• CRM연구
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• v.3 no.1
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• pp.49-71
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• 2010

This study set out to shed more specific light onto sales managers' coaching and salespersons'organizational commitment and role perceptions, which have been proven to work as important variables in salespersons' performance. It thus conducted an in-depth investigation into the overall sale management activities of sales managers from five high-sales organizations and five low-sales organizations and analyzed differences between them. The interviews of the ten sales managers were combined and analyzed. As a result, the ones from the high-sales organizations demonstrated the following characteristics: first, the salespersons of the high-sales organizations were strongly committed to the goals and values of their organizations. Second, the salespersons of the high-sales organizations had clear perceptions of their roles and showed relatively fewer role conflicts than those of the low-sales organizations. Third, the sales managers of the high-sales organizations demonstrated coaching behavior strongly. They provided positive feedback and role models for the salespersons to follow, thus earning great respect from them and maintaining trust-based relationships with them. And finally, the sales managers' organizational commitment and role perceptions had positive impacts on the salespersons' organizational commitment and role perceptions. Those research findings indicate that sales managers' organizational commitment and role perceptions can be a positive role model to salespersons and that such a role model can have influences on salespersons' performances as part of the characteristics of coaching behavior.

• Journal of Global Scholars of Marketing Science
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• v.16 no.3
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• pp.107-123
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• 2006

This study suggest a model to find out relationships among the servant leadership as a preceding factor, the trust in higher officers as mediating factors, and leader satisfaction, additional efforts as a resulting factor. Then, empirical study testify the relationship among these factors. This study confined the subjects of empirical analysis to the employees in super-deluxe hotels located in Seoul, Gyeongju, Busan, and Daegu areas. In order to clarify the utility of this study, This study took only hotel employees as the subject of measurement because only hotel organization is able to reveal sensitively the behavioral response between the leader and the members of organization. The preceding study has systematized a basic theory on the servant leadership, and provided factor structure in regard to the servant leadership, but this study has searched the factor structure of the servant leadership with the hotel employees as the subjects of study. Also, from the side of the personnel manager of hotel business, this study can be a criterion for clarifying a leadership program. Especially, in order to cultivate their servant leadership, it is necessary to testify morality and pride as sub-behavioral characteristics of new employees. Also to change the mid-managers' leadership for the effective achievement of the object of organization, this study can be utilized for the development of servant leadership.

• Management & Information Systems Review
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• v.29 no.3
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• pp.23-50
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• 2010

This study is that the manufacturer's sales policy power appeared on the source of local distributors through the sale willingness impact on research for coexistence between the manufacturer and dealer sales for developing policy. Dealers in terms of the sale of regional sales willingness says "manufacturers and retailers to connect to the regional distribution on the path to regional sales representative for manufacturers based on trust companies that supply products or products manufactured by local retailers for about a unilateral will sale whether the continued willingness and indicates the degree of business". This study topics are the results of this measure will sell a total of 24 entries are four factors. In variety sales policy of each power source, First, sales policy in Reward Power, compensatory power as the manager of promotion support, sales support and sales activities will significantly impact respectively. Second, sales policy of Coercive Power, reduction of credit limits act as an element of discontent and the sales will appear in the negative hypothesis of the influence was partially supported. Third, sales policy in Referent Power, the information trust, the most significantly impact of trade policy, respectively. Fourth, sales policy in Professional Power, delay time delivery of goods, sales of our product and sales knowledge will have a significantly effect appear to be related.

• The Korean Journal of Franchise Management
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• v.12 no.1
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• pp.21-34
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• 2021

Purpose: This study examines the structural relationship between perceived quality, relationship quality, and revisit intention in the context of coffee shop. In this model, perceived quality consists of product, service, and experience quality, and relationship quality consists of satisfaction, trust, and commitment, and performance consists of revisit intention. More specially, this study identifies whether perceived quality plays a mediating role in the relationship between perceived quality and relationship quality and the direct/indirect effects of perceive quality on intention to revisit. Research design, data and methodology: The survey was conducted from September 1 to 30, 2019. The data were collected from 320 respondents and analyzed using structural equation modeling (SEM) with AMOS program. Results: The findings are as follows. First, quality perception of coffee specialty stores had a statistically positive effect on relationship quality, indicating supports H1. Therefore, customers can know that they are aware of the quality of coffee specialty stores, including quality of service and experience as well as products, and that they form relationship quality with coffee specialty stores. Second, relationship quality between coffee shops and customers had a significant positive effect on performance. Thus, H2 was supported. The results show that if the coffee shop does not consider relationship quality as important, customer loyalty decreases, the number of customers decreases, and the number of customers who switch to another coffee shop increases, which can lead to a threat to the coffee shop. Third, in the case of hypothesis H3, it was found that there was a partial mediating effect of satisfaction and trust between quality perception and reuse intention of coffee specialty stores, so hypothesis H3 was partially supported. As commitment appears to have no mediating effect, it can be said that customers who use coffee shops are not only difficult to maintain as regular customers of a particular coffee shop, but also have ample room to move to other coffee shops. Conclusions: Although many scholars point out the importance of service quality, few studies were conducted in the context of the Korean food service industry (including coffee shops). From this perspective, this study tested several hypotheses that the quality (product, service, experience) perceived by customers can have a positive effect on relationship quality and performance (re-visit intention), either directly or indirectly. The findings of this study demonstrate that if the manager of a coffee shop understands the characteristics of quality perceived by customers and the role of relationship quality, the effect of quality perceptions on customers can be maximized in order to maintain the relationship with customers.

• Journal of the Institute of Electronics Engineers of Korea CI
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• v.45 no.3
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• pp.22-30
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• 2008

Recently, protection of personal information is getting more important. Many countries have legislated about the protection of personal information. Now, the protection of relevant personal information is required not for a simple image of enterprises but law obligation. Most databases in enterprises used to store customers' names, addresses and credit card numbers with no exceptions. The personal information about a person is sensitive, and this asset is strategic. Therefore, most enterprises make an effort to preserve personal information safely. If someone, however, hacks password information of DBMS manager, no one can trust this system. Therefore, encryption is required based in order to protect data in the database. Because of database encryption, however, it is the problem of database performance in terms of computation time and the limited SQL query. Thus, we proposed an efficient query method to solve the problem of encrypted data in this paper.

• The Korean Journal of Food And Nutrition
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• v.22 no.2
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• pp.215-222
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• 2009

The principal objective of this study was to assess the demands and satisfactions of silver welfare professionals for elderly individuals residing in the Northern Gyeonggi-do area. To this end, a survey was conducted to investigate elderly individuals and employees related with them in terms of their recognition, interest, and involvement in a labor training program. The sources of health information the subjects received included mass media(50%) and health professionals(41%), and they tended to trust the information they received from health professionals(64%) and the mass media(26%). In the case of health professionals working at silver care facilities, the sources of health information to which they had access were: mass media (51%), health professionals(20%), internet(14%), reliable health professionals(56%), mass media(22%), and books related to health(18%). Elderly subjects' reasons for satisfaction with the facilities were as follows: access to meals(32%), elderly communities(24%), and good facilities(22%), whereas the reason subjects reported dissatisfaction with social difficulties(68%), bad facilities(20%), and programs(12%). The degrees of satisfaction of the respondents with the facility's employees were reported as follows: life manager(28%), nurse(16%), and social worker(15%), whereas the subjects reported some degree of dissatisfaction with: nurses(29%), care helpers(17%), and facilities officers(13%). The priorities of the elderly welfare-related information were: disease and health(49%), daily life support(17%), nursing(11%), welfare facilities(8%), and the principal issues they reported as being relevant to elderly individuals were: palsy(16%), arthritis(14%), diabetes (12%), hypertension(10%), dementia(6%). They reported that the most important personnel for elderly in the future would be care managers(44%) and care helpers(21%). Via this developmental program of silver health care professionals, a variety of new job opportunities may be provided in the future, and a program related to the silver service industry must be established as soon as possible.

• The Journal of Korea Institute of Information, Electronics, and Communication Technology
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• v.9 no.5
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• pp.496-502
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• 2016

In this study, we investigated the comparative NHPP software model based on learning techniques that operators in the process of software testing and development of software products that can be applied to software test tool. The life distribution was applied Makeham distribution based on finite fault NHPP. Software error detection techniques known in advance, but influencing factors for considering the errors found automatically and learning factors, by prior experience, to find precisely the error factor setting up the testing manager are presented comparing the problem. As a result, the learning factor is larger than automatic error that is usually well-organized model could be established. This paper, a trust characterization of applying using time among failures and parameter approximation using maximum likelihood estimation, after the effectiveness of the data through trend examination model selection were well-organized using the mean square error and $R^2$. From this paper, the software operators must be considered life distribution by the basic knowledge of the software to confirm failure modes which may be helped.

• Journal of Family Resource Management and Policy Review
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• v.13 no.3
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• pp.31-57
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• 2009

The purpose of this study is to determine what factors affect the marital life of multicultural families. In-depth interviews were conducted with 15 immigrated females and their husbands living in Yongsan-Gu, Seoul, Korea, by open-ended questionnaire. The interviews took place on September 11, 2008, and October 11, 2008. The major findings can be summarized as follows: Through the content analysis of the informants' responses, three major factors were found to influence the successful adjustment of the married female immigrants: personal factors, familial support, and social support systems. Among the personal factors, the self-esteem of the married couples is relatively high. However, the factor of the economic living conditions of the multicultural families indicates some difficulty. Finally, considering the level of self-development of the female immigrants' husbands, an older husband was viewed more negatively than a younger one. In terms of familial support, the most important factor affecting the adjustment of a foreign wife is the trust of her husband and her relationship with the husband's family. Accordingly, educational programs are necessary to promote multicultural understanding and the couples' relations. In social support systems, the female immigrants experienced neglect, as far as multicultural prejudice in society. Therefore, in order to revitalize the self-esteem of immigrants, we need to reach out to multicultural families. The center for support of multicultural families provides opportunities to find training, upgrade education for employment, and expand their social network. In addition, it is necessary for the national public relations industry to recognize improvements regarding the adjustment of multicultural families.

• Health Policy and Management
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• v.20 no.3
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• pp.73-103
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• 2010

This study aims to explore how the transformational leadership (consisting of three factors"charisma, individualized consideration, and intellectual stimulation) and the organizational culture (typified by developmental, rational, consensual, and hierarchical culture) are related to the organizational effectiveness (consisting of job satisfaction, organizational commitment, and intention to leave a job) of dental clinics. We found the following empirical results through a survey of 378 persons who work in dental clinics. Firstly, the respondents acknowledged charismatic leadership as the typical type of leadership ; as for organizational culture, a culture of consensus is recognized as the representative type. Secondly, transformational leadership has different effects according to the type of organizational culture: a positive influence in developmental and rational cultures, but a negative influence in consensual and hierarchical cultures. Thirdly, developmental culture has proven to be the most suitable for increasing job satisfaction and organizational commitment. The developmental, rational, and consensual cultures have all contributed to reducing intention to leave among clinic staff, whereas in the hierarchical culture, intention has been elevated. Fourthly, transformational leadership has a positive effect on the job satisfaction and organizational commitment; the intent to leave has been lessened under individualized consideration and charismatic leadership, but has been increased under leadership of intellectual stimulation. Fifthly, it is consideration and charisma that help to increase organizational effectiveness. These influences will become more effective through a developmental culture. Based on the above empirical results, we propose practical measures to improve the organizational effectiveness of clinics, in particular dental clinics. In order to build developmental culture, the doctor (manager) should produce an atmosphere in the clinic in which staff members are able to create and jointly own ideas and then promote awareness of staff participation. Additionally, in order to bring leadership of charisma and consideration into full play, the doctor should shape a relationship of mutual trust mainly by recognizing and praising the work of clinic staff. Finally, the doctor needs to acknowledge that organizational effectiveness can be significantly improved by increasing the transparency of the business.

• Journal of Digital Convergence
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• v.12 no.10
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• pp.235-242
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• 2014

Although the requirement of enterprise security implementation has been raised, a few research on security collaboration, which is one of the methods for enterprise security has been performed. This paper approached information security from the collaboration-centric perspective and propose critical success factors for security collaboration. In this study, a model of security collaboration, which includes coordination and cooperation activities was devised. Based on the previous research on organizational collaboration literature, the eight success factors for collaboration were deduced and examined the significance of the eight factors using the PLS-SEM statistical method with data of 106 samples who are security and IT professionals who have worked for more than 7 years. The result of the hypothesis test supported that trust, expertise motivation, collaboration performance criteria, top manager support and collaboration tools are the prominent factors of security collaboration.