• Journal of Venture Innovation
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• v.6 no.2
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• pp.101-121
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• 2023

The purpose of this study was to investigate the impact of issue leadership by sales managers on sales team performance, while examining the mediating role of team adaptive sales behavior and the moderating effect of team-member exchange (TMX). Data was collected from 125 sales teams, and both independent and dependent variables were measured with a time difference of two months using responses from sales managers and team members. The empirical analysis revealed several important findings. Firstly, the study found that issue leadership had a significant positive effect on sales team performance. Secondly, team adaptive sales behavior was found to partially mediate the relationship between issue leadership and sales team performance. Lastly, the study revealed that TMX moderated the relationship between issue leadership and sales team performance. These findings have significant academic and practical implications. Firstly, the study demonstrates the effectiveness of issue leadership as a sales leadership style in the B2C industry. Secondly, it highlights the importance of team adaptive sales behavior as a mechanism that mediates the relationship between issue leadership and sales team performance. Lastly, it underscores the significance of TMX as a situational factor that moderates the relationship between issue leadership and sales team performance. In practice, the results suggest that organizations should focus on developing issue leaders, fostering creative sales behavior at the team level, and activating social exchange within sales teams to enhance sales team performance.

• Explosives and Blasting
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• v.40 no.4
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• pp.47-56
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• 2022

It was designed as the mechanical excavation mass method on 176m because the safety thing is located around the site. But low-vibration blasting using an electronic detonator was proposed to improve constructability and economy. As a result of the suggestion blasting, both blasting noise and vibration were safe within the allowable limit, confirming the applicability of low-vibration blasting using an electronic detonator to the section. And compared with the mechanical mass excavation method, an economic evaluation was conducted about the section, and it was evaluated that there was an economic advantage as the construction period was reduced by 88 days.

• Explosives and Blasting
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• v.40 no.1
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• pp.29-38
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• 2022

Electronic detonators are now widely used in various construction sites and quarry mines. Including the sites where safety-thing is located nearby, Cases of using electronic detonators are increasing to maximize operational efficiency by improving blast fragmentation or reducing the cost of secondary blasting. This case study is about applying for electronic detonators on zone 00 construction site, which is the part of urban area metropolitan express rail A line project. Although the project was initially planned to utilize non-electric detonators, Electronic detonators are considered as the solution not only for safe and fast excavation, but also to minimize civil complaint and the damage of safety-thing. By applying electronic detonators, we were able to satisfy environmental regulations standards and prevent nearby safety-thing from getting damaged.

• The Journal of the Korea Contents Association
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• v.21 no.10
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• pp.388-408
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• 2021

Recently, the importance of B2B CSR is being highlighted. Meanwhile, in B2B marketing, salesperson is widely recognized as a key resource influencing supplier firm performance. Therefore, the author paid attention to the role of supplier CSR reputation in customer-salesperson interaction process. So, this study collected dyadic data from 161 B2B purchasing managers and salespersons interacting with them. For customers, a supplier CSR reputation increased customer citizenship behavior and customer long-term orientation. With salespersons, they experienced less burnout due to interacting with customers having higher customer citizenship behavior and long-term orientation. Moreover, the results confirmed that a supplier CSR reputation lowered salespersons' emotional exhaustion through two serial-multiple mediation paths. This research verified that customers' perception and responses to supplier's CSR significantly influence B2B salesperson burnout.

• Journal of the Korea Academia-Industrial cooperation Society
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• v.18 no.5
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• pp.681-691
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• 2017

This empirical study evaluated the 2016 Cheonan KIEMSTA(Korea International Exhibition of Machinery, Equipment, Science and Technology for Agriculture) based on an exhibitor's view. A total of 15 items of importance and performance were selected and 4 quadrants were analyzed for further analysis. The results revealed the following significant factors:concentration region with generating sales, exploring market opportunities in a new region, and meeting key decision makers; the Overkill region with collecting information regarding thecompetitor's product, demonstrating thecompany's capability, increasing staff's trade show experience, and training the sales teams; Low priority region with discovering new products, exploring export opportunities in a foreign market, and gaining an edge over competitors who are not exhibiting; and Keep up the work region bymaintaining relationships with existing customers, collecting market information, benchmarking competitor's position, introducing new product, and motivating sales people.

• Journal of Korean Tunnelling and Underground Space Association
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• v.25 no.2
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• pp.157-173
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• 2023

Although this site is designed with a non-vibration excavation method for a section of 265 m, there are concerns about decline of constructability and economic feasibility. For this reason, the low-vibration electronic detonator blasting method was suggested. To evaluate the applicability of the low-vibration electronic detonator blasting method, the damage range of blasting vibration of low-vibration electronic detonator blasting applied just before the site (suggestion I) and low-vibration electronic detonator blasting constructed close range the subway like this site (suggestion II) was analyzed. As a result of comparing the blasting vibration damage ranges of the two suggestions, the damage range of suggestion II was calculated more conservatively. Considering the specificity of the close range of this site, suggestion II was selected for design change for safer construction. As a result, it is predicted that there will be no damage to the structure even if the 72 m section out of the non-vibration excavation 265 m section is changed to the Low-vibration electronic detonator blasting. And it is evaluated that high economic benefits can be obtained because the total expected excavation period can be reduced by 144 days from 662.5 days.

• Proceedings of the Korean Institute of Building Construction Conference
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• 2020.06a
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• pp.62-63
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• 2020

In this study, fundamental properties of high strength concrete containing blast furnace slag are investigated analyzed according to CBS-Dust replacement rate. As the CBS-Dust replacement rate increased, air content, fluidity and strength decreased, but concrete with 5~10 % of CBS-Dust showed excellent compressive strength in its early age. Therefore, 5~10 % substitution of CBS-Dust on high strength concrete containing blast furnace slag will have a positive effect on reducing waste disposal cost and improving the strength.

• Journal of Korean Association for Spatial Structures
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• v.21 no.1
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• pp.12-17
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• 2021

• Explosives and Blasting
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• v.40 no.2
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• pp.25-34
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• 2022

Recently, there has been an increasing number of cases of improving constructability by using electronic detonators with precise delay time in tunnel blasting sites. This case is a case of conducting test blasting using with non-electric detonator and electronic detonator at the site of 『Seoul Metropolitan Area Express Railroad Route A Private Investment Project Section 00』 that requires careful management of vibration and noise. Although this site was designed with a non-electric detonator, it was attempted to improve the advance rate and control vibration and noise by mixing the non-electric detonator and the electronic detonator due to the decrease in the advance rate. As a result of the blasting, the target value was achieved with an advance rate of about 85% and a maximum measured value of vibration and noise is 0.215cm/sec and 73.22dB(A) which were measured below regulatory standards. As blasting works in downtown areas, it is necessary to designate measurement and management objects to continuously manage vibration and noise.

• 한국벤처창업학회:학술대회논문집
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• 2023.04a
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• pp.149-156
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• 2023

임팩트 투자(impact investment)는 사회적 가치와 재무적 이익을 동시에 추구하는 소셜벤처에 투자하는 행위이다. 그동안 국내에서는 정부 주도로 임팩트 투자 생태계가 조성되고 성장하였다. 선순환 투자 생태계를 위해서는 소셜벤처가 가지는 사회혁신의 가치와 임팩트 투자의 연계가 중요하다. 사회적 형평과 시장의 효율의 두 가치 중심으로 수요와 공급이 맞는 임팩트 투자에 대한 이해가 필수적이다. 특히, 임팩트 투자 지원정책과 투자가 공공에서 민간으로 확대되는 시점에서 임팩트 투자의사 결정요인을 규명하는 차별화된 접근이 필요하다. 이에 본 연구는 임팩트 투자의사 결정요인을 분석하고 우선순위를 도출하고자 하였다. 먼저 문헌분석을 통해 투자 결정에 영향을 미치는 요인을 확인하고 임팩트 투자 심사역을 대상으로 자문·설문조사를 수행한 뒤, 델파이 기법을 적용하여 주요 투자의사 결정요인을 도출하였다. 다음으로는 임팩트 투자 심사역 10명을 대상으로 AHP분석을 실시하여 투자의사 결정요인의 우선순위를 분석하였다. 분석 결과, 상위요인의 중요도는 시장-창업가(팀)-제품·서비스-재무의 순서로 확인되었으며, 세부요인의 중요도는 '시장의 경쟁강도 및 진입장벽-시장성장 및 확장 가능성-팀의 전문성 및 역량-신시장 창출 가능성-영업활동 및 고객관리-창업가의 신뢰성 및 진정성의 순서로 나타났다. 이러한 연구 결과는 임팩트 투자에 대한 지원정책과 투자가 공공에서 민간으로 확대되는 시점에서 고유한 투자의사 결정요인을 규명하여 투자를 희망하는 이해관계자들에게 기초 자료를 제시했다는 데 의의가 있다.