• Asia Marketing Journal
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• v.8 no.2
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• pp.63-91
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• 2006

This study conducted in-depth interviews with 5 successful and 6 unsuccessful sales persons and analyzed their activities to further clarify the concepts of learning orientation, performance orientation, working smart, working hard and adaptive selling which have been reported as antecedents of sales persons' performances. We found that successful sales persons had their own distinctive characteristics. First, they regarded their selling activities as a part of their lives, not as a task, and were proud of themselves. Second, they perceived their weaknesses from most of activity areas, voluntarily participated in educational programs, and studied not only their products but also competitive products. Third, successful sales persons conducted customer-oriented activities. They collected data on their customers' personal records, developed customer typology by styles or personalities, and consulted their customers using those data. Fourth, successful sales people carefully prepared their meetings with customers across steps in selling processes and they did their best to develop long term relationship with their customers. These results provide useful implications about objective evaluations on sales persons' customer orientations and adaptive selling abilities, and also clarify the concepts of 'working smart' and 'adaptive selling'.

• Proceedings of the Korean Institute of Building Construction Conference
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• 2021.05a
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• pp.164-165
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• 2021

In Korea, in the case of fire scenarios in performance design, it is assumed that the sprinkler is not working. In addition, it does not applicate various fire conditions. Therefore it is not enough that the accuracy about fire scenario. In foreign countries, reseach is being conducted to predict the casualities that can occur due to fire in the building space through statistical risk analysis. Also, research is consistently conducting for design that consider the sprinker probability of operation. Therefore, to analyze the fire risk of each building in Korea, the risk was analyzed using statistical data. As a result, the risk of casualties that can occur for each building use was analyzed as 0.6(persons/cases) for residential buildings, 0.25(persons/cases) for sales facilities, and 0.12(persons/cases) for buisiness facilities.

• Journal of People, Plants, and Environment
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• v.22 no.3
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• pp.279-287
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• 2019

This study carried out a horticultural program for people with mental disabilities to determine suitability of the horticultural activity program and to actually apply to vocational rehabilitation. The program was carried out in 16 sessions from April 12 to June 7, 2018 with nine people with a strong will to participate in vocational rehabilitation at a health center for persons with mental disabilities. The tools used were the Horticultural Activity Performance Assessment (psychological behavior) and Purdue Pegboard Test that examines functions of hands and arms. The subjects sold the products they made during class time and obtained the profits. After the program, the scores increased with a significant difference (p = .000) in the psychological behavior area of the Horticultural Activity Performance Assessment. Hand and arm movement also showed continuous improvement along the program with a significant difference (p = .000), as well as finger dexterity also with a significant difference (p = .018). The net profit was 314,000 KRW (subtracting cost of goods 314,000 KRW from total sales 628,000 KRW). The profit was shared equally among the nine subjects, each receiving 34,900 KRW. Therefore this study proved horticultural activity class is suitable for vocational rehabilitation of people with mental disabilities proved by the positive effects. We also expect that the subjects will be able to make more profits if they learn more skills, since they are interested the process of making such profits.

• Proceedings of the KSR Conference
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• 2009.05a
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• pp.1878-1885
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• 2009

The railway advance policy from Korea government, KORAIL have to reduce a half of his railway business loss until 2010 and turnout railway business black ink until 2012. To overcome this difficult management situation, KORAIL has been set up new marketing organization in Seoul station which is necessary and venerable. According to the leadership of Seoul station master, Seoul station's marketing team was launched at April 2008. The marketing team will introduce total marketing for KORAIL corporation in their marketing activity such as advertisement, B to B railway tickets, railway travel package sales and customer satisfaction event with other corporations, and so on. After automated ticket system(SMS and Home-printed ticket) will lead to existing ticket sales persons to become activating marketing team members. In the organization case study in Seoul station, this study how to manage new marketing team have a great performance last 8 months and analysed what was a successful factors and principals, and also their team limits within KORAIL's organization structure. In the long run, we suggest that how can be this team to be support within KORAIL system such as incentive system, payment system, and marketing budgets etc.

• Journal of Intelligence and Information Systems
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• v.16 no.3
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• pp.163-179
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• 2010

Recentlythe concept of fast fashion is drawing attention as customer needs are diversified and supply lead time is getting shorter in fashion industry. It is emphasized as one of the critical success factors in the fashion industry how quickly and efficiently to satisfy the customer needs as the competition has intensified. Because the fast fashion is inherently susceptible to trend, it is very important for fashion retailers to make quick decisions regarding items to launch, quantity based on demand prediction, and the time to respond. Also the planning decisions must be executed through the business processes of procurement, production, and logistics in real time. In order to adapt to this trend, the fashion industry urgently needs supports from intelligent quick response(QR) system. However, the traditional functions of QR systems have not been able to completely satisfy such demands of the fast fashion industry. This paper proposes an intelligent quick response system for the fast fashion(IQRS-FF). Presented are models for QR process, QR principles and execution, and QR quantity and timing computation. IQRS-FF models support the decision makers by providing useful information with automated and rule-based algorithms. If the predefined conditions of a rule are satisfied, the actions defined in the rule are automatically taken or informed to the decision makers. In IQRS-FF, QRdecisions are made in two stages: pre-season and in-season. In pre-season, firstly master demand prediction is performed based on the macro level analysis such as local and global economy, fashion trends and competitors. The prediction proceeds to the master production and procurement planning. Checking availability and delivery of materials for production, decision makers must make reservations or request procurements. For the outsourcing materials, they must check the availability and capacity of partners. By the master plans, the performance of the QR during the in-season is greatly enhanced and the decision to select the QR items is made fully considering the availability of materials in warehouse as well as partners' capacity. During in-season, the decision makers must find the right time to QR as the actual sales occur in stores. Then they are to decide items to QRbased not only on the qualitative criteria such as opinions from sales persons but also on the quantitative criteria such as sales volume, the recent sales trend, inventory level, the remaining period, the forecast for the remaining period, and competitors' performance. To calculate QR quantity in IQRS-FF, two calculation methods are designed: QR Index based calculation and attribute similarity based calculation using demographic cluster. In the early period of a new season, the attribute similarity based QR amount calculation is better used because there are not enough historical sales data. By analyzing sales trends of the categories or items that have similar attributes, QR quantity can be computed. On the other hand, in case of having enough information to analyze the sales trends or forecasting, the QR Index based calculation method can be used. Having defined the models for decision making for QR, we design KPIs(Key Performance Indicators) to test the reliability of the models in critical decision makings: the difference of sales volumebetween QR items and non-QR items; the accuracy rate of QR the lead-time spent on QR decision-making. To verify the effectiveness and practicality of the proposed models, a case study has been performed for a representative fashion company which recently developed and launched the IQRS-FF. The case study shows that the average sales rateof QR items increased by 15%, the differences in sales rate between QR items and non-QR items increased by 10%, the QR accuracy was 70%, the lead time for QR dramatically decreased from 120 hours to 8 hours.

• Journal of the Korean Society of Clothing and Textiles
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• v.22 no.3
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• pp.396-406
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• 1998

The purpose of this study was to classify the types of salespeople in the apparel stores. A questionnaire was administered to 267 fashion sales related persons in apparel store in downtown, Daegu. Data were analyzed by using frequency, i-test, cluster analysis, MANOVA, ANOVA and Duncan test by using J.M.p(v.2.01) Mac. program and SAS for windows(v. 6.02) PC program. The results of this study were as follows: The types of salespeople were classified into 4 types: "complaining type as a salespeople", "sensitive type for other affairs than their duty", "satisfying as a salespeople" and "performance reaction type". There were significant differences in academic background, selling apparel type/apparel store type, and in all factors in job satisfaction/dissatisfaction, attitude toward working condition, customer type, and selling training by the different types of salespeople. Complaining type as a salespeople were dissatisfied with most items related with job attitude and showed negative response as salespeople. Sensitive type for other affairs than their duty responded more keenly to other affairs than their duty and showed the highest dissatisfaction on the job dissatisfaction factors, and showed the most emotional reaction on attitude toward working condition, customer type, and regulation. Satisfying type as salespeople showed the positive and active attitude for their job. Performance reaction type were satisfied with their job as salespeople only when their performance is tangible as sales increases and showed highest satisfaction only on the job satisfaction factors. The necessity of professional training was shown in all types of salespeople.g was shown in all types of salespeople.

• Journal of Korean Society for Quality Management
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• v.36 no.3
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• pp.66-75
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• 2008

Korean insurance companies recently started to understand that the customer satisfaction can be a critical role affecting sales performance and profit. A number of authors have reported and analyzed service quality factors in the auto insurance. The purpose of this research is to examine influence factors for the customer satisfaction in the auto insurance market. This study is assumed that customer satisfaction factors are composed of prices of service and corporate image as well as service quality factors. 249 questionnaires are gathered and analyzed from persons. The main findings of the empirical study are : First, the influence from prices of service and corporate image is higher than that from service quality factors, Second, repurchase of auto insurance highly correlated to recommendation intention.

• Journal of Korean Society of Industrial and Systems Engineering
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• v.46 no.4
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• pp.107-115
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• 2023

Mid-sized manufacturing companies, which account for 0.7%(5,480 companies), 13.8%(1.169 million persons) of total employment, and 15.7% of total sales, have recently experienced a lot of difficulties in management activities due to the impact of COVID-19, the U.S.-China trade war, and the collapse of global supply chains. To overcome this, revitalization of quality management activities to strengthen corporate competitiveness is emerging as an urgent task. In order for these quality management activities to achieve their intended purpose, the positive leadership of corporate managers is very important above all else. There have been many studies related to positive leadership, but most have focused on charismatic leadership and transformational leadership centered on large companies or small and medium-sized enterprises. Therefore, this study aims to present ways to strengthen the leadership of managers by empirically analyzing how the positive leadership of managers of mid-sized manufacturing companies, which was relatively under-researched, affects quality management activities and Business performance(Balanced Score Card; BSC).

• Journal of the Korea Fashion and Costume Design Association
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• v.9 no.3
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• pp.115-132
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• 2007

The purpose of this research is that to study of musical performer's purchasing behavior, satisfaction and design preference, and to give the information for better performance costume market based on that result. The target for the survey is limited only for above 4th grade female students and have experienced more than three times of performances. Total 364 questionnaires are used for this research. The SPSS was used for the analysis. The results were, first, in the survey of place of purchasing, specialty shop for musical performance shop was the most. The most group for the budget that they spent was under 100,000 Won. Rational price for costume would be 150,000-300,000 Won. Most people purchase costume before 2 weeks and compare 3-4 stores mostly. There were not many complaints about being comfort for costume itself. The preference for costume was different depends on not only scale of performance but also whether solo, duet or trio or more. Also harmony with other person costume was most consideration factor when they perform duet or more. For the choice of shop factor following were considered the most important; various selections, kindness of sales persons and possibility for trying various costumes. However, locations of shop or delivery service were not important relatively. For the choice of costume factor, design color, comfort and functionality were considered the most important but price, quality and decoration were not. For 'the satisfaction after purchase costume' factor, people's opinions, best appearance on the stage and meeting image with themselves were considered the most important. Second, on the subject for 'design preference of costume based on type of performance', people chose different color of dress depends on what types of performance. In case of solo, they prefer vivid primary color; in case of trio or more, they prefer black; in case of duet, they prefer pastel tone. As for preference of sleeve design, all of them prefer non-sleeve type.

• Journal of the Korean Institute of Landscape Architecture
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• v.44 no.1
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• pp.16-28
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• 2016

The study was conducted to compare and analyze the importance and performance of leisure destination selection attributes of persons who use recreational forests and rural tourism villages. This researcher investigated the use patterns of users to identify the ground for connection between recreational forest and rural tourism village, analyzed their recognition differences in physical selection attribute, program selection attribute, and service selection attribute in order for leisure destination selection, and conducted importance-performance analysis(IPA analysis) to draw a plan for connection. The main results and suggestions are presented as follows. First, recreational forests were visited by family users in order for rest and emotional cultivation and provided experience programs using simple public interest function of forest, whereas rural tourism villages were visited by family users, friends and co-workers, groups and club members to experience a variety of annual programs and understand regional cultures. It was found that it was necessary to connect natural forest with rural tourism village in order to meet the leisure needs of the people changed in diversified ways. Secondly, it was found that the connection between rural tourism village and recreational forest visited mainly for simple rest led to positive visit intention of users. It was expected that there will be various kinds of uses, including experience program participation, child education, and safe accommodations security. In other words, the connection between recreational forest and rural tourism village is an alternative to trigger actual demands and recreational forest activities with high quality. Thirdly, in the case of users of recreational forests, their performance of all selection attributes was lower than their importance of them. Therefore, overall improvements were needed. In particular, needed were the diversity, benefit, and promotion of programs, improvements in locality(themes), supply of lodges and convenient facilities, booking system, the purchase system of local special products, and professional skills of operators and managers. On contrary, the performance of program selection attribute of rural tourism village was high. Therefore, it was found that program attribute of rural tourism village was the main connection factor to activate recreational forest use. Fourthly, according to IPA analysis, the proper connections between loges, convenient facilities, and nearby touristattractions, which give high expectations and satisfaction to users, needed to remain. And it was required to make common efforts to accomplish the goal (income creation) of rural tourism village and improve booking system for visitors and performance of local special products sales opportunity. In addition, the essential factors to induce users' leisure destination selection were found to be maintenance of the use fee system of recreational forest, diversity of rural tourism village program, and retention of locality.