• 복식문화연구
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• 제15권4호
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• pp.620-633
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• 2007

The purpose of this study was to empirically examine the effect of job satisfaction and organizational citizenship behavior on customer orientation to investigate the causal relationships among these variables. The questionnaires was administered to 121 fashion product employees of department stores in Gwang-ju city during February $10{\sim}15$, 2006. For analysis of data, frequency, factor analysis, t-test, ANOVA, regression analysis, and path analysis were applied. The results indicated that job satisfaction of employees significantly influenced customer orientation(p<0.001) and organizational citizenship behavior(p<0.001). The organizational citizenship behavior of employees significantly influenced customer orientation(p<0.001). The job satisfaction had both direct and indirect effects on customer orientation mediated by organizational citizenship behavior.

• 패션비즈니스
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• 제14권2호
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• pp.27-41
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• 2010

The purpose of this study is to investigate the relationship between service orientation of fashion organization and employee's customer orientation. For this study, salespersons in clothing stores were selected as the subjects. We used 4 factors SERV*OR Scale: service leadership, human resource management, employee's empowerment, service system as an organizational service orientation. The results are as follows: First, Service Orientation of the company in fashion field affects the employee's customer orientation. In other words, a fashion company with a higher service orientation will have employees with a higher customer orientation. Second service orientation factors revealed differences depending on the store. Department stores had no effect on factors such as employee's empowerment, service system, but agency stores and outlet stores had effects on all factors. This influential factor is created due to the difference in fashion distribution. Human resource management especially seemed to carry weight among the factors in all stores. So, first and foremost fashion companies should make efforts on education, training of employee.

• 한국정보시스템학회지:정보시스템연구
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• 제16권4호
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• pp.107-129
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• 2007

The purpose of this study is to examine the effect of logistics service quality and relationship orientation factors on customer satisfaction and loyalty in the electronic commerce context. Based on extensive review of relevant literature, nine components of logistics service quality(i.e. information quality, ordering procedures, ordering release quantities, timeliness, order accuracy, order quality, order condition, order discrepancy handling and personnel contact quality) and six components of relationship orientation(i.e. trust, bonding, communication, shared value, empathy and reciprocity) are introduced in this study. And a conceptual model is developed and five research hypotheses are empirically examined using structural equation modeling. The findings indicate that logistics service quality and relationship orientation are positively and significantly associated with customer satisfaction, and customer satisfaction is the antecedent variable of customer loyalty in the Internet Shopping Mall. In addition, a significant impact of logistics service quality on relationship orientation of the customer is revealed. Implications of these findings are discussed, and limitations of the study as well as further research directions are addressed.

• 디지털산업정보학회논문지
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• 제6권1호
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• pp.181-195
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• 2010

This study intends to find the empirical relationship between influential factors of CRM realization and performance. The purpose of this study is to analyze effect of managerial support factors on customer orientation, work performance, and customer performance in the banking institutions. First, it is analyzed to find what kind of effects the major factor of CRM system may have on customer orientation. Then, the impacts of the customer orientation on the performance are to be analyzed. Lastly, it is analyzed that the work performance affects the customer 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.

• Asia Marketing Journal
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• 제12권3호
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• pp.43-62
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• 2010

은행서비스에서 고객지향성의 중요성이 더욱 커지고 있다. 조직의 고객지향적 문화와 전략이 급증함에도 불구하고, 국내 마케팅 문헌에서 고객지향성과 그에 따른 성과를 분석한 논문이 제한적이었다. 특히, 최근의 기준금리 상승에 따른 고객들의 금리민감도가 더욱 커질 수 있는 상황에서, 본 연구의 목표는 기업의 마케팅 노력인 고객지향성의 효과를 측정한다. 먼저 고객지향성과 금리민감도, 고객지향성과 고객애호도, 그리고 금리민감도와 고객애호도의 관계를 고찰한다. 또한 예금이자율과 대출이자율의 조절효과를 통해 고개지향성-금리민감도, 고객지향성-고객애호도의 관계에 어떠한 영향을 미치는가를 조사한다. 본 연구의 모형을 테스트하기 위하여, 국내 은행을 이용하는 304명의 고객을 이용하였다. 연구 결과 고객지향성과 고객애호도의 관계는 유의하게 평가된 반면, 고객지향성-금리민감도, 금리민감도와 고객애호도의 관계는 유의하지 않게 나타났다. 고객지향성이 높이 평가되어도 금리변동에 따른 경쟁상품간의 금리비교에 의해 고객의 금리민감도는 고객지향성의 효과가 상쇄되는 결과를 발생시키고, 금리민감도는 고객애호도에 유의한 영향을 미치지 않는다. 무엇보다도, 예금이자율과 대출이자율에 따른 조절효과가 완전히 상반되는 결과를 가져온 것이 흥미롭다. 예금이자율의 경우, 고객지향성-금리민감도, 고객지향성-고객애호도에 영향을 주지 않았으나, 대출이자율은 두 관계에 유의한 조절효과를 나타내었다. 본 연구의 결과는 아직 위의 관계에 대한 조명이 미숙한 상태에서, 향후 은행들이 어떻게 전략을 구축하여야 하는가에 대한 방향을 제공하였다는 점에서 그 연구의 공헌과 의의를 찾을 수 있다.

• 한국병원경영학회지
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• 제20권4호
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• pp.31-49
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• 2015

The purpose of this study is to propose an effective leadership in the hospital management by analyzing the relationship of the effect of the specialty hospital CEO's leadership on the employees' organizational effectiveness as well as the customer orientation, and the mediation effects of the organizational effectiveness on the relation between hospital CEO's leadership and the customer orientation. The questionnaires of the survey targeting the 99 specialty hospitals were collected that 786 copies of them were utilized in analysis. The major outcomes of the research can be summarized as follows. Firstly, transformational leadership of specialty hospital CEO generally has the greater impact on the employees' job satisfaction, organizational commitment and turnover intention than his transactional leadership. Secondly, the most important sub-variable of specialty hospital CEO leadership affecting the organizational effectiveness of the employees are charisma of transformational leadership and contingent reward of transactional leadership. Thirdly, the sub-variable of specialty hospital CEO leadership which has the greatest impact on customer orientation of employees is the active management-by-exception of transactional leadership. Fourthly, the sub-variables in the organizational effectiveness such as job satisfaction, organizational commitment and the turnover intention of hospital employees play mostly the partial mediation role between the customer orientation of employees and the leadership of a specialty hospital CEO. This means that the more the organizational effectiveness of specialty hospital employees improves, the more the customer orientation does. Thus, specialty hospital CEOs need to pay attention to the sub-variables in organizational effectiveness so as to improve the customer orientation of the employees. To explore further the nature of the effect of hospital leadership in the future, apart form the variables of the organization effectiveness used in this study to improve the customer orientation of employees through the leadership of the specialty hospital CEO, the research to identify other factors which have greater influence and explanatory power will be needed.

• 한국철도학회논문집
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• 제17권4호
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• pp.289-296
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• 2014

본 연구는 철도여행인솔자 288명을 대상으로 이들의 감정노동을 내면행동과 표면행동으로 구분하고, 감정노동이 고객지향성에 미치는 영향과 감정노동과 고객지향성 사이에서 조직지원인식의 조절효과를 실증분석 하였다. 분석결과를 요약하면, 우선, 철도 여행인솔자의 내면행동은 고객지향성에 유의한 정(+)의 영향을 미쳤으며, 표면행동은 유의한 부(-)의 영향을 미치는 것으로 나타났다. 둘째, 철도여행인솔자의 조직지원인식은 내면행동과 고객지향성과의 관계에서는 유의한 조절효과를 보이지 않았으나, 표면행동과 고객지향성과의 관계에서는 유의한 조절효과를 보이는 것으로 나타났다. 결론적으로 본 연구는 철도여행인솔자의 고객지향성을 높이기 위해서는 그들의 감정관리와 조직적 차원의 지원이 중요함을 시사하고 있다.

• 한국직업건강간호학회지
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• 제21권3호
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• pp.299-307
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• 2012

Purpose: This descriptive study attempted to identify the influence of internal marketing perception, empowerment, and job satisfaction on customer orientation of clinical nurses. Methods: The subjects were 411 nurses with over one year working experience in a university hospital, located in I-city. The data were collected from April 20 to 30, 2012. using a self-report questionnaire. The data were analyzed using hierarchical multiple regression with the SPSS/WIN 17.0 program. Results: There were significant differences in customer orientation depending on general characteristics(age, marital status, education, position, clinical experience, and department). Internal marketing perception, empowerment, and job satisfaction correlated with customer orientation. As the results of hierarchical multiple regression analysis for impact factors on nurses' customer orientation show, factors are the outpatient department in working places(${\beta}$=.10), education and training in internal marketing perception(${\beta}$=.12) and empowerment(${\beta}$=.44), which accounted for 31.1% of customer orientation. Conclusion: Therefore, nurse managers should identify the needs to perceive nurses as internal customers, and the internal marketing strategy should be performed to empower nurses. Also, it is needed to place nurses with high customer orientation at the outpatient department.

• 동서간호학연구지
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• 제24권1호
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• pp.20-27
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• 2018

Purpose: This study was conducted to investigate nursing professionalism, emotional labor (surface acting, deep acting), empathic concern, and customer orientation, and identify factors contributing to customer orientation among clinical nurses. Methods: The participants in this study were 151 clinical nurses at the three general hospitals. Data were collected using self-administered questionnaires. Data were analyzed using descriptive statistics, independent t-test, one-way ANOVA, Pearson correlation coefficient, and multiple regression. Results: The significant predictors of customer orientation among clinical nurses were empathic concern (${\beta}=.43$, p<.001), nursing professionalism (${\beta}=.29$, p<.001), nursing career (${\beta}=.16$, p=.007), and deep acting (${\beta}=.14$, p=.021). Theses variables explained 47.6% of the variance of customer orientation. Empathic concern was the most influential variable. Conclusion: The results suggest that it is crucial to improve deep acting, empathic concern and nursing professionalism for increasing clinical nurses' customer orientation. Management-level leaders in the hospitals should develop strategies of promoting nursing professionalism, deep acting and empathic concern to improve customer orientation.