• Asia Marketing Journal
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• v.15 no.1
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• pp.169-188
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• 2013

Established in 2006 as the forward integration effort by Taesung Industry, the major cosmetic packaging company, TONYMOLY has phenomenally grown to one of the major cosmetic brand companies in the submarket called, 'one brand-shop' of cosmetic market since 2008, after overcoming the crisis of 'going out of business' in a couple of early years. Within a relatively short period of time, TONYMOLY's performances have dramatically improved in terms of metrics such as growth in sales revenue, the number of stores, the average sales per store, transaction value per customer, the number of monthly transactions, the number of membership-based customers, and overseas sales. In this case study, we have examined TONYMOLY's recent marketing activities which may explain the plausible reasons behind the substantial growth of a small but smart cosmetic company. Above all, the first key success factor of TONYMOLY would be found in its adherence to the clear philosophy of the customer value proposition and/or the differentiated position of TONYMOLY as a brand of providing value. Second, this brand concept of value was first penetrated and welcomed among the foothold customer target group of mid and late teens with appropriate products, while the target groups were later expanded into the age group of twenties along with expansion of relevant products. Third, its differentiation efforts have been concrete and meaningful by utilizing unique ingredients in its product development and marketing efforts, unique fun packaging, and continuously introducing new hit-selling products as well as managing steady-selling products. Fourth, TONYMOLY has been smart enough to use its limited marketing money efficiently and effectively in its marketing communication activities. Viral marketing, PPL, and concentrated media planning and execution turned out to produce effective and efficient market-based performances such as awareness, word-of-mouth, and sales. Lastly, the marketing leadership of CEO and top management, emphasizing communications and interactions, was confirmed in the relationship quality with and trust level of its franchisees and internal employees. These key success factors may explain the recent phenomenal market performances of TONYMOLY. Despite recent successes, the major issues are presented for TONYMOLY to consider for maintaining its sustainable advantages and growth. The first issue concerns TONYMOLY's choice of growth philosophy between product/brand-centric marketing and customer-centric marketing. The second challenging issue relates to how TONYMOLY can cope with 'growing pains' plausibly accompanied with the rapid growth.

• Journal of Distribution Science
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• v.9 no.4
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• pp.5-13
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• 2011

This study provides analysis of the effectiveness of domestic marketing strategies of the Korean coffee shop "Caffe Bene". It bases its evaluation on statistical outputs of 'choice attributes,' "market segmentation," demographic characteristics," and "satisfaction differences." The results are summarized in four points. First, five choice attributes were extracted from factor analysis: price, atmosphere, comfort, taste, and location; these are related to coffee shop selection behavior. Based on these five factors, cluster analysis was conducted, with statistical results classifying customers into three major groups: atmosphere oriented; comfort oriented; and taste oriented. Second, discriminant analysis tested cluster analysis and showed two discriminant functions: location and atmosphere. Third, cross-tabulation analysis based on demographic characteristics showed distinctive demographic characteristics within the three groups. Atmosphere oriented group, early-20s, as women of all ages was found to be 'walking down the street 'and 'through acquaintances' in many cases, as the cognitive path, and mostly found the store through 'outdoor advertising', and 'introduction'. Comfort oriented group was mainly women who are students in their early twenties or professionals, and appeared as a group to be very loyal because of high recommendation to other customers compared to other groups. Taste oriented group, unlike the other group, was mainly late-20s' college graduates, and was confirmed, as low loyalty, with lower recommendation activity. Fourth, to analyze satisfaction differences, one-way ANOVA was conducted. It shows that groups which show high satisfaction in the five main factors also show high menu satisfaction and high overall satisfaction. This results show that segmented marketing strategies are necessary because customers are considering price, atmosphere, comfort, taste, location when they choose coffee shop and demographics show different attributes based on segmented groups. For example, atmosphere oriented group is satisfied with shop interior and comfort while dissatisfied with price because most of the customers in this group are early 20s and do not have great financial capability. Thus, price discounting marketing strategies based on individual situations through CRM system is critical. Comfort oriented group shows high satisfaction level about location and shop comfort. Also, in this group, there are many early 20s female customers, students, and self-employed people. This group customers show high word of mouth tendency, hence providing positive brand image to the customers would be important. In case of taste oriented group, while the scores of taste and location are high, word of mouth score is low. This group is mainly composed of educated and professional many late 20s customers, therefore, menu differentiation, increasing quality of coffee taste and price discrimination is critical to increase customers' satisfaction. However, it is hard to generalize the results of study to other coffee shop brand, because this study have researched only one domestic coffee shop, Caffe Bene. Thus if future study expand the scope of locations, brands, and occupations, the results of the study would provide more generalizable results. Finally, research of customer satisfactions of menu, trust, loyalty, and switching cost would be critical in the future study.

• Food Science and Preservation
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• v.19 no.5
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• pp.783-791
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• 2012

The purpose of the study was to provide baseline information that could encourage consumers and establish the direction of development for sprouts and leafy vegetables. A survey on the consumption and preference for sprouts and leafy vegetables of 823 people over 20 years of age in Seoul and Gyeonggi province was conducted. The preference for sprouts was higher in men ($3.75{\pm}0.96$) than in women ($3.64{\pm}0.84$), whereas the preference for leafy vegetables was higher in women ($4.06{\pm}0.74$) than in men ($3.88{\pm}0.90$). Based on age, the respondents in their 40s or above had high preferences for sprouts and leaf vegetables due to the importance that they accorded to health and nutrition (p<0.01). The sprouts and leafy vegetables were purchased mainly for their high nutritional value. The purchase frequency of once a month or more for leafy vegetables (82.7%) was higher than that for sprouts (57.1%). The consumers purchased sprouts and leafy vegetables mainly from a large discount store. The respondents in their 20s showed the highest percentage of purchasing from a local store whereas the older ones showed a high preference for traditional markets. The reason for the choice of the place of purchase was convenience. The freshness and price were important factors in the consumption of sprouts and leafy vegetables. In the case of leafy vegetables, the consumers preferred to buy them using the conventional weight measurement system rather than in small packages. On the other hand, mixed small packages were preferred for sprouts. The purchase frequency was correlated with the preferences, need for improvement and purchase intent for sprouts and leafy vegetables. The aspects that require improvement for producing high-quality sprouts and leafy vegetables were the nutritional and functional properties. To increase the consumption of sprouts and leafy vegetables, there is need for variations and improvement of the quality and safety of the products.

• Journal of Korean Home Economics Education Association
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• v.18 no.4 s.42
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• pp.173-192
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• 2006

The purpose of this study was to provide basic data for developing nutrition education program focusing on the health-oriented food choice and purchase which affect the adolescents' health. The data was collected by means of questionnaire from the total of 273 students who were living in cities and myun district and final 253 questionnaires were analyzed by using the SPSS/WIN 10.0 program. The results are summarized as follows. First, the major source of information on food was mass media, especially advertisement and students spent $20{\sim}30%$ of allowance on food purchase. The students purchased cookies or ice cream mainly, once every 2-3 days at the store near house, after school, for appeasing hunger or thirst. The influence of gender, mother's education level, economic status of family, the amount of allowance, the period of receiving allowance, the details of allowance recording, school location on food purchasing behavior were significant(p<.05). Second, the price and taste were the most important factors when the students purchase food. Nutrition and food sanitation/safety were considered less important by the students. The factors considered when the students purchase food were significantly different between Sender, father and mother's education level, and the amount of allowance(p<.05). Third, middle school students' food purchase behavior were influenced by advertizement, friends, parents. The influence of advertisement, friends, parents when the students purchase food were significantly different between gender, mother's career, economic status of family, and the amount of allowance(p.<05). From tile result of this study, the middle school students consider price and taste more than the other factors related nutrition and health in purchasing foods. Therefore, it will be necessary to develope and enforce nutrition education program focusing on how to choose and purchase safe, nutritious, delicious and cheap foot for adolescents.