• Asia Marketing Journal
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• 제15권3호
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• pp.141-157
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• 2013

Managing customers based on customer equity (CE) has emerged as the most effective way of doing business because of its ability to foster profitable customer relationship management (CRM) through appropriate marketing activities. Most research studies provide conceptual and empirical evidence of the positive link between CE and firm performance. However, regarding this possibility, it has been suggested by some researchers that this link may not hold true for other firms with different firmographic factors, such as firm growth rate, size, and resources. As previous research emphasizes that marketing managers should implement a strategy based on their unique business environment, our study addresses this issue by extending the framework to a different industry setting to investigate the impact of CE on firm performance. We develop a model for examining the relationship between the firm's estimated CE and firm performance by each time period using a distributed lagged model. Then, we investigate the effect of CE on the firm's profitability using a regression analysis. Finally, even though CRM is in increasing demand and firms are focusing on the customer as an asset, we conclude that there is a limited condition for this positive effect of CE. When the life cycle was divided by growth rate, CE was shown to have a distinctive effect on profit. In the case of a high-growth stage, the effect of CE on profit is positive because of its potential customer base, whereas the effect is not significant in a low-growth stage. That is, when the business environment is saturated and the firms are no longer competing in the market, CRM may not be effective. In other words, a long-term performance orientation may not be as effective as previously believed. This research contributes to the previous literature, providing a counterintuitive suggestion that firm managers should be cautious about implementing a CRM strategy and should allocate resources properly in terms of their resource capabilities and ability depending on their situation.

• 품질경영학회지
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• 제24권4호
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• pp.168-189
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• 1996

In order for the corporation to get a good image from the customers it should consider several variables, but especially important are corproate ethics and customer satisfaction through quality improvement. Standard multivariate data analysis can be applied to find out the importance of customer satisfaction and corporate ethics as influence factors in the corporate competitive strategy. When applying this Methodology, multivariate normal distributions density function and the identical covariance between groups assumptions have to be satisfied. By using the evaluation result from a small number of specialists in an attempt to decide on the strategical factors that will create a better company image than its competitor, if it chooses to use statistical discriminant analysis method, it would be difficult to satisfy the two assumptions mentioned above. This thesis introduces discriminant analysis method that uses LP/GP effectively which is applicable to this particular situation.

• 한국병원경영학회지
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• 제19권1호
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• pp.21-31
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• 2014

This study aimed to find marketing strategy through comparison of internet homepage between national-public hospitals and private hospitals in Korea. A total of 51 hospitals' data were used with frequency, chi-square, t-test, multi-regression, correlation analysis. They were verified by SPSS Ver. 15.0 program. According to the result of this research, national-public hospitals operated more contents of public interests such as social contribution, volunteer work than private hospitals. Otherwise private hospitals operated more contents of costumer interests such as customer counselling, statistical data and cafe of customer voices than national-public hospitals. Synthetically we find that private hospitals try to get closer to the consumer than national-public hospitals. Because feedback and interaction between hospitals and consumer are very important, we suggest that national-public hospitals and private hospitals mutually should operate internet homepage in accordance with consumer needs of medical market.

• 산업융합연구
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• 제3권1호
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• pp.55-77
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• 2005

Recently the environment which besieges distribution system is changing suddenly. With opening the distribution market together the advanced various nations new multinational discount stores are introduced and the competition from this market is growing in intensity. Like this change is raising the recognition of the enterprises against the strategy importance of the distribution channel. Consequently, from under competing which is deepened from the hazard where the discount point industry exists what, it will not be able to do the customer-oriented management which it sees. To lead a customer satisfaction finally and it is important to put out. As only low price standing sale it will not be able to create a competitive advantage and raising the quality also it is demanded with the diversification of product assortment together. It does a customer loyalty degree further firmly and compared to the long-range strategy is necessary.

• ETRI Journal
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• 제30권5호
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• pp.634-643
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• 2008

One of the ubiquitous technology fields that have received the most attention recently from technology communities worldwide is mobile radio frequency identification (RFID). Mobile handsets loaded with RFID readers enable the identification and retrieval of information on RFID tagged objects. In Korea, a variety of mobile RFID services are currently being piloted, and their commercial roll-out looks imminent. The goal of this study is to propose, ahead of the commercial launch of mobile RFID services, a customer satisfaction index (CSI) model for this service category and to then measure the CSI to derive practical implications for their providers and pointers related to the improvement of service. A web survey was conducted on Korean mobile phone subscribers who had participated in a mobile RFID pilot program. Using the results of this survey, we tested the CSI model and its hypotheses by employing a partial least-squares-based structural equation model analysis and calculated the index. We further conducted an importance-performance analysis in order to provide insights that may be useful for improving the quality of mobile RFID services.

• 한국멀티미디어학회논문지
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• 제21권6호
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• pp.685-697
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• 2018

(Most companies that perform BPR have not achieved satisfactory results or have not performed successful BPRs. There are many reasons for this, but the most important one has caused problems that do not accurately reflect the requirements of various stakeholders. In this paper, we will apply the BPR consulting methodology to a new value innovation requirements engineering process based on the Blue Ocean strategy, which is a way to create a new market without competition by customerizing potential customers by satisfying new customer expectations and needs. This paper uses a requirements engineering process that can generate customer value by applying the ERRC(Erasure Reduce Raise Create) analysis method, which is the core of the Blue Ocean Strategy Framework[1,2]. We will also apply the Six Sigma DFSS (Design For Six Sigma) methodology to improve quality and process through quantitative and systematic analysis. The proposed approach was presented to the BPR consulting to present a practical case, and the results of the empirical analysis of the system user to validate the results of BPR consulting.

• 유통과학연구
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• 제20권12호
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• pp.59-69
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• 2022

Purpose: The purpose of this research is to identify and design a model for the integration between marketing and supply chain management (SCM) of technopreneurship-based souvenirs MSMEs to fulfil customer value creation. Research design, data and methodology: This research method uses the system development life cycle method. This study draws its insights and conclusions from a literature review in several fields followed by an interactive research approach that helps identify, validate, and implement a theoretical framework so that the modelling results can be adopted in applicative manner for souvenir MSMEs. Result: Implementing the "G-ASPOO-L" supply chain management integration model based on technopreneruship to fulfil value creation in the 5.0 society era created three perspectives: an inter-functional perspective, a process perspective, and an integrated business concept perspective. The supply chain management involves enterprise integration, strategic customer integration, strategic supplier integration, and marketing strategy integration. Conclusion: The proposed model framework leads to managerial problems of supply chain management strategy, which urgently requires an interaction approach that challenges the traditional view of demand creation and implementation of supply chain management to fulfil value creation. This research leverages existing knowledge and advances our understanding of the strategic integration issues companies face in digital-based competition.

• 산업경영시스템학회지
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• 제45권2호
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• pp.56-64
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• 2022

Many studies have suggested that e-commerce value creation potential depends on four interdependent factors Lock-In, Complementarity, Efficiency, and Novelty. In order to survive in the recent fierce competition, companies have also secured e-Trust that strengthens long-term business relationships by reducing consumer uncertainty. This study, while analyzing the value creation factors (Lock-in, Complementarity, Efficiency, Novelty, e-Trust) of recent e-commerce (online shopping mall) companies from the point of view of purchase intention, customer value (Functional value, Emotional value, Social value) We present an academic proposition that can also examine the mediating effect of value). First, through previous studies on value-based strategy and value creation in e-commerce, various discussions on the theoretical background necessary for effective value-based strategy establishment and strategy execution of e-commerce (online shopping mall) companies were reviewed. Second, it provides academic discussion and practical implications by presenting academic propositions on the value creation factors of e-commerce (online shopping mall) companies, purchase intentions, and customer value, and confirming the basis through empirical analysis.

• 경영과학
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• 제21권3호
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• pp.55-69
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• 2004

This study analyzes customer buying-behavior patterns in a department store as time goes on, and predicts moving patterns of its customers. Through them, it suggests in this paper short-term and long-term marketing promotion strategies. RFM techniques are utilized for customer segmentation. Customers are clustered by using the Kohonen's Self Organizing Map as a method of data mining techniques. Then C5.0, a decision tree analysis technique, is used to predict moving patterns of customers. Using real world data, this study evaluates the prediction accuracy of predictive models.

• 경영과학
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• 제19권2호
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• pp.205-220
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• 2002

As the business structure of many industries changes under IT progress and internet economy, the customer information has emerged a key factor in setting up the management policy. The customer has come to replace the product as a central figure in business competition. The domestic life insurance market has also experienced the rapid structural changes in IT time. The competition in the insurance industry to maintain the existing membership and to attract the new members gets stronger under such a new business circumstance. Accordingly, it is necessary for an individual insurance company to develop a systematic marketing plan, based on the customer information, to be competitive in the market. Unlike other studies in which customer characteristics are neglected, this study attempts to utilize the customer information by applying the data mining technique, and then suggests an efficient marketing strategy that could prevail in the competitive business environment.