• Asia Marketing Journal
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• 제16권1호
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• pp.71-100
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• 2014

While the role of emotional antecedents of effective selling behavior would be important, the issue has not been fully addressed in the sales literature. To fill this gap, we conceptualize and empirically examine the relationships among salesperson's emotional regulation processes such as emotional intelligence (EI) and emotional labor (EL), effective selling behavior, and sales performance on the basis of educational, occupational, social psychology literature and marketing literature (e.g., Henning-Thurau, Groth, Paul, and Gremler 2006; Kidwell et al. 2011; Liu et al. 2008; Mayer, Salovey, and Caruso 2008). First, salesperson's EI is defined as his or her capability that enables correct perceptions about emotional situations in sales interactions. The EI is expected to work as psychological resources for different types of EL (i.e., deep acting and surface acting) to be performed by salesperson as emotional expression strategies (e.g., Lie et al. 2008). It is, then, expected that the features of EL selected by the salesperson would lead to different levels of adaptive selling behavior (ASB) and thereby sales performance (Monaghan 2006). Further, given that salesperson's customer orientation (CO) is found to be an important correlate of ASB (Franke and Park 2006), it is expected that CO would moderate the relationship between EL and ASB (Rozell, Pettijohn, and Parker 2004). Hence, this research attempts to shed additional light on emotionally-driven (EL) as well as cognitively-driven (CO) antecedents of ASB (Frank and Park 2006). The findings of the survey research, done with 336 salespersons in insurance and financial companies, are summarized as follows. First, salespersons with a high level of EI are found to use both deep acting (regulating the emotions themselves) and surface acting (controlling only emotional expressions) in a versatile way, when implementing EL. Second, the more the salesperson performs deep acting, the more he or she shows ASB. It is, then, important for salespersons to use deep acting more frequently in the EL process in order to enhance the quality of interacting with customers through ASB. On the other hand, the salesperson's surface acting did not have a significant relationship with ASB. Moreover, CO was found to moderate the relationship between the salesperson's deep acting and ASB. That is, the context of high CO culture and individual salesperson's deep acting would synergistically make the selling efforts adaptive to customer preferences. Conceptualizing and empirically verifying the antecedent roles of important emotional constructs such as EI and EL in salesperson's effective selling behavior (ASB) and sales performance is a major theoretical contribution in the sales literature. Managerially, this research provides a deeper understanding on the nature of tasks performed by salespersons in service industries and a few guidelines for managing the sales force. First, sales organizations had better consciously assess EI capacity in the selection and nurturing processes of salespersons, given that EI can efficiently drive EL and the resulting effective selling behavior and performance. Further, the concept of EL could provide a framework to understand the salespersons' emotional experiences in depth. Especially, sales organizations may well think over how to develop deep acting capabilities of their sales representatives. In this direction, the training on deep acting strategies would be an essential task for improving effective selling behavior and performance of salespersons. This kind of training had better incorporate the perspectives of customers such that many customers can actually discern whether salespersons are doing either surface acting or deep acting. Finally, based on the synergistic effects of deep acting and CO culture, how to build and sustain CO is always an ever-important task in sales organizations. While the prior sales literature has emphasized the process and structure of highly customer-oriented sales organization, our research not only corroborates the important aspects of customer-oriented sales organization, but also adds the important dimension of competent sales representatives who can resonate with customers by deep acting for sales excellence.

• 한국농림기상학회지
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• 제26권2호
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• pp.89-102
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• 2024

개엽기, 낙엽기 추정은 식물 생태 주기를 이해하는 데 매우 중요한 역할을 한다. 식물의 근적외선 반사(NIRv)는 일차생산량(GPP)의 강력한 대리지표로 밝혀져 식물계절학 연구에 활발하게 가용되는 추세이다. 하지만 지형에 의한 반사도 왜곡 효과가 상쇄되지 않아 산악 지역의 지형 왜곡 효과에 민감하며 낙엽기를 추정하는 데 성능이 떨어진다. 지형 보정 NIRv(TCNIRv)는 지형 왜곡 효과와 관련된 한계점을 완화하기 위해 경로 길이 보정 방법을 사용한다. TCNIRv는 낙엽기에 대해 NIRv 보다 더 정확한 값을 추정할 수 있다는 사실이 확인되었다. 지형 보정은 경사 및 사면 방향 같은 지형 속성과 연관성이 크기 때문에, 이번 연구에서는 광릉 수목원과 오대산 국립공원 같이 비교적 상이한 지형 특성을 가진 두 산악 지역을 대상으로 남사면과 북사면에서의 예측 결과를 비교하였다. 결과적으로, 두 연구지에서 TCNIRv 를 이용해 예측한 낙엽기는 북사면에서 남사면보다 지연되었고 (광릉 수목원: SFS/NFS - DOY 266.8/268.3; 오대산 국립공원: SFS/NFS - DOY 262/264.8), 이는 NIRv 의 결과와는 반대되는 예측 결과였다 (광릉 수목원: SFS/NFS - DOY 270.3/265.5; 오대산 국립공원: SFS/NFS - DOY 265/261.8). 또한 지형 보정 이후 남사면와 북사면 간의 낙엽기의 차이가 감소했다는 사실도 알 수 있었다 (광릉 수목원: SFS/NFS - DOY 270.3/265.5; 오대산 국립공원: SFS/NFS - DOY 265/261.8). 우리는 사면방향에 따라 식물 생장기를 예측했을 때, TCNIRv 를 이용한 낙엽기 추정에서 NIRv 를 이용해 예측한 결과와 차이점을 가진다고 결론 내렸다. 이로써 다양한 지형 조건에서 사면 별 식물 생장기를 추정하는 데 지형 보정이 필수적이라는 사실을 강조한다.

• 유통과학연구
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• 제12권4호
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• pp.47-54
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• 2014

Purpose - The postponement strategy, which delays the form, place, and production of products as late as possible, has been widely considered as a competitive supply chain management scheme in an era of mass customization and modular manufacturing. An interesting business phenomenon is that not all manufacturing/logistics firms choose the postponement strategy. Given that postponement is a counter-measure to speculation, which has some advantages under certain environments, the current imprudent inclination toward the postponement strategy may cause firms to lose the potential of the speculation strategy, an alternative strategy in supply chain management. Building on the logistics and manufacturing literature, this study examines characteristics of two contrasting strategies, postponement and speculation, and major factors favoring each strategy. Research design, data, and methodology - We apply the profiling approach to two business cases, HP printer and LG mobile phone. The profiling approach is a method of choosing a particular strategy aligned with environmental factors. While various approaches have been used to check the fit between a business strategy and environmental factors, the literature on manufacturing strategy and logistics has commonly adopted the profiling approach. Major factors used in profiling variables are derived from the literature. Two samples, HP printer and LG mobile phone, are selected, because they represent major characteristics appropriate for each strategy. The profiling is based on data from semi-organized interviews with managers. Results - The profiling approach shows that the postponement strategy is a suitable one for HP printers. Most factors, such as product life cycle, large production volume, low-price, product value, and monetary density, support delaying end products until as late as possible. Despite some exceptions, such as delivery time and economy of scale, our analysis states that the overall profile of HP printer is favorable for the postponement strategy. On the other hand, LG mobile phone may adapt the speculation strategy. Although it has large production volume and low delivery frequency, most characteristics support the speculation strategy for this product. An interesting finding is that, despite common perception that advanced technology products such as mobile telephones favor the postponement strategy, profiling proposes the speculation strategy for this product. Conclusions - Our analysis shows that speculation is not the universal option for supply chain management, and that, when choosing a specific strategy, one should consider many factors simultaneously. A major implication of our work is to emphasize the role of environmental factors such as supply chain variables in choosing an inventory strategy, and the importance of fit rather than solely strategic orientation. A theoretical contribution is to demonstrate the benefit of the simultaneous consideration of business variables in choosing specific strategies. For practitioners, our work leads us to consider the existence and the potential of speculation as a counter-measure to postponement. In addition, the comprehensive framework in this research may be instantly used in examining a practical strategy.

• 디지털융복합연구
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• 제10권10호
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• pp.491-496
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• 2012

이 연구는 타이틀에서 나타난 작품의 상징성을 언어적 의미를 통해 분석하고자 하였다. 타이틀은 작가의 생각을 드러내기도 하고 작품 주제를 대변하는 하기도 한다. 또한 작품 속에서 등장인물들에 의해 구성된 그 세계를 지칭하기도 하고 더 나아가서는 무한한 의미창출의 가능성을 제시함으로 작품 전체에 대한 총체적인 의미를 부여한다고 할 수 있다. 이러한 점들을 언어적 맥락에서 분석하여 타이틀에 나타난 상징성들을 살펴본 결과, 아담의 언어로 명명된 타이틀은 시간과 공간을 초월해서 작품 속의 등장인물의 본질을 그대로 나타내는 경우에 많이 사용되었고, 시니피앙과 시니피에의 연상 작용을 통해 드러난 타이틀 기의는 작품 내에서 일어난 사건과 인물들의 관계적인 측면을 드러내었다. 이러한 관계적인 측면은 서로 대립으로 표현되지만 결국 그들의 관계는 하나의 또 다른 지향점을 나타내기도 한다. 언어의 자의성에 의한 타이틀의 경우는 작품이 제작된 나라의 문화적 배경 속에서 나타난 것으로 실질적인 작품과는 전혀 상관없는 관습의 결과이며 어떠한 사건에 의한 경험에 의존하고 있는 것을 알 수 있었다. 또한 언의의 의미작용은 고유한 규칙들과 체계 속에서 발생하는데 이것은 개념으로 사물을 보는 것과 관련지어진다. 즉 고유명사는 사라지고 관계적인 측면에서 다시 상징성이 부여되는 것이다. 작품과 타이틀의 유사성은 작품 전체의 내용을 포함하고 있으며, 내러티브 속의 욕망을 간결하게 나타내는 역할을 하는 것으로 드러났다.

• 생물정신의학
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• 제18권3호
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• pp.148-158
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• 2011

Objectives The eye movement (EM) has been reported to play a role in enhancing the retrieval of episodic memories and reducing effects of fearful episodes in the past and worries for the futures. However, it is still unclear in the mechanism of EM in normal subjects. We examined the horizontal eye movement (HEM) effect using an aiding apparatus on mental health indices including negative and positive psychological factors, and psychophysiological measures such as heart rate variability and quantitative electroencepaholography (qEEG) in healthy subjects. Methods Twenty eight healthy subjects were recruited and randomly allocated into two groups : active HEM group and control group. The active HEM group conducted the HEM training with usual stress management audio-intervention using the apparatus inducing eye movement once a day for 14 days. The control group also conducted the same training once a day for 14 days, however, the saccadic eye movement was not included in this training. Psychological measurements, neurocognitive function tests, heart rate variability measurement and qEEG were conducted before and after the training in both groups. Results In the active HEM group, sleep status using Sleep Quality Scale (SQS) positive factors significantly increased after the training. By contrast, scores on the negative items of Psychological Well-Being Scale (PWBS), and negative items of the Life Orientation Test-Revised (LOT-R) were significantly decreased after the training. The percentage of delta amplitude (1-3 Hz) in qEEG significantly decreased after the HEM training. The percentage of alpha amplitude (8-12 Hz) significantly increased after HEM training. The change of delta amplitude in the active HEM group was positively correlated with the change of sleep satisfaction of Visual Analogue Scale (VAS), and the change of alpha amplitude was negatively correlated with depression of VAS, anxiety of VAS and Beck Anxiety Inventory (BAI). Conclusions The HEM training improved sleep quality and well-being, and sense of optimism. The HEM training also increased alpha amplitude and decreased delta amplitude in qEEG. The qEEG changes were well correlated with subjective improvement of mental health indices in healthy subjects. These results suggest some evidences that HEM training using the apparatus that induces EM would be helpful in improving subjective mental health in healthy subjects. Further study with larger samples size would be needed.

• Molecules and Cells
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• 제25권1호
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• pp.30-42
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• 2008

The disease-specific (dsp) region and the hypersensitive response and pathogenicity (hrp) genes, including the hrpW, $hrpN_{Ep}$, and hrpC operons have previously been sequenced in Erwinia pyrifoliae WT3 [Shrestha et al. (2005a)]. In this study, the remaining hrp genes, including the hrpC, hrpA, hrpS, hrpXY, hrpL and hrpJ operons, were determined. The hrp genes cluster (ca. 38 kb) was comprised of eight transcriptional units and contained nine hrc (hrp conserved) genes. The genetic organization of the hrp/hrc genes and their orientation for the transcriptions were also similar to and collinear with those of E. amylovora, showing ${\geq}80%$ homologies. However, ORFU1 and ORFU2 of unknown functions, present between the hrpA and hrpS operons of E. amylovora, were absent in E. pyrifoliae. To determine the HR active domains, several proteins were prepared from truncated fragments of the N-terminal and the C-terminal regions of $HrpN_{Ep}$ protein of E. pyrifoliae. The proteins prepared from the N-terminal region elicited HR, but not from those of the C-terminal region indicating that HR active domains are located in only N-terminal region of the $HrpN_{Ep}$ protein. Two synthetic oligopeptides produced HR on tobacco confirming presence of two HR active domains in the $HrpN_{Ep}$. The HR positive N-terminal fragment ($HN{\Delta}C187$) was further narrowed down by deleting C-terminal amino acids and internal amino acids to investigate whether amino acid insertion region have role in faster and stronger HR activity in $HrpN_{Ep}$ than $HrpN_{Ea}$. The $HrpN_{Ep}$ mutant proteins $HN{\Delta}C187$ (D1AIR), $HN{\Delta}C187$ (D2AIR) and $HN{\Delta}C187$ (DM41) retained similar HR activation to that of wild-type $HrpN_{Ep}$. However, the $HrpN_{Ep}$ mutant protein $HN{\Delta}C187$ (D3AIR) lacking third amino acid insertion region (102 to 113 aa) reduced HR when compared to that of wild-type $HrpN_{Ep}$. Reduction in HR elicitation could not be observed when single amino acids at different positions were substituted at third amino acids insertion region. But, substitution of amino acids at L103R, L106K and L110R showed reduction in HR activity on tobacco suggesting their importance in activation of HR faster in the $HrpN_{Ep}$ although it requires further detailed analysis.

• 한국도서관정보학회지
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• 제25권
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• pp.109-141
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• 1996

This research pertains to the interpretation of the many characteristics of the growing process of Library and Information Science in Korea with respect to its connection with discussion of the system of discipline. The result of the research are as follows. The Library and Information Science in Korea has gone through three distinct stages. The first stage spans the period from the late 50s to the 1960s during which three was an attempt to establish a relatively independent system of scholarship of Library and Information Science, although it was still heavily reliant on scholarship from Japan and the United States. The main characteristics of this first period is, firstly, that there a n.0, ppeared, for the first time, an awareness of a need to escape the attitude of foreign-orientation and to develop our own scholarship. Secondly, an effort was made to constitute the scholarship as a science (social science). Thirdly, there began a faint effort to import and a n.0, pply Information Science. The second stage covers the period between the 70s and the 80s, and saw the induction of Information Science begin in earnest and become the subject of education and research. The period was also marked by exploration of an alternative term to "Library Science", which was at the time being used. In addition, the period was a time of confusion for the examination of scholarship due to the induction of the new field of Information Science to what had already been a fragile structure of scholarship. This phenomenon served to intensify the doubts which had surfaced about existing term of Library Science, and ultimately played a large role in the a n.0, ppearance of the new term of Library and Information Science. Of course, there were a number of reasons which had made the change of term difficult, but it and be seen that the term change began in earnest after the change was adopted in the names of the university departments associated with the field in the late 80s. The third stage covers the period after the begining of the 90s. This stage saw the prominence of criticism and self-examination of the existing distorted foundational structure of Library and Information Sciences in Korea at the time, and, at the same time, a new methodology or research paradigms were advocated. It was a presenation of a new way of achieving a "Korean Library and Information Science" in order to understand and overcome not only the problems within the Korean libraries, but also within Library and Information Science in Korea. This caused repercussions to be felt not only among academics, but also among those actually working within the library systems. It moved academics toward a more practical scholarship, it inspired the prominence of a new scholarly methodology called a reform in academic writing, and even influenced specific research activities.research activities.

• 한국유통학회:학술대회논문집
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• 한국유통학회 2006년도 동계학술대회 발표논문집
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• pp.43-78
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• 2006

유통경로 관리에서 관계의 질 변수인 신뢰와 결속이 장기적인 관계를 유지하는데 핵심 매개변수임에도 불구하고, 기업의 내부정치경제 활동과 관계성과사이에서 각각의 차원이 어떻게 상이한 영향을 미치는지에 대한 연구는 이루어지지 않고 있다. 본 연구는 자동차 본사와 대리점의 관계성을 검토하는 것을 기본 목적으로 하며, 자동차 본사에 대한 대리점의 신뢰 차원과 결속 차원이 본사의 내부정치 경제 변수들과 대리점의 관계성과사이에서 어떻게 상이한 매개효과가 있는지를 파악하고, 대리점의 관계성과를 향상시키기 위해 어떠한 메커니즘이 필요한 지를 밝히는 것이 주요 목적이다. 이를 위하여 국내 한 자동차 제조업체에 소속된 대리점의 점장 115명을 대상으로 자료를 수집 분석한 결과, 본사의 내부정치경제 변수들이 신용과 결속 차원을 통해 대리점의 관계성과에 정(+)의 영향을 미치는 것으로 나타났다. 또한, 본사에 대한 대리점의 호의가 결속 차원에 상이한 영향을 미치는 것으로 밝혀졌다. 본 연구는 요즘과 같이 고객 지향적 유통혁신과 대리점에 대한 관계관리가 절실히 요구되는 자동차 제조업체에게 대리점과의 장기적인 관계를 유지하고 발전시키기 위한 필수조건인 신뢰와 결속을 형성하고 관계성과를 향상시키기 위해 어떠한 관리적 측면의 노력이 필요한지를 제시할 수 있을 것이다.

• 한국산학기술학회논문지
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• 제18권11호
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• pp.390-398
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• 2017

본 논문에서는 중소기업을 대상으로 모바일 분야 생태계 활성화를 위한 방안을 찾고자 설문조사를 수행하였다. 204명의 모바일 분야 기업 종사자의 응답을 통해, 모바일 생태계 발전의 저해 요인, 모바일 시장 활성화를 위한 요인, 디지털 잠재성 진단을 수행하였다. 국내 모바일 시장 활성화를 위해서 단기적 저해 요인인 시장 구조개선, 자금 지원 등과 활성화를 위한 장기적 지향 요인인 인재 육성, 정부 주도의 지원 역할 강화 등을 고려해 체계적인 지원 전략을 모색해야하는 시사점을 얻었다. 디지털 잠재성 측정 결과, 국내 모바일 중소기업들은 디지털 잠재성의 중요성에 대해 인식하고 있으며, 미래 시장에 대해 어느 정도의 고려와 준비를 하고 있었다. 자사의 제품과 서비스에 적절한 디지털화가 이뤄질 수 있다면, 시장에서 성공시킬 수 있다는 확신과 의지를 가지고 있다는 점을 보여주었다. 반면 디지털 파괴 속에서 기회를 잡기 위해서 국내 중소기업들은 디지털 배달 측면에서 능동적인 접근을 해야 한다는 과제를 얻을 수 있었다.

• 한국콘텐츠학회논문지
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• 제18권7호
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• pp.84-94
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• 2018

본 연구는 R 3.4를 이용하여 1920년부터 2017년까지 국내 언론기사를 분석하여 약 100여 년간 언론을 통해서 재현된 성소수자 담론을 고찰하고, 성소수자에 대한 '투사적 혐오'에 대항하는 '투쟁하는 예술'로서 영화의 역할에 주목했다. 영화 속 성소수자들은 혐오스러운 이가 아니다. 우리의 일상에서 이미 알고 있던 사람이고, 단지 성적지향이 다를 뿐이다. 일반적으로 성소수자는 직접 대면할 가능성이 적다는 점에서 미디어가 재현하는 내용을 통해 그들을 경험하고 인식하게 된다. 성소수자에 대한 미디어 재현은 사회 저변에 깔려있는 문제를 표면 위로 공론화시킴으로써 우리사회의 주요 의제를 만들어 낸다는 점에서 주목할 만하다. 미디어의 재현은 주류의 시선에서 소외되고 기피대상으로 여겨지는 문제를 전면에 드러내고 부각시킴으로써 사회적 담론으로 부상하게 한다. 미디어가 제공하는 콘텐츠는 직접 경험해보지 않은 대상을 입체적으로 체험을 할 수 있게 하며, 사회를 올바르게 인식하고 판단하는데 결정적인 영향력을 행사한다. 이는 문화콘텐츠가 시위나 항의와 같은 방법을 동원하지 않고 자연스럽게 투사적 혐오에 대항할 수 있는 인정투쟁의 강력한 무기가 될 수 있음을 시사한다.