• Asia Marketing Journal
• /
• v.13 no.2
• /
• pp.49-69
• /
• 2011

Issues of how firms form collaborative inter-firm alliances, how they nurture the alliance relationships as meaningful ones, and how they evolve and manage collaborations in turbulent market environments deserve increasing research attention. To contribute to filling this void, this study conceptualizes an alliance orientation as a firm's capabilities to help achieve an advantageous alliance performance to its rivals and based on this concept, demonstrates specific process for a successful alliance performance. First, this study empirically explores the influence of a new construct, alliance orientation, on firms' alliance performance. Second, the concept of alliance creativity as a positional mediation variable between alliance orientation and market performance is explained and then empirically explored. Third, alliance performance as a mediator between alliance orientation and market performance is presented and then is empirically reviewed.

• Journal of the Korean Institute of Navigation
• /
• v.24 no.4
• /
• pp.285-298
• /
• 2000

The purpose of this study is to shed some light on how market orientation, mediators such as employee satisfaction, service quality and commitment, and business performance are related and to offer important managerial implication for managements or marketing practioners in the International logistics service industry.

• Journal of the Korean Society of Radiology
• /
• v.9 no.1
• /
• pp.23-30
• /
• 2015

Recently in the health service the globalization and opening their market to foreigners are realized in Korea. So, it becomes necessary for the health service institutes to execute their management to focus on service quality to satisfy their customers. We examined the customer orientation of the individual health professional rather than the market orientation concept based on the health institute. For the market orientation of the health institute should require the individual health professional worked there. The hypotheses for the effect of the role conflict, ambiguity, and job satisfaction of the health professionals to their customer orientation were established based on the literature review and previous researches and tested to the 250 health professionals such as health technician, nurse, radiologist, and management clerk in D hospital located in Busan, in summer 2008. First, the hypothesis 'The role conflict between the individual health professionals might effect to the customer orientation' was rejected. Second, the hypothesis 'The role ambiguity of the individual health professional might effect to the customer orientation' was accepted. Third, the hypothesis 'The satisfaction of the individual health professional might effect to the customer orientation' was rejected. and the multiple regression analysis was taken with the dependent variables as each construct of customer orientation-responsiveness, empathy, tangibility, and reliability, and independent variables as role conflict, role ambiguity, and job satisfaction. With these analysis, we found also the role ambiguity effected to the customer orientation.

• Journal of Applied Tourism Food and Beverage Management and Research
• /
• v.10
• /
• pp.203-218
• /
• 1999

Customer-Orientation can be referred to as the concept of creating and maintaining a superior value within the market by responding to the 'wants of the customer' in regards to the Hotel. In other words, customer-orienated hotel is forcasting a customer' response to being different from other competitors, competing with others, and winning in the market. Therefore, hotels exert their efforts in various customer-oriented activities which may result in customer satisfaction. The pruposes of this study are to find out various significant factors impinging on customer-orientation and service image in hotels. For these purposes, two hypothesis were established, and the samples of this study were 15 hotels in Pusan, KyeongJu. The verification of the proposed hypothesis showed the following results: First, service quality and customer-orientation were found to be significantly related. In detail, the employees of hotel were shown to be affected in sales management, human relationship and service quality. Second, customer-orientation and service image were found to be significantly related. namely, the customer-orientation of hotel' employee were found to be significantly related with hotel service image. The research results and suggestions of this study are as follows: First, it is necessary that provide better service/product to satisfy the customers. Second, it is necessary that the employees of tourist hotel try to resolve the complaint of customers. Third, it is necessary that the employees of hotel try to improve the image as good service.

• The Journal of the Korea Contents Association
• /
• v.13 no.6
• /
• pp.212-226
• /
• 2013

In this paper, I tried to analyze objectively the structural relation among market directivity, study directivity, and achievement of organization which are intended to equip competitive power of social welfare organization on the social service market centrally formed by the voucher business. Data collection objectives is consist of 7 metropolitan cities social welfare organizations, performing voucher businesses of the Ministry of Health and Welfare, and data is secured from 203 institutions. Some basic technological statistics and regression analysis employing structural equation was used for analysing data. Analyzed result, the structural relation among market directivity and study directivity and organizational performance is appeared meaningfully according to the fact that goodness of fit coefficients is TLI = .86, CFI = .89, RMSEA = .02. With respect to achievement of organization, market directivity and study directivity are all confirmed as positively influenced. The results of analysis about whether market directivity and study directivity for achievement of organization is direct effect or indirect effect shows that market directivity and study directivity are all influenced both directly to organizational performance, and as parameter. By the results of this research, social welfare organizations performing voucher business are to have practical implication requiring organization learning needed collecting and sharing the relevant information and organizational response toward voucher social service market.

• Journal of Global Scholars of Marketing Science
• /
• v.8
• /
• pp.111-138
• /
• 2001

Currently marketing researchers are investigating the causal variables affecting to salesforces' performances. Some researchers found personal and organizational affecting variables as well as structural context of variables. But almost affecting variables examined in salesforce performance researches are personal characteristics. Such organizational variables like leadership, organization's market orientation would be worth to examine in salesforce performance researches. Thus this research is intended to analyze effects of personal and organizational characteristics on salesforces' performances. Data for this research were elicited from sales representatives of motor companies. Data collected were analyzed by regression analysis using SPSSWIN Ver.10.0. The following are major findings of this research. 1. Leadership whether transformational or transactional affected on salesforces' performances. But it was not accepted that transformational leadership would be superior than transactional leadership. 2. Market Orientation of organization affected on its salesforces' performances. 3. Personal characteristics such as need for achievement, compensation predispositon, self efficacy, learning goal orientation were affect on salesforces' performances. But it found that effects of intrinsic compensation predisposition on salesforces, performances were reverser (-). Based on the above findings, the following conclusion could be drawn: 1. Organizational variables like leadership and market orientation are key managerial variables in the sales organization, meaning that sales manager development and organization's market-driven culture are important. 2. Through recruiting and educating, raising salesforces' self-esteem is necessitated.

• Journal of Korea Society of Industrial Information Systems
• /
• v.18 no.1
• /
• pp.59-70
• /
• 2013

The purpose of this study was to identify the antecedents of organizational innovativeness, which in turn influence firm performance that is composed of new product development performance and overall firm performance. We collected responses from C-level executives, and conducted a structural equation model analysis. Results revealed that organizational memory and market orientation influence organizational innovativeness, which in turn influence new product development performance and overall firm performance. However, interestingly, new product development performance was not found to affect overall firm performance. Based on these results, we have confirmed the importance of market orientation and organizational memory for organizational innovativeness. Practical implications related to the results are provided.

• Journal of Distribution Research
• /
• v.15 no.3
• /
• pp.35-69
• /
• 2010

Successful management of distributors is crucial for the success of multi-level marketing (MLM) because MLM sells products and services through distributor networks. The present study examines the impact of the up-line distributors' transformational leadership on down-line distributors' entrepreneurship, market orientation, and performance. The proposed research questions were examined based on a survey of 135 down-line distributors working at the largest domestic MLM company. A mediation mechanism was found that the up-line distributors' transformational leadership increases the down-line distributors' entrepreneurship and market orientation, which in turn influences their performance. Based on the findings, the present study suggests the importance of transformational leadership in MLM. Practical implications for the roles of transformational leadership and its impact on corporate management in specific business areas are also discussed.

• Journal of Korea Port Economic Association
• /
• v.38 no.1
• /
• pp.87-100
• /
• 2022

This study analyzed overseas market performance factors, focusing on the use of smart logistics platforms by companies entering overseas markets. Research design, data, methodology : Nine hypotheses were established among four potential variables, including the use of a smart logistics platform. An empirical analysis was carried out targeting 175 companies entering the overseas market, and hypothesis testing was performed using a structural equation model. As a result of the analysis, it was possible to confirm the mediating effect of the use of the smart logistics platform, and the effect of the supply chain orientation and the logistics service network was confirmed. In this study, it was confirmed that the use of a smart logistics platform mediates the effect of supply chain orientation on the logistics service network. In this regard, it was pointed out that it is necessary to increase the ability to utilize the smart logistics platform.

• Korea Trade Review
• /
• v.48 no.3
• /
• pp.151-176
• /
• 2023

This paper critically examines the role performance of local distributors within the Stimulus-Organism-Response (SOR) model, while also considering the moderating influence of market competition on the organism (O) and response (R) elements. Adopting a holistic approach, the SOR model provides a comprehensive framework for analyzing how external stimuli, including distributive, procedural, and interaction unfairness, interact with internal psychological processes, such as perceived unfairness, to shape the long-term orientation of importing agents. Moreover, this study acknowledges the pivotal role of market competition in the operational context of local distributors. It posits that competitive market dynamics play a crucial role in intensifying the relationship between behavioral factors and the long-term orientation of distributors, thereby revealing contingent effects within the SOR model. Through the exploration of these dynamics, this study contributes to a comprehensive understanding of the interplay among external stimuli, internal psychological processes, and market competition within the SOR framework, advancing our knowledge in this field.