• Asia-Pacific Journal of Business Venturing and Entrepreneurship
• /
• v.17 no.5
• /
• pp.205-221
• /
• 2022

In this study, the authors investigated the effect of salesperson's Selling Influence Tactics (SIT) on customers' psychological obligation, trust in salespersons and repurchase intentions in the offline cosmetics purchase channel. In addition, we examined the moderating effect of service quality perceived by customers. To this end, a survey was conducted on 298 customers who had purchased cosmetics through the offline sales channel, and the authors conducted hypothesis testing through a structural equation model. As a result of the study, first, among salesperson's sales influence tactics, emotional appeal tactics (H1a), customer ingratiation tactics (H1d), and personal appeal tactics (H1e) were found to affect the psychological obligation of customers, and emotional appeal tactics (H2a), rational persuasion tactics (H2b), information provision tactics (H2c), and customer ingratiation tactics (H2d) were found to affect trust in salespeople. Third, it was found that the psychological obligation did not have a positive (+) effect on the customer's repurchase intention, and the customer's trust in the salesperson had a positive (+) effect on the repurchase intention. Third, perceived service quality showed a significant moderating effect between psychological obligation and repurchase intention, trust in salesperson and repurchase intention. In previous studies on salesperson's Selling Influence Tactics (SIT), many studies examined salesperson's Selling Influence Tactics (SIT) by specifying sub-variables in a limited way, and studies confirming marketing factors such as repurchase intention were also insufficient. Therefore, the results of the empirical research confirmed based on this study are expected to help the standard or direction of the salesperson's Selling Influence Tactics (SIT) in future studies. In addition, this study describes implications for providing help in employee education and management for small business owners who manage and operate offline cosmetics stores, and sales strategies that should be strategically established to improve perceived service quality for customers.

• Journal of the Korea Academia-Industrial cooperation Society
• /
• v.13 no.10
• /
• pp.4557-4563
• /
• 2012

The purpose of this study is to suggest the criteria to public welfare service support for improving life quality of the haenyeo (female divers) through analyzing public welfare services and desires of the haenyeo in Jeju, Busan, and Tongyeong. Accordingly, research period was set from May 11 to June 21, 2010. The haenyeo in each region of Jeju, Yeongdo-gu (Busan), Tongyeong-si were selected as subjects. Recording of interviewing methods was used to recognize current status of public welfare. We analyzed by comparing desires of the haenyeo to public welfare services by dividing them economically, medically, educationally, and culturally. As a result of researching public welfare services to the haenyeo in each region, supports for protection of diving, growing area, public welfare service for aged diving haenyeo, and medical service were conducted. Tewak protecting net, Seonjinji visiting, and welfare facilities are supported in Busan-si but there is no support in Tongyeong-si. Therefore, desires of the haenyeo to such public welfare services are as followings: First, the desires of the haenyeo in Jeju to economic supports are indicated as supports for haenyeo experience spot, diving suit, and overseas visiting. To educational supports, it is indicated as supports for identity education, diving disease prevention education, and foreign language education. To cultural supports, it is indicated as supports for installation of welfare hall and exchange visit to foreign haenyeo culture. Second, in Busan, there were desires to establish changing room and fishery sales lot and to support diving suit as for economic supports, desires to support diving disease and medical benefits as for medical supports, desires to education of diving skill as for educational supports, and desires to establish welfare hall and haenyeo museum as for cultural supports. Third, in Tongyeong where public welfare services to the haenyeo are very poor, there were desires to support diving suit and to support changing room as for economic supports, as same as in Busan, desires to support diving disease and medical benefits as for medical supports.

• Proceedings of the Technology Innovation Conference
• /
• 2004.06a
• /
• pp.170-213
• /
• 2004

생산자 중심에서 소비자 중심으로의 경영 패러다임이 변화함에 따라, 이제 디자인 경영(design management)의 시대가 도래하였다 즉, 제반 기능의 활동이 독립적이고 순차적으로 이루어지는 기존 경영방식(즉, 제품 개발 $\rightarrow$ 제품 디자인 $\rightarrow$ 제조 $\rightarrow$ 마케팅 $\rightarrow$ 판매)과는 달리, 디자인 경영은 디자인을 중심으로 제반 기능간의 통합과 조정을 이룬다. 이 결과, 디자인 경영은 조직간의 커뮤니케이션을 활성화시키며 소비자의 추상적인 욕구가 구체적으로 상품에 표현되도록 노력한다. 이렇게 함으로써, 디자인 경영은 기업 이미지 창조의 역할을 적극적으로 수행하는 것이다. 이와 같은 소비자 중심의 경영은 과거 제품의 판매(sales)지향적이던 기업 활동을 소비자와의 관계(relationship)지향적으로 변화시키고 있다. 본 연구의 분석 목적은 제품 디자인을 품질경쟁력의 결정요인으로서 포함시켜 품질경쟁력의 평가모형을 개발하고 품질경쟁력의 결정요인 및 상관관계와 품질함수를 추정함으로써 제품 디자인 및 디자인 경영의 기능적 역할을 규명하고 디자인 경쟁력 수준을 평가 및 측정할 수 있는 모형을 정립함과 동시에 이를 제고할 수 있는 정책방향을 제시하는 것이다. 이로써, 본 연구는 신상품의 개발과정에서 어떻게 제품 디자인이 연구개발, 제조, 마아케팅, 판매 등의 제반 기능들과 상호 작용하며 이들 기능들의 통합과 조정을 추구할 수 있는가를 보여주는 디자인 경영의 이론적 기초를 제공하고자 함이다. 상기와 같은 연구목적과 분석목표를 위하여, 한국 제조업 부문의 400개 표본기업에 대하여 소정의 설문조사를 통하여 추출된 측정변수들을 기초로 품질경쟁력의 결정요인을 분석하고 품질경쟁력 지수를 도출하여 산업부문별 및 제품유형별로 비교하였으며, 품질함수를 추정하였다. 전술한 분석결과를 토대로, 디자인 경영이론의 기초를 제공하기 위한 시도로서 제품 디자인의 파급효과와 인과관계에 대한 가설검정을 실시하였다. 본 연구의 분석 결과는 다음과 같이 요약될 수 있다. (1) 품질경쟁력의 결정요인으로서 주요 제품들의 기능성, 기본 성능, 제품성과의 기술적 성취도, 제품 수명(내구성), 신뢰성, 핵심 기술력, 사용 편의성, 서비스 편의성, 생산 용이성, 제품 디자인의 우수한 정도가 a=0.01 수준 하에서 유의적으로 추정되었다. 이들 변수들 중에서 품질경쟁력에 가장 큰 영향을 미치는 측정변수는 제품의 기본 성능, 수명(내구성), 신뢰성, 제품 디자인의 순서로 추정되었다. 이것은 한국 제조업이 아직 산업 디자인이 품질경쟁력에 크게 영향을 미치는 성숙단계에 이르지 못하였음을 의미한다. (2) 제품 디자인에게 영향을 끼치는 유의적인 변수는 연구개발력, 연구개발투자 수준, 혁신활동 수준(5S, TPM, 6Sigma 운동, QC 등)이며, 제품 디자인은 우선 품질경쟁력을 높여 간접적으로 고객만족과 고객 충성을 유발하는 것으로 추정되었다. 상기의 분석결과로부터, 본 연구는 다음과 같은 정책적 함의를 도출하였다. 첫째, 신상품 개발과 혁신을 위한 포괄적인 연구개발 프로젝트를 품질 경쟁력의 주요 결정요인(제품의 기본성능, 신뢰성, 수명(내구성) 및 제품 디자인)과 연계하여 추진해야 할 것이다. 둘째, 기업은 디자인 경영 마인드 제고와 디자인 전문인력 양성을, 대학은 디자인 현장 업무를 통하여 창의력 증진과 기획 및 마케팅 능력 교육을, 정부는 디자인 기술개발 및 디자인 교육지원의 강화를 통하여 각각 디자인 경쟁력$\rightarrow$품질경쟁력을 제고시켜야 할 것이다.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
• /
• v.7 no.2
• /
• pp.157-165
• /
• 2012

The specific gravity is heavily focused on the service industry in the economic development of domestic and overseas in these days. This will be predicted to increase persistently in the future society. Therefore the franchise system has been diffused as one of a management methods for these service industry. The franchise system is an advanced country's circulation system which has been populated in an advanced country. After the opening of circulation market, rapid growing trend has been showing on foreign country's popular brands in the local domestic market. So the franchise system has been largely focused on among the domestic manufacturing and the circulation companies. This study is to review how the management characteristics(headquarters' supports, communication, menu development, compensation) will affect the fairness perception of franchisee owner. The results of my study are as follows; It appeared that communication, menu development and compensation affected all the distribution fairness and the procedure fairness affirmatively.

• 한국벤처창업학회:학술대회논문집
• /
• 2007.11a
• /
• pp.327-352
• /
• 2007

The loan rate of the government loan program offered by the Small Business Corporation(SBC) can be determined as a sum of three factors such as a reference interest rate, a policy aim spread, and a credit risk spread. However the loan rate has been lower than the loan rate in the banking sector. The profit has continually run in the red figures and hence the stability the fund managed by the SBC has been damaged. Even though a policy aim spread could be emphasized, the stability and profitability of the fund should be prioritized. This means that the loan rate of the SBC should be determined such that the loss might not be occurred. This requires the policy aim spread to change from relatively large negative to near zero.

• The Journal of the Korea Contents Association
• /
• v.19 no.7
• /
• pp.376-383
• /
• 2019

In recent decades, China's economy has grown rapidly and two-dimensional bar code-based payments services have been activated. This is a model that will be introduced by developing countries that lack mobile payment infrastructure, and countries that are looking to leap into cashless societies are also drawing attention. Along with this, the existing CRM market is expanding around the mobile device called m-CRM, and research is active on the importance of collective use for online advertising and two-dimensional bar code-based payments services. Therefore, through this study, we have explored the concepts and status of online advertising and customer relationship management which using the two-dimensional bar code-based system, and designed and implemented the method and mobile application system to effectively disseminate transactional advertising information at the point of sale or at the point of share. We also presented an application approach to look at the direction of two-dimensional bar code-based ads contents sharing system and its development.

• Culinary science and hospitality research
• /
• v.15 no.4
• /
• pp.200-211
• /
• 2009

The objective of this study is to draw a guideline in developing a training program for sommeliers. To accomplish the objective, an exploratory study was conducted through field professionals and sommeliers between May and July in 2009 adopting the Dacum method. As a result, a sommelier is regarded as a professional who possesses vast knowledge in wine, food & beverage and outlet operation and offers assistance to a guest. Six distinctive areas of duties such as preparation of guest service, guest encounter service, outlet preparation, outlet management, wine purchasing and cellar management, self improvement were drawn in this study comprising 93 following tasks which explained job description of a sommelier. Guest service encompasses 13 tasks such as outlet maintenance and guest encounter service with 40 tasks such as encountering a guest. Outlet preparation contains 6 tasks such as outlet preparation while outlet management contains 13 tasks such as guest management. Wine purchasing and cellar management contains 6 tasks such as wine purchasing while self improvement contains 15 tasks such as understanding world's food and beverages. Outlet management was regarded as the most important and difficult area and wine purchasing and cellar management was regarded as the most frequent task from the study foundings.

• The Korean Journal of Franchise Management
• /
• v.2 no.1
• /
• pp.152-172
• /
• 2011

This study aims to analyze the effect of franchisor's pre-open support services on franchisee's relationship quality and performance in foodservice franchise system. The analysis data was collected from 500 franchisees located in Seoul and Gyeonggi-do of Republic of Korea. The finding are as followings: firstly, the factors of information providing, market researching, interior and equipment supporting, education and training supporting, sale and promotion supporting, and legal supporting influence positively franchisee's satisfaction. Second, regarding relationship among relationship quality, satisfaction positively influences trust and commitment, and trust positively influence commitment. Third, relationship quality influences positively both financial and non-financial performance.

• Information Systems Review
• /
• v.22 no.4
• /
• pp.115-134
• /
• 2020

Previous studies on willingness to pay for digital content have mainly focused on audience factors and individual level. To complement the limitation of previous research, this study conducts a multilevel analysis to find the factors influence digital content purchases considering two axes: audience/media factors and individual/household levels. Using a sample of 10,172 individuals within 4,313 households, the analysis results show individual media factors including theater-going, experience with cloud services, and multi-screen service usage have the greatest effects on digital content purchases. At the household level, the media ownership factors that the number of laptops, wireless routers, and tablets have a greater influence than audience factors such as household size or household income. Our findings help scholars to enhance the understanding of individuals' media use considering household environmental factors and shed light on the importance of multi-screen service usage, and content providers to improve their digital content sales using multi-screen environment.

• Culinary science and hospitality research
• /
• v.15 no.1
• /
• pp.79-93
• /
• 2009

This study was conducted to suggest a way to increase profitability by figuring out the factors that affect the satisfaction and revisit intention of customers who visit a theme park, studying the property and correlation of service quality. The purpose of this study was to figure out the relation between the service quality of foods and beverages and its influence on the satisfaction of the customers who visited the theme park. As service quality and price of foods and beverages which occupy 20% of the whole sales of the theme park are related with each other, they positively affect the satisfaction of visitors of the theme park and their revisit intention. It means it is necessary to improve the service quality of foods and beverages and to set the reasonable price based on quality in order to raise the rate of the customers' revisit through increase in profits and customer satisfaction. One of the most important quality factors to improve service quality is service attitude of employees who help customers. It requires to take action to improve employers' morals and service mind via education and training. Thus, it is possible to raise customer satisfaction and revisit intention by improving service quality.