• The Journal of Economics, Marketing and Management
• /
• v.2 no.1
• /
• pp.1-17
• /
• 2014

In today's highly competitive and fast changing business environment, key account management-a supplier company initiated relationship marketing approach targeted at the most important customers to solve their complex requirements with special treatment that eventually ensures both parties' financial and nonfinancial objectives- has regarded as a strategic weapon of many companies' sales efforts to manage their strategically important customers. On the basis of the existing studies, this research introduces a theoretical model highlighting the hypothetical relationship between key account management performance and repeat order. In addition, moderating effect of length of relationship on the relationship between key account management performance and repeat order is also introduced. We theorize the conditions under which key account management performance influences key customer repeat order behavior as well as the influence of moderating variable of length of relationship on key account management performance-repeat order relationship. Theoretical and managerial implications are provided along with suggestions to isolate a platform for future empirical research.

• The Journal of Asian Finance, Economics and Business
• /
• v.5 no.4
• /
• pp.57-65
• /
• 2018

With the paramount importance of key account management in business-to-business relationship, today companies are using this approach as a strategic weapon in their selling efforts targeted at the most important customers to solve their complex requirements with special treatment that eventually ensures both parties' financial and nonfinancial objectives. The aim of this paper is to investigate the level of key account management performance among the export-oriented readymade garments companies in Bangladesh with regards to company's experience in business, size of the company and key account serving capacity of the company. Using a questionnaire, data from 112 readymade garments companies in Bangladesh were collected and analyzed using descriptive analysis and ANOVA to test the level of key account management performance. Results show that the level of key account management performance by the garments companies did not vary by the company's experience in business and size of the company respectively. In contrast, the level of key account management performance was found to be different concerning high, medium, and low customer service capacity. Apparently, companies with big number of customers show better performance than companies with small number of customer. Implications for this study are discussed along with suggestions for future research avenues.

• Journal of Distribution Science
• /
• v.12 no.11
• /
• pp.5-13
• /
• 2014

Purpose - This study traces the determinants of key account management performance in the garments industry in Bangladesh. The key account management approach involves significant challenges for marketers to manage their strategically important customers and use this approach as a strategic weapon in their selling efforts. This study examines three categories of determinants of key account management performance including operational variables, organizational variables, and relational variables by exploring data from 100% export oriented readymade garments companies in Bangladesh. Research design, data, and methodology - Data were collected from 30 readymade garments manufacturers, considering a company as a unit of analysis. Using the data, instrument validity and reliability and, subsequently, data normality were examined using the Statistical Package for the Social Sciences (SPSS) software to isolate the important determinants of key account management performance. Results - The instruments are reliable and the data are reasonably normal. Conclusion - The study explored and validated the adapted instruments of various operational, organizational, and relational antecedent factors of key account management performance, most of which were thus far ignored.

• Journal of Distribution Science
• /
• v.14 no.9
• /
• pp.47-64
• /
• 2016

Purpose - This study reviews the past studies that have researched Vendor Managed Inventory (VMI) as a well-known supply chain collaboration program. The main goals of this study are to figure out how VMI brings significant benefits to the supply chain system and suggest additional areas that future studies would address to discover the true nature of VMI. Research design, data, methodology - This study conducts literature reviews on numerous studies that have researched VMI. The past studies are classified in terms of several main issues that have been commonly addressed by many researchers. This study also identifies three key collaborative features of VMI, which possibly explain why VMI improves the supply chain performance. Results - This study finds out that most past studies focused on a limited research issues about VMI. Many researchers have considered integrated decision making and information sharing to be key features that enables VMI to improve the supply chain performance. Conclusions - Based on the findings from the literature review, this study suggests that future studies on VMI take account of new research issues and pay attention to cost payment that researchers have rarely addressed.

• Korean Management Science Review
• /
• v.26 no.2
• /
• pp.37-59
• /
• 2009

Electronic brainstorming (EBS) to improve the process and outcomes of group decision making is an artifact of Information Systems legacy. Despite three decades of research with EBS in an effort to become a key resource of organizational performance, its performance when compared to that of nominal is inconclusive because of the recent debate over its usefulness in terms of productivity. Subsequent researchers have directed our attention to the re-examination of cognitive stimulation, which is considered the major benefit in computer-based idea generation, to explain the performance singularity in computer-based groups. While both cognitive and motivational factors that moderate and mediate the group-interaction process remain unexplored, individual differences that are tightly linked to creative behavior have been largely ignored to account for the discrepancy in performance. Since simulations have been widely used in situations where an outcome does not meet the assumptions, the notion of a group simulator and detailed simulation mechanisms are introduced to examine the potential effects of individual differences on the performance of computer-based idea generation groups. In addition, two prior studies that empirically explored cognitive mechanisms with the group simulator are showcased along with six propositions to initiate future research.

• Journal of Korean Society of Industrial and Systems Engineering
• /
• v.44 no.1
• /
• pp.17-25
• /
• 2021

Ammunition Demilitarization facility (ADF) should be set up the feasible goals and continue to operate, taking into account non-profit characteristics. However, due to the lack of performance measurement methods in ADF, which are essential to national policy at a significant cost each year, the reliability of the evaluation results can be insufficient. In this paper, the Balanced Score Card (BSC) method was applied that could be evaluated to reflect the financial and non-financial features. The relevant literature research and army regulations reflected the results of various interviews of the expert group. The extraction of success performance area in ADF was confirmed using the BSC method and the Decision Variable (DV) candidate was created to use regression for selecting the DV. Additionally, the key performance indicator was presented by verification the feasibility of content by conducting the survey of experts. The implications of this paper are as follows. First, the proposed BSC model was found to be suitable for practical use in ADF reflecting the non-profit characteristics. Second, accurate evaluation of ADF can contribute to long-term development of ADF. Finally, it can be applied to the management process of the other military sector, so it can be expected to play a role in providing basic data and spreading it to other areas.

• Journal of Communications and Networks
• /
• v.13 no.6
• /
• pp.664-677
• /
• 2011

In order to control interference and improve spectrum efficiency in the femtocell and macrocell overlaid system (FMOS), we propose a joint frequency bandwidth dynamic division, clustering and power control algorithm (JFCPA) for orthogonal-frequency-division-multiple access-based downlink FMOS. The overall system bandwidth is divided into three bands, and the macro-cellular coverage is divided into two areas according to the intensity of the interference from the macro base station to the femtocells, which are dynamically determined by using the JFCPA. A cluster is taken as the unit for frequency reuse among femtocells. We map the problem of clustering to the MAX k-CUT problem with the aim of eliminating the inter-femtocell collision interference, which is solved by a graph-based heuristic algorithm. Frequency bandwidth sharing or splitting between the femtocell tier and the macrocell tier is determined by a step-migration-algorithm-based power control. Simulations conducted to demonstrate the effectiveness of our proposed algorithm showed the frequency-reuse probability of the FMOS reuse band above 97.6% and at least 70% of the frequency bandwidth available for the macrocell tier, which means that the co-tier and the cross-tier interference were effectively controlled. Thus, high spectrum efficiency was achieved. The simulation results also clarified that the planning of frequency resource allocation in FMOS should take into account both the spatial density of femtocells and the interference suffered by them. Statistical results from our simulations also provide guidelines for actual FMOS planning.

• KSII Transactions on Internet and Information Systems (TIIS)
• /
• v.10 no.3
• /
• pp.1229-1248
• /
• 2016

With the feature of convenience and low cost, remote healthcare monitoring (RHM) has been extensively used in modern disease management to improve the quality of life. Due to the privacy of health data, it is of great importance to implement RHM based on a secure and dependable network. However, the network connectivity of existing RHM systems is unreliable in disaster area because of the unforeseeable damage to the communication infrastructure. To design a secure RHM system in disaster area, this paper presents a Secure VANET-Assisted Remote Healthcare Monitoring System (SVC) by utilizing the unique "store-carry-forward" transmission mode of vehicular ad hoc network (VANET). To improve the network performance, the VANET in SVC is designed to be a two-level network consisting of two kinds of vehicles. Specially, an innovative two-level key management model by mixing certificate-based cryptography and ID-based cryptography is customized to manage the trust of vehicles. In addition, the strong privacy of the health information including context privacy is taken into account in our scheme by combining searchable public-key encryption and broadcast techniques. Finally, comprehensive security and performance analysis demonstrate the scheme is secure and efficient.

• Journal of the Korean Society of Industry Convergence
• /
• v.27 no.3
• /
• pp.535-546
• /
• 2024

This research aims to develop a model to objectively and quantitatively measure the skill level of aircraft body assembly workers. Because aircraft body assembly is predominantly a manual process, skills management is a key factor of manufacturing competitiveness. Currently, skills management relies on the subjective judgment of supervisors, which lacks objectivity and reliability. As a remedy, this study proposed a systematic skill management model based on objective and quantitative evaluation criteria. By considering prior research, we developed an evaluation model that takes into account both expertise and versatility of a worker. The model selected five major tasks required for aircraft body assembly and established evaluation criteria considering the difficulty and maturity of each task. We then conducted a pilot evaluation with over 200 workers in four SMEs to validate the practicality and effectiveness of the model. Consequently, we identified and addressed the limitations of the existing evaluation method, subdivided the skill levels based on the performance capabilities of each task, and proposed a career growth path. The developed evaluation model offers critical data for executives and managers to determine work assignments, education, training, performance incentives, and wages. It is expected to enhance the attraction of new talent and systematize skills management in aviation manufacturing in the future.

• Korean Journal of Construction Engineering and Management
• /
• v.19 no.2
• /
• pp.83-95
• /
• 2018

The aim of this paper is to develop a performance evaluation model for PPP (Public-Private Partnership) projects that appropriately reflects the important traits that are unique to PPP projects. To this end, 1) it defines a set of distinct perspectives involved in the PPP projects and their associated success factors that might differ amongst the perspectives; 2) it identifies the key performance indicators and suggests the performance evaluation criteria for each indicator; and 3) it builds a performance evaluation model by matching the success factors from each perspective with performance measure criteria as well as applies the model to the two selected BTO road projects in Korea. The process of model construction and its application confirms significant differences between the main stakeholder perspectives typically involved in PPP projects, which highlights the need for an evaluation model tailored for PPP projects by taking into account the distinct perspectives. The results from the PPP evaluation model developed in the study is compared against the results from the existing ex-post evaluation model for construction projects in general. The former shows a closer match with the results from the user satisfaction survey conducted. This new evaluation framework and the performance indicators entailed in it permits a balanced evaluation of PPP projects as it takes into account different perspectives involved in PPP projects as well as an understanding of the factors affecting the success of PPP projects. While the construction of the model is based on transport projects, it is applicable to different types of PPP projects through variation with the weight allocation amongst different success factors and/or additions or other adjustments to the performance evaluation criteria as required.