• 융합경영연구
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• 제2권1호
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• pp.1-17
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• 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
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• 제5권4호
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• pp.57-65
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• 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.

• 유통과학연구
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• 제12권11호
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• pp.5-13
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• 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.

• 유통과학연구
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• 제14권9호
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• pp.47-64
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• 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.

• 경영과학
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• 제26권2호
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• pp.37-59
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• 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.

• 산업경영시스템학회지
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• 제44권1호
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• pp.17-25
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• 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
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• 제13권6호
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• pp.664-677
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• 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)
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• 제10권3호
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• pp.1229-1248
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• 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.

• 한국산업융합학회 논문집
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• 제27권3호
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• pp.535-546
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• 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.

• 한국건설관리학회논문집
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• 제19권2호
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• pp.83-95
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• 2018

본 논문은 민간투자사업의 특수성을 반영한 성과평가 모델 개발을 목적으로 한다. 성과평가 모델 개발을 위해 첫째, 문헌연구를 통하여 민간투자사업 주요 관점과 관점별 성공항목을 정의하고, AHP 설문조사를 통하여 가중치를 산정하였다. 둘째, 민간투자사업 성과에 영향을 미치는 핵심 성과요인을 도출하고, 이를 평가할 수 있는 평가항목을 제안하였다. 셋째, 관점별 성공항목과 평가항목을 매칭함으로써 민간투자사업 성과평가 모델을 구축하였다. 성과평가 모델 개발과 적용을 통해 민간투자사업 이해관계자 사이의 첨예한 관점의 차이가 존재함을 파악할 수 있었다. 이는 다양한 이해관계자의 관점을 균형있게 반영한 민간투자사업의 종합적인 평가의 필요성을 보여준다. 본 연구에서 제시한 성과평가 모델의 평가 결과와 기존의 건설공사 사후평가 결과를 비교해보면, 본 연구의 평가 점수가 이용자 만족도 조사 결과와 유사하다. 건설공사 사후평가에 비해 본 연구의 평가모델은 다양한 이해관계자의 만족도 및 관점을 반영하였기 때문으로 판단된다. 본 연구에서 개발한 성과지표의 결과를 통해 다양한 관점을 고려한 민간투자사업의 성과를 측정할 수 있으며, 어떠한 성공요인 및 평가항목이 프로젝트 성공에 영향을 미치는지 파악할 수 있다. 또한, 본 모델의 프로세스를 기반으로 주요관점 및 성공항목의 가중치 변화와 평가항목의 가감을 통해 도로 시설물을 제외한 민간투자사업 프로젝트에도 적용이 가능할 것으로 기대된다.