• Asia Marketing Journal
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• v.16 no.1
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• pp.1-12
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• 2014

The goal-gradient hypothesis states that the tendency to approach a goal increases with the increasing proximity of the goal (Hull 1932). It was initially supported with an evidence of animal experiments and since then, several papers have investigated the goal-gradient hypothesis in humans. Although there are some evidences related to the goal-gradient hypothesis in human behaviors, none of previous studies can properly explain its underlying mechanism, and what's more, they were not able to suggest useful managerial applications in human behaviors. From these perspectives, this work points out that there are some theoretical weaknesses to apply the goal-gradient hypothesis into the complicated human decision-making behaviors and proposes an alternative theoretical mechanismthat underlies the goal-gradient hypothesis in human. Finally, it offers insights into managerial implications of the goal-gradient hypothesis in the marketing field. This study focuses on the changes in motivations for achieving goals, in terms of how approaches to goals vary according to temporal distance from those goals. Specifically, the temporal construal theory (Liberman and Trope 1998) is considered as the underlying mechanism of the goal-gradient in that the temporal construal theory argues how the temporal distance from a goal makes people change their associated values regarding to that goal. According to the temporal construal theory, the value of distant future outcomes (near future outcomes) is construed on the basis of abstract and central features (concrete and peripheral features), and it argues that distant future situations are construed on a higher level than near future situations. This means that the value associated with the high-level construal is enhanced over delay, whereas the value associated with the low-level construal is discounted over delay. Our propositions suggest that the goal-gradient behavior in human can be motivated by the different aspects or characteristics of the goal as time changes based on the temporal construal theory. Thus, the following propositions are proposed. P 1-1: If the goal is far away, consumers put more value on the central features that are more associated with the desirability of the goal. P 1-2: If the goal is far away, consumers put more effort into accomplishing the goal that has more central features, regardless of its peripheral features. P 2-1: If a goal is near, consumers put more value on the peripheral features that are more associated with the feasibility of the goal. P 2-2: If a goal is near, consumers put more effort into accomplishing the goal that has more peripheral features, regardless of its central features. We hope to provide sufficient managerial implications for the companies as our research aims to show how consumers react differently as they progress toward the goal. Proposed propositions may provide guidance for companies developing a loyalty program, enabling them to understand what kinds of benefits or services they should provide or emphasize to consumers in loyalty programs on the basis of the time-dependent changes in outcome values (such as gifts, reward coupons). The effects of temporal distance from a goal should inform companies' marketing activities and help themto determine where emphasis should be placed in designing the benefits of their loyalty program.

• Journal of Korea Society of Digital Industry and Information Management
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• v.6 no.3
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• pp.179-190
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• 2010

With science and technology getting more and more advanced, the scope of digital product is expanding and the new products continuously are introduced on the market. On the basis of consumers' attachment to products, we investigated the consumers' behaviors towards the product when a digital product is extended. As a result of an empirical analysis, it turned out that a consumer tended to have higher trust and a positive emotion about relevant goods if he or she had a strong attachment to digital products. However, even though one had a strong attachment to digital products, the emotion about the corresponding brands did not necessarily appeared to be positive. In the event that a brand of digital products was extended to other new products, only the trust in the brand exerted significant influence on the consumers' behaviors towards the extended products. Finally, this study suggests some theoretical and managerial implications for effective strategies in response to customers' attachment to digital product.

• Culinary science and hospitality research
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• v.24 no.2
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• pp.71-78
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• 2018

The increased popularity of group-buying deal promotions has made research efforts grasping the importance of involvement on the positive reactions of consumers. This is due to the fact that consumer purchasing behaviors are highly likely to differ depending on a particular consumer's involvement level, referring to the basic interest in or importance of a group-buying purchase. In this regard, this paper (1) investigated the effects of involvement on purchase behaviors; and (2) examined whether the proposed relationships may vary depending on a consumer's deal prone propensity. Results revealed that a consumer's cognitive involvement in a restaurant promotion affects emotional involvement, ultimately leading to purchase intention. In addition, a consumer's deal proneness tendency was revealed to moderate the relationship between cognitive involvement and emotional involvement. Compared to low deal-prone consumers, high deal-prone consumers tended to have a higher level of emotional involvement resulting from cognitive involvement. Managerial implications and directions for future research are provided.

• Proceedings of the Technology Innovation Conference
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• 1998.06a
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• pp.23-37
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• 1998

Recent entrepreneurship researches emphasize the importance of entrepreneurial behaviors, entrepreurs activities. This study focused entrepreneurial behaviors, especially entrepreneurial networking for using external resources which are critical to success. This study examines the relationship between characteristics of entrepreneurial networking and performance using data from 55 new high-tech ventures in Korea. We tested hypotheses that the characteristics of entrepreneurial networking are related to the performance of new high-tech ventures using regression analysis and t-test. Major findings of this study are as follows: (1) entrepreneurial networking are related to the performance of new high-tech ventures, (2) significant differences are found in the characteristics of entrepreneurial networking between high and low-performance firms, (3) some factors are related to the entrepreneurial networking. Finally, some managerial and policy implications are presented and future research directions are suggested.

• Journal of the Korean Institute of Landscape Architecture
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• v.25 no.4
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• pp.107-122
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• 1998

Visitor Impact Management (VIM) framework was developed in the United States to help recreation resources management to be more systematic and effective. It consists of a series of steps from examining problems and their causes to planning and implementing management strategies in order to solve the problems. This study was conducted to find management problems in Moodeung-san Provincial Park and suggest some alternatives based on VIM framework. Data were collected by on-site survey and a mail-back questionnaire in August of 1996 in Moodeung-san Provincial Park. Out of 1173, 519 respondents (44.2%) were used for the study. According to the study results, there were differences between users' perceptions about the present use of the park and the users' personal norms about the use of the park. That is, while 46% of the respondents considered the park should be used as 'the place for calm and meditiation,' only 19% of the respondents considered the park had been used as 'the place for calm and meditation.' Three social indicators (the number of users, the number of seeing others' inconsiderate behaviors, and the crime) and four ecological indicators (littering, human waste, trail conditions, and water quality of Moodeung-san valleys) were selected for the major managerial indicators of the study area. Generally, five out of 7 selected indicators were in worse conditions than the evaluative standards, Five indicators which were evaluated as in worse conditions include two social indicators (the number of users and the number of seeing others' inconsiderate behaviors) and three ecological indicators (littering, human waste and trail conditions). Two other indicators such as water quality of Moodeung-san valley and the crime were identified to be important for users' recreational experience. More concerns and systematic investigations on these indicators are needed. This study discussed some management strategies to solve the identified problems, and introduced how mangers may make use of these information for recreation resource menagement in the park.

• Journal of the Korean Society for Aviation and Aeronautics
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• v.22 no.1
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• pp.114-123
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• 2014

Due to the recent aircraft accidents both in Ethiopian airline and Malaysian airline, almost all the media are focusing the importance of the airline safety. Especially, media's eyes and ears are interested in the reasons why Malaysia airline's missing presumed as by either terrorist attack or pilot's mistake. Safety Behaviors of pilot are viewed as the most important human factor issues among researchers. This is because, if it were the case of a commercial airline, pilot's safety behavior would be directly related to the lives of couple of hundreds passengers. This paper considers the antecedents of this safety behaviors as pilot's leadership, pilot's leadership and self-efficacy. This paper has tried to find out which human factors of a pilot would have significant impact on their safety behaviors. According to the empirical research result from SEM (Structural Equation Model), it was found out both the leadership and self-efficacy of a pilot had direct impact on their safety behaviors through safety motivation. Thus it could be concluded that flight crew must follow the instruction of a pilot who had the authority of the flight operation. The managerial implication are discussed in the conclusion part of this paper. As an implication, this paper concluded that it would be necessary to do further research on pilot's leadership and self-efficacy.

• Journal of Digital Convergence
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• v.14 no.3
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• pp.71-81
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• 2016

The purpose of this study was to investigate the effect of ethical leadership on employees' behaviors (deviant behavior and personal initiative) and to explore the moderating roles of self-efficacy and trust in leader in the relationship between ethical leadership and employees' behaviors. This study developed four hypotheses and tested them using regression and hierarchical regression analyses. The results showed that the negative relationship between ethical leadership and deviant behavior and the positive relationship between ethical leadership and personal initiative were statistically supported. And this study found that self-efficacy and trust in leader played moderating roles in the relationship between ethical leadership and employees' behaviors. Based on the findings of the study, this study presented managerial implications and suggestions for future studies.

• The Journal of Asian Finance, Economics and Business
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• v.5 no.3
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• pp.113-119
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• 2018

Higher Education Institutions (HEIs) are place contributing to the intellectual advancement of the nation, quality human resource, and to a number of socio-economic improvements for society and organizations. Despite facilitators and staffs are the bare-bone of HEIs, there is a scarcity of research, both conceptual and empirical, focusing on their organizational citizenship behaviors (OCB). To attempt to fill this gap, this article develops a conceptual model of OCB under influencing of organizational justice and job satisfaction. The prospective respondents were chosen randomly from HEIs (public and private). Individuals have been employed at least one year and above will be the unit of analysis in which the experimental test of the proposed model will be conducted. The results suggest that organizational citizenship behavior is one of the most important factor influence the organizational performance. Furthermore, the performance of HEIs does not affect only the national human resources, but also impact on national economy. In this context, a conceptual framework is proposed to study the determinants of organizational citizenship behavior in the form of organizational justice and job satisfaction. Additionally, the ultimate benefits of OCB through perceived organizational justice with job satisfaction as mediator is enlightened. Finally, the authors discuss the managerial implications of their research.

• Korean Journal of Construction Engineering and Management
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• v.18 no.2
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• pp.38-48
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• 2017

Finding causes of workers' unsafe behaviors is important to prevent construction accidents because 80 percent of accidents occur by workers' unsafe behaviors. In this regard, this research aims to investigate possible reasons of workers' unsafe behaviors based on workers' cognitive process model using System dynamics. This study is based on two ways of workers' cognitive process which are in relation to hazard perception and failure of hazard perception. Based on existing literature, causal loops for workers' cognitive process are developed to explain workers' habituation by staying out of accidents, safety learning by experience, failure of hazard perception, and attitude change by accidents. The interactions between the developed loops provide managerial insights to reduce workers' unsafe behaviors from a safety manager's perspective including increasing the probability of workers' hazard perception through knowledge management, maintaining workers' positive attitude toward safety, and controlling first-line supervisors to eliminate workers' unsafe behavior. The research allows us to better understand the causes and solutions of workers' unsafe behaviors in workers' cognitive perspectives.

• Culinary science and hospitality research
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• v.19 no.2
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• pp.52-64
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• 2013

The purposes of the study were (1) to identify the market segments of home meal replacement(HMR) consumers based on purchasing selection attributes and (2) to investigate demographic characteristics and purchasing behaviors unique to each segmented market. A total of 266 responses were used for data analysis using SPSS 19.0. Data analyses included frequency analysis, chi-square analysis, factor analysis, cluster analysis, MANOVA, and discriminant analysis. The result of the factor analysis showed four important dimensions in selection attributes: food quality, design, convenience, and accessibility. The results of the cluster analysis identified two HMR market segments, namely, highly involved HMR consumers and lowly involved HMR consumers. Highly involved HMR consumers considered all the selection dimensions more important than lowly involved HMR consumers. In addition, these two groups showed different demographic characteristics and purchasing behaviors. Managerial implications were provided.