• 제목/요약/키워드: relational outcomes

검색결과 48건 처리시간 0.024초

National Culture and Relational Selling: Antecedents, Outcomes and Boundary Conditions of ASB and Customer-Oriented Selling in Korea

  • Park, Jeong Eun;Deitz, George D.
    • Asia Marketing Journal
    • /
    • 제18권1호
    • /
    • pp.75-97
    • /
    • 2016
  • Globalization and the emergence of new markets has placed increased emphasis on cross-cultural sales and marketing research. Despite considerable advances in the personal selling literature, little is known about the cross-cultural transferability of key constructs. Given the degree to which well-accepted relational sales behaviors such as ASB and customer oriented selling reflect Western values such as individualism and low uncertainty avoidance, the relative efficacy of such practices in alternative cultural context is less clear. Using a Korean sample, our results confirm the beneficial direct effects of these relational selling practices upon performance. However, we also find strong workgroup interdependence diminishes the effects of ASB and that performance fully mediates the relationship between both sales behaviors and job satisfaction. In contrast to prior results, we find female salespeople and those newer to their position demonstrate stronger ASB.

지각된 프렌드십이 고객참여 및 시민행동과 협력에 미치는 영향 (Influence of perceived friendship on customer participation behavior and customer citizenship behavior as well as customer cooperation)

  • 안진우;천명환
    • 경영과정보연구
    • /
    • 제35권1호
    • /
    • pp.155-172
    • /
    • 2016
  • 고객참여행동 및 고객시민행동은 서비스접점에서 이루어지는 고객의 능동적인 기능과 역할로 서비스품질 향상에 이바지하고 있다. 뿐만 아니라 많은 연구들은 이 두 고객행동들의 관계적 성과에의 영향에 대해서도 주목하고 있다. 그러나, 고객참여행동 및 고객시민행동의 성격적 특성을 살펴보면, 오히려 고객과 접점종업원(혹은 서비스제공자)의 관계에 의해 이들이 더 영향을 받을 수 있다는 사실을 알게 된다. 따라서, 상업적이긴 하지만 고객과 접점종업원 간의 프렌드십이 서비스접점에서의 고객참여행동 및 고객시민행동을 설명하고 추가적으로 관계적 성과변수에 영향을 미치는지 살펴보아야 한다. 연구의 결과, 고객-접점종업원(혹은 서비스제공자)의 친밀감을 내포한 프렌드십은 고객참여행동뿐만 아니라 고객시민행동에도 유의한 영향을 미치는 것으로 나타났다. 이런 결과는 관계가 있는 경우에 고객들의 서비스접점에서의 행동들이 더욱 적극적으로 이루어질 수 있다는 것으로 고객사회화 및 관계정립이 우선적으로 요구된다는 것을 알려준다. 또한, 고객참여행동 및 고객시민행동은 고객협력과 같은 관계적 성과변수에도 긍정적인 영향을 미치는 것으로 나타났다. 결국, 고객참여행동 및 고객시민행동은 다양한 관계마케팅관련 변수들과 순환적으로 연결되어 있다고 말할 수 있다.

  • PDF

지식 공유 네트웍(network)의 효과 (The Effects of Knowledge-Sharing Networks: The Influence of Partnering on Supplier Relationship Outcomes)

  • 김경묵
    • 지식경영연구
    • /
    • 제9권2호
    • /
    • pp.109-127
    • /
    • 2008
  • This cross-level study of 77 samples from Korean 1st-tier suppliers participating in knowledge-sharing networks examined the impact of partnering(joint establishment of goal and joint problem solving system) on supplier relationship outcomes(competativeness improvement and innovative idea suggestion). The findings showed that joint establishment of goal and joint problem solving system were positively related to both supplier's competativeness improvement and its innovative idea suggestion. Whereas, joint problem solving system did account for a significant variance only in innovative idea suggestion. The findings, further, demonstrated that mutual trust moderated the relationship between joint problem solving system and supplier relationship outcomes. Implications for theory and practice are suggested.

  • PDF

한국형 Nursing Minimum Data Set(NMDS)구축을 통한 환자결과에 대한 연구 (Study on Patient Outcomes through the Construction of Korean Nursing Minimum Data Set (NMDS))

  • 이은주
    • 간호행정학회지
    • /
    • 제12권1호
    • /
    • pp.14-22
    • /
    • 2006
  • Purpose: The purpose of this study is developing the nursing information system which contains the core elements of nursing practice, the Nursing Minimum Data Set (NMDS) that should be collected and documented all the settings in which nursing care is provided. Method: The program was developed under the hospital information system by TCP/IP protocol and used NANDA, Nursing Interventions Classification (NIC), and Nursing Outcomes Classification (NOC) to fill out the elements of NMDS. The Oracle was used as DBMS under the Windows 98 environment and Power Builder 5.0 was used as a program language. Results: This study developed linkage among the NANDA-NOC-NIC to facilitate choosing correct nursing diagnosis, interventions, and outcomes and stimulate nurses' critical thinking. Also the system developed includes nursing care sensitive patient outcomes, so nurses can actively involve in nursing effectiveness research by analyzing the data stored in the database or by making relational databases with other health care related databases. Conclusion: The program developed in this study ultimately can be used for the nursing research, policy development, reimbursement of nursing care, and calculating staffing and nursing skill mix by providing tool to describe and organize nursing practice and measure the nursing care effectiveness.

  • PDF

프랜차이즈 제휴의 관계성과에 관한 연구: 교육서비스산업의 대칭적·비대칭적 관계를 중심으로 (A study on the relational outcomes in franchise alliance: based on symmetric and asymmetric relationship in education service industry)

  • 이지원;강인원
    • 통상정보연구
    • /
    • 제18권4호
    • /
    • pp.333-358
    • /
    • 2016
  • 본 연구는 교육서비스 프랜차이즈 제휴 운영에 있어 효과적인 자원배분을 위한 전략적 대안을 제시하고자 프랜차이즈 본사와 가맹원간 관계특성이 관계품질과 제휴의 관계적 성과에 미치는 프로세스를 제안하였다. 모델의 검증을 위해 교육업에 종사하는 가맹원을 대상으로 설문조사를 실시하였으며, 수거된 설문지 중 200개의 설문지를 분석에 사용하였다. 분석결과, 대칭적관계보다는 비대칭적관계에 의해 관계품질의 수준이 더욱 영향을 받는 것으로 나타났다. 특히 교육서비스의 경우 프랜차이즈 본사와 가맹점간 거래특유투자의 불균형이 관계품질을 저하하는데 가장 큰 영향력을 미치는 것으로 나타났다. 또한 외국계 프랜차이즈와 비교하였을 때 국내 로컬 프랜차이즈는 외국계 프랜차이즈보다 역할과 책임의 불균형이 크고, 가맹점들이 기회주의행동을 할 가능성이 높은 것으로 나타났다.

  • PDF

프랜차이즈 모기업 핵심역량 자원이 가맹점 관계결속과 재계약의도에 미치는 영향 (Effects of Core Competence and Resource Sharing on the Relational Bond among Franchisees and on Re-contract Intention in the Franchising Parent Companies)

  • 허영욱;주말찬
    • 유통과학연구
    • /
    • 제12권4호
    • /
    • pp.11-22
    • /
    • 2014
  • Purpose - The domestic franchise industry has made significant contributions to industry such as investment, employment, and community economy development, facilitating growth potential. The franchise industry provides management knowhow transfer between parent companies and franchisees as per contracts addressing use of business signs, franchisees' independent position, franchisor support, and royalties to be paid to the franchisors. However, many franchisors lack management knowhow and provide insufficient support because of poor control of franchisees and not having a systematic approach to support. This results in dissatisfied franchisees and failure to establish long-term relationships. Few studies have examined relational commitment and/or re-contract intention by support resources between franchisors and franchisees, despite a considerable output of theories and studies of the growth of the franchise industry. The purpose of this study, therefore, was to examine the effects of the ability to provide resources on relational commitments and re-contract intention, and to suggest causal relationships and implications. Research design, data, and methodology - The subject was domestic franchisors registered with the Association of Franchise with more than 50 franchisees. Franchisees under contract for 2 years and considering re-contract of their franchise 2 years later were used. The subjects totaled 300 franchisees in Seoul. A questionnaire survey was used to investigate the subject of franchisees' concessions during the 10 days from November 21, 2013 to November 30, 2013. After excluding 16 surveys with poor answers, 284 responses were finally used. Four areas and 44 questions were used. A nominal scale was used for four common characteristics questions including gender, ages, educational background, and franchise managing time. Questions regarding ability, relational commitment, and re-contract intention made use of a Likert 5-point scale. Data coding and data cleaning were used. SPSS 18.0 was used as follows. First, frequency analysis was done to investigate demographic characteristics. Second, exploratory factor analysis was done to verify validity of testing tools, and Cronbach's α coefficient was used to verify reliability. Third, correlation analysis and multiple regression analysis were done. An exploratory factor analysis was done to verify validity of concepts. A correlation analysis was done to test relationships between the variables, and multiple regression analysis was done to verify franchisor's ability, franchisees' relational commitment, and re-contract intention. Results - The following were the outcomes. First, store operation management, finance operation management, and human resource management affected the calculated bond. Second, store operation management and finance operation management affected the emotional bond. Third, store operation management, finance operation management, human resource management, and marketing management affected the prescriptive bond. Fourth, calculated bond and prescriptive bond had an effect on re-contract intention. Conclusions - As stated above, in franchise management, parent companies' offer and instruction of core competence to their franchisees as an information resource could improve the relational bond by helping them grow together through the resource sharing. Consequently, core competence factors were promoting factors that could improve franchisees' re-contract intention for a long time.

Exploring Functional Differences of Perceived Benefits between Competitive Sport and Eco-Sport

  • Hyeong KANG;Won Jae SEO
    • Journal of Sport and Applied Science
    • /
    • 제8권2호
    • /
    • pp.19-23
    • /
    • 2024
  • Purpose: This study sought to explore theoretical knowledge of benefits that sport participants perceived. In specific, this study reviewed related literature to explore similarities and differences of perceived benefits between competitive sport and eco-sport. Research design, data, and methodology: This study employed an integrated literature review approach. A conceptual model is suggested by reviewing prior studies. The study collected relevant documents via online search engine including KCI and google scholar. The contents and results of collected data were analyzed and categorized into perceived benefits between competitive sport and eco-sport. Results: For results, summary of perceived benefits was presented. In specific, a total of twelve variables were derived from the literature analysis as physical benefits of sport participation, which include cardiorespiratory fitness and physical self-concept and so forth. Second, a total of six mental benefits were discovered by prior studies, including happiness, stress release, psychological health and so on. Third, in terms of socio-relational benefits, four variables were derived from previous literature, which are social support, trust, and social capital and so on. Conclusions: This study identified positive outcomes of physical activities. Furthermore, a variety of benefits were categorized into three major aspects such as physical, mental, and social benefits. The study needs to be conducted to explore the effects of perceived benefits on repeat participation. Further implications were discussed.

관계형 아카이브의 환경모형 (Environment Model of Relational Archives)

  • 이연창
    • 기록학연구
    • /
    • 제69호
    • /
    • pp.63-91
    • /
    • 2021
  • 아카이브들이 유사분야의 다른 아카이브들과 협력을 하게 된다면 개별적으로 운영할 때에는 가능하지 않은 다양한 성과들을 효율적으로 달성할 수 있다. 아카이브가 아카이브간의 협력관계를 상시 유지하여 제한적인 자원을 우선적이고 필수적인 활동들에 배분할 수 있다면 개별 아카이브의 운영에서 효율성의 향상을 기대할 수 있다. 아카이브가 다른 아카이브와 공존, 교류, 협력하려고 한다면, 기존의 업무 수행과는 범위와 방법이 달라질 수밖에 없다. 개별적으로 운영되는 아카이브 기능과는 여러 면에서 달라지며, 기존에는 없었던 새로운 업무 기능들도 필요하게 된다. 이 연구에서는 OAIS의 환경모형을 응용하여, 협력의 상대를 아카이브의 운영에 영향을 미치는 주체의 일원으로 포함시키는 관계형 아카이브의 환경모형을 재구성해 보고자 한다. 또한 그에 따르는 아카이브의 기능변화 가능성을 부분적으로나마 모색해보고자 한다.

전략적 제휴 당사자 간의 이익 및 위험지각이 관계적 성과에 미치는 영향 (The influence of perceived benefits and risks on the relational outcomes in strategically partnered firms)

  • 류흔동;김학민
    • 국제지역연구
    • /
    • 제21권1호
    • /
    • pp.3-24
    • /
    • 2017
  • 본 연구에서는 전략적 제휴가 반드시 성공적인 결과만을 제공하지는 않는다고 가정하고 있으며 관계적 측면의 접근이 중요하며 이를 개념화하고자 한다. 이를 위하여 전략적 제휴기업들 간의 지각된 이익과 위험 요인들과 관계적 성과의 연관성을 입증하기 위한 연구모형을 제시하였고 실증적으로 분석하였다. 연구결과, 지각된 이익과 위험은 전략적 행동방향성의 적극성과 소극성을 결정하고, 그 행동방향성은 전략적 제휴기업들의 관계적 성과에 유의한 영향을 미치는 것을 발견하였다. 세부적으로는 첫째, 제휴당사자 간의 관계적 성과를 측정하기 위해 본 연구는 관계적 몰입과 기회주의 행동을 개념화하여 연구모형을 제시하였다. 둘째, 적극적 전략 행동방향성은 관계적 몰입성과에, 소극적 행동은 기회주의적 행동성과에 영향을 미친다는 것을 각각 발견하였다. 셋째, 전략적 제휴기업들의 인지된 지각은 적극적 행동방향성을, 인지된 위험은 소극적 행동방향성에 유의한 영향을 미치고 있다는 점을 발견하였다. 결국, 전략적 행동방향성은 적극적이고 소극적인 상태 모두를 포함하고 있는데, 적극적 행동성은 인지된 이익, 소극적 행동성은 인지된 위험에 의해 영향을 받고, 상호 교차적으로는 영향을 미치지는 않는다. 후속 연구에서는 전략적 제휴기업들 간 행동유형과 관계성과에 대한 연구를 추진하는 것이 바람직할 것으로 생각된다.

기본의학교육과정의 학습성과와 의사 국가시험 평가목표의 일치도 분석 (Evaluation of Concordance between Learning Outcomes of Basic Medical Education Courses and Assessment Items of the Medical Licensing Examination)

  • 김나진;박인애;김은주;백승애;권난이;이혜인;김수영
    • 의학교육논단
    • /
    • 제17권1호
    • /
    • pp.33-38
    • /
    • 2015
  • During the education reform in 2009, the Catholic University of Korea College of Medicine (CUMC) adopted body systems as the basis for structuring basic medical education. After running the new program for 5 years, we need to evaluate the program by comparing it with nationwide standards. This study was designed to evaluate the coverage of our basic medical education program by comparing it with the assessment items of the medical licensing examination for physicians in the Republic of Korea. We built a relational database populated with 3,017 learning outcomes from all the courses on basic medical education. We tagged each learning outcome according to 2 criteria: 206 physician encounters and 9 outcome domains. A majority of the learning outcomes were in the domains of 'knowledge' and 'critical thinking'. In addition, we repeated the categorization process with 584 assessment items of the medical licensing examination in the Republic of Korea and compared them with the categorization results of the learning outcomes. Among the 206 physician encounters, we found that outcomes on family violence and sexual violence were missing in the learning outcomes of CUMC. Eighty-two physician encounters were associated with more than one outcome domain, and 96 physician encounters were covered in more than one course. Twenty-one physician encounters were repeated in 5 or more courses and 34 physician encounters had outcomes categorized into 3 or more domains. Thus, we showed that the 2-way categorization could be applied to the comparison and evaluation of two different education formats.