• 한국의류학회지
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• 제31권4호
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• pp.594-603
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• 2007

The purpose of this study was to examine which variables affect customer relationship management in TV home shopping. Three hundred customers who had purchased fashion products in TV home shopping had participated in this study. The data was analyzed by factor analysis, t-test, correlation analysis and path analysis using SPSS program. As the result, 'service', 'information', 'contents', 'reputation', and 'benefits' variables had the effects on 'trust': especially, 'service' had the major effects on 'trust' The 'trust' and 'security' had the effects on 'commitment'. The 'price' variable had only effect on relationship maintenance. Also, 'trust' and 'commitment' had the 'relationship maintenance' Specifically 'commitment' had higher effect on relationship maintenance than 'trust' did. The results of this study would provide CRM marketing strategy for fashion marketers of TV home shopping.

• 마케팅과학연구
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• 제17권1호
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• pp.23-49
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• 2007

본 연구에서는 인터넷쇼핑몰의 고객만족, 고객신뢰 및 고객애호도에 관련한 문헌고찰을 통해 이들 연구요인간의 구조모형을 도출한 후 이러한 요인들 간의 경로관계나 구조적 모형이 인터넷 전문쇼핑몰과 종합쇼핑몰 유형에 따라 어떤 차이와 유사점을 보이는지를 분석하고자 하였다. 본 연구의 분석결과를 요약하면 다음과 같다. 첫째, 본 연구모형은 인터넷 종합쇼핑몰과 전문쇼핑몰 모두에서 앙호한 적합지수를 보여주었으며 제안된 연구가실이 두 가지 유형의 인터넷 쇼핑몰 모두에서 강력한 설명력과 경로계수를 가지는 모형임이 확인되었다. 둘째, 인터넷 전문쇼핑몰과 종합쇼핑몰로 구성된 다중모집단 분석을 실시한 결과 잠재계수, 경로계수, 측정오차의 동질성 분석 모두에서 유사성이 있는 것으로 파악되었다. 셋째, 통합표본에 따른 경로분석을 실시한 결과 연구변수들 간에 비교적 밀접한 관계구조를 형성함이 실증적으로 확인되었다. 인터넷 쇼핑몰의 형태에 관계없이 고객만족 고객신뢰 고객애호도의 역할과 구조관계의 정립 및 관리는 관련된 기업의 핵심적인 과업이 되어야 할 것이다. 동시에 쇼핑몰 유형에 따라 관계정도와 우선순위가 다른 점을 감안하여 각기 다른 차별적 마케팅전략을 발굴하고 개발해 나가야 할 것이다.

• Management Science and Financial Engineering
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• 제16권2호
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• pp.81-97
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• 2010

Trust is one of the most important aspects of the relationship between retailers and consumers in e-commerce. Users may have concerns about transaction security or personal information leakage when they engage in transactions over the Internet. It can be difficult to attract customers if the retailers or service providers cannot establish trust with their customers. There have been many studies of trust-building mechanisms between customers and e-storefronts. However, little work has been done on identifying the relationships between customer satisfaction, purchase intention, and trust. In addition, trust building occurs in the pre- and post-purchase phases of an e-commerce transaction, as well as gradually over repeated transactions. Thus we distinguish between cue-based trust and experience-based trust. The objective of this study was to explain the impact of trust on customer satisfaction and purchase intention in relation to e-commerce sites from the perspective of a multi-dimensional concept of trust. We surveyed 350 undergraduate students and obtained 331 responses for analysis. The result of our analysis showed that cue-based trust has a positive relationship with trust based on experience. Although the two concepts of trust have positive relationships with satisfaction, the path coefficient of trust based on experience was higher than that of cue-based trust. In addition, the purchase intention mediates the relationship between cue-based trust and experience-based trust.

• Asia Marketing Journal
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• 제13권1호
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• pp.51-84
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• 2011

이 연구는 기업가정신이 유발하는 시장지향성이 성과를 유도한다는 기존연구를 확장하여 시장지향성을 매개변수로 하고 성과와 신뢰 요인을 도입하여, 수급사업자의 기업가정신이 원사업자와의 관계를 견인하고 협업적 네트워크를 구축하는데 필요한 수급사업자의 관계몰입을 유도하는 경로를 탐색하고 실증 분석하였다. 시장지향성이 구조적 결합요인인 거래특유자산의 투자를 촉진할 수 있고, 또 사회적 결합요인인 커뮤니케이션에 긍정적 영향을 미칠 수 있음을 식별하고, 기업가정신-시장지향성-커뮤니케이션-신뢰-관계몰입의 경로, 기업가정신-시장지향성-성과-관계몰입의 경로, 기업가정신-시장지향성-거래특유자산투자-신뢰-관계몰입의 경로를 식별하였다. 그런데 기업가정신이 원사업자의 거래특유자산투자에 대한 효과가 없는 것으로 분석되었다. 즉 수급사업자의 기업가정신은 시장지향성을 통해 관계몰입에 영향을 미치는 것으로 탐색되었다. 따라서 원사업자는 수급사업자에게 거래특유자산을 투자하고 커뮤니케이션을 통하여 신뢰를 확보해야 한다. 그리고 수급사업자는 투철한 기업가정신으로 시장지향성을 실현하고 원사업자의 거래특유자산투자와 커뮤니케이션을 유도하고, 또 이익을 실현해야 한다. 이러한 수급사업자의 이익성과와 신뢰, 그리고 원사업자의 거래특유자산투자가 B2B시장에서 원사업자에 대한 수급사업자의 관계몰입을 유도하고 유기적인 기업계열화를 촉진하는 요인이기 때문에 정부도 원사업자의 거래특유자산투자를 유도하여 원사업자와 수급사업자의 신뢰를 촉진하는 정책이 필요하다.

• 유통과학연구
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• 제12권12호
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• pp.19-26
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• 2014

Purpose - This paper aims to test the effects of Korean food service franchisors' and franchisees' TSI (Transaction Specific Investment) on dependence and trust toward the franchisor and re-contract intention. The study examines the effects of both franchisors' and franchisees' TSI on dependence and trust, as compared with Ganesan (1994). Research design, data, and methodology - Data were collected from 495 Korean food service franchisees and analyzed with structural equation modeling using path analysis through SPSS 18.0 and AMOS 18.0. Results - 1) The franchisor's TSI has positive effects on the franchisee's dependence and trust toward the franchisor. 2) The franchisee's TSI has a positive effect on the franchisee's dependence toward the franchisor. 3) The franchisee's dependence and trust have positive effects on commitment. 4) The franchisee's dependence, trust, and commitment have a positive effect on re-contract intention. Conclusions - The franchisor's and franchisee's TSI affect the franchisee's dependence and trust toward the franchisor. The franchisee's dependence and trust influence commitment and re-contract intention. This has managerial implications for franchisors striving to raise franchisees' re-contract intention.

• The Journal of Asian Finance, Economics and Business
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• 제8권4호
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• pp.939-948
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• 2021

The purpose of the research is to examine whether government regulation on Covid 19 pandemic has had a significant impact in economic sectors, particularly on consumer behavior. Thus there are three hypotheses, 1) viral marketing has an effect on online trust during the Covid-19 Pandemic Era, 2) viral marketing has an effect on impulse buying during the Covid-19 Pandemic Era, and 3) Viral marketing has an effect on impulse buying in the Covid-19 Pandemic Era through online trust. To test the hypotheses, questionnaires were distributed to 150 respondents, however, only 110 were selected due to incomplete data. There are 3 variables, namely viral marketing, online trust, and impulse buying, where online trust is also a mediating variable. Once the assumption test is completed, the researcher employs path analysis to test the hypotheses. The results are 1) there is an effect of viral marketing on online trust in the Covid-19 Pandemic Era, 2) There is no effect of viral marketing on impulse buying in the Covid-19 Pandemic Era, and 3) Viral marketing has an effect on impulse buying in the Covid-19 Pandemic Era through online trust. This means online trust succeed in mediating viral marketing-impulse buying relationship. The findings emphasized that the credibility of online trust enforce consumers in making buying decisions.

• 한국의류산업학회지
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• 제10권2호
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• pp.181-190
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• 2008

Active exploitation of experiential marketing is now practiced in diverse range of apparel brands such as luxury, sports and casual brands. Under such a market environments, this study attempts to verify the effects of consumer's experiential marketing perception by analyzing the formation process of brand attitude. The path from experiential marketing strategic modules (sense, feel, think, act, and relate) to brand loyalty is mediated by brand affect and brand trust. Two sports brands were selected as stimuli brands, and a survey was conducted on 286 consumers in their 20s and 30s. The study validates the importance of sense/feel marketing for apparel brands as it had extensive effects on brand affect which is highly significant in the formation of brand loyalty. As a result of comparative analysis of brand attitude and the path model of its formation for two brands which were different in consumers' perception of experiential marketing brand activities, the study realized that the higher the level of perceived experiential marketing, the higher the levels of brand affect, brand trust and brand loyalty. In particular, for brands perceived as actively engaged in experiential marketing, the path from the perception of experiential marketing activity to brand loyalty was clearly segmented between sensibility and rationality as sense/feel marketing had significant effects only on brand affect, and act/relate marketing only on brand trust. This study verifies the positive effects of perceived experiential marketing activities of apparel brands on brand equity, and proposes the strategic appropriateness of experiential marketing that embeds sensibility and feeling appeals.

• Journal of Information Technology Applications and Management
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• 제14권4호
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• pp.159-174
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• 2007

The purpose of this research is to investigate the relationships among the perceived satisfaction, the perceived the trust, the commitment, the key features for mobile phone, the brand image, the switching cost and the repurchasing intention. We also examine the differences between Korean and Indonesian markets concerning the relationships of these key successfactors. The structural model is tested with the data form each of the sub-samples (i. e. Korean and Indonesian users taken separately). Properties of the casual paths, including standardized path coefficients, the significance of difference, and variance explained for trust, satisfaction, commitment and repurchasing in the hypothesized model, are presented. This study indicated that hardware (sound quality, LCD display, design) user interface (GUI, Menu, Key pad) and extra functions (camera phone, wireless internet, MP3 player) are the three important factors effecting the trust and the satisfaction. The proposed model has been newly tested from the technological prospective in order to get the more practical result. Following the model test, we conduct a test of the differences in path coefficients between Korean and Indonesian users. MSEM show that, compared to Korean market, Indonesian had more emphasized on extra-function for the mobile phone as well as giving more influence to the satisfaction from the brand image. It means Korean market consider the extra-function as basic or no-premium points. And the satisfaction has been effected by switching-cost in Korea but the trust in Indonesia. Other interesting result from the structural weight invariance indicate that, compared to Korean market, the brand-image has effected the satisfaction in addition to placing more the trust on determining the commitment in Indonesia.

• International journal of advanced smart convergence
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• 제9권3호
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• pp.153-160
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• 2020

This research aims to provide empirical basic data for the development of local communities through the establishment of efficient strategies for the formation of positive relations between the club and the region through the Creation of Shared Value (CSV) activities. We come up with the results of this study to show that CSV, social problem orientation, and core competency utilization affect the team trust of local community, and that CSV, long-term orientation, social problem orientation and core competency utilization affect community identification. The research should enhance the value of professional sports teams that promote their own path to self-sustaining as a single independent business area, and identify their trust through CSV activities for co-prosperity with their local communities, and thus their relationship with the community. Therefore, various strategies and efforts will ultimately increase the team trust and community identity of local residents in professional volleyball teams, while at the same time gaining positive effects on professional volleyball teams.

• Asian Journal of Business Environment
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• 제1권1호
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• pp.5-8
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• 2011

This study has been conducted by focusing franchisor's leadership style, franchisee's followership, group-efficacy and their trust in order to achieve positive integration of the franchise system. The key results of empirical examination on the moderating effect of group-efficacy and trust between leadership style proposed by Path-Goal Theory and followership has been found as follows. First, franchisors should be showed their leadership style to fit their mutual business situation. Second, Franchisors and franchisees will be found many ways to increase level of franchisee's group-efficacy. Third, Franchisors will be obtained trust from their own franchisees. These efforts will be given high level of franchisees' trust and group-efficacy. As a result, positive integration of the franchise system will both enhance their competitiveness.