• Journal of Digital Convergence
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• v.10 no.8
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• pp.81-90
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• 2012

This study is to establish the effects on B2B(Business-to-Business) industrial product market of the Marketing Communication which used in B2C(Business-to-Customer) has influences on Trust and Trust has influences on Long-Term Orientation through survey targeting 177 wholesale and retail dealers of Air-Tool distribution. Accordance with these conclusions, The Trust that the customer felt for Supplier was a positive influence on Long-Term Orientation. Also advertising of marketing communication is useful for increasing the Trust. Thus, to increase Long-Term Orientation on B2B, supplier needs to increase Trust and to find another marketing communication factors increased Trust is needed.

• Asia Marketing Journal
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• v.2 no.4
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• pp.13-35
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• 2000

기존의 관계마케팅에 대한 연구에 있어서 소비자 만족과 같은 고객의 평가에 대한 경험적 연구들이 많이 진행되어 왔지만 기업에 대한 소비자들의 관계성이 강하고 약한 다양성을 구분하지 못하고, 대부분의 연구들이 상대적으로 단기적이거나 약한 관계에 대한 실증연구의 결과들을 제시하고 있기 때문에 상대적으로 관계지향성이 높은 고객에 대한 연구가 필요하다. 따라서 본 연구는 거래적 교환관계에서부터 관계지향적 교환관계까지의 연속적 고객관계선상에서 비교적 관계지향성이 높은 고객과의 관계구축을 구전의도와 재구매의도에 영향을 미치는 요인의 관점에서 살펴보고자 하였다. 먼저 관계마케팅에서 핵심적인 구성요소인 요인별 만족과 전반적 만족 그리고 몰입과 신뢰 개념을 검토하고, 이들 구성요소들간의 관계를 파악한 후, 재구매의도에 대한 몰입과 신뢰의 효과를 검토하였다. 본 연구에서는 기업과 5년이상 장기적인 관계를 유지하고 있는 심야전력고객을 대상으로 하여 실증연구를 실시하였는데, 분석 결과 전반적 만족은 요인별 만족과 구전의도에 매개적 역할을 하는 것으로 나타났으며, 관계적 교환관계에 있어서 요인별 만족과 재구매의도는 신뢰와 몰입수준에 의해 매개되는 것으로 나타났다. 또한 요인별 만족이 신뢰와 몰입에 미치는 영향도 다르게 나타났는데, 심야요금제도와 서비스맨에 대한 만족이 몰입에 영향을 미치며, 제품요인과 대리점 요인에 대한 만족이 신뢰에 영향을 미치는 것으로 나타났다.

• Culinary science and hospitality research
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• v.15 no.3
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• pp.54-68
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• 2009

This study is to examine the structural relationships between relationship learning, their antecedents such as transaction specific assets, and environmental uncertainty, and long-term orientation, overall satisfaction and recontracting intention in the context of the foodservice franchise industry. The data is analyzed with structural equation modeling with Amos 5.0 and SPSS 14.0. The result of the overall model analysis appeared as follows: $x^2=57.75$, df=9, p=0.00, GFI=0.95, AGFI=0.81, RMSR=0.03, NFI=0.92, CFI=0.93. Since the result of the overall model analysis demonstrated a good fit, we could further analyze our data. The results of this study are as follows: First, information sharing of relationship learning had a significantly positive effect on long-term orientation. Second, information sharing of relationship learning did not have a significantly positive effect on overall satisfaction. Third, shared interpretation of relationship learning had a significantly positive effect on long-term orientation and overall satisfaction. Fourth, developing memories of relationship learning did not have a significantly positive effect on long-term orientation and overall satisfaction. Fifth, overall satisfaction had a significantly positive effect on long-term orientation. Sixth, long-term orientation and overall satisfaction had a significantly positive effect on recontracting intention. Finally, transaction specific assets and environmental uncertainty had a significantly positive effect on relationship learning. At the end of this paper, limitations, further research directions, and implications are suggested.

• Asia Marketing Journal
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• v.11 no.4
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• pp.1-19
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• 2010

The role of customers in product, service production and delivery is getting more important. Especially, customers' progressive participation in service circumstance bring to success of service delivery and improve service quality. Recently, the studies related to Customer Citizenship Behavior (CCB) which leaves to the discretion of customer is conducting in marketing area. However, the prior study concentrates on antecedents of CCB but it mixed antecedents of CCB and customer participation behavior. Also, there is insufficient related to the consequence of CCB in long-term relationship between service organization and customer. This study examines the effect of customer citizenship behavior on long-term orientation between service organization and customer. The results show that significant effects of citizenship behavior of customer. First, the relationship between customer's perception of justice and CCB was significant. Second, the relationship between customer's perception of support from service organization and CCB was significant. Third, the relationship between customer's perception of value and CCB was significant. Lastly, CCB significantly affect on Long-Term Orientation between service organization and customer.

• The Journal of the Korea Contents Association
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• v.17 no.2
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• pp.467-475
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• 2017

The purpose of this study is to investigate how the communication barriers which patients have at the dental clinic affect the patient's satisfaction and long term sustainable relationship. The subjects of this study were 214 patients from the dental clinic and the analysis was conducted using PASW Statistics 18.0 and IBM SPSS AMOS 21. As the results of factor analysis, the communication barriers were divided to four factors: one-sided communication, lack of trust and concern, patient and environment. In conclusion, the results of this study showed that the communication barriers which patients have with hygienist affected the patient's satisfaction and long term sustainable relationship. So It is imperative that the hygienist makes a concerted effort to ensure the comfort and trust of their patients. In cases where a patient shows discomfort or dissatisfaction, it is important that the hygienist guarantees open communication to the patient in order to gain their trust. Failing to do so may result in difficulties when trying to build a strong client base.

• The Journal of the Korea Contents Association
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• v.15 no.7
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• pp.555-566
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• 2015

Socially responsible activities done by the food-service companies increase corporate their competitiveness and can be used as a marketing strategy for the preparation for their future corporate image through positive word of consumer mouth. Food-service companies will lose competitiveness if they overlook socially responsible activities, which risks their long term sustainability. For one month, June 1 to June 30, 2014, after explaining the purpose and validity to staff and customers, the researcher asked them to complete a questionnaire via Self-administered Questionnaire Survey Method and gathered it.532 questionnaires out of 540 were returned and, excluding 22 insincerely replied questionnaires, 510 questionnaires were used for empirical analysis of the research material. he summary analysis for the research hypotheses are as follows :First, socially responsible activities(economic, charity and environmnetal responsibility) had a positive(+) effect on corporate image. Second, socially responsible activities had a positive(+) effect on long-term orientation. Third, socially responsible activities had a positive (+) effect on word of mouth. This study is worthwhile because it empirically confirms that food-service companies carry out socially responsible activities. his study confirms that socially responsible activities and business operations that fulfill this responsibility can be used as a marketing strategy, which reveals consumers' value of social responsibility.

• Journal of Navigation and Port Research
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• v.47 no.4
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• pp.191-201
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• 2023

The provision of onboard Internet services is recognized as one of the measures to enhance the appeal of seafarers and improve seafarer welfare. This study aims to investigate the influence of seafarers' leisure activities using the Internet on shipboard culture. Shipboard culture was examined using Hofstede's cultural dimensions theory. An empirical analysis was conducted on crewmembers regarding their Internet-based leisure activities and the shipboard culture. As a result, it was observed that sociability activities through the Internet while onboard significantly influenced power distance, uncertainty avoidance, and long-term orientation. The investigation of shipboard culture revealed uncertainty avoidance, masculinity, and long-term orientation, along with low power distance and individualism cultures. In addition, an analysis of shipboard culture according to seafarers' characteristics showed significant differences in certain shipboard cultures based on seafarers' attributes.

• Culinary science and hospitality research
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• v.17 no.2
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• pp.168-181
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• 2011

The purpose of this study is to establish an effective marketing strategy as the marketing management strategy by inquiring into the effect of service recovery justice on relationship benefit, relationship satisfaction and long-tenn relationship orientation in food service industry with food service customers. This study showed that the service recovery justice has a positive effect on the relationship benefit according to procedural, interactional and distributive justice, and the customer satisfaction is maximized through the relationship benefit, continuing the relationship as long-tenn friendship customers. That means that despite service companies' many efforts, including the establishment of a goal related to service, as their service failures happen frequently by various internal or external factors, active work is needed through the fair relationship benefit as the service recovery strategy to deal with these service failures positively and keep the customer satisfaction and long-tenn relationship orientation.

• The Journal of the Korea Contents Association
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• v.13 no.6
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• pp.481-495
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• 2013

The purpose of this study is to figure out the effects of business startup attributes on customer orientation and business startup performance in the foodservice industry. To achieve this, a survey was carried on 300 entrepreneurs, who are running 5 or more years of restaurants in Seoul, through February 1 to February 28, 2013. The SPSS v. 17.0 statistical package program was used for data analysis. The results were as follows; First, the effect of business startup attributes on the understanding of customers' desires in the foodservice industry showed that business startup funds, business startup location, business startup facilities and business startup products had a significant positive effect on the understanding of customers' desires. Second, the effect of business startup attributes on customer relationship in the foodservice industry showed that business startup funds, business startup facilities and business startup products had a significant positive effect on the customer relationship. Third, the effect of customer orientation on business startup performance in the foodservice industry showed that the understanding of customers' desires and customer relationship had a significant positive effect on the business startup performance. These results suggest that business startup funds, business startup location, business startup facilities and business startup products in the foodservice industry are important, and the customer-oriented understanding of customers' desires and close adherence to customers lead to ultimate performance, supporting a stable management in the long term.

• 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'.