• 제목/요약/키워드: competence based trust

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전자무역거래에서 핵심역량과 만족, 신뢰 그리고 충성도 사이의 관계 분석 (An Analysis of the Relationship between Core Competence, Satisfaction, Trust and Loyalty in e-Trade Transactions)

  • 강대경;김종칠
    • 통상정보연구
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    • 제11권4호
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    • pp.25-45
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    • 2009
  • This study tried to analyzed the relationship between core competence, satisfaction, trust and loyalty in order to suggest to a methodology for decision-making of e-trade firms. 6 hypothesis were constructed for analysis based on previous literature review. The results of empirical analysis shows that core competence gave significant effect on satisfaction, trust and loyalty, and satisfaction gave positively effect to trust and loyalty. Besides trust affected positively on loyalty. These result explains that e-trade firms which try to create customers must build high level of core competence should be realized and reacted for maintenance of created customers.

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The Authenticity of Business to Business Salespersons on Consultative Selling Competence: The Role of Customer Orientation

  • Jin-Hwan Lim;Min-Jae Park
    • 아태비즈니스연구
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    • 제14권4호
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    • pp.1-21
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    • 2023
  • Purpose - The study investigates the role of authenticity of B2B salespersons has on their consultative selling competence. The study also examines the mediating effect of customer orientation between the authenticity of B2B salespersons and their consultative selling competence, as well as the moderating role of trust in the buyer-seller exchange. Design/methodology/approach - This research utilized a covariance-based structural equation model technique. The study assessed the research model's moderation effects through a stepwise approach, which allowed for an examination of the moderating effect of trust in the buyer-seller relationship. Findings - As a result of structural equation analysis, this study found that the authenticity of B2B salespersons influences their consultative selling competence by mediating their customer orientation significantly. In addition, trust in the buyer-seller exchange plays a significant role as a moderating variable between customer orientation and competitive selling competence, but it is not significant as a moderating variable between the authenticity and customer orientation of B2B salespersons. Research implications or Originality - This research proposed the role of authenticity of the B2B salesperson as a key factor in the trust-based relationship and a key variable of consultative selling competence. The study has taken the research on the authenticity of the B2B salesperson one step further from the study of authenticity of the brand and the company's leadership.

고객과 컨설턴트 간의 유대관계 및 신뢰관계가 컨설팅성과에 미치는 영향에 관한 연구 (A study on the Effects of Ties and Trust Relationship between the Clients and Consultants on the Consulting Performance)

  • 최창호;유연우
    • 디지털융복합연구
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    • 제12권10호
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    • pp.87-96
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    • 2014
  • 본 연구는 먼저 중소기업인 고객과 컨설턴트 간의 구조적 및 관계적 속성인 유대관계 및 신뢰관계가 컨설팅성과에 미치는 영향관계를 알아보고, 다음으로 중소기업인 고객의 컨설팅참여도 및 컨설턴트의 역량이 유대관계 및 신뢰관계가 컨설팅성과에 미치는 영향관계를 각각 조절하는지에 대하여 실증분석을 실시하였다. 실증분석결과, 유대관계 및 역량기반신뢰는 컨설팅성과에 유의미한 정(+)의 영향관계를 나타냈으며, 고객의 컨설팅참여도는 조절효과가 없는 반면, 컨설턴트의 역량은 유대관계 및 역량기반신뢰가 컨설팅성과에 미치는 영향관계를 조절하고 있는 것으로 나타났다. 결국, 컨설팅성과를 극대화하기 위해서는 중소기업인 고객과 컨설턴트 간의 강한 유대관계 및 신뢰관계 구축과 함께 컨설턴트의 역량 함양이 매우 중요함을 시사하고 있다.

An Examination of the Effectiveness of Crisis Response Strategies for Repairing Competence and Integrity Violations

  • Sung, Yen-yi;Lee, Han-joon;Park, Jong-chul
    • Asia Marketing Journal
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    • 제15권1호
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    • pp.129-154
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    • 2013
  • Product-harm crises, which are connected to defective or dangerous products, are perceived as the most common threats to a company. Product harm crises can distort long standing favorable equality perceptions, tarnish a company's reputation, cause major revenue and market-share losses, lead to costly product recalls, and devastate a carefully nurtured brand equity. However, in spite of the devastating impact of product-harm crises, little systematic research exists to asses its marketing consequences. So, the purpose of this study is to investigate how Koreans react to the crisis response in the aftermath of different crises(competence violation vs. integrity violation) and inspire additional research in crisis communication. This study has three main findings which run counter to the assumptions of Kim et al.(2007). Namely, the current study expands on the research of Kim et al. (2004, 2007) by examining how companies repair customers' trust and corporate attitude after crises. Different from previous studies, this study assumes that apology for an integrity-based crisis is the most appropriate way to repair consumer trust and corporate attitude. As for competence-based crisis, similarly, apology for competence-based crisis can be more successful repairing consumer trust and corporate attitude. Concerning silence strategy, remaining silent dose not admit or deny guilt right away, but instead of asking the perceiver to withhold judgment, suggesting that, silence could be expected to be superior to apology but inferior to denial. Finally, apology for competence violation will be expected to bemore effective than apology for integrity violation. Research conceptual model was as follows: According to the results, apology is found to be the most effective strategy to repair corporate attitude no matter the crisis is perceived as a violation of competence or integrity. Second, company may consider keeping silent as a desirable response because they does not admit nor deny responsibility but ask the public to withhold judgment. However, the result of this study shows that, in the overall crisis situations, silence strategy did not differ significantly from the denial strategy, which suggested that the public wants explanation instead of uncertainty. Third, there was the interaction effect between crisis type and crisis response strategies. In this study, apology is more effective for the competence violated situation in terms of regaining consumer trust and repairing their attitude toward company, while the apology's effectiveness is lower for the integrity-violated situation. More specifically, when the crisis is perceived due to company's lack of ability(competence violation), consumer's trust belief and attitude toward the company is more easily to repair when the company issued a sincere apology. Damaged product is perceived less intentional so participants are more likely to give the company second chance when they apology to the public. By contrast, exaggerated advertisement(integrity violation) is perceived intentionally and thus makes participants angrier toward the accused company. Although apology is perceived as the most effective strategy, when issuing apology, it also means the company admitted their intention. Therefore, in this kind of crisis situation, trust repair needs not only a sincere apology but additional efforts.

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병원 근로자의 조직신뢰에 영향을 미치는 조직신뢰 결정요인에 관한 연구 (The Study of Determinants of Hospital Organization Trust Leading to Trust in Hospital Worker's Organization Trust)

  • 황슬기;안경미;정현정
    • 보건의료산업학회지
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    • 제7권2호
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    • pp.113-124
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    • 2013
  • The purpose of this study is to investigate of determinants of hospital organization trust affecting to hospital worker's trust in organization. This study was measured levels of trust in organization of hospital workers and 5 determinants of organization trust, organizational fairness, consideration, morality, competence and responsibility toward a society. Levels of trust in organization of hospital workers and determinants of organization trust were assessed using a sample of 190 employees who work at 2 hospitals in Seoul, Kyunggi. Data were collected by self-administered questionnaires from november 22 to 29 in 2012 and analyzed SPSS 18 by using t-test, ANOVA and regression analysis. The results of this study indicate that organizational fairness, consideration and responsibility toward a society among 5 determinants were positively related to levels of trust in organization of hospital workers. Based on these findings, it can be defined that 5 determinants of hospital organization trust influences levels of trust in organization of hospital workers. The implications of this study are discussed and areas for future research are presented.

공급망 참여 기업간 잠재적 지식 상호보완성과 지식 교환 (Potential Knowledge Complementarities and Knowledge Exchange in Supply Channel Partners)

  • 류성렬;김경규
    • Asia pacific journal of information systems
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    • 제19권1호
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    • pp.83-111
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    • 2009
  • Despite the growing emphasis on the importance of knowledge exchange among supply chain participants, few companies have fully exploited the knowledge resources held by their supply chain partners. Among many reasons for this phenomenon, recent literature on inter-firm knowledge exchange identifies knowledge complementarities between the supply channel partners as an important determinant of knowledge exchange. Firms participating in a supply chain are likely to exchange partners' complementary knowledge. In order to extract value from them, it is important to recognize the difference between the potential value and the implementation of this potential value. However, the literature fails to distinguish between potential knowledge complementarities and implemented knowledge complementarities. In order to realize the value of potential knowledge complementarities, knowledge should be exchanged and effectively integrated in the supply channel. Further, investigating inter-firm knowledge exchange from both partners' perspectives is important especially when there are interdependencies between the channel partners. The purpose of this research is to investigate the impact of potential knowledge complementarities on knowledge exchange in buyer-supplier relationships by looking at both partners' perspectives. This research also includes trust in partner's competence and inter-organizational information systems (IOIS) as they are relevant when the complementary knowledge flows between organizations. The data required for this field study was collected from 70 buyers and their suppliers in three multinational enterprises in two different industries (Automobile manufacturing and Telecommunication services) headquartered in Korea. The results indicate that potential knowledge complementarities between buyer and supplier do not directly influence knowledge exchange, but indirectly through trust in partner's competence. And the results indicate that competence-based trust and IOIS have direct effects on knowledge exchange. Empirical results also show that IOIS moderates the relationship between potential knowledge complementarities and knowledge exchange. This study is a first attempt to empirically verify the theoretical model about potential knowledge complementarities and to investigate the impact of potential knowledge complementarities on interfirm knowledge exchange. From a theoretical perspective, this study not only clarifies the distinction between potential knowledge complementarities and implemented knowledge complementarities, but also develops an instrument to measure the concept of potential knowledge complementarities in the context of operational and planning knowledge in a supply chain. Further, we develop a theoretical framework suggesting that potential knowledge complementarities of partners in a supply chain affect knowledge exchange directly and indirectly through competence-based trust. The findings from this study have some managerial implications for practicing managers as well. First, buyers should search for suppliers that have potential complementary knowledge, which can be integrated to create synergy through interfirm knowledge exchange. Furthermore, firms must develop mechanisms to identify potential complementary knowledge of partners. Second, firms should continue their endeavor to develop their own unique knowledge so that their knowledge can benefit the entire supply channel. Finally, trust among supply chain partners turns out to be an important factor for interfirm knowledge exchange. Therefore, effective management for engendering trustworthy buyer-supplier relationships should receive appropriate attention from managers.

Public Trust in Community Pharmacists in South Korea: A Survey Study

  • Yoon, Sung Won;Han, Hye Sung;Park, Hae-Young;Sohn, Hyun Soon
    • 한국임상약학회지
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    • 제31권4호
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    • pp.301-310
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    • 2021
  • Background: Trust is a key component for the good relationship between patients and healthcare professionals but trust for community pharmacists has not been studied much. Objectives: This study aimed to measure public trust in community pharmacists and to investigate variables that affect trust level in South Korea. Methods: A total of 25 questions, including 13-items for three dimensions of trust (pharmacists' behavior/attitude, technical competence, communication skills) and 1-item for overall trust were developed. The survey was conducted online and the data from 416 respondents were analyzed with a t-test, an ANOVA and a multiple linear regression analysis. Results: The average scores (mean ± standard deviation) for the three dimensions of trust in community pharmacists were 3.47±1.05 (out of 5 points) for pharmacists' behavior/attitude, 3.67 ± 0.99 for technical competence, and 3.66±0.99 for communication skills. The average of the 13 items incorporating all parameters was 3.56±1.02 and the overall trust level was 7.16±1.62 (out of 10 points). The total sum of the 13 items differed significantly by age group (p=0.02) and frequency of pharmacy visits (p=0.04). Each dimension had an independent impact on the trust level, and pharmacists' behavior/attitude had the greatest impact on trust levels. Conclusions: This study showed that pharmacists' behavior/attitude had the most significant impact on the trust level. However, the level of trust in pharmacists' behavior/attitude is not yet sufficiently satisfactory, and further improvements are required to increase trust in community pharmacists.

The Effects of Multidimensional Customer Trust on Purchase and eWOM Intentions in Social Commerce based on WeChat in China

  • Min Qu;Jaejon Kim;Sujeong Choi
    • Asia pacific journal of information systems
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    • 제27권2호
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    • pp.77-98
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    • 2017
  • The development of mobile social networking service (SNS) triggers the growth of social commerce industry. Customers rely considerably on electronic word of mouth (eWOM) to make purchasing decisions. Thus, SNS is an important commercial platform that offers attractive opportunities and challenges to firms. This study sheds light on the role of SNS as a social commerce platform by focusing on WeChat, the most popular SNS in China. This study identifies three different types of trust based on SNS that customers perceive in the context of social commerce. These types of trust are contents trust, source trust, and platform trust. This study suggests the antecedents and consequences of each trust. Our results prove that eWOM intention relies on contents trust and source trust, whereas purchase intention depends on contents trust, source trust, and platform trust. This study also finds that contents trust is positively influenced by source trust and platform trust. Finally, the result verifies the key antecedents of each trust, namely, vividness and timeliness for contents trust, competence, benevolence, and integrity for source trust, and instrumental need and social need for platform trust. The discussion and implications on the findings are provided.

The Effect of Physical Therapist's Expertise and Interactivity on Revisit Intention Based on Trust

  • Gyeongseop Sim;Hojin Shin;Donghoon Kim
    • The Journal of Korean Physical Therapy
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    • 제35권3호
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    • pp.77-82
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    • 2023
  • Purpose: This study aimed to examine how the expertise and interactivity of a physical therapist impact a patient's intention to revisit a hospital based on trust. Methods: We surveyed 274 patients who received physical therapy in Seoul and Gyeonggi Province to assess their reliability and revisit intentions based on their expertise and interactivity. SPSS 22.0 was used for frequency analysis and reliability verification, while AMOS 18.0 was used for confirmatory factor analysis and model verification. Results: Physical therapist interactivity significantly impacted patients' intentions to revisit based on trust. The physical therapist's expertise had a significant effect on trust but did not demonstrate a significant effect on the intention to revisit. Conclusion: The interactivity of physical therapists has an important effect on patients' intentions to revisit a hospital based on trust. Although therapist-centered expertise can generate trust in patients, it positively affects the intention to revisit the hospital. Therefore, it is suggested that physical therapists' patient-centered expertise and interactivity build patients' trust and are important for revisiting intention.

융·복합시대에 컨설턴트 간 신뢰가 지식공유 활동을 매개로 컨설팅 만족도에 미치는 영향 (The Mediating Effect of Knowledge Sharing Activity on the Effect of Trust between Consultants on Consulting Satisfaction in the Convergence era)

  • 윤혜란;나도성
    • 디지털융복합연구
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    • 제16권9호
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    • pp.91-98
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    • 2018
  • 본 연구는 융 복합 시대에 컨설팅 협업 과정에서 컨설턴트 간 신뢰가 지식공유 활동을 매개로 컨설팅 만족도에 미치는 영향을 알아보고자 수행되었다. 신뢰는 역량기반신뢰와 배려기반신뢰로 각각 나누어 그 영향 정도를 알아보고자 하였다. 현업에서 활동하는 컨설턴트들을 대상으로 설문조사를 실시하였으며, 회귀분석을 통하여 가설을 검증하였다. 연구 결과, 컨설턴트 간 역량기반신뢰와 배려기반신뢰 모두 지식공유 활동과 컨설팅 만족도에 유의한 영향을 미쳤으며, 역량기반신뢰가 높을수록 그 영향 정도는 좀 더 높게 나타났다. 또한 지식공유 활동은 컨설턴트 간 신뢰와 컨설팅 만족도와의 영향 관계를 부분 매개하였다. 융 복합시대에 지식의 형태는 더욱 다양한 모습으로 나타나고 있다. 컨설팅 만족도를 높이기 위해 컨설턴트 스스로 자신의 역량을 제고할 뿐 아니라 지속적인 지식의 축적과 지식공유 활동에 대한 좀 더 구체적인 방안을 연구해볼 필요가 있다.