• 제목/요약/키워드: Dyadic Approach

검색결과 17건 처리시간 0.019초

Emotional and Cognitive Determinants of Retail Salespersons' Emotional Labor and Adaptive Selling Behavior

  • KIM, Joonhwan;CHU, Wujin;LEE, Sungho
    • 유통과학연구
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    • 제20권9호
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    • pp.109-126
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    • 2022
  • Purpose: The role of salespersons' emotions in effective selling behavior garners attention among scholars and practitioners. Previous studies have investigated the effects of emotional intelligence and emotional labor on sales success separately. However, to understand the whole process, the relationships among salespersons' cognition, emotions, and behaviors should be considered simultaneously. Accordingly, we uniquely examined how salespersons' emotional intelligence (emotional antecedent) and customer orientation (cognitive antecedent) influence their emotional labor (deep acting vs. surface acting), adaptive selling behavior, and the selling results in the retail environment. Research design, data, and methodology: To improve methodological rigor, we used the dyadic approach. We measured 182 salespersons' emotional intelligence, customer orientation, and emotional labor, and 364 customers assessed the salespersons' adaptive selling behavior and selling results in the insurance and duty-free department retailing sectors. Result: The findings suggest that salespersons' customer orientation and emotional intelligence relate to deep-acting of emotional labor, affecting their adaptive selling behavior and relationship quality with customers. Conclusions: As for managerial implications, sales managers may well consider emotional intelligence levels when selecting salespersons in the retail industry. Additionally, practical training programs are required to cultivate customer orientation, emotional intelligence, and deep acting while performing emotional labor.

Lived Experiences of Parents of Children with Celiac Disease: A Descriptive Qualitative Study

  • Nesibe S. Kutahyalioglu;Gamze Kas Alay
    • Pediatric Gastroenterology, Hepatology & Nutrition
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    • 제27권3호
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    • pp.146-157
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    • 2024
  • Purpose: Celiac disease (CD) is one of the most prevalent food-related illnesses in children, with a global prevalence of approximately 1.4%. CD can create an emotional burden, particularly on mothers, who are mainly responsible for managing challenges related to adherence to a gluten-free diet, high food costs, and food problems in schools and social areas. There is a gap in the literature, and parental experiences of raising children with CD should be explicitly examined. This qualitative study sought to provide insights into the experiences of parents raising a child with CD in the Turkish context. Methods: This study used a descriptive qualitative research methodology and conducted individual semi-structured video-based dyadic interviews with 19 parents. Results: Participants experienced both challenges and motivators through management of their children's CD. Analyses of the interview transcripts through the data uncovered three main themes focusing primarily on parental concerns: (1) parental challenges in child's disease management, (2) supportive care needs, and (3) parental expectations. Conclusion: A multidisciplinary team should approach the child and family immediately after diagnosis, and facilities should support parents with continuing education and psychological, financial, and social assistance.

이방성 매질의 기판과 덮개층을 갖는 마이크로스트립 패치 안테나의 방사패턴 (Radiation Pattern in Rectangular Microstrip Patch Antenna with Anisotropy Substrates and Superstrate)

  • 윤중한;이화춘;곽경섭
    • 전기전자학회논문지
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    • 제7권1호
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    • pp.32-42
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    • 2003
  • 본 논문에서는 이방성 매질의 덮개층과 기판을 갖는 사각 마이크로스트립 패치 안테나의 방사패턴을 full-wave approach와 모멘트 계산법을 이용하여 연구하였다. 이방성 매질내의 구성관계식을 통하여 제안된 구조에서의 파수영역 다이애딕 그린 함수를 유도하였으며 이 결과로부터 전계 적분 방정식을 수식화하였다. 갤러킨 모멘트법을 사용하여 전계 적분 방정식을 이산화 하여 전류밀도의 계수를 구한 후에 구좌표계의 원거리 전계는 고정 위상법(stationary phase method)을 이용하여 얻을 수 있다. 전사모의 실험 결과의 타당성을 검증하기 위해서 기존의 결과와 비교하여 일치된 결과를 얻었으며 이방성 덮개층의 두께 변화 그리고 기판과 덮개층의 이방성 비에 따른 방사패턴이 제시되고 분석되었다.

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지식이전 선행요인에 관한 다차원 분석: 사회적 자본 이론과 사회연결망 이론의 결합 (Multi-level Analysis of the Antecedents of Knowledge Transfer: Integration of Social Capital Theory and Social Network Theory)

  • 강민형;허용석
    • Asia pacific journal of information systems
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    • 제22권3호
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    • pp.75-97
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    • 2012
  • Knowledge residing in the heads of employees has always been regarded as one of the most critical resources within a firm. However, many tries to facilitate knowledge transfer among employees has been unsuccessful because of the motivational and cognitive problems between the knowledge source and the recipient. Social capital, which is defined as "the sum of the actual and potential resources embedded within, available through, derived from the network of relationships possessed by an individual or social unit [Nahapiet and Ghoshal, 1998]," is suggested to resolve these motivational and cognitive problems of knowledge transfer. In Social capital theory, there are two research streams. One insists that social capital strengthens group solidarity and brings up cooperative behaviors among group members, such as voluntary help to colleagues. Therefore, social capital can motivate an expert to transfer his/her knowledge to a colleague in need without any direct reward. The other stream insists that social capital provides an access to various resources that the owner of social capital doesn't possess directly. In knowledge transfer context, an employee with social capital can access and learn much knowledge from his/her colleagues. Therefore, social capital provides benefits to both the knowledge source and the recipient in different ways. However, prior research on knowledge transfer and social capital is mostly limited to either of the research stream of social capital and covered only the knowledge source's or the knowledge recipient's perspective. Social network theory which focuses on the structural dimension of social capital provides clear explanation about the in-depth mechanisms of social capital's two different benefits. 'Strong tie' builds up identification, trust, and emotional attachment between the knowledge source and the recipient; therefore, it motivates the knowledge source to transfer his/her knowledge to the recipient. On the other hand, 'weak tie' easily expands to 'diverse' knowledge sources because it does not take much effort to manage. Therefore, the real value of 'weak tie' comes from the 'diverse network structure,' not the 'weak tie' itself. It implies that the two different perspectives on strength of ties can co-exist. For example, an extroverted employee can manage many 'strong' ties with 'various' colleagues. In this regards, the individual-level structure of one's relationships as well as the dyadic-level relationship should be considered together to provide a holistic view of social capital. In addition, interaction effect between individual-level characteristics and dyadic-level characteristics can be examined, too. Based on these arguments, this study has following research questions. (1) How does the social capital of the knowledge source and the recipient influence knowledge transfer respectively? (2) How does the strength of ties between the knowledge source and the recipient influence knowledge transfer? (3) How does the social capital of the knowledge source and the recipient influence the effect of the strength of ties between the knowledge source and the recipient on knowledge transfer? Based on Social capital theory and Social network theory, a multi-level research model is developed to consider both the individual-level social capital of the knowledge source and the recipient and the dyadic-level strength of relationship between the knowledge source and the recipient. 'Cross-classified random effect model,' one of the multi-level analysis methods, is adopted to analyze the survey responses from 337 R&D employees. The results of analysis provide several findings. First, among three dimensions of the knowledge source's social capital, network centrality (i.e., structural dimension) shows the significant direct effect on knowledge transfer. On the other hand, the knowledge recipient's network centrality is not influential. Instead, it strengthens the influence of the strength of ties between the knowledge source and the recipient on knowledge transfer. It means that the knowledge source's network centrality does not directly increase knowledge transfer. Instead, by providing access to various knowledge sources, the network centrality provides only the context where the strong tie between the knowledge source and the recipient leads to effective knowledge transfer. In short, network centrality has indirect effect on knowledge transfer from the knowledge recipient's perspective, while it has direct effect from the knowledge source's perspective. This is the most important contribution of this research. In addition, contrary to the research hypothesis, company tenure of the knowledge recipient negatively influences knowledge transfer. It means that experienced employees do not look for new knowledge and stick to their own knowledge. This is also an interesting result. One of the possible reasons is the hierarchical culture of Korea, such as a fear of losing face in front of subordinates. In a research methodology perspective, multi-level analysis adopted in this study seems to be very promising in management research area which has a multi-level data structure, such as employee-team-department-company. In addition, social network analysis is also a promising research approach with an exploding availability of online social network data.

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중개유통기업의 e-트랜스포메이션: 분석적 접근 (Analytic Approach to e-Transformation of Intermediary)

  • 한현수
    • 경영정보학연구
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    • 제5권2호
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    • pp.1-21
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    • 2003
  • e-비즈니스 환경에서 중개 유통기업은 공급자의 고객과의 직거래에 대한 위협에 대응하여 지속적인 변화를 추구하고 있다. 본 논문에서는 웹 기반 정보기술 활용을 통한 산업재 유통기업의 e-트랜스포메이션 전략을 분석적 관점에서 다루었다. 거래 비용 이론에 의하면 인터넷의 급격한 보급은 중개자와 공급자의 통합 및 아웃소싱에 의한 분할 등 상반되는 두 가지 방향을 동시에 촉진한다고 연구된 바 본 연구에서는 이러한 전략적 변화 방향에 대한 프레임웍을 중개유통 기업의 공급사슬 가치기여 이론과의 결합을 통하여 제시하였다. 공급사슬 가치기여 관점에서는 정보기술과 관련된 공급사슬 특성, 유통채널 조직간의 역학관계, 인터넷 유통 채널 특성 등의 상황적 변수가 포함되었다. 본 논문에서 제시된 프레임웍은 이와 같은 변수들의 복합적인 연계관계가 고려된 상황적 대안을 제시하고 있으며 제안된 명제들의 효과성은 산업재 유통기업의 종단적 심층 사례 연구를 통하여 분석되었다.

벤처기업의 조직학습과 혁신성과: 기업가적 지향성의 매개역할 (Organizational Learning for Innovation Performance of Ventures: The Mediating Role of Entrepreneurial Orientation)

  • 서리빈 ;박지훈
    • 지식경영연구
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    • 제24권2호
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    • pp.1-25
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    • 2023
  • 조직 학습은 벤처기업이 성공적인 혁신 창출에 필요한 지식 기반을 구축하는데 필수적이다. 하지만 이러한 벤처기업의 조직 학습이 성과 향상에 어떤 기제로 영향을 미치는지에 관해서는 더 많은 연구가 필요한 상황이다. 이에 본 연구는 벤처기업의 학습-성과 기제에 기업가적 지향성이 어떻게 작용하는지 살펴보았으며, 본 연구가 벤처기업 맥락의 연구라는 점을 고려해 두 유형의 혁신 성과 지표를 활용하였다: 기술경쟁력, 사업 성과. 본 연구는 총 218개 국내 벤처기업을 대상으로 수집한 자료를 분석하였으며, 그 결과 획득적 학습과 실험적 학습의 조직 학습을 강조하는 기업일수록 높은 수준의 기업가적 지향성을 나타냄을 확인하였다. 이는 벤처기업이 조직 학습을 많이 수행할수록 지식기반 자산을 보다 생산적으로 활용하는 기업가적 지향성이 높다는 것을 의미한다. 또한 본 연구는 기업가적 지향성이 벤처기업의 조직 학습과 혁신 성과를 완전 매개함을 확인하였다. 본 연구는 상대적으로 작은 규모와 짧은 업력으로 인해 한계에 직면하는 벤처기업이 지식을 습득하고 활용하기 위한 조직 학습을 통해 혁신 성과를 향상시킬 수 있음을 보였다는 점에서 기존 연구 및 실무에 기여한다.

프랜차이즈 본부와 가맹점 간 목표불일치가 가맹점의 조절초점, 성과, 그리고 기회주의에 미치는 영향 (The Effects of Goal Incongruity between Franchisor and Franchisee on Regulatory Focus, Performance, and Opportunism of Franchisee)

  • 이병관;오세조;김상덕
    • 유통과학연구
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    • 제12권2호
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    • pp.39-47
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    • 2014
  • Purpose - The ultimate goal of a franchise system comes from its win-win strategy. Agency theory uses goal incongruity to examine complex contracting problems between buyers and suppliers. Goal incongruity within a contractual relationship can be defined as the agent's desire not to cooperate. It is the degree to which the contractual terms do not satisfy the agent's goals. The greater the goal incongruity between the agent and the contract, the more likely it is that the agent will meet the terms of the contract. Thus, goal incongruity between buyers and suppliers has close relationships with both behavioral and financial performance. This study tries to examine these relationships in the franchise context using a model including related variables, such as regulatory foci, financial performance, and opportunism, to explain the reasons that not all franchisees perform their best. In particular, the study examines the effects of goal incongruity on regulatory focus, and the effects of regulatory focus on performance and opportunism. In short, the objective is to determine goal incongruity's effect on regulatory foci, and the effect of regulatory focus on performance and opportunism. Research design, data, and methodology - This study used data collected from the franchisee managers of 104 franchisors in South Korea. The franchisors include more than 10 franchisees, the majority of whom have been in business for more than five years. The study also surveyed 104 franchisees, matched with their franchisors for the sake of a dyadic approach. The study used regression analysis to test the hypotheses. Results - H1 and H2 predicted that goal incongruity would decrease promotion focus and increase prevention focus. Supporting H1, the result indicates goal incongruity had a positive effect on promotion focus. However, H2 was not supported. Goal incongruity had no significant effect on prevention focus (β = -.375, t = -4.331 and β = -.145, t = -1.950, respectively). H3 and H4 predicted that promotion focus would increase financial performance and decrease opportunism. Supporting these hypotheses, the results indicate that promotion focus had a positive effect on financial performance and a negative effect on opportunism (β = .771, t = 7.899 and β = -.765, t = -6.778, respectively). H5 and H6 predicted that prevention focus would decrease financial performance and increase opportunism. However, the results do not support these hypotheses. The results indicate that prevention focus had no effects on opportunism or financial performance (β = -.130, t = -1.070 and β = .090, t = .641, respectively). Overall, the evidence generally supported the hypotheses. Conclusion - Goal incongruity between a franchisor and a franchisee increases the franchisee's financial performance and opportunism, and the relationship is mediated by promotion focus. Interestingly, however, prevention focus has no mediating effect between goal incongruity and performance. Even though no significant relation exists between goal incongruity and prevention focus, the results have two implications. First, decreasing goal incongruity can improve financial performance and suppress franchisee opportunism. Second, the relationship between goal incongruity and performance affects promotion-focused franchisees.