• Title/Summary/Keyword: Influence Tactics

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Effects of Seller's Influence Tactics on Customer's Psychological Obligation, Trust, and Repurchase Intention in Offline Cosmetics Selling Channel: Moderating Effect of Perceived Service Quality (오프라인 화장품 구매경로에서 판매원의 판매설득전술이 고객의 심리적의무감과 판매원 신뢰, 재구매의도에 미치는 영향: 지각된 서비스 품질을 조절효과로)

  • Kang, Byeong Jun;Yi, Ho-Taek
    • Asia-Pacific Journal of Business Venturing and Entrepreneurship
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    • v.17 no.5
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    • pp.205-221
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    • 2022
  • In this study, the authors investigated the effect of salesperson's Selling Influence Tactics (SIT) on customers' psychological obligation, trust in salespersons and repurchase intentions in the offline cosmetics purchase channel. In addition, we examined the moderating effect of service quality perceived by customers. To this end, a survey was conducted on 298 customers who had purchased cosmetics through the offline sales channel, and the authors conducted hypothesis testing through a structural equation model. As a result of the study, first, among salesperson's sales influence tactics, emotional appeal tactics (H1a), customer ingratiation tactics (H1d), and personal appeal tactics (H1e) were found to affect the psychological obligation of customers, and emotional appeal tactics (H2a), rational persuasion tactics (H2b), information provision tactics (H2c), and customer ingratiation tactics (H2d) were found to affect trust in salespeople. Third, it was found that the psychological obligation did not have a positive (+) effect on the customer's repurchase intention, and the customer's trust in the salesperson had a positive (+) effect on the repurchase intention. Third, perceived service quality showed a significant moderating effect between psychological obligation and repurchase intention, trust in salesperson and repurchase intention. In previous studies on salesperson's Selling Influence Tactics (SIT), many studies examined salesperson's Selling Influence Tactics (SIT) by specifying sub-variables in a limited way, and studies confirming marketing factors such as repurchase intention were also insufficient. Therefore, the results of the empirical research confirmed based on this study are expected to help the standard or direction of the salesperson's Selling Influence Tactics (SIT) in future studies. In addition, this study describes implications for providing help in employee education and management for small business owners who manage and operate offline cosmetics stores, and sales strategies that should be strategically established to improve perceived service quality for customers.

Nurse's Power and Tactics in Nursing Practice (간호사의 업무수행상의 권한과 행사전략)

  • Han, Hye-Ja
    • Journal of Korean Academy of Nursing Administration
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    • v.5 no.1
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    • pp.23-37
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    • 1999
  • This study is to understand and to describe the power that a nurse experiences on nursing practice and then. to present a basic data for nurse's power-development, power improving and empowering. Ethnography was used to understand and to describe experience on exercising various powers occurred on nursing practice. and to analyze and to understand the meaning of a nurse's power. The objects was nurses. Ten nurses who have more than three year's experience were selected as objects from Cuniversity's hospital in Seoul from May of 1996 to August of 1997 through in-depth interview. participant observation, and phone interview. Instruments werw a portable recorder and field notes. I described a case appeared in a data using Agar's 'Pencil and scissors' method right after collecting materials. Then, Idescribed a theme discovered commonly. Followings are the results of the study. 1. There were three categories of relationships with main objects when nurses exercised their power on their practices: a therapeutic caring relationship with patients, a relationship of companion, vertical cooperation, and a constituent person with a doctor, and a relationship of cooperation, and a constituent person with administrative workers and medical technicians. 2. There were many types of nurse's power, tactics and various patient's responses about them. 1) Types of nurse's power to patients were giving information, controling environment, helping for cure, emotional support, and performing discretion. 2) Nurse's tatics for performing power were positive tactics neutral tactics, and negative tactics. 3) Patient's responses were appeared as compliance and noncompliance. Compliance were agreeing. taking nurse's advice, trusting, understanding, being admitted, exposuring himself, and appreciating. 3. There were types of nurse's power and performing tactics. 1) Types of power to a doctor were advice, informing, demanding and mediation. 2) Performings of tactics to a doctor were positive tactics, neutral tactics, and negative tactics. 3) Doctor's responses were appeared as accepting and unaccepting. Acceptings were taking in and appreciating, and unacceptings were denying nurse's advice and authoritative. 4. There were types of nurse's power and tactics about administrative workers and medical technicians and responses about them. 1) Types of power about administrative workers and medical technicians were suggestions and demands. 2) Power performings tactics were positive tactics.neutral tactics, and negative tactics. 3) Responses of administrative workers and medical technicians about nurse's power performing were appeared appeared as accepting and unacce pting. Acceptings were taking in, and unacceptings were denying. Therefore, it can be said that types of nurse's power and performing tactics on nursing practice and nurse's power based on responses of a patient, a doctor, an administrative worker, and a medical technicians are power or influence for agreeing, taking advice, trusting, understanding, exposuring himself, appreciating, and taking in to objects. The results of this study helped to understand nurse's power. I expect that this study will improve nure's power by using expert power, referent power, and legitimate power effectively among powers acmpanied with the origin and that nurses make ef-ort to improve professional knowledge and human nature so that they use this study as a chance to develope expert nursing practice.

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A Study on the Effect of the Archivist's Expert Power on the Job Engagement and Job Satisfaction of Record Management Personnel (기록물관리 전문요원의 전문적 영향력이 기록관리 담당자의 직무몰입과 직무만족에 미치는 영향에 관한 연구)

  • Kim, Seok-Joon;Kim, Ji-Hyun
    • Journal of the Korean BIBLIA Society for library and Information Science
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    • v.29 no.4
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    • pp.161-178
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    • 2018
  • The purpose of this study is to explore how the Expert Power of archivists has influence on the job engagement and job satisfaction of record management personnel. The data were collected by survey with 103 record management personnel of office of education in Gwangju from September 2017 to October 2017. To analyze the research data, this study adopted several statistical analysis methods such as factor analysis, reliability analysis, correlation analysis, multiple regression analysis, independent sample T-test, and one-way analysis of variance. Results revealed that professionalism and influence tactics among professionalism, influence tactics, influence requirement be to the archivists Expert Power factors affect the job engagement and job satisfaction of record management personnel. Based on the results of the research, this study suggested the extension of educational training about record management and communication with record mangement personnel.

The Impact of Retailer‘s In-store Tactics on Store Performance in case of Variety Enhancer and Fill-ins Categories (다양성 추구용과 구색용 카테고리에 대한 소매입체의 점포 내 전술 실행이 점포성과에 미치는 영향)

  • Chun, Dal-Young;Kwon, Ju-Hyoung
    • Journal of Distribution Research
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    • v.10 no.4
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    • pp.1-22
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    • 2005
  • The major objectives of this study are twofold. The first is to discover which in-store tactics influence store performance when a retailer implements category management in variety enhancer and fill-ins categories. The second is to analyze how and why specific in-store tactics achieve better or worse performance than other in-store tactics across categories. The data were collected using scanner data and direct observations in 'A' discount store which is one of the representative discount stores in Korea. The in-store tactics were measured by product assortment, temporary price discount, price and non-price promotion, and shelving. The store performance was measured by sales and gross margin return on inventory investmant(GMROI). Empirical results analyzed by multiple regression were as follows: In variety enhancer category, the significant factors affecting sales were product assortment, temporary price discount, price promotion, and shelving. Non-price promotion also influenced GMROI positively but product assortment impacted on GMROI negatively. In fill-ins category, the significant factors affecting sales and GMROI were product assortment and shelving. However, the other factors such as temporary price discount, price promotion, and non-price promotion had no significant influence on both sales and GMROI. This paper presents a number of theoretical and managerial implications of the empirical results and concludes by addressing limitations and future research directions.

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The Study on the Interactive Effects of Bonding Tactics and Store's Age on Building Mechanism of Trust and Loyalty (신뢰 및 충성도 구축 메커니즘에서 유대전략과 점포 운명기간의 상호작용 효과에 관한 연구)

  • Yoo, Dong-Keun;Suh, Seung-Won;Lee, Dong-Il
    • Journal of Distribution Research
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    • v.13 no.2
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    • pp.29-57
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    • 2008
  • Empirical model was developed to test the building mechanism of trust dimensions and loyalty with the suppliers' bonding tactics to service firms. And interactive effects between suppliers' bonding tactics and service firms' store age was hypothesized in the trust-loyalty building processes. The model was tested in the context of animal clinics which belong to Korean Animal Hospital Association (KAHA). The data was analysed using structural equation model (SEM). The findings are as follows. First, two different relational bonding tactics play different roles in their effects on building trust dimensions toward suppliers. While supplier's social bonding tactic significantly influences on both the affective and cognitive trust of service firms, suppliers' structural bonding tactic only influences significantly on affective trust of service firms. Second, while suppliers' social bonding tactic influences on building service firms' loyalty significantly, suppliers' structural bonding tactic doesn't influence on building their loyalty. Suppliers' structural bonding tactic influences on building their loyalty indirectly through affective trust. Third, while service firms' affective trust influences on building loyalty significantly, cognitive trust doesn't. Their cognitive trust influences on building loyalty indirectly through affective trust. Fourth, the higher the firms' store age is, the more suppliers use social bonding tactics to build trust and loyalty directly. While the shorter the firms' store age is, the more suppliers partially use both the social and structural bonding tactics to build trust and loyalty. In conclusion, in the context of animal clinics' distribution channels, suppliers' relational bonding tactics with service firms differently influence to build trust sub-dimensions and loyalty. And, suppliers should take note of the interactive role of service firms' store age in the utilization of the different bonding tactics to build service firms' trust and loyalty toward suppliers. At the end of the paper, managerial implications, limitations, and future research directions are suggested.

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The Effect of Salesperson's Adaptive Selling Tactics on Shopping Value, Commitment, and Product Satisfaction - Focused on Small and Medium Enterprises' product - (판매원의 적응적 판매전략이 쇼핑가치, 관계 결속, 및 제품 만족도에 미치는 영향 - 중소기업 제품을 중심으로 -)

  • Kim, Jae-Hun;Shin, Jong-Kuk
    • Management & Information Systems Review
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    • v.38 no.4
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    • pp.41-60
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    • 2019
  • The purpose of this study is to investigate the effect of salesperson's adaptive selling tactics on consumers who purchase Small and Medium Enterprises' product with the help of salespeople in the store. Specifically, we examine whether salesperson's adaptive selling tactics affect consumers hedonic shopping value and utilitarian shopping value. Furthermore, we try to figure out the effect of shopping value on the salesperson relationship commitment and consumer product satisfaction. The subjects of this study have surveyed the consumers with experience in purchasing SME's products through salespeople in the Gyeongnam area. As data process, SPSS 21.0 was used as the analysis tool and AMOS 21.0 was used to analyze the structural equation model. The implications of these findings are as follows. First, the salesperson's role has a positive effect on the consumer's product satisfaction. Second, it can be suggested that the salesperson's adaptive selling tactics are an important variable affecting the consumer's shopping value. Third, the results on the consumers who have hedonic shopping value have a strong positive influence rather than the consumers who have the utilitarian shopping value. The adaptive selling tactics of the salesperson should be encouraged to increase sales performance. In order to generate more performance in a competitive market environment, it is necessary to continuously strive to increase contact between the salesperson and the consumer in order to improve the quality of the relationship.

Self-Esteem of the Schooler of Families in Poverty (빈곤가족에서의 학령기 아동의 자존감 - 제주도내 초등학교 아동을 중심으로 -)

  • Kang Hee-Kyung
    • Child Health Nursing Research
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    • v.9 no.3
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    • pp.301-308
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    • 2003
  • The Purpose of this study was to identify factors that influence the self-esteem of the schooler of families in poverty. A descriptive, correlational, and cross-sectional study design was used. The data were collected from February to March, 2001. Convenient sampling was done from 194 subjects living in Jeju Do, but 167 subjects among these were used for the study analysis. Hierarchical Stepwise Regression was used to identify significant factors. The results of this study were as follows: In general, self-esteem status of the schooler in poor families was relatively poor. In stepwise regression analysis, self-esteem status was significantly influenced by emotional home environment, duration of poverty and frequency of parent-child tactics. These variables explained 26.8% of the variance of schooler's self-esteem. Conclusively, it is recommended that nursing intervention programs for schooler in poor family should be a focus to enhance the economic context as well as family effect.

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Possible Linkage between Management of the Service Supply Chain and the Power to Influence Potential Customers for Airline Booking

  • Moon-Jeong KIM
    • Journal of Distribution Science
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    • v.21 no.5
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    • pp.93-102
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    • 2023
  • Purpose: This study aims to investigate a meaningful connection between the service supply chain and the power to influence potential customers for airline booking. This investigation will cover various topics, including customer service, product quality, and marketing strategies. Additionally, the literature review will examine the various strategies and tactics airlines use to influence customer behavior. Research design, data, and methodology: The data collection process conducted by the author could obtain the justification and establish the quality of the instrument between independent factor (Service Supply Chain) and dependent factor (Power to Influence Potential Customers), selecting peer-reviewed articles mostly for the current study. Results: The findings section thoroughly studied the research findings indicating a potential link between service supply chain management and the ability to persuade potential consumers to book an airline. The research findings will be explored concerning the numerous variables that may affect customers' decision-making in the airline business, the techniques used by airlines to sway consumers. Conclusions: The research has provided evidence that airlines use a variety of strategies to influence potential customers and that these strategies are generally successful in increasing customer loyalty and satisfaction, as well as sales. By utilizing these strategies, airlines can increase their customer base and profitability.

Full-board position evaluation of 50 AlphaGo vs AlphaGo games, using influence function (세력 함수를 활용한 알파고 간의 50개 대국에 대한 형세 판단)

  • Lee, Byung-Doo
    • Journal of Korea Game Society
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    • v.21 no.3
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    • pp.107-116
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    • 2021
  • Full-board position evaluation in Go is a measurement of judging the advantages and disadvantages between black and white players during a game playing, and through this, the proper tactics and strategies would be undertaken in the near future. In this paper, we tried to evaluate the full-board positions of the 50 AlphaGo vs AlphaGo games using influence function that halved according to the distance. According to the experimental results, there is a limit to making accurate evaluation when the full-board position is assessed only by influence function. In order to overcome this, it is necessary to solve life-and-death problems to deal with dead stones, and it showed that if this is reinforced, we can precisely evaluate the full-board position in Go.

Marketing Feng Shui to Asia: A Case Study

  • Bela Florenthal;Noriko Yagi;Hongjiang Xu
    • Asia Marketing Journal
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    • v.11 no.2
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    • pp.1-20
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    • 2009
  • Feng Shui practice is very popular in East Asia and has been rapidly adopted by the population of the West. As Feng Shui involves knowledge of object placement, it opens opportunities to market Feng Shui knowledge and products. This paper presents an analysis of a successful Feng Shui enterprise, World of Feng Shui (WOFS), that has been established by a well-known Feng Shui expert Lillian Too and her daughter Jennifer Too. The enterprise's marketing strategies and tactics are tied to the theoretical concept of social influence, widely researched in the consumer behavior literature. The three types of social influence (informational, utilitarian, and value-expressive) are examined in relation to WOFS' marketing strategies using secondary data material. The main results indicate that the strategies of WOFS enterprise address all three types of social influence. The articles generated on-and off-line can be mostly associated with the informational influence. The off- line activities such as events, courses/workshops, and TV shows are also informational in nature. The Q & A sections/postings can be considered as representative of the utilitarian influence. They give experts (e.g., Lillian Too) the opportunity to provide individuals with problem-specific recommendations. Mega-mall website provides the value-expressive influence as purchase and consumption of the Feng Shui products is most susceptible to this type of influence. In terms of implications, WOFS enterprise strategies are suitable not only for consumes but also for business executives in Asia and in the West as architects, designers, and homeowners across continents use Feng Shui practices for building placements and decoration of dwellings and workplaces. Feng Shui practice has some limitations such as conflicting opinions of experts and increased complexity when the dimension of time is taken into consideration. Still, Feng Shui as a practice is growing globally adjusting itself to regional and cultural challenges.

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