• Journal of Distribution Science
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• v.15 no.7
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• pp.61-71
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• 2017

Purpose - This study empirically analyzed the effect of the customer orientation in Insurance Salespersons on the perceived referral risk and referral intention. In the empirical study, we try to provide suggestions for reducing the perceived referral risk of customer oriented selling activities and improving the referral intentions according to customers' tendencies. Research design, data, and methodology - Data collection was conducted through the convenience sampling method for customers who had insurance coverage for about two months from March to May 2015. A total of 700 copies were distributed and 670 copies (95.7% recovery) were collected. Finally, 661 copies were used for final analysis. With the IBM PASW 22.0 statistical program. The interaction effect for the hypothesis test was generated by multiplying the average centralized independent variable and the control variable, and the average centralization variable was used to minimize the multi-collinearity problem of the interaction effect between the independent variable and the control variables. Results - Hypothesis 1 was adopted because the effect of customer-oriented selling activities on perceived referral risk were significantly negative. The effect of customer orientation on perceived referral risk is affected by innovative tendency, risk-taking tendency, and interpersonal tendency Interaction effect was observed. Therefore, Hypothesis 2-2, Hypothesis 2-3, Hypothesis 2-4 were adopted. The effect of customer-oriented selling activities on referral intention was significantly positive, and Hypothesis 3 was adopted. The effect of customer orientation was influenced by the interaction effect of innovative tendency. Therefore, only Hypothesis 4-2 was adopted. Finally, the effect of perceived referral risk on referral intention was significantly negative and hypothesis 5 was adopted. Conclusions - This study suggests that it is important for the salespeople to grasp the customers' propensity in consideration of the perceived referral risk and referral intention according to the moderating effect of customer orientation. In this study, we showed that customer-oriented selling activities positively influence referral intention by inducing perceived referral risk in customers with stronger risk-taking tendencies. It is thought that it will be an important basic data in designing a customer's selling strategy or conducting selling activities.

• Journal of the Korea Academia-Industrial cooperation Society
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• v.20 no.12
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• pp.456-467
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• 2019

The purpose of this study was to investigate the effects of social support on self-esteem, depression, and stress of migrant women for marriage and to use them as basic data for developing depression and stress intervention strategies. This study provided correlation and regression analyses of 126 migrant women for marriage. The results showed that the level of social support was significantly and positively correlated to the migrant women's income level (p = .001 <.01) and self-esteem (r = 0.569, p <.001). However, there was a positive correlation among self-esteem, stress, and depression. Reviewing autocorrelations of the three dependent variables and the multi-collinearity between the independent variables, the autocorrelations of self-esteem, stress, and depression were 2.452, 2.418, and 2.278, respectively, indicating the absence of any autocorrelation problem. The regression analysis showed social support (p < 0.001) had a significant and positive relationship with self-esteem. The higher the social support (β = 0.472) was, the higher the self-esteem was. Based on the study results, it is expected that developing various programs of social support for migrant women for marriage is likely to reduce their depression and stress and increase the stability of family and social life.

• Journal of the Korean Society of Fisheries and Ocean Technology
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• v.57 no.3
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• pp.236-245
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• 2021

In this study, a drifting test using a experimental vessel (2,966 tons) in the northern waters of Jeju was carried out for the first time in order to obtain the fundamental data for drift. During the test, it was shown that the average leeway speed and direction by GPS position were 0.362 m/s and 155.54° respectively and the leeway rate for wind speed was 8.80%. The analysis of linear regression modes about leeway speed and direction of the experimental vessel indicated that wind or current (i.e. explanatory variable) had a greater influence upon response variable (e.g. leeway speed or direction) with the speed of the wind and current rather than their directions. On the other hand, the result of multiple regression model analysis was able to predict that the direction was negative, and it was demonstrated that predicted values of leeway speed and direction using an experimental vessel is to be more influential by current than wind while the leeway speed through variance and covariance was positive. In terms of the leeway direction of the experimental vessel, the same result of the leeway speed appeared except for a possibility of the existence of multi-collinearity. Then, it can be interpreted that the explanatory variables were less descriptive in the predicted values of the leeway direction. As a result, the prediction of leeway speed and direction can be demonstrated as following equations. Ŷ₁= 0.4031-0.0032X₁+0.0631X₂-0.0010X₃+0.4110X₄ Ŷ₂= 0.4031-0.6662X₁+27.1955X₂-0.6787X₃-420.4833X₄ However, many drift tests using actual vessels and various drifting objects will provide reasonable estimations, so that they can help search and rescue fishing gears as well.

• Journal of the Korean Society of Marine Environment & Safety
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• v.27 no.1
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• pp.13-21
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• 2021

The purpose of this study is to develop the ship valuation model by utilizing the neural network model. The target of the valuation was secondhand VLCC. The variables were set as major factors inducing changes in the value of ship through prior research, and the corresponding data were collected on a monthly basis from January 2000 to August 2020. To determine the stability of subsequent variables, a multi-collinearity test was carried out and finally the research structure was designed by selecting six independent variables and one dependent variable. Based on this structure, a total of nine simulation models were designed using linear regression, neural network regression, and random forest algorithm. In addition, the accuracy of the evaluation results are improved through comparative verification between each model. As a result of the evaluation, it was found that the most accurate when the neural network regression model, which consist of a hidden layer composed of two layers, was simulated through comparison with actual VLCC values. The possible implications of this study first, creative research in terms of applying neural network model to ship valuation; this deviates from the existing formalized evaluation techniques. Second, the objectivity of research results was enhanced from a dynamic perspective by analyzing and predicting the factors of changes in the shipping. market.

• KSCE Journal of Civil and Environmental Engineering Research
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• v.26 no.5D
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• pp.797-804
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• 2006

A development of regression model for asphalt concrete pavements using Falling Weight Deflectometer deflections is presented in this paper. A backcalculation program based on layered elastic theory was used to generate the synthetic modulus database, which was used to generate 95% confidence intervals of modulus in each layer. Using deflection basins of FWD data used in developing this procedure were collected from Pavement Management System in flexible pavements. Assumptions of back-calculation are that one is 3 layered flexible pavement structure and another is depth to bedrock is finite. It is found that difference of between 95% confidence intervals and modulus ranges of other papers does not exist. So, the data of 95% confidence intervals in each layer was used to develop multiple regression models. Multiple regression equations of each layer were established by SPSS, package of Statics analysis. These models were proved by regression diagnostics, which include case analysis, multi-collinearity analysis, influence diagnostics and analysis of variance. And these models have higher degree of coefficient of determination than 0.75. So this models were applied to predict modulus of domestic asphalt concrete pavement at FWD field test.

• Korean small business review
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• v.31 no.2
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• pp.19-37
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• 2009

The purpose of this research is to explore differences between small and medium-sized companies and large-sized companies in the impact of human resource innovativeness(HRI), learning orientation(LO), and HRI-LO interaction on innovation effect and business performance. Although learning orientation has long been considered as a key factor influencing good performance of a business, little research was devoted to exploring the effect of HRI-LO interaction on innovation effect and business performance. In this study, it is investigated whether there is a synergy effect between innovative human workforce and learning orientation corporate culture, in addition to each by itself, to generate good business performance as well as a success of new innovations in the market. Research hypotheses were as follows, including H1) human resource innovativeness(HRI), learning orientation(LO), and interactions of HRI and LO(HRI-LO interaction) positively affect innovation effect, H2) there is a difference of the effect of HRI, LO, and HRI-LO interaction on innovation effect between large-sized and small-sized companies, H3) HRI, LO, HRI-LO interaction, innovation effect positively affect business performance, and H4) there is a difference of the effect of HRI, LO, HRI-LO interaction, and innovation effect on business performance between large-sized and small-sized companies. Data were obtained from 479 practitioners through a web survey since the web survey is an efficient method to collect a national data at a variety of fields. A single respondent from a company was allowed to participate in the study after checking whether they have more than 5-year work experiences in the company. To check whether a common source bias is existed in the sample, additional data from a convenient sample of 97 companies were gathered through the traditional survey method, and were used to confirm correlations between research variables of the original sample and the additional sample. Data were divided into two groups according to company size, such as 352 small and medium-sized companies with less than 300 employees and 127 large-sized companies with 300 or more employees. Data were analyzed through t-test and regression analyses. HRI which is the innovativeness of human resources in the company was measured with 9 items assessing the innovativenss of practitioners in staff, manager, and executive-level positions. LO is the company's effort to encourage employees' development, sharing, and utilizing of knowledge through consistent learning. LO was measured by 18 items assessing commitment to learning, vision sharing, and open-mindedness. Innovation effect which assesses a success of new products/services in the market, was measured with 3 items. Business performance was measured by respondents' evaluations on profitability, sales increase, market share, and general business performance, compared to other companies in the same field. All items were measured by using 6-point Likert scales. Means of multiple items measuring a construct were used as variables based on acceptable reliability and validity. To reduce multi-collinearity problems generated on the regression analysis of interaction terms, centered data were used for HRI, LO, and Innovation effect on regression analyses. In group comparison, large-sized companies were superior on annual sales, annual net profit, the number of new products/services in the last 3 years, the number of new processes advanced in the last 3 years, and the number of R&D personnel, compared to small and medium-sized companies. Also, large-sized companies indicated a higher level of HRI, LO, HRI-LO interaction, innovation effect and business performance than did small and medium-sized companies. The results indicate that large-sized companies tend to have more innovative human resources and invest more on learning orientation than did small-sized companies, therefore, large-sized companies tend to have more success of a new product/service in the market, generating better business performance. In order to test research hypotheses, a series of multiple-regression analysis was conducted. In the regression analysis examining the impact on innovation effect, important results were generated as : 1) HRI, LO, and HRI-LO affected innovation effect, and 2) company size indicated a moderating effect. Based on the result, the impact of HRI on innovation effect would be greater in small and medium-sized companies than in large-sized companies whereas the impact of LO on innovation effect would be greater in large-sized companies than in small and medium-sized companies. In other words, innovative workforce would be more important in making new products/services that would be successful in the market for small and medium-sized companies than for large-sized companies. Otherwise, learning orientation culture would be more effective in making successful products/services for large-sized companies than for small and medium-sized companies. Based on these results, research hypotheses 1 and 2 were supported. In the analysis of a regression examining the impact on business performance, important results were generated as : 1) innovation effect, LO, and HRI-LO affected business performance, 2) HRI by itself did not have a direct effect on business performance regardless of company size, and 3) company size indicated a moderating effect. Specifically, an effect of the HRI-LO interaction on business performance was stronger in large-sized companies than in small and medium-sized companies. It means that the synergy effect of innovative human resources and learning orientation culture tends to be stronger as company is larger. Referring to these result, research hypothesis 3 was partially supported whereas hypothesis 4 was supported. Based on research results, implications for companies were generated. Regardless of company size, companies need to develop the learning orientation corporate culture as well as human resources' innovativeness together in order to achieve successful development of innovative products and services as well as to improve sales and profits. However, the effectiveness of the HRI-LO interaction would be varied by company size. Specifically, the synergy effect of HRI-LO was stronger to make a success of new products/services in small and medium-sized companies than in large-sized companies. However, the synergy effect of HRI-LO was more effective to increase business performance of large-sized companies than that of small and medium-sized companies. In the case of small and medium-sized companies, business performance was achieved more through the success of new products/services than much directly affected by HRI-LO. The most meaningful result of this study is that the effect of HRI-LO interaction on innovation effect and business performance was confirmed. It was often ignored in the previous research. Also, it was found that the innovativeness of human workforce would not directly influence in generating good business performance, however, innovative human resources would indirectly affect making good business performance by contributing to achieving the development of new products/services that would be successful in the market. These findings would provide valuable managerial implications specifically in regard to the development of corporate culture and education program of small and medium-sized as well as large-sized companies in a variety of fields.