• Journal of Distribution Science
• /
• v.8 no.3
• /
• pp.37-47
• /
• 2010

CRM refers to the operating activities that always maintain and promote good relationship with customers to ultimately maximize the company's profits by understanding the value of customers to meet their demands, establishing a strategy which may maximize the Life Time Value and successfully operating the business by integrating the customer management processes. In our country, many big businesses are introducing CRM initiatively to use it in marketing strategy however, most medium and small sized companies do not understand CRM clearly or they feel difficult to introduce it due to huge investment needed. This study is intended to present CRM promotion strategy and activities plan fit for the medium and small sized companies by analyzing the success factors of the leading companies those have already executed CRM by surveying the precedents to make the distributors out of the industries have close relation with consumers to overcome their weakness in scale and strengthen their competitiveness in such a rapidly changing and fiercely competing market. There are 5 stages to build CRM such as the recognition of the needs of CRM establishment, the establishment of CRM integrated database, the establishment of customer analysis and marketing strategy through data mining, the practical use of customer analysis through data mining and the implementation of response analysis and close loop process. Through the case study of leading companies, CRM is needed in types of businesses where the companies constantly contact their customers. To meet their needs, they assertively analyze their customer information. Through this, they develop their own CRM programs personalized for their customers to provide high quality service products. For customers helping them make profits, the VIP marketing strategy is conducted to keep the customers from breaking their relationships with the companies. Through continuous management, CRM should be executed. In other words, through customer segmentation, the profitability for the customers should be maximized. The maximization of the profitability for the customers is the key to CRM. These are the success factors of the CRM of the distributors in Korea. Firstly, the top management's will power for CS management is needed. Secondly, the culture across the company should be made to respect the customers. Thirdly, specialized customer management and CRM workers should be trained. Fourthly, CRM behaviors should be developed for the whole staff members. Fifthly, CRM should be carried out through systematic cooperation between related departments. To make use of the case study for CRM, the company should understand the customer and establish customer management programs to set the optimal CRM strategy and continuously pursue it according to a long-term plan. For this, according to collected information and customer data, customers should be segmented and the responsive customer system should be designed according to the differentiated strategy according to the class of the customers. In terms of the future CRM, integrated CRM is essential where the customer information gathers together in one place. As the degree of customers' expectation increases a lot, the effective way to meet the customers' expectation should be pursued. As the IT technology improved rapidly, RFID (Radio Frequency Identification) appears. On a real-time basis, information about products and customers is obtained massively in a very short time. A strategy for successful CRM promotion should be improving the organizations in charge of contacting customers, re-planning the customer management processes and establishing the integrated system with the marketing strategy to keep good relation with the customers according to a long-term plan and a proper method suitable to the market conditions and run a company-wide program. In addition, a CRM program should be continuously improved and complemented to meet the company's characteristics. Especially, a strategy for successful CRM for the medium and small sized distributors should be as follows. First, they should change their existing recognition in CRM and keep in-depth care for the customers. Second, they should benchmark the techniques of CRM from the leading companies and find out success points to use. Third, they should seek some methods best suited for their particular conditions by achieving the ideas combining their own strong points with marketing. Fourth, a CRM model should be developed that will promote relationship with individual customers just like the precedents of small sized businesses in Switzerland through small but noticeable events.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
• /
• v.10 no.2
• /
• pp.11-16
• /
• 2015

A lot of factor effects on the enterprise's innovation and business performance, for instance CEO and members intention etc.. Niehoff et al. says, The success factors of innovation enterprise's management lead to members of vision, innovation, innovation activities and support for an aggressive attitude of the enterprise members. However, today's products consumers wanted diverse and complex needs. CEO and members of the enterprise has been the diversity effort. The increase cost savings as well as in the profit improve factors that enterprise's participated a education and training, Subgroup activities, process quality, eliminate waste, improve yields, lead time reduction, process capability increasing, ets. This paper is a report of an empirical survey performed to 277 small and medium-sized enterprise in the korea. Cronbach's alpha coefficient is employed to analyze the reliability of the data. The effect analysis of each group is performed by the SEM(structural equation model). We use the SPSS' Amos program to analyze the equation modeling and test the hypotheses of the model.

• Proceedings of the Korean DIstribution Association Conference
• /
• 2006.05a
• /
• pp.57-70
• /
• 2006

I devised this study for setting up the location marketing policy that was the most suitable to medium and small-sized enterprises. For this, I classified 3 factors and analyzed location environment levels of an enterprise. First factor is 'an assistance policy factor' which is composed of assistance policies of local governments and central-government. Second is 'an accumulation factor' which is composes of the same category of business or accumulation of an allied industry, the abundant selling market, innovative industry atmosphere, and accumulations of various innovative organs such as a college, a research organization. Third is 'a location base factor' which is composed of a desirable information communications net and accessibility on wide area traffic networks such as an airport, a railroad, an expressway. I also analyzed three location environment levels of business scale.

• Korean Journal of Agricultural Science
• /
• v.28 no.2
• /
• pp.147-161
• /
• 2001

Efficiency and competitive power in agribusiness management has became important issue due to the rapid changes in farming environment under new WTO agreement. To increase competitive power, small-sized petty farm should be restructured to be specialized large-scaled farming system. Trust farming corporation(TFC) has been introduced to increase farm productivity and competitive power through large scale farming system and refined management skills. Eventually, TFCs are expected to revitalize rural economy. TFCs are increasing in numbers, but they are unsatisfactory in quality often with insolvent operations. The typical problems with TFCs are internal conflicts among members, lack of management abilities and incentives, inefficiency in machinery use, and insolvent operations. The self effort by members and legal-institutional assistance can alleviate the negative factors against the rational for cooperative management and sustain TFCs. This study identifies the management problems of TFCs. To provide the methods for increasing management efficiency, improving rational management skills, and hence to help revitalizing the rural economy with competitive power, 20 TFCs in Nonsan County is surveyed. The major findings are as follows; 1) According to the survey result of 20 trust farming corporations, investments on the accumulation of knowledges and information, accounting management, machinery management are required due to the present lack of management/accounting ability. There also exist problems associated with revenue sources, labor uses, and public recognition. To increase management efficiency under current situation, corporations should import active business plans with expanding farming execution and off-farm season business. 2) Based on the result of corporations' business analysis, more than 50% of the corporations were not able to provide profit dividends to the members. It suggests that trust farming corporations need appropriate and stable revenue sources to sustain business. It is also required that corporations should reduce their excessive expenditure on fixed assets. 3) Theoretical amounts of consignment fees for tillage operation, planting, and harvesting were found to be 338,874 won, 216,596 won, and 332,318 won, respectively. Although actual levels of fee are 110%~120% of these theoretical levels of consignment fee, corporations' expected fee levels could not be acheived because of competency of consignment market.

• Asia-Pacific Journal of Business
• /
• v.12 no.3
• /
• pp.251-269
• /
• 2021

Purpose & methodology - This study is to answer the following three questions, analyzing data on Top 50 Indian Billionaires, Top 50 Indian companies and Top 50 Indian start-ups. The first is whether or not traiditonal merchant caste like Vaisya's ability of creating wealth declined as some studies argue. The second is whether non-merchant caste like Brahmin, Kshatriya, OBC, Dalit, emerged as an India's new business elite. The third is whether the results of top 50 Indian companies and top 50 start-ups' analyses have similarities with that of top 50 Indian Billionaires analysis. Findings - The result is firstly, the ability of creating wealth of businessmen from the merchant caste was still overwhelming. Secondly, the big businessmen' rising from non-merchant castes as a new business elite was extremely rare. Thirdly, according to the analysis of top 50 Indian start-ups, the percentage of Vaisya has significantly declined while the the percentage of upper castes like Brahmin has noticeably increased. Fourthly, no evidence was found that businessmen from the lower castes like OBC or Dalit were increasing the expanding business influence. Research implications - The Studies mean that in big-sized Indian companies, the power of traditional merchant caste remains the same as before and is even reinforcing, while in small start-ups, Vaisya's power is considerably decreasing, and the upper castes like Brahmin who are highly educated are noticeably increasing.

• International Commerce and Information Review
• /
• v.15 no.3
• /
• pp.135-153
• /
• 2013

This study aims to investigate the overall relationship between the deterring and facilitating factors in export activities of the small and medium export companies. Nine export deterring factors are analyzed by multinational dimensional scaling(MDS) method to identify key dimensions underlying those factors. Perceptual mapping shows that some factors such as brand image, operating capital and e-trade infra are found similar in its degree of difficulties in export activities. Regression analysis shows that government export promotion measures might play an effective export facilitating factors to ease the export deterring factors like market information and manufacturing skill. Whereas difficulties arising from e-trade infra, operating capital, and brand image might be eliminated by internal competency of company, difficulties from distribution channel might be lessened by overseas orientation of chief executive of company.

• Journal of the Korea Academia-Industrial cooperation Society
• /
• v.21 no.11
• /
• pp.650-661
• /
• 2020

The digital transformation of the 4th industrial revolution is leading to changes and innovations in the global economy. Various countries are focusing on reviving their manufacturing industries and economic recovery through smart factories. The purpose of this study is to empirically identify technological determinants for the successful implementation of the smart factory and to verify teose effects on manufacturing operations and the firms' operational/environmental performances. Five factors, including sensor network, platform technology, information system, intelligent automation, and safety, were defined as core technologies. The SEM analysis results of 157 small and medium-sized manufacturing firms that have implemented smart factories are as follows. First, sensor network, platform technology, and information system had significant effects on smart manufacturing operations. Second, smart manufacturing operations have improved firm performance. This study is valuable in that it has confirmed the effectiveness of government-funded projects and systemized key technologies for implementing smart factories. Meanwhile, it is helpful for practitioners to support an efficient and effective decision-making for the new adoption.

• 한국HCI학회:학술대회논문집
• /
• 2008.02b
• /
• pp.193-198
• /
• 2008

Now days with the significant grows of internet and PC hardware/software, most of the business, include small size business and soho, is worked by PC/Network. However these critical changes, all the PC/Network system or service is identical and these make user a inconvenient experience and unpleasant aspect to PC/Network. This research is to segment the user bases on the user context of using PC and all this segmentation was done in contextual design process. From Contextual Interview, all data of user context of environment, use case, needs, voices, break downs were captured and these data were interpreted and filtered to affinity notes and user modeling. After the interpretation, the consolidation was being held by affinity diagram, which could make ready to segment the user. For the result, 3 segmentation was evaluated and which are the 'Holistic Networker', 'Unplugged Controller' and 'Passive Reactor'.

• The Journal of Bigdata
• /
• v.4 no.2
• /
• pp.115-126
• /
• 2019

There have been many discussions on export indices in trade exports, but there is no definite trade export index which can be explained by objective indicators. Korea International Trade Association (KITA), Korea Trade-Investment Promotion Agency (KOTRA), etc., but we are currently in the process of thinking about ways to express the capabilities of exporting companies. In this study, we constructed the AI data sets by setting the activity indicators such as the size of the company and the credit score, the number of transaction customers, the number of transactions, the number of items, the transaction volume, and the transaction period as features, Lightgbm. Using the Graph Neural Network as an industrial cluster classification model, the export live index which expresses the exportable capacity among companies, items, and business groups was calculated. This includes the past activity of the company from the current calculating index Objectivity.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
• /
• v.7 no.4
• /
• pp.123-130
• /
• 2012

The automobile industry has been rapidly developing and the manufacturers in Korea as well as auto makers in other advanced countries are putting every ounce of their energies in securing their competitive edges in technology and in marketing. To that purpose, each company focuses on (i) reducing costs and (ii) improving productivity. We believe that the improved productivity can be capitalized by a set of various factors including improved organization-internal environment and employees' job satisfaction. The present research aims to identify how the internal elements contribute and lead to improved productivity. The present paper is a report of an empirical survey performed to 161 employees working in small and medium-sized firms in the automobile industry. After testing reliability and validity of the collected data, we have performed structural equation analysis using Amos of SPSS and tested a set of research hypotheses and models. The reported results will clarify the factors that influence productivity and job satisfaction and also shed light on the directions for strategic polices to keep up with the ever changing climate of the industry.