• Information Systems Review
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• v.5 no.1
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• pp.113-127
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• 2003

In recent studies, there has been much interest in knowledge sharing between the company and customer. Yet, there is little empirical work on the impact of the factors on CRM performances. The purpose of this study is empirically analyzing the effects of organizational factors of knowledge management, CRM system factors, and trust on CRM performances. The findings indicate that 3 factors (knowledge-oriented organizational culture/characteristic, technical systems, trust) are significantly related to CRM performances. However, the relationships between other factors (knowledge-oriented leadership, knowledge-oriented strategy, education & reward) and CRM performances are not significant.

• Management & Information Systems Review
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• v.12
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• pp.17-35
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• 2003

In the customer-centered era, financial institutions have understood the importance of Customer Relationship Management(CRM), and heavily invested into building the required technology infrastructure more than ever. In a competitive environment that are changing fast, knowledge management is necessary. To know customers' needs and desire, we have to approach their environment and mind, and the method by estimating in terms of supposing or imitating. Applying customers' knowledge is effective and will come up with a stepping-stone to get rid of threatening factors by having competitiveness in a competitive environment and extending and changing the corporation. This purpose, the study has identified knowledge-oriented infra that corporations know and customer relations by conducting a poll of local corporations and have presented motives that can effectively carry out knowledge-based customer relations. To gain competitive advantage, these Institutions need to understand their customers' potential value to find out more and to recognize the significant changes of customer. Then the CRM implementation will help Financial Institutions move to more of a sales culture away from product and closer to the customer.

• Archives of design research
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• v.16 no.2
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• pp.281-290
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• 2003

In the knowledge and information-based age of today, it would be fair to say that the compatibility of each person, enterprise, and nation can be evaluated by how each of them manages and maintains the knowledge created from data and information. Since the importance and necessity of knowledge management has been acknowledged, there have been studies to create, apply, and evaluate the knowledge concerning design. Previous studies done on this subject can be divided into three main categories - CRM, online statistical research, and eCRM - according to the materials used to create knowledge. These studies are meaningful in that they can create knowledge in their respective fields, although they are somewhat inadequate because the designers can't create as much knowledge as can be applied in business; design-related consumers demand composite knowledge integrating the characteristics of all three fields. In other words, they want to know the ordinary customers'preferences in the previous off-line market in the CRM field, the research results of statistical questionnaires to the various elements of design in statistical research fields, and even the pattern of preference and consumption of many and unspecified persons transcending the time and place in eCRU field. This study proposes to solve the problem related with web-based design knowledge maintenance through the synthetic application of CRM, Statistical Research, and eCRM The information proposed in the solution can De expected to help designers working at design-related enterprises, as well as research institutes, to develop the knowledge necessary to design more consumer-oriented products.

• Korean Management Science Review
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• v.22 no.1
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• pp.127-148
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• 2005

This study aims at identifying the motive and infra that can satisfy them and enable them to succeed by coming out of existing customers control method focused on data and acquiring and applying the knowledge customers have. It also aims at enabling corporations to carry out more developed customer relations. This study will prove that acquiring and applying customers' knowledge is effective and will come up with a stepping-stone to get rid of dangerous factors by having competitiveness in a competitive environment and extending and changing the corporation. For this, the study have identified knowledge-oriented infra that corporations know and customer relations by conducting a poll of local corporations and have presented motives that can effectively carry out knowledge-based customer relations.

• Journal of the Korea Academia-Industrial cooperation Society
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• v.10 no.1
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• pp.209-214
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• 2009

Due to the high level of information supportive function of Internet, the management environment change is accelerating. The Patients are able to have the chances of Hospital- and Doctor-shopping. So the Customer Relationship Management skill or Patient -oriented management is becoming one of the important management method of Hospital. To adapt these trend, many Hospital invest the money and efforts for the implementation of Hospital CRM system. But the Performance of HCRM is not satisfactory for the investor from many reasons. In this paper we try to find out which kinds of factors have the Influences on the Implementation of HCRM, and how is the relation between these factors. We use the Structural Equation Model to clarify these relationships. The result of this paper will contribute in the decision making of the implementation of HCRM in the field, and in providing the knowledge base.

• Management & Information Systems Review
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• v.23
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• pp.25-40
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• 2007

In the highly competitive and divers world of financial market, customer is the single most important factor to company's survival. Especially, creating a relationship with valued customers is a key to success. CRM provides the mean to retain high value customers. It takes a prospect of what customers expect. Utilizing those knowledge can help the products and service meet the customers' needs, thereby maximizing customer satisfaction and company's profit. In this report, I am going to suggest a few ways to develop successful CRM in the life insurance industry. First, CRM should innovate the way of communication to keep pace with Web 2.0 era. In other words, the customer's needs should be caught by real-time communication than traditional off-line market research. Thus, the functionality and specification of products can be decided by customer's direct choice so that the customers are able to purchase the understanding and experience of the products. Second, CRM project should consider whether the initial strategy plan can promise the stable growth of customer at the first step. When planning strategy, the project needs to identify what customer wants and how to fulfill the needs with stable growth of the customer. In addition, the CRM should be developed by realizing that customer centric benefits ultimately guarantee the growth of the organization. Third, CRM systems should enhance the organization's ability to take the customer's insight in a 360 degree view and to capture the voice of the customer directly. In order to develop the best matched product package, more precise customer segmentation should be ahead of market segmentation strategy. Forth, the biggest reward from CRM will be a customer royalty program. Many successful banks are already planning and practicing customer royalty strategy. A comprehensive analysis of customers and their behavior allow organization to identify high value potential customers' needs and determine a strategy required to meet those needs. Even life insurance companies such as Prudential Korea are developing products designed for royal customers. Fifth, understanding and managing the experience of customer called Customer Experience Management also can increase customer satisfaction. Measuring only customers' experience and adapting it to marketing strategy make products position in the gap between the customers' expectation and experience not required by market. A key component of CEM is its application across all organizational functions. At last, the direction of change and development of CRM can be defined from the conceptualization of information technology represented by Ubiquitous and Web 2.0. Instead of just managing customer information, companies should take the initiative in personalized system with customer oriented strategy. Furthermore, with the regular communication between CRM stakeholders (Sales-Marketing-IT), customer's demand should be directly reflected to enterprise strategy in real time.

• Journal of Information Technology Services
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• v.5 no.3
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• pp.109-119
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• 2006

The company cannot optimize its computing environment just with individual solutions such as ERP(enterprise resource planning), SCM(supply chain management), CRM(customer relationship management), and KM(knowledge management). EAI(enterprise application integration) has emerged as an alternative that can optimize computing environment of the company through integrating such solutions and systems of distributed computing and mainframe environment. This paper reports the case study of Deakyo Co. in successfully implementing EAI. It describes project goal, project organization, project plan, the implemented EAI configuration and its features, the EAI effectiveness to the firm, and the critical success factors of the EAI project. This case study is thought to be useful as a practical guideline in carrying out EAI project of the company and to provide significant basis for constructing the theoretical framework of EAI project methodology.

• Knowledge Management Research
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• v.17 no.2
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• pp.1-26
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• 2016

As entry barriers at the legal service market in Korea have been recently lifted, the legal service market has dramatically changed from a seller's market to a buyer's market. Externally, the Korean legal service market has been open to foreign law firms and internally, lawyers graduating from law schools have been increasing. In addition, as even the general public can easily access, through the official sites of government organizations, to the basic legal information such as laws and judicial precedents, the degree of information asymmetry has also decreased. These phenomena require the legal service industry to be a more client-oriented and more quality-oriented one. Having said that, legal service providers also need to continue to make strenuous efforts to measure and improve the service quality from the customers' perspective. Under these circumstances, this study introduced a certain type of model which may be of help of measuring and improving the quality of legal service of law firms, in particular, with a focus on those firms providing corporate legal service. This study used a Quality Function Deployment (QFD) in order to measure and thereby improve the quality of corporate legal service in the law firm industry. Above all, this study showed, by using SERVQUAL, each and every service attributes of quality measurement of the corporate legal service and also calculated the degree of importance of service quality at each process of providing corporate legal service. Next, this study introduced all supporting factors necessary for the provision of corporate legal service and calculated the degree of importance of each and every supporting factors in the service process. This study may be of help to provide the substantial and systematic approaches to the corporate legal service providers who would like to set up a certain methods of measuring and further improving the quality of corporate legal service from the customers' perspective.