• Asia Marketing Journal
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• v.11 no.3
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• pp.57-89
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• 2009

This study aims to shed light on the new insights on the cross-buying intentions in the banking industry and suggests an integrated model of the cross-buying intentions. Recently with globalization in the financial sector, financial companies are trying to retain current customers and attract new one by developing various financial products. In South Korea, this trend is especially apparent in the banking sector. Cross-selling of various financial products such as beneficiary certificates, bankasurance and etc. is becoming more important in retaining competitive advantage in Korean banking industry. However, there are few studies which are trying to find out the factors affecting cross-buying intentions and explain their interrelationships comprehensively. Based upon the previous studies, this study finds out the factors affecting cross-buying intentions and classifies them into two dimensions: affective and instrumental. Affective dimension includes trust, satisfaction and commitment. Instrumental dimension includes the factors such as geological convenience, one-stop convenience, professionality, and direct mail. The results from this study are as follow. All the factors in the affective dimension(trust, satisfaction and commitment) have significant impacts on cross-buying intentions. Also all the factors in the instrumental dimension(geological convenience, one-stop convenience, professionality, and DM) significantly affect cross-buying intentions. Some implications of this dissertation are as follow; First, this study identifies the antecedents of cross-buying intentions comprehensively. Second, this paper provides practical guidelines for the banks attempting to intensify cross-selling activities. Third, banks need to develop sophisticated plans which can consolidate the emotional ties with customers through positive service experiences as the affective dimension is important in influencing cross-buying intentions. Finally, regarding the instrumental dimesnion, the implications are: 1) Developing various new financial products in addition to traditional product such as deposits and installment savings for improving customer convenience, 2) Enhancing the professionality of employees by strengthening education programs on numbers of financial products, 3) Increasing cross-buying intentions through the DM.

• Journal of Industrial Convergence
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• v.22 no.2
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• pp.33-43
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• 2024

This study aims to test the relationship between brand embeddedness and cross-selling intention, as well as how customer satisfaction affects as mediator its relationship. The data set includes 258 consumers using a specific smartphone brand and we gather the data by conducting a survey. We use structural equation modeling to verify hypotheses and do nonparametric bootstrap approach for additional analysis of the mediating role of customer satisfaction. The results of analysis are as follows. First, it has been shown that barnd embeddedness positively affects customer satisfaction and cross-buying intention. Second, customer satisfaction is found to have a positive effect on cross-buying. By combining these results and additional analysis, we confirm that the direct effect of brand embeddedness is more effective for cross-buying intention than the indirect effect of customer satisfaction. The results of this empirical analysis show the academic value that brand embeddedness as social capital can be a antecedent for cross-buying intention. In addition, this study suggests the need for brand practitioners to increase the embeddedness of customers related to the brand and consider the mediating role of customer satisfaction together in order to increase cross-buying.

• Journal of Korea Society of Industrial Information Systems
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• v.22 no.3
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• pp.95-107
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• 2017

This Study Categorized Service Quality of Banks into Interaction Quality, Physical Environment Quality, and Outcome Quality, and Proposed a Structural Model for Each Dimension of Service Quality on Customer Satisfaction, Persistence Intention and Cross-buying Intention, and Conducted an Empirical Analysis on the Customers who Use Banks. First, it was Confirmed that Three Dimensions of Service Quality Physical Environment Quality, Interaction Quality and Outcome Quality are One of the Sources that Form the Customer Satisfaction for Banks. Second, the Higher the Perceived Bank's Interactive Product Quality, Outcome Quality, and Physical Environment Quality Perceived by Customers Using Bank, it's Shown to have more Positive Effect on Customer Satisfaction, and the Effect Size was Shown in Order of Interaction Quality, Physical Environment Quality, and Outcome Quality. Third, Customer Satisfaction on Bank Services was Shown to have a Positive Effect on Relationship Intention and Cross-buying Intention. Finally, Based on the Results of this Analysis, the Implications of this Study and Future Research Directions were Presented.

• Journal of Distribution Research
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• v.11 no.2
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• pp.1-27
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• 2006

The purpose of this research is to investigate effects of perceived attributes of a salesperson on the customer s satisfaction with the salesperson. cross-buying intentions, and intentions to recommend the retailer, in the context of consumer durable goods. The data for analysis was obtained from 252 consumers who experienced buying consumer durable goods in a metropolitan area. Our results show as following: first, the effects of perceived attributes of the salesperson such as expertise, trustworthiness, likability, and customer orientation, have a significant influence on customer's satisfaction with salesperson; second perceived customer-orientation of salesperson affects customer's satisfaction with the retailer; third, a customer s satisfaction with salesperson not only plays a mediating role between perceived attributes of the salesperson and the customer's satisfaction with retailer but also between perceived attributes of salesperson and cross-buying intentions and intentions to recommend the retailer; and fourth customer's satisfaction with retailers performs a mediating role between perceived attributes of the salesperson and cross-buying intentions or recommendation intentions of retailers. In addition, managerial implications are suggested for industry practitioners.

• Journal of Aerospace System Engineering
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• v.13 no.1
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• pp.47-53
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• 2019

To improve an aerodynamic characteristic of the eVOTL aircraft, Korea Aerospace Research Institute (KARI) performed a validity test of the cross-rotating propeller technology. First, CFD analysis was carried out and an idea of the cross-rotating propeller to imply on a multi-copter confirmed with a commerce pitch control multi-copter that has two different blades, 0.11 and 0.21 m. After verifying the idea, a multi-copter with about 3 kg maximum take-off weight (MTOW) was custom designed to complete a ground test to measure thrust and noise. The test was performed with 15 and 22 in. propellers at the identical tip speed. The test results show that the 22 in. propeller with the cross-rotating technology required about 30 % less power and reduced 3~5 dB aerodynamic noise as compared to 15 in. propeller without cross-rotating.

• Proceedings of the Korea Information Processing Society Conference
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• 2001.04a
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• pp.15-18
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• 2001

개별화 웹 마케팅은 본질적으로 고객지향의 패러다임이다. 즉, 개별 고객의 특수한 니즈를 개별적으로 파악해서 각각의 고객에게 차별화된 서비스를 제공하는 것이 그 핵심이다. 웹 서버의 고객이 접근한 상품의 로그파일에 데이터마이닝의 연관규칙 기술을 이용하게 되면 고객행동 패턴의 파악 및 예측을 위한 기법으로 활용할 수 있다. 본 연구에서는 웹 사용자의 교차 판매를 위한 원투원 마케팅에 필요한 접근패턴을 분석하고자 하며, 이는 고객의 상품에 대한 접근이 기록된 액세스 로그 데이터베이스의 분석을 통하여 이루어진다. 이들 데이터 처리와 교차판매 지원을 위한 데이터마이닝 모델링, 이를 통한 원투원 마케팅 모델 제시, 그리고 이의 활용이 고객관계관리(eCRM)에 미치는 효과를 제시한다.

• Distribution Business Review
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• no.3
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• pp.105-119
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• 2003

인터넷 전자상거래와 TV홈쇼핑 상품 구매가 활성화됨에 따라 인터넷 쇼핑몰과 TV홈쇼핑의 소비자 행동특정을 비교 분석하여 두 집단간에 통계적으로 유의한 차이자 있는지 분석하고 이에 대한 마케팅 시사점을 제시하고자 한다. 교차분석 및 T-검정 등을 활용한 통계분석 결과 인터넷 상품구매와 TV 홈쇼핑을 각각 선호하는 두 집단간에 정보수집 등 사전준비 요인, 제품에 대한 편리성 및 서비스 요인 인터넷 사용 환경 풍의 요인에서 두 집단간에 통계적으로 유의적인 차이가 존재하는 것으로 밝혀졌다. 인터넷 전자상거래나 TV 홈쇼핑 업체들은 두 집단간의 이러한 차이 특성을 충분히 고려하여 인터넷 또는 TV 홈쇼핑 마케팅 전략을 운영하여야 할 것이다. 특히 소비자들의 통신판매 제품에 대한 관심이 높아져가 것을 감안하여 대 고객 관계마케팅(CRM)시스템 부문 강화, '상품배송' 면에서 비용 절감과 고객 만족을 위한 SCM 구축방안 개발에 주력하여야 할 것이다.

• The Journal of the Korea Contents Association
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• v.9 no.6
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• pp.134-144
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• 2009

The purpose of this study was to verify the relationship of laptop purchasing behaviors based of Theory of Planned Behavior. The data collected from the 240 experience to that who used laptop computer, but was analyzed. With the collected data, factor analysis, K-Means analysis, correlation analysis, crosstabs analysis, and structural equation model analysis was performed by SPSSWIN 15.0 and AMOS 7.0. Factor and cluster analyses were used to segment the sample into four clusters. After analyzing the results, various relationships between attitudes, subjective norms, perceived behavioral control, behavioral intention were determined for the different groups.

• International Commerce and Information Review
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• v.1 no.2
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• pp.145-165
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• 1999

With the rapid spreading of the internet that is based on the development of the information network system, the paradigms of "internet round" and "cyber" are given much weight in the notion of "market." Especially, the cyber shopping for the individuals is developing rapidly creating the new life style, and also in the domestic economy the cases of building and running the cyber shopping malls are increasing. The purpose of this study is to analyse the customers' shopping styles that can be shown when the customers purchase physical goods or digital goods at the B to C EC and find the way to activate the shopping malls by controlling the factors which influence the trade. The result of the study is as follows: First, to analyse the acting style of the customers at the B to C EC, it is searched whether there is any relationship between the purchasing goods, which are divided into physical goods and digital goods. There was a cross analysis between the first factor of the five factors of the purchase decision or delay at the B to C EC and the goods type. The result of the analysis is that the purchase decision factor is different according as what type of goods is purchased. On the other hand, the purchase delay factor has no relation with the goods type. Second, the fact that the cyber shopping activities are quite different according to sexuality, age, academic background, or occupation suggests that these factors are very important to the strategy for the market-specification of the B to C EC marketing construction. The result shown in this study is sure to give great help to figure out the improvement strategies and the market-specialization strategies to accelerate the B to C EC marketing. On the side of the strategies for the improvement of the goods services, more attention should be given to the functional side for the improvement of the reliability of the goods service such as capacity, technique, and quality. And the activities of the customers are so different according to the vital statistics that the way to cope with the changeability properly should be considered.

• Journal of the Korea Society of Computer and Information
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• v.15 no.12
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• pp.227-235
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• 2010

This paper proposes the recommendation system which is advanced using RFM method and Association Rules in e-Commerce. Using a implicit method which is not used user's profile for rating, it is necessary for user to keep the RFM score and Association Rules about users and items based on the whole purchased data in order to recommend the items. This proposing system is possible to advance recommendation system using RFM method and Association Rules for cross-selling, and also this system can avoid the duplicated recommendation by the cross comparison with having recommended items before. And also, it's efficient for them to build the strategy for marketing and crm(customer relationship management). It can be improved and evaluated according to the criteria of logicality through the experiment with dataset collected in a cosmetic cyber shopping mall. Finally, it is able to realize the personalized recommendation system for one to one web marketing in e-Commerce.