• Journal of Distribution Science
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• v.15 no.1
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• pp.105-114
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• 2017

Purpose - Recently, domestic pharmaceutical market is growing steadily, but top-tier companies are concentrating on sales growth. In this market, SMEs, which account for more than 80% of the entire market, suffer from the problem of lower margins and increasing inventory costs. According to the government's policy changes related to pharmaceuticals, it is pointed out that the management of existing customers and the control of salespeople are important issues for pharmaceutical companies. This study investigates the effect of the control system on the salesperson in domestic pharmaceutical distribution channel on customer-oriented selling behaviors and sales performance. Research design, data, and methodology - To verify the proposed research model and test hypotheses, the authors selected 244 MR(medical representatives)'s responses which have currently relationship with doctors or pharmacists. This study carefully investigated the reliability, content validity, convergent validity, and discriminant validity of the proposed model. Results - The authors find out the following results: capacity control, activity control, and self control have positive effects on customer-oriented selling behaviors and customer-oriented selling behaviors have a positive effect on sales performance. In addition, we present alternative model to check the direct effect between the control systems and the sales performance, but control system factors except self control have no direct influence. Conclusions - First of all, competency control and activity control increases the customer-oriented selling behavior of the salesperson. This means that the salesperson's sales skill, negotiation skill, customer access skill, presentation ability, monitoring, direction and evaluation are important and it is also important to control activities to check the number of visits to customers, report preparation, and customer service etiquette. Second, the fact that self-control of salesperson affects the customer-oriented selling behavior suggests that self-control is not controlled by external factors but rather establishes short/long-term goals. Therefore, it is important for sales organization to create an environment in which members can induce persistent incentives for self-control. Finally, output control did not affect customer-oriented sales behavior, which is less likely to form confidence or motivation to MRs when output control is perceived as a means of monitoring, supervising, or controlling rather than providing information to salespeople.

• Journal of Korea Multimedia Society
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• v.14 no.2
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• pp.258-268
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• 2011

Underwater acoustic sensor networks can be used disaster prevention and environmental monitoring systems in underwater environments. Because, the underwater environment is different from the ground, the long propagation delay, low transfer rates and limited bandwidth characteristics should be considered. In this, paper will propose the MAC protocol that allocates time slot into each node according to priority policy through the period of contention-free slot reservation in underwater acoustic sensor networks in order to avoid collision and minimize energy consumption waste. We perform mathematical analysis to evaluate the performance of the proposed protocol with regard to the collision probability, the energy consumption by collision, throughput and channel utilization. We compare the proposed protocol with the conventional protocol, and the performance results show that the proposed protocol outperforms the conventional protocol.

• KSII Transactions on Internet and Information Systems (TIIS)
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• v.7 no.12
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• pp.2957-2986
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• 2013

The traditional approach of fixed spectrum allocation to licensed networks has resulted in spectrum underutilisation. Cognitive radio technology is envisioned as a promising solution that can be used to resolve the ineffectiveness of the fixed spectrum allocation policy by accessing the underutilised spectrum of existing technologies opportunistically. The implementation of cognitive radio networks (CRNs) faces distinct challenges due to the fact that two systems (i.e., cognitive radio (CR) and primary users (PUs)) with conflicting interests interact with each other. Specially, in self-organised systems such as ad-hoc CRNs (AHCRNs), the coordination of spectrum access introduces challenges to researchers due to rapid utilisation changes in the available spectrum, as well as the multi-hop nature of ad-hoc networks, which creates additional challenges in the analysis of resource allocation (e.g., power control, channel and rate allocation). Instead, game theory has been adopted as a powerful mathematical tool in analysing and modelling the interaction processes of AHCRNs. In this survey, we first review the most fundamental concepts and architectures of CRNs and AHCRNs. We then introduce the concepts of game theory, utility function, Nash equilibrium and pricing techniques. Finally, we survey the recent literature on the game theoretic analysis of AHCRNs, highlighting its applicability to the physical layer PHY, the MAC layer and the network layer.

• Journal of the Economic Geographical Society of Korea
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• v.25 no.1
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• pp.61-86
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• 2022

This paper analyzes the technology transfer mechanism of companies clustered in a specific economic space from the perspective of absorptive capacity, taking the Daegu automotive parts industry as an example. According to the analysis results, The absorptive capacity of a company was found to be positively related to the supplier, channel, method, and institutional interaction of technology transfer. Low absorptive capacity limits technology transfer by reducing companies' technology search capabilities, while high absorptive capacity gives companies access to technology search and various technology transfer opportunities through formal and informal channels. These results suggest that, in the short term, it is necessary to supplement the search capabilities of companies through preemptive visiting services of local intermediaries for the vitalization of regional technology transfer, while in the long term, a policy approach focusing on enhancing the absorptive capacity of local companies is required. For effective implementation of these policies, a multi-layered governance approach corresponding to each level of companies' absorptive capacities is required in establishing an interface structure that promotes linkage between institutional actors.

• Korean journal of communication and information
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• v.48
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• pp.63-89
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• 2009

The contents provided by the terrestrial broadcasters have governed the market based on their excellent quality in Korea. In spite of the launching of various pay TV services focusing on multi-channel, it is not yet easy to find out the substitutionary pay TV channels for the terrestrial. Therefore, the real time retransmission of the terrestrial channels brings about the crucial effects on the pay TV's competency, especially on the new media as the invisible barrier. So it is frequently proposed to change the aim of the retransmission policy from the universal access to the promotion of media industries. The retransmission can be divided into two types as the must carry and retransmission consent. In Korean situation, keeping or reducing the must carry channel would be appropriate rather than expanding them. However, periodic investigation into the public effects of the must carry is necessary, instead of it. Moreover, the rational and fair monetary compensation for the commercial channels(MBC, SBS, KBS2) is arising as the bottle neck in the retransmission agreements between the broadcasters. The conjoint analysis was carried out to estimate the welfare growth from the retransmission, based on the stated preference from the audiences' point of view. For must carry channels, it was certified as the 'win-win' strategy for both sides and audiences. For the commercial channels, it is revealed to be beneficial to the audiences. Thereafter, the standards for the rational price were suggested to promote the retransmission. This can contribute for inspiring the dynamic vitality to the media industry by reinforcing the contents competencies and for establishing the long term growth strategies.

• Journal of Digital Convergence
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• v.12 no.9
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• pp.379-385
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• 2014

N-Screen era is held due to the cloud computing technology which access to contents anytime, anywhere without any persistent. In the broadcast industry, this broadcast contents is rapidly serviced by variety of media devices such as PC, Smart phone, Tablet, App, IPTV. To Increase the usefulness and usability of the platform, same brand identity have to be maintain by devices and integrated guide which can encompass a variety of media are needed. This study tries to figure out the need of New Media Style Guide to keep brand identity in a variety of new media beyond previously Web style guide which limited in the Web pages. First, Integrated Guide GEL of BBC's and Web style guide of KBS was analyzed. Through the analysis it was found that the limitations and problem of the current web style guide and then suggested the improvement direction. In addition, this study tried to find which design elements should be made for new media style guides through in-depth interview with practitioners who work in broadcast media industry for more than three years. Through the research it was understood the current status of integrated brand identity and found a way to improve forward to new media platforms of KBS.