• 산업경영시스템학회지
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• 제27권4호
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• pp.33-41
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• 2004

This study examines the relationship between multiple sales force management practices and performance within each of Miles & Snow (1978)'s strategy types and Walker & Ruekert (1987)'s strategy types. The findings are as follows : First, Prospectors seem to be associated with increased performance when they are utilizing a relationship selling strategy, internal sales force, moderate levels of supervision, outcome-based control system and incentive-oriented compensation system. Second, Analyzers seem to be associated with increased performance when they are utilizing a relationship selling strategy, internal sales force, outcome-based control system to deal with the instability in their strategic focus. Third, Low Cost Defender seem to be associated with increased performance when they are utilizing a relationship selling strategy, external sales force, low levels of supervision, outcome-based control system and salary-oriented compensation system. Fourth, Differentiated Defenders seem to be associated with increased performance when they are utilizing a relationship selling strategy, high levels of supervision, balanced (outcome+behavior) control system and salary-oriented compensation system.

• 한국정보시스템학회:학술대회논문집
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• 한국정보시스템학회 2003년도 춘계학술대회
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• pp.183-197
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• 2003

This paper introduces the public-oriented e-Hub construction for strategic alliances in the community. The public-oriented e-Hub can link with all Participating internet firms on the ba business models, and consequently help them share their core competence, management resource Based upon this perspective, this paper presents the procedures corresponding with social network strategic alliances of small and medium internet firms. In addition, this paper tries to analyze th among degree of competition, potential of strategic alliance, and financial performance. The resu the firms with more easily accepting various strategic alliances make higher financial performance competitive environment. This suggests that strategic alliances through the public-oriented e-Hub virtual community provide the internet firms with various opportunities

• 경영과학
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• 제20권1호
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• pp.165-178
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• 2003

This paper introduces the public-oriented e-Hub construction for strategic alliances in the B2B virtual community. The public-oriented e-Hub can link with all participating Internet firms on the basis of their business models, and consequently help them share their core competence, management resources, and so on. Based upon this perspective, this paper presents the procedures corresponding with social network analysis for strategic alliances of small and medium internet firms. In addition, this paper tries to analyze the relationships among degree of competition, potential of strategic alliance, and financial performance. The results show that the firms with more easily accepting various strategic alliances make higher financial performance under more competitive environment. This suggests that strategic alliances through the public-oriented e-Hub in the B2B virtual community provide the internet firms with various opportunities.

• 통상정보연구
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• 제10권2호
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• pp.117-139
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• 2008

This study examines the determinants of trade show performance of export-oriented small and medium enterprises(SMEs). In this regard, the trade show performance is categorized into two dimensions, such as sales objective performance vs. non-sales objective performance Based on the analysis of 116 exporters participated in trade show held in DaeGu EXCO, it is found that the roles of the show organizers play more important roles in both the sales objective performance and the non-sales objective performance than the roles of the exhibitors do. It is also interesting to find that export experience has a negative influence on both the sales objective performance and the non-sales objective performance. These results suggest that trade show organizers should provide high service quality so as to enhance the trade show performance of exhibitors.

• International Journal of Advanced Culture Technology
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• 제7권2호
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• pp.42-51
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• 2019

This study tests the applicability of concepts of integrated leadership-in-government and follower happiness in South Korea and then comes up with implication and limitations on the applicability based on the study of Mathias et al. (2018). The study adopts eight leaderships: accountability, rule-following, political loyalty, network governance, task-oriented, relations-oriented, change-oriented and diversity-oriented leadership that Mathias et al. (2018) employ from Fernandez et al. (2010) and Tummers and Knies (2016). We also select job satisfaction and self-perceived performance to measure follower happiness depending on Mathias et al. (2018). According to the analytical results, it shows that accountability leadership, network governance leadership, task-oriented leadership, relations-oriented leadership, and change-oriented leadership have positive influences on follower happiness measured. Based on the analytical results, this study suggests implication and limitation on the applicability of the link between integrated leadership and follower happiness in comparison to the results from Mathias et al. (2018).

• 무역학회지
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• 제45권5호
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• pp.303-324
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• 2020

The objective of this study is to verify the effect of the market orientation, CEO capacity, and environmental characteristics of overseas markets on the performance of overseas expansion among the success factors of domestic overseas expansion companies. For this purpose, employees of domestic overseas companies based in the Seoul metropolitan area were surveyed, and the hypothesis test was conducted. As a result of the verification, among the contributors to overseas advancement of domestic overseas companies, the factors of CEO capacity, overseas business_education ability, market environment and market size have a significant positive effect on the financial performance of overseas expansion. However, market-oriented factors were found to have no significant effect on the financial performance of overseas expansion. Among the contributors to overseas advancement of domestic overseas companies, the market-oriented factor, the customer-oriented factor, has a significant positive effect on the non-financial performance of overseas expansion. However, factors in CEO competency and environmental characteristics in overseas markets do not have a significant positive effect on the non-financial performance of overseas expansion.

• Asia pacific journal of information systems
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• 제29권4호
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• pp.690-716
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• 2019

Open innovation has attracted significant attention from both academics and practitioners. However, theoretical and empirical researchers disagree on how open innovation improves firm performance. The inconsistent results reported in the literature may be attributed to the fact that they failed to provide an integrative view of how to make use of internal and external knowledge to enhance innovation performance. Furthermore, although the adoption value of innovation approaches varies depending on firm size and IT capabilities, their impacts have not been adequately taken into consideration. Drawing on complementarity theory, this study revisits the research problem and develops eight hypotheses. Surveys collected from 339 Korean firms were analyzed to test the hypotheses using the supermodularity functions. The results indicated that an internal knowledge-oriented innovation approach has a positive impact on innovation performance regardless of firm size. However, an external knowledge-oriented innovation approach has a positive effect on innovation performance in large firms while having no significant effect on innovation performance of SMEs. Results also confirmed a complementary relationship between internal and external knowledge-oriented innovation approaches in large firms, whereas substitutable relationships were confirmed in SMEs. This study sheds new light on open innovation by identifying the role of different types of innovation approaches, firm size, and IT capabilities.

• 품질경영학회지
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• 제31권3호
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• pp.114-125
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• 2003

In this paper, we deal with the problem of modeling of agent-based robot manufacturing cell. Its role is becoming increasingly important in automated manufacturing systems. For Object Oriented & Queueing Petri Nets (OO&QPNs), an extended formalism for the combined quantitative and qualitative analysis of different systems is used for structure and performance analysis of mobile robotic cell. In the case study, the OO&QPN model of a mobile robotic cell is represented and analyzed, considering multi-class parts, non-preemptive priority and alternative routing. Finally, the comparison of performance values between Shortest Process Time (SPT) rule and First Come First Serve (FCFS) rule is suggested. In general, SPT rule is most suitable for parts that have shorter processing time than others.

• 경영과학
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• 제29권3호
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• pp.67-80
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• 2012

This study analyzes the relationship among environment uncertainty, local infrastructure, flexible-open firm culture, operations performance and marketing performance focus on SMEs. This research has revealed that the relation among firm size, firm type, firm culture, operations performance and marketing performance as well. The findings show that firm has its culture which is preparing environment uncertainty and local infrastructure influence on forming firm culture. Change-oriented and leaning-oriented firm cultures affect operations performance and marketing performance. In conclusion, this study suggests implication and limitations for further research.

• 지식경영연구
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• 제23권1호
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• pp.165-185
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• 2022

이 연구의 목적은 원격근무 환경에서 조직구성원의 업무수행에 있어 긍정적인 영향과 부정적인 영향을 미친 상사의 리더십 행동 및 원격근무 시 기대되는 상사의 역량을 구명하는데 있다. 이를 위해 경력 1년 이상의 19명 사무직 종사자를 대상으로 중요사건기술법(CIT)을 활용하여 인터뷰를 실시, 분석하였다. 이 연구의 결과는 다음과 같다. 첫째, 원격근무 시 조직구성원의 업무수행에 긍정적인 영향을 미치는 상사의 리더십 행동은 10개의 행동특성으로 분석되었고 관계중심적 행동, 과업중심적 행동, 변화중심적 행동 순으로 언급빈도수가 높았다. 둘째, 원격근무 시 조직구성원의 업무수행에 부정적인 영향을 미치는 상사의 리더십 행동은 9개의 행동특성으로 분석되었고 관계중심적 행동, 과업중심적 행동, 변화중심적 행동 순으로 언급빈도수가 높았다. 셋째, 원격근무 시 상사에게 기대되는 역량은 13가지로 분류하였다. 이를 바탕으로 결론을 도출하고 후속 연구를 위한 제언을 하였다.