• Journal of Distribution Science
• /
• v.15 no.1
• /
• pp.105-114
• /
• 2017

Purpose - Recently, domestic pharmaceutical market is growing steadily, but top-tier companies are concentrating on sales growth. In this market, SMEs, which account for more than 80% of the entire market, suffer from the problem of lower margins and increasing inventory costs. According to the government's policy changes related to pharmaceuticals, it is pointed out that the management of existing customers and the control of salespeople are important issues for pharmaceutical companies. This study investigates the effect of the control system on the salesperson in domestic pharmaceutical distribution channel on customer-oriented selling behaviors and sales performance. Research design, data, and methodology - To verify the proposed research model and test hypotheses, the authors selected 244 MR(medical representatives)'s responses which have currently relationship with doctors or pharmacists. This study carefully investigated the reliability, content validity, convergent validity, and discriminant validity of the proposed model. Results - The authors find out the following results: capacity control, activity control, and self control have positive effects on customer-oriented selling behaviors and customer-oriented selling behaviors have a positive effect on sales performance. In addition, we present alternative model to check the direct effect between the control systems and the sales performance, but control system factors except self control have no direct influence. Conclusions - First of all, competency control and activity control increases the customer-oriented selling behavior of the salesperson. This means that the salesperson's sales skill, negotiation skill, customer access skill, presentation ability, monitoring, direction and evaluation are important and it is also important to control activities to check the number of visits to customers, report preparation, and customer service etiquette. Second, the fact that self-control of salesperson affects the customer-oriented selling behavior suggests that self-control is not controlled by external factors but rather establishes short/long-term goals. Therefore, it is important for sales organization to create an environment in which members can induce persistent incentives for self-control. Finally, output control did not affect customer-oriented sales behavior, which is less likely to form confidence or motivation to MRs when output control is perceived as a means of monitoring, supervising, or controlling rather than providing information to salespeople.

• Journal of Digital Convergence
• /
• v.17 no.7
• /
• pp.59-71
• /
• 2019

The distribution logistics center has its own inventory, so designing an efficient storage area is very important. The purpose of this study is to present the optimal storage area calculation method for distribution logistics center considering the use of standard pallet unit load, and the results of this study are as follows. First, standard rack modules for storing T-11 and T-12 type pallet, which is generally used in Korea, were defined. Second, a variety of pallet transport equipments were investigated and analyzed to define the standard transport equipment's work passageway by type. Finally, it has great implications in terms of suggesting measures to minimize unused space that may occur during placement of pallet rack modules within storage space, as well as the easy and optimal calculation of the storage area for the distribution logistics center. Future research require a study on the layout of the entire distribution logistics center, which reflects the latest logistics technologies, such as standard rack modules for Mini-Load and GTP picking system.

• Convergence Security Journal
• /
• v.8 no.4
• /
• pp.73-80
• /
• 2008

In this paper, we developed a WMS (Warehouse Management System) Simulator. There is no Simulator that supports optimized design for Warehouse, consider goods which storage in warehouse and using RFID and USN based on cable wireless network. Also, there is no tool for monitoring which decides delivery time with information about temperature, humidity and illumination, after goods are stocked into warehouse. In this paper, WMS Simulator Implements function of drawing a blueprint. The Simulator that can analyze moving information of Palette with RFID tags and the change about temperature, humidity and illumination is developed in this paper. Inventory accuracy, space equipment practical use, and decreasing of picking time, faulty storage and product loss by product processing ability elevation are expected by designing the way of operating of warehouse for most suitable use of system in physical distribution through these treatise.

• Research in Community and Public Health Nursing
• /
• v.13 no.3
• /
• pp.556-565
• /
• 2002

Due to the fact that nurses may deal with diverse populations in the work place, it is very important for then to maintain appropriate interpersonal relationships with clients. Nurses should maintain diverse types of relationships appropriately with patients with special needs and their families during crisis, other nursing colleagues and staff on the same team, clients in the school or work place as well as the community. In particular, a hospital is a society with a system and hierarchy, and the importance of interpersonal relationships is much more emphasized. In interpersonal relationships, it is very important for a person to communicate with others in an accurate manner, and when the communication is not achieved appropriately, the person may have troubles and experience distress and conflicts because of the inaccurate communication of thoughts. According to the findings of previous studies, nurses actually experience much distress in the work place because of the miscommunication that they have with others. The purpose of this study was to observe a correlation between Myers-Briggs Type Indicator and assertiveness behavior, and to exam the effects of assertiveness training on the assertiveness behavior and conflict management mode. The subjects of this study included 20 persons in the experimental group and 20 persons the in control group. Myers-Briggs Type Indicator was applied before the study. The assertiveness training group received six, 120 minutes sessions over a 3 week period. Pre-test on assertiveness behavior, Communication Conflict Inventory-General, Role Conflict Inventory- General, Conflict Management Mode was achieved for all the subjects prior to the training. Post-test was administered to all the subjects one week following the last session. The data were analyzed using SPSS PC program to obtain findings on mean. standard distribution, t-test, and Pearson correlation. The results are as follows: (1) Myers-Briggs Type Indicator Introvert/Extrovert was correlated to assertive behavior and avoid- response type conflict management mode. (2) The assertiveness training was correlated to assertiveness behavior, communication conflict degree, and avoid- response type conflict management mode. (3) The post-test scores between the training group and the control group were significantly different in assertiveness behavior and avoid-response type conflict management mode. It is suggested that more studies need to be done to differentiate the effects of Myers-Briggs Type Indicator and assertiveness training on assertiveness behavior and avoid-response type conflict management mode.

• Journal of the Korea society of information convergence
• /
• v.1 no.1
• /
• pp.9-16
• /
• 2008

This research analyzes the weaknesses of domestic spectacle industry and applies RFID, which is a wireless-based automated sensering technology, as an alternative scheme. As a first step to explain RFID and apply it to spectacle industry, it presents the middleware that will process compiled information, sensering items along with suitable tags for them, and through inventory controlling and GPS service, it's goal is to achieve an embodiment of integrated system for spectacle industry by maximizing work efficiency.

• Journal of Intelligence and Information Systems
• /
• v.16 no.4
• /
• pp.131-145
• /
• 2010

The framework for making a coordinated decision for large-scale facilities has become an important issue in supply chain(SC) management research. The competitive business environment requires companies to continuously search for the ways to achieve high efficiency and lower operational costs. In the areas of production/distribution planning, many researchers and practitioners have developedand evaluated the deterministic models to coordinate important and interrelated logistic decisions such as capacity management, inventory allocation, and vehicle routing. They initially have investigated the various process of SC separately and later become more interested in such problems encompassing the whole SC system. The accurate quotation of ATP(Available-To-Promise) plays a very important role in enhancing customer satisfaction and fill rate maximization. The complexity for intelligent manufacturing system, which includes all the linkages among procurement, production, and distribution, makes the accurate quotation of ATP be a quite difficult job. In addition to, many researchers assumed ATP model with integer time. However, in industry practices, integer times are very rare and the model developed using integer times is therefore approximating the real system. Various alternative models for an ATP system with time lags have been developed and evaluated. In most cases, these models have assumed that the time lags are integer multiples of a unit time grid. However, integer time lags are very rare in practices, and therefore models developed using integer time lags only approximate real systems. The differences occurring by this approximation frequently result in significant accuracy degradations. To introduce the ATP model with time lags, we first introduce the dynamic production function. Hackman and Leachman's dynamic production function in initiated research directly related to the topic of this paper. They propose a modeling framework for a system with non-integer time lags and show how to apply the framework to a variety of systems including continues time series, manufacturing resource planning and critical path method. Their formulation requires no additional variables or constraints and is capable of representing real world systems more accurately. Previously, to cope with non-integer time lags, they usually model a concerned system either by rounding lags to the nearest integers or by subdividing the time grid to make the lags become integer multiples of the grid. But each approach has a critical weakness: the first approach underestimates, potentially leading to infeasibilities or overestimates lead times, potentially resulting in excessive work-inprocesses. The second approach drastically inflates the problem size. We consider an optimized ATP system with non-integer time lag in supply chain management. We focus on a worldwide headquarter, distribution centers, and manufacturing facilities are globally networked. We develop a mixed integer programming(MIP) model for ATP process, which has the definition of required data flow. The illustrative ATP module shows the proposed system is largely affected inSCM. The system we are concerned is composed of a multiple production facility with multiple products, multiple distribution centers and multiple customers. For the system, we consider an ATP scheduling and capacity allocationproblem. In this study, we proposed the model for the ATP system in SCM using the dynamic production function considering the non-integer time lags. The model is developed under the framework suitable for the non-integer lags and, therefore, is more accurate than the models we usually encounter. We developed intelligent ATP System for this model using genetic algorithm. We focus on a capacitated production planning and capacity allocation problem, develop a mixed integer programming model, and propose an efficient heuristic procedure using an evolutionary system to solve it efficiently. This method makes it possible for the population to reach the approximate solution easily. Moreover, we designed and utilized a representation scheme that allows the proposed models to represent real variables. The proposed regeneration procedures, which evaluate each infeasible chromosome, makes the solutions converge to the optimum quickly.

• Journal of Distribution Science
• /
• v.9 no.3
• /
• pp.83-94
• /
• 2011

Most domestic companies, with the exclusion of major firms, are reluctant to implement a supply chain management (SCM) network into their operations. Most small- and medium-sized enterprises are not even aware of SCM. Due to the inherent total-systems efficiency of SCM, it coordinates domestic manufacturers, subcontractors, distributors, and physical distributors and cuts down on cost of inventory control, as well as demand management. Furthermore, a lack of SCM causes a decrease in competitiveness for domestic companies. The reason lies in the fundamentality of SCM, which is the characteristic of information sharing, process innovation throughout SCM, and the vast range of problems the SCM management tool is able to address. This study suggests the contemplation and reformation of the current SCM situation by analyzing the SCM strategic plan, discourses and logical discussions on the topic, and a successful case for adapting SCM; hence, the study plans to productively "process" SCM. First, it is necessary to contemplate the theoretical background of SCM before discussing how to successfully process SCM. I will describe the concept and background of SCM in Chapter 2, with a definition of SCM, types of SCM promotional activities, fields of SCM, necessity of applying SCM, and the effects of SCM. All of the defects in currently processing SCM will be introduced in Chapter 3. Discussion items include the following: the Bullwhip Effect; the breakdown in supply chain and sales networks due to e-business; the issue that even though the key to a successful SCM is cooperation between the production and distribution company, during the process of SCM, the companies, many times, put their profits first, resulting in a possible defect in demands estimation. Furthermore, the problems of processing SCM in a domestic distribution-production company concern Information Technology; for example, the new system introduced to the company is not compatible with the pre-existing document architecture. Second, for effective management, distribution and production companies should cooperate and enhance their partnership in the aspect of the corporation; however, in reality, this seldom occurs. Third, in the aspect of the work process, introducing SCM could provoke corporations during the integration of the distribution-production process. Fourth, to increase the achievement of the SCM strategy process, they need to set up a cross-functional team; however, many times, business partners lack the cooperation and business-information sharing tools necessary to effect the transition to SCM. Chapter 4 will address an SCM strategic plan and a case study of LG Electronics. The purpose of the strategic plan, strategic plans for types of business, adopting SCM in a distribution company, and the global supply chain process of LG Electronics will be introduced. The conclusion of the study is located in Chapter 5, which addresses the issue of the fierce competition that companies currently face in the global market environment and their increased investment in SCM, in order to better cope with short product life cycle and high customer expectations. The SCM management system has evolved through the adaptation of improved information, communication, and transportation technologies; now, it demands the utilization of various strategic resources. The introduction of SCM provides benefits to the management of a network of interconnected businesses by securing customer loyalty with cost and time savings, derived through the consolidation of many distribution systems; additionally, SCM helps enterprises form a wide range of marketing strategies. Thus, we could conclude that not only the distributors but all types of businesses should adopt the systems approach to supply chain strategies. SCM deals with the basic stream of distribution and increases the value of a company by replacing physical distribution with information. By the company obtaining and sharing ready information, it is able to create customer satisfaction at the end point of delivery to the consumer.

• The Journal of the Korea institute of electronic communication sciences
• /
• v.9 no.10
• /
• pp.1145-1152
• /
• 2014

The RFID (Radio-Frequency Identification) system is a technology to discern things by radio and an epoch-making new method to improve product management such as distribution, transport, mobilization, inventory control. However, RFID, which uses radio, is at risk for information leakage and falsification due to the vulnerability of security of the communication section. We designed the new authentication protocol by applying the tent map, which is the representative complex systems, to the RFID communication system. A more solid and simple authentication system was designed by applying the initial value sensitivity and irregularity, which are the representative characteristics of the complex system, to the reader and tag of RFID. The purpose of this paper is to verify the usability of the RFID authentication protocol design that uses the nonlinear system shown in this thesis by the new system differentiated from the authentication system that depends on the existing hash function or random numbers.

• Management & Information Systems Review
• /
• v.39 no.3
• /
• pp.17-35
• /
• 2020

The purpose of this study is to develop business models for current situational scenarios reflecting customer needs emphasize the need for implementing a logistics cooperation system by analyzing big data to strengthen SCM competitiveness capacities. For healthcare SCM competitiveness needed for the logistics cooperation usage intent, they were divided into product quality, price leadership, hand-over speed, and process flexibility for examination. The wordcloud results that analyzed major considerations to realize work efficiency between medical institutes, words like unexpected situations, information sharing, delivery, real-time, delivery, convenience, etc. were mentioned frequently. It can be analyzed as expressing the need to construct a system that can immediately respond to emergency situations on the weekends. Furthermore, in addition to pursuing communication and convenience, the importance of real-time information sharing that can share to the efficiency of inventory management were evident. Accordingly, it is judged that it is necessary to aim for a business model that can enhance visibility of the logistics pipeline in real-time using big data analysis on site. By analyzing the effects of the adaptability of a supply chain network for healthcare SCM competitiveness, it was revealed that obtaining competitive capacities is possible through the implementation of logistics cooperation. Stronger partnerships such as logistics cooperation will lead to SCM competitive capacities. It will be necessary to strengthen SCM competitiveness by searching for a strategic approach among companies in a direction that can promote mutual partnerships among companies using the joint logistics system of medical institutes. In particular, it will be necessary to search for ways to utilize HCSM through big data analysis according to the construction of a logistics cooperation system.

• Journal of Korean Society of Forest Science
• /
• v.88 no.3
• /
• pp.389-399
• /
• 1999

This study was conducted to develop an application software, SIDAS3D(Stand Inventory Data Analysis System for 3 Dimensional Representation), of which the purpose of development is to make it easier to analyze and display the 3D spatial structure of a forest stand, based on the data such as tree position, species, DBH, height, clear length of individual trees, and crown width. This program has a statistical analysis function for stand attributes per hectare and displays simple graphs of stand statistics such as the distribution of diameters, heights, and volumes. It also has two additional functions, of which one is to display the 3D image of stand structure and the other is to display the image of crown projection. In addition, this program provides an imaginary treatment simulation function, which can visually confirm the suitability of silvicultural treatments on computers. To test the precision and reliability of SIDAS3D, data obtained by the precision forest inventory method were used. Statistical analysis ability of SIDAS3D was compared with that of SAS. And its representational ability was compared with that of TreeDraw. According to the verification, SIDAS3D was superior to SAS and TreeDraw in both the data processing time and the interpretative ability of results. It was concluded that SIDAS3D could be used to help users efficiently make decisions for appropriate silvicultural treatments and rational management plans because it has analysis functions providing various valuable information.