• 벤처혁신연구
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• 제6권2호
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• pp.101-121
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• 2023

본 연구의 목적은 영업 관리자의 이슈리더십이 영업팀 성과에 미치는 영향을 팀 수준에서 확인하는 것이었다. 특히 이슈리더십과 영업팀 성과 사이의 매커니즘으로서의 팀 적응적 판매행동의 영향과 경계조건으로서의 TMX(team-member exchange)의 영향을 검증하였다. 연구 수행을 위해 125개 영업팀에서 영업 관리자, 구성원 등의 응답 데이터 소스를 활용하여 독립변수와 종속변수를 2개월의 시간차를 두고 측정하였으며, 다음과 같은 실증적 분석 결과를 도출하였다. 첫째, 영업 관리자의 이슈리더십은 영업팀 성과에 유의한 정(+)의 영향을 미치는 것으로 나타났다. 둘째, 팀 적응적 판매행동은 이슈 리더십과 영업팀 성과 간 부분 매개를 하는 것으로 나타났다. 셋째, TMX는 이슈 리더십과 영업팀 성과 간의 관계를 조절하였다. 이러한 실증 분석 결과는 학술적으로는 B2C영역에서 세일즈리더십으로서 이슈리더십의 효과성을 처음으로 입증하였고, 영업팀 성과의 메커니즘으로서 팀 적응적 판매행동과 TMX의 상황요인을 검증했다는데 의미가 있다. 실무적으로는 체계적인 이슈리더 육성과 팀 수준에서의 창의적인 판매행동 개발, 영업팀 내 사회적 교환관계(TMX) 활성화가 영업팀 성과에 기여할 것이라고 사료된다.

• 품질경영학회지
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• 제46권2호
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• pp.283-300
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• 2018

Purpose: Since the servant leadership of project managers is seemingly related to the project performance by influencing project team members' positive attitude and behavior, this study attempts to provide empirical evidence for a link between servant leadership and project performance. In addition, the present study investigates the mediating effects of customer satisfaction on the servant leadership-project performance relations. Methods: The data of servant leadership and project performance were collected from 185 project team members of a company providing IT service, and customer satisfaction data were collected from 100 project clients served by the company. Before testing the hypotheses, we calculated aggregation statistics(e.g., $r_{wg}$, ICC(1), and ICC(2)) to ensure appropriate aggregation of servant leadership scores. The statistics confirmed the use of 67 team level servant leadership scores with project performance and customer satisfaction. Results: The results show that servant leadership is significantly related to three project performance measures(perceptions of performance contribution and sales contribution, and actual project profits) in the current team-level sample. Results also indicate that the clients' perception of customer satisfaction shows a mediating effect in the process of servant leadership affecting sales contribution of project performance. Conclusion: The present study empirically confirms that servant leadership plays a major role in enhancing project performance on team level analysis. The results suggest that servant leadership increases customer satisfaction since the project managers serve and care for their team members which translate into effective customer service. Theoretical and practical implications are reviewed, and limitations of the study and suggestions for future research are addressed.

• Journal of Information Technology Applications and Management
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• 제23권2호
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• pp.113-141
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• 2016

This study identifies and validates the factors that affect sales performance of salespersons in the business software industry. In the study, in order to measure the dependent variable (performance of the salesperson) more comprehensively, multiple items are utilized and both outcome and behavior indicators are used. Independent variables are identified based on the classification of Verbeke et al. [(2011] including sales related knowledge, degree of adaptiveness, role ambiguity, and work engagement. Results of the hypotheses testing show that 'sales related knowledge' and 'work engagement' are statistically significant factors, but 'degree of adaptiveness' and 'role ambiguity' are not. This study has a few limitations and future research direction to overcome the limitation is suggested : use of both perceptions of the salesperson and objective measures in measuring the related variables; study including cognitive ability; analyses of the factors across various types of software companies; and analyses of the factors on the team level.

• Journal of Sport and Applied Science
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• 제5권2호
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• pp.39-46
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• 2021

Purpose: This study aims to analyze the management environment provincial and municipal professional soccer teams based on financial statements at a time when strengthening the financial soundness of domestic professional soccer teams is emphasized. Research design, data, and methodology: This study analyzed the financial statements (2018-2020) of the six teams of the provincial and municipal professional soccer teams whose financial statements were disclosed. The statements includes indicators of growth, profit and stability, which represents the main business performance of the entity. Results: As a result of the study, First, in terms of sales growth, sales in 2020 fell sharply year-on-year due to the impact of Covid-19. Second, the increase in sales through the import of player transfer fees had a positive impact on the growth of the business performance of the provincial and municipal professional soccer teams. Third, the profitability of the provincial and municipal professional soccer team is still low. Fourth, the debt ratio of the provincial and municipal professional soccer team was high, indicating that stability was serious. Conclusions: In order to increase sales, various strategies and measures are needed to overcome external factors such as media content products and non-face-to-face content strategies. The provincial and municipal professional soccer team, which has weak self-sustaining operations, needs to generate more profits through transferring players as a new management (profit) model, and first of all, a long-term strategy is needed to secure financial stability by improving the club's profitability.

• 한국철도학회:학술대회논문집
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• 한국철도학회 2009년도 춘계학술대회 논문집
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• pp.1878-1885
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• 2009

The railway advance policy from Korea government, KORAIL have to reduce a half of his railway business loss until 2010 and turnout railway business black ink until 2012. To overcome this difficult management situation, KORAIL has been set up new marketing organization in Seoul station which is necessary and venerable. According to the leadership of Seoul station master, Seoul station's marketing team was launched at April 2008. The marketing team will introduce total marketing for KORAIL corporation in their marketing activity such as advertisement, B to B railway tickets, railway travel package sales and customer satisfaction event with other corporations, and so on. After automated ticket system(SMS and Home-printed ticket) will lead to existing ticket sales persons to become activating marketing team members. In the organization case study in Seoul station, this study how to manage new marketing team have a great performance last 8 months and analysed what was a successful factors and principals, and also their team limits within KORAIL's organization structure. In the long run, we suggest that how can be this team to be support within KORAIL system such as incentive system, payment system, and marketing budgets etc.

• 품질경영학회지
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• 제52권3호
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• pp.529-543
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• 2024

Purpose: As part of the government's national policy agenda, one of the key initiatives in the Rural Convergence Industry is the selection and cultivation of certified operators. This study aims to specifically analyze the business performance of certified operators, first selected in 2015, based on their characteristics, and to propose improvement measures for the Rural Convergence Industry based on the analysis results. Methods: Data were collected from the certification (renewal) records of the Gyeongnam Sixth Industry Support Center from 2015 to 2023. The R program (R Core Team 2023) was used for data analysis. Results: The performance and role of certified operators are receiving attention to spread and increase awareness of the Rural Convergence Industry. While the location, gender of the representative, type of certified operator, type of convergence industry (6th industry), and main product did not have statistically significant effects on the sales and job changes of certified operators, the sales growth rate according to the management period of certified operators was found to have a statistically significant effect. Conclusion: It was observed that the longer the management period of the certified operator, the more sales increased, with a significant rise in sales growth rate at the early stage of the certified operator. This suggests that to revitalize and successfully promote the Rural Convergence Industry, it is necessary to strengthen the operator certification system and continuously implement various projects to enhance the capabilities of certified operators.

• 한국공간구조학회지
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• 제21권1호
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• pp.12-17
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• 2021

• 산업경영시스템학회지
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• 제43권3호
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• pp.191-203
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• 2020

This study aims to present the differentiating factors of B2B salesperson competency through comparing the suppliers and buyers in Korean steel industry in their perception on the importance and priority of B2B salesperson competency. Based on previous studies, analysis on B2B salesperson competency has been analyzed using the B2B salesperson performance competency measure factors and appropriately reorganizing them for better application to the steel industry. The required performance competencies of B2B salesperson can be categorized into 3 different types, namely social exchange competency, advisory sales competency, and skill & knowledge competency. AHP analysis was performed for analyzing the relative importance of B2B salesperson competency based on the factors of previous studies, in which categorization of the aforementioned types had been done. As the result, first, it has been confirmed that there is a difference in 1st layer main factors between the supplier group and buyer group. The supplier group valued the advisory sales competency, while the buyer group valued skill & knowledge competency. Second, it has been proved that there is same result of relative importance in 2nd detailed factors between the supplier group and buyer group. Both group confirmed that customer member, identify customer needs and communication skill are very important factors. Third, as the result of analysis on the gap between B2B salesperson competency of the suppliers and buyers, the gap in the product knowledge and sales team member need improvement for buyer's satisfaction according to overall results of relative importance and priority. The steel supplier was able to develop B2B salesperson competency according to the buyers' needs based on the result of this study, and furthermore it is expected that this study will be able to contribute to increase in buyer competitiveness through differentiation in B2B salesperson competency.

• 벤처창업연구
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• 제2권4호
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• pp.103-133
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• 2007

기업이 고객만족경영을 추구하는 것은 고객만족의 개선이 재무적 성과를 개선시킬 수 있을 것이라는 강한 믿음 때문이라고 볼 수 있으며, 고객만족수준을 높이기 위한 지출도 이러한 믿음에서 비롯되는 것이라고 볼 수 있다. 본 연구의 목적은 고객만족을 높이기 위한 지출이 고객만족에 미치는 영향과 고객만족이 기업의 재무적 성과에 미치는 영향을 확인하는 것이다. 본 연구에서 실증분석은 2003년부터 2006년까지 한국능률협회컨설팅의 고개만족지수가 조사된 서비스업종을 대상으로 금융감독원의 재무자료를 이용할 수 있는 기업을 표본으로 선정하였으며, 기본분석이외에 시차효과와 증분효과를 확인하기 위한 분석도 함께 이루어졌다. 본 연구결과는 다음과 같다. 첫째, 고객만족을 위한 지출과 고객만족지수간의 기본분석에서 판매촉진비와 교육훈련비는 고객만족에 정(+)이 영향을 미치는 것으로 확인되었지만 광고선전비에서 정(+)의 영향을 확인하지 못하였다. 둘째, 고객만족을 위한 지출이 고객만족에 미치는 영향에 대한 시차효과분석에서는 전기의 고객만족지출이 당기의 고객만족도에 미치는 정(+)의 영향을 확인하지 못하였다. 셋째, 고객만족지수와 재무적 성과간의 기본분석에서는 고객만족도가 매출액영업이익률, 매출액순이익률, 총자산이익률, 자기자본이익률에 유의적인 정(+)의 영향을 미치는 것으로 나타났다. 넷째, 고개만족수준이 재무적 성과에 미치는 영향에 대한 시차효과분석에서는 전기의 고객만족도가 당기의 재무적 성과에 미치는 정(+)의 영향을 확인하지 못하였으나, 증분분석에서는 고객만족도의 증가가 매출액영업이익률과 총자산이익률의 증가에 유의적인 정(+)의 영향이 있음을 확인하였다.

• 유통과학연구
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• 제21권9호
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• pp.35-42
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• 2023

Purpose: The research aims at examining the impact of marketer capabilities and persistence on marketer performance and distribution of agricultural product facilities. Research design, data, and methodology: The research employs quantitative methods using a cross-sectional design survey by analyzing the marketer of agricultural production facilities. Sampling was done using the purposive sampling technique and data were taken from 235 respondents. The data were then processed using SEM-PLS. Results: The findings reveal that both marketer capabilities and marketer persistence significantly impact the performance of agricultural product facility marketers. Notably, marketer persistence exerts a more dominant influence on marketer performance than marketer capabilities. Effective communication and coordination between the sales team and the distribution center emerge as crucial factors determining the success of distributing agricultural equipment to reach farmers' land at the optimal time. Conclusions: The findings offer valuable managerial insights for agricultural product facility companies seeking to enhance marketer performance. To achieve this, companies should focus on increasing marketer persistence, with an emphasis on nurture-focused persistence rather than closure-focused persistence. Additionally, improving marketer capabilities is crucial, starting with relationship development, followed by trust building, customer retention, responsiveness, and acquisition. These strategies can collectively contribute to boosting marketer performance within the organization.