• 한국의류산업학회지
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• 제10권6호
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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.

• 한국의류학회지
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• 제32권5호
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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.

• 한국생활과학회지
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• 제24권1호
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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.

• 지능정보연구
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• 제24권1호
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• pp.25-52
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• 2018

본 연구는 소비자들이 상권에 대하여 수행하는 웹 탐색 활동과 감성평가를 반영하는 데이터인 지역구 연관감성어휘를 기반으로 서울시 내 대형 상업 공간으로 정의할 수 있는 각 지역구 간의 연관 감성 네트워크에 대하여 소셜 네트워크 분석을 수행하였다. 나아가 도출한 소셜 네트워크 지표를 지역구 공공 데이터와 결합하여 보다 다각적 측면을 고려한 지역구 상권의 매출액에 영향을 미치는 요인들을 검증하였고 그 영향력의 변화 또한 확인해 보았다. 정적 데이터로 표현되는 공공 데이터만을 통해 구성된 모형으로도 높은 설명력을 가지는 것을 확인할 수 있었으나, 소셜 네트워크 분석 결과로 도출된 네트워크 지표와 결합된 모형에서는 그 설명력이 더욱 향상된 것이 확인되었다. 공공 데이터에 대한 회귀 분석 결과, 투입된 22개의 요인들 중 '골목 상권 수,' '1인당 거주면적,' '주거환경만족도,' '거래증감률,' '3년 이상 생존율'의 5개의 요인이 지역구 상권 매출액에 유의한 영향을 미치는 것이 확인되었다. 이후 공공 데이터와 네트워크 지표 결합 모형에서 투입된 지표들은 '에고 네트워크의 밀도,' '연결 중심성,' '근접 중심성,' '매개 중심성,' '아이겐벡터 중심성'이며, 이 중 '연결 중심성'과 '아이겐벡터 중심성'이 매출액에 유의한 영향을 미치며 모형 내에서 가장 높은 영향력을 보유한 것이 확인되었다. 본 연구는 각 상권이 소비자가 원하는 감성을 고려한 도시 전략 계획 수립과 이행의 실증적 근거로 활용될 수 있을 것이며, 상권에 진입하거나 재창업하는 자영업자나 잠재 창업자를 바탕으로 지역구 상권이 보유한 감성과 그 관계 구조를 고려한 상권 진입 방향성을 제공할 수 있을 것이다.

• 한국콘텐츠학회논문지
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• 제10권1호
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• pp.391-398
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• 2010

본 연구의 목적은 울산광역시의 여가산업의 규모를 분석하는 것이었다. 이를 위해서 문화체육관광부에서 제공하는 2008여가백서의 여가산업분류표를 기준으로 여가산업을 크게 여가용품산업, 여가공간산업, 여가서비스산업으로 구분하였고, 통계청에서 제공하고 있는 국가통계포털사이트(http://www.kosis.kr)의 9차 개정(2007년 기준)을 이용하여 사업체수, 종사자수, 종사자의 성별, 매출액 등을 분석하였다. 연구결과 울산광역시의 여가산업과 관련된 사업체수 10,292개, 종사자수 23,357명, 종사자의 남성 8,699명, 여성 14,631명 이었고, 매출액 규모는 1조 1,675억 원이었다. 구체적으로 살며보면, 여가용품산업의 사업체수는 1,041개, 종사자수는 1,867명, 매출액은 1,227억 원이었고, 여가공간산업의 사업체수는 6,534개, 종사자수는 15,752명, 매출액은 6,940억 원이었으며, 마지막으로 여가서비스산업의 사업체수는 2,717, 종사자수는 5,738명, 매출액은 3,507억 원이었다. 울산의 여가산업 중에서 여가용품산업은 여가용품제조업의 비중이 거의 없고, 여가공간산업에서 유흥업소의 비중이 높으며, 여가서비스산업은 여가교육서비스업이 많았다.

• 유통과학연구
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• 제16권7호
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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.

• 디지털융복합연구
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• 제12권10호
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• pp.201-209
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• 2014

본 연구에서는 1인 창조기업의 성공요인을 주관적 요인과 객관적 요인으로 분류하여, 대표적인 재무적 성과인 매출액과 당기 순이익에 유의한 영향을 미치는 변수들을 분석하고자 한다. 특히 정부지원을 받은 1인 창조기업들이 좋은 경영 성과를 내기 위해서는 어떠한 요인들이 필요한 것인지, 혹은 집중해야 하는지에 관하여 연구하였다. 연구 분석 결과, 매출액에는 주관적 요인 2개(판단력, 기획력)변수와 객관적 요인 4개(특허출원건수, 특허등록건수, 사업 지속 기간, 초기 자본금) 등 총 6개 변수가 유의한 영향을 미치고, 당기순이익에는 창업자의 주관적 요인 중 도전 의식의 변수와 객관적 요인 중 사업 준비 기간, 사업 지속 기간, 초기 자본금 등의 요인이 유의한 영향을 미치는 것으로 나타났다. 결국 이러한 요인들이 정(+)과 부(-)의 관계로써 매출액과 당기순이익에 대한 중요한 요인으로 나타났다. 향후, 본 연구 결과를 바탕으로 보다 세밀한 연구 모형을 도출하여 엄격한 가설 검정의 후속 연구의 필요성이 요구된다.

• 한국항해항만학회지
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• 제30권1호
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• pp.73-83
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• 2006

본 연구는 해운서비스 거래기업간의 관계를 대상으로 관계마케팅 기법을 적용함으로써 보다 동태적인 시장메카니즘을 분석하고자 수행되었다. 해운기업은 영업업무가 큰 비중을 차지하는 기업으로서 해운기업과 하주의 관계구조를 분석함에 있어서 고객의 접점에 있는 영업사원의 관계특성을 기업차원의 관계특성과 함께 고려해야할 필요가 있다. 따라서 본 연구는 해운서비스 공급기업에 초점을 맞추어 하주들과 장기협력관계를 구축하는 데 영향을 미치는 관계의 질을 중심으로 그 선행요인인 관계특성과 성과요인인 장기협력관계를 실증분석함으로써 해운기업이 하주와 장기협력관계를 구축하는 데 유용한 정보를 제공하고자 하였다.

• 보건행정학회지
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• 제30권3호
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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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• 제14권4호
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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.