• 제목/요약/키워드: Customer strategy

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종사원의 적응판매가 고객만족과 충성도에 미치는 영향 - 특급호텔 레스토랑을 중심으로 - (A Study on the Impact of Adaptive Selling Strategies on Customer Satisfaction and Customer Loyalty: Focused on the Restaurants of Deluxe Hotels in Seoul)

  • 송흥규
    • 한국조리학회지
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    • 제18권4호
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    • pp.1-14
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    • 2012
  • 본 연구는 특급호텔 레스토랑을 이용하는 고객을 대상으로 종사원의 적응판매가 영업성과에 미치는 관계를 조사하기 위해 성과지표를 고객만족과 고객충성도에 미치는 관계로 설정하여 수행하였다. 분석결과, 적응판매는 선행연구의 측정항목을 주요 변수로 채택하고 일부를 보완했는데도 불구하고 2개의 요인으로 구분되었고, 각각 설득제안기술, 친절신속기술로 명명하였다. 레스토랑에서의 적응판매는 설득제안기술이 고객만족에 유의한 영향관계에 있는 것으로 나타났다. 그리고 적응판매가 고객충성도에 미치는 관계에서는 친절신속기술만이 미미한 영향관계를 나타냈다. 결론적으로 설득제안기술의 적응판매가 고객만족도에 영향에는 직접적인 영향을 미칠 수 있으나 고객충성도에는 직접적인 관계에 있지는 않다고 판단된다. 마지막으로 적응판매에 의한 고객만족이 고객충성도에 미치는 관계는 선행연구와 같이 매우 유의한 것으로 조사되었다. 따라서 특급호텔 레스토랑의 환경에서 적응판매의 설득제안기술에 의한 고객만족은 단기적인 면에서 고객만족에 매우 유효한 변수이며, 장기적으로 고객만족은 고객충성도에 유의한 변수로 작용하고 있음을 입증하였다. 본 연구의 의의는 레스토랑에서의 적응판매의 설득제안기술이 영업성과의 지표인 고객만족에 중요한 실천사항임을 확인하였다는 것이고 장기적으로 고객만족이 고객충성도에 결과변수로 재확인하였다는 것이다.

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SaaS 기업의 차별화 및 가격전략이 고객획득성과에 미치는 영향: SaaS 기술성숙도 수준의 매개효과 및 조절효과를 중심으로 (Effects of firm strategies on customer acquisition of Software as a Service (SaaS) providers: A mediating and moderating role of SaaS technology maturity)

  • 채성욱;박승범
    • 지능정보연구
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    • 제20권3호
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    • pp.151-171
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    • 2014
  • SaaS는 사용자가 필요한 소프트웨어를 인터넷을 통해 원격으로 서비스 받을 수 있도록 하는 모델로 소프트웨어 시장에서 차지하는 비중이 커짐과 동시에 관련 분야의 비즈니스 요구사항의 증가에 따라 지속적인 성장이 기대되는 분야이다. 이에 본 연구는 SaaS 공급업체들을 대상으로 기업에서 추구하는 차별화 전략 및 낮은 가격전략과 고객획득성과와의 관계를 살펴보고 더 나아가 이들 간의 관계에서 SaaS 기술성숙도 수준의 매개효과와 조절효과를 알아보고자 하였다. 이를 위해 SaaS 제공업체 및 국내 CNK(commerce net Korea) 데이터베이스에 등록된 업체의 어플리케이션을 대상으로, 175개 기업 총 199개 SaaS 전략사업단위의 설문결과를 분석에 활용하였다. SaaS 기술성숙도가 차별화전략 및 낮은가격전략과 고객획득성과와의 관계를 매개하는지 검증하기 위해 Baron and Kenny (1986)가 제안한 절차에 따라 회귀분석을 실시하였고, SaaS 기술성숙도의 조절효과를 살펴보기 위해 위계적 회귀분석(hierarchical regression analysis) 방법을 적용한 상호작용효과를 검증하였다. 분석결과, 첫째, SaaS 제공업체가 추구하는 차별화 전략(업종특화, 파트너활용, 전담인력수) 및 낮은 가격전략(월이용료, 초기설치비)과 같은 기업전략은 고객획득에 긍정적인 영향을 미치는 것으로 나타났다. 또한, SaaS 공급업체의 기술성숙도 수준(어플리케이션 서비스 제공, 웹 기본 어플리케이션, 웹 서비스 어플리케이션)과 고객 획득성과 간에 유의미한 긍정적인 관계가 있는 것으로 확인되었다. 마지막으로, SaaS 기술성숙도 수준의 기업전략과 고객획득성과와의 관계에 대한 조절효과는 주로 차별화 전략에 대해 나타난 반면, 매개효과는 주로 낮은 가격전략에 대해 나타남을 확인하였다.

백화점의 통합적 마케팅커뮤니케이션을 위한 VMD전략 계획에 관한 연구-VMD구성요소 분석을 중심으로- (A Study on VMD Strategy Plan for Integrated Marketing Communication in Department Store -An Analysis of VMD Organization Elements-)

  • 김연아
    • 한국실내디자인학회논문집
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    • 제17호
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    • pp.12-21
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    • 1998
  • Due to rise in a more sophisticated consumer and free distribution of foreign goods domestic department stores have been confronted with the need to change marketing strategy. The VMD strategy has become increasingly important as the means in reaching the contemporary consumer who has been sensitized to a visual style of marketing strategy. The use of VMD organizational elements have enabled us to create basic planning data that more accurately reflect our current marketplace trends,. The positive influence and supporting role of visual merchandiser is needed more than ever and will be an important part of future profit and customer satisfaction regardless of whether the customer is driven from image buying values and product-quality issues.

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Re-examining Network Market Strategies from the Perspective of the Local Network: Market Competition between Incompatible Technologies

  • Choi, Han-Nool;Lee, Byung-Tae
    • 한국경영과학회:학술대회논문집
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    • 한국경영과학회 2005년도 추계학술대회 및 정기총회
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    • pp.189-206
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    • 2005
  • Much of work on network externality assumed network effects are dependent on the network size. Therefore, very little consideration is given to the view that marginal benefits from joining the network may not increase with the network size if consumer benefits come from the direct interaction with neighbors, namely local network. In this study, we used the agent-based simulation method to reexamine the effectiveness of the traditional network market strategy under the presence of the local network where two incompatible technologies compete. We found that the strategy of growing an initial customer base is not effective under the presence of the local network. Our study also showed that targeting customers based on their technology Preference is not as effective as targeting customers within the same local network. As a result, the focus of a network market strategy should be directed to taking advantage of the customer network.

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광대역 무선인터넷의 고객수용 의향분석 및 서비스 제공전략

  • 지경용;김문구;임상민
    • 한국기술혁신학회:학술대회논문집
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    • 한국기술혁신학회 2003년도 추계학술대회
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    • pp.55-65
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    • 2003
  • Since 1990s, despite the emergence of innovative telecommunication services in accordance with technological changes, only few services have attained satisfactory number of subscribers, and create revenues. As with other products or services, the possibility for the success of new telecommunication services is low, thus a systematic business strategy by businesses is required to achieve market success with broadband wireless Internet. For the current broadband wireless Internet to successfully enter the early market with an early growth, a customer oriented market strategy and service provisioning strategy is inevitable. In this study based on the market survey of individuals and business customers, the customer demand and related needs of broadband wireless Internet have been analyzed in depth. Then with the analysis and establishment of the killer applications and market segmentation, market development strategy is proposed.

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Customer Selection in CRM implementation: Firms′strategies in the competitive market with network externality

  • Kim Eun-Jin;Lee Byeong-Tae
    • 한국경영과학회:학술대회논문집
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    • 한국경영과학회 2003년도 추계학술대회 및 정기총회
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    • pp.183-186
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    • 2003
  • Customer profitability recognition is easier with CRM enabling technologies and the strategy of firing unprofitable customers prevails in the market. However, in the digital and Internet age, network externality is becoming more important. Therefore, the concern over firing unprofitable customers has increased. Our research is intended to develop strategic guidance for customer selection when firms implement CRM in the market with network externality.

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한.중 고객의 서비스 점포에 관한 만족과 충성도에 관한 실증적 연구 (A Empirical Study on the Satisfaction and Loyalty on the Service Store of Korean and Chinese Customer)

  • 박상선;진재성
    • 통상정보연구
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    • 제10권2호
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    • pp.433-453
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    • 2008
  • Customer satisfaction and loyalty are becoming an increasing salient topic in many firms and in academic research. This study places significance in establishing corporate marketing strategy via analyzing and understanding purchasing by Korean and Chinese customer, especially those for service store, who serve as the core in marketing activities. To objectives of this study are to investigate which antecedent variables have significant effects on consumer perceived satisfaction or loyalty and to examine whether these factors have differences between Korean and Chinese customer. To test the hypotheses, such antecedent variables as the product quality, service quality, store reputation, store image. All variables are significant factors in both Korean and Chinese customer. Under the current increasingly rapid competitive market, product/service quality, store reputation/image can provide customer satisfaction and loyalty, can generate continual customer expansion of current customer through the reuse intention and can contribute to the expansion of new customers.

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Reviews on Customer Knowledge Management Researches

  • Lu, Qi-Cheng;Feng, Wei
    • 한국산업정보학회:학술대회논문집
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    • 한국산업정보학회 2007년도 춘계학술대회
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    • pp.202-208
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    • 2007
  • As one of the key strategic resources, the customer knowledge not only improves the performance of customer relationship management, but fosters the sustained competitive advantages as it creates values for customers with customer knowledge management. On the basis of the general introduction of research on customer knowledge management, this paper develops the research on customer knowledge management from the perspective of strategic management, and discusses further relevant studies concerning concepts of customer knowledge and customer knowledge management, studying perspectives, key questions as well as development directions for research, and so on.

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이동통신서비스에서 전환장벽이 고객유지에 미치는 조절효과에 관한 실증연구 (An Empirical Study on the Adjustment Effect of Switching Barriers on Customer Retention in Mobile Telecommunication Services)

  • 김문구;박명철;정동헌;박종현
    • Asia pacific journal of information systems
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    • 제13권3호
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    • pp.107-130
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    • 2003
  • This paper aims to investigate the adjustment effect of switching barriers on customer retention in mobile telecommunication services. The detailed factors regarding switching barriers are classified based on the related literatures. Furthermore, the hierarchical regression analysis is used to analyze the extent to which the factors affect customer retention. The main contribution of this paper is to focus on switching barriers and theirs relationships with customer retention rather than customer satisfaction on early studies. The results are as follows: First, among the factors of switching barriers, switching costs, such as continuity cost and contractual cost, interpersonal relationship, and attractiveness of alternatives are key factors in determining customer retention. Second, continuity cost and interpersonal relationship have an adjustment effect between customer satisfaction and customer retention. The findings can help the mobile operators establish a customer-oriented strategy by identifying a few key factors strengthening the linkage with customers.

기업의 사회적 책임활동을 통한 기업이미지 및 고객가치 향상이 고객충성도에 미치는 영향 (Affecting Customer Loyalty by Improving Corporate Image and Customer Value through Corporate Social Responsibility Activities)

  • 김종호;황희중;송인암
    • 유통과학연구
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    • 제12권8호
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    • pp.31-42
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    • 2014
  • Purpose - Recently, a variety of activities for practicing the continuing management of domestic and foreign companies have been conducted and further, corporate social responsibility for maximizing the value of stakeholders such as customers, cooperative companies, and the local community emerges as a key business strategy. Accordingly, the issue of whether corporate image and customer value through corporate social responsibility activities positively affect customer loyalty and customer attitude is investigated in this study. Research design, data, and methodology - Corporate social responsibility activities are classified into legal and moral activities, environmental protection activities, economic activities, and community service activities; further, customer values are classified into emotional value, functional value, and social value, to determine the parameters. In addition, the strategic approach direction of social responsibility activities is justified as a strategy for effectively achieving the expected results that corporations seek by proving the effect of these parameters on customer loyalty. Results - The study results can be summarized as follows. First, legal and moral activities, environmental protection activities, economic activities, and community service activities are four types of CSR activities affecting meaningful improvements in corporate image. Second, legal and moral activities affect factors that meaningfully improve customer value, including factors such as emotional value, functional value, and social value, while environmental protection activities affect improvements in the factor of social value only. Third, corporate image affects meaningful improvements in customer value. Fourth, corporate image affects improvements in customer loyalty positively. Fifth, the three factors of customer value, that is, emotional value, functional value, and social value affect meaningful improvements in customer loyalty. Sixth, customer value acts to partly mediate the effect of companies' CSR activities on customer loyalty. As shown in the study results above, it was verified that CSR activities affect meaningful improvements in corporate image and customer value and, in turn, corporate image and customer value affect meaningful improvements in customer loyalty. In addition, it was verified that customer value acts to partly mediate the effects of companies' CSR activities on customer value. Conclusions - Accordingly, the results of this study suggests as follows. First, it was clearly verified that customers' recognition of CSR efforts has a positive effect on corporate image, customer value, and loyalty because CSR activities improve the relationships between customers and corporations by providing customers with value. Second, it was suggested that corporations implement social contribution activities strategically according to the theory that the higher the rate of CSR activities, the better the corporate image and repurchase intention would be, which is a theory verified through practical analysis. Corporations should do this by constructing positive relationships from the value perceived by customers. To summarize the study results in a brief manner, it is suggested by the results of the study that a corporation should conduct CSR more actively to make customers recognize the positive image of their products and services.