• Journal of Distribution Research
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• v.11 no.2
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• pp.29-57
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• 2006

While a number of studies have recognized the importance of environment of channel systems and consequences of changed environment, only limited studies have dealt with this issue theoretically and practically. The purpose of this study is to empirically validate whether one dimension of environment, called dynamism, has an influence on the relationship characteristics such as transaction specific investment opportunism and conflict or not: further, it is designed to delve into whether these relationship characteristics have any influence on one crucial relationship quality, 'trust' and its two constituent dimensions - credibility and benevolence. In order to provide empirical validation, a survey was conducted to 163 sales office managers at a major newspaper publisher in Korea. An analysis of the data retrieved from this survey indicated that while environmental dynamism has a positive influence on the publisher's opportunism and conflict perceived by the sales office managers, it did not show a direct influence on the transaction specific investment made by the publisher. Furthermore, while publisher's transaction specific investment had a positive influence on the credibility and the benevolence respectively, publisher's opportunism and level of sales office conflict had a negative influence on the credibility and the benevolence respectively. Currently, a publisher is facing an unprecedentedly dynamic environment. This study should provide ample implications for the publisher in establishing trust, which is a crucial condition in developing and maintaining a long-term successful relationship with its sales offices.

• Journal of Korean Society of Rural Planning
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• v.19 no.3
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• pp.13-24
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• 2013

With the increase of visitors to rural tourism villages, the direct selling at sites is getting vitalized. Accordingly, their display stores is getting more important. Therefore, this study has selected 30 domestic rural tourism villages as study objects for the attitude survey of 200 farming suppliers and the site examination for the designs of those display stores in order to analyze their status and classify the types of necessity. Such operation status as sale item, sale method, method of supply and demand, major customer, sales scale, manager, opening hour, and operation cost were examined, to identity and for design factors the pattern, material quality and color were investigated. For the attitude of farming suppliers, the tactics of sales, the reason for being positive or negative, the functionality and the features of display stores were examined through brainstorming. IBM SPSS Statistics 20 Program was employed for Frequency, which indicated that village chiefs and store managers with the sales scale of 1 to 20 million won are dealing with female customers in their 40's and 50's and that those stores are open at the time of experience or year round without any operation expense. Permanent type and Fixed type were found to be the design factors of the display-case type with the material and the color of wood and orange respectively. The result of investigation analysis of farming suppliers' attitude showed the followings: the need of display stores is quite high, structure type and permanent type have high fitness and from the viewpoint of display-on-table type as a standard moving type was very convenient. The analysis of significant items at the characteristics of those display stores revealed that their locations, quality conservation, sanitation, users' convenience, designs and promotion are very important. The result of status analysis revealed that though there is a correlation among the types of display stores depending on the visiting season of tourists their installing is not desirable. Three types have been analyzed: Type 1 is a structure type only in the villages with continuous visitors, Type 2 a moving-table type only in the villages with temporary visitors and Type 3 is a fixed display-case type.

• Proceedings of the Korean DIstribution Association Conference
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• 2005.05a
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• pp.165-191
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• 2005

While a number of studies have recognized the importance of environment of channel systems and consequences of changed environment, only limited studies have dealt with this issue theoretically and practically. The purpose of this study is to empirically validate whether one dimension of environment, called dynamism, has an influence on the relationship characteristics such as transaction specific investment, opportunism and conflict or not; further, it is designed to delve into whether these relationship characteristics have any influence on one crucial relationship quality, 'trust' and its two constituent dimensions - credibility and benevolence. In order to provide empirical validation, a survey was conducted to 163 sales office managers at a major newspaper publisher in Korea. An analysis of the data retrieved from this survey indicated that while environmental dynamism has a positive influence on the publisher's opportunism and conflict perceived by the sales office managers, it did not show a direct influence on the transaction specific investment made by the publisher. Furthermore, while publisher's transaction specific investment had a positive influence on the credibility and the benevolence respectively, publisher's opportunism and level of sales office conflict had a negative influence on the credibility and the benevolence respectively. Currently, a publisher is facing an unprecedentedly dynamic environment. This study should provide ample implications for the publisher in establishing trust, which is a crucial condition in developing and maintaining a long-term successful relationship with its sales offices.

• Journal of Distribution Research
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• v.10 no.4
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• pp.1-22
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• 2005

The major objectives of this study are twofold. The first is to discover which in-store tactics influence store performance when a retailer implements category management in variety enhancer and fill-ins categories. The second is to analyze how and why specific in-store tactics achieve better or worse performance than other in-store tactics across categories. The data were collected using scanner data and direct observations in 'A' discount store which is one of the representative discount stores in Korea. The in-store tactics were measured by product assortment, temporary price discount, price and non-price promotion, and shelving. The store performance was measured by sales and gross margin return on inventory investmant(GMROI). Empirical results analyzed by multiple regression were as follows: In variety enhancer category, the significant factors affecting sales were product assortment, temporary price discount, price promotion, and shelving. Non-price promotion also influenced GMROI positively but product assortment impacted on GMROI negatively. In fill-ins category, the significant factors affecting sales and GMROI were product assortment and shelving. However, the other factors such as temporary price discount, price promotion, and non-price promotion had no significant influence on both sales and GMROI. This paper presents a number of theoretical and managerial implications of the empirical results and concludes by addressing limitations and future research directions.

• Journal of Digital Convergence
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• v.15 no.12
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• pp.273-282
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• 2017

The purpose of this study is to investigate the changes in the recovery of equipment using full containers loaded with freight instead of direct container transportation according to the sales policy considering the cost of transporting the containers. The EMU operation case was analyzed. The policies implemented by Company A to provide EMU credits depended only on the relative accountability contribution margin per box (RA CMPB) for the profitability of backhaul full freight. Therefore, these policies resulted in limitations in sales based on profitable accountability (PA) CMPB, which is more profitable. Moreover, while some Asian regions have surplus equipment, many Asian destinations to which their freight is exported have equipment shortages. Thus, in some cases, service sales to the regions with surplus equipment generated greater company-wide profits when compared with the return of empty containers or sales to the regions with insufficient equipment. In other words, the conditions for providing EMU credits should be changed, and even the full freight between regions with surplus equipment should be provided with credit amounts in which potential factory and transport costs in a destination are pre-reflected.

• Journal of the Korean Society of Clothing and Textiles
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• v.40 no.4
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• pp.763-774
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• 2016

Companies have recently become interested in the importance of long-term relationships with customers because business-based marketing ideas of the past have evolved into long-term relationship-based marketing. Establishing a relationship with customers to a company is not a simple method to form a market of consumers and provider; it is now understood as an important factor directly connected to the survival of a company. This study is to help Korean fashion brands in China build an efficient strategy for sales promotion and loyal customers through the analysis of the effect of familiarity with Korean fashion brands on satisfaction and brand loyalty in a rapidly growing Chinese fashion market. An online questionnaire covering Korean fashion brands in China was completed by 377 Chinese male and female customers aged 20 to 39 years old from March 20 to March 27, 2014. Data analysis was performed by factor analysis and path analysis using SPSS 20.0 and AMOS. Both direct experiences and indirect experiences influenced brand familiarity. It showed that brand familiarity had a significant direct effect and an indirect effect through satisfaction on brand loyalty. A competitive advantage in the present Chinese fashion market requires that loyalty builds and that brand loyalty increases by creating a long-term relationship with customers when familiarity about the brand is induced.

• The Journal of Information Systems
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• v.22 no.1
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• pp.181-200
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• 2013

Electronic channel of automobile insurance has emerged as an attractive way of lowering costs and saving time to do the transaction for customers. Electronic channel refers to using web sites to find useful information on insurance products, buy automobile insurance, and ask for services related to the insurance. This study suggests a modified model of the UTAUT and examines the factors influencing intention to use electronic channel in the transaction of automobile insurance. Based on 203 responses from potential automobile insurance buyers, the results showed that performance expectancy, effort expectancy, social influence, service expectancy, and security risk are significantly related to intention to use electronic channel. The results also showed that age as a moderator influences the effects of performance expectancy and effort expectancy on intention to use electronic channel. The study results would improve the understanding of the factors to which managers of insurance companies should pay attention in order to increase their sales through electronic channel.

• Proceedings of the Society of Korea Industrial and System Engineering Conference
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• 2002.05a
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• pp.151-161
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• 2002

This paper presents the business model and system functionalities of a B2B e-marketplace solution that not only can overcome some problems of the public e- marketplace, but also can be applicable to both public and private types of e-marketplaces. This solution is different from the most of the public e-marketplace solutions that their main sources of revenue are transaction commissions or transaction fees through the third-party intermediation. Instead, this solution provides an ASP (Application Service Provider) functionality for direct, dis-intermediated purchasing and sales-related transactions between suppliers and buyers. With this functionality, suppliers and buyers electronically commerce with each other without the disclosure of their transactions as well as transaction commissions.

• IE interfaces
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• v.21 no.3
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• pp.333-342
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• 2008

Warehouses form an important link in a supply chain network. Among a variety of activities in warehouses, order picking is the process of retrieving a number of items out of storage to meet customer orders. Today, as the transactions through direct sales are wide spread, warehouses often receive a large amount of small orders to be handled within tight time windows, which makes fast and efficient order picking more important than ever. This paper examines a new order picking method where the concept of bucket brigade (BB) is applied. Bucket brigade is a way of dynamically coordinating workers who progressively perform a set of operations along a flow line. In bucket brigades, a worker is not assigned his jobs in a static way. Each worker takes a job from his predecessor when he is free. We identify some considerations when bucket brigades are applied to order picking activities. A new BB picking protocol is presented to improve existing BB picking protocols. Through simulation experiments, the performance of BB order picking is evaluated under various logistics environments.

• Fashion & Textile Research Journal
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• v.13 no.4
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• pp.531-537
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• 2011

Employees of sales departments of apparel makers play an important role in the success of a fashion-related business because they provide service through the direct contact with customers. This research tests several hypothesized relationships between its determinants, such as job satisfaction and customer orientation, along with service delivery level. The subjects in this study were salespeople who worked at fashion stores in Yeosu and Sunchon. To measure the hypotheses, 200 questionnaires were handed out and 185 were collected. 163 questionnaires were used for the analysis, as 22 were found to be invalid. Frequency analysis, factor analysis, reliability analysis, and multiple regression techniques were used after coding and cleaning the data with the software SPSS 18.0. The result of this study are as follow. First, job satisfaction have a positive influence on employee's customer orientation. Second, job satisfaction have an effect on procedural and hospitable service delivery level. Third, it was found that the customer orientation have a significant impact on their procedural and hospitable service delivery level.