• Journal of Service Research and Studies
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• v.9 no.3
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• pp.39-60
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• 2019

The purpose of this study is to analyze the determinants of insurance product cross selling performance. For the study, 11 insurance managers and 2 sales managers belonging to A insurance agency were selected and in-depth interviews were conducted. The analysis of the research data was done by the open coding method suggested by Strauss & Corbin(2001). As a result, 84 concepts, 28 subcategories and 10 categories were derived. The ten categories that were determinants of insurance product cross-selling performance were personal characteristics, consultation method, cross-selling ratio, sales culture, education, customer change, customer DB provision, satisfaction, business support system, and customer service. In order to verify the qualitative results, quantitative analysis was emplyed to the actual performance data of insurance planners belonging to A insurance agency during April 2016~March 2019. As a result of the analysis, the age, position, and the number of months worked in the insurance company had a statistically significant effect on the number of life insurance contracts in total insurance contracts and life insurance contracts in total insurance contracts. In addition, the age, position, and the number of months worked in the insurance company had a statistically significant negative impact on the number of non-life insurance contracts in the total number of insurance contracts and the total amount of insurance contracts in total insurance contracts. The result of this study can be an important basic data for the development of educational programs and job support systems for the training of insurance planners. Insurance companies should refer to ten categories derived from qualitative research in order to increase the performance of insurance planners and to promote long-term service. Especially, it is necessary to develop specialized education programs and job support systems so that cross sales that increase the proportion of life insurance sales increase.

• Journal of Distribution Science
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• v.13 no.4
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• pp.65-76
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• 2015

Purpose - This article aims to present and test a model regarding franchisors' supporting activities that may positively influence franchisees' attitude toward the franchising headquarter and their own business performance. Moreover, the authors examine the moderating effect of competitive intensity between franchisee attitude and business performance. Most previous research focused on behavioral performance measurements such as satisfaction, trust, and commitment. There are few empirical studies that focus on financial performance data because it is difficult to determine a relational mechanism between behavioral and financial performance. Moreover, financial data is confidential and difficult to collect in many cases. However, this study measures financial performance (e.g., sales revenue per square meter) differently than most previous research, which is mostly focused on the behavioral performance measurements. Research design, data, and methodology - To test our hypotheses, we selected 137 franchisee managers who are running chains of one of the foremost bakery franchise brands in South Korea. This study carefully investigated the reliability, content validity, convergent validity, and discriminant validity of the proposed instrument by analyzing the data obtained from the samples. The data was analyzed using the AMOS structural equation modeling program. Results - The results indicated that: non-financial support activities (e.g., information exchange and communication) had a positive impact on the franchisee attitude toward the franchising headquarter. The franchisee attitude in turn had a positive effect on the headquarters' business performance. Furthermore, competitive intensity could enhance the relationship between franchisee attitude toward franchising headquarter and business performance in a local franchise market. However, financial support activities (e.g., rewards and promotional support) and training had no relationship with either franchisee attitude or business performance. Conclusions - This study provides some practical implications to franchisors in terms of franchise operation and store opening strategies. With respect to the franchise operation strategy, franchisors need to focus on non-financial rather than financial support. Most franchisees consider the necessity of financial support activities and not their sufficiency because these activities are specified in their franchise contract. In addition, it is important for franchisees to maintain a positive attitude for the franchise headquarters. The franchisees with a positive attitude for the franchisor can show a high degree of solidarity for various support activities, and it consequently determines franchisees' sales performance. In terms of franchise store opening strategy, this study suggests an additional criterion that can be considered in determining the location of direct and non-direct management stores (e.g., franchisees' stores). In this research, franchise stores located within high level of competitive intensity are shown to have a high relationship between franchisee attitudes of franchisor support activities and business performance compared to the franchisees located within low competitive intensity level. This result shows that opening non-direct franchise stores is more effective than direct stores in higher competitive market situations. Research contribution, implications, and further research directions are discussed at the end of the paper.

• Journal of Distribution Science
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• v.17 no.1
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• pp.105-115
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• 2019

Purpose - Previous research has shown that a very high level and a very low level of job scope can both be more stressful than intermediate levels of job scope. This study investigates the potential positive and negative effects of the number of accounts handled by sales personnel. The primary objective of this paper is to examine how the number of accounts salespeople handle affects their stress and performance. Research design, data, and methodology - This research conducted the data collection using a survey of salespeople in the pharmaceutical industry. I sent the survey to 420 salespeople, and received 318 usable responses. To assess measurement reliability and validity, I ran an exploratory and confirmatory factor analysis. I also employed structural equation modeling (SEM) to test all hypothesized effects in AMOS and also measured the interaction variable using Ping's (1996) approach. Results - These results show that there are linear and non-linear effects of the number of accounts handled by the salesperson on both role ambiguity and role conflict. First, the number of accounts handled by a salesperson is positively related to role ambiguity and role conflict. Second, the effect of the number of accounts handled on role ambiguity and role conflict decreases as the number of accounts handled by the salesperson increases. Third, as accounts increase from a low level, role stress increases; when the number of accounts reaches an optimal level, role stress decreases; and when the number of accounts increases to a high level, it can be detrimental to the salesperson's role stress. Fourth, while product complexity is positively related to role ambiguity, brand strength is negatively related to both role ambiguity and role conflict. Fifth, the greater the brand strength, the weaker the relationship will be between the number of accounts handled and salesperson role ambiguity. Finally, role ambiguity is positively related to salesperson performance. Conclusion - Too much and too little accounts increase the role ambiguity and role conflict of salespersons. Managers should identify the complex effect of the number of accounts handled by salespeople. Also, when products are complex, managers should provide training to eliminate any complex processes and complex information. These results suggest ways to decrease salespersons' role stress by ensuring an optimal level of the number of accounts and brand strength.

• Journal of Technology Innovation
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• v.31 no.3
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• pp.139-169
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• 2023

This study analyzes the effects of firms' technology innovation(patent applications) on employment(number of workers and proportion of high-skilled workers) and corporate performance(sales per worker), while considering the two-way causal relationships between these variables. We used the three-stage least squares(3SLS) estimation to examine system of equations in which the dependent variables affect each other with a two-year lag wherever relevant, and applied it to firm-level panel data of Korean manufacturers with 100 or more workers. Our data covered the period of 2005-2017. Exogenous variables, such as firms' managerial and other characteristics, were controlled as explanatory variables. The identification variables for each equation included firms' R&D intensity, labor cost per worker(or operation of firms' own R&D center), and investment on worker training. We find that firms' patent applications increased number of workers, proportion of high-skilled workers, and sales per worker; the causal relationships in the opposite direction were also significant. Evidently, firms' technology innovation is critical to the growth and quality improvement of employment as well as sustainable corporate growth.

• The Research Journal of the Costume Culture
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• v.22 no.1
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• pp.28-41
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• 2014

The study focuses on verifying the effects of service education and empowerment on job satisfaction, job performance, and customer orientation. 290 salespeople working for fashion companies participated by completing a survey. The collected data was then analyzed with SPSS 16.0 and AMOS 7.0. Structural equation modeling was used to examine the goodness of fit. Looking at the results of this study, the service education of salespersons in fashion companies was shown to affect their level of satisfaction with their compensation, whereas empowerment affected their psychological satisfaction. These findings indicate that the service training and empowerment as experienced by salespersons working for fashion companies affect their customer orientation and job performance. Specifically, psychological satisfaction as part of the overall level of job satisfaction was found directly to affect their customer orientation, whereas their satisfaction with their compensation did not affect their customer orientation. Customer-orientation as influenced by service education and empowerment was revealed to have direct effect on job performance. The results of this study indicate that the service education of salesperson working for fashion companies and their level of empowerment create job satisfaction and customer orientation in these individuals. This study will be a valuable source of information for those who create salesperson empowerment programs and salesperson management strategies for fashion companies. Such programs and management strategies can facilitate efficient job performance by salespersons working for fashion companies and increase their level of job satisfaction.

• The Journal of Industrial Distribution & Business
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• v.11 no.2
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• pp.33-39
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• 2020

Purpose: The purpose of this study is that victims of technology leaks and people concerned about leaks complain of stress over security concerns. However, there are no psychological treatments among the government's comprehensive plans to prevent technology leaks. Therefore, the government intends to present education methods using the NLP (Neuro Linguistic Program), a collective counseling technique, to heal the psychological injury of the victims. Psychological counseling methods include cognitive behavioral therapy, psychoanalytic behavioral therapy, humanism therapy, art therapy, and other psychological therapies. Among them, NLP (Neuro Linguistic Programming) method was used. NLP has three concepts: neuron, language, and programming, and is used as a general method for group counseling. Research design, data and methodology: In relation to composition, Chapter 1 explained the purpose and necessity of the study, Chapter 2 explained the types of psychological counseling and NLPs to help understand the study, introduced the prior study related to the development of collective counseling programs through NLP, and Chapter 3 developed a security psychological counseling education program. In addition, FGI(Focus Group Interview) was conducted for professionals. Results: Corporate counseling considered most in this study should satisfy client, counselor and manager differently from individual counseling. For this purpose, the result was composed of 11 times. In order to derive personal problems for clients, they consisted of finding, loving, expressing, and emancipating self. And, It solved the leakage anxiety to suggest a professional solution for the counselor. In addition, this course helps them become familiar with counseling techniques for becoming a good security administrator. Lastly, it was configured to leave the result for the manager to suggest the organizational development method through this training. The implication of this study is to derive psychological counseling methods for security officers. Most companies in the field of security counseling complain about technology leakage stress. There is currently no psychotherapy support project under the policy. And It was developed because it can expect sales improvement from security consultation. Conclusions: In conclusion, the results were organized to be left to the manager so that he could suggest how to develop the organization through this time.

• Journal of Korean Society of Industrial and Systems Engineering
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• v.1 no.1
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• pp.3-10
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• 1978

Human Engineering has an intention of design to keep the best condition of man-machine system. Hitherto the conception of design has been used to include existing engineering, as mechanical engineering and electric engineering. But the manufactured goods which to be made these process seem to be fully equipped on physical function, but faults come out discountent repeatedly to users. Accordingly, the development of industrial design has been demanded for improving functional design. It is considered that industrial design has aesthetical sensation. In actually, it must be 1. to provide for utility and safety, 2. easy for maintenance, 3. cheap at cost. 4. possible for sales appeal, 5. and good on appearance. As taking into consideration above five conditions, however, for 삯e sake of comprehend to human being about operating method of machinery and equipment, it should be reflected to design what kind of training way will be needed. Also, it must be considered what a certain extent would be occurred tiredness to human being. in other words. it should be considered the design to be possible the reflect to principle of motion economy, It should not be made adoption of human ability for the designed machinery, it must be adopted the method to consider the design on presuppose about human ability. For study of these actual fact, this paper is summarized the essence of human engineering, and also to find out the methodology as humanistic engineering, It is, Particularly, subdivisionization of operation in flow operation is essential direction of mechanization. Generally. as developing the subdivisionization of operation, it will be lack of satisfaction on operation which worker take charge of. The subdivisionization of operation makes the operation to simple-repetitive, to lose the interest of worker and will be also come into question to the feeling of worker's livelihood. It is human's fundamental desire to have get skilful function or special technique. But the subdivisionization of operation hold in those human's fundamental desire and so that it will likely to lose the sorority of living by this fact. Accordingly, this paper have an operation to hold out the methodology on presuppose about human ability.

• Fashion & Textile Research Journal
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• v.17 no.6
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• pp.978-987
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• 2015

This study investigates the awareness levels of Korean textile companies and develops appropriate response plans for the Korea-US Free Trade Agreement. The study also explores practical and realistic directions that the Korean textile industry must initiate. A qualitative study was conducted on 10 individuals for a more in-depth and demonstrative understanding that provide a better awareness on the responses of the textile industry towards the Korea-US FTA. The results of this study are as follows. First, the effect of the Korea-US FTA on the textile industry was insignificant. Second, industry members determined that fabric sectors and specialized fabrics (such as industrial materials and finished clothing products) could realize benefits through the Korea-US FTA. Third, industry members emphasize that the current focus is on FTAs by countries that have solidified their positions as manufacturing and sewing bases for the US and Europe (such as Southeast Asia) and not the Korea-US FTA. Based on results acquired through this study, the response measures to enter the U.S. market are as follows. First, the industry must develop high-performance and high value-adding direct export products suited to the needs of the US market in order to realize the benefits of the Korea-US FTA. Second, the industry and government must cooperate to actively host and participate in overseas trade shows that can actively open sales channels within the US. Third, the self-sustainability of textile companies must be cultivated through continuous and focused government training.

• Fashion & Textile Research Journal
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• v.7 no.3
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• pp.283-290
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• 2005

The purpose of this study was to investigate the shopping condition of Dongdaemoon Shoppingmall. A depth interview was administered to eight consumers aged 10s through 30s who had shopping experiences at Dongdaemoon Shoppingmall. The contents of interview were about the reasons of preference for Dongdaemoon Shoppingmall, the merchandise categories purchased, assortment, price, shopping environment, and service offered by Dongdaemoon Shoppingmall. The results of this study were as follows: The reasons of consumers' Dongdaemoon Shoppingmall preference were reasonable price, variety of merchandise assortment, easy catch of fashion trend, entertainment place, and opening hour at nighttime. The mainly purchased items were casual and fashionable clothes. Children's wear was mainly bought item by housewives too. The unique design, similar merchandises sold at department stores and new style in early adoption of fashion cycle were perceived as positive aspects, but copied merchandises and large quantity of same merchandise as negative aspects. The fixed price system was not trusted by consumers. Consumers' complaints about shopping condition were crowded pathways and shopping booths, the lacks of facilities such as fitting room, toilet, lounge area, sales persons' service, and difficulty of using credit cards. From these results, some implications for marketing strategies and practices might be suggested. In order to improve the design variety of merchandises, marketers and apparel manufacturers should make efforts by managing merchandise planning, production, selling, and promotion cooperatively. Fixed price system, acceptance of credit cards, and merchandise return/exchange service should be improved. The training the salespersons was the most important and basic step and easy way to get to successful business.

• Archives of design research
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• v.3 no.1
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• pp.34-70
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• 1990

Recently the tourism industry has achieved rapid growth and thus stands out as a means for the improvement of international payments and the acquirement of foreign currency. In particular, the hotel and major tourist travel industries have been developed for the inducement of foreign tourists. However, the manu-facturing and sales indust\ulcornerries of tourism folklore haven't developed. The reason is that the endeavor to attract tourists has been more emphasized than the development of tourism folklore which includes chief shopping items and indust-rialization. Tourism folklore plays a great role not only as material evidence of a tourist's visit to a country or region but also as a gift and a souvenir. Also it represents the image and the degree of the industrial development of the nation, so it should be congruent with the nature and the images of the region. Nevertheless, our tourism folklore has been merely mass produced by specific companies that do not represent the region's image and nature in their products. Tourism folklore development can raise the image of Choongnam and serve as a catalyst to induce tourists. Also, it can be an avenue for com$$\mu$ity publicity and industrialization. Thus, this study has examined and analyzed original products made with textiles and metal materials whether can be developed into tourism folklore. Also this study presents the example of developed tourism folklore works in a foreign country. It tries to give the unique symbolic image of Choongnam by developing the original products with Choongnam' s own materials. However, this study has shown that the actual conditions of tourism folklore development in Choongnam are seriously inferior to other industries. The producers are limited. Moreover, the product items are coarse. Many problems are being brought up which should be improved. Hereafter, to develop Choongnam's own tourism folklore, it should be carried out with financial and political support from the government, design development by industrial circles, professional design training and marketing research by the sellers.