• 한국의류산업학회지
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• 제10권6호
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• pp.900-906
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• 2008

This study investigated factors influencing consumers' switching behavior in apparel purchasing situation. As customer switching behavior is getting more and more important, a considerable amount of researches have focused on how service providers acquire and sustain customers. The field of customers' switching behavior has been relatively well researched over the years, at least from the perspective of the cultural value(Chemyen). The purpose of this study is to understand customer' switching behavior to relationship benefits and Chemyeon. The sample was consisted on 182 females over 20 years old living in Ulsan and Gyungnam province. The data was analyzed by frequency, reliability, factor analysis, and structural equation model analysis. Findings showed that Chemyeon was shown to reduce customer' switching behavior. Also, three factors of relationship benefits(economic benefit, social·psychological benefit, and special treatment benefit) had negative effects on customer' switching behavior.

• 한국조리학회지
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• 제22권6호
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• pp.120-131
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• 2016

The purpose of this study was to examine the structural relationship between customers' perception of authenticity, justice, customer commitment, and customer behavior in franchise coffee shops. To test the hypotheses of the study, a total of 428 customers in Korea were considered in an empirical analysis using a two-step structural equation model (SEM) approach. In particular, employees' authenticity had relatively great influence on customers' continuous and affective commitment and their justice had greater influence on customers' normative commitment. Also, customers' continuous commitment, normative commitment, and affective commitment significantly influence customer participation behavior, while normative commitment and affective commitment have a significant effect customer citizenship behavior. Research thus far divided justice and authenticity into separate concepts and examined relation with customer commitment or behaviors but the present study put cognitive process of justice and emotional process of authenticity on the same line and evaluated their different influence on customer commitment and behaviors, thereby verifying that not justice perceived by customers induced desirable customer behaviors but authenticity they felt with their heart played a more superior role in customer commitment or behaviors. This means that authentic services rather than justice induce customers' positive behaviors.

• 기술혁신학회지
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• 제7권3호
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• pp.681-709
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• 2004

The purpose of this study is to classify customers by e-mail responsiveness on time-series analysis and testify the effectiveness of grouping by ROI analysis. Response recency, response frequency and Activity(RFA) of e-mailing systems are adapted for Customer segmentations. ROI analysis are consisted of open, click-through, duration time, personalization, conversion rate and email loyalty index of email systems. Major findings are as follows: RFA analysis is used for customer segmentations that is fundamental process of e-CRM applications. Customers can be grouped into loyal customers, odds customers, dormant customers, secession customers, and observation customers by RFA grouping. Loyal customer group has high point in all ROI index compared to other groups. These results indicated that customer responsiveness of e-mail systems were appropriate methods to group the customer with demographic variables. Therefore, effective e-mail marketing strategy of e-Biz should have suitable active DB and Behavior targeting is best approach to enforce the target e-mail marketing.

• 한국응용과학기술학회지
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• 제37권4호
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• pp.936-943
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• 2020

국내 스크린골프의 서비스품질이 고객만족 및 행동의도에 미치는 영향력을 이론적으로 규명하여 서비스품질에 대한 중요성을 강조하는 한편, 서비스품질과 행동의도 간에 고객만족이 어떠한 매개적 역할을 하는지를 확인하고자 하였다. 따라서 스크린골프 경험이 있는 20세 이상 성인을 대상으로 설문조사를 수행하였으며, 총 485명의 자료를 최종 분석에 사용하였다. 자료처리는 SPSS statistics 20 통계분석 프로그램을 이용하여 조사대상자 특성을 파악하기 위한 빈도분석, 조사도구의 타당도 및 신뢰도 검증을 위한 탐색적 요인분석, 신뢰도 분석, 요인 간의 관계 및 영향력을 알아보기 위한 상관분석, 단순회귀와 다중회귀 분석을 실시하였다. 분석결과 첫째, 스크린골프 서비스품질은 시설, 서비스, 인적 자원, 가격 순으로 고객만족 요인에 통계적으로 유의한 영향이 있는 것으로 나타났다. 둘째, 스크린골프 고객만족은 행동의도 요인에 통계적으로 유의한 영향이 있는 것으로 나타났다. 셋째, 스크린골프 서비스품질은 시설, 가격, 서비스, 인적 자원 순으로 행동의도 요인에 통계적으로 유의한 영향이 있는 것으로 나타났다.

• 산경연구논집
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• 제9권6호
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• pp.65-76
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• 2018

Purpose - The study aims to provide the relationships between the social servicescape and customer's emotion and voluntary behaviors were investigated in this study. The social servicescape was largely divided into service employee's image and other customers (in customer's similarity, physical appearance and suitable behavior). Firstly, the relationship between service employee's image and customer's positive emotion was investigated as a specific purpose of study. Secondly, this study attempted to understand the relationship between other customers (in customer's similarity, physical appearance and suitable behavior) and customer's positive emotion. Lastly, the relationship between customer's positive emotion and customer's voluntary behavior dimension (intention to cooperate, intention to participate in and loyalty) was examined. Research design, data, & methodology - In order to prove the hypotheses in this study, the customers who have experienced family restaurants during the last two months were targeted for a survey. A total number of 300 survey papers were distributed and as a result, 248 papers could be used for analysis, except the papers with insincere answers. After the analysis of the reliability and validity of each major variable, the hypothesis was verified through the structure method by using Amos 20.0. Results - First, the results of hypothesis testing on the relationship between social servicescape and customer's positive emotion showed service employee image gives a positively meaningful impact on customer's positive emotion. Secondly, the results on the relationship between other customers and customer's positive emotion indicated that the customer's similarity and physical appearance has a positively significant impact on customer's emotion while customer's suitable behavior has not a significantly positive impact on customer's positive emotion Lastly, customer's positive emotion was shown to have a significantly positive influence on customer's voluntary behavior dimension, that is, intention to cooperate, intention to participate in and loyalty. Conclusions - This study aims to focus on and emphasize the social servicescape and its importance, which is different from the previous studies that have been focused largely on physical servicescape. Such results in this study indicated the social servicescape (service employee's image and other customers) as an important factor that affects customer's positive emotion and voluntary behavior.

• 유통과학연구
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• 제18권10호
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• pp.77-87
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• 2020

Purpose: This study was done to analyze the effect of supervisor-focused impression management behavior of the airline cabin crew on perceived customer empathy. It focused on verifying dual meanings of the crew's emotional expression divided into surface acting and deep acting. Research design, data and methodology: The survey was conducted on cabin crews of two major Korean airlines. The reliability and validity of each variable used in the questionnaire were verified. Then, each hypothesis was analyzed through multiple regression analysis. Results: Firstly, the crew's supervisor-focused impression management behavior had a significant effect only on surface acting of the crew's emotional labor behavior. Among the crew's supervisor-focused IM behaviors, verbal IM behavior had a greater influence on surface acting than non-verbal IM behavior. Secondly, there was no relationship between the crew's supervisor-focused IM behavior and the crew's deep acting. Thirdly, the crew's emotional labor behavior (surface acting & deep acting) had a significant effect on perceived customer empathy. Fourth, the crew's deep acting had a greater influence on perceived customer empathy than surface acting. Conclusions: Cabin crews receive double evaluation from their immediate supervisors and customers. As a result, it was confirmed that the crew's supervisor-focused IM behavior, the crew's emotional labor behavior, and perceived customer empathy were connected process.

• 유통과학연구
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• 제14권9호
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• pp.133-147
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• 2016

Purpose - The Purpose of this study is to observe the value of LOHAS as an exhibition that is perceived to be a specialized local exhibition with good fame and differentiated advantage as well as the spectators' will to visit the exhibition coming from the future behavior intention of visitors. Research design, data, and methodology - In order to achieve the purpose of this study, This study organized questionnaire after setting a hypothesis based on the theoretical background from the parameters. verification of the hypothesis by statistically analyzing the answers for questionnaire follows. Finally, the implication of this study is drawn through comprehensive discussion while This study indicated from the limits of the study and future direction for research. This study set up a model to research the influence on the structuring factors in LOHAS exhibition in forming perceived value, customer satisfaction and future behavior intention. Frequency analysis was used for getting demographic characteristics, verification of plausibility, reliability of measured parameters and factors analysis. This study have performed verification of difference at selection property level based on multiple regression analysis and demographic nature. Results - To summarize the study result, through the verification of hypothesis about meaningful influence among structuring factors in LOHAS exhibition, perceived value and customer satisfaction shows some noticeable points to focus on. That is, it is established things that partial adoption and meaning relationship of partial influence. The perceived value affected both customer satisfaction and future behavior intention meaningfully. Conclusions - This study could note that in the structuring factors of LOHAS exhibition, perceived value for visitors and customer satisfaction play their roles positively on the future behavior intention. In conclusion, this study implies that strategic measures are necessary to fulfill the structuring factors of LOHAS exhibition as they would make positive impact on acknowledged value, customer satisfaction and future behavior intention to contribute to the growth and development of LOHAS exhibition. Also it suggests that the method to join each other with activities is necessary to strengthen the properties of the exhibition and position well to be a solid local exhibition.

• 유통과학연구
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• 제22권2호
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• pp.95-102
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• 2024

Purpose: This study systematically examined the concept of digital selling readiness of salespeople. Additionally, this study empirically confirms the sequential mediating roles of digital literacy and salesperson self-efficacy in the impact of digital selling readiness on customer-oriented behavior. Research design, data, and methodology: We collected data from salespeople at a Bank and Financial Service firm in South Korea. A total of 254 salespeople were invited to participate, with 154 surveys returned. After removing the questionnaires with missing values, 150 complete surveys were employed for the analysis. Results: The empirical analysis indicates that digital selling readiness positively affects digital literacy. Digital literacy, in turn, is positively associated with self-efficacy, leading to increased customer-oriented behaviors among salespersons. This study also confirms the sequential mediating effects of digital literacy and self-efficacy in the impact of salespeople's digital selling readiness on customer-oriented behavior. Conclusions: Our research deepens the understanding of how digital selling readiness fosters customer-oriented behavior through the sequential mediating effects of digital literacy and self-efficacy. This study extends the previous model by sequentially involving digital literacy and self-efficacy to better understand the psychological processes of digital selling. The results highlight the role of digital selling readiness in preparing salespeople for digital sales.

• 산경연구논집
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• 제10권2호
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• pp.39-49
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• 2019

Purpose - Customer loyalty and citizenship behavior are key success factors of franchise system. They make the management of franchisee more effective and efficient. Prior studies, however, mainly dealt with only acquisition utility of customer, such as perceived product/service quality and brand reputation to explain customer loyalty and citizenship behavior, which explains only on one side. We tried to investigate the effect of exchange utility of customer, such as relationship strength and psychological obligation together with the acquisition utility. In addition, we tried to investigate the relationship between customer loyalty and citizenship behavior in franchise context. Research design, data, and methodology - This study used data collected from the dining franchisee managers of 342 franchisors in South Korea. The franchisors consist of more than ten franchisees, the majority of which participated directly in the transaction with franchisor and have worked for more than six months. To test the hypotheses, the study used structural equation model analysis. Results - H1-1, 1-2, 1-3 predicted that acquisition utility would increase customer loyalty to franchisee. In support of H1-1, 1-2, 1-3, the results indicated that acquisition utilities such as perceived product value, perceived service value, and franchise brand reputation had positive effects on customer loyalty. H2-1, 2-2 predicted that exchange utility would increase customer loyalty to franchisee. In support of H2-2, the result indicated that psychological obligation had positive effects on customer loyalty like other acquisition utilities. However, H2-1 was not supported. Relationship strength had no significant effect on customer loyalty. H3 predicted that customer loyalty would increase customer citizenship behavior. In support of H3, the results indicated that customer loyalty had positive effect on customer citizenship behavior. Overall, the evidences generally supported the hypotheses. Conclusion - The results of the study show that not only acquisition utility but also exchange utility increases customer loyalty to franchisee and also show that customer loyalty increases customer citizenship behavior. Interestingly, however, relationship strength has no significant effect on customer loyalty. These results have two implications. The one is that increasing exchange utility can improve customer loyalty as acquisition utility can. The other one is that both of customer utilities can improve customer citizenship via customer loyalty.

• 품질경영학회지
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• 제47권3호
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• pp.615-630
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• 2019

Purpose: Based on the theory of "Stimulus-Organism-Response" (S-O-R), this thesis takes customer forgiveness as a medium variable to explore the impact of merchant service remedy on customer behavior intention in the context of online shopping service failure. This thesis divides the merchant service remedy into two dimensions: spiritual recovery and material recovery, and reveals the influence difference of different merchant service remedy methods on customer behavior intention and the mediating role of customer forgiveness. Methods : 325 questionnaires were distributed and 307 valid questionnaires were collected for data analysis. The relationship between potential variables is proposed by using Structural Equations Modeling. Results : The two dimensions of service recovery have significant positive impact on customer forgiveness, and physical recovery has greater impact on customer forgiveness. In the influence of physical recovery on customer behavior intention, customer forgiveness is a partial mediating effect. However, in the influence of spiritual recovery on customer behavior intention, customer forgiveness is a complete mediating effect. Conclusion : In case of service faults, merchants should take the initiative to provide appropriate physical recovery and provide spiritual recovery sincerely and patiently. Only in this way can they regain good impression in the hearts of consumers and promote them to improve the quality of service recovery, so as to increase their willingness to repurchase Intention and positive word of mouth.