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

• Journal of the Korea Academia-Industrial cooperation Society
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• v.14 no.10
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• pp.4847-4854
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• 2013

It can be said that nowadays, customers don't recognize that only good quality products as selection attribute regarding products quality can satisfy them. The case in service industries is also the same. Service quality is most affected by the criteria that customers themselves evaluate. Customers who are not satisfied with services provided institutions will disregard them. In consequence, this will affect their profitability. Collected questionnaires were analyzed using SPSS v.15 for the concrete proof analysis and the results are as follows. First, Service quality works as an important factors on customer's behavior. Second, Relationship quality serves as a mediated role between service quality and customer's behavior.

• Journal of Korea Society of Industrial Information Systems
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• v.26 no.6
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• pp.97-118
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• 2021

This study empirically examines the effect of the psychological empowerment of airline cabin crews on customer-focused job performance attitude, service behavior by CSM, and service behavior beyond CSM. The research model and associated hypotheses were verified with the structural equation model. The findings of the study reveal that psychological empowerment has a effect on customer-focused job performance attitude and service behavior by CSM, but no effect on service behavior beyond CSM. And it is also shown that customer-focused job performance attitude has an effect on service behavior by CSM but no effect on service behavior beyond CSM. In addition, customer-focused job performance attitude shows a mediating effect between psychological empowerment and service behavior by CSM. On the other hand, it is analyzed that there is no mediating effect between psychological empowerment and service behavior beyond CSM. This study implies that the psychological empowerment and customer-focused job performance attitude of cabin crews are important at point of contact with customers to improve service quality, and psychological empowerment reinforces service behavior by CSM on the premise of customer-focused job performance attitude.

• Journal of Digital Convergence
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• v.11 no.4
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• pp.189-196
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• 2013

The main purpose of this study was to investigate the effect of CSR identity on customer-corporate identification and to explore the effect of customer-corporate identification on consumers' affective commitment and behavioral commitment intention. Indeed, this study investigated the mediating role of affective commitment in linking customer-corporate identification and behavioral commitment intention. Results found CSR identity to be a statistically significant construct that has an impact on consumers' customer-corporate identification. The result also showed that customer-corporate identification had positive effect on customers' affective commitment and behavioral commitment intention. And affective commitment was found to be a statistically non significant mediator that explaining the relationship between customer-corporate identification and behavioral commitment intention.

• Journal of Convergence for Information Technology
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• v.11 no.11
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• pp.304-311
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• 2021

The purpose of this study is to empirically research the effect of jaycustomers behavior perception on emotional dissonance, job enthusiasm, and management performance. The sample was 327 beauty workers. The research methods were conducted by frequency analysis, factor analysis, reliability analysis, correlation analysis, and simple regression analysis. First, the study shows it was confirmed that the perception of jaycustomers behavior causes emotional dissonance and loss of job enthusiasm for beauty professionals. Second, it was confirmed that the perception of the behavior of jaycustomers had a statistically significant effect on emotional dissonance. Third, the perception of the behavior of jaycustomers had a statistically significant effect on management performance. Fourth, emotional dissonance had a statistically significant effect on job enthusiasm. Fifth, it was confirmed that management performance had a statistically significant effect on job enthusiasm. Therefore, it is believed the perception of jaycustomers behavior negatively affects beauty professionals.

• Asia Marketing Journal
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• v.8 no.3
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• pp.13-40
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• 2006

The purpose of this study was to investigate the determinants of customers' information engagement, the behavior pattern from WOM to cooperation, and the moderator in the behavior pattern. The proposed three determinants, boundary personnel's citizenship behavior, satisfaction, and commitment were significant antecedents to WOM, but not to cooperation. The path coefficient from WOM to cooperation was significant and hereby the voluntary level of cooperation was found as a higher level of voluntary behavior than WOM. Additionally, the path from WOM to cooperation was moderated by customer involvement, as the path coefficients from WOM to cooperation varied by the level of involvement.

• Proceedings of the Korean Information Science Society Conference
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• 2000.10b
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• pp.60-62
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• 2000

인터넷의 활성화로 많은 사람들이 인터넷을 이용하고 이에 따라 인터넷을 이용한 서비스도 홍수를 이루고 있다. 이에 따라 인터넷을 상업적 목적으로 사용하는 서비스도 증가하고 있다. 그러나 많은 인터넷 서비스들이 고객들에게 획일적이고 일률적인 서비스만을 제공한다. 각각의 고객에게 취향과 관심분야에 따른 차별화 된 서비스가 필요로 한다. 각 고객에게 1대 1로 차별화 된 service를 제공하기 위해서 먼저 각 고객을 구별하고 그 고객의 취향과 관심분야의 파악을 위해서 인터넷에서의 행동을 관찰한다. 또한 고객의 관리를 위해 고객을 필요에 따라 그룹화하고, 고객과 직접 접촉을 통해 고객 정보를 파악할 수도 있다. 파악된 고객 정보의 효율적 저장과 분석을 위해서 decision tree를 이용해 학습을 한다. 고객의 행동의 특성상 incremental한 학습 알고리즘을 사용하며 고객의 선호도를 이용한 decision tree를 이용한다. 학습된 결과를 이용해서 1대 1 서비스를 제공함으로써 고객에서 편리성을 제공하고 서비스에 대한 친밀감과 고객의 흥미를 유발할 수 있다.

• Journal of Distribution Research
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• v.12 no.4
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• pp.79-108
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• 2007

In this study, we measured customers' perception of organization citizenship behaviors of employees which are known as the important factor for improving performance of companies, and examined the path relationship among related variables such as service quality, customer satisfaction, trust, and positive word of mouth. Although there have been many studies of OCB in the marketing field, the majority of these studies measured employee's OCB from the organization's perspective. This study has extended the prior studies by measuring employee's OCB from the customer's perspective. Customers of beauty salons and public houses were researched such that OCB may be applied to more various customer contact situations. The result is as follows. First, employees's OCB had a direct effect on perceived service quality and trust, and had an indirect effect on customer satisfaction. It means that customers evaluate the service quality of employees and trust frontline employees when they observed employees helping other organizational members, orientated customer facilitation beyond the regulated role and showed positive attitudes for their organization. As a result, customers feel more satisfied. Secondly, OCB had an indirect effect on positive word of mouth through mediation of service quality, satisfaction, and trust. Finally, consumer facilitation had the largest effect on consumer attitude among three dimensions of OCB-consumer facilitation, organization involvement, and sportsmanship. We understood the relationship between frontline employee's OCB and customer attitudes, and the necessity of multidimensional approach in measuring employee's OCB from the customer's perspective.

• Culinary science and hospitality research
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• v.16 no.2
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• pp.110-135
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• 2010

The purpose of this study was to examine the effects of a mileage program on consumers' negative emotions and behavior when the program failed. To accomplish the purpose of this study, the failures in mileage programs were classified into three types(refusal, delay, reduced advantages) with two types of customers' commitment(affective and calculative), and an experimental design was used to verify the effect of customers' negative emotions on their negative behavior when the programs fail. A total of 600 university students in Seoul and Pusan areas were surveyed from 1st of Sept. to 30th in 2009. The result suggests that both consumers with affective commitment and those with calculative commitment felt negative emotions(regret, disappointment) when a mileage program failed. Consumers with affective commitment to a company are expected to give negative words of mouth to others. Also, consumers with calculative commitment to a company are expected to complain and give negative words of mouth to others.

• Journal of KIISE:Computing Practices and Letters
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• v.14 no.9
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• pp.835-840
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• 2008

This paper proposes an enhanced recommendation technique for personalized e-commerce portal analyzing various attitudes of customer. The attitudes are classifies into three types such as "purchasing product", "adding product to shopping cart", and "viewing the product information". We implicitly track customer attitude to estimate the rating of products for recommending products. We classified user groups which have similar preference for each item using implicit user behavior. The preference similarity is estimated using the Cross Correlation Coefficient. Our recommendation technique shows a high degree of accuracy as we use age and gender to group the customers with similar preference. In the experimental section, we show that our method can provide better performance than other traditional recommender system in terms of accuracy.