• Knowledge Management Research
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• v.23 no.4
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• pp.275-294
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• 2022

In recent years, with the continuous integrative development of e-commerce and social media, social commerce, as a trust-centered social transaction mode, has become an important performance form of e-commerce. The good experience of online community and abundant user-generated content (UGC) attract more and more users and businesses to participate in the community contribution. In this context, the cost of accessing information is continuously decreasing, which not only makes the purchase process more concise and efficient, but also greatly increases the possibility of consumers' impulsive consumption. However, there are very few empirical studies on the internal influencing mechanism of consumers' impulsive consumption based on the characteristics of UGC for social commerce. In view of this, based on S-O-R model, this study constructs a model of consumers' impulsive consumption in the context of social commerce from the characteristics of UGC, with perceived risk as the mediating variable and tie strength as the moderating variable. The results show that content authenticity, content usefulness, and content valence of UGC have significant negative impacts on consumers' risk perception in the process of purchase decision-making, and consumers' perceived risk has a significant negative impact on consumers' impulsive consumption. Meanwhile, the tie strength between UGC producer and UGC receiver plays a moderating role between content usefulness and perceived risk, as well as between perceived risk and impulsive consumption. Finally, combined with the above findings, this study provides effective suggestions for relevant participants in social commerce in terms of business management.

• 한국벤처창업학회:학술대회논문집
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• 2018.04a
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• pp.79-92
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• 2018

영업사원들은 자동차산업에서 유통시스템의 핵심적인 역할을 담당하고 있다. 자동차라는 상품의 특성상 고객들은 구매의사 결정과정에 있어 높은 수준의 정보와 지원을 요구한다. 영업사원들은 고객의 요구사항에 맞춰 서비스를 제공함으로써 고객의 결정과정을 돕는다. 따라서 자동차 영업사원의 개인적 역량은 자동차 판매 성과를 높이는데 있어 매우 중요한 영향을 미치게 된다. 이와 같은 배경을 바탕으로 본 연구는 자동차 영업사원의 개인역량과 판매성과 사이에 정(+)의 상관관계가 있을 것으로 보고 실증 분석하였다. 본 연구에서는 개인역량을 1) 판매기술 전문성 2) 영업사원의 태도 및 고객과의 관계형성 3) 감성활용 4) 감성조절 네 가지의 독립변수로 구분하여 종속변수인 판매성과와의 상관관계를 측정하였다. 연구 가설을 검증하기 위해 기존의 선행연구와 문헌을 토대로 가설을 설정하고 검증하였으며 경기도와 강원지역의 자동차 대리점에 근무하는 영업사원 300명을 대상으로 설문조사를 실시하였다. 회부된 유효 설문지 268부는 통계 프로그램 SPSS WIN24.0를 이용해 분석하였다. 실증분석 결과 자동차 영업사원의 개인역량의 요인으로 판매기술 전문성과 감성활용은 영업사원의 판매성과에 정(+)의 영향을 미치는 것으로 나타났다. 반면, 태도 및 관계형성과 감정조절이 판매성과에 정의적인 영향을 미칠 것이라는 가설은 기각되었다. 이와 같은 결과는 개인역량은 영업사원을 채용하는데 있어 고려해야할 중요한 요소임을 시사한다.

• Journal of the Korean Society for Railway
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• v.19 no.1
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• pp.77-86
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• 2016

Before urban railway vehicles reach their design life-span, operating agencies should determine when to buy new vehicles. Previous LCC (Life Cycle Cost) studies were limited because they independently focused on existing vehicles based on costs that directly impacted only the operating agency without considering effects such as social costs and the reduction of maintenance costs. Thus, it is difficult to systematically determine when to buy new vehicles. This study investigated the operating and maintenance related costs, especially from additional expenses and social costs due to unexpected vehicle failures and safety accidents, and did an economic analysis of scenarios with different discount rates. Considering that the public is very concerned about safety after the Sewol ferry accident, additional costs, which include social costs, should be included in the analysis. This study shows that the economic priority of scenarios may change depending on whether those costs are included and on the discount rate. The results of this study can help in the decision-making process for the planning and buying of new trains.

• Archives of design research
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• v.11
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• pp.62-68
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• 1995

------Recently. as the level of common consumer thoughts of design has been highly developed. and the design oriented attitude of consumers. and it's research of behavior. are studied widely in business administration field. Accordingly the study of design has been endeavor to be studied bilaterlly by with related study like marketing as to secure the co-operative results and or conclusions which explain the consumer behaviors of product purchasing. This study is one of the conceptional trials steps which get in touch of design cognizance theoretically in design field. Main cotents are. A) The design oriented multi-attribute attitude factors regarding to consumer decision making. B) The design factors which give influences on purchasing products. C) The particularity of design factors is to be make on design cognizance. For these purpose, this study. above all. tries to survey the circumstance of design cognizance and the processing system of organizing design information. Finally "The product design cognizance system on consumers is represented hereinafter.fter.

• International Commerce and Information Review
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• v.14 no.4
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• pp.109-130
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• 2012

In recent years, the volume of global fair trade has been increased rapidly. As the quality of life improves, consumers are increasingly concerned about fairness and environment and show positive attitudes toward ethical products. Fair trade is a social movement that aims to set fair prices for products, alleviate poverty, and assist producers marginalized by the traditional economic model. The study attempt to investigate empirically fair trade products purchase intention, so consumers attitude toward fair trade product purchase, normative belief, fairness restoration expectation, ethical responsibility are defined and their impacts on the purchase intention were analyzed. The statistical method used to test the hypotheses was multi-regression using SPSS 18 for window. The results of this study are follows. Purchase attitudes toward fair trade products and ethical responsibility had a significant effect on the purchase intention. The Effectiveness of the ethical responsibility had greater than that of the purchase attitudes. The result of the empirical study provides important implications for the fair trade related organizations and businesses.

• Journal of the Korean Society of Clothing and Textiles
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• v.32 no.7
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• pp.1104-1115
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• 2008

The main purpose of this study is to analyze how differences in lifestyle affect the consumer decision making process on Korean and Chinese consumers. We conducted a survey on 210 female college students to gather the data needed. Through this study we were able to distinguish five different type of lifestyles; the confident, the charismatic, the vogue pursuing, the competitive, and the sociable. We also found out that the consumers of Korea and China with different lifestyles act differently throughout the decision making process. Chinese consumers were more influenced by advertising than Korean consumers. Korean and Chinese consumers also showed a difference in the perception of cosmetic prices, purchasing motivations, types of cosmetics, and where it was made from. Both Chinese and Korean consumers are influenced by salesperson more than any other marketing variables at point of purchase. The findings of this study are expected to help marketer make successful marketing strategy for cosmetics business in China.

• Journal of Global Scholars of Marketing Science
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• v.15 no.1
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• pp.41-60
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• 2005

The purposes of this study were 1)to examine the conceptual structure of purchasing motives and information seeking of beauty service, 2)to find out the effects of purchasing motives on information seeking, and 3)to investigate the differences of purchasing motives and information seeking according to the demographic variables. The questionnaire was developed based on pretest and previous studies, and completed by 331 female consumers living in Seoul and Busan. Data were analyzed by factor analysis, Cronbach's a, regression analysis, Pearson's correlation, ANOVA, and Duncan test. The results are as follows; First, factor analysis showed that the purchasing motives of beauty services consisted of five factors, such as Fashionableness, Impulse purchase, Special event, Mood & Recreation, and Practical purchasing needs. And the information seeking for beauty services consisted of four factors, such as Mass media, Opinions of neighbors, Experience & Observation, and Sales hook. Second, mass media was effected by fashionableness, impulse purchase, special event, and mood & recreation. Experience & Observation was effected by fashionableness, special event, and mood & recreation. Sales hook was effected by fashionableness, and impulse purchase. Third, the dimensions of purchasing motives and information seeking of beauty service were significantly different according to age, marriage or unmarried, and duties.

• Knowledge Management Research
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• v.23 no.2
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• pp.253-276
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• 2022

Online reviews attract much attention because they play an essential role in consumer decision-making. Therefore, it is necessary to investigate the review attributes that affect the perceived helpfulness of consumers. However, most previous studies on the helpfulness of online reviews mainly focus on quantitative factors such as review volume and reviewer attributes. Recently, some studies have investigated the impact of review content and linguistic style matching on consumers' purchase decision-making. Those studies show that consumers consider additional review attributes when evaluating reviews in decision-making. To fill the research gap with existing literature, we investigated the impact of review content and linguistic style matching on review helpfulness. Moreover, this study investigated how the reviewers' expertise moderates the effect of the review content and linguistic style matching on the review helpfulness. The empirical results show that positive affective content has a negative effect on the review helpfulness. The negative affective content and linguistic style matching positively affect review helpfulness. Review expertise relieved the impact of negative affective content and linguistic style matching on review helpfulness. According to the mechanism confirmed in this study, online e-commerce companies can achieve corporate sales growth by identifying factors affecting review helpfulness and reflecting them in their marketing strategies.

• Proceedings of the Korean Institute of Navigation and Port Research Conference
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• 2012.06a
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• pp.95-97
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• 2012

최근 정보기술의 발달과 함께 컨테이너화물 안전수송 분야의 정보시스템의 역할에서도 많은 변화가 나타나고 있다. 이러한 변화에 따라 본 연구에서는 현재 개발 진행중인 '컨테이너 화물 안전수송을 위한 관제 및 운용기술'시스템이 사용자 중심의 컨테이너화물 안전수송 정보제공 시스템이 될 수 있도록 수정, 보완을 위한 기초자료를 제공하고자 시도되었다. 본 연구는 시스템 사용자가 시스템 사용과정에서 느끼는 서비스 품질과 만족도 신뢰 및 구매의사 결정 등에 대해 알아보았으며, 제공되는 정보들에 있어서 중요도 순위를 알아보았으며, 추가적으로 실용화하기 위해 필요한 사항들이 어떠한 것들인지에 대하여 알아보았다.

• Journal of Family Resource Management and Policy Review
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• v.5 no.1
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• pp.15-31
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• 2001

The purpose of this study is to identify participation-types of the family in the purchasing decision-making on items of commodities (TV, refrigerator, furniture, passenger car, housing, vacation, saving, husbands’clothing and children’s clothing). The other thing is to find who is major factors in each of the decision-making stages(the recognition of problem, the searching of information, the evaluation of alternatives and purchasing) among the subjects of decision-making (husband, wife, couple combination and family combination). To complete the purpose, the data were collected through questionnaire which 549 wives living in Seoul answered. From the data, frequency, percentage and correspondence analysis were executed by SPSS. The results of this study were briefly summarized as follows; Wives played an important role on all of decision-making stages for refrigerator, furniture, children’s clothing and husbands’clothing. Husbands played an important role on vacation and passenger car. And in case of saving, TV and housing, couple combination played an important role. It means that wives have a major influence on the purchasing process.