• The Journal of Information Systems
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• v.28 no.4
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• pp.131-153
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• 2019

Purpose This study examines the roles of firm-level IT competence in the relationship between marketing orientation and marketing performance in the context of Chinese SMEs. To achieve this goal, this study presents and empirically tests a model of how competitor orientation and customer orientation can be exploited to positively influence marketing performance through IT competence. Design/methodology/approach The competitor orientation and customer orientation are based on the market orientation construct developed by Trainor et al. (2011). IT competence re based on the market orientation construct developed by Reitz et al. 2018) and the marketing performance are based on the performance construct developed by Hooley et al., (2005). To complete the investigation, we conducted a survey in China from February 2019 to April 2019. Randomly contacted 150 Chinese SMEs, including SMEs of all sizes and types. To test our hypotheses, partial least squares (PLS) method was employed. Findings The findings indicate that customer orientation is antecedent to IT competence, while competitor orientation has no significant relationship with IT competence. This study provides a better understanding of the connection between IT competence and firm performance. So companies should focus on shaping customer-oriented culture and training IT competence.

• Proceedings of the Korean Operations and Management Science Society Conference
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• 2006.05a
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• pp.1235-1239
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• 2006

Fractal manufacturing system (FrMS) distinguishes itself from other manufacturing systems by the fact that there is a fractal repeated at every scale. A fractal is a volatile organization which consists of goal-oriented agents referred to as AIR-units (autonomous and intelligent resource units). AIR-units unrestrictedly reconfigure fractals in accordance with their own goals. Their goals can be dynamically changed along with the environmental status. Since goals of AIR-units are represented as fuzzy models, an AIR-unit itself is a fuzzy logic controller. This paper presents a goal regulation mechanism in the FrMS. In particular, a reinforcement learning method is adopted as a regulating mechanism of the fuzzy goal model, which uses only weak reinforcement signal. Goal regulation is achieved by building a feedforward neural network to estimate compatibility level of current goals, which can then adaptively improve compatibility by using the gradient descent method. Goal-oriented features of AIR-units are also presented.

• East Asian Journal of Business Economics (EAJBE)
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• v.8 no.2
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• pp.15-27
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• 2020

Purpose - The purpose of this study is to analyze the relationship between the self-leadership of flight attendant and organizational effectiveness, the self-leadership of flight attendant and customer orientation, and the organizational effectiveness and customer orientation. Research design, data and methodology - To examine these research models, samples were collected from 318 flight attendants during Nov to Dec, 2019. Research Model established hypothesis 1 and hypothesis 2 that the three elements of self-leadership will affect organizational effectiveness and customer orientation. It also established hypothesis 3 that organizational effectiveness will affect customer orientation Results - The analysis on the effect of self-leadership have positive effect both on job satisfaction and organizational immersion. As a result of the relationship between organizational effectiveness and customer orientation, job satisfaction and organizational immersion have positive effect on both voluntary customer orientation and business customer orientation. Conclusions - Self-leadership affected positively on job satisfaction, organizational immersion and business customer orientation. the company have to provide flight attendant with incentives when they achieve good results. Also, company have to expand flight attendant's authority in their work environment. Organizational effectiveness affected positively on customer orientation so company have to give flight attendants with consistent seminars about company's vision and goal.

• Journal of Venture Innovation
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• v.6 no.2
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• pp.123-144
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• 2023

In the age of 100 years, it had become very important to prepare for unexpected dangers. This study was conducted to analyze the factors affecting the sales performance of financial planners. We analyzed the influence relationship of sales training, sales management, and customer orientation on sales performance, and furthermore, analyzed the impact of these influence relationships. To this end, sales training was subdivided into customer development, sales competency, and learning agility. Customer orientation was subdivided into the use of customer management system, SNS use, and customer service provision. Sales management was subdivided into goal orientation, manager leadership, and compensation system. The effect of these detailed variables on sales performance was empirically analyzed. To this end, a survey was conducted targeting currently active financial planners. The survey was conducted for a month in January 2023, and 250 valid samples were analyzed. The results of the empirical analysis were as follows. Customer development and learning agility had a significant positive (+) effect on sales performance. Sales competency were not tested for significance. Among customer orientations, SNS use and customer service provision had a significant positive (+) effect on sales performance. The use of the customer management system was not tested for significance. Among sales management, goal orientation and compensation system had a significant positive (+) effect on sales performance. Manager leadership was not tested for significance. The influence of variables that significantly affect sales performance was in the order of goal orientation, customer service provision, compensation system, slearning agility, customer development, and SNS use. Based on these research results, academic and practical implications were presented.

• Journal of the Korean Society of Clothing and Textiles
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• v.33 no.5
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• pp.764-774
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• 2009

The purpose of this study is to investigate the differences in consumer clothing shopping orientation and shopping behaviors by the multi-selection of internet and offline stores. The data were collected from 201 men and women in their twenties and the respondents were grouped into three as internet-store users, multi-store users, and offline-store users. The data were analyzed using factor analysis, ANOVA, post-hoc analysis, frequency analysis, and chi-square analysis. The results are as following. First, the clothing shopping orientation was partly different among the groups. Regarding the offline shopping orientation, the groups showed difference in the impulsive orientation, and regarding the online shopping orientation, the groups showed differences in the goal oriented and enjoying orientation. In all the three cases, the internet users showed strongest orientation, and the next were multi-store users and offline-store users. The cause of these results were explained as the familiarity and experience with the channel. Second, the clothing shopping behaviors were also partly different among the groups. The groups showed no differences in the preferred store type and benefits sought, but showed significant difference in the attitude toward the internet shopping. The internet-store users showed most positive attitude, and the next were multi-store users and offline-store users.

• Journal of Distribution Science
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• v.20 no.4
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• pp.85-94
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• 2022

Purpose: Previous research has found that organizational performance pressures and barriers have an effect on the long-term viability of Micro, Small, and Medium Enterprises (MSMEs). Furthermore, MSMEs' intellectual capital and strategic orientation, according to recent research findings, have an impact on this. The goal of this study is to see how intellectual capital and strategic orientation affect MSMEs' performance. Research design, data and methodology: The performance of MSMEs is the dependent variable, with intellectual capital, market orientation, learning orientation, and technical orientation as independent factors. With a sample size of 113 respondents, this research focused on information technology-based MSMEs in Indonesia's Solo Raya area. Data was analyzed use Confirmatory Factor Analysis for the reliability test and path analysis SEM. Results: The interaction between intellectual capital and strategic orientation in respect to MSMEs' performance reveals that innovation capability serves as a partial mediator in the relationship between intellectual capital and technical orientation and organization performance. Conclusions: In general, intellectual capital and strategic orientation have a positive substantial influence on innovation, according to the findings. Furthermore, they have a considerable favorable influence on the performance of MSMEs. It's just that intellectual capital has no discernible impact on knowledge sharing.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.11 no.4
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• pp.59-69
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• 2016

The goal of this study is to compare entrepreneurial orientation of both countries' students and to compare the effect of individualism on developing entrepreneurial orientation of both countries. In order to achieve this goal, this study will conduct two analysis. Firstly, the comparative study on entrepreneurial orientation of both students will be implemented by conducting F-test and t-test. Secondly, the regression analysis between an independent variable - individualism - and dependent variables - innovativeness, internal locus of control, and entrepreneurial orientation - will be conducted in order to compare the effect of individualism on developing entrepreneurial orientation. Prior to implementation of two analysis, this study has implemented the survey to Korean and Chinese university students to estimate entrepreneurial orientation and a cultural variable to influence entrepreneurial orientation. The question of survey is divided into two parts - individual entrepreneurial orientation including internal locus of control and innovativeness and a cultural variable, individualism. As other precedent comparative studies of Chines and Korean potential entrepreneurship concluded, Chinese students have shown higher entrepreneurial orientation than Korean students. However, on the contrary to prior studies on cultural factors and entrepreneurship, only Chinese students' entrepreneurial orientation is influenced by individualism. Any dependent variables of Korean students were not affected by individualism variable.

• Korean Journal of Cognitive Science
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• v.31 no.4
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• pp.137-154
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• 2020

Psychological properties of learners have influence on learning behaviors in various ways. The purpose of this study was to examine how the goal orientation of learners affected the learning time distribution method. Regulatory focus and theories of intelligence were measured and manipulated in order to differentiate participants' goal-oriented state. Two variables are known to be key variables influencing learner's goal orientation, inducing the approach-avoidance strategy and mastery-performance oriented attitude. In the experiment, the control focus was divided into two groups based on the inclination test score (regulatory Focus Questionnaire, RFQ), and TOI(theory of intelligence) was temporally induced through manipulation to confirm the interaction between the two variables. Participants were able to determine the order of learning freely by learning a set of Spanish-Korean word pairs and then selecting the items they would like to re-learn. Word pairs consisted of difficult or easy items, and learners could learn the same word many times if they wanted to. In the results, promotion-incremental group showed allocating difficult word-pairs in early time.

• The Journal of the Korea Contents Association
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• v.21 no.12
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• pp.182-189
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• 2021

A study was conducted to identify the general characteristics of some dental hygiene students and to identify the factors affecting the achievement goal orientation and academic achievement according to the teaching method selection for increase the academic achievement of the subject in the special education environment caused by the COVID-19. In the second semester of 2020, a survey was conducted on 122 students of G University's dental hygiene department located in Gwangju, and the general characteristics and achievement goal orientation were surveyed. Academic achievement has used the midterm and final exam scores and the collected data were analyzed using Kruskal-Wallis test, Mann-Whitney U test, Pearson's correlation test, Multiple Linear Regrission. According to the general characteristics, there was a significant difference in subject understanding, subject interest, and subject satisfaction, and learning satisfaction showed a strong correlation with the completion goal tendency. There was a significant difference in academic achievement according to the class choice, and the factor that influenced the academic achievement was the case that the teaching method was chosen face-to-face. Therefore, in order to improve learners' academic achievement, it is necessary to increase the proportion of face-to-face classes and to establish an effective lesson plan that can increase the degree of subject understanding, subject interest, and subject satisfaction.

• Asia Marketing Journal
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• v.10 no.1
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• pp.65-94
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• 2008

This study examines the generalizability of the existing research in an on-line auction situation which suggests that there exist a gap between buyer's willing-to-pay price(WTP) and seller's willing-to-sell price(WTS) about the same product due to the endowment effect and consumers' loss aversion propensity. At the same time, this study also identifies and examines the potential moderating factors for the effect such as product type and consumer's goal orientation based on existing theories about consumers' gain-loss heuristics. The results show that WTS is consistently higher than WTP, and that such gap gets more pronounced when the target product is hedonic vs. utilitarian and when consumers have prevention goals vs. promotion goals. Lastly, limitations and managerial implications of this study is discussed.