• 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.

• Journal of the Korean Applied Science and Technology
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• v.38 no.3
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• pp.689-699
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• 2021

The spread of the COVID-19 pandemic has been increasing non-face-to-face activities; as a result, this has resulted in the number of individuals obtaining medical information from the websites and mobile contents of medical institutions increasing. The study conducted the structural equation modeling to test hypotheses; as a result, all sub-factors of e-service quality of small medical clinic websites and mobile contents, usability, security, responsiveness, design, and information, had a significant positive effect on relationship quality, and relationship quality had a significant positive effect on e-Loyalty. Moreover, the structural equation model showed a good model fit, χ²/df of 2.021, NFI of .954, TLI of .969, CFI of .976, RMSEA of .046. Future research is suggested to study relationship quality by developing a system able to quickly and accurately respond to websites and mobile contents users; furthermore, improving e-service quality and relationship quality is likely to strengthen e-loyalty.

• Journal of Fashion Business
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• v.21 no.1
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• pp.99-111
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• 2017

This research analyzed the influence of mobile fashion shopping characteristics on customer loyalty through relationship quality. The data were collected subjects in their 20's-30's who had purchased fashion products using a mobile shopping channel. through an online survey using the self administered questionnaire. Exploratory and confirmative factor analysis were conducted to identify the dimensions of mobile fashion shopping characteristics and customer relationship variables. Mobile fashion shopping characteristics comprised four dimensions including tangibility, ubiquity, security and personalization. Customer relationship variables were identified as four dimensions such as satisfaction, trust commitment and loyalty. A structural equation modeling analysis was employed to examine the relationship between mobile fashion shopping characteristics, relationship quality and customer loyalty. Tangibility, ubiquity and security had a significantly positive impact on satisfaction and trust, but personalization had an influence on only satisfaction. Satisfaction had a significantly positive impact on commitment and loyalty. Trust had an influence on only commitment. In conclusion, relationship quality was found to be the appropriate model to explain the influence of mobile commerce characteristics on consumer' loyalty in mobile fashion shopping.

• Journal of the Korean Home Economics Association
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• v.31 no.3
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• pp.157-173
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• 1993

The purpose of this study was to examine the influence of family cohesion, family adaptability, and family system type on parent-adolescent relationship. For this study, adolescents' perceptions of family cohesion, family adaptability, and parent-adolescent relationship quality were utilized. The 443 subjects were selected randomly from the second grade of middle and high schools in the city of Taegu. The survey instruments were AFCESⅢ and CAM/CAF. Factor analysis, Cronbach's α, MANOVA, and Scheff test were conducted for the data analysis. The major findings of this study were as follows: (1) Adolescents who perceived their family as high in cohesion reported the highest quality parent-adolescent relationship in comparison with other levels of cohesion. (2) There were differences in adolescents' evaluations of parent-adolescent relationship quality by their perception of family adapability levels. Namely, adolescents who perceived family adaptability to be low level-i.e. rigid family-showed the relatively severe problems in the parent-adolescent relationship. (3) Adolescents did show some differences by types of family system in their evaluations of parent-adolescent relationship quality. Adolescents reported the highest quality parent-adolescent relationship when they perceived their families as balanced family.

• Journal of Distribution Research
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• v.10 no.2
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• pp.99-120
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• 2005

First, based on extant studies in the field, the author extracts environments, general and personalized interactions between an internet shopping mall and its customers, interactions among customers, and outcomes as 5 relevant dimensions of the service quality of an internet shopping mal She derives hypotheses on the relationships between each of the service quality dimensions and each of the three components of the relationship quality, satisfaction, trust, and commitment. She also investigates the moderating role of the relationship duration defined by the length of use in the relationships. She studies the relationships among the three relationship quality components and their effects on the future intentions of relationship maintenance, too. Through a survey on college students and adult consumers, she gathers 349 qualified questionnaires. Applying regression methods on the data, she finds out that most of the relationships between each of the service quality dimensions and each of the relationship quality dimensions are statistically significant but that the strengths of relationship are quite different dimension by dimension. The moderating effect of the relationship duration is not found except one case, the relationship between general interactions and trust. The author also finds out positive relationships between satisfaction and trust between satisfaction and commitment, and between trust and commitment. Positive relationships between trust and the future intention of relationship maintenance and between commitment and the future intention are found. But the data does not reveal any statistically significant relationship beetween satisfaction and the future intention. The author provides a few implications of the research results and future research agenda.

• Journal of the Korean BIBLIA Society for library and Information Science
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• v.30 no.4
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• pp.135-156
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• 2019

The purpose of this study is to examine the influence of perceived relational benefits of senior library users on the relationship quality and intent to relationship continuity. This study was conducted 50+ public library users through the survey, and 185 subjects were analyzed. The results showed that relational benefits mediated by relationship quality affect intent to relationship continuity. Particularly, functional benefit among the relational benefits had a great effect on intent to relationship continuity, mediated by relationship quality. Commitment among relational quality had a great effect on intent to relationship continuity. These findings suggest marketing policy implications to develop service policy for senior library users.

• Journal of the Korean Society of Clothing and Textiles
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• v.32 no.2
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• pp.259-270
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• 2008

The convenience and flexibility due to the spread of Internet allowed consumers to easily participate in marketing activity. Consumers want to participate in designing, manufacturing, delivering of products and service by expressing their opinions to the companies because they want to buy customized goods where their requirements are incorporated. We can expect that, through this interactive process of customization between consumers and companies, strong relationship quality may be built as a result of the interaction. The main purpose of this study is to examine the influence of consumer perception of customization on relationship quality in the e-business context. To accomplish this purpose, I reviewed the concept of customization, identified the perceptive factors of customization in e-business context (i.e., perception of participation level, assessment of flexibility), and examined the type of customization. Whether customization type generates varying degrees of perception of customization and relationship quality is revealed. As a result, collaborative product/service customization generated the highest relationship quality. Assembled product customization that was built based only on predicted consumer needs without any interaction between consumer and company showed a low level of relationship quality. And this type had no significant difference from standardized products. In short, there is a strong need for e-business companies to interact with consumers to improve relationship quality.

• Journal of Distribution Science
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• v.15 no.4
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• pp.41-57
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• 2017

Purpose - With the growth of the duty free shop field and an increase in the executive interest in it, it becomes necessary to examine if PBZ (1988) SERVQUAL could be applied to duty free shop service reflecting on this increased interest and the importance of marketing strategy alternative managing multinational customers. Therefore, the present research focused on the comparison of Korean and Chinese consumers. We examined how service quality would affect relationship quality and customer loyalty. Research design, data, and methodology - Surveys were distributed to 235 Korean and 220 Chinese consumers who have visited a Korean duty free shop. We analyzed frequency analysis, mean difference analysis, and reliability analysis, exploratory factor analysis, confirmatory factor analysis, structural equation model analysis, and multi-group analysis. Results - First, perceived tangibles, responsiveness, empathy, assurance, price benefits, product diversity, and IT convenience of duty free shop service all appeared to be positive effect on customer satisfaction; at the same time, only tangibles, responsiveness, empathy, assurance, and price benefits positively affected customer trust. Secondly, customer satisfaction and trust that are the components of the relationship quality appeared to be positive effect on customer loyalty. Thirdly, customers' satisfaction was found to play a full mediating role effect among all of the service quality factors with customer loyalty; however, customer trust was found to have the mediating effects only with tangibles, empathy, assurance, and price benefits. Fourthly, we found a difference between how service quality influences relationship quality and how service quality influences customer loyalty as a function of different nationality. As a result, it appeared that price benefits and IT convenience affected customer satisfaction more among Koreans than among Chinese. Finally, it appeared that customer satisfaction and trust affected customer loyalty more among Chinese than among Koreans. Conclusions - The results of this study contribute to the theoretical knowledge, but also provide strategic alternatives to enhance differentiation, international competence of enterprises led by duty free shop and service quality improvement and customer loyalty of enterprises are drawn as a foundation for constructing international customer relationship in future global era.

• Journal of the Korea Safety Management & Science
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• v.17 no.1
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• pp.231-240
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• 2015

This paper reviewed the relationship between job burnout and service quality, and the moderating effect of self-efficacy. Based on the responses from 232 employees, the results of multiple regression analysis appeared as follow; 1) emotional exhaustion and depersonalization effected negatively on all service quality factors(empathy, reliability, responsiveness). 2) the reduced personal accomplishment effected negatively on two service quality factors(reliability, responsiveness). 3) self-efficacy effected positively on the relationship between emotional exhaustion and service quality. 4) self-efficacy effected positively on the relationship between he reduced personal accomplishment and service quality.

• Journal of the Korean Society of Clothing and Textiles
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• v.39 no.6
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• pp.899-909
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• 2015

TV home shopping maintains annual growth in the midst of harsh competition by numerous fashion retail channels. This study investigated the dimensions of service quality of TV home shopping for fashion products as well as the effect of service quality on relationship commitment and customer loyalty. Questionnaires were distributed to consumers in their 20s to 40s who purchased fashion products via TV home shopping in the past 6 months. A total of 240 questionnaires were put into the analysis. The results are as follows. First, four dimensions of service quality of TV home shopping were found: convenience, economy, entertainment, and information seeking. Relationship commitment had two dimensions of affective commitment and calculative commitment. Second, the service quality of TV home shopping affected customer loyalty through a relationship commitment. The predictors of affective commitment were entertainment, economy, and information seeking; in addition, those of calculative commitment were economy and entertainment. Third, both affective commitment and calculative commitment predicted customer loyalty to TV home shopping. The affective commitment had more predictive power. The findings show that the service quality of TV home shopping did not directly affect customer loyalty, but they had influence through relationship commitment variables. Entertainment and economy were the most powerful predictors among service quality dimensions.