• Asia pacific journal of information systems
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• 제30권2호
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• pp.252-283
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• 2020

Online retail is a growing opportunity for retailers and consumers. Cross-buying provides companies with an opportunity to increase their revenue contributions from existing consumers. In many fields, especially in the service sector, cross-selling is an easier strategy to use relative to increasing revenue rather than acquiring new consumers. Website personalization has been a powerful indispensable tool for web-based companies and end users. Using the Mehrabian and Russell's Stimulus-Organism-Response framework, we experimentally examined how an online retailing merchant's environmental stimuli (S) arouses internal affective and cognitive states (O), that affect consumers' approach-avoidance behavior (R) in cross-buying and shopping cart abandonment in online transactions.

• 유통과학연구
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• 제14권1호
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• pp.51-58
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• 2016

Purpose - This study is to identify how the retail regulations influence customer shopping behaviours and furthermore, whether the Store Closing Act really protects independent retailers as well as traditional markets in Korea. Research design, data, and methodology - By adopting frequency analysis and factor analysis method, the research achieved research objectives. Before a field survey, the authors pre-tested the questionnaire developed, based on similar previous articles, and finalized. Amongst the 353 questionnaires distributed, 332 were returned. It means the response rate is 94.5%. Furthermore, available questionnaires are 330. Results - Rather than stimulating customers to more frequently visit public markets, the regulation has provoked new customer shopping behaviours. In other words, some consumers tend to shop in big box retailers before or after a store closing day, whereas others are likely to stop shopping. What is important is that customers do not patronise small retailers and conventional markets, thanks to the Store Closing Act. Conclusions - In order to keep retailers and public markets independent, the researchers suggest that the government should introduce new techniques without impeding the growth of a retailing sector.

• 산업공학
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• 제24권4호
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• pp.447-456
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• 2011

Identifying the major moving patterns of shoppers' movements in the selling floor has been a longstanding issue in the retailing industry. With the advent of RFID technology, it has been easier to collect the moving data for a individual shopper's movement. Most of the previous studies used the traditional clustering technique to identify the major moving pattern of customers. However, in using clustering technique, due to the spatial constraint (aisle layout or other physical obstructions in the store), standard clustering methods are not feasible for moving data like shopping path should be adjusted for the analysis in advance, which is time-consuming and causes data distortion. To alleviate this problems, we propose a new approach to spatial pattern clustering based on longest common subsequence (LCSS). Experimental results using the real data obtained from a grocery in Seoul show that the proposed method performs well in finding the hot spot and dead spot as well as in finding the major path patterns of customer movements.

• 동아시아경상학회지
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• 제8권3호
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• pp.15-24
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• 2020

Purpose - New technologies allow service providers to integrate all the customer information within and between contact channels so that they can offer individualized services. The availability of new mobile devices enables retailers to interact with customers through countless channels (Rigby, 2011). The objective of this research is to examine customers' attitudes toward O2O (on-line to off-line) services and their intention to use based on the Technology Acceptance Model (TAM). Research design, data, and methodology - Utilizing the TAM model, the mediating effect of the users' attitudes toward O2O services on the relationship among perceived ease of use, perceived usefulness, perceived risks and intention to use are to be investigated. Results - The result shows that the perceived ease of use, perceived usefulness, perceived risks have a significant effect on customers' attitudes toward O2O services. It is also revealed that the attitude toward O2O services has a mediating effect among perceived ease of use, perceived usefulness, perceived risks and intention to use. Conclusions - The boundary between on-line and off-line is eroding and various services based on the O2O platform are growing. The results of this study and managerial implications can be applied to O2O platform operators or enterprises planning to sharp on their competitiveness edge through offering variations of service channels.

• 응용통계연구
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• 제25권6호
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• pp.987-997
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• 2012

The sales volume of men's cosmetics has drastically increased in Korea. In recent years, men's needs for cosmetics have been diversified and the consumer demand for functional cosmetics has greatly risen. In particular, male consumers have become more interested in essence product that is a light and concentrated treatment to correct skin problems. This research analyzes consumer preferences for essence-for-men through the use of choice-based conjoint analysis. This approach is adopted since the task of respondents to choose the most preferred option from several alternatives closely mimics actual marketplace purchasing behavior by consumers. New technique for the construction of choice sets is suggested based on the balanced incomplete block design, to accommodate a larger number of product profiles. The proposed design for choice sets is balanced and provides a tool to filter the contradictory choices. Conjoint analyses are performed to assess the relative importance of attributes and identify the most preferred profile of essence-for-men with respect to attributes such as emphasized function, price, type of content, and design of container. Some differences are indicated in the analysis results between age brackets as well as between groups classified by the amount of fashion item expenditures.

• 유통과학연구
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• 제15권4호
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• pp.69-78
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• 2017

Purpose - The study was AI as exploratory study on artificial intelligence (AI) shopping information services, to explore the possibility of a new business of the distribution industry. For research, we compare to IBM of consumer awareness surveys an AI shopping information service for retailing channel and target goods group. Finally, we present to service scenario for distribution service using AI. Research design, data, and methodology - First, to identify possible the success of the information service shopping using AI, AI technology for the consumer is very important for the acceptance of judgement. Therefore, we explored the possibility of AI information service for business as a shopping. The experimental data were used to interpret the meaning of the relevant literature and the IBM Institute of Business Value (IBV) Report 2015. This research is based on the use of a technical acceptance model (TAM) to determine whether the consumer would adopt the 'AI shopping information service' technology. Step 1 of the process assumes that the consumer adopts AI technology. In step 2, consumers find their preference channels and goods targeted at them as per their preferences. Finally Step 3, we present scenario for 'AI shopping information service' based on the results of Step 1 and 2. Results - Consumers have expressed their high interests in the new shopping information services, especially the on/off line distribution channels can use shopping information to increase the efficiency in provision of goods. Digital channel (such as SNS, online shopping etc.) is especially high value goods such as cars, furniture, and home appliances by displaying it to an appropriate product group. Conclusions - The study reveals the potential for the use of new business models such as 'AI shopping information service' by the distribution industry. We present seven scenario related AI application refer from IBM suggestion, and the findings would enable the distribution industry to approach target consumers with their products, especially high value goods. 'Shopping advisor' is considered to the most effective. In order to apply to the other field of the distribution industry business, which utilizes AI technology, it should be accompanied by additional empirical data analysis should be undertaken.

• 한국의류학회지
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• 제34권7호
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• pp.1087-1099
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• 2010

This study explores the retail environment factors of the changes mentioned in the "Factors and Directions of the Change of the Apparel Retail Structure in Korea" (Part I) to understand the changes in apparel retail institutions. This study was done through a literature research method and the results are as follows. First, changing consumer needs and trends require extensive new products, a method to manufacture diverse products according to the market demand, and the necessity to manufacture based on trends in demand. This limits the role of mass production, which brought about more flexible manufacturing modes, scaled down manufacturing factories, promoted more cooperative subcontract relationships, and increased global sourcing which uses other companies at the most appropriate global venue. How to organize and use cooperative networks that benefit companies is the key to global competitiveness in the new era and the information technology developed around retail shops plays a key role. Consequently, the management of consumers and their information becomes critical and retail distribution functions become a key corporate function. In addition, it is difficult for small shops to introduce effective new technologies that encourage the growth of large companies. Second, apparel companies that use to benefit from scale merits based on the previous mass production system are now becoming effective by using economies of scale through mass retailing while shops are enlarging their sizes as a way to survive. On the other hand, inexpensive clothes become even more inexpensive while expensive ones become even more expensive, promoting polarization and diverse price ranges that widen consumer options.

• 한국의류학회지
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• 제20권5호
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• pp.826-840
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• 1996

With rapid changes in social and marketing environments, catalog retailing emerges as a new method of selling clothes in Korea. In catalog shopping, in-store and multi·store search behavior are omitted saving consumers time and effort. On the other hand, consumers may lose recreational enjoyment of shopping when they purchase clothes through catalog. In this study, consumers perception of shopping cost and recreational shopping orientation were tested as consumer characteristic intervening catalog shopping behavior. The concept of shopping cost was derived from Darian(1987)'s analysis of cost and benefit of store shopping and in-home shopping. A national sample of 700 adult women was surveyed and 477 questionnaires were returned and used for statistical analysis. Nine shopping cost perception variables were found to have significant positive relationships with the purchase intention of apparel through catalog. As a result of confirmatory factor analysis, two factors of shopping cost were found; perception of lack of shopping time and perception of store search effort. Causal modeling of LISREL analysis showed that percetion of lack of shopping time was strongly related with patronizing intention of catalog shopping. Since catalog shopping exclude enjoyment of store shopping activity, it can be logically inferred that recreational store shoppers have less chance of being catalog shoppers. However, the result of LISREL analysis showed that there were no negative relationship between recreational shopping orientation and catalog shopping intention. This suggests that consumers might experience enjoyment of shopping through catalog when properly presented.

• 한국콘텐츠학회논문지
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• 제7권11호
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• pp.120-129
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• 2007

본 연구는 UCC의 비즈니스적 측면을 중심으로 UCC의 실태를 포탈업체, 동영상 및 인터넷 서비스업체, 일반업체, 언론사 및 미디어업체, 그리고 정치분야를 중심으로 개략적으로 진단한 후, UCC 비즈니스 모델의 유형화를 시도하였다. UCC 비즈니스는 크게 UCC e-마케팅 비즈니스, UCC 퍼브리싱 비즈니스, UCC e-소매 비즈니스 및 UCC 관련 소프트웨어 비즈니스 등으로 구분할 수 있다. 이런 유형화 및 UCC의 가치창출체인을 토대로 UCC 비즈니스의 문제점을 탐색하고, 이를 극복하기 위한 몇 가지 비즈니스적 함의를 제시해 보고자 하였다.

• 지식경영연구
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• 제19권4호
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• pp.59-76
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• 2018

With the arrival of the big data era, customer data and data mining analysis have gradually dominated the process of Customer Relationship Management (CRM). This phenomenon indicates that customer data along with the use of information techniques (IT) have become the basis for building a successful CRM strategy. However, some companies can not discover valuable information through a large amount of customer data, which leads to the failure of making appropriate business strategy. Without suitable strategies, the companies may lose the competitive advantage or probably go bankrupt. The purpose of this study is to propose CRM strategies by segmenting customers into VIPs and Non-VIPs and identifying purchase patterns using the the VIPs' transaction data and data mining techniques (K-means clustering and association rules) of online shopping mall in Korea. The results of this paper indicate that 227 customers were segmented into VIPs among 1866 customers. And according to 51,080 transactions data of VIPs, home product and women wear are frequently associated with food, which means that the purchase of home product or women wears mainly affect the purchase of food. Therefore, marketing managers of shopping mall should consider these shopping patterns when they build CRM strategy.