and extending and changing the corporation. For this, the study have identified knowledge-oriented infra that corporations know and customer relations by conducting a poll of local corporations and have presented motives that can effectively carry out knowledge-based customer relations.

• The Journal of Asian Finance, Economics and Business
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• 제8권1호
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• pp.927-938
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• 2021

Small and Medium Enterprises (SMEs) is one of several activators that drives the economy of Indonesia because SMEs provide jobs, increase Gross Domestic Product (GDP), and assure the delivery of products and services. However, Indonesian SMEs are not very competitive in the industrial world, and one of the causes is the low quality of products that undermine customer satisfaction. There are several factors presumed as influencing customer satisfaction, which among others include product knowledge, service quality, and competitive advantage. The objective of this research is to reveal the contribution of product knowledge and service quality to customer satisfaction with competitive advantage as the mediation variable. This research used a quantitative approach. The causal relationship across variables was examined with Structural Equation Modeling-Partial Least Squares (SEM-PLS). The sample of this research involved 140 respondents. Data was collected through a questionnaire and the items in the questionnaire were processed with a software called SmartPLS version 3.3.2. Results of this research indicate (1) product knowledge and service quality can increase competitive advantage and customer satisfaction in East Java SMEs; (2) competitive advantage can act as a mediator in the effect of service quality on customer satisfaction (3) product knowledge can increase customer satisfaction but the increase is not significant statistically.

• 유통과학연구
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• 제19권5호
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• pp.35-48
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• 2021

Purpose: This research aims to analyze the influence of relational penetration capability on salesperson performance and the influence of customer orientation, customer knowledge accessibility, and salesperson-customer relationship quality on the relational penetration capability of the insurance service industry in Central Java. Research design, data, and methodology: This explanatory research involved 211 respondents. Path analysis was used to analyze the primary data obtained. Results: The customer orientation positively influences relational penetration capability and customer knowledge accessibility which can improve salesperson performance. The salesperson-customer relationship quality shows a positive impact on the salesperson's relational penetration capability, salesperson performance, and relational penetration capability which will lead to an improved salesperson-customer relationship. Higher knowledge levels of customer necessity have important implications for a salesperson's capability of finding potential customers and of fulfilling customers' requirements through careful analysis of necessity. Conclusions: The salespeople should be capable of building and maintaining a good relationship with their customers as an indication that salespeople of Insurance Service Company Distribution in Central Java have good performance.

• 유통과학연구
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• 제20권10호
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• pp.119-129
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• 2022

Purpose: The purpose of this study was to investigate sales managers' strategic focus on customer acquisition, specifically its effect on salespeople's performance. In addition, this study aimed to determine how salespeople's interpersonal skills, salesmanship skills, and technical knowledge affect the relationship between customer-acquisition management and salespeople's performance. Research design, data, and methodology: This study conducted a survey of 310 salespeople working at pharmaceutical companies. A structural equation modeling approach was applied to test the main effects and interaction effects using AMOS. Results: The results indicated that both managers' customer-acquisition orientation and salespeople's salesmanship skills and technical knowledge positively affected the latter's performance. Further, it was found that the higher the technical knowledge of the salesperson, the greater the effect of the customer-acquisition orientation on sales performance. Conclusions: Sales managers should enable salespeople to quickly acquire technical knowledge with respect to the market, products, competitors, and company policy so that they can bring greater synergy to the customer-acquisition orientation.

• 지식경영연구
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• 제12권3호
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• pp.39-58
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• 2011

As the information from today's knowledge-based society alters the awareness of patients and provides a wider selection of medical institutions, the reality of medical institution management is struggling compared to the past. CRM was introduced to domestic hospitals as marketing strategy to dominate the competition under varying medical environment. Thus, this research invests on CRM activity types used in hospitals and the effects of CRM activities toward loyalty and switching intention. Futhermore, we investigate the mediating role of customer relationship commitment and termination in CRM activities. The subjects in this study included three hundred customers who are using hospital settings or who had experience with using the hospital settings. The researcher collected 262 survey questionnaires from May 23th, 2011 to June first. In order to evaluate the hypothesis in this study, structural equation model was analyzed by using AMOS 18.0.