• 한국의류산업학회지
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• 제7권6호
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• pp.609-616
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• 2005

The purposes of this study were to investigate relationship marketing in fashion retail setting through literatures and were to set up a relationship marketing model which is suitable for fashion stores. In order to achieve the purposes of this study, concepts and properties of relationship marketing were studied through the previous studies. Relationship marketing research tendency in retail setting was examined and relationship marketing strategies of fashion stores were examined. As a results, relationship marketing process model for fashion stores was developed. The variables influenced on long-term relationship intention of fashion consumers may be relationship benefits, satisfaction, trust, and commitment. Relationship benefits might have an influence on satisfaction, trust, and commitment. Finally commitment might have an influence on long-term relationship intention. Also, Consumer buying characteristics and consumer relationship disposition might have an influence on relationship marketing process model for fashion stores.

• Asia Marketing Journal
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• 제13권4호
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• pp.105-137
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• 2012

1980년대 마케팅 분야에서 Relationship Marketing이란 새로운 접근방법이 등장한 이후 미국, 유럽 및 아시아 등지에서 다양한 연구가 활발히 이루어져 왔다. 급속한 환경변화와 경쟁의 세계화로 말미암아 기업들은 보다 적극적으로 환경과의 관계를 고려하지 않을 수 없게 된 상황에서 Relationship Marketing은 마케팅뿐만 아니라 전략분야에서도 중추적인 패러다임으로 자리를 잡아가면서 전통적인 마케팅 연구의 한계를 극복하는 동시에 기업의 마케팅 활동에 보다 풍부한 시사점을 제공하고 있다. 그러나 Relationship Marketing의 연구들은 마케팅 시스템의 상적 영역(commercial sector)에서의 관계구조 및 특성에 초점을 맞추는 조직간 관계 중심이 대부분이었다. 역설적으로 Relationship Marketing에 있어서 다시금 소비자 측면을 고려하지 않으면 안 되는 상황이 전개되고 있다. 1990년대 정보통신 기술의 발달과 웹의 상업적 적용이 빠르게 적용되고 있고, 이러한 새로운 기술들은 커뮤니케이션 개념을 변화시키고 있다. 2000년대 뉴미디어와 혁신 기술의 발달로 소비자들은 스스로 확대된 정보 네트워크를 갖추고 활발하게 정보교환을 하면서 생산이나 판매에 참여하고 있다(Kelly 1998: Jenkins 2006). 이러한 기업과 소비자의 변화는 기업과 소비자의 관계를 근본적으로 변화시키고 있는데, 그에 따라 최근 소비현상에서 소비자의 주도적인 역할이 자주 논의되고 있다.(Seybold 2000: Sharma and Sheth 2004: 임종원, 양석준 2006). 디지털 모바일환경에서의 서비스 유통구조인 플랫폼을 통한 새로운 관계 지배구조로서의 공동체(community)가 연구대상이 되고 있고, 행위적 측면에서도 디지털 환경과 맞물린 소비자 참여 역할 변화는 마케팅 시스템에서 커다란 변화를 요구하고 있다. 본 연구는 지금까지의 Relationship Marketing 연구 성과를 (1) 철학적 측면, (2) 구조적 측면, (3) 행동적 측면, (4) 마케팅 성과 측면에서 전통적 마케팅 연구 관점과 비교 검토하는 동시에 21세기의 새로운 현실, 즉 디지털 환경에서 뉴미디어의 보편화와 고객 참여의 고도화에 따른 마케팅 환경과 마케팅 시스템의 변화에 초점을 맞추어 소비자의 조직화라는 관점에서 공동 가치창조를 위한 연결마케팅공동체의 형성 가능성을 제시하고 향후 Relationship Marketing 연구의 방향을 모색해보고자 하였다.

• 한국의류학회지
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• 제25권6호
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• pp.1079-1090
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• 2001

This paper suggest the importance of relationship marketing of the apparel store, and proved the relationship between the relationship marketing factors and the relationship quality and performance. In this research, department store is focused, Credence service, contact guest service, and communication service are defined as relationship marketing factors. Satisfaction and trust are defined as relationship quality. And long-term oriented relationship, repeat purchase. and positive word-of-mouth are set to performance. The questionnaire survey was carried out 238 20's & 30's women in the capital region during nov, 2000. SAS package program was used to analyze the gathered data. The investigation of this research reveals some results. First, relationship marketing factor has effects on relationship quality. Second, it is proved that relationship quality has effects on performance. In conclusion, it is proved that relationship marketing of apparel store is very important marketing strategy that make concrete relationship with consumer and give satisfaction and trust to consumer, and then can make partnership with consumer for long-term consideration.

• Journal of Sport and Applied Science
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• 제7권2호
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• pp.29-38
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• 2023

Purpose: The purpose of this study is to examine the structural relationship among relationship marketing, relationship quality, and behavioral intention toward children sports centers. Research design, data, and methodology: To achieve this purpose, this study employed a convenience sampling method via a questionnaire dissemination. A total of 427 responses were collected from the parents of six children sports centers. Among those, 21 responses were excluded as they were not completed, leaving 406 valid data. For hypotheses test, the collected data was computed in SPSS 27.0 and AMOS 27.0, and analyzed with frequency analysis, correlation analysis, reliability analysis, confirmatory factor analysis, and structural equation modeling analysis. Results: First, relationship marketing had a positive influence on relationship quality. Second, relationship marketing had a positive influence on behavioral intention. Third, relationship quality had a positive influence on behavioral intention. Conclusions: Results showed that relationship marketing had a positive influence on relationship quality and behavioral intention. Moreover, relationship quality had a positive influence on behavioral intention. These findings indicate a positive function of relationship marketing in building psychological and behavioral outcomes in the context of children sport industry. Given this, implications of relationships among research variables were discussed.

• 한국조리학회지
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• 제5권2호
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• pp.327-350
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• 1999

Under the present situation of severe competition in the food industry, food industry should put much emphasis on maintaing repeating guests as well as attracting new guests. Food industry should gain competition superiority with relationship marketing which consists of the interaction between the role of guests as participants and the guests-oriented service of employees, and marketing activities building up, maintaining, and enforcing the relationship with the guests. However, food industry in Korea have not had much interests in the relationship marketing Which can maintain repeating guests, and they have not carried out relationship marketing activities. This study attempted to establish the relationship marketing strategy of the food industry for the maintenance of friendly relationship with its guests. After reviewing the precedent theory of relationship marketing, the study tried to find out the important factors to affect the relationship marketing of food industry.

• 한국식생활문화학회지
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• 제19권5호
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• pp.544-555
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• 2004

The purpose of this study is to highlight the importance of relationship marketing which has been developed as an alternative way of handling marketing in family restaurants. This study focused on the consumers' behavior - mainly their switching behavior and loyalty toward relationship marketing activities exercised by from family restaurants. 269 usable questionnaires were collected from customers patronizing three family style restaurants in Seoul. Several statistical methods were used including descriptive analysis, reliability test, covariance analysis, confirmatory factor analysis, and covariance structural analysis. The result drawn from empirical test proved that relationship marketing activities actually are the significant determinants of relationship quality and thus to the customers' behaviors toward the restaurants they patronize. Managerial implications can be drawn from the result findings that restaurant companies can identify the activities of relationship marketing to continue the long-term relationship with their customers. Also restaurant companies can use the activities of relationship marketing as differentiating strategies, and allocate their resources into the activities of relationship marketing.

• 한국의류학회지
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• 제34권9호
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• pp.1538-1545
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• 2010

Relationship marketing can be one of the most efficient strategies that enable a company to achieve business success in the marketing environment of tough competition and the desire of consumers for diverse products. Using relationship marketing instead of mass marketing can help a company increase profits. For. proper research in relationship marketing, it is indispensable to study interactivity. This study investigates the effects of interactivity on relationship marketing. The results are as follow: The enterprise-consumer interactivity had a significantly positive effect on relationship quality (trust, satisfaction, and commitment). Especially enterprise-consumer interactivity appeared as the most positive effect on satisfaction and customization benefit appeared to be the most positive effect on trust. The enterprise-consumer interactivity had a significantly positive effect on relationship performance (long-term relationship orientation, repurchase intention, and word of mouth). Especially, enterprise-consumer interactivity appeared as the most positive effect on long-term relationship orientation. Internet shopping malls should enhance the interaction between the company and customers with the feedback system to share important information, and maintain a reliable technological environment. The company can deal with customer requirements by supplying proper products and content. The findings of this study provide both industry and academic researchers with a guide to increase customer satisfaction in the relationship marketing process.

• 한국산업정보학회논문지
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• 제6권3호
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• pp.95-106
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• 2001

급속하게 변화하는 오늘날의 시장은 혁신적이고 새로운 마케팅 접근 방식을 요구한다. 관계 마케팅은 가장 혁신적인 마케팅 접근 방식의 하나이다. 관계 마케팅 개념의 중요한 특징은 경쟁 우위를 위해 고객 관계를 구축하고, 유지하고, 강화하는 것이다. 고객 정보는 조직내에서 관계 마케팅 활동에 대한 토대를 제공한다. 관계 마케팅은 데이터베이스 마케팅 시스템의 개발과 사용 없이는 불가능하다. 관계 마케팅을 통해 경쟁 우위를 달성하는 데 있어서 가장 큰 장애는 DB 마케팅 시스템의 개발이다. 따라서, 만약 마케터들이 관계 마케팅을 활용하기를 원한다면, 성공적인 DB 마케팅을 위해 필요한 특성들을 반드시 규명해야 한 것이다. 많은 연구에서 관계 마케팅을 통해 경쟁 우위를 획득하는데 있어서 가장 핵심적인 요소가 조직적 장벽이 사실이라는 결론을 얻었다. Fletcher, et al.은 관계 마케팅에서 조직적 변수들의 중요성을 발견했지만, 이 영역의 연구는 상당히 미개척 분야이다. 이에 본 연구는 조직 변수와 DB마케팅 성숙도간의 관계에 대한 실증적 증거를 제시하고자 한다.

• 보건의료산업학회지
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• 제7권3호
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• pp.45-55
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• 2013

Cosmetic products are high value-added ones, and characterized by short life-cycles and income elasticity. Since most cosmetic products are procured through consults with salespersons, it is necessary to have detailed knowledge about basic cosmetics. In this paper, a possible relationship marketing strategy is suggested using the results of examining the effects of relationship marketing factors and relationship quality in cosmetics industry. The findings of this research can be summarized as follows. In order to examine the effects of relationship marketing factors and relationship quality on satisfaction which is a relationship performance, and the willingness to procure it again, this paper executed multiple regression analysis. The typical findings of this paper are as follows. The higher the specialty is, the better the brand image is, the higher customization and trust with customer are, the higher satisfaction and willingness to buy it again get. The analysis of relative influences of sub-factors revealed that trust was the strongest factor. In this paper, by revealing the effects of relationship marketing factors and relationship quality on relationship performance, empirically suggested the results which show the same findings as those of previous researches. This result can be a method to establish systematic education systems in places selling basic cosmetic products and in cosmetics companies.

• 한국가구학회지
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• 제20권6호
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• pp.552-559
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• 2009

While the population conducting the production-oriented leisure activity is spread, the expertly franchised types of woodworking workshop based on good organization and economic power are also undergoing rapid growth with the related industries. Such tendency needs the systemized marketing strategy for woodworking workshop industry, but most of the woodworking workshops are regarding the deal with customers as simple exchange business in the market. The factors of the relationship marketing hereupon should be constituted as basic material for the study of the relationship marketing of DIY woodworking workshop. This study was intended to select the appropriate factors for relationship marketing and to apply the related theoretical backgrounds on the basis of the preceding studies regarding the factors of relationship marketing. As the factors it was selected that service and expertise of staff under the category of the characteristics of staff, reasonable price, diversity of products and convenience of facility in woodworking workshop under the category of the customer-oriented service, and communication and favorite program under that of the relation-oriented service.