• Asia Marketing Journal
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• 제14권4호
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• pp.143-165
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• 2013

Sales force automation (SFA) technologies are increasingly used to support customer relationship management (CRM) strategies. However, the popular press reports mixed results among companies incorporating SFA technologies and the previous studies have less interested in relationship quality between sales person and customer as an outcome of SFA. Actually the improved quality of the salesperson-customer relationship may be the most important outcome of SFA usage. This outcome is especially meaningful in today's marketplace given the increasing focus placed on customer retention and other customer related performance such as customer lifetime value. Therefore, this study seeks to further examine the impact of SFA usage within two different firms using SFA technologies to examine the impact of SFA usage on both customer relationship quality and sales performance. Additionally, the moderating roles of perceived managerial support and salesperson experience on the outcomes of SFA usage are examined. The results shows that direct effect of SFA usage on performance was not significant but highlight the mediating role of customer relationship quality in the SFA usage - sales performance relationship. Also, this research examines a number of moderating effects of both management supports for SFA and salesperson's sales work experience. The results indicate that management support has a significant direct influence on relationship quality and salesperson performance, but not a significant moderating effect on the relationship between SFA usage and the outcomes (relationship quality and performance). Thus moderating effects were not supported but find significant main effects. First of all, finding of this study suggest that a formula for successful SFA implementation must be one that highlights a SFA usage → relationship quality → sales performance sequence. This means when sales person use SFA they must build relationship with customer first then will return some long term performance. Second, the implications of not considering the introduction of big technology initiatives in terms of fit within the company's culture, strategy, structure, and environment may in many cases be quite noteworthy. Therefore, the launching of a new technology in the firm, such as SFA, may have a nonlinear impact upon overall firm performance, depending on the presence of other complimentary resources and capabilities. Finally the authors offer a number of implications for research and practice, and suggest directions for future SFA research that may further improve our understanding of this increasingly relevant topic.

• 무역상무연구
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• 제37권
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• pp.187-216
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• 2008

Risk regarding the possibility of loss can be especially problematic. If a loss is certain to occur, it may be planned for in advance and treated as a definite, known expense. It is when there is uncertainty about the occurrence of a loss that risk becomes an important problem. The word risk is often used in connection with insurance. No one generally accepted definition of risk exists, however. Of the many definitions, two distinctive ones are commonly used. One defines risk as the variation in possible outcomes of an event based on chance. That is, the greater the number of different outcomes that may occur, the greater the risk. Another way of expressing this concept is to state: The greater the variation around an average expected loss, the greater the risk. The second definition of risk is the uncertainty concerning a possible loss. The definition of risk as a useful one because it focuses attention on the degree of risk in given situations. The degree of risk is a measure of the accuracy with which the outcome of an event based on chance can be predicted. For now, it will serve our purpose to note the more accurate the prediction of the outcome of an event based on chance, the lower the degree of risk. After sources of risks are identified and measured, a decision can be made as to how the risk should be handled. A pure risk that is not identified does not disappear, the business merely loses the opportunity to consciously decide on the best technique for dealing with that risk. The process used to systematically manage risk exposures is known as risk management. Some persons use the term risk management only in connection with businesses, and often the term refers only to the management of pure risks. In this sense, the traditional risk management goal has been to minimize the cost of pure risk to the company. But as firms broaden the ways that they view and manage many different types of risk, the need for new terminology has become apparent. The terms integrated risk management and enterprise risk management reflect the intent to manage all forms of risk, regardless of type. International trade transaction is called between countries has features of globalism, cultural gap, long distance and long terms for the transaction. It is riskier than domestic transaction has its specific risks, such as foreign exchange risk and political risk, and requires various active risk management skills. Risks in relation to the international trade transaction are the contract risk, transit risk and payment risk, etc. The risk management in relation to the international trade transaction is to identify and measure these risks. The purpose of this study is to analyse the practical problems and its solution plan by analyzing various cases related to the risk management of bill of lading in the international trade transaction.

• 디지털융복합연구
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• 제11권12호
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• pp.29-40
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• 2013

본 연구는 조직의 전략과 IS 전략 간의 적합성 요인이 IT 아웃소싱에 미치는 영향요인과 도입성과 간의 조절적 역할을 공공기관을 중심으로 분석하였다. IT 아웃소싱에 미치는 영향 요인은 조직요인(정보시스템 성숙도, CEO의 지원), 거래요인(자산 특수성, 불확실성, 정보시스템의 사용정도), 위험요인(안전성(보안)의 위험, 비용의 증가위험, 자율성 상실의 위험)으로 설정하였고, 성과요인은 경제적 효과와 기술적 효과로 설정하였으며, 조직의 전략과 IS 전략 간의 적합성 요인을 조절변수로 설정하여 분석하였다. 분석 결과는 다음과 같다. 조직의 전략 및 IS 전략의 적합성 요인은 조직요인의 하위 변수인 정보시스템 성숙도, CEO의 지원, 거래 요인의 하위 변수인 불확실성, 정보시스템의 사용정도, 위험 요인의 하위 변수인 안전성(보안)의 위험, 비용의 증가 위험, 자율성 상실의 위험 요인들과 도입성과 간에 조절적인 역할을 하는 것으로 분석되었다. 따라서 조직에서 아웃소싱을 통하여 정보기술의 도입 성과를 높이기 위해서는 조직의 전략과 IS 전략이 잘 조화롭게 추진될 수 있어야 할 것이다. 그러나 적합성 요인이 자산 특수성 요인과 도입성과 간에서는 조절적인 역할을 하지 못하는 것으로 분석되었다.

• Annals of Clinical Neurophysiology
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• 제12권1호
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• pp.1-2
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• 2010

Chronic non-specific low back pain (CLBP) is one of the major health problems casting substantial amount of economic expenses and negative impact on quality of life onto an individual as well as society. On contrary to public familiarity, the ways of management of CLBP are diverse and there is yet no general consensus about which approach is better than others or to whom the specific management should be applied. Some hold the negative point of view on the efficacy of the invasive maneuver such as epidural injection because there is no controlled clinical trial (RCT) yielding better long term outcome of those invasive managements over conservative ones. But the experts of interventional or surgical treatment stress the methodological difficulty in performing RCT and assert that those invasive treatments can bring the prompt and complete resolution of low back pain and restoration of function in appropriately selected cases. These seemingly opposite views on the invasive management on CLBP are rather complimentary each other than to be contradictory.

• Management Science and Financial Engineering
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• 제2권1호
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• pp.53-71
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• 1996

In the literature, it is pointed that distributive justice explains pay satisfaction and job satisfaction better than procedural justice, and procedural justice explains organizational commitment and researcher's evaluation about the supervisor better than distributive justice. We empirically tested if these findings are valid in R＆D institutes with the data collected from Korean R＆D professionals. It is found that the relations between the justices and the outcome variables are more complicated. The result of the analysis shows that distributive justice is also significantly related to organizational commitment, but not to job satisfaction, and procedural justice is also significantly related to pay satisfaction, and job satisfaction. Implications of the findings and possible influence of the R＆D setting are discussed.

• 한국의료질향상학회지
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• 제19권1호
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• pp.74-81
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• 2013

Research Problem: 45-65% of all medical supplies in hospital are used in operating rooms. Medical supplies in operating rooms are difficult to manage in general because many of them are frequently used and come in a variety of types. Purpose: Our aim was to strive for user-friendliness and reduce the inventory through efficient management of medical supplies stocked in operating rooms. Medical Facility: Korea University, Ansan Hospital Quality Improvement Activity: On the last day of each month, we checked the inventory of medical supplies in all operating rooms by identifying the amount of medical supplies in each room, warehouse, and OCS, identified problems, and presented the ways to improve. Improvement Outcome: We increased the number of post-processing medical supply items by 8%, and reduced the inventory cost by 15% through improved management of medical supplies.

• 한국IT서비스학회지
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• 제11권3호
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• pp.89-101
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• 2012

The study investigated if IT investment in Korean financial markets for the past 18 years has grown following the s-curve pattern based on Nolan's growth model in order to find the correlation between IT investment and management performance in the financial industry. According to the research finding it can be said that the overall financial markets maintain s-curve pattern, and IT investment is related to management performance, particularly increase in total assets and net profit. However, each sector has defining features of growth patterns. The banking industry has grown similarly to the s-curve, and the insurance industry also shows the s-curve but it looks more like linear pattern. In terms of securities industry, its growth patterns can hardly be considered s-curve due to the irregular changes. his research outcome illustrates the analysis of IT growth patterns in the financial industry and thus, it is expected to be a useful reference when deciding the appropriate time for IT investment in the financial industry.

• 간호행정학회지
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• 제13권3호
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• pp.311-320
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• 2007

연구 목적: 사례 관리(CM) 환자 만족도 측정에 관한 연구 결과를 고찰하여 사례관리 실무에서 활용할 수 있는 근거를 제공하고자 한다. 연구 방법: MedLine, CINAHL에서 주요용어로 case management, care management, 주제어로 patient satisfaction, client satisfaction을 이용해 문헌 검색을 실시하였다. 연구 결과: 만족도에 대한 개념은 관련 연구가 매우 부족하며, 서로 다른 이론적 접근을 하고 있으므로 그 측정에 어려움이 있다. 신뢰할 만한 만족도 측정을 위해서는 설문 문항을 서술하는 여러 가지 방법들, 측정 척도의 종류, 만족도에 영향을 미치는 혼란변수들을 주의 깊게 고려하여야 한다. 만족도는 사례관리 연구에서 흔히 측정되는 성과이지만 대부분의 관련 연구에서 사례관리의 특징이 반영된 측정 도구를 사용하지 않고 있었다. 따라서 본 논문은 다섯 개의 사례관리 만족도 측정 도구를 제시하고 그 특징을 소개하였다. 또한, 간호성과분류체계(The Nursing Outcomes Classification)에 제시된 만족도 측정항목들 중 사례관리와 관련이 높은 약 40%의 항목들을 발견하였다. 결론: 사례관리 만족도 측정 도구가 매우 부족하므로 표준 사례관리 측정도구 개발이 시급하다. 한편 사례관리사들은 만족도 측정에 대한 이해를 높이고 기존 연구 결과를 활용함으로써 보다 정확한 사례관리 만족도 평가가 이뤄지도록 노력해야 한다.

• 대한안전경영과학회:학술대회논문집
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• 대한안전경영과학회 2000년도 추계학술발표논문집
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• pp.143-150
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• 2000

By successful establishment of SCM(Supply Chain Management) System they should make the supply chains speedy and combine production information system with the outcome system and thus they reinforce the competition of the production system of local enterprises in accordance with the rapid decision making This study is to develop the most appropriate production system models through the reflection of JIT system in the SCM which is the necessity of the times and its importance. To achieve this goal the researcher diversifies the prerequisites for the success of the business which will be the strategical factors of the production systems. The objects of this study is to develop the most appropriate production system models and to provide the enterprises with the models which are based on the SCM.

• 한국철도학회:학술대회논문집
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• 한국철도학회 2008년도 춘계학술대회 논문집
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• pp.2250-2257
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• 2008

This study examined the existing issues and current status of how to best approach the establishment of railroad asset of the corporation in the long run. It also explored some preventative measures for further problems. Based on the law of state property and related railroad statutes, the research referred to basic plans for railroad management of Korea Rail Network Authority, the outcome of file research, handbook of asset management, guidelines and policy of Ministry of Finance and Economy for state property management, recommendations of the Board of Audit and Inspection and fact-finding research of state property (miscellaneous properties). The findings are making a few suggestions on the service of the Korea Rail Network Authority and Korail.