• 디지털융복합연구
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• 제15권6호
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• pp.121-132
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• 2017

본 연구는 창업기업의 무형적인 기업자원의 효과적 활용에 따른 경쟁력 확보에 대하여 연구 목적이 있다. 본 연구를 위해서, BI 센터와 7년 미만의 창업기업 제품을 이용한 고객이 창업기업을 대상으로 평가하는 방식으로 설문조사를 진행하였다. Schmitt 교수의 경험적 요소를 이론적 배경으로 살펴보았고, 이러한 경험적 요소와 태도가 재 구매의 개념으로서 의사결정 과정상 선행 프로세스로 작동되는지 살펴보았다. 연구결과 첫째, 고객의 사용경험과 탐색경험이 재 구매의도에 영향을 준다는 것을 명확하게 보여 주었다. 둘째, 고객의 사용경험과 탐색경험, 접촉경험은 고객태도에 유의적인 영향관계로 파악되었다. 셋째, 고객태도는 고객의 사용경험과 고객의 탐색경험이 재 구매의도에 주는 영향을 매개 하는 것으로 나타났다. 이러한 연구결과는 창업 초기기업이 고객의 경험적 요소를 잘 관리하면 재 구매의도를 높여 시설과 인력의 자원이 부족한 중소기업의 한계에 적절히 대처할 수 있음을 본 연구는 시사하고 있다.

• Management Science and Financial Engineering
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• 제16권2호
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• pp.81-97
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• 2010

Trust is one of the most important aspects of the relationship between retailers and consumers in e-commerce. Users may have concerns about transaction security or personal information leakage when they engage in transactions over the Internet. It can be difficult to attract customers if the retailers or service providers cannot establish trust with their customers. There have been many studies of trust-building mechanisms between customers and e-storefronts. However, little work has been done on identifying the relationships between customer satisfaction, purchase intention, and trust. In addition, trust building occurs in the pre- and post-purchase phases of an e-commerce transaction, as well as gradually over repeated transactions. Thus we distinguish between cue-based trust and experience-based trust. The objective of this study was to explain the impact of trust on customer satisfaction and purchase intention in relation to e-commerce sites from the perspective of a multi-dimensional concept of trust. We surveyed 350 undergraduate students and obtained 331 responses for analysis. The result of our analysis showed that cue-based trust has a positive relationship with trust based on experience. Although the two concepts of trust have positive relationships with satisfaction, the path coefficient of trust based on experience was higher than that of cue-based trust. In addition, the purchase intention mediates the relationship between cue-based trust and experience-based trust.

• 유통과학연구
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• 제13권5호
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• pp.103-111
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• 2015

Purpose - When it comes to first impressions of family restaurants, people basically think of the following factors: cozy, a refreshing space, indoor lighting, atmospheric music, the best-quality service through mutual interactions with employees, birthday events, follow-up customer management, brand image, and many others. Focusing on such family restaurants characteristics, with consumption experience and customer satisfaction determined as mediator variables, this study looks into the selection factors that affect customer loyalty when choosing a family restaurant. Subsequently, the study conducts an empirical analysis of these selection factors with the greatest influence. Research design, data, and methodology - This study analyzed 200 total surveys of family restaurant customers including college students, workers, housewives, and others. The survey was conducted over two weeks in May 2014. For statistical processing, SPSS 21 was used for factor analysis and reliability analysis as well as AMOS for structural equation analysis. In terms of a variable that would influence either consumption experience or customer satisfaction at the restaurants, the study introduced the concept of customer equity. The study designed a model based on a hypothesis developed using the following factors: customer encounter service value, customer convenience value, brand equity, relationship equity, and other factors defined as components of customer equity by Rust et al. (2000) determined as independent variables as well as with customer experience and customer satisfaction set as mediator variables. The hypothesis, after all, assumed that customer loyalty would be positively (+) influenced. Results - The analysis results from the study reported that brand value, customer encounter service value, and relationship value have positive (+) effects on consumption experience and customer satisfaction. However, as for customer convenience value, this turned out not to have a statistically significant influence on consumption experience and customer satisfaction. In regard to a relation between consumption experience and customer satisfaction, the results showed that the former affects the latter, and in terms of intervening variables, both of these appeared to have a positive (+) effect on customer loyalty. Conclusions - This study suggests that family restaurants should look for strategies that focus on how to promote customer relationships. For example, restaurants could try birthday events or discount events to achieve this goal. Since the study ended up realizing relatively low levels of suitability and statistical significance, the path of the study changed. After all, in order to increase suitability and statistical significance, the study had to eliminate factors such as service quality and others and for this reason the study was unable to conduct the analysis as initially planned. In addition, the data samples of the research were mainly gathered from students, which made it hard to say that the analysis was carried out on samples from every different group. Future research should analyze the characteristics of each group of customers for factors affecting customer satisfaction and customer loyalty in the family restaurant chain.

• 디지털정책학회지
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• 제2권2호
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• pp.7-14
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• 2023

본 연구는 급변하는 환경 속에서 생존을 위해 의료기관에 요구되는 브랜드자산관리의 필요성을 강조하기 위해 병원의 디지털고객경험이 브랜드자산에 미치는 영향을 파악하고 나아가 병원의 브랜드자산이 구전의도에 미치는 영향을 분석하였다. 본 연구는 디지털고객경험이 브랜드자산에 미치는 영향을 분석한 결과, 시각적 요인과 브랜드자산, 기능적 요인과 브랜드자산, 고객 서비스 요인과 브랜드자산과의 관계에 대한 경로는 모두 유의한 결과를 보였다. 또한 브랜드자산과 구전의도의 관계에 대한 경로 역시 유의한 결과를 보였다. 이러한 연구결과는 의료기관의 브랜드자산 구축과 기존 고객과의 관계 강화 및 가치창출행위와 관련된 고객의 구전의도를 위해 디지털 서비스 환경의 중요성을 강조하고 디지털 기술을 활용한 고객서비스 및 혜택의 제공을 제안하는 것에 시사점과 연구의 의의가 있다고 할 수 있다.

• 대한안전경영과학회지
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• 제8권2호
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• pp.103-114
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• 2006

Today the usage of DB already becomes an important issue for many companies' survival. Especially, the companies which have adopted CRM could not gain the return to be expected because of the lack of understanding about the relationship with customers. Professor Schmitt introduced 'the complete CEM(Customer Experience Management) model', but no specific methodology for analysis was introduced. Therefore, in this study we use HOQ, GA, and ANP to build 'the complete CEM model' and present the integrated CEM model based on the integrated analytic process to help the company's decision about the stage to be begun first out of 5 stages of CEM and the priorities of investment in customer experiences.

• 품질경영학회지
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• 제42권1호
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• pp.15-32
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• 2014

This study examines the relationship between tip amount and its possible antecedents: bill size, the Big Five personality types, meal type, food quality, atmosphere, service quality, consumer gender, server gender, customer hospitality experience, race, and alcohol consumption. A survey of southeastern undergraduate students was conducted to collect information about the customer, server and customer tipping habits. While the analysis suggests that service is an important factor, it shows that other factors affect tip amount. Furthermore, these factors affect tip amounts in many different ways. Some examples of these factors include bill size, alcohol consumption, gender dynamics, meal type, food quality, and personality type. The conclusion suggests the intuition behind these factors by providing a dissection of their meaning and their importance to servers, customers, and managers alike. Purpose: This study tests restaurant customer tipping habits and some personality traits that have received limited previous attention as predictors of tipping. Methods: This study is that the tip amount was self-reported, business students at a university in a large southeastern city of USA were asked to complete a tipping journal. Results: This study was able to replicate the service-tipping relationship. Moreover, this study reiterated that server friendliness is a very powerful tool to increasing tips. Conclusion: This study strongly indicate that service has a positive relationship with tip amount, and also produce a positive relationship with emotional stability and a negative relationship to conscientiousness.

• CRM연구
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• 제1권1호
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• pp.87-108
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• 2006

본 사례는 한국 암웨이의 CRM 구축 사례 분석을 통해 가치와 철학을 공유하는 고객관계관리가 어떻게 기업과 고객을 연결시키며 성과를 제고시켰는지를 보여줌으로써 마케팅 관리상의 여러 시사점을 제공해 주고 있다. 이 사례는 특히 기존 국내 기업들에게 많은 시사점을 제공해 주고 있다. 많은 기업들이 CRM을 시스템 내지 고객관계 관리 프로그램으로 도입하고 있으나 CRM이 전사적 차원에서 통합적으로 추진되어 실행되지 못하고 관련부서를 중심으로 단순하고 획일적으로 운영되는 경우가 많았다. 그 결과 운영성과가 낮게 나타나고, CRM 자체에 대한 회의를 가진 경우가 빈번했다. 그러나 CRM은 단순한 시스템이 아니라 기업 전략의 문제이며, 전략이 성공적으로 실행되기 위해서는 기업 전체의 가치와 철학이 내부적으로 공유되고 더 나아가 고객과 공유하는 것이 중요하다는 것을 이 사례는 시사해 주고 있다. 또한 이 사례에서는 CRM이 어떤 완성된 제품이나 시스템이 아님을 보여주고 있다. 보다 더 고객 중심적으로 나아가기 위한 목표의 변화와 현재까지 진행된 CRM에 대한 철저한 반성을 통해서 끊임없이 진화해 나가는 현재진행형 과제가 되어야 함을 또한 시사해 주고 있다.

• 서비스연구
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• 제11권2호
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• pp.67-77
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• 2021

본 연구는 기존의 장례의식 중심의 상조기업 비즈니스가 조문객과 상주 중심의 서비스로 변모하기 위해 반드시 필요한 고객경험 중심 혁신전략 방법론에 관한 연구이다. 이를 위해서 서비스사이언스 관점에서 장례산업의 환경변화와 그 안에서의 고객경험 의의 및 가치, 고객경험관리 차원의 긍정적 고객경험, 부정적 고객경험 등의 문헌 연구를 수행하였고, 상조회사의 고객경험 혁신을 위한 구체적인 모델을 제시하고 입증하기 위한 연구를 수행하였다. 장례산업의 고객경험 혁신 전략의 의미는 현재 상태에서 목표 상태에 도달할 수 있는 여러 대안을 고객을 중심으로 탐색하고 그 중 최적의 전환 계획을 선택하는 것이다. 적용효과는 고객의 선호적인 감정을 유발시켜 차별화를 만들어내는 핵심이 되며, 고객경험 데이터가 상조회사의 경제적 관점의 자원 투입에 중요한 의사결정에 높은 도움이 된다는 것이다. 이와 같은 상조회사 혁신모델을 제시하였다. 고객중심의 상조서비스를 분석하여 그 가치를 연구하였다. 마지막으로 고객경험에 대한 측정 절차, 진단/평가, 혁신전략, 상조기업의 성과를 변수로 활용하여 단순회귀분석 기반으로 인과관계를 분석하였고, 결과적으로 관계가 유의미하다는 것이 설명되었다.

• 지식경영연구
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• 제19권1호
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• pp.147-174
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• 2018

Recently, firms have been putting forth significant efforts to fulfill various demands and high expectations of customers. The role and importance of customer centers as a direct contact point for customer relationship management are more emphasized than previously. A customer center draws attention as a new alternative to secure corporate competitiveness as it contributes to sales increase, being in a position to satisfy customers' needs by ensuring customers' access to information. A customer center is an aggregation of various information and communication technologies. In particular, a voice recognition/analysis technology based on big data can elaborate customer services further, enhance customer satisfaction, and trigger constant interactions with customers. A customer center can be transformed to a hub of customer knowledge and the embodiment of business intelligence in the front line of business. This article is a case study on how the customer center of the K life insurance company regarding customer center operation collects and analyzes customer information and how it has established its voice recognition/analysis system based on big data to improve customer experience management. Factors affecting the successful introduction and implementation of voice recognition/analysis system to a firm, are examined.

• 경영과정보연구
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• 제23권
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• pp.25-40
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• 2007

In the highly competitive and divers world of financial market, customer is the single most important factor to company's survival. Especially, creating a relationship with valued customers is a key to success. CRM provides the mean to retain high value customers. It takes a prospect of what customers expect. Utilizing those knowledge can help the products and service meet the customers' needs, thereby maximizing customer satisfaction and company's profit. In this report, I am going to suggest a few ways to develop successful CRM in the life insurance industry. First, CRM should innovate the way of communication to keep pace with Web 2.0 era. In other words, the customer's needs should be caught by real-time communication than traditional off-line market research. Thus, the functionality and specification of products can be decided by customer's direct choice so that the customers are able to purchase the understanding and experience of the products. Second, CRM project should consider whether the initial strategy plan can promise the stable growth of customer at the first step. When planning strategy, the project needs to identify what customer wants and how to fulfill the needs with stable growth of the customer. In addition, the CRM should be developed by realizing that customer centric benefits ultimately guarantee the growth of the organization. Third, CRM systems should enhance the organization's ability to take the customer's insight in a 360 degree view and to capture the voice of the customer directly. In order to develop the best matched product package, more precise customer segmentation should be ahead of market segmentation strategy. Forth, the biggest reward from CRM will be a customer royalty program. Many successful banks are already planning and practicing customer royalty strategy. A comprehensive analysis of customers and their behavior allow organization to identify high value potential customers' needs and determine a strategy required to meet those needs. Even life insurance companies such as Prudential Korea are developing products designed for royal customers. Fifth, understanding and managing the experience of customer called Customer Experience Management also can increase customer satisfaction. Measuring only customers' experience and adapting it to marketing strategy make products position in the gap between the customers' expectation and experience not required by market. A key component of CEM is its application across all organizational functions. At last, the direction of change and development of CRM can be defined from the conceptualization of information technology represented by Ubiquitous and Web 2.0. Instead of just managing customer information, companies should take the initiative in personalized system with customer oriented strategy. Furthermore, with the regular communication between CRM stakeholders (Sales-Marketing-IT), customer's demand should be directly reflected to enterprise strategy in real time.