• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.14 no.1
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• pp.17-32
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• 2019

Sales representatives of automobile company play a key role in the circulation system. Given the characteristics of the good, consumers demand high-quality information and guides from the salespersons when they decide to purchase an automobile. Sales representatives provide service to the customers in accordance with their needs to help purchase decision-making process. Therefore, a sales representative's personal competence have a significant effect on sales performance. Based on this hypothesis, we assumed that personal competence of a salesperson has a positive correlation with sales performance. An empirical analysis was conducted to test the hypothesis. This study classifies personal competence into 4 independent variables((1) sales technique professionalism (2) salesperson's attitude and relationship with customers (3) emotion utilization (4) emotion control) and measures the correlation with the dependent variable(sales performance). To verify the relationship, we set and modified the hypothesis based on the precedent studies and researches. In addiction, a survey was conducted targeting 300 local salespersons from Gyeonggi-Gangwon region. 268 valid samples were used and analyzed with SPSS WIN24.0 statistical program. As a result of an empirical analysis, it turned out that sales technique professionalism and emotion utilization have positive correlation with sales performance. However, the result failed to support the assumption that sales representative's attitude and relationship with customers and emotion control have positive correlation with sales performance. At last the result revealed that personal competence should be considered as an important determinant of recruitment specification for sales representatives.

• The Journal of Korean Association of Computer Education
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• v.21 no.5
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• pp.25-35
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• 2018

As one of the key competencies required in the era of the Fourth Industrial Revolution, interest and importance of digital competency is the growing. Digital competency means the ability to search and analyze necessary information using digital technology through collaboration and communication with other people to solve problems given in digital society and to produce the result. In this study, we will consider what factors should be included in the digital competence required in the era of the Fourth Industrial Revolution. To do this, we systematically classify factors that are considered to be important through analysis of relevant research on domestic and foreign digital literacy, and propose a digital competence model suitable for domestic reality based on this classification. In order to design a digital competence model, we first define the operational factors of the digital competence and then define and refine it by experts.

• Journal of The Korean Association For Science Education
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• v.37 no.5
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• pp.847-857
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• 2017

This study examined the effect of the Collaborative Problem-Solving for Character Competence (CoProC) instruction model within the context of secondary science education. The participants of this study were comprised of 143 Korean students, each of whom was in the 10th grade spread across four class cohorts. These cohorts were further divided into an experimental group (comprised of 73 students from two different classes), which received the CoProC program; and a control group (70 students from two other classes), which did not. In order to assess the effect of CoProC instruction model upon participants' character competence, we designed and administered a Character Competence Test for participants. The CoProC instruction model consists of 3 fundamental steps: Preparation, Problem-solving, and Evaluation. Key character competence targeted in the CoProC program include caring, collaboration, communication, responsibility, respect, honesty, self-regulation, and the development of positive self-image. Thus, these same qualities were targeted and analyzed in the Character Competence Test, which was administered before and after the CoProC activities. The results show a significant increase in the experimental group's competency for caring, collaboration, responsibility, respect, and self-regulation when compared to the control group. Based on these results, we have found that CoProC instruction model to be an effective teaching intervention toward cultivating character competence in a secondary science education setting.

• The Journal of Asian Finance, Economics and Business
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• v.8 no.7
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• pp.533-543
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• 2021

The purpose of this research is to examine and analyze the effect of Relationship Marketing on service quality and customer loyalty, especially in the context of the retail industry. In retail industry, Relationship Marketing is the key to increase and maintain a large pool of customers. This research was conducted in North Sulawesi Province with a sample size of 155 supermarket customers. The sampling technique used for the study is the purposive sampling. Data was analyzed using SEM based on GeSCA components. The results showed that Relationship Marketing had a significant positive effect both on service quality and customer loyalty. The commitment, communication, conflict handling, and competence play an important role in improving service quality which ultimately makes customers loyal. In addition, the relationship between service quality and customer loyalty, also has significant positive findings. These findings are in line with the concept of SERVQUAL and The Commitment-Trust Theory. The implication of the managerial research is that supermarket managers in North Sulawesi must focus and emphasize more on the Relationship Marketing dimension especially in terms of commitment, communication, conflict handling, and competence. Once these factors can be met, the quality of service will increase, and it causes an increase in customer loyalty to shop more at the supermarket.

• Journal of The Korean Association of Information Education
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• v.20 no.4
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• pp.357-366
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• 2016

The ability of computational thinking is a key competence that person of talent in the future should keep. Computational thinking is a serial process in which a problem is defined in context of computing, stages of abstraction are processed in order to find the efficient solution, the most appropriate process and resources for a solution are selected and combined through algorithms which use various concepts, principles and methods for automatic implementation of abstract concepts. It needs appropriate learning content in stage of elementary school. This study has verified the effect it made on improvement of learner's creative personality by developing and applying the educational content for software education based on the integrative production. The result of study confirmed that learning through the educational content for software education based on the integrative production affects improvement on learner's creativity positively and suggested a method of applying it to computing education in elementary school.

• Knowledge Management Research
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• v.1 no.1
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• pp.127-137
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• 2000

Effective knowledge sharing and creating requires human networking as well as system. Corporation 'S' organized 'community of practice(CoP),' which is a virtual group based on work process, skill, and interest. The purpose of this study is to suggest effective CoP establishment and implementation methods, based upon 'S' experience. The effective methods this study suggests are : setting up clear CoP objectives by each CoP; dual CoP system with career centered and subject centered; alignment with business strategy; guide by knowledge integrator, and professional competence development as CoP purpose. Key success factors to CoP activities also include effective communication, facilitators' competency, and managers' support.

• Journal of Distribution Science
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• v.14 no.10
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• pp.81-91
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• 2016

Purpose - This study proposes a strategic model for the late mover to effectively penetrate an industry that is dominated by a leading company. Thus, this study presents strategic implications for several late movers in overcoming the advantages of the leading company. Research design, data, and methodology - This study begins with a literature review followed by the formation of a strategic model that consists of: Repositioning, Utilization of Competence, Strategic Leadership, and Innovation. Specifically, this research analyzes LG Electronics (LG) as an example and investigates how LG infiltrates and grows in the water purifier market, overcoming the advantages of the powerful leading company. Results - The major steps taken by LG are summarized into four. First, LG studied the market, which had been conventionally treated as a single market. To penetrate the market, LG founded a new, special market segment. Subsequently, LG further segmented the market, executing a marketing strategy for each segment. Second, the unbending will of top managers was a key factor that addressed the challenge persistently. Third, even though LG was the late mover in the water purifier market, it had several technology competences such as compressor, refrigeration cycles, and algorithms. LG had profound knowledge in technology and used it effectively. Fourth, LG created a premium market through three innovative and distinguished factors such as the stainless water tank, sterilization service, and luxury design. Conclusions - This research draws four key findings from the example of the late mover in the water purifier industry: the reestablishment of a strategic position based on environmental change is an effective strategy for the late mover; strategic leadership is an important motive to generate late mover performance; and the late mover can utilize its existing knowledge and resources to overcome the first mover, such as presenting new added value compared to existing products as an effective catch-up strategy. Consequentially, through the study of performance determinants and the market penetration strategy of the late mover, this research has significance in providing basic material for companies trying to penetrate the market.

• Journal of Convergence for Information Technology
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• v.9 no.2
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• pp.100-107
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• 2019

The purpose of this study is to develop an evaluation model to measure the core competences of actual play workers by exploring what competences are necessary for them to provide quality play. Based on literature review, we selected five core competences : knowledge of play, program development, understanding play culture, creativity, and information sharing & applying. In order to achieve the research purpose end, a two-round Delphi survey was conducted on 10 play and education experts. The findings drew scholarly consensus on the competences of play workers to have and proposed basic data by developing competences evaluation model to measure them. Each of the key competences has three sub-conpetences, each of which included two behavior elements. Furthermore, this study presented future research directions so that play can be voluntarily planned and supported in a social and cultural context.

• Knowledge Management Research
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• v.20 no.4
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• pp.75-97
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• 2019

In the rapidly changing business environment, knowledge has been recognized as a core asset for sustaining an organization's competitive advantage. In addition, knowledge sharing is one of the key elements of knowledge management, emphasizing external knowledge sharing beyond initial internal knowledge sharing. However, while knowledge management research emphasizes knowledge sharing, which is a positive aspect, research on preventing knowledge leakage that can have negative consequences is relatively lacking. Companies have tried to minimize the negative effects of knowledge management but many knowledge leakage accidents are still occurring. Therefore, this study aims to examine the effects of external factors based on deterrence theory and internal factors based on self-determination theory on knowledge leakage intention focusing on tacit knowledge. The results of the empirical analysis of 100 data sets collected through a scenario-based survey show that certainty of sanctions, social disapproval, and competence are found to have a significant effect on reducing tacit knowledge leakage intention. Furthermore, informal sanctions have a greater impact on tacit knowledge leakage intention than formal sanctions and external factors have a greater effect on tacit knowledge leakage intention than internal factors.

• Asia pacific journal of information systems
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• v.17 no.2
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• pp.1-28
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• 2007

The success of new product development is a key factor for getting competitive advantages. Marketing research has been investigating marketing capability, manufacturing technical capability, cross-functional integration, market knowledge competence, market orientation, and competitive environment as the key success factors of new product development. Recently, the role of IT infrastructure in enhancing new product advantage is assumed in the literature. However, the empirical studies on the role of IT infrastructure are lacking. The purpose of this study is to empirically exam the impacts of IT infrastructure on new product competitive advantage. In this study, IT infrastructure is conceptualized as the flexibility of IT infrastructure. Based on previous research, a conceptual model is established by incorporating the direct impact of IT infrastructure flexibility and its indirect impact through the key success factors on new product development. To empirically test the research model, data are surveyed from a pair of IS department and Marketing department of 92 consumer goods manufacturers. By employing PLS technique, the measurement reliability and reliability of research variables are tested and the path analysis is conducted to do the hypothesis testing. The path analysis shows that IT infrastructure flexibility has no direct effect on new product advantage, However, the indirect effect of IT infrastructure is found, which is mediated by marketing capability, manufacturing technical capability, cross-functional integration, and market orientation respectively. Hence, The flexible IT infrastructure increases cross-functional integration (H1), market orientation (H3), marketing capability (H5), and manufacturing technical capability (H6). All success factors of new product development excepts for competitive environment have a positive association with new product competitive advantages (from H10 to H14). Finally, the path from IT infrastructure flexibility to cross-functional integration, to market orientation, to market knowledge capability, and to new product advantage is found as the strongest path. These results indicate that the flexible IT infrastructure enhances information sharing with multiple departments and collaboration within a distributed innovation environment. The collaboration among departments positively affects the level of customer and competitor intelligence. The ability to obtain knowledge about customers and competitors makes firms to adapt to a changing environment quickly and to respond to customers' demands adequately. The flexible IT infrastructure also enhances the capability of organization to more rapidly respond to the changes in product design resulting in faster product development and reduced costs. In addition to, it enhances marketing capability by the two-way communications with customers and the analyses of various kinds of customer data. In brief, the finding of this study suggests that the flexible IT infrastructure allows many firms to pursue sustained new product competitive advantages. This study advances research on IT infrastructure in two important aspects. First, by Integrating marketing research and IS research, this study develops a conceptual model on the role of IT infrastructure in enhancing new product advantage. Second, it empirically finds the indirect impacts of IT infrastructure on new product advantage, which confirms the potential for the IS field to contribute to new product development research. The limitations of this study are also discussed to provide research directions for future research.