• 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.

• Journal of Internet Computing and Services
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• v.13 no.3
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• pp.107-114
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• 2012

In this paper, we proposed an automatic monitoring system for contact center in order to manage customer's complaint and agent's quality. The proposed system allows more accurate monitoring using emotion recognition and keyword spotting method for neutral/anger voice emotion. The system can provide professional consultation and management for the customer with language violence, such as abuse and sexual harassment. We developed a method of building robust algorithm on heterogeneous speech DB of many unspecified customers. Experimental results confirm the stable and improved performance using real contact center speech data.

• Korean Journal of Human Ecology
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• v.22 no.1
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• pp.157-166
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• 2013

The purpose of this paper is to develop and test a conceptual model of purchase intentions, positive emotion, and e-servicescape that is defined as the online environment factors that exist during service delivery. Survey research method was used to gather data regarding consumers' perceptions of e-servicescape. Surveys were administered to 681 college students who experienced purchasing fashion products on the Internet. The results showed that e-servicescapes perceived by fashion consumers were composed of three dimensions: (1) Aesthetic appeal, (2) Ambient conditions, and (3) Layout & functionality. These dimensions of e-servicescape influenced consumers to lead positive emotions and purchase intentions. Additionally, positive emotions constituted a key variable for the purchase intention of fashion products during online exchange. The study revealed that consumers' interpretations of online environments exerted a powerful influence over positive emotion and purchase intentions. Also, it strongly endorsed the view that the purchase intentions of customers were linked to the extent to which they feel positive emotions by the e-service provider. This study provides insights into how consumers' interpretations of e-servicescape affect their subsequent positive emotions and ultimately their intentions to purchase. The findings of this study also have numerous implications for both services managers and internet developers related to fashion products.

• Science of Emotion and Sensibility
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• v.4 no.2
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• pp.15-24
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• 2001

This study is designed to examine on the effectiveness of emotional advertisement, including analysis of the physiological response of customers’ feelings for effective development of advertisement, and to provide a base for emotional advertisement production by presenting the methods of linguistic and non-linguistic response. It provides a framework for symbolic analysis about costumers’ emotions along with a general review of emotional advertisement. Based on the results, it will analyze aspects of linguistic and non-linguistic utterance of costumers’ physiological response for emotional advertisement. The results will present a frame of effective emotional advertisement that appeals to the emotion of costumers

• Asia pacific journal of information systems
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• v.27 no.3
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• pp.156-175
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• 2017

The proposed conceptual framework is based in the relationships among knowledge of personal information security, trust on the personal information security policies of parcel delivery service companies, privacy concern, trust in and risk of parcel delivery services, and user satisfaction with parcel delivery services. Drawing upon both cognitive theory of emotion and cognitive emotion theory that complement each other, we propose a research model and examine the relationships between cognitive and emotional factors and the usage of parcel delivery services. The proposed model is validated using data from customers who have previously used parcel delivery services. The results show a significant relationship between the cognitive and affective factors and the usage of parcel delivery services. This study enhances our understanding of parcel delivery services based on the consumers' psychological processes and presents useful implications on the importance of privacy and security in these services.

• Journal of Digital Convergence
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• v.16 no.8
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• pp.99-107
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• 2018

The purpose of the study compares the difference between the carriers' reported large consumption emotion of customers in regards to the appearance of the crew. The research method was conducted for 15 days from March 11 to 25, 2018, and the number of valid samples was 289 in total. The results of the study showed that customers differ in the influence of perceived consumption sentiment between full service carrier and low cost carrier on uniform of flight attendant. Consumer sentiments perceived by low cost carriers are comfortable, familiar, and lively, and these results have proven that they are distinguished from low cost carriers by being clean, sophisticated, and large. The results of this study are significant when the airline has changed the crew uniform at the right time and considered it to be a marketing tool that is important to the image change of the company.

• Journal of Korea Society of Industrial Information Systems
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• v.25 no.4
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• pp.101-115
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• 2020

It is very important for companies to form a strong brand resonance to maximize profits, attract new customers, and prevent them from leaving existing customers. In this study, we examined the relationship between brand awareness factors and brand attachment leading to brand identity cognition, brand performance, and brand emotion, and verified how brand attachment plays a role in shaping brand resonance. As a result, it was confirmed that brand emotion among brand awareness factors is a key factor affecting brand attachment and forming brand resonance. In addition, if the perception of brand identity is established until the true brand resonance of consumers is established, they will experience the true value of the brand through differential performance on the brand, and further increase the emotional response of consumers. This led to deep solidarity with the brand and consumers through attachment to the brand, interacting with the brand and showing high brand empathy behavior.

• Science of Emotion and Sensibility
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• v.17 no.4
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• pp.19-28
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• 2014

The number of people using on-line shopping has rapidly increased over time. In particular, open-market is the most potential on-line market. Since there are too many products in open-market, customers have serious troubles finding products they want. Thus, interface should be improved so that open-market is able to offer products they want effectively. This study analyzed web interface based on main web pages of four major open-market companies in Korea, and performed satisfaction evaluation according to the analyzed factors. As a result, it reveals that what kind of factors the customers prefer and there is a causal relation between the most satisfactory open-market and the preferred factors of the customers.

• Culinary science and hospitality research
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• v.18 no.4
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• pp.70-83
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• 2012

This study examines the structural relationships between functional-congruity, self-congruity and their consequences, under coffee shop consumption setting. More specifically, it investigates how functional-congruity and self-congruity influence emotional responses (comprising positive and negative emotions) and store attitude formation. The authors propose a structural equation model comprising five constructs. Data were collected from 280 college students in Seoul and analyzed by LISREL 8.30. The findings can be summarized as follows: First, functional congruence of coffee shop customers appeared to have a positive effect on positive emotions and a negative effect on negative emotions. Second, self-congruity has a positive effect on coffee shop customers' positive emotions. Third, the effect of coffee shop customers' positive emotions on store attitude formation was positive and statistically significant while the effect of negative emotions on store attitude formation was negative. These results suggested that the effect of functional-congruity and self-congruity on store attitude formation was mediated by positive emotions and negative emotions.

• Journal of the Korean Society of Costume
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• v.58 no.3
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• pp.34-48
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• 2008

Modern fashion market is being developed by emotional values rather than rational idea of customers. Experiential marketing is an effective marketing strategy for fashion marketplace because customers tend to consider fashion shopping as an enjoyable experience. Among the fashion markets, the fashion stores for middle.old aged women that have various points of contacts could be appropriate place where emotional and relational marketing strategies would be applied to. The effects of the procedure "emotional and relational experience$\rightarrow$commitments$\rightarrow$long-term relationship orientation" that fashion customers are experiencing, by forming a path model, two types of experiential effects from emotion and relation were examined. It was found that fashion emotional and relational experiences were important factors because these factors affected a long-term relationship orientation. The findings of the study provide marketing strategy that enables to promote a consistent relationship between fashion stores and customers. Furthermore, this study will contribute to the criteria for segmentation of middle and old aged women's fashion market who have own desire for fashion emotional and relational experience.