• IE interfaces
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• v.19 no.2
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• pp.140-152
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• 2006

Today, many companies realize that the effort to develop new products / services faster that customers want and continue to purchase is crucial for their survival. As the service sector is rapidly growing, one of the challenges faced by the service industries is the lack of effective methodologies for new service development. This paper proposes a systematic framework for developing new service concepts, with an emphasis on generating innovative, convergence-type service concepts from the customer‘s perspective. The framework consists of three phases-identification of customer needs (Phase I), extraction of new service opportunities (Phase II), and generation of new service concepts (Phase III). The proposed framework is demonstrated through a case study in the telecommunications industry. In the case study, a survey was conducted on ten customers to identify the latent customer needs; 61 new service opportunities were extracted; and 129 new service concepts were generated.

• Korean Management Science Review
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• v.22 no.2
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• pp.109-133
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• 2005

The exponential growth of the on-line shopping mall has been the advent of buying and selling products and services over the internet. In these circumstances, this paper presents the importance of understanding and managing the purchasing behavior of on-line shopping mall customers. The main purpose of this research is to find out the antecedents of customer trust and to conceptualize and investigate the relationship between endogenous mediating variables(such as customer trust, attitude, loyalty, relationship involvement) and purchasing and/or repurchasing intention in internet shopping mall. The empirical findings are as follows : First, the three antecedents of customer trust( EC system characteristics, psychological propensity, and trustworthiness) had the positive effects on the formation of site trust. Second, we found out that there were direct or indirect relationships between the mediating variables and on-line purchasing and/or repurchasing intention. In Particular, the direct effects of customer attitude on customer loyalty and buying intention were rejected, but the indirect effects through relationship involvement were accepted. This means that the relationship marketing is probably more important for the success of internet shopping mall Third, there were no direct relationship between the mediating variables and the repurchasing intention, but most researches in the brick and mortar, the proposition are supported. This implies that repurchasing intention was intensified by the indirect path, such as site trust $\longrightarroe$ attitude $\longrightarroe$ involvement $\longrightarroe$ loyalty $\longrightarroe$ purchasing intention $\longrightarroe$ repurchasing intention. So, the internet marketers must make an effort not only to strengthen the direct casual linkage between them but also to consolidate the indirect connections leading to boost purchasing and repurchasing intention.

• Journal of the Korea Institute of Information and Communication Engineering
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• v.10 no.3
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• pp.608-613
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• 2006

There are many e-showing mall because of revitalization of e-commerce system. It is necessary to recommending system of products that is for saving time and effort of customer. In this paper, we propose the system that is applying classification among data mining techniques to analysis of log data of customer. This log data contains access of user and purchasing of products. The proposed system operates in two phases. The first phase is composed of data filter module and association extraction module among web pages. The second phase is composed of personalization module and rule generation module. Customer can easily know the recommended sites because the proposed system can present rank of the recommended web pages to customer. As a result, the proposed system can efficiently do recommending of products to customer.

• Journal of Information Technology Services
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• v.14 no.4
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• pp.171-184
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• 2015

Nowadays, mobile commerce is having an increasingly profound impact on our daily lives, and offer interesting and advantageous new services. Mobile payment is an emerging and important application of mobile commerce in smart work, enabling users to use their mobile devices (especially mobile phones) for paying goods and services wherever they go. The appearance of m-payment is expected to provide us a convenient and bright future to enjoy. That is the common trend on over the world, but in Vietnam, although the number of smart phone users has been increasing rapidly, the adoption of m-payment system still didn't succeed completely. The research reviewed literature regarding mobile payment services, analyzed the impact of customer characteristics and system characteristics on m-payment adoption in Vietnam. To analyze the adoption behaviors of m-payment users, m-payment research model which consists of three customer-characteristics (m-payment trust, personal innovativeness, m-payment knowledge) and four m-payment system characteristics (mobility, reachability, convenience, compatibility) were studied. The results indicate that perceived usefulness, trust, and compatibility are the important predictors to the intention to use m-payment. This study will assist m-payment services suppliers in implementing appropriate business models and service strategies to successfully attract customer to use m-payment in Vietnam, allowing managers to exert appropriate investment, time, and effort for m-payment system development in designing smart working.

• Asia Marketing Journal
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• v.12 no.3
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• pp.43-62
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• 2010

The notion of customer orientation is now importantly considered in the context of banking industries. Despite customer-oriented organizational cultures, there are few studies addressing the relationship between customer orientation and its outcomes. In particular, this study aims at testing the effect of customer orientation as a key marketing effort designed by a bank. This is because interest rate sensitivity is critical for evaluating banking services after raising the base rate. In so doing, first, this study investigates the relationships among customer orientation, interest rate sensitivity, and customer loyalty. Second, this paper examines how the moderating effects of both deposit interest and loan interest rates influence the linkages of customer orientation-interest rate sensitivity and customer orientation-customer loyalty. To test the proposed model, research data are collected from 304 subjects who use banking services(e.g., Shin-Han, Kookmin, the First Bank, Hana, and Woori banks). Each construct was measured by published items and the psychometric properties of the three constructs, excluding two constructs of the moderators, were evaluated by employing the method of confirmatory factor analysis via the use of AMOS. The model fit was also evaluated using the CFI, TLI, and RMSEA fit indices that are recommended based on their relative stability and insensitivity to sample size. The findings show that the relationship between customer orientation and customer loyalty is significant, whereas the relationships between customer orientation and interest rate sensitivity and between interest rate sensitivity and customer loyalty are not supported. Although customer orientation is highly evaluated, customers' interest rate sensitivity that results in the comparison of interest rates plays an important role in reducing the effect of customer orientation. As a consequence, interest rate sensitivity does not influence customer loyalty. First of all, one of interesting results in this study is that the moderating effect of loan interest rate is quite different from deposit interest rate. In the case of deposit interest rate, the linkages both customer orientation-interest rate sensitivity and customer orientation-customer loyalty are insignificant. In the case of loan interest rate, however, the two proposed linkages are supported. As our proposed relationships are still in its infancy in the context of banking industry, our study contributes to enhance scholars' knowledge of bank services and provides insights for practitioners when their marketing strategies, particularly both deposit and interest rates, have to be established. Finally, this research also illuminates the need for further research that considers the influence of customer orientation on consumer's decision-making and bank profits. More specifically, the results are encouraging and will lead us to further investigate this key outcome of the banking deposit/interest rates.

• Journal of KIISE:Computing Practices and Letters
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• v.13 no.7
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• pp.520-533
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• 2007

The CRM(Customer Relationship Management) is the business strategy model for higher profits and competitive power of the enterprise in a new business environment. The large-scale customer response service technique uses internet, e-mail, SMS (Short Message Service), Telephony service, DM(Direct Mail) by customer channel point. Recently, business model diversify for new contract and retaining existing customer to the effort for a profitable model of business. This paper is based on Avaya PDS(Predictive Dialing System) model for CRM bond center. If the number of "available" agents are less than the number of inbound channels, then there may be real-time response problems in PDS system implemented. The Organization cannot afford to have many agents in available mode because of the high cost of manpower. This paper provides two contributions to the study. First, we present Call Object Management Mechanism of Customer Channel integration for reduce outbound consulting and reduce CallBack data in the PDS. Second, we design and implement the proposed system. Our simulation results show analysis of old model and proposed model. The proposed model can be efficiently used in Large-scale CRM.

• Journal of Global Scholars of Marketing Science
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• v.12
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• pp.77-97
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• 2003

The purpose of this study is to analyze how servant service factor of service marketing factors affects to customer's satisfaction, relationship quality, and commitment and consequently to see how these factors affect to revisit intention which is the hotel performance. The empirical results showed that technical factor and customer orientational factor had a significant influence on customer satisfaction and relationship quality, and functional factor affected to only relationship quality. Also customer and relationship quality had a significant influence, and commitment had a significant influence on revisit intention which is a performance factor. Specifically relationship quality built by the interrelationship between the purchasers and the suppliers showed higher influence than customer satisfaction's influence on the commitment. That is, when there is an interaction between trust on the employees and customer satisfaction, there is a greater synergy effect on the commitment. Although the degree of customer satisfaction is low, the commitment can be high with high effort of service providers. This implies that the attitude of service providers is the critical factor on the degree of commitment of service users.

• Journal of Information Technology Services
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• v.15 no.3
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• pp.15-31
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• 2016

Sales Force Automation (SFA) is a strategic information system and one of the components of operational CRM system. SFA supports salespeople's activities such as selection of potential customers, creative value proposition, after-sales services, etc. SFA is increasingly used in many companies because it has the advantages to raise the salespeople's productivity by developing forecasting ability, value proposition ability, after sales service ability etc. Many researches have shown that implementation of SFA leads to the increase of salepeople performance, organizational performance, and quality of customer relationship. However, Some prior studies have discussed on the SFA implementation failure and pointed out that one of important causes of this failure is salespeople's resistance to SFA. Although many researches explain SFA acceptance phenomenon using Technology Acceptance Model (TAM) and Theory of Planned Behavior (TPB), these researches didn't deeply investigate the salespeople's resistance to SFA. Therefore, this study focuses on the factors influencing salespeople's resistance to SFA and the relationships among these factors. This study identified three factors (salespeople's perceived loss of power, perceived loss of autonomy, and perceived time and effort waste) influencing salespeople's resistance to SFA. The hypotheses testing results showed that salespeople's perceived loss of power and perceived time and effort waste significantly increased salespeople's resistance to SFA. And salespeople's perceived loss of power plays a mediating role between perceived loss of autonomy/perceived time and effort waste and salespeople's resistance to SFA. At the end of the paper, theoretical and managerial implications of this study and the limitations and future research directions are discussed.

• Journal of Distribution Research
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• v.16 no.2
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• pp.25-56
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• 2011

A shifting of marketing paradigms from transaction to relationship has shown in many studies. Although there are many researches about relationship marketing, few of them focuses on relationship marketing combined with retail mix. This study define and measure customer relationship, and find the antecedents and consequences of the customer relationship. For the research, data were collected from 540 persons who are currently customers of five branches of E-mart and Homeplus in Seoul, Korea. Data analysis was performed under the AMOS 6.0. The results are summarized as following; Firstly, the relationship among elements of retail marketing mix and the relationship quality appears significant except communication program. This finding means that communication effect decreases at some point when communication program is excessive. Secondly, the relationship of customer relationship and three factors (frequent shopping intention, up-buying intention and recommend intention) are significant. Thus, this result supports the reasoning why discount stores make an effort to improve customer relationship. Thirdly, the relationship between share of wallet and two factors (frequent shopping intention and recommend intention) appears insignificant. Fourthly, the relationship between share of wallet and up-buying intention is significant. This result implies that up-buying intention is an important factor for discount stores, because up-buying intention is directly linked to financial performance of discount stores. Finally, the direct path between customer relationship and share of wallet is significant relation. For this reason, customer relationship should be managed consistently by discount stores.

• Journal of Service Research and Studies
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• v.10 no.2
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• pp.43-57
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• 2020

This study aims to verify whether service characteristic factors of theme park, consisting of ease of access, convenience of service, diversity of events and safety of facilities have positive effect on customer satisfaction and, in turn, customer satisfaction on intention of revisit for customers. We conducted surveys on 317 customers having experiences of visiting domestic theme parks and obtained the results that three factors except ease of access have positive effect on customer satisfaction and customer satisfaction on intention of revisit. As the further analysis, we checked if customer satisfaction has positive moderating effect on the relationship between four service characteristic factors and intention of revisit. We found that diversity of events and safety of facilities have full moderating effect and convenience of service partial moderating effect, while ease of access has not that effect, which offer implication that theme parks have to make more effort and investments related to diversity of events and safety of facilities to increase possibility of customer revisit.