• Fashion & Textile Research Journal
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• v.10 no.6
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• pp.873-881
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• 2008

The purpose of this study is to examine the effects of sales person's perception of ethical management on job performance in department stores. Sales person's perception of ethical management consists of such things as fairness, looking for short-term profits and observing the rules. Job performance consists of such things as sales person's organizational commitment, Sales person's service delivery level, rational operations, and participational attitude. For these purposes, the author developed several hypotheses. The data was collected from 435 sales person's in department stores. The results of this study are as follows: First, fairness, looking for short-term profits, and observing the rules had a significantly positive effect on sales person's organizational commitment. Second, fairness and observing the rules had significantly positive effect on sales person's service delivery level. Third, fairness had a significantly positive effect on rational operation. Fifth, looking for short-term profits and observing the rules had significantly positive effect on participational attitude. At the end of this paper, limitations, further research directions, and implications are suggested.

• Journal of the Korean Society of Clothing and Textiles
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• v.32 no.5
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• pp.729-740
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• 2008

The purposes of this study are to identify service quality elements using Kano's theory, and to examine differences in service quality characteristics among apparel store types. Women over 20 years-old from metropolitan areas in South Korea participated in the study and a quota sampling method was used. The questionnaire was composed of three sections; importance of quality, degree of satisfaction, and demographic factors. Data from 525 questionnaires were used for the statistical analysis. The results were as follows: First, four factors of service quality(sales person, variety of goods, policy, and facilities) were identified. According to Kano's quality elements, sales person was categorized into both one-dimensional quality and must-be quality, and variety of goods, policy, and facilities categorized into attractive quality. Second, sales person, in all store types, was included in one-dimension quality elements and sales person and variety of goods, in local store, were included in attractive quality element. Service policy, in chain store and local store, was included in attractive quality element. Findings of this study provide both industry and academic researchers with a guide to increase customer satisfaction in the store service strategies.

• Korean Journal of Human Ecology
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• v.24 no.1
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• pp.39-48
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• 2015

The purpose of this study was to understand the differences of ethical attitudes as consumer and as salesperson among cosmetic salesperson. For this purpose, 128 cosmetic salespersons, Chunlabukdo, were sampled, 2007. The quesionnaire was composed of the demographic characteristics, attitudes toward the clients, the ethics related to work, and ethical attitudes as consumer. The differences were statistically tested at p<.10. The results of this study as follows; The sub-variables of attitudes toward customers were irresponsibility, understanding and respect for customers, and first priority to Sales persons. The ethics related to work's were sales of defected products, unfair sales practices, and unusual discount. Consumer ethics' were false and deception, invasion of Sales person's rights, and illegal. The types of consumer's ethics were distributed from 57.5% for the unethical consumers, 15.7% for the middle consumers, and 26.8% for the ethical consumers. The salespersons as the ethical consumers tended to show irresponsible attitudes to the clients and first priority to themselves rather than customers. Unethical consumers tended to treat their customers in an unethical sales manners.

• Journal of Intelligence and Information Systems
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• v.24 no.1
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• pp.25-52
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• 2018

This study performs social network analysis based on consumer sentiment related to a location in Seoul using data reflecting consumers' web search activities and emotional evaluations associated with commerce. The study focuses on large commercial districts in Seoul. In addition, to consider their various aspects, social network indexes were combined with the trading area's public data to verify factors affecting the area's sales. According to R square's change, We can see that the model has a little high R square value even though it includes only the district's public data represented by static data. However, the present study confirmed that the R square of the model combined with the network index derived from the social network analysis was even improved much more. A regression analysis of the trading area's public data showed that the five factors of 'number of market district,' 'residential area per person,' 'satisfaction of residential environment,' 'rate of change of trade,' and 'survival rate over 3 years' among twenty two variables. The study confirmed a significant influence on the sales of the trading area. According to the results, 'residential area per person' has the highest standardized beta value. Therefore, 'residential area per person' has the strongest influence on commercial sales. In addition, 'residential area per person,' 'number of market district,' and 'survival rate over 3 years' were found to have positive effects on the sales of all trading area. Thus, as the number of market districts in the trading area increases, residential area per person increases, and as the survival rate over 3 years of each store in the trading area increases, sales increase. On the other hand, 'satisfaction of residential environment' and 'rate of change of trade' were found to have a negative effect on sales. In the case of 'satisfaction of residential environment,' sales increase when the satisfaction level is low. Therefore, as consumer dissatisfaction with the residential environment increases, sales increase. The 'rate of change of trade' shows that sales increase with the decreasing acceleration of transaction frequency. According to the social network analysis, of the 25 regional trading areas in Seoul, Yangcheon-gu has the highest degree of connection. In other words, it has common sentiments with many other trading areas. On the other hand, Nowon-gu and Jungrang-gu have the lowest degree of connection. In other words, they have relatively distinct sentiments from other trading areas. The social network indexes used in the combination model are 'density of ego network,' 'degree centrality,' 'closeness centrality,' 'betweenness centrality,' and 'eigenvector centrality.' The combined model analysis confirmed that the degree centrality and eigenvector centrality of the social network index have a significant influence on sales and the highest influence in the model. 'Degree centrality' has a negative effect on the sales of the districts. This implies that sales decrease when holding various sentiments of other trading area, which conflicts with general social myths. However, this result can be interpreted to mean that if a trading area has low 'degree centrality,' it delivers unique and special sentiments to consumers. The findings of this study can also be interpreted to mean that sales can be increased if the trading area increases consumer recognition by forming a unique sentiment and city atmosphere that distinguish it from other trading areas. On the other hand, 'eigenvector centrality' has the greatest effect on sales in the combined model. In addition, the results confirmed a positive effect on sales. This finding shows that sales increase when a trading area is connected to others with stronger centrality than when it has common sentiments with others. This study can be used as an empirical basis for establishing and implementing a city and trading area strategy plan considering consumers' desired sentiments. In addition, we expect to provide entrepreneurs and potential entrepreneurs entering the trading area with sentiments possessed by those in the trading area and directions into the trading area considering the district-sentiment structure.

• The Journal of the Korea Contents Association
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• v.10 no.1
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• pp.391-398
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• 2010

The purpose of this study analyzed leisure industries of Ulsan Metropolitan city. Leisure industries were categorized leisure goods industries, leisure space industries, and leisure service industries according to 'Leisure White Paper' was offered Ministry of Culture, Sports, and Tourism, and analyzed the number of businesses, workers, and sales by KOSIS(http://www.kosis.kr), Korean National Statistical Office. As a results, the number of business were 10,292, workers were 23,357 person, and sales were 1.1675 trillion won. More specifically, the number of business were 1,041, workers 1,867 person, and sales were 122.7 billion won in the number of Leisure goods industries. The number of business were 6,534, workers 15,752 person, and sales were 694 billion won in the number of Leisure space industries. Lastly, The number of business were 2,717, workers 5,783 person, sales were 350.7 billion won in the number of Leisure service industries. Especially, Leisure goods industries were poor, liquor related business were too many in leisure space industries, and leisure education service industries were large.

• Journal of Distribution Science
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• v.16 no.7
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• pp.77-86
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• 2018

Purpose - In the insurance distribution channel, the salespeople plays a role of representing the company, and recognizes the needs of the customers and plays a role in responding to them. Therefore, their turnover can have a great influence on the company performance. The purpose of this study is to investigate the structural relationship between salespeople's personal - environmental fit and organizational commitment and turnover intention. Research design, data, and methodology - Data collection was conducted a self-filling questionnaire for salespeople for about one month from July 24, 2017 to August 30, 2017. The subjects of the questionnaire were the insurance salespeople who work in the sales line such as K life, S fire. A total of 450 copies were distributed and 432 copies of the questionnaire were used for final analysis. The analysis program used SPSS 22.0 and AMOS 22.0 programs. Analysis method was Frequency Analysis, Reliability & Confirmatory Factor Analysis, Correlation Analysis and Structural Equation Model(SEM). Results - As a result of Hypothesis 1, Person-Supervisor Fit had significant influence only on Continuance Commitment. Person-Job Fit did not have a significant effect on Organizational Commitment. Person-Coworker Fit had a significant effect on Continuance Commitment and Affective Commitment. Person-Organization Fit had a significant impact on Affective Commitment. Therefore, only , , , , were adopted. As a result of Hypothesis 2, Continuance Commitment had a significant effect on turnover intention. Therefore, only was adopted. Conclusions - This study suggests that it is necessary to manage the human resources in the sales field through studies related to salespeople's extension of the research scope and salespeople's turnover intention. Based on the results of this study, the conclusion suggests some implications for the efficient human resources management of insurance companies in sales channels. It is expected that it will be helpful for the salespeople to find out what kind of Person-Environment Fit affects the organizational commitment and how to manage the organizational commitment among the three dimensions of organizational commitment to reduce turnover intention.

• Journal of Digital Convergence
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• v.12 no.10
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• pp.201-209
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• 2014

The purpose of this study is to analyze subjective and objective factors for the successful operation of One-Person Creative Firms and find significant variables in accordance with the sales and net profit that are representing business performances. Additionally, we were trying to find that what One-Person Creative Firms have had a government assistance need the supports in order to achieving a good performance in sales and net profit. In the result of this study, the sales volume is related that two(2) subjective(Judgment, Planning) and four(4) objective factors(Patent Application, Patent Registration, Business Duration, Initial Capital). The net profit is related that Challenging Spirits in subjective factors and Run-up to the Business, Business Duration, Initial Capital in objective factors. Ultimately, these factors are important variables for the sales and net profit in relationship both the positive(+) and negative(-). This is an exploratory nature of the study rather than the rigorous hypothesis testing. Therefore, a rigorous hypothesis test study model to derive a more detailed study is needed based on the results of this study in the future.

• Journal of Navigation and Port Research
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• v.30 no.1 s.107
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• pp.73-83
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• 2006

The purpose of this study is to analyze the dynamic market mechanism adopting relationship marketing techniques between the shipping companies and shippers. As shipping companies mainly rely on sales operation, the relational structure of shipping companies and shippers is considered to be one of the determinants in business performance and customer satisfaction In this respect, the characteristic relationship between sales person and shipping company takes an important roles in relationship marketing in shipping business industry. An empirical study was carried out to find out the determinants cf relationship quality and antecedent factors of characteristics in shipping companies and sales person.

• Health Policy and Management
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• v.30 no.3
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• pp.311-325
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• 2020

Background: Health statistics of pharmaceutical use and expenditure are essential to make and implement evidence-based pharmaceutical policy. This study aims to demonstrate the methods and results of pharmaceutical consumption and sales in 2018 according to the sources and methods given by the Organization for Economic Cooperation and Development (OECD). Methods: The medication list contains 39,346 medicines both reimbursed and non-reimbursed by the National Health Insurance in 2018. We used the therapeutic categories based on Anatomic Therapeutic Chemical Classification of World Health Organization. This study analyzed National Health Insurance claims data and supply data generated from wholesalers to health care facilities. The indicators are defined daily dose (DDD), per 1,000 inhabitants per day and US$ per capita. Results: In South Korea, the number of medications to which DDD were assigned was 18,055 and it was 45.9% of the total number of medications on the list. The consumption in anti-infective for systemic use (J) and musculo-skeletal system (M) was higher than the mean consumption among the OECD countries. The pharmaceutical sales per person in Korea was also higher than the mean sales per person across the OECD countries. Conclusion: We sought to explain the methods to produce pharmaceutical consumption and sales statistics which we had submitted annually to OECD. Considering the characteristics of pharmaceutical statistics, a direct comparison should be approached with caution. Since the growth in pharmaceutical spending has greatly increased over the past decade, we need to monitor pharmaceutical consumption and expenditure consistently.

• 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.