• Asia Marketing Journal
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• v.8 no.2
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• pp.63-91
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• 2006

This study conducted in-depth interviews with 5 successful and 6 unsuccessful sales persons and analyzed their activities to further clarify the concepts of learning orientation, performance orientation, working smart, working hard and adaptive selling which have been reported as antecedents of sales persons' performances. We found that successful sales persons had their own distinctive characteristics. First, they regarded their selling activities as a part of their lives, not as a task, and were proud of themselves. Second, they perceived their weaknesses from most of activity areas, voluntarily participated in educational programs, and studied not only their products but also competitive products. Third, successful sales persons conducted customer-oriented activities. They collected data on their customers' personal records, developed customer typology by styles or personalities, and consulted their customers using those data. Fourth, successful sales people carefully prepared their meetings with customers across steps in selling processes and they did their best to develop long term relationship with their customers. These results provide useful implications about objective evaluations on sales persons' customer orientations and adaptive selling abilities, and also clarify the concepts of 'working smart' and 'adaptive selling'.

• Journal of Technology Innovation
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• v.7 no.1
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• pp.14-35
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• 1999

This paper presents the relationship between the pace of structural change and the magnitude of employment growth in the manufacturing sector in OECD countries. To measure the pace of structural change, the compositional change index in value-added in manufacturing sector is introduced. For mid to long-term there seems to be a positive relationship between the pace of structural change and the magnitude of employment growth. In those countries with higher value of the compositional index, the employment growth in manufacturing sector was generally higher. To analyse the characteristics of structural change in manufacturing sector, this paper classifies manufacturing industries into groups: one based on technology, one on orientation, one on wages and one on skills. The international comparison of manufacturing sector's employment patterns based on above four classifications are presented. International comparison suggests that Korean manufacturing sector move into jobs with more skills and knowledge The structural change of SMEs and large firms are compared based on above four classification methods. It is shown that SMEs' employment in low value sectors, that is low-technology, labor-intensive, tow-wage, and unskilled sectors, have risen faster than SMEs' employment in high-technology, science-based, high-wage and skilled sectors. Large firms' employment have been mainly increased in high value sectors. However, the employment growth of both large and small firms have been concentrated on production worker-intensively-using sectors, i.e. unskilled sectors. This widened the wage differential of production workers by firm sizes and concurrently led to severe shortage of production workers for SMEs, which has little ability to pay high wage to production workers because they usually belong to low-wage sectors. Korea need to push SMEs forward to high value sectors. The premise of that is, however, to pull large firms out of production worker-intensively-using sectors.

• Health Policy and Management
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• v.32 no.3
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• pp.293-303
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• 2022

Background: Coronavirus disease 2019 (COVID-19), which has occurred since the end of 2019, has caused tremendous damage not only in terms of disease and death but also in terms of economy. Accordingly, governments implemented health and quarantine policies to prevent the transmission and spread of COVID-19 and minimize economic effects, and implemented various countermeasures to reduce social and economic damage. However, the damage varies from country to country, and there are differences in the response of each government. Methods: Using 2020 data from the Organization for Economic Cooperation and Development countries, the effectiveness of governments' quarantine and economic policies in response to COVID-19 was calculated, and what factors determine the effectiveness were analyzed. While most of the previous studies analyzed the relationship between the government's quarantine policy and corona transmission and death, this study is characterized by considering the economic aspect in addition. Results: As a result of the analysis, the following results were obtained. First, when economic aspects are not considered, Asian and European countries have similar levels of efficiency, but when economic aspects are taken into account, Asian countries have higher efficiency. Second, population density had a negative effect on the efficiency of each country's policy, and long-term orientation was found to have an important impact when considering the economic aspect. Conclusion: We found that the governance index is an important variable influencing the efficiency, which shows that the effectiveness of government policies in response to the coronavirus depends heavily on the trust relationship between the government and the people.

• International Commerce and Information Review
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• v.13 no.4
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• pp.23-49
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• 2011

The of this study was to establish a theoretical basis for relationship marketing exercised in the mB e-Marketplace and to empirically analyze causal relationship among e-CRM factor, together with quality and the performance of the customer relationship. The population sample of this study was the companies who had experience for using the B2B e-Marketplace, and a data analysis was made through y analysis, factor analysis, multiple regression analysis and hierarchical regression analysis, utilizing statistical package of SPSS 18.0. The result of proving the are as follows; First, the e-CRM factors(e-Marketing, e-Service, e-Sales) of B2B e-Marketplace showed the positive influence on the customer relationship quality factor. the e-CRM factors of B2B e-Marketplace showed the positive influence on the customer relationship performance factor. Third, according to the test result on the relationship between quality factor and performance factor, customer relationship quality factor(satisfaction, trust) had positive effect on performance factor. Last, for the moderating effect of switching barrier in the customer relationship quality factor(satisfaction, trust) on the B2B e-Marketplace and its performance factor(reusing intention, long-term orientation) of maintaining the relation, the subordinate variables of switching barrier(alternative attraction, switching cost) showed the positive moderating effects.

• Fashion & Textile Research Journal
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• v.18 no.6
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• pp.800-811
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• 2016

This study aims to extract the multi-channel attributes of Dongdaemun-based fashion brands and consider the effects of these attributes on customer equity, customer satisfaction and re-purchase intention. In total, 493 samples of those who have purchased Dongdaemun-based fashion brand products using multi-channels were collected for the final data analysis, which was performed using SPSS 21.0 and AMOS 18.0. The findings of study are as follows. Among the multi-channel attributes of Dongdaemun-based fashion brands, entertainment and informativeness had a significant effect on all customer equity drivers. In terms of the effects of customer equity drivers on customer satisfaction and re-purchase intention, all customer equity drivers significantly influenced customer satisfaction, while brand equity significantly influenced re-purchase intention. Also, customer satisfaction significantly affected re-purchase intention. In the effective relationship between customer equity drivers and CLV, brand equity causes a significant influence on CLV amongst the customer equity drivers. There were significant differences among groups following the multi-channel shopping orientation of consumers. This study is significant for its scientific focus on the distribution channels of Dongdaemun, and in terms of the practical aspect of identifying the multi-channel attributes considered to be important to consumers. Measuring customer equity will suggest implications about the long-term direction of the development of Dongdaemun-based fashion brands.

• Journal of the Korea Academia-Industrial cooperation Society
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• v.20 no.8
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• pp.594-603
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• 2019

This purpose of this study is for an Airline company to discover and utilize new knowledge because knowledge and information are considered core tools for achieving high performance and competitive advantage, and achieving high performance and competitive advantage will surely determine the long-term survival of airline companies. Therefore, this study aims to reveal the causal relationships among different types of organizational culture, the knowledge sharing activities and the effectiveness of organizational work by airline members from a holistic viewpoint. The results of analysis are as follows. First, when examining the effects of the organizational culture types of airline members on knowledge sharing, a creative innovation culture, a relational group culture and a hierarchical orientation culture all showed positive effects on knowledge sharing. Second, the knowledge sharing by airline members showed a significant positive effect on the effectiveness of organizational work. Third, the creative innovation culture, the relational group culture and the hierarchical orientation culture all showed positive effects on the effectiveness of organizational work. Fourth, knowledge sharing did not have a mediating effect on the relationship between organizational culture and the effectiveness of organizational work.

• Korea Trade Review
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• v.41 no.1
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• pp.91-116
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• 2016

This study proposes a research model to investigate the effect of ICT on national culture and values. Why should we research the relationship between ICT and culture? We do this to shed light on the cultural framework and find areas for further research. This research has found that the development of Information Communication Technology(ICT) has proved to have a positive effect on the quality of individualism (B0.603), there is a decrease in power distance index(B-0.331)and a correlation between individualism and wealth. Also, the development of Information Communication Technology(ICT) has proved to have a positive effect on the quality of Long Term Orientation. As for adoption and use of ICT, the role of culture is important for many reasons. First of all, we can recognize the importance of national culture and organizational culture in establishing the ability of the overall culture to adapt, efficiently merging with different cultures and overcoming potential obstacles of these tasks. This is the evidence supporting the current theory. Our research shows that development of technology highly influences deep human values. Furthermore, the data points used in this research are from World Economic Forum, World Development Indicator and International Telecommunication Union. In order to understand and develop social evolution and progress, we tried to use data that is fair and verifiable.

• The Korean Journal of Franchise Management
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• v.3 no.1
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• pp.1-25
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• 2012

The studies of franchise companies are underway with the development of the franchise industry. Franchisor performance, franchisee performance, and relationship characteristics on performance, financial performance, non-financial performance, including research on the topic or purpose of the franchise performance and related discussions from a variety of perspectives have been proposed. Presented so comprehensive a discussion regarding the existing performance of the franchise and qualitative aspects such as satisfaction, long-term orientation to emphasize the limits. Therefore, this study was conducted by the franchise company's performance than the need to be clearly presented. Propose a quantifiable and quantified to reflect the characteristics of the franchise quantitative performance indicators. Franchise contract management systematically analyze the status of the enterprise contract management(ECM) and proposed contract management, leverage as an indicator for a more quantitative analysis. Contract management leverage is the franchise as an indicator of the merchant and the growth of the contract showing any significant changes in the coming changes in the Franchisee's sales growth target analysis results, notable implications could be found. This study are new methodology for the practical dimensions of performance of franchise companies.

• Journal of Global Scholars of Marketing Science
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• v.18 no.2
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• pp.65-88
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• 2008

Since the implementation of economic reforms in 1978, the Chinese economy grows rapidly at an average annul growth rate of 9% over the post two decades. Franchising has been widely recognized as an important source of entrepreneurial activity. Trust is important in that it facilitates relational exchanges by permits partners to transcend short-run inequities or risks to concentrate on long-term profits or gains. In the relationship between the franchisors and franchisees, trust has been described as an important source of competitive advantage. However, little research has been done on the factors affecting trust in Chinese franchisor-franchisee relationships. The purpose of this study is to investigate what factors affect the trust in the franchise system in China, and to provide guidelines and insights to franchisors which enter Chinese market. In this study, according to Morgan and Hunt (1994), trust is defined as the extending when one party has confidence in an exchange partner's reliability and integrity. We offered a conceptual model of the empirical study. The model shows that the factors affecting the trust include franchisor's supports, communication, satisfaction with previous outcome and conflict. We also suggested the franchisor's supports and communication like to enhance the franchisee's satisfaction with previous outcome, and the franchisor's supports, communication and he franchisee's satisfaction with previous outcome tend to decrease conflict. Before the formal study, a pretest involving exploratory interviews with owners from three franchisees was conducted to make sure the questionnaire was relevant and clear to the respondents. The data were collected using trained interviewers to carry out personal interviews with the aid of an unidentified, muti-page, structured questionnaire. The respondents comprised of owners, managers, and owner managers of franchisee-owned food service franchises located in Beijing, China. Even though a total of 256 potential franchises were initially contacted, the finally usable sample consisted of 125 respondents. As expected, the sampling method was successful in soliciting respondents with waried personal and firm characteristics. Self-administrated questionnaires were used for all measures. And established scales were used to measure the latent constructs in this study. The measures tapped the franchisees' perceptions of the relationship with the referent franchisor. Five-point Likert-type scales ranging from "strongly disagree" (=1) to "strongly agree" (=7) were used throughout the constructs (trust, eight items; support, five items; communication, four items; satisfaction, six items; conflict, three items). The reliability measurements traditionally employed, such as the Cronbach's alpha, were used. All the reliabilities were greater than.80. The proposed measurement model was estimated using SPSS 12.0 and AMOS 5.0 analysis package. We conducted A series of exploratory factor analyses and confirmatory factor analyses to assess the convergent validity, discriminant validity, and reliability. The results indicate reasonable overall fits between the model and the observed data. The overall fit of measurement model were $X^2$= 159.699, p=0.004, d.f. = 116, GFI =.879, NFI =.898, CFI =.969, IFI =.970, TLI =.959, RMR =.058. The results demonstrated that the data reasonably fitted the model. We also examined construct reliability and reliability and average variance extracted (AVE). The construct reliability of each construct was greater than.80 and the AVE of each construct was greater than.50. According to the analysis of Structure Equation Modeling (SEM), the results of path model indicated an adequate fit of the model: $X^2$= 142.126, p = 0.044, d.f. = 115, GFI =.892, NFI =.909, CFI =.981, IFI =.981, TLI =.974, RMR =.057. As hypothesized, the results showed that it is strategically important to establish trust in a franchise system, and the franchisor's supports, communication and satisfaction with previous outcome tend to reinforce franchisee's trust. The results also showed trust seems to decrease as the experience of conflict episodes increases. And we also noticed that franchisor's supports and communication tend to enhance the franchisee's satisfaction with previous outcome, and communication tend to decrease conflict. If the trust between the franchisor and franchisee can be established in a franchise system, franchising offers many benefits and reduces many costs. To manage a mutual trust of relationship with their franchisees, franchisor's should provide support effectively to their franchisees. Effective assistant services have direct effect on franchisees' satisfaction with previous outcome and trust in franchisor. Especially, franchise sales process, orientation, and training in the start-up period are key elements for success of the franchise system. Franchisor's support is an accumulated separate satisfaction evaluation with different kind of service provided by the franchisor. And providing support definitely can improve the trustworthy image of the franchisor. In the franchise system, conflicts of interests and exertions of different power sources are very common. The experience of conflict episodes seems to negatively relate to trust. Therefore, it is important to reduce the negative side of the relationship conflicts. Communication actually plays a broader role in reducing conflict and establish mutual trust in franchisor-franchisee relationship. And effective communication between franchisors and franchisees can improve franchisees' satisfaction toward the franchise system. As the diversification of Chinese markets, both franchisors and franchisees must keep the relevant, timely, and reliable communication. And it is very important to improve the quality of communication. Satisfaction with precious outcomes seems to positively relate to trust. Franchisors and franchisees that are highly satisfied with the previous outcomes that flow from their relationship will perceive their partner as advancing their goal achievement. Therefore, it is necessary for both franchisor and their franchisees to make the welfare of partner with effort. Little literature has focused on what factors affect the trust between franchisors and their franchisees in China. This study developed the hypotheses regarding the factors affecting trust in the transaction relationship. The results of data analysis supported the hypotheses strongly. There are certain limitations in this study. First, we may point out that some other factors missed in this study could be significantly important. Second, the context of this study, food service industry, limits its potential generalizability for all franchise systems. More studies in different categories of franchise system are needed to broaden its generalizability. Third, the model was tested empirically in a sample in Beijing, more empirical tests of the proposed model in other Chinese areas are needed. Finally, the analysis in this study was solely based on the perception of franchisees and the opinions of franchisors were not included.

• Economic and Environmental Geology
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• v.39 no.4 s.179
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• pp.369-384
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• 2006

Korean Peninsula, located on the southeastern part of Eurasian plate, belongs to the intraplate region. The characteristics of intraplate earthquake show the low and rare seismicity and the sparse and irregular distribution of epicenters comparing to interplate earthquake. To evaluate the exact seismic activity in intraplate region, long-term seismic data including historical earthquake data should be archived. Fortunately the long-term historical earthquake records about 2,000 years are available in Korea Peninsula. By the analysis of this historical and instrumental earthquake data, seismic activity was very high in 16-18 centuries and is more active at the Yellow sea area than East sea area. Comparing to the high seismic activity of the north-eastern China in 16-18 centuries, it is inferred that seismic activity in two regions shows close relationship. Also general trend of epicenter distribution shows the SE-NW direction. In Korea Peninsula, the first seismic station was installed at Incheon in 1905 and 5 additional seismic stations were installed till 1943. There was no seismic station from 1945 to 1962, but a World Wide Standardized Seismograph was installed at Seoul in 1963. In 1990, Korean Meteorological Adminstration(KMA) had established centralized modem seismic network in real-time, consisted of 12 stations. After that time, many institutes tried to expand their own seismic networks in Korea Peninsula. Now KMA operates 35 velocity-type seismic stations and 75 accelerometers and Korea Institute of Geoscience and Mineral Resources operates 32 and 16 stations, respectively. Korea Institute of Nuclear Safety and Korea Electric Power Research Institute operate 4 and 13 stations, consisted of velocity-type and accelerometer. In and around the Korean Peninsula, 27 intraplate earthquake mechanisms since 1936 were analyzed to understand the regional stress orientation and tectonics. These earthquakes are largest ones in this century and may represent the characteristics of earthquake in this region. Focal mechanism of these earthquakes show predominant strike-slip faulting with small amount of thrust components. The average P-axis is almost horizontal ENE-WSW. In north-eastern China, strike-slip faulting is dominant and nearly horizontal average P-axis in ENE-WSW is very similar with the Korean Peninsula. On the other hand, in the eastern part of East Sea, thrust faulting is dominant and average P-axis is horizontal with ESE-WNW. This indicate that not only the subducting Pacific Plate in east but also the indenting Indian Plate controls earthquake mechanism in the far east of the Eurasian Plate. Crustal velocity model is very important to determine the hypocenters of the local earthquakes. But the crust model in and around Korean Peninsula is not clear till now, because the sufficient seismic data could not accumulated. To solve this problem, reflection and refraction seismic survey and seismic wave analysis method were simultaneously applied to two long cross-section traversing the southern Korean Peninsula since 2002. This survey should be continuously conducted.