• The Journal of the Korea Contents Association
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• v.20 no.4
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• pp.487-497
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• 2020

This study is to examine the effects of e-CRM activities(e-Sales activities, e-Service activities and e-System activities) and trust on loyalty. Particularly, it focuses on the mediating effects of trust on the relationships between e-CRM activities and loyalty. The data is collected from 336 university students over two and half month periods. The results are as follows: Firstly, e-Sales activities, e-Service activities and e-System activities effect exert a significant influence on the trust, but e-Sales activities, e-Service activities and e-System activities do not directly influence on the loyalty. Secondly, trust impacts significantly on loyalty. Finally, in summary, findings confirm the mediating effects of trust on the relationship between e-Sales activities, e-Service activities and e-System activities and loyalty. These results show that if e-commerce firms implement e-CRM activities(e-Sales activities, e-Service activities and e-System activities), their customers will more recognize additional service attributes and the customers' relationships, trust and loyalty with their firms will improve.

• Information Systems Review
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• v.11 no.1
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• pp.133-144
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• 2009

Today, eCRM has been attention as an enterprise information system that systematically manages and utilizes the eCRM customer information visiting Internet home page. On this paper, the case study of N company Korea's leading manufacturers of the dairy industry is been application research in the practices of using optimization tools for analysis of customer information and marketing activities by the introduction of eCRM and doing weblogs analysis. This research is a case study on an introduction and the use of eCRM solutions in dairy industry company. In addition, of the scope and effectiveness for use introduced eCRM explain.

• Proceedings of the KAIS Fall Conference
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• 2004.06a
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• pp.228-231
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• 2004

고객 중심의 기업활동의 중요성이 인식되면서 e-Business에서도 지속적인 고객의 가치를 중대하기 위해 eCRM을 실현하고 있다. eCRM은 비즈니스 모델에서의 다양한 프로세스를 지원할 수 있는 여러 시스템으로 구성된다. 데이터마이닝은 eBusiness 데이터로부터 유용한 지식을 추출할 수 있는 기술로서 eCRM에서 핵심 요소로 인식된다. 본 논문에서는 eCRM의 개념적 정의와 그 구성 프로세스를 살펴보고 eCRM에서의 데이터마이닝의 역할을 연구하였다.

• Proceedings of the Korea Database Society Conference
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• 2001.06a
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• pp.183-192
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• 2001

eCRM은 인터넷 상의 고객의 행동을 파악, 가치있는 고객 세그먼트를 찾아내고, 이들에게 타겟 마케팅을 실시함으로써 기업의 수익성을 높이거나, 마케팅활동을 자동화함으로써 고객관리 프로세스의 효율성을 높이는 일련의 과정 (중략)

• CRM연구
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• v.2 no.2
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• pp.71-88
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• 2009

The purpose of this thesis is to examine the effects of e-CRM activities by the internet shopping mall companies on the purchase activities of purchase customers and the potential customers. The internet shopping companies utilize e-CRM to systematically identify customers' varying demands, and to utilize the results as marketing tools, thus producing a significant effect on the potential customers by generating customer feedback through e-Community. Contrary to their intention, however, cognitive dissonance can occur through e-Community, which may lead to customers' complaints. If these complaints are not properly managed and settled in a timely manner, they can be transferred to other potential customers, and the conformity phenomenon could be created by other complaining customers. Findings obtained through this thesis are as follows: If cognitive disharmony is created by customers who purchased products through the internet shopping malls, this can lead to private complaining behaviors, and subsequently, these behaviors are formed through e-Community. If the internet shopping mall companies do not take any timely and proper measures to intervene in the stage of private complaining behaviors in the first place, these behaviors will immediately escalate into the public complaining behaviors. Furthermore, the complaints will be transferred to other potential customers, ultimately resulting in their swift expansion. In other words, contrary to intention of the internet shopping mall companies, e-CRM does not facilitate the potential customers purchase decision, it rather affects them to postpone or withdraw their purchase decision. Accordingly, the internet shopping mall companies are required to manage e-Community with extreme care, and they should promptly respond to the complaining customers so that e-Community can function properly.

• Proceedings of the Korean Operations and Management Science Society Conference
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• 2002.05a
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• pp.657-664
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• 2002

최근 고객관계 중시와 내부 프로세스 혁신의 대 명제 하에 경영 패러다임이 급속히 변화하고 있는데, 인터넷과 네트워크를 기반으로 하고 있는 최근의 비즈니스와 경쟁전략에 대한 연구는 대부분 새로운 비즈니스 창출이라는 측면에서 지나치게 온라인 기업들에 초점이 맞추어져 있다. 그러한 점에서 본 연구의 주된 목적은 고객만족과 내부 프로세스 최적화라는 품질경영의 핵심원천을 지원하기 위하여 IT와 결합된 전자적 품질경영기법의 구성요소를 제시하고 주요성공요인을 파악하여, eCRM과 관련된 학술적 연구자료를 제공하고 기업의 입장에서 보다 효과적인 의사결정의 기반을 제시하고자 하는 것이다. 이와 같은 목적을 달성하기 위해 e-비즈니스 내부활동, 업무성과, 경영성과, 그리고 상황요인으로서의 비즈니스 특성 및 정보관리 인프라간의 관계에 관한 연구모형 및 가설을 설정하여 분석하고자 한다. 연구모형의 분석을 통해 업무성과 향상을 위한 전자적 고객관리 활동에서 정보시스템 기능성과의 상호작용효과를 확인한 점은 본 연구에서 중요한 시사점인 동시에 기여점으로 작용하였다고 할 수 있다.

• Journal of the Korean Society of Clothing and Textiles
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• v.34 no.8
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• pp.1277-1289
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• 2010

This study investigates the effects of e-CRM on consumer satisfaction and repurchase intention depending on gender differences. A total of 400 surveys were distributed and 382 were used in the analysis. Surveys were conducted on the respondents who had purchased apparel from an internet website within six months. A factor analysis, reliability test, and path analysis were used in the study to analyze the data. After the factor analysis, 6 factors were found under e-CRM activities; benefit and advice, customer contact, service, post-purchase management, assistance with the purchase, and discriminative treatment. The results of this study showed that for male consumers, service and post-purchase management had a positive effect on consumer satisfaction that in turn had a positive effect on repurchase intention. However, for female consumers, benefit and advice, customer contact, service, and discriminative treatment had a positive effect on consumer satisfaction that in turn had a positive effect on repurchase intention. The results also showed that post-purchase management had a positive direct effect on repurchase intention for both genders.

• Journal of Korean Society for Quality Management
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• v.28 no.3
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• pp.133-144
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• 2000

Many organizations have developed their own information systems not only for internal efficiency but also for effectiveness of external customer services. One of the most effective service tools for their customers is the use of information technology. The web technology is rapidly becoming one of the most effective tools for online customer services. In order to gain competitive edge, organizations must have effective web site planning methods for their customer service. A study on traditional information systems planning methodologies has been conducted and they are compared with web site planning techniques. Cases of web sites in order to Improve customer relationship are analyzed. finally, a new conceptual framework for web site planning strategy for e-CRM is proposed in this paper. In order to support effective web site planning, online customer contact points and online service activities are defined and classified as several stages. And, web site strategies corresponding to each customer service activities are developed and proposed, With this framework, organizations can build competitive web strategies for improving their online customer relationships, thereby increasing customer satisfaction.

• Journal of the Korea Society of Computer and Information
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• v.15 no.3
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• pp.121-128
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• 2010

Whenever and wherever, recognizing location of object such as human as well as things, ubiquitous Location-Based Service which provides useful service based on this are rising as an important service. In this paper, we implemented customized real time 1:1 e-CRM system that can communicate with user's mobile phone through using Location-Based Service of mobile phone. Among various scenarios that are applicable to designed system, development and test were conducted based on scenario that provides shopping information and discount information to customers through SMS as they approach to vicinity of large discount store and allow them to download discount coupons through Call Back. The suggested system will be applied to various service event and can be used as a customized real time marketing method according to user's personal activity area.

• Agribusiness and Information Management
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• v.1 no.1
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• pp.19-36
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• 2009

1999년 이후 농업인 홈페이지 지원사업 실시 이래 2008년까지 농업인이 운영하는 홈페이지는 전국적으로 1만개소에 달하고 있다. 전자상거래를 성공적으로 운영하고 있는 농업인들의 경우 고객관리에 대한 중요성 인식도가 높고, 이를 관리하기 위한 다양한 프로모션을 전개하고 있다. 이번 연구에서는 농촌진흥청에서 진행하고 있는 농업인 전자상거래 사업에 참여하고 있는 농업인을 대상으로 하여 이들의 고객관리에 대한 필요성 인식정도, 고객확보를 위한 활동, 고객관리의 방법, 고객관리의 유형과 기준, 확보된 고객의 관리를 위한 활동 등을 조사하였다. 농업인들은 전자상거래를 수행하면서, 고객과 직접 접하게 되고, 상품의 판매과정에서 고객관리의 필요성을 높게 인식하고 있으며, 블로그 개설 등 온라인 활동으로 폭을 넓혀가고 있음을 확인할 수 있었다. 하지만, 상당수의 농업인들이 고객관리의 필요성 인식에 비해 이를 실천할 구체적 활동방식과 실행 방법에 대해 구체적이지 못하기 때문에, 정부의 시스템 지원과 교육사업에 있어서 새로운 접근이 필요함을 보여주고 있다.