• The Journal of the Korea Contents Association
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• v.13 no.9
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• pp.355-368
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• 2013

In securities companies where corporate management performance is heavily dependent on the ability of salespeople, excellent sales-force with the ability to create high performance is very important. However, in the meantime, there was lack of studies on Private Banker's characteristics and sales behavior or sales performance. This study analyzed the effect of PB's characteristics on sales behavior in the Korean Securities Industry. The survey was conducted in March, 2013. 523 responses were used in the data analysis. As a result, PB's 4 characteristics- attitude to work, performance orientation, learning orientation, customer orientation- showed a positive impact on the sales behavior, and the organizational support showed positive moderating effect on this model. In this study, we reported that securities companies must reinforce training and self-development programs in order to improve the characteristics of the PB and to upgrade management performance. In particular, the securities has to rebuild organizational support system to improve the individual characteristics of the PB.

• Management & Information Systems Review
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• v.37 no.1
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• pp.1-18
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• 2018

This research performed the empirical test for the effects of sales performance on salesperson's job satisfaction, organizational commitment, and need for achievement using 375 salesperson samples in Korea. Analyzed direct effects among the factors and mediation effects of organizational commitment and need for achievement as well. Results showed that job satisfaction have a significant positive (＋) impact on organizational commitment and sales performance, and organizational commitment significant positive influence on need for achievement. However, organizational commitment have no significant effect on sales performance. Need for achievement have a significant direct effect on sales performance positively and have mediation effect between organizational commitment and sales performance. For the mediating effect, organizational commitment have significant result between job performance and need for achievement, but have no significance between job performance and sales performance. This paper suggest that the implications. First, this research exam integrated and detailed analyze for job satisfaction, organizational commitment, need for achievement, and sales performance including the results of verified in precedent study. Second, identify job satisfaction and need for achievement are important factors on salesperson's performance and find out through the empirical test the importance having balance of satisfaction of salesperson's own job and need for achievement in the sales field rather than consider only organizational commitment. Third, in the existing research, high need for achievement increase organizational commitment as a predictor of organizational commitment factor. In this research, claim that organizational commitment also become as a predictor of need for achievement and high organizational commitment make need for achievement higher. Consequently, need for achievement and organizational commitment be interact with each other and significant effect on sales performance of sales force.

• Journal of the Korea Academia-Industrial cooperation Society
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• v.19 no.11
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• pp.182-190
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• 2018

Many pharmaceutical companies operate the SFA system to support salespeople. The SFA system is used for various behaviors of salespeople. However, there is a lack of empirical analysis on the performance of SFA in Korea. The purpose of this study is to investigate the utilization of SFA system and the non - financial performance of SFA system. The subjects of the survey were 347 pharmaceutical community members who consisted of pharmaceutical salespeople and surveyed online for 18 days from March 13, 2018 to April 30, 2018. and the effective response rate was 23.1% (80/347). The analysis shows that the higher the level of SFA system utilization, the higher the non - financial performance. By type of company, the utilization level of multinational companies was higher than that of domestic companies. Among the SFA utilization level items, 1.47 points (3.65, 2.18) were higher than the domestic companies in terms of the support service items. Among the SFA performance items, foreign companies were 1.47 points (3.16, 1.69) Respectively. This suggests that the SFA development and operation method of the domestic company focuses on the management service rather than the support service for the salesperson and the customer satisfaction. Through this study, it is considered that domestic companies should strengthen sales person support and customer satisfaction information providing function when operating SFA system.

• Korean Management Science Review
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• v.24 no.1
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• pp.127-145
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• 2007

This study attempts to examine the acceptance factors of mSFA systems based on the innovation diffusion and technology acceptance model, and to measure the performance effects of mSFA systems using BSC metrics. Results show that (1) the characteristics of mobility and interactivity have positive impacts on perceived usefulness, ease of use, and professional fit. But the characteristics of personal identity were not perceived as useful due to users' negative feelings about privacy infringement and surveillance. (2) Job fit has positive impacts on perceived usefulness and professional fit. (3) Perceived usefulness, ease of use, and professional fit positively influence the degree of users' dependence on mSFA systems, which have positive impacts on users' performance measured by the personal BSC metrics including perspectives of finance, customer, internal process, and learning and growth.

• Journal of the Korea Safety Management & Science
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• v.18 no.1
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• pp.111-118
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• 2016

KC Mark is one of the country's integrated legal force to the minimum mandatory certification mark system for safety. That is absolutely needed for manufacturing and sales of goods in Korea. This thesis intended to see what is prevalent for both imports and domestic products for illegal and defect and rebuild the ecosystem as soon as possible for the healthy development through public awareness. In this theses point out the seriousness of the problem based on the various kinds of press releases, data of KCA(Korea Consumer Agency), MOTIE(Ministry of Trade, Industry and Energy) and KCA(Korea Customs Service) to the problem of certification system of KC mark and propose a solution to that issue. This study is considered to make befit the nation's place in the world and sustainable development is possible about the system of certification KC. This study expect more research on this issue in order to make enhance the confidence of KC mark.

• Culinary science and hospitality research
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• v.22 no.6
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• pp.132-144
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• 2016

This study reviewed previous researches about the competence selection of foodservice firms, and shows firm's performance model through the results. The study classified factors according to core competence, differentiation strategy, and management performance. Out of 400 survey responses from by the firm's executive and employees who had worked for over three years at the headquarters (sales, financial, marketing/plan, R & D, etc.), a total of 302 questionnaires were used for the final analysis due to missing values and biased responses (response rate: 75.5%). As the results of analyzing final research model of this study, it appeared that ${\chi}^2(df=170)=384.88$, ${\chi}^2/df=2.26$, GFI=0.90, NFI=0.92, CFI=0.95, RMSEA=0.07. The results indicated that the CEO leadership, organizational culture, and human resource competencies are a driving force in all aspects of competitive advantage differentiation strategies. In addition, the R & D innovation, service, and marketing differentiation strategies are positively related to performance. The results validate the fact that foodservice firms could reinforce strategic decisions through a variety core competencies and achieve continuous performance through competitive strategies.

• The Journal of Asian Finance, Economics and Business
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• v.7 no.2
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• pp.249-260
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• 2020

This study aims to explore the role of Khan's engagement dimension previous study in mediating the relationship between work-life balance and in-role and extra-role performance of salesforce. To measure the data, a quantitative approach conducted through a survey of the sales force in the financial services industry sector in Makassar City, Indonesia. We determine the sample by using purposive sampling technique, and a total of 188 salesforce respondents. SEM-PLS with the second-order model was applied to test the measurement model and the mediator role of the engagement. The results show that the engagement dimension fully mediates the effect of work-life balance on both in-role and extra-role performance direct or indirect effect. the findings in this study also address the great concern of both individuals and organizations that the antecedents of the work-life balance variable are fundamental reasons for improving performance. The results of this study indicate that the work-life balance program positively influences engagement. Overall, we can conclude that commitment not only serves as a means for employees to fulfill formal job requirements. This can also encourage them to take action that goes beyond the precise requirements of their work by presenting them physically, emotionally, and cognitively in the work environment.

• Journal of the Korea Academia-Industrial cooperation Society
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• v.14 no.5
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• pp.2215-2224
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• 2013

This study performed empirical analysis to estimate SMEs needs in terms of business support policy by growth stages(start-up growth expansion). The subject is the SMEs in Cheonan and Asan, ChungNam and the results are as follows. First, In the initial start-up stage, management plays a key role in dealing with money, labor force, markets and technology while running the organization is a key role of the management in the expansion stage. Major policies to help SMEs grow includes money provision needed in the start-up stage, domestic marketing assistance and the provision of human resources in the growth stage, and assistance in foreign marketing and R&D in the expansion stage. Second, To achieve markets businesses aim at entering the existing and niche markets in the initial phase, and creating new markets in the growth phase. Third, Labor force for technology, sales and management planning in the start-up stage, marketing in the growth stage, and labor force for production in the expansion stage are core man- power needed. Fourth, Money for technology development, securing land for factories, organizing man power, securing markets and running the company is needed in the initial and growth stages while fund for facility investment is needed to grow in the expansion stage. Five, Regarding technology, the initial stage needs technology related to new product development, renewing existing products, improving the existing manufacturing process or developing new manufacturing process, while the growth stage needs processing techniques, and the expansion stage needs technology for developing new manufacturing process. Sixth, Making supply contracts with conglomerates, SMEs and public institutions, and sales to foreign markets are ways for SMEs to grow sales. Seventh, What SMEs wish to get includes business incubating support, R&D assistance, information exchanges, practical use of the R&D results, merchandising support, help with the land to build factories and custom-made support for management in the foundation stage while the support they want to get in the growth stage and in the expansion stage is training assistance and trial production respectively.

• The Journal of Asian Finance, Economics and Business
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• v.7 no.10
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• pp.555-569
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• 2020

This study examines the impact of corporate tax, a fiscal measure along with trade liberalization and research and development on total factor productivity for a panel of 153 industrial firms listed on the Pakistan Stock Exchange over the period 1997-2017. For empirical analysis, we employ the system generalized method of moment estimator. In the first step, we estimate industrial production function and the results reveal that raw material, industrial labour force and energy play vital role in enhancing industrial production. Whereas, industrial capital exerts negative impact on industrial output. We also measured total factor productivity using the production elasticities. In the second step, we examine the impact of corporate tax, trade liberalization and research and development on total factor productivity. The results indicate that higher level of corporate tax exerts negative impact on total factor productivity. The findings reveal that higher corporate taxation discourages industrial firms to undertake research and development thereby exerting adverse impact on total factor productivity of firms. The impact of trade liberalization proxied by average tariff is positive while customs duty and sales tax negatively impact firm-level total factor productivity. These findings provide useful insights for managers, investors and policy makers in Pakistan.

• Journal of Korean Society of Forest Science
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• v.82 no.4
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• pp.311-318
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• 1993

This study was conducted to obtain necessary information to improve beekeeping farmhouses management and to establish related problem. Using data obtained from 50 beekeeping farmhouses in Korea, current status of management and optimum sales scale were analysed. The results of the study are summarized as follows ; 1. Managers of beekeeping farmhouses are relatively old(64% of them is over 50 years old) and highly educated and experienced(76% of them is in the business more than 10 years). 2. Only a portion of managers(38%) considers beekeeping as a major job, while the rest(62%) involves as a side job working with other agricultural business. 3. Major supply of labor force comes from family group. Total input of family labor is 6.4 months a year. Fourty-four percent of management units is migrating and 56% of them is settled in specific locations. 4. In 1991, the average number of conventional beehive casks per farmhouse is decreased by 2.94 casks but improved-type beehive casks is increased by 13.79 casks. Total number of beehive casks per farmhouse is increased by 12.66 casks during the year. 5. Major cost items of beekeeping farmhouses include bee colony aquisition cost, feeding cost, depreciation cost, wages in an order. The average yearly profit rate of farmhouses is about 29.4%. 6. The break-even point of honey sales is about 3 million won. The optimum sales scale was 52.2l, then average production cost was estimated 53,800Won.