• The Journal of the Korea Contents Association
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• v.21 no.9
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• pp.270-283
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• 2021

The achievement of the long-term relationship is commonly executed by a salesperson that is eventually very crucial to enhance the customer retention in the insurance industry. It indicates there is an urgency to improve the competence of salesperson and organization support to build and maintain bonds of long-lasting loyalty with the individual customers. Therefore, this research aims to analyze the influence of planner's competency and organizational support on sales performance, and to verify empirically whether MDRT goal orientation mediating role between competency, organizational support and sales performance. The results of this research are as follows: firstly, product and customer competence, digital competence, network competence positively affect sales performance. Secondly, sales support positively affect sales performance. Thirdly, meditating effect of MDRT goal orientation were significant found between the planner's competency and sales performance. Moreover, in the relationship between sales support and sales performance, MDRT goal orientation have a fully mediated effect. This means customer management through excellent competency, organization support to insurance trend change, and competence development through MDRT goal orientation positively affect sales performance.

• The Korean Journal of Financial Studies
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• v.1 no.2
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• pp.119-152
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• 1994

본 연구는 한국기업들이 기업자산을 제 3자 혹은 신설기업으로 탈퇴시키므로써, 즉 자산, 제품생산라인, 자회사, 사업부 등을 현금, 증권 등으로 교환하므로써 발생된사건, 특히 자산중 영업일부를 양도한 기업에 있어 주가수익율의 영향을 분석하고자 한다. 분석결과 영업일부를 양도한 기업들은 (+)의 평균초과수익율을 얻는 것으로 나타났다. 이것은 한국증권시장에서 영업(營業) 일부양도(一部讓渡)가 양도기업 株主(주주)의 부(富), 즉 주식(株式)의 시장가치에 정(+)의 영향을 미친다는 것을 의미한다. 그리고 영업 일부양도 후 후속 재무구조 개선집단과 악화 집단간의 시장반응에 있어 악화집단이 오히려 더 큰 정(+)의 시장반응을 보이며 유의적인 큰 차이가 존재했으며, 또한 후속 EPS 증가집단과 EPS 감소집단에 있어서 후속 EPS 증가기업이 더 큰 정(+)의 시장반응을 보이며 유의적인 차이가 존재했다. 이러한 사실로 미루어 볼때 영업(營業) 일부양도(一部讓渡)는 투자자들에 의해 재무구조개선 및 비수익성 영업일부의 양도를 통한 기업수익성(企業收益性)의 증대라는 관점에서 크게 받아들여 지고 있다는 것을 암시해 준다.

• The monthly packaging world
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• s.325
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• pp.87-89
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• 2020

(사)한국포장협회(회장 임경호)는 지난 2월 25일 '포장인의 날'에 처음으로 한국포장협회장상 수상자를 선정했다. 제1회 한국포장협회장상을 수상한 영광의 얼굴은 정지연 SPC PACK 영업본부 영업총괄 부문장으로, 정 부문장은 SPC PACK에 재직하면서 넓은 포용력과 추진력을 바탕으로 포장업계의 화합을 주도하고, (사)한국포장협회 연포장 영업부서장 모임을 이끌며 협회와 회원사간 공동 발전에 큰 역할을 한점이 높은 평가를 받았다. 정지연 부문장을 만나 수상 소감과 함께 적극적으로 협회 활동에 참여한 이유, 근무 철학, 앞으로의 목표 등에 대한 이야기를 들어보았다.

• 발명특허
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• v.23 no.8 s.269
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• pp.35-39
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• 1998

세계는 지금 국경없는 WTO체제에서 치열한 경제전쟁을 맞고 있다. 기술력이 곧 국가의 경쟁력을 가름하는 잣대가 되고 있는 상황하에서 새로운 기술개발을 위한 노력만큼이나 기업이 보유하고 있는 영업비밀에 대한 보호 노력은 경영의 새로운 핵심과제로 떠오르고 있다. 이에 우리기업의 영업비밀보호 전략수립에 도움을 주고자 주요 선진국들의 영업비밀보호제도를 분야별로 나누어 시리즈로 연재한다.

• The monthly packaging world
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• s.339
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• pp.93-97
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• 2021

• Management & Information Systems Review
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• v.32 no.1
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• pp.195-216
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• 2013

This Study investigates evaluation policies for goodwill under the current tax law and suggests improvements as follows. First, even though not appear on the financial statements of acquiree at the date of acquisition, the current corporate tax raw regulates that firms need to estimate purchased goodwill including acquisition amount and additionally recognizable intangible property right with no distinction. According to this rule, purchased goodwill from business combination under the current tax raw has a drawback in overestimating. So, there is need of further improvement on the current related purchased goodwill regime to distinguish additionally recognized intangible property right from purchased goodwill. Second, in the consideration of internally generated goodwill, suggested in the current inheritance and gift tax act as a supplementary evaluation technique, the estimated value of goodwill may contain some bias, since the current regulation uniformly applies to all the companies with no industry characteristics. This may particularly become problematic while computing abnormal earnings, uniformly applying the 10% normal return to all the companies since the normal return is not likely to reflect industry characteristics and thus the computed abnormal earnings may be biased. Therefore, there is need to revise the current regulation relating to the normal return, to convert from the existing 10% rule to the industry average rate of return method.

• Asia Marketing Journal
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• v.8 no.2
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• pp.63-91
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• 2006

This study conducted in-depth interviews with 5 successful and 6 unsuccessful sales persons and analyzed their activities to further clarify the concepts of learning orientation, performance orientation, working smart, working hard and adaptive selling which have been reported as antecedents of sales persons' performances. We found that successful sales persons had their own distinctive characteristics. First, they regarded their selling activities as a part of their lives, not as a task, and were proud of themselves. Second, they perceived their weaknesses from most of activity areas, voluntarily participated in educational programs, and studied not only their products but also competitive products. Third, successful sales persons conducted customer-oriented activities. They collected data on their customers' personal records, developed customer typology by styles or personalities, and consulted their customers using those data. Fourth, successful sales people carefully prepared their meetings with customers across steps in selling processes and they did their best to develop long term relationship with their customers. These results provide useful implications about objective evaluations on sales persons' customer orientations and adaptive selling abilities, and also clarify the concepts of 'working smart' and 'adaptive selling'.

• Journal of Regulation Studies
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• v.27 no.1
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• pp.123-151
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• 2018

There have been voluminous debates on the economic effects of the Sunday shopping restriction in Korea. This paper summarizes the issues on the restriction, critically reviews the previous researches, and proposes policy alternatives. First, the Sunday shopping restriction in Korea significantly lowers supply-side efficiency. Second, the restriction considerably reduces demand-side efficiency due to higher transaction costs. Third, there is no empirical evidence showing the restriction improves equity overall. Fourth, even if equity improvement occurs, there are a number of policy alternatives that can achieve the same equity effect with less efficiency loss.

• Journal of Distribution Science
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• v.6 no.1
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• pp.99-116
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• 2008

This research is focused on the effects of salesperson's evaluation of using the notebook computer. From analysis of the resulting data, using the notebook computer are increased the quality of salesperson's service-justice. Salesperson's distributive-justice affects to positive the customer satisfaction. But procedural justice and interactional justice cannot affect to positive the customer satisfaction. Maybe, I think that the reason will be a feature of insurance goods. And customer satisfaction affects to positive the salesperson's evaluation. But, only using the notebook computer cannot affect to positive the salesperson's evaluation. According to the result, using the notebook computer of salesperson affects to positive the salesperson's evaluation mediate of the service justice and customer satisfaction. There are limitations on generalization due to the results based on only insurance industry, but this study will be a useful exploratory step before designing a future survey.

• 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.