• Asia Marketing Journal
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• 제16권1호
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• pp.1-12
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• 2014

The goal-gradient hypothesis states that the tendency to approach a goal increases with the increasing proximity of the goal (Hull 1932). It was initially supported with an evidence of animal experiments and since then, several papers have investigated the goal-gradient hypothesis in humans. Although there are some evidences related to the goal-gradient hypothesis in human behaviors, none of previous studies can properly explain its underlying mechanism, and what's more, they were not able to suggest useful managerial applications in human behaviors. From these perspectives, this work points out that there are some theoretical weaknesses to apply the goal-gradient hypothesis into the complicated human decision-making behaviors and proposes an alternative theoretical mechanismthat underlies the goal-gradient hypothesis in human. Finally, it offers insights into managerial implications of the goal-gradient hypothesis in the marketing field. This study focuses on the changes in motivations for achieving goals, in terms of how approaches to goals vary according to temporal distance from those goals. Specifically, the temporal construal theory (Liberman and Trope 1998) is considered as the underlying mechanism of the goal-gradient in that the temporal construal theory argues how the temporal distance from a goal makes people change their associated values regarding to that goal. According to the temporal construal theory, the value of distant future outcomes (near future outcomes) is construed on the basis of abstract and central features (concrete and peripheral features), and it argues that distant future situations are construed on a higher level than near future situations. This means that the value associated with the high-level construal is enhanced over delay, whereas the value associated with the low-level construal is discounted over delay. Our propositions suggest that the goal-gradient behavior in human can be motivated by the different aspects or characteristics of the goal as time changes based on the temporal construal theory. Thus, the following propositions are proposed. P 1-1: If the goal is far away, consumers put more value on the central features that are more associated with the desirability of the goal. P 1-2: If the goal is far away, consumers put more effort into accomplishing the goal that has more central features, regardless of its peripheral features. P 2-1: If a goal is near, consumers put more value on the peripheral features that are more associated with the feasibility of the goal. P 2-2: If a goal is near, consumers put more effort into accomplishing the goal that has more peripheral features, regardless of its central features. We hope to provide sufficient managerial implications for the companies as our research aims to show how consumers react differently as they progress toward the goal. Proposed propositions may provide guidance for companies developing a loyalty program, enabling them to understand what kinds of benefits or services they should provide or emphasize to consumers in loyalty programs on the basis of the time-dependent changes in outcome values (such as gifts, reward coupons). The effects of temporal distance from a goal should inform companies' marketing activities and help themto determine where emphasis should be placed in designing the benefits of their loyalty program.

• Steel and Composite Structures
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• 제45권3호
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• pp.331-348
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• 2022

The main goal of this article is to develop the finite element formulation based on the nonlocal strain gradient and the refined higher-order deformation theory employing a new function f(z) to investigate the static bending and free vibration of functionally graded porous (FGP) nanobeams. The proposed model considers the simultaneous effects of two parameters: nonlocal and strain gradient coefficients. The nanobeam is made by FGP material that exists in un-even and logarithmic-uneven distribution. The governing equation of the nanobeam is established based on Hamilton's principle. The authors use a 2-node beam element, each node with 8 degrees of freedom (DOFs) approximated by the C¹ and C² continuous Hermit functions to obtain the elemental stiffness matrix and mass matrix. The accuracy of the proposed model is tested by comparison with the results of reputable published works. From here, the influences of the parameters: nonlocal elasticity, strain gradient, porosity, and boundary conditions are studied.

• Steel and Composite Structures
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• 제26권6호
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• pp.673-691
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• 2018

The main goal of this research is to examine the in-plane and out-of-plane forced vibration of a curved nanocomposite microbeam. The in-plane and out-of-plane displacements of the structure are considered based on the first order shear deformation theory (FSDT). The curved microbeam is reinforced by functionally graded carbon nanotubes (FG-CNTs) and thus the extended rule of mixture is employed to estimate the effective material properties of the structure. Also, the small scale effect is captured using the strain gradient theory. The structure is rested on a nonlinear orthotropic viscoelastic foundation and is subjected to concentrated transverse harmonic external force, thermal and magnetic loads. The derivation of the governing equations is performed using energy method and Hamilton's principle. Differential quadrature (DQ) method along with integral quadrature (IQ) and Newmark methods are employed to solve the problem. The effect of various parameters such as volume fraction and distribution type of CNTs, boundary conditions, elastic foundation, temperature changes, material length scale parameters, magnetic field, central angle and width to thickness ratio are studied on the frequency and force responses of the structure. The results indicate that the highest frequency and lowest vibration amplitude belongs to FGX distribution type while the inverse condition is observed for FGO distribution type. In addition, the hardening-type response of the structure with FGX distribution type is more intense with respect to the other distribution types.

• International Journal of Aeronautical and Space Sciences
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• 제6권2호
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• pp.56-63
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• 2005

Some methods have been presented to avoid collisions among satellites for satellite formation flying mission. The potential function method based on Lyapunov's theory is known as a powerful tool for collision avoidance in the robotic system because of its robustness and flexibility. During the last decade, a potential function has also been applied to UAV's and spacecraft operations, which consists of repulsive and attractive potential. In this study, the controller is designed using a potential function via sliding mode technique for the configuration of satellite formation flying. The strategy is based on enforcing the satellite to move along the gradient of a given potential function. The new scalar velocity function is introduced such that all satellites reach the goal points simultaneously. Simulation results show that the controller drives the satellite toward the desired point along the gradient of the potential function and is robust against external disturbances.

• 한국경영과학회지
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• 제39권3호
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• pp.63-82
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• 2014

The main objective of this research is to investigate whether the RFM (recency-frequency-monetary value) information of a customer's redemption behavior of loyalty points can improve the prediction of future value of the customer. The conventional measurement of customer value has been primarily based on purchase transactions behavior although a customer's future behavior can be also influenced by other interactions between the customer and the firm such as redemption of rewards in a loyalty program. We theorize why a customer's redemption behavior can influence her future purchases and thereby the customer's total value based on operant learning theory, goal gradient hypothesis, and lock-in effect. Using a dataset from a major book store in Korea spanning three years between 2008 and 2010, we analyze both purchase transactions and redemption records of over 10,000 customers. The results show that the redemption-based RFM information does improve the prediction accuracy of the customer's future purchases. Based on this result, we also propose an improved estimate of customer lifetime value (CLV) by combining purchase transactions and loyalty points redemption data. Managerial implications will be also discussed for firms managing loyalty programs to maximize the total value customers.

• 지식경영연구
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• 제23권3호
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• pp.1-22
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• 2022

온라인 커뮤니티를 비롯한 다양한 온라인 플랫폼이 발전하면서 플랫폼의 성과는 사용자 참여에 따라 크게 좌우될 수 있다. 이에 플랫폼 운영자들은 사용자 참여를 유도하는 여러 전략을 활용하고 있는 가운데 게임화(gamification)가 주목 받고 있다. 본 연구에서는 대표적인 게임화 전략인 배지시스템이 실제 사용자 참여 증가에 미치는 영향을 확인하였다. 또한 플랫폼 맥락에서 맞춤형 게임화 전략 적용의 가능성을 확인하기 위해, 온라인 사용자 정보공개 수준에 따른 맞춤화 전략의 효과를 살펴보았다. 이를 위해 개발자 Q&A 커뮤니티 사이트인 스택오버플로에서 파이썬 배지를 획득한 사용자 557명의 답변 1,048,020개를 직접 수집하여 분석에 활용하였다. 연구 결과 배지를 제공하는 것이 사용자 참여 양을 증가시키는데 효과적으로 작용한 데 반해, 참여 질에는 부분적인 증가 효과가 있음을 확인하였다. 또한 사용자 정보 공개 수준이 배지 획득 이후 참여의 감소에 미치는 영향을 조절하지는 않는 것으로 나타났다. 이 연구 결과는 목표 행동에 따른 게임화의 효과 차이와 맞춤형 게임화에 대한 관심을 환기했다는 점에서 실무적인 시사점이 있다.

• 전자공학회논문지
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• 제50권6호
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• pp.212-220
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• 2013

최근 사용자의 생체 신호 정보를 기반으로 사용자 인지향상을 위하여, 상황에 적합한 서비스를 제공하기 위한 인간-컴퓨터/기계 상호작용 (Human computer/machine interaction: HCI/HMI) 시스템이 급격하게 증가하고 있는 추세이다. 이와 같이 인간-컴퓨터/기계 상호작용 기반의 효과적인 사용자 인지향상 시스템을 개발하기 위해서는 사용자의 명시적 의도 파악과 더불어 사용자의 묵시적 의도 파악이 중요하다. 사람의 시각 운동 이론에 따르면, 사람의 안구운동 정보와 동공 반응은 사람의 의도와 행동에 대하여 많은 량의 정보를 제공한다. 이에 본 논문에서는 사용자의 묵시적 의도를 판별하기 위하여, 피험자에게 제공되는 자극영상의 관심(흥미) 영역 (area of interest: AOI) 내에서의 안구운동 패턴인 응시 시간/횟수, 동공 응답 패턴의 동공크기와 동공의 크기변화인 기울기 정보를 분석하는 새로운 접근 방법을 제안한다. 제안하는 모델은 항행적 의도 발생, 정보적 의도발생, 정보적 의도 소멸과 같은 세 가지 유형으로 인간의 묵시적 의도를 식별한다. 여기서 항행적 의도란 주어진 자극영상 내에서 무언가 흥미로운 것을 찾는 행위를 말하며, 이에 반해 정보적 의도는 특정 위치에서 특정 객체는 찾는 행위를 의미한다. 본 연구에서는 사용자 안구운동 패턴과 동공분석 정보 기반으로 서로 다른 묵시적 의도인 항행적 의도, 정보적 의도 발생, 그리고 정보적 의도 소멸 사이에서 그 천이를 감지할 수 있는 계층적 SVM (hierarchical support vector machine: H-SVM)을 이용하였다.