• Asia Marketing Journal
• /
• v.10 no.2
• /
• pp.99-123
• /
• 2008

Consumer satisfaction/dissatisfaction is key determinant of brand loyalty and store patronage behavior. But the results of many customer satisfaction surveys implemented by department stores show that consumer satisfactions do not predict the actual patronage behaviors well. The main reason of these surprising results would be that the consumer satisfaction indexes do not include some important determinants of consumer satisfaction. Many customer satisfaction surveys mainly focus on the evaluation of functional benefits including product assortments, merchandise prices and locational convenience. Recent studies indicate that emotional/hedonic benefits strongly influence the consumer satisfaction, intention to repurchase and intention to revisit. Our study suggests that both functional values and hedonic values should be included in developing the index of consumer satisfactions. The purpose of our study is to investigate the relationship between shopping value and consumer satisfaction, and actual patronage behavior. Shopping values is defined as the difference between total benefits and total shopping costs. Total benefits include the dimensions of product quality, service quality, and hedonic benefits. Total costs are classified as the monetary costs and non-monetary cost. The conceptual framework developed for this empirical study is as follows.

• Management & Information Systems Review
• /
• v.34 no.4
• /
• pp.83-95
• /
• 2015

This study examines influences of service employees' relational efforts on gratitude, indebtedness and purchase behaviors. The results follower like these. First, service employees' relational efforts have positive effects on gratitude(feelings of gratitude and gratitude-based reciprocal behaviors). And gratitude has a positive effect on purchase behaviors. Second, service employees' relational efforts have positive effects on indebtedness and indebtedness has a positive effect on purchase behaviors. It means gratitude and indebtedness can use marketing factors to influence on consumer behavior. But, indebtedness showed significantly close to the threshold, and the impact of indebtedness on purchase behaviors has the lowest than feelings of gratitude and gratitude-based reciprocal behaviors. Thus, it needs to be careful to use indebtedness as a marketing factor.

• Journal of Korea Port Economic Association
• /
• v.26 no.4
• /
• pp.147-167
• /
• 2010

The purpose of this study is to analyze the components and verify the relationship among service quality, customer satisfaction and relationship quality in liner shipping company. In order to achieve the purpose of this study, literature survey related to service quality, customer satisfaction, relationship quality was carried out and took an empirical analysis by the use of questionnaire method for employees in international freight forwarders. The final results are as follows; First, correlations between service quality and customer satisfaction are found to be positive. But service quality component of tangibles and responsiveness with customer satisfaction are not to be positive. Second, as the other study on the similar logistics industries, the correlation between customer satisfaction and relationship quality is found to be positive in this study.

• The Journal of the Korea Contents Association
• /
• v.11 no.3
• /
• pp.428-439
• /
• 2011

This study show the service value and the service quality influence on the satisfaction of the participants in exhibition. Previous studies, from the general service quality to customer satisfaction research, begin to focus on the importance of service quality and customer satisfaction, so focus on the service value that explains revisiting behavior and loyalty as an important variable. This study mainly attempted integrated approach of various concepts between relationship. This point the service value did not sufficiently consider tries to evaluate the role of customer value in existing service quality and satisfaction. As a result, service quality and service value were identified to causal relationships that service value rather than service quality has an effect on satisfaction.

• Journal of Digital Convergence
• /
• v.16 no.8
• /
• pp.151-159
• /
• 2018

This study focused on appreciative inquiry(AI) of salespeople who have to respond to various types of emotions according to the desires of individual customers at service contact points and the effect of emotional labor on adaptive selling behavior and customer satisfaction. Dyadic questionnaires were administerd to 115 automobile salespeople and 2 customers who received service from each salesperson, and the collected data was analyzed by using structural equation modeling. The results showed that AI had positive influences on deep acting and surface acting. Only deep acting was found to have positive relationship with adaptive selling behavior, but not to surface acting. Adaptive selling behavior had a positive effect on customer satisfaction. This study will contribute to identifying the need for AI access for salespersons and for activating adaptive selling behavior through emotional labor related to AI practice.

• Journal of Digital Convergence
• /
• v.14 no.9
• /
• pp.241-250
• /
• 2016

This research aimed to analyze that there are main causes influencing the quality of trade distribution service. It means that the study was conducted to prove how the quality on trade distribution service affects customer satisfaction and loyalty with managers or higher who are responsible for trade distribution service overall. In accordance with analysis results, main causes (Reliability, Responsiveness, Support System) have a good implication for the quality of trade distribution, and Tangible has little influence. Moreover, customer satisfaction with the quality on trade distribution service has a positive impact on loyalty. Subject to the results, quality components of trade distribution service was ultimately verified that it has a positive relationship with loyalty via customer satisfaction. On the basis of this research, it is confidently expected to help improve the quality on trade distribution service.

• Journal of the Korea Society of Computer and Information
• /
• v.13 no.2
• /
• pp.251-258
• /
• 2008

The purpose of this study is to examine the structural relationship among logistics service quality, relationship-orientation for on-line shopping malls, customer satisfaction and repurchase intention in on-line shopping malls. Based on extensive review of relevant literature, nine components of logistics service quality and six components of relationship orientation are introduced in this study. And a conceptual model is developed and four research hypotheses are empirically examined using structural equation modeling. The findings indicate that logistics service quality is positively and significantly associated with customer satisfaction, and relationship- orientation is the antecedent variable of repurchase intention in the on-line shopping mall. In conclusion, it is revealed that logistics service quality and relationship-orientation play a major role in the success of on-line shopping mall.

• Management & Information Systems Review
• /
• v.29 no.1
• /
• pp.145-176
• /
• 2010

In most service organization, salespeople are the most visible representatives of the company. Salespeople are exposed to greater ethical pressures than individuals in many other jobs. In this context, the salesperson's ethical behaviour can play a critical role in the formation and maintenance of long-term buyer-seller relationships. Moreover, it can even generate liability problems for salespeople's organizations through both intentional and inadvertent statements. The purpose of this research focuses on the analysis of the role of ethical sales behaviour, as perceived by customer, in developing and maintaining relationship between the salesperson and the customer. Thus this study examines the relationship among perceived ethical sales behaviour, customer satisfaction, customer trust, and customer loyalty. The results of empirical analysis can be summarized by the following: First, perceived ethical sales behaviour had a significant direct effect on customer satisfaction, customer trust and customer loyalty. Second, customer satisfaction had a positive effect customer trust and customer loyalty. Third, perceived ethical sales behaviour had a significant indirect effect on customer loyalty through customer satisfaction and customer trust. Therefore, These finding will spawn both academic and practitioner interest in the salesperson's ethical sales behaviour and serve as a foundation for further research in this important area.

• Management & Information Systems Review
• /
• v.39 no.3
• /
• pp.37-51
• /
• 2020

Customer participation in the service encounter plays an important role in the interaction process. In addition, customer participation is affecting the development of relationships between customer-service provider. Previous researches revealed the role of customer participation through a fragmented and cross-sectional approach, however, given the dynamics of the relationship, it is necessary to identify the role of customer participation from a longitudinal perspective. In addition, it is necessary to determine the cause of the overlap between the antecedent variables and consequent variables. This study aims to identify the relational role of customer participation by clarifying how customer participation affects relationship development from a longitudinal perspective, focusing on trust and commitment variables which are keys to relationship marketing. The related role of customer participation is analyzed through a regression analysis through long-term data. The results of the study showed that commitment(t1) directly had a positive effect on customer participation. However, trust(t1) has been shown to have a direct positive effect on the sub-dimensions of customer participation, such as personal interaction and responsible behavior. Customer participation(t2) affected by this trust(t1) and commitment(t1) again turned out to have a positive effect on trust(t3) and commitment(t3). In conclusion, although customer participation is affected by the relational variables, it can be seen that customer participation is a major factor that can improve the relational variables again through the interaction process. For this reason, a service firm can seek to develop relationships with customers by drawing and utilizing their needs to exchange information and to interact in the service encounter.

• Journal of the Korean Institute of Intelligent Systems
• /
• v.13 no.5
• /
• pp.552-557
• /
• 2003

The development of information ＆ technology and the Internet provides various connecting routes between manufacturers with consumers. These expanded routes has made it possible for customers to directly transfer their voice to manufacturers, but a research on how the manufacturers respond the customers needs has to be further conducted. In this paper, a method in which a best supplier would be chosen based on customers needs from the perspective of a buyer has been presented. A method that makes it possible to evaluate and choose the best supplier in accordance with consumers requirement by analyzing customers needs and the evaluated data also has been designed.