• IE interfaces
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• v.25 no.2
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• pp.229-240
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• 2012

Conventional research on customer relationship management(CRM) in general has focused on the effects of individual customer's satisfaction, retention and profit management. However, corporate customers are more profitable than individual customers because of high volume and frequent transactions between companies. In this article, a prototype for a corporate customer relationship management is developed in the postal service. First, the frequency and amount of customers' usage were examined, and thereby the corporate customer rating scheme was established to provide customized service. Second, five different types of usage patterns were determined using clustering analysis. In addition, we presented the rationales behind the five types of patterns. Third, RFM(recency, frequency, monetary) analysis was performed, and then action plans were developed to increase sales. Finally, the prototype software was developed to automatically perform the above analysis using MS Excel program.

• Journal of Distribution Science
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• v.18 no.8
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• pp.35-45
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• 2020

Purpose: Do close linkages among employees during service encounters always enhance customer satisfaction? Drawing on literature in social psychology, this research argues that under certain circumstances close linkages among employees undermine customer satisfaction. More specifically, this research explores a service failure context and shows that higher task interaction among employees during service encounters leads to higher perceived firm entitativity, resulting in an individual employee's service failure being detrimental to customer satisfaction with the firm. Data and research methodology: A series of experiments using scenarios across different service contexts was used in order to test hypotheses. Data was collected via Amazon Mechanical Turk and the models were tested using Hayes PROCESS. Results: The results show that interactions among employees during service result in 1) lower satisfaction with the firm and 2) lower revisit intentions in the future when there is a service failure by an individual employee. Following the main effects analysis, mediation analysis shows that the effect of employee interaction on customer satisfaction with the firm and revisit intention is mediated by perceived firm entitativity. Implications: By examining contexts where employee interaction may be detrimental to firms, this research provides novel insights on how to manage communications among service employees.

• The Journal of Asian Finance, Economics and Business
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• v.7 no.10
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• pp.267-273
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• 2020

With the strong growth of social networking sites such as Facebook in recent years, the potential of exploiting customers on Facebook is increasing. Presently, trading activities on Facebook is rapidly developing. Therefore, businesses have become increasingly competitive when selling products on Facebook, so as to retain customers as well as to satisfy customer, which is of paramount importance. This study was conducted to assess the factors affecting the satisfaction of individual customers in Vietnam when buying goods on Facebook. This study uses multivariate analysis techniques (Confirmatory Factor Analysis, Structural Equation Modeling) to determine the factors affecting customer satisfaction when buying goods on Facebook. Research results from 268 individual customers in Vietnam indicated trust and convenience are the two important factors related to customer satisfaction when buying goods on Facebook. Customer satisfaction is the result of consumer experience throughout the different stages of purchase. The more the shopping experience, the more the customers are satisfied when buying products. The price and products do not affect customer satisfaction (prices are easy to compare and products are easily understood on the Internet; hence, these two factors are not considered as determinants of customer satisfaction). Furthermore, this study provides recommendations to improve customer satisfaction.

• Journal of the Korean Society of Radiology
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• v.9 no.1
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• pp.23-30
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• 2015

Recently in the health service the globalization and opening their market to foreigners are realized in Korea. So, it becomes necessary for the health service institutes to execute their management to focus on service quality to satisfy their customers. We examined the customer orientation of the individual health professional rather than the market orientation concept based on the health institute. For the market orientation of the health institute should require the individual health professional worked there. The hypotheses for the effect of the role conflict, ambiguity, and job satisfaction of the health professionals to their customer orientation were established based on the literature review and previous researches and tested to the 250 health professionals such as health technician, nurse, radiologist, and management clerk in D hospital located in Busan, in summer 2008. First, the hypothesis 'The role conflict between the individual health professionals might effect to the customer orientation' was rejected. Second, the hypothesis 'The role ambiguity of the individual health professional might effect to the customer orientation' was accepted. Third, the hypothesis 'The satisfaction of the individual health professional might effect to the customer orientation' was rejected. and the multiple regression analysis was taken with the dependent variables as each construct of customer orientation-responsiveness, empathy, tangibility, and reliability, and independent variables as role conflict, role ambiguity, and job satisfaction. With these analysis, we found also the role ambiguity effected to the customer orientation.

• Proceedings of the Korean Operations and Management Science Society Conference
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• 2004.05a
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• pp.143-146
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• 2004

With the rapid growth of e-commerce, marketers are able to observe not only purchasing behavior on what and when customers purchased, but also the individual Web usage behavior that affect purchasing. The richness of this information has the potential to provide marketers with an in-depth understanding of customer. Using commonly available Web log data, this paper examines Web usage behaviors at the individual level. By decomposing the buying process into a pattern of visits and purchase conversion at each visit, we can better understand the relationship between Web usage behavior and purchase decision. This allows us to more accurately forecast a shopper's future purchase decision at the site and hence determine the value of individual customers to the siteAccording to our research, not only information seeking behavior but also visiting duration of a customer and participative behavior such as participation in event should be considered as important predicators of purchase decision of customer in a cosmetic internet shopping mall.

• The Research Journal of the Costume Culture
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• v.11 no.5
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• pp.647-656
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• 2003

Mass customization utilizes the new computer technologies, supply chain management, product information management, and some level of customization of the product for the individual customer. This study aimed at grasping the actual conditions of mass customization of domestic men's suit industry and the use of MTM CAD program. The MTM apparel production programs that are used by five leading men's suit manufacturers in Korea were compared. The results of the study showed that most of the manufacturers produced mass customized men's suits to supply extraordinarily large or small size suit based on the individual order. The information listed on an order sheet used at shops was not necessarily corresponding to the information in the MTM CAD program that is use for production of suit ordered from the shop. The pattern data base on the MTM CAD program are constructed based on the sizing system of individual manufacturer. The most manufacturers translated the customer's body dimensions into difference between the standard pattern and the customer's needed adjustment.

• The Journal of Asian Finance, Economics and Business
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• v.9 no.7
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• pp.81-91
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• 2022

The aim of this paper was to analyze the determinants of the extent of individual credit rationing at Can Tho Military Commercial Joint Stock Bank (MB). The data was collected from 150 customers according to the systematic random sampling method listed in the bank. This study employed quantitative analysis methods, and Tobit regression model, to test the proposed hypotheses. The results showed that the average loan amount of an individual customer was 1,181.3 million VND, the average credit limit was 48.6%, and the average interest rate was 10.9% per year. Most of the individual customers borrowed money to buy properties. In addition, the analysis results also indicated that individual borrowers still faced some difficulties in accessing bank credit, such as cumbersome procedures, long waiting times, insufficient collateral assets, and loan documents. The results of the Tobit model pointed out that there were five factors affecting the degree of credit rationing to individual customers at the bank, including (1) Collateral, (2) Income, (3) Credit history, (4) Loan purpose, (5) Relationship between borrower and bank. Based on the empirical findings, the possible solutions for the bank and individual borrowers to improve credit efficiency for individual customers at commercial banks are obtained.

• Proceedings of the Korean Operations and Management Science Society Conference
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• 2006.05a
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• pp.1812-1818
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• 2006

일대일 마케팅을 실현하고 정보 과다 문제의 해결책으로 등장한 추천시스템의 다양한 기법을 적용하기 위해서는 고객의 관심 분야에 대한 정보인 고객 프로파일의 정의가 선행되어야 할 것으로 판단된다. 본 연구에서는 고객에게 개인화된 정보를 추천하기 위해 고객 개인의 행동과 그 고객이 속한 그룹의 행동 정보에 기반한 고객 프로파일 모델인 IGBCPM(Individual Group Behavior Customer Profile Model)을 제시한다.

• Knowledge Management Research
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• v.20 no.3
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• pp.17-38
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• 2019

Rrecently, companies have made great efforts to satisfy various needs and heightened expectations of customers, and the importance of customer center as customer contact department for customer relationship management is increasing. In the knowledge ecosystem, corporate customer centers are emerging as a new alternative to acquiring corporate competitiveness by increasing sales and increasing market share by improving marketing support activities and customer relationship management at customer contact points. As a result, the interest in the customer center has increased rapidly because it provides the opportunity to contact with the customer. In addition, in the era of the fourth industrial revolution, the customer center, which is a collection of information and communication technologies, has a big databased voice recognition technology to elaborate customer service, thereby enhancing customer satisfaction and contributing to marketing through continuous interaction with customers. Of course, we have the opportunity to transform into the frontline business intelligence front for customer knowledge. This study is a comparative case study on how the customer center of K Life Insurance that takes the lead in the customer center industry has successfully renewed and established their key information systems to improve customer services and reinforce marketing support competencies. Based on the above, this study will present factors affecting successful implementation and settlement of the customer service information systems of customer centers by independently analyzing two individual cases.

• Fashion & Textile Research Journal
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• v.12 no.5
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• pp.591-598
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• 2010

Customer misbehavior can affect dissatisfaction and negative behavioral responses of other customers at the service encounter. This study explored other customer and retail employee reponses to customer anger and aggressive behaviors at the service encounter by examining the perceived wrongness of such behaviors under different situations and comparing the two perspectives of retail employees and consumers. Three scenarios were developed representing different situations including firm's responsibility, both of customer and employee responsibilities, and uncontrollable one. Data were collected from individual interviews with 222 retail employees and 149 consumers. The results showed that the consumers' perceived wrongness of customer aggressions were higher comparing to that of employees. The reasons of perceived wrongness were different by three situations implying that responsibility and controllability affected the perceived wrongness. The study further discusses implications.