• Asia Marketing Journal
• /
• v.16 no.1
• /
• pp.71-100
• /
• 2014

While the role of emotional antecedents of effective selling behavior would be important, the issue has not been fully addressed in the sales literature. To fill this gap, we conceptualize and empirically examine the relationships among salesperson's emotional regulation processes such as emotional intelligence (EI) and emotional labor (EL), effective selling behavior, and sales performance on the basis of educational, occupational, social psychology literature and marketing literature (e.g., Henning-Thurau, Groth, Paul, and Gremler 2006; Kidwell et al. 2011; Liu et al. 2008; Mayer, Salovey, and Caruso 2008). First, salesperson's EI is defined as his or her capability that enables correct perceptions about emotional situations in sales interactions. The EI is expected to work as psychological resources for different types of EL (i.e., deep acting and surface acting) to be performed by salesperson as emotional expression strategies (e.g., Lie et al. 2008). It is, then, expected that the features of EL selected by the salesperson would lead to different levels of adaptive selling behavior (ASB) and thereby sales performance (Monaghan 2006). Further, given that salesperson's customer orientation (CO) is found to be an important correlate of ASB (Franke and Park 2006), it is expected that CO would moderate the relationship between EL and ASB (Rozell, Pettijohn, and Parker 2004). Hence, this research attempts to shed additional light on emotionally-driven (EL) as well as cognitively-driven (CO) antecedents of ASB (Frank and Park 2006). The findings of the survey research, done with 336 salespersons in insurance and financial companies, are summarized as follows. First, salespersons with a high level of EI are found to use both deep acting (regulating the emotions themselves) and surface acting (controlling only emotional expressions) in a versatile way, when implementing EL. Second, the more the salesperson performs deep acting, the more he or she shows ASB. It is, then, important for salespersons to use deep acting more frequently in the EL process in order to enhance the quality of interacting with customers through ASB. On the other hand, the salesperson's surface acting did not have a significant relationship with ASB. Moreover, CO was found to moderate the relationship between the salesperson's deep acting and ASB. That is, the context of high CO culture and individual salesperson's deep acting would synergistically make the selling efforts adaptive to customer preferences. Conceptualizing and empirically verifying the antecedent roles of important emotional constructs such as EI and EL in salesperson's effective selling behavior (ASB) and sales performance is a major theoretical contribution in the sales literature. Managerially, this research provides a deeper understanding on the nature of tasks performed by salespersons in service industries and a few guidelines for managing the sales force. First, sales organizations had better consciously assess EI capacity in the selection and nurturing processes of salespersons, given that EI can efficiently drive EL and the resulting effective selling behavior and performance. Further, the concept of EL could provide a framework to understand the salespersons' emotional experiences in depth. Especially, sales organizations may well think over how to develop deep acting capabilities of their sales representatives. In this direction, the training on deep acting strategies would be an essential task for improving effective selling behavior and performance of salespersons. This kind of training had better incorporate the perspectives of customers such that many customers can actually discern whether salespersons are doing either surface acting or deep acting. Finally, based on the synergistic effects of deep acting and CO culture, how to build and sustain CO is always an ever-important task in sales organizations. While the prior sales literature has emphasized the process and structure of highly customer-oriented sales organization, our research not only corroborates the important aspects of customer-oriented sales organization, but also adds the important dimension of competent sales representatives who can resonate with customers by deep acting for sales excellence.

• Quality Improvement in Health Care
• /
• v.3 no.2
• /
• pp.52-59
• /
• 1997

Background : In many Nursing Delivery System, Nursing Department at D Hospital had used to traditional nursing practice model what is called functional activities based system. It has a lot of merit that carried out specialized and rapid works but tend to ignore indivisual professional responsibility and task-based work assignments. In addition this system showed high turnover rates due to heavy workload, timesum of handing over duties, lack of support from peers and interstaff communication. So we performed conversion of Nursing Delivery System to My Patients Nursing Care System for providing comprehensive nursing to patient and reducing turnover rates and increasing job satisfaction to nurse. Method : 1. 1st step(96.4.9): Detected the problem of Nursing delivery System and estabilished improving planning 2. 2nd step(96.4.26): Visited other hospital on job training 3. 3th step(96.4.29): Discussed to premonitoring problem after conversion Nursing Delivery System and prepared structure 4. 4th step(96.5.6): My Patients Nursing Care System practical application 5. 5th step(96.7.20): Held complementary meeting 6. 6th step(96. 7): The other ward application 7. 7th step(96. 10): Extended application to whole wards Results: 1. Workload: (1) reduction(55.6%) (2) addition(44.4%) 2. Strong points after conversion: (1) decreased timesum of handing overduties (35.2%) (2) increased responsibility(33%) (3) broaden nurse's outlook to duties(14.8%) 3. Shortcoming after conversion: (1) understanding difficulties except my patient(57.8%) (2) weak teamwork(23.3%) (3) intensive stress to low grade nurse(12.2%) 4. Effective complemental way: (1) manpower(76.7%) (2) conversion of though (8.9%) (3) education(14.4%) 5. Patient's satisfaction: (1) satisfaction(64%) (2) no effect(36%) 6. Physician and peer's satisfaction: (1) satisfaction(12.5%) (2) dissatisfaction(21.6%) (3) no interest(44.3%) 7. Nurse's satisfaction: (1) satisfaction(74.7%) (2) dissatisfaction(5.5%) (3) unknown(20.5%) 8. Want to continued: (1) want(76.4%) (2) try to any other system(18%) Conclusion : Even though Nursing Delivery System conversion still has many problem, we gained more merits than traditional nursing delivery system. So we suggest that My Patients Nursing Care System should be encouraged for comprehensive nursing care and satisfaction to nurses.

• Journal of the Korean Association of Geographic Information Studies
• /
• v.3 no.2
• /
• pp.1-10
• /
• 2000

The purpose of this study is to develope a parcel-based automatic simulation system of land price through the integration of urban mathematical model and GIS. The appraisal process of public land price by the local government is simple but is a great time-consuming task. Moreover, it doesn't provide any statistical analysis and spatial presentation tools. So, it is difficult for planners or administrative officials to analyze the variation of land price with spatial idea. From these, a system is developed combining two sub-systems, they are ANN(Artificial Neural Network) for the calculation of land price and GIS for visual presentation. Using Matlab application, ANN model was designed having 3-layer structure and was trained with the sample data taken from Chinju city. With the trained network, the impact of 'road', 'parks', 'height control district' and 'beauty district' on land price in 9 regions(dong) are simulated. The results of the simulation were visualized with ArcView GIS. The automatic simulation system operated through the DDE(Dynamic Data Exchange) conversation between two applications. ArcView was set as client and Matlab as server. Scripting in ArcView and customizing a window of ArcView, this system can execute the whole process of simulation by just clicking a button with mouse. As a conclusion, this system was proved to be an effective and easily controllable planning support system for the land price simulation.

• Journal of The Korean Association For Science Education
• /
• v.38 no.3
• /
• pp.343-354
• /
• 2018

In this study, the first experience of the whole research process of a novice scientist (student A) who participated in the Undergraduate Research Program (URP) was analyzed. The data were collected through observation, interviews, and document analysis with the cultural historical activity theory being used as a theoretical lens. At the beginning of novice's research, the mentor guided him in setting a research goal and provided mediating artifacts. Student A formed a research team based on the vertical relationship without a shared mental model. Two major contradictions occurred and they were the sources of changes of student A's activity system. The first contradiction was between the mentor's educational philosophy and the mentee's educational needs, which was resolved in a way that student A asked and used the mentor's network to obtain his needs about task-specific details. The second contradiction arose because the team members wanted horizontal relationship while student A wanted to stick to the vertical relationship. After student A accepted the opinions of the team members, they cooperatively changed the division of labor in the activity system. Student A decided to become a scientist and not a physics teacher, even if his major is physics education after finishing his URP research process. His URP experience also created and expanded his network in the academic field, and his negative attitude toward collaboration changed positively. Through the analysis of the structure and changes in the activity system of URP research, implications for instructional method and support system of the apprenticeship can be obtained.

• Journal of Korean Society of Steel Construction
• /
• v.14 no.6
• /
• pp.735-746
• /
• 2002

The task of plastic theory is twofold: first, to set up relationships between stress and strain that adequately describe the observed plastic deformation of metals, and second, to develop techniques for using these relationships in studying of the mechanics of metal forming processes, and the anlaysis and design of structures. One of the major problems in the theory of plasticity is to describe the behavior of work-hardening materials in the plastic range for complex loading histories. This can be achieved by formulating constitutive laws either in the integral or differential forms. To adequately predict the response of steel members during cyclic loading, the hardening rule must account for the features of cyclic stress-strain behavior. Neithe of the basic isotropic and kinematic hardening rules is suitable for describing cyclic streess-strain behavior, although a kinematic hardening rule describes the nearly linear portions of the stabilized hystersis loops. There is also a limited expansion of the yield surface as predicted by the isotropic hardening rule. Strong ground motions or wind gusts affect the complex and nonproportional loading histories in the inelastic behavior of structues rather than the proportional loading. Nonproportional loading is defined as externally applied forces on the structure, with variable ratios during the entire loading history. This also includes the rate of time-dependency of the loads. For nonproportional loading histories, unloading may take place along a chord instead of the radius of the load surface. In such cases, the shape of the stress-strain curve has to be determined experimentally for all non-radial loading conditions. The plasticity models including two surface models ae surveyed based on a yield surface and a bound surface that represent a state of maximum stress. This paper is concerned with the improvement of a plasticity models of the two-surface type for structural steel. This is follwed by an overview of plasticity models on structural steel. Finally the need for further research is identified.

• Journal of the Korea Academia-Industrial cooperation Society
• /
• v.21 no.11
• /
• pp.884-891
• /
• 2020

The collapse of bridges can cause massive casualties and economic losses. Therefore, it is thus essential to evaluate the structural safety of bridges. For this task, structural reliability analysis, considering various bridge-related uncertainty factors, is often used. This paper proposes a new computational platform to perform structural reliability analysis for bridges and evaluate their structural safety under various loading conditions. For this purpose, a software package of reliability analysis, Finite Element Reliability Using MATLAB (FERUM), was integrated with MIDAS/CIVIL, which is a widely-used commercial software package specialized for bridges. Furthermore, a graphical user interface (GUI) control module has been added to FERUM to overcome the limitations of software operation. In this study, the proposed platform was applied to a simple frame structure, and the analysis results of the FORM (First-Order Reliability Method) and MCS (Monte Carlo simulation), which are representative reliability analysis methods, were compared. The proposed platform was verified by confirming that the calculated failure probability difference was less than 5%. In addition, the structural safety of a pre-stressed concrete (PSC) bridge was evaluated considering the KL-510 vehicle model. The proposed new structural reliability analysis platform is expected to enable an effective reliability-based safety evaluation of bridges.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
• /
• v.15 no.4
• /
• pp.263-275
• /
• 2020

In the vortex of change, commonly referred to as the Fourth Industrial Revolution, Korea has a national task of changing the paradigm of economic growth from a chase-type economic structure to a leading one. The era has come when all resources of the country, as well as the government and businesses, must join in innovation and growth in order to maintain the pace of sustained economic development, and significantly advanced countries are stimulating members' innovation activities with various policies and systems as they enter the 21st century. South Korea is also making efforts to create an open creative space referred to as Makerspace or Fab Lab, to create an innovative voluntary environment for its citizens. This study explored factors that Makerspace, which is proliferating in Korea, should consider to secure development and sustainability as an innovation (start-up) space. Through prior research, openness and expertise were derived from the characteristics of Makerspace, and expert interviews confirmed that the capabilities lacking in Makerspace and the capabilities to be secured in the future are openness and professionalism. Also, specific components of openness and professionalism were presented through prior research, and implications for each subject's Makerspace were presented, such as openness, professionalism, and commercialization.

• Journal of the Korea Academia-Industrial cooperation Society
• /
• v.18 no.11
• /
• pp.390-398
• /
• 2017

In this study, we conducted a questionnaire survey for the purpose of finding a method of mobile sector ecosystem activation targeted at small and medium businesses (SMBs). Through the total of 204 responders consisting of business employees from each mobile sector, we analyzed the factors inhibiting the development of the mobile ecosystem and preventing the activation the mobile market, as well as conducting a diagnosis of the digital potential. This paper presented suggestions for searching for a systematic supporting strategy considering the short-term inhibitory factors (market structure improvement, financial support, etc.) and long-term orientation factors (personnel nurturing, strengthening of supporting role by governmental initiative) for the activation of the domestic mobile market. After measuring the digital potential, we found that domestic mobile SMBs have perceived the importance of the digital potential and have considered and readied themselves for the future market. The present survey found that if suitable digitalization can be accomplished for their firms' products and services, they have the ability and willingness to succeed in the market. However, they have a hard task ahead of them from adigital delivery perspective given the potential for digital disruptions.

• Ocean and Polar Research
• /
• v.30 no.3
• /
• pp.303-312
• /
• 2008

Despite the impacts of the climate changes on the pelagic ecosystem, few studies have examined the pelagic-benthic coupling in the adjacent East China Sea and Korea Strait. Therefore, the species composition and abundance of the macrobenthic community, as well as the potential food sources of benthic fauna were investigated in the present study using stable isotope analysis (${\delta}^{13}C\;and\;{\delta}^{15}N$) for suspended particulate organic matter (SPOM), sedimentary organic matter (SOM), phytoplankton, and zooplankton. A total of 157 macrobenthic fauna were collected, and the density of the macrobenthic fauna ranged from 4 to 434 ind./0.25 $m^2$, with an average density of 149 ind./0.25 $m^2$. The density of the benthic fauna increased moving from offshore shelf sites to coastal sites adjacent to the Korea Strait. Cluster analysis showed that the macrobenthic communities consisted of three distinct groups: group A in the Korea Strait, group B in the East China Sea, and group C near Ieodo. The dominant species in group A were the amphipods Photis japonica and Ampelisca miharaensis, followed by the polychaete Scolotoma longifolia. Environmental variables, such as the temperature of the seawater and sediment, and oxygen, and chlorophyll a levels, appeared to affect the structure of the community, suggesting the importance of coupling with the pelagic system. The ${\delta}^{13}C$ values of SPOM and zooplankton ranged from -22.97 to -23.5% and -19.92 to -21.86%, respectively, showing a relatively narrow range(<1%) between the two components. The difference between the ${\delta}^{13}C$ values of SOM and pelagic organic matter was also within 1%, suggesting that the SOM originated from the pelagic system, which is an important factor controlling the macrobenthic community.

• Korean Journal of Cognitive Science
• /
• v.12 no.3
• /
• pp.1-18
• /
• 2001

The goal of this paper is the pedagogical application of a Korean Spell/Grammar Checker to the web-based language learning system for Korean writing. To maximize the efficient instruction of our learning system \\`Urimal Baeumteo\\` we have to improve our Korean Spell/Grammar Checker. Today the NLP system\\`s performance defends on its semantic processing capability. In our Korean Spell/Grammar Checker. the tasks accomplished in the semantic level are: the detection and correction of misused derived and compound nouns in a Korean spell-checking device and the detection and correction of syntactic and semantic errors in a Korean grammars-checking device. We describe a common approach to the partial parsing using collocation rules based on the dependency grammar. To provide more detailed semantic rules. we classified nouns according to their concepts. and subcategorized verbs referring to their syntactic and semantic features. Improving a Korean Spell/Gl-Grammar Checker makes our learning system active and intelligent in a web-based environment. We acknowledge the flaws in our system: the classification of nouns based on their meanings and concepts is a time consuming task. the analytic unit of this study is principally limited to the phrases in a sentence therefore the accurate parsing of embedded sentences remains a difficult problem to solve. Concerning the web-based language learning system. it is critically important to consider its interface design and structure of its contents.