• Asia Marketing Journal
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• v.14 no.4
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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.

• Korean Journal of Organic Agriculture
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• v.28 no.3
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• pp.367-386
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• 2020

The significance of this study was to analyze the quality value of organic livestock pork for the first time based on the results of managing and testing the cycling organic farming of black pork and vegetables within farm for two years. The results of analysis could be summarized as follows. First, the pork of experimental group with crop-livestock cycling farming showed the excellent quality and high consumer preference compared to the control group of general pork or pork from non-crop-livestock cycling organic farming. In the content ratio of Omega-3 as a representative essential fatty acid, it was 1.46 that was about 2.8 times more than general pork (0.52). In case of Omega-6, it had about 2.5 times more than general pork. Especially, the U/S ratio value which was the content ratio of Unsaturated Fatty Acid (UFA, U) of Saturated Fatty Acid (SFA, S), was largely shown in pork (2.93) from cycling organic farming. Second, it would be necessary to maintain the economies of scope shown in crop-livestock cycling organic farming, and the high quality value of livestock products. For this, there should be a value chain model that could realize the economies of scope and economies of scale at the same time based on scaling and diversification through cooperative organization between farmers. Through this, it would be possible to establish a cycling model called 'community cooperative agriculture' by forming local internal markets through cooperation of production-processing and integration of distribution-sale-consumption. For the managerial activation of this cooperative organization, the government should promote/support the small crop-livestock cycling organic farming cooperative organization in local unit. For securing the reliability of crop-livestock cycling organic agricultural products and crop-livestock cycling organic livestock products, it would be necessary to review the introduction of Participatory Guarantee System (PGS).

• The Journal of the Korea Contents Association
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• v.16 no.2
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• pp.503-512
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• 2016

The purpose of this study was to examine the impact of socioeconomic status on quality of life(QOL) among breast cancer survivors. The data were from breast cancer survivors in their forties, among whom the prevalence in terms of age was the highest in Korea. A total of 607 cases were analyzed and the mean scores of QOL measured by FACT-B were 93.75(SD=21.50). After controlling for the other socio-demographic and medical variables, QOL was significantly correlated to income and job type, which confirms the association between high socioeconomic status and better QOL. Specifically, groups with higher income($${\geq_-}4$$ million won/month, ${\beta}=0.11$, p= .03) and groups with self-employed(${\beta}=0.10$, p= .01) or professional/managerial(${\beta}=0.17$, p< .001) job type showed significantly better QOL. The need for more attention and support, including formal and informal resources, for breast cancer survivors with low socio-economic status and the implication for practice were discussed.

• Journal of Distribution Research
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• v.11 no.4
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• pp.1-29
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• 2006

This study focuses on finding out the determinants of relational quality between the supplier and the retailer in the Chinese cosmetics market. A total of 72 questionnaires were collected by surveying beauty shops which mainly do business with the foreign cosmetics suppliers in Shanghai area. The findings support the premise that a retailer's trust in a supplier is positively related to the retailer's commitment. Supplier's ability, guanxi and cultural sensitivity have positive impacts on trust. Formalization and cultural sensitivity affect commitment positively. But the formalization is not significantly related to the retailer's trust. The guanxi is not found to be significantly related to the retailer's commitment yet. Finally, the authors discuss some theoretical contributions, managerial implications. And then, they present limitations of this study and the future research directions.

• Journal of Korea Technology Innovation Society
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• v.10 no.4
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• pp.727-754
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• 2007

The purpose of this empirical study is to investigate the impact of the performance of ITBI's tenant. The study also aims to find out the relation between tenant's output and variables such as service usage, service quality, customer satisfaction. To achieve this aim, we carried out both a review of the literature and an empirical research. To verify the relation of each variable, structural equation model analysis using AMOS4.0 is performed. The results are as follows. First, service usage of ITBI's have significant positive effects on customer satisfaction of business incubation center. On the other hand, service quality of ITBI's doesn't have direct effects on customer satisfaction of business incubation center. Second, customer satisfaction of business incubation center have significant positive effects on technology development. Third, managerial improvement of tenant have significant positive effects on the total sales. On the other hand, technology development doesn't have direct effects on the total sales. According to those results, the business incubation center should improve the service quality and customer satisfaction. Also, the center make every effort to connect the perforated line in structural equation model. The implications of these findings and possibilities of further research are discussed.

• Journal of Korean Society for Quality Management
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• v.46 no.4
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• pp.959-972
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• 2018

Purpose: This study developed a simulation model that incorporates the uncertainty of demand and yield to obtain optimized results for supply chain coordination within environmental constraints. The objective of this study is to examine whether yield management for perishable products can achieve the goal of supply chain coordination between a single buyer and a single supplier under a variety of environmental conditions. Methods: We investigated the efficiency of a revenue-sharing contract and a wholesale price contract by considering demand and yield uncertainty, profit maximizing ratio, and success ratio. The implications for environmental variation were derived through a comparative analysis between the wholesale price contract and the revenue-sharing contract. We performed Monte Carlo simulations to give us the results of an optimized supply chain within the environments defined by the experimental factors and parameters. Results: We found that a revised revenue-sharing contracting model was more efficient than the wholesale price contract model and allowed all members of the supply chain to achieve higher profits. First, as the demand variation (${\sigma}$) increased, the profit of the total supply chain increased. Second, as the revenue-sharing ratio (${\Phi}$) increased, the profits of the manufacturer gradually decreased, while the profits of the retailer gradually increased, and this change was linear. Third, as the quality of yield increased, the profits of suppliers appear to increased. At last, success rate was expressed as the profit increased in the revenue-sharing contract compared to the profit increase in the wholesale price contract. Conclusion: The managerial implications of the simulation findings are: (1) a strategic approach to demand and yield uncertainty helps in efficient resource utilization and improved supply chain performance, (2) a revenue-sharing contract amplifies the effect of yield uncertainty, and (3) revised revenue-sharing contracts fetch more profits for both buyers and suppliers in the supply chain.

• International Area Studies Review
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• v.21 no.1
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• pp.97-117
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• 2017

This research highlights the process of adopting cloud computing technology from users' perspective. Concentrating on perceived mechanism from employees side that lead to job performance at work. Cloud computing, the new player in our modern business environment, authors employ diffusion of innovation theory to capture how this new technology affect employees in workplace in terms of job performance. Education for this new system and managerial support by firm were used as moderating variable to test dependent variable, job performance. Research was done through survey from total 284 people working in metropolitan area at South Korea. The result shows that cloud computing system affect positively on work efficiency, and the extent of diffusion factors that influence from the most to least are as follow: 1. Users' Skill, 2. System Quality, 3. Information Quality, 4. Group Awareness, 5. Attitude towards New System. To test diffusion factors of cloud computing and job performance, South Korean people actually felt that cloud computing help their job performance and the extent of diffusion factors that influence from the most to least are as follow: 1. Users' Skill, 2. System Quality, 3. Information Quality, 4. Attitude towards New System, 5. Group Awareness. As for diffusion factors of cloud computing and productivity, result proved that cloud computing really helps firms, and the extent of diffusion factors that influence from the most to least are as follow: 1. Information Quality, 2. Attitude towards New System, 3. Group Awareness, 4. System Quality, 5. Users' Skill. Two moderating variables, employee education and managerial support were tested to prove whether these two variables affect the job performance and the result displays positive affect for both two factors. To conclude, adopting cloud computing helps firms by increase employees' work efficiency and job performance. In order to accelerate the process employees education really matters because users' skill is the most crucial among diffusion factors.

• Journal of the East Asian Society of Dietary Life
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• v.20 no.2
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• pp.328-339
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• 2010

This study was conducted to develop a service quality measurement scale suitable for the fast food restaurant segment. After reviewing the relevant literature, it was decided that the current service quality measurement scales (SERVQUAL, SERVPERF, DINESERV) are not appropriate for the fast food restaurant segment. Based on Cronin & Taylor's (1994) argument, perceived service quality is a form of attitude that represents a long-term overall evaluation of the company. Therefore, this study selected SERVPERF items for the initial pool of service quality items. Through a systematic scale development process, the SERVPERF instrument was then refined and a new concise scale was produced. Specifically, a focus group discussion with a group of patrons who are very familiar with fast food restaurants was conducted and the new service quality measure was refined so that it would be more realistic and closely describe service operation in the fast food industry. Moreover, the data collected from 112 college students who visit fast food restaurants frequently were used to statistically evaluate each of the items again via EFA (Exploratory Factor Analysis) and three sub-dimensions were derived: (1) responsiveness, (2) tangibles, and (3) reliability. Additionally, the data collected from 179 fast food restaurant consumers was used to conduct CFA (Confirmatory Factor Analysis). During this process, the convergent validity, discriminant validity, and internal consistency were double-checked. Overall, the newly developed scale achieved validity and reliability on a theoretical and statistical basis. Possible interpretations and managerial implications are also suggested.

• Journal of Distribution Science
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• v.12 no.12
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• pp.43-54
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• 2014

Purpose - This study examines how perceived benefits and costs of traditional market support affect relationship quality and support for a marketeer. In addition, it investigates whether support for traditional market aid programs leads to support for the government. The author developed a structural model comprising several variables, in which perceived benefits and costs comprising economic, social, and environmental costs were proposed, to affect the relationship quality (satisfaction and trust) of traditional market aid programs and the government. Consequently, marketeers satisfied and trusted by traditional market aid programs and the government would support the traditional market aid program, resulting in higher support for the government. The model proposed that customer satisfaction would improve customer loyalty and business performance. Thus, the relationship quality (satisfaction and trust) of the traditional market aid program and government was proposed as a core mediating variable between perceived benefits and costs and support. Research design, data, and methodology - To analyze the proposed model, this study investigates the scenario with a traditional marketeer. Data were collected from 331 respondents, and analyzed with SPSS/PC 18.0 and AMOS 18.0. To test the unidimensionality and nomological validity of the measures of each construct, we employed a scale refinement procedure. The result of the reliability test with Cronbach's and confirmatory factor analysis warranted unidimensionality of the measures for each construct. In addition, nomological validity of the measures was warranted from the result of correlation analysis. Results - First, perceived benefit affects the relationship quality of traditional market aid programs and government. Second, perceived costs affect the satisfaction of traditional market aid programs and government. Third, the relationship quality of a traditional market aid program affects the support of a traditional market aid program, and the relationship quality of government affects the support of government. Finally, the support of traditional market aid program affects support of government. The results confirm the findings of previous studies that local development positively influences support, based on the social exchange theory. Conclusions - The theoretical and managerial contributions of this study are as follows. First, it is the first such study, and defines mediating variables, analyzing relationship quality (satisfaction and trust) between perceived benefits and costs and support for the traditional market industry. Further, it investigates the structural relationships between them with the AMOS program. Second, while most previous studies investigating the relationship between similar variables and those of the present study analyzed how perceived benefits and costs influenced support, this study identified the transfer relationship between the support for traditional market programs and support for the government. This study confirms that support for traditional market aid program increases support for the government. Therefore, government policy makers for traditional market aid programs should explain to marketeers the benefits and costs of traditional market development in terms of economic, social, and environmental factors. At the end, limitations, further research directions, and implications are suggested.

• Asia Marketing Journal
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• v.13 no.1
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• pp.1-26
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• 2011

Measuring the quality of city life (QCL) is important for city marketing given that QCL influences the city brand image and resident city relationship. Despite its importance, most previous measures of community well being were developed in the context of small towns, and limited attention has been given to a subjective measure of QCL in the context of a large city. This study develops and tests a subjective measure of quality of city life (QCL) in the context of a large metropolitan city. Quality of city life (QCL) refers to the degree of need satisfaction and feelings of happiness one experiences during the course of city life. The results from a survey of 507 residents from 25 major districts in Seoul indicate that the QCL measure has convergent and discriminate validity. The results also indicate that QCL has predictive validity in relation to satisfaction with city services, trust in the city government, word of mouth communication, and a sense of citizen pride. The managerial and policy implications of this study are discussed.