• Journal of Global Scholars of Marketing Science
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• v.17 no.4
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• pp.247-269
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• 2007

In recent years, one of the major reasons for the fierce competition amongst firms is that they strive to increase their own market shares and customer acquisition rate in the same market with similar and apparently undifferentiated products in terms of quality and perceived benefit. Because of this change in recent marketing environment, the differentiated after-sales service and diversified promotion strategies have become more important to gain competitive advantage. Price promotion is the favorite strategy that most retailers use to achieve short-term sales increase, induce consumer's brand switch, in troduce new product into market, and so forth. However, if marketers apply or copy an identical price promotion strategy without considering the characteristic differences in product and consumer preference, it will cause serious problems because discounted price itself could make people skeptical about product quality, and the changes of perceived value might appear differently depending on other factors such as consumer involvement or brand attitude. Previous studies showed that price promotion would certainly increase sales, and the discounted price compared to regular price would enhance the consumer's perceived values. On the other hand, discounted price itself could make people depreciate or skeptical about product quality, and reduce the consumers' positivity bias because consumers might be unsure whether the current price promotion is the retailer's best price offer. Moreover, we cannot say that discounted price absolutely enhances the consumer's perceived values regardless of product category and purchase situations. That is, the factors that affect consumers' value perceptions and buying behavior are so diverse in reality that the results of studies on the same dependent variable come out differently depending on what variable was used or how experiment conditions were designed. Majority of previous researches on the effect of price-comparison advertising have used consumers' buying behavior as dependent variable. In order to figure out consumers' buying behavior theoretically, analysis of value perceptions which influence buying intentions is needed. In addition, they did not combined the independent variables such as brand loyalty and price discount rate together. For this reason, this paper tried to examine the moderating effect of brand loyalty on relationship between the different levels of discounting rate and buyers' value perception. And we provided with theoretical and managerial implications that marketers need to consider such variables as product attributes, brand loyalty, and consumer involvement at the same time, and then establish a differentiated pricing strategy case by case in order to enhance consumer's perceived values properl. Three research concepts were used in our study and each concept based on past researches was defined. The perceived acquisition value in this study was defined as the perceived net gains associated with the products or services acquired. That is, the perceived acquisition value of the product will be positively influenced by the benefits buyers believe they are getting by acquiring and using the product, and negatively influenced by the money given up to acquire the product. And the perceived transaction value was defined as the perception of psychological satisfaction or pleasure obtained from taking advantage of the financial terms of the price deal. Lastly, the brand loyalty was defined as favorable attitude towards a purchased product. Thus, a consumer loyal to a brand has an emotional attachment to the brand or firm. Repeat purchasers continue to buy the same brand even though they do not have an emotional attachment to it. We assumed that if the degree of brand loyalty is high, the perceived acquisition value and the perceived transaction value will increase when higher discount rate is provided. But we found that there are no significant differences in values between two different discount rates as a result of empirical analysis. It means that price reduction did not affect consumer's brand choice significantly because the perceived sacrifice decreased only a little, and customers are satisfied with product's benefits when brand loyalty is high. From the result, we confirmed that consumers with high degree of brand loyalty to a specific product are less sensitive to price change. Thus, using price promotion strategy to merely expect sale increase is not recommendable. Instead of discounting price, marketers need to strengthen consumers' brand loyalty and maintain the skimming strategy. On the contrary, when the degree of brand loyalty is low, the perceived acquisition value and the perceived transaction value decreased significantly when higher discount rate is provided. Generally brands that are considered inferior might be able to draw attention away from the quality of the product by making consumers focus more on the sacrifice component of price. But considering the fact that consumers with low degree of brand loyalty are known to be unsatisfied with product's benefits and have relatively negative brand attitude, bigger price reduction offered in experiment condition of this paper made consumers depreciate product's quality and benefit more and more, and consumer's psychological perceived sacrifice increased while perceived values decreased accordingly. We infer that, in the case of inferior brand, a drastic price-cut or frequent price promotion may increase consumers' uncertainty about overall components of product. Therefore, it appears that reinforcing the augmented product such as after-sale service, delivery and giving credit which is one of the levels consisting of product would be more effective in reality. This will be better rather than competing with product that holds high brand loyalty by reducing sale price. Although this study tried to examine the moderating effect of brand loyalty on relationship between the different levels of discounting rate and buyers' value perception, there are several limitations. This study was conducted in controlled conditions where the high involvement product and two different levels of discount rate were applied. Given the presence of low involvement product, when both pieces of information are available, it is likely that the results we have reported here may have been different. Thus, this research results explain only the specific situation. Second, the sample selected in this study was university students in their twenties, so we cannot say that the results are firmly effective to all generations. Future research that manipulates the level of discount along with the consumer involvement might lead to a more robust understanding of the effects various discount rate. And, we used a cellular phone as a product stimulus, so it would be very interesting to analyze the result when the product stimulus is an intangible product such as service. It could be also valuable to analyze whether the change of perceived value affects consumers' final buying behavior positively or negatively.

• Journal of the Korean Society of Food Science and Nutrition
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• v.42 no.9
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• pp.1499-1512
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• 2013

The purpose of this study was to compare the coffee shop visits of Koreans and Mongolians, and to determine the quality attributes that should be managed by Importance-Performance Analysis (IPA). The survey was conducted in Seoul and the Gyeonggi Province of Korea, and at Ulaanbaatar in Mongolia from April to May 2012. The questionnaire was distributed to 380 Koreans and 380 Mongolians, with 253 and 250 responses from the Koreans and Mongolians, respectively, used for statistical analyses. From the results, Koreans visited coffee shops more frequently than Mongolians, with both groups mainly visiting a coffee shop with friends. Koreans also spent more time in a coffee shop than Mongolians. In addition, they generally used a coffee shop, regardless of time. In terms of coffee preference, Koreans preferred Americano and Mongolians preferred Espresso. The most frequently stated purpose of Koreans for visiting a coffee shop was to rest, while Mongolians typically visited to drink coffee. The general price range respondents spent on coffee was less than 4~8 thousand won for the Koreans and 2~4 thousand won for the Mongolians. Both Koreans and Mongolians obtained information about coffee shops from recommendations. According to the IPA results of 20 quality attributes of coffee shops, the selection attributes with high importance but low satisfaction were quality, price, and kindness for Koreans, but none of the attributes was found for Mongolians.

• Journal of Distribution Science
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• v.12 no.11
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• pp.67-76
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• 2014

Purpose - PB (Private Brand) refers to the product for which the distribution company plans the production independently, consigns the production to the manufacturer, or attaches the self-developed trademark and sells it. To reinforce competitiveness in such a market environment, diverse products development, systematic management activities, and marketing efforts to analyze and understand the consumers' behavior regarding PB products are emphasized. Therefore, this study aims to investigate the relationships among PB product attributes, consumption emotion, brand attitude, and brand loyalty in general supermarkets. First, PB product attributes were defined using the five categories of perceived price, store image, familiarity, perceived service, and perceived quality, based on preceding studies. This study examined the influence of PB product attributes on consumption. Further, this study examined the relation among consumption emotion, brand attitude, and brand loyalty. This study provides more detailed and concentrated strategic implications. Research design, data, and methodology - In this study, the research model was designed to examine the relation among PB product attributes, consumption emotion, brand attitude, and brand loyalty. For the data collection method, the questionnaire survey comprised multiple items for each component and the direct interview method was employed. To collect data, the questionnaire survey was conducted for customers who personally visited the general supermarket after verifying the PB product purchase experience. The questionnaire survey was performed for one month, May 2014. A total of 300 questionnaires were distributed and 240 questionnaires were used for the analysis, excluding the unanswered and insincere questionnaires. The data were analyzed using SPSS ver. 20.0. Results - First, PB product attributes had a significantly positive effect on consumption emotion. The PB product attributes perceived by the customer at the point of service contact are important to form the positive consumption emotion. Second, consumption emotion had a significantly positive effect on brand attitude. Third, the consumption emotion had a significantly positive effect on brand loyalty. Such consumption emotion is an important factor in causing the positive evaluation on the brand attitude perceived by the customer. Fourth, brand attitude had a significantly positive effect on brand loyalty. The consumption emotion was positively represented to invoke the relational continuance behavior. The relational continuance behavior accompanies the repetition of purchase, word of mouth, and recommendation activities, and influences trust regarding the brand, for which the customer maintains the transaction continuously. Conclusions - The PB product attributes perceived by the customer at the point of service contact are important factors to form the positive consumption emotion. Based on this result, the discount store service provider would prepare the measures that can make the customer recognize the positive value, and make more detailed efforts. Consumption emotion is an important factor to cause the positive evaluation on the brand attitude perceived by the customer. Based on this result, the general supermarket must make efforts to provide fun or convenience in the purchase process for consumers.

• The Journal of Society for e-Business Studies
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• v.22 no.1
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• pp.123-146
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• 2017

The information that consumers share in the SNS (Social Networking Service) has a great influence on the purchase of consumers. Therefore, it is necessary to pay attention to new research methodology and advertising strategy using Social Big Data. In this context, the purpose of this study is to quantitatively analyze customer value through Social Big Data. In this study, we analyzed the value structure of consumers for the three smartphone brands through text mining and positive/negative image analysis. Analysis result, it was possible to distinguish the emotional aspects (sensitivity) and rational aspects (rationality) for customer value per brand. In the case of the Galaxy S7 and iPhone 6S, emotional aspects were important before the launch, but the rational aspects was important after release date. On the other hand, in the case of the LG G5, emotional aspects were important before and after launch. We can propose two core advertising strategies based on analyzed consumer value. When developing advertising strategy in the case of the Galaxy S7, there is a need to emphasize the rational aspects of product attributes and differentiated functions. In the case of the LG G5, it is necessary to consider the emotional aspects of happiness, excitement, pleasure, and fun that are felt by using products in advertising strategy. As a result, this study will provide a good standard for actual advertising strategy through consumer value analysis. Advertising strategies are primarily driven by intuition or experience. Therefore, it is important to develop advertising strategies by analyzing consumer value through social big data analysis.

• Food Science and Preservation
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• v.11 no.1
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• pp.122-125
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• 2004

Factor analysis is estimated using housewives's intention data in Seoul province. Rice consumers considered safety, high nutritive value, shape and cultivation region as important factors in buying rice. The factors of food safety are brand and quality certification mark. The differences of two housewife groups on safety factor are caused by residence type, employment existence and residence region. The marketing strategies for rice containing food safety target housewives living in apartment, Gang Nam region. Also selling extension for target consumers housewives should be employed.

• The Journal of the Convergence on Culture Technology
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• v.7 no.1
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• pp.291-299
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• 2021

In 2019, SUV sales surpassed sedans in the domestic sales market with phenomenal domestic sales. The strength of SUVs around the world is expected to continue in the future. South Korea's K-company aggressively launched small SUVs in the SUV market. Its simple lineup is recognized as a brand image, not as a SUV. It is time to evaluate this. Therefore, it influences the purchasing decisions of potential customers and buyers of small SUVs through the evaluation of design images of small SUVs in Korea. Rather than the functional properties of the SUV model, it is purchased by emotional characteristics, brand symbolism, and image. Subconsciousness of the purchasing psychology of the end consumer was used by metaphor extraction techniques. Customers wanted to study the evaluation of small SUV design images that fit their needs. We wanted to see if consumers who intend to purchase or purchase small SUVs in Korea had a connection with the image of design of small SUVs in Korea. The conclusion of the study was extracted through ZMET, a metaphor extraction technique, with the latent consciousness of the primary ambiguous message from the consumer's feeling and representation of the image. Therefore, based on the results of this study, we hope that the images presented in SUVs in the future will be used as a design guide in the development of small SUVs to influence customer thinking and behavior.

• Science of Emotion and Sensibility
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• v.10 no.3
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• pp.307-320
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• 2007

In this study, we attempted to provide a distinctive cognitive, emotional 'Auditory User Interface (AUI) Design Guideline' according to home appliance groups and their functions. It is an effort to apply a new design method to practical affairs to overcome the limit of GUI centered appliance design and reflect user multimodal properties by presenting a guideline possible to generate auditory signals intuitively associable with the operational functions. The reason why this study is required is because of frequent instances given rise to annoyance as not systematic application of AUI, but arbitrary mapping. This study tried to provide a useful guideline of AUI in home appliances by extracting the relations with cognitive, emotional properties of a certain device or function induced by several properties of auditory signal and showing the empirical data on the basic mechanism of such relations.

• Journal of the Korean Society for Library and Information Science
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• v.44 no.2
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• pp.427-445
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• 2010

In our knowledge-based society, a corporation's main growth engine consists of its unique core competences and how these are organized rather than materialized competitive advantage. Intangible factors such as creative organizational culture, learning capability, brands, marketing ability and technology are notable examples of such core competencies. To ensure constant development of a corporation, it is important to understand the environment in which these factors operate. Drawing on literature research, this paper looks at organizational culture and change, and employees' attitudes and resistance factors to such change. To strengthen the explanation of this study the Korea Asset Management Corporation was used as a case study. From the point of view of information science, knowledge has been viewed as that which is found in books and databases. Such "knowledge" is storable, passive and unchangeable. However, more recently it is seen by many researchers that this approach is limited in that it ignores the knowledge that "sits" in human "bodyminds" and organizations. Such knowledge forms the backbone of organizational culture and should be considered in any meaningful study of information.

• Korean Journal of Community Nutrition
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• v.7 no.3
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• pp.354-360
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• 2002

The purposes of this study were (1) to understand how customers trade off one attribute against another when they choose a pizza restaurant, (2) to compare the importance of individual attributes with their relative importance and (3) to compare customers'brand choice patterns with the prediction of pizza restaurant operators. Empirical data for this study were collected from the customers (n=307) and operators (n=273) of flour famous pizza franchise restaurants in Korea, Pizza Hut, Mister Pizza, Domino's Pizza and Pizza Mall. The attributes and attribute levels for the hypothetical profiles were decided from the focus group discussion. A total of 16 profiles was selected from fractional factorial designs. The SPSS conjoint procedure was used to calculate utility scores and simulate profiles. The overall group statistics showed the relative importance of all attributes compared with one other. Taste was the most important attribute (32.48%) in choosing a pizza restaurant, followed by service (21.87%) , atmosphere (17.23%), price (15.17%) and speed of delivery (13.26%). There was a difference between the customers'ratings of the importance of the individual attributes and the ranking of the same attributes'relative importance as derived from the conjoint analysis. The operators rated service (26.54%) as also being important, as well as taste (27.76%), in choosing a pizza restaurant. The rankings of relative importance for pizza taste, service and price were statistically different in the customers'and operators'data (p < 0.001, p < 0.1, p < 0.5). Operators who want to differentiate themselves from their competitors should make decisions based on an increased understanding of their customers'brand choice decision process and measure the hidden needs of their customers.

• 한국HCI학회:학술대회논문집
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• 2006.02b
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• pp.462-467
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• 2006

이 연구는, 대중매체를 미술에 도입한 미디어아트가 대중에게 긍정적인 평가를 받고 있고 콘텐츠의 범위가 증대되고 있는 시점에서 총체적 의미의 사회자본이 된다는 가능성의 연구이다. 이러한 가정 하에 현시점의 미디어아트와 대중의 유대관계, 그 커뮤니케이션의 변화 양상에 대해 몇 가지 사례를 중심으로 살펴보고자 한다. 미디어아트가 사회자본으로서 영향을 미치기 위한 전제를 세가지로 분류하였다. 첫 번째, 사회 참여적인 미디어 장치로서 저널리즘의 속성을 가진 미디어아트, 두 번째는 다양한 문화활동의 프로토타입이 되는 미디어아트, 세 번째로는 일상공간에서의 미디어아트이다. 대중매체의 이용이 사회자본의 구성 요소인 신뢰와 사회적 연계 망에 미치는 효과에 대해서는 기존에 발표된 연구들과 2003년 수행된 대규모 매체 이용행태 자료에서 이미 검증되었다. 디지털미디어아트가 사회자본의 하위구성 요소인 신뢰와 정치참여, 문화적 아이콘으로서의 역할 및 예술생산품으로서의 기능에 대해서는 현재 국내에서 대중과의 소통을 위한 미디어아트의 시도가 점차 증가되고 있는 추세이다. 웹 아티스트, 미디어 아티스트로 알려진 '장영혜중공업' 은 온라인미디어를 통해 현대사회의 정치적, 사회적 이슈와 화두들을 강력하게 표현하고 있고, 대중매체의 조명을 받고 있는 아티스트 '낸시랭' 은 'SSAMZIE' 브랜드를 통해 예술의 문화적, 경제적 활동에 새로운 모델을 제시하였다. 사용자에게 총체적인 경험을 제공하는 일상 생활공간 속에서의 미디어아트는 예술의 대중화를 실현하고 있으며, 일상에서의 경험으로 인하여 대중에게 시각적, 과학적, 심미적 즐거움을 주고 있다. 이처럼 디지털미디어를 이용한 예술은 인터넷을 비롯한 대중매체를 통해 디지털미디어아트의 공적 신뢰를 확대시키고 콘텐트의 범위와 가치를 증대 시키며, 사용자경험의 폭을 확대시켜 점차 새로운 가치체계를 형성해 나갈 것이다. 이는 디지털미디어아트가 사회자본으로서 아직은 미약하지만 사용자의 조작과 참여의 경험으로 인해 디지털 세대에게 적합한 문화아이콘을 만들어 나가며, 사회의 새로운 이용자 패턴, 참여 의식의 확대, 예술의 대중화로 인하여 미래 우리의 삶을 구성하는 사회자본이 될 것으로 그 가능성을 전망해본다.