• 한국경영정보학회:학술대회논문집
• /
• 2007.11a
• /
• pp.527-532
• /
• 2007

Differentiation strategies have been suggested as the critical sources of competitive advantage in B2C industry where customers can switch internet shopping mall with one click with virtually no transaction cost. Indeed, competition on low pricing cannot be a viable strategy in B2C industry. Moreover, cultivating customer loyalty to attain profitability is still a challenging task for most internet shopping mall. In this study, we provide empirical analysis results on key managerial variables that indicate the difference between the product categories in terms of customer perception on relative value importance. We first identified comprehensive managerial variables and organized them in terms of customer decision stage. Next, with reference to extant literatures on product characteristics based e-commerce strategy, hypotheses are developed to formalize the customer value differences on the key managerial variables. Empirical testing results indicated that there are significant differences on customer perceived value of the key managerial variables between the product groups. The findings provide useful insight for further study on e-commerce differentiation strategy.

• East Asian Journal of Business Economics (EAJBE)
• /
• v.9 no.4
• /
• pp.93-102
• /
• 2021

Purpose - Among the various pricing approaches used to set fares for express trains, this study explores a method of utilizing a customer-based pricing approach. The purpose of this study is to figure out how to apply the customer-based pricing approach to fares of new railway services using express trains. Research design, data, and methodology - This study was conducted through a literature review and case studies. In the literature review, we examined three approaches, focusing on the customer-based pricing approach and its application. In the case studies, we show how a customer-based pricing approach can be applied to determining the fares for railway services. Result - Some studies have used a customer-based pricing approach to set railway service rates, adapting the concepts of customer-based pricing such as demand, elasticity, value and willingness to pay. When setting fares of new railway services, it is recommended to use the customer-based approach in conjunction with other pricing approaches. Conclusion - This study demonstrates that a customer-based pricing approach is a promising tool in making decisions on railway fares. By applying a customer-based pricing approach to fares for new railway services using express trains, railway operators can utilize new service rates and increase the profitability of the railway business.

• Culinary science and hospitality research
• /
• v.13 no.1 s.32
• /
• pp.143-151
• /
• 2007

The purpose of this study was to fine out a relation to the profitability in the view of market-orientation and examine the roles of marketing efficiency and adaptability in foodservice companies. In the previous studies, because of the concepts of market-orientation have mostly focused on hotels or common companies, in this study aimed to foodservice companies. This study was on the basis of Kohli & Jaworski (1990)'s theory. For the validity verification of measured items, SPSS WINDOW 10.0 was used to analyze factors and, for the reliability verification, Cronbach's Alpha coefficient was used. The result was as follows. First, market-orientation has great influence on customer satisfaction and customer loyalty. Second, customer satisfaction and customer loyalty were acquired for the good marketing efficiency and adaptability in foodservice companies. Thus, from now on, the foodservice company need to carry out the market-orientation concept.

• Journal of Information Technology Applications and Management
• /
• v.18 no.3
• /
• pp.91-110
• /
• 2011

Korea professional baseball industry has grown to take the lion's share of the domestic sports industry, but still does not make break even. The purpose of this study is to examine the financial impact of adopting the Customer Relation Management (CRM) approach on the profitability of Korea professional baseball industry. We use a measuring tool called entropy used in ID3 decision tree algorithm. In the paper, we specify five the most important factors that affect spectator satisfaction based on the previous literature, perform survey analysis, calculate entropy values, and find the results. We predicted the change in revenues when we adopt CRM by checking the spectators' willingness to pay more when the conditions of each factor are improved. We find that we can reap significant fruits of the effect of CRM introduction through enhancing 'game content factor' and 'game promotion factor' among the five factors. We also find that we can increase the revenues of domestic professional baseball teams to 2.4 times or 2.1 times the current level if we manage intensively those two factors respectively. It is very surprising to see that the improvement in total revenues makes both ends meet for domestic professional baseball teams. This clearly demonstrates the effectiveness of CRM approach in improving the profitability of organizations.

• Proceedings of the Korean Operations and Management Science Society Conference
• /
• 2004.05a
• /
• pp.331-334
• /
• 2004

There are many researches investigating a causal relationship among service performance level, customer satisfaction, and customer loyalty. It is believed that a high service performance level increases customer satisfaction, which again has a significant effect on customer loyalty and profitability. The premise in this work is that the effect of customer satisfaction on customer loyalty may be time-lagged. This paper aims to model a causal relationship among service performance level, customer satisfaction, and customer loyalty with such a time-lag consideration. This study is conducted on the very high-speed digital subscriber lines service, which is a highly advanced high-speed internet service, and the results also be discussed.

• Asia-Pacific Journal of Business
• /
• v.2 no.1
• /
• pp.23-48
• /
• 2011

Generally, higher brand equity ends up with higher market share and higher profitability. However, superior brand equity does not guarantee the success in the market. That is, consumer choice is closely related to brand equity but we need more than brand equity to explain this complex phenomenon. We adopt the customer equity concepts: value equity, brand equity, and retention equity. By incorporating value equity and retention equity into customer equity, it is possible to avoid the problems of using the brand equity only. In the paper, we apply this customer equity concepts to cellular phone and investigate the effects of antecedent variables such as exposure, knowledge, positive experience and negative experience on the components of customer equity. In addition, as surrogate measure of customer lifetime value, the weighted measure of purchase intention, consideration set inclusion, and next purchase is used as dependent variable. We estimate the effects of components of customer equity at the brand level and aggregate level using SURE model. Estimation results show that Apple has currently low market share but has high future potentials and Korean firms have currently high market share but has rather low future potentials.

• Journal of Korean Institute of Industrial Engineers
• /
• v.42 no.5
• /
• pp.327-336
• /
• 2016

Prediction of customer failure rates plays an important role for establishing appropriate management policies and improving the profitability for industries. For these reasons, many LCD (Liquid crystal display) manufacturing industries have attempted to construct prediction models for customer failure rates. However, most traditional models are based on the parametric approaches requiring the assumption that the data follow a certain probability distribution. To address the limitation posed by the distributional assumption underpinning traditional models, we propose using parameter-free data mining models for predicting customer failure rates. In addition, we use various information associated with product attributes and field return for more comprehensive analysis. The effectiveness and applicability of the proposed method were demonstrated with a real dataset from one of the leading LCD companies in South Korea.

• Korean Journal of Human Ecology
• /
• v.23 no.5
• /
• pp.941-955
• /
• 2014

A price discount is one of the effective marketing means to get business profitability in a short period of time. Recently most of the foodservice enterprises in our country utilize a variety of discount methods such as affiliated cards, point cards, discount coupons, social commerce and/or event discount as their marketing strategy. Therefore, this research aimed to investigate customer satisfaction about discount methods provided by the foodservice industry and explore the moderate effect of the discount methods between customer satisfaction and loyalty. For data collection, both of online and offline questionnaire surveys were carried out, and a total of 871 responses were analyzed. As results, the respondents showed high satisfaction with the discount methods, and the discount methods had a positive moderate effect between customer satisfaction and loyalty.

• Proceedings of the Safety Management and Science Conference
• /
• 2013.04a
• /
• pp.69-81
• /
• 2013

It can be said that nowadays, customers don't recognize that only good quality products as selection attribute regarding products quality can satisfy them. The case in service industries is also the same. Service quality is most affected by the criteria that customers themselves evaluate. Customers who are not satisfied with services provided institutions will disregard them. In consequence, this will affect their profitability. Collected questionnaires were analyzed using SPSS v.15 for the concrete proof analysis and the results are as follows. First, Service quality works as an important factors on customer's behavior. Second, Relationship quality serves as a mediated role between service quality and customer's behavior.

• Journal of the East Asian Society of Dietary Life
• /
• v.20 no.5
• /
• pp.823-835
• /
• 2010

The research aimed to measure the efficiency of using multi stores in a foodservice company using by DEA (data envelopment analysis) which is a new management science technique. The study also attempted to identify relevant variables affecting DEA efficiency in order to suggest methods for improving efficiency. The data were collected from 148 contract foodservice operations, which were operated in similar fashion in October 2009. The DEA efficiency was calculated as an output-oriented BCC Model. Sales, and CSI (customer satisfaction index) were used as output variables whereas food cost, labor cost, and management expense were used as input variables to calculate the DEA efficiency. Operation process variables of the unit consisted of the were consist of ratio of regular employee, ratio of housekeeper, meal counts, meal price, food cost per meal, contract period, number of menu items, forecasting accuracy, order accuracy, inventory turnover, use of processed food, deviation of food cost, number of new menus, and number of events. According to the BCC score and profitability, units were classified into four groups: High efficiency-high profitability (HEHP), High efficiency-low profitability (HELP), Low efficiency-high profitability (LEHP), and Low efficiency-low profitability (LELP). The HEHP group contained 54 units, which mostly contracted management fee type and had a high meal price. The units were also very large and, served three meals. Twenty of the units were operated with high labor cost: most of these were factories and hospitals. The LEHP group contained 20 units, that were mainly office stores of large scale and medium price. Fifty-four LELP group had a low meal price. A high performance group must have high efficiency, profitability, and satisfaction. The BCC score was over 0.969, the meal price was over 4,116 won, the food cost was over 2,077 won, and meal counts per month were over 10,212 meals.