• The KIPS Transactions:PartD
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• v.16D no.1
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• pp.145-152
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• 2009

The e-marketplace has emerged as a new place for transactions in the online industry. In the e-marketplace, buyers make transactions with whom they have little prior interaction. Thus it makes trust as one of the most important issues in the e-business. There are various kinds of information to foster customer's trust in the e-marketplace. In this study, we analyzed the impact of the information's satisfaction on the customer's transaction intention. The results showed that the satisfaction on the information related to transaction system, individual seller's information, and buyer's feedback are all positively related with the customer's transaction intention.

• The Journal of the Korea Contents Association
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• v.21 no.9
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• pp.270-283
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• 2021

The achievement of the long-term relationship is commonly executed by a salesperson that is eventually very crucial to enhance the customer retention in the insurance industry. It indicates there is an urgency to improve the competence of salesperson and organization support to build and maintain bonds of long-lasting loyalty with the individual customers. Therefore, this research aims to analyze the influence of planner's competency and organizational support on sales performance, and to verify empirically whether MDRT goal orientation mediating role between competency, organizational support and sales performance. The results of this research are as follows: firstly, product and customer competence, digital competence, network competence positively affect sales performance. Secondly, sales support positively affect sales performance. Thirdly, meditating effect of MDRT goal orientation were significant found between the planner's competency and sales performance. Moreover, in the relationship between sales support and sales performance, MDRT goal orientation have a fully mediated effect. This means customer management through excellent competency, organization support to insurance trend change, and competence development through MDRT goal orientation positively affect sales performance.

• Journal of Venture Innovation
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• v.4 no.1
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• pp.87-99
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• 2021

The importance of "personalization technology" has recently been highlighted due to the Covid-19 and the development of IT technology such as AI and big data, which is soon coming beyond personalization into the "super-personalization era." Therefore, in terms of the music streaming service market, it has formed a service supply trend in which individual tastes are respected and companies are seeking to establish a realistic analysis and development direction considering the external market environment. From this perspective, this paper sought to analyze the strengths and weaknesses of the Genie Music's and provide a direction for development based on Genie Music's customer interactive strategy. In particular, it was intended to analyze the advantages and disadvantages of customer interactive strategies with the 'live music service platform' that moves with customers and to provide directions for future corporate development. As an analysis method, we looked at strengths and weaknesses, opportunities and threat requirements based on SWOT analysis. Afterwards, the company attempted to present specific corporate development strategies through TOWS analysis.

• Asia pacific journal of information systems
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• v.22 no.4
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• pp.125-149
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• 2012

As the smart phone is propagating rapidly, the importance of mobile advertisement has also grown. One of the main characteristics of the Internet and smart phone advertising is that they can deliver personalized advertisements to each customer. The smart phone enables the identification of additional personalized information such as the customer's location and the accessibility to the site at any place any time. As the Internet platform becomes richer, firms that offer the ad services via the wired PC Internet and wireless smart phone are seeking various types of personalized ads. However, their service platform and Information and Communication Technology (ICT) platform should be suitable to the characteristics of personalized ads. This research explores various types of personalized ad methods and evaluates their adequacy encompassing four types of ad service platforms (such as search portal, news portal, e-mall servers, and SNS) and two types of ICT platforms (PC Internet and smart phone). To this end, we classified the personalized ads into seven types: three basic types and four composite types. The basic types of ad methods are identified by considering the current activity that the customer is engaged, the individual profile and log history, and the customer's current location or planning location. Four composite types of ad methods are constructed as the combination of these basic types. For those types of ad methods, we evaluate whether each ad method adequately maps with four types of ad service platforms and two types of ICT platforms. We proposed a metric of evaluation and demonstrated the concept with illustrative numbers. Specifically, we analyze and compare personalized ad methods in three ways. Firstly, the possibility of implementing a personalized ad method on the platform is analyzed to confirm the degree of suitability. Secondly, the value of personalized ad method is analyzed based on the customer accessibility. Lastly, expected effectiveness for each personalized ad method is computed by multiplying the possibility and the value. Through this kind of analysis, the ad service providers as well as advertising companies can evaluate what kinds of personalized ad methods and platforms are possible and suitable to maximize their ad effectiveness on the Internet and smart phone platforms.

• Journal of Distribution Science
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• v.12 no.6
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• pp.31-39
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• 2014

Purpose - Environmental issues, climatic changes, and greenhouse gases are problems to be solved at a global level. With an increased emphasis on the environmental and social responsibility of the management of companies, the manner in which companies approach quality-oriented culture and their individual sustainability management are being discussed as truly important issues to help them secure their competitiveness and growth strategies. This study proposes strategic directions to help manufacturers not only in expanding their competitive quality-oriented company culture but also in strengthening their sustainability management abilities. This study conducts a literature review and empirical research to examine how significantly the variables of a quality-oriented company culture, customer-centered management, and process-centered and supply chain management-centered cooperation affect sustainability management performance in relation to economic profitability, environmental integrity, and social responsibility. Research design, data, and methodology - To verify research models and hypotheses, the study examined 170 companies using a questionnaire survey conducted over six weeks, and involved the performance of data analysis on 146 samples. Questionnaire responses were calibrated based on a Likert scale. The study used the Smart PLS 2.0 program designed for PLS (partial least squares), an analysis instrument of SEM (structural equation modeling). The study then verified empirical research hypotheses working on reliability analysis, validity analysis, factorial analysis, and path analysis. Results - Among the nine hypotheses, four are accepted and the rest are rejected. A quality-oriented company culture focusing on customer-centered management significantly influenced the maintainability management performance of environmental integrity and social responsibility, while economic profitability was dismissed. A process-focused quality-oriented company culture was significantly concerned with economic profitability but not with environmental integrity or social responsibility. A supply-chain cooperative company culture had a significant effect on economic profitability but not on environmental integrity or social responsibility. Conclusion - This study proposes strategic directions to help manufacturers expand their competitive quality-oriented company culture as well as strengthen abilities with sustainability management. It conducts a literature review and empirical research to examine how significantly the variables of quality-oriented company culture, customer-centered management, and process-centered and supply chain management-centered cooperation affect sustainability management performance in relation to economic profitability, environmental integrity, and social responsibility. There are two main conclusions. First, companies should consider the need for social responsibility management and environmental transparent management-focused maintainability management as avenues to create new markets and business, thereby helping the companies secure a reputation for having a customer and process-centered quality-oriented company culture by creating shared values between supply chains and enabling win-win situations through cooperation. Second, we are marching towards a creative win-win era from a society of conflicts and ruptures. Companies should understand that social responsibility management and supply chain management (SCM)-focused cooperation are the foundations of sustainable development, as they try to improve their culture while pursuing both win-win relationships with interested parties and equity in various conflictive relations.

• CRM연구
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• v.4 no.2
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• pp.19-29
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• 2011

There is a large difference between purchasing patterns in an online shopping mall and in an offline market. This difference may be caused mainly by the difference in accessibility of online and offline markets. It means that an interval between the initial purchasing decision and its realization appears to be relatively short in an online shopping mall, because a customer can make an order immediately. Because of the short interval between a purchasing decision and its realization, an online shopping mall transaction usually contains fewer items than that of an offline market. In an offline market, customers usually keep some items in mind and buy them all at once a few days after deciding to buy them, instead of buying each item individually and immediately. On the contrary, more than 70% of online shopping mall transactions contain only one item. This statistic implies that traditional data mining techniques cannot be directly applied to online market analysis, because hardly any association rules can survive with an acceptable level of Support because of too many Null Transactions. Most market basket analyses on online shopping mall transactions, therefore, have been performed by expanding the co-occurrence criteria of traditional association rule mining. While the traditional co-occurrence criteria defines items purchased in one transaction as concurrently purchased items, the expanded co-occurrence criteria regards items purchased by a customer during some predefined period (e.g., a day) as concurrently purchased items. In studies using expanded co-occurrence criteria, however, the criteria has been defined arbitrarily by researchers without any theoretical grounds or agreement. The lack of clear grounds of adopting a certain co-occurrence criteria degrades the reliability of the analytical results. Moreover, it is hard to derive new meaningful findings by combining the outcomes of previous individual studies. In this paper, we attempt to compare expanded co-occurrence criteria and propose a guideline for selecting an appropriate one. First of all, we compare the accuracy of association rules discovered according to various co-occurrence criteria. By doing this experiment we expect that we can provide a guideline for selecting appropriate co-occurrence criteria that corresponds to the purpose of the analysis. Additionally, we will perform similar experiments with several groups of customers that are segmented by each customer's average duration between orders. By this experiment, we attempt to discover the relationship between the optimal co-occurrence criteria and the customer's average duration between orders. Finally, by a series of experiments, we expect that we can provide basic guidelines for developing customized recommendation systems.

• Management & Information Systems Review
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• v.36 no.1
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• pp.309-327
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• 2017

Recently the importance of emotional labor has increased so this study aims to prove the effects of emotional labor(surface acting and deep acting) on counterproductive work behaviors(deviate from organization and individual deviation) using burnout(emotional exhaustion, personality disorder, decrease in sense of accomplishment) as a medium. 350 surveys were sent to employees such as workers from call centers, salesperson from department store, financial worker, hospital staff, flight attendant and workers from customer center who and worked with emotional labor and 300 surveys excluding insincere ones were used for analysis. The result is as follows. First, surface acting which is a type of emotional labor chosen by customer workers had a positive effect on burnout such as personality disorder and decrease in sense of accomplishment. Second, deep acting had a negative effect on personality disorder and decrease in sense of accomplishment but did not show any effect on emotional exhaustion. Third, personality disorder and decrease in sense of accomplishment among burnout had effect on counterproductive work behaviors(deviate from organization, individual deviation) but emotional exhaustion did not show any effect on work behaviors(deviate from organization, individual deviation). Based on the result of analysis, implication of this study and direction of future research were suggested.

• International Area Studies Review
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• v.21 no.4
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• pp.247-268
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• 2017

This paper analyzes for companies of 2011~2014 the effects of corporate social responsibility on audit efficiency. Using KEJI Index and its individual components which is published by Citizens' Coalition for Economic Justice Institute, this paper analyzes their effects on audit efficiency of audit fees and audit hours. The results of analyses are as followings. First, corporate social responsibility(CSR) composite index did not show any significant relationship between audit fees and audit hours. However, for analyses of the effects of CSR individual components on audit efficiency, variable such as CSR fairness(CSR2), CSR social contribution(CSR3), CSR environmental protection activity(CSR5) have the negative effects on the audit fees and audit time. and CSR customer protection(CSR4), CSR employee satisfaction(CSR6) have the positive effects on the audit fees and audit time. Results suggest that independent auditors may reduce audit risks associated with possible misrepresentation of financial statements for companies with high scores of CSR fairness (CSR2), CSR social contribution(CSR3), and CSR environmental protection activity(CSR5). Also, financial statement auditors may perceive surge of discretionary expenses, and set audit risk high for companies with CSR customer protection(CSR4), and CSR employee satisfaction(CSR6). Together, KEJI Index and its individual components appear to have differential effects on audit efficiency.

• Journal of Information Technology Services
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• v.12 no.1
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• pp.201-213
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• 2013

The use of online shopping mall has been increasing rapidly, which reflects the convenience and economic benefits associated with its usage. As with traditional offline businesses, internet businesses have to manage customer relations to provide better services in order to ensure their business sustainability. In this regard, identifying the influencing factors to reuse intention of online shopping mall is very important. In this paper, we aim to examine the effects of perceived and individual variables on intention to reuse in the context of online shopping mall. In order to analyze the antecedents, we selected perceived and individual factors such as shopping enjoyment, concentration, perceived variety and maximizing tendency. For empirical analysis, we surveyed real users of online shopping mall. As a result, all antecedents showed significant influence on intention to reuse except perceived variety and among the variables the concentration has top standardized coefficient. In addition, perceived variety has significant effect on shopping enjoyment but not on concentration. Maximizing tendency is related to shopping enjoyment and concentration significantly. The results of this research can be useful guidelines for online shopping mall providers.

• Journal of Distribution Science
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• v.16 no.5
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• pp.61-70
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• 2018

Purpose - These days, an individual user, private entity, hears everyday news of hacking and personal information leakage in the era of a most-connected society. This study investigates cyber attack, cyber insurance and distribution channels for insurance goods in South Korea by analyzing various cases of cyber attacks in domestic and overseas case. Research design, data and methodology - This study adopted various study cases instead of the one large case for deep quality analysis, and focused on various cases of domestic and overseas cyber attacks with insurance. Result - As a result of analyzing the cases that were hacked, types of massive losses and damages arising out of internet blackout due to cyber risks are paralyzation of public and private website and portal, electronic administrative system, public infrastructure, and consequently a normal operation of nation is impossible. These losses and damages however can be coverable under cyber insurance. Conclusions - This paper suggests insurance carriers, as suppliers, should provide multiple channels to sell to the customer and should expand the strategy of advertisement and promotion in order for them to change their mind and compare the price and value of the information of individual users and private entity in view of cost savings.