• Journal of Distribution Science
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• v.15 no.1
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• pp.105-114
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• 2017

Purpose - Recently, domestic pharmaceutical market is growing steadily, but top-tier companies are concentrating on sales growth. In this market, SMEs, which account for more than 80% of the entire market, suffer from the problem of lower margins and increasing inventory costs. According to the government's policy changes related to pharmaceuticals, it is pointed out that the management of existing customers and the control of salespeople are important issues for pharmaceutical companies. This study investigates the effect of the control system on the salesperson in domestic pharmaceutical distribution channel on customer-oriented selling behaviors and sales performance. Research design, data, and methodology - To verify the proposed research model and test hypotheses, the authors selected 244 MR(medical representatives)'s responses which have currently relationship with doctors or pharmacists. This study carefully investigated the reliability, content validity, convergent validity, and discriminant validity of the proposed model. Results - The authors find out the following results: capacity control, activity control, and self control have positive effects on customer-oriented selling behaviors and customer-oriented selling behaviors have a positive effect on sales performance. In addition, we present alternative model to check the direct effect between the control systems and the sales performance, but control system factors except self control have no direct influence. Conclusions - First of all, competency control and activity control increases the customer-oriented selling behavior of the salesperson. This means that the salesperson's sales skill, negotiation skill, customer access skill, presentation ability, monitoring, direction and evaluation are important and it is also important to control activities to check the number of visits to customers, report preparation, and customer service etiquette. Second, the fact that self-control of salesperson affects the customer-oriented selling behavior suggests that self-control is not controlled by external factors but rather establishes short/long-term goals. Therefore, it is important for sales organization to create an environment in which members can induce persistent incentives for self-control. Finally, output control did not affect customer-oriented sales behavior, which is less likely to form confidence or motivation to MRs when output control is perceived as a means of monitoring, supervising, or controlling rather than providing information to salespeople.

• Journal of Korean Society of Industrial and Systems Engineering
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• v.40 no.4
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• pp.78-86
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• 2017

The new businesses started by the companies usually results in being unsuccessful. The main reasons for that are either aiming targeting wrong customers, unsatisfaction of customers' requesting quality standards, or taking wrong actions against the competitors in the market. Therefore, companies should aim the targets for the newly developing products based on the fulfilling values for the customers when they start the new businesses, and should take good cares for risk managements at the each step of the new business to prevent the failure in advance. In addition to that, the companies starting new businesses not only need to take the customers attributes (CA) into account, but they also should apply the new technologies as one system to initiate a new business to satisfy the basic wants of the customers. This article suggests the New Product Development Pursuing Model using the Indicative Planning methodology and the Quality Management tools. The New Product Development Pursuing Model would be completed by the following steps as below; 1. Drawing the CTQ (Critical To Quality) for setting up the new product development objectives by : i) using the VOC (Voice Of Customers) obtained by the QFD (Quality Function Deploypment) if the market is mature, ii) applying AHP (Analytic Hierarchy Process) to information in the QIS (Quality Information System) if the market is unmature to get enough need information of the customers. 2. Risk Management in NPD : The NPD pursuing model consisted of the IP (indicative planning) is suggested not by the process of top-down-way mandatory planning process, but by the tools used in the administrative science and economic fields, namely by governance. The companies could apply innovative methodology for new products development processes to fulfil the customers satisfaction in the fields, through the CA (Contingency Approach) of the NPD (New Product Development) process.

• Korean Journal of Cognitive Science
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• v.21 no.2
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• pp.283-307
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• 2010

In this study, a new open-ended format math testing system for elementary school students has been proposed. This system is an application of the recently proposed Constructive Multiple-choice Testing (CMT) system on math testing. The CMT system is a testing system in which the examinee has to respond to an item twice, first in an open ended format, and then in the multiple choice format. The advantages of this system is that process information can easily be obtained and that the examinee can receive feedback immediately after the test, based on his/her multiple choice responses. This open-ended format math testing system includes the manager mode, which allows the generation of the test items and student account management, and the testing mode, which allows the students to input their solution process using the menu bar and the keyboard. When two groups, one tested using the CMT system and the other tested using the paper and pencil test, were compared, there was no significant difference in average scores between the two groups although the testing time was longer for the group tested using the CMT system. This result suggests that the open-ended format math testing system proposed in this study can be used effectively in the actual classroom setting.

• Journal of architectural history
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• v.22 no.2
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• pp.43-54
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• 2013

Compared to Early Chosun Dynasty, the spatial structure of most local Eupseongs of Korea had a standardized change with the expansion and spread of the Rye-hak(禮學:a study of confucius Rite). Meanwhile in the process of rebuilding Eupseongs there was a tendency of relocation of the local government offices(官衙) and its attached facilities in terms of functions and use. Although it was PyeongSanseong Miryang Eupseong had an unreasonable spatial structure locating Gaeksa(客舍; accommodation house for visitors) in the middle of the local government office complex, and Dongheon(東軒;main office building) in the east of it before the Japanese Invasion of Korea in 1592. However with the reorganization of spatial Structure of local Eupseongs after the Japanese invasion Gaeksa was moved to the foot of Adongsan where commanded a fine view of river. Dongheon was moved to the center of Eupseong for the effective management of its auxiliary organizations. It was because road system and administrative efficiency had a serious effect on deciding the location of the local government office and its attached facilities. After the Japanese invasion Hyangchoeng(鄕廳), having been out of Eupseong, also was moved to the independent location within Eupseong separate from Dongheon and Gaeksa. It seemed to take into account the autonomy of Hyangchoeng. Dongheon, Gaeksa, and Hyangchoeng which are the crucial facilities of Milyang Eupseong were arranged at each angular point of big triangle. In order to enhance the administative efficiency, the attached administrative facilities were arranged surrounding Dongheon and Hyangchoeng. The spatial structure of Milyang Eupseong in the late Choseon dynasty was of great difference from that of uniformly organized system of early Choseon Period. It was because the development of administrative function, the pursuit of efficiency, and commercial progress had a great impact on the change of urban space.

• Journal of the Korean Society of Environmental Restoration Technology
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• v.10 no.1
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• pp.57-71
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• 2007

While a concept on biotop or the urgency of its classification systems have been under discussion recently, this study aims to examine outdoor biotop classification systems for environment-friendly community. To this end, the feasibility of creating a biotop in the community and application elements were generated and biotops were classified and categorized. Then, elements that can be applied in consideration of traditional Korean techniques were generated and biotop classification systems and specific components in residential areas were reviewed. As for the result of this study, based on a preliminary draft prepared through literature review, considerations for biotop classification systems were taken into account. Then, based on classification criteria for biotop formats, biotop functions and biotop types, a second-tier classification system was developed. Criteria for biotop formats included surfaces, lines and points while criteria for biotop functions were large cores, small bases, corridors, stepping stones and ecological islands. Criteria for habitat types were divided to include natural forest, developed green areas, lacustrine wetland, palustrine wetland, shrubs, grasslands, linear habitats, vacant plots and practical green areas, which were sub-categorized. As for the biotop classification system, macro-classification divided biotops into three types-space, line and point-based on biotop formats. Meso-classification had five groups and micro-classification had 21 groups based on habitat types. Future studies should focus on the ecological features of each biotop categories generated in this study and their creation and management techniques to find many practical methods to create, protect and manage outdoor biotop for environment-friendly community.

• Journal of the Korea Society for Simulation
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• v.28 no.4
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• pp.1-10
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• 2019

The Sea Water Reverse Osmosis (SWRO) plant should take into account the availability of the plant from the design stage for long-term and continuous fresh water production. As it occurs, it is necessary to establish a corrective maintenance plan and preventive maintenance plan to maintain availability. In the field of complex engineering structures such as seawater desalination plants, it is difficult to estimate the reliability or availability of the system in a mathematical way. This study develops RAM analysis framework and model, and proposes discrete event simulation model as a application sowtware specialized for seawater desalination plant. Considering the characteristics of the plant maintenance, in case of corrective maintenance, we propose a preventive maintenance policy that not only repairs or replaces a single-broken part, but also simultaneously maintains all accessible parts according to the level of overhaul. A case study was conducted to estimate the availability of the system based on the field data of the seawater desalination plant in Korea and Saudi Arabia. The result was close to the expected availability of the plant.

• Journal of Korean Institute of Industrial Engineers
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• v.3 no.2
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• pp.63-72
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• 1977

The trend of computerization is significant in Korea even at its beginning stage, especially for governmental administration. However, full-fledged success of computerization in an organization is reported to be rare while the cost of computerization has been high and increasing. This paper is concerned with two features for the successful implementation of a computerized system in an organization selection criteria for the computerization among the possible candidate projects and project selection models. Due to the dearth of literature regarding successful implementation of computerization, other sources of literature with respect to R & D management, method engineering, etc. were reviewed to develop a set of factors influencing successful computerization. Thus, project selection criteria for computerization of governmental administration are developed and organized as follows: cost of computerization project including both system development and operating cost, quanitative and qualitative benefits of computerization project, probability of technical and implementation success of computerization and other organizational and political factors to be considered. These criteria are broken down into detailed sets of subcriteria to be measured. To select a project after thorough consideration of the selection criteria, a project selection model which takes into account all criteria together has to be developed. In the study three project selection models are suggested and developed. They are the checklist model, multi-stage cut-off model, and composite criteria model. A detailed procedure for each of the three models is illustrated. Although the project selection criteria and models are developed here primarily for the computerization of governmental administration, they are easily applicable to other settings of computerization. Finally, some caveats for the use of selection criteria and models are discussed.

• The Journal of Fisheries Business Administration
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• v.14 no.2
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• pp.110-138
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• 1983

After Liberation of Korea, Korean fisheries economy fell into an exhausted conditions because of the damage of Japanese colonization policy and the Korean War, and fisheries organizations of those days established for the improvement of fishermen's welfare could not carry out their primary purposes and functions. Under such circumstances, Fisheries Cooperatives starting on April 1st in 1961 played a great role in settling the socio-economic confusion of those days. Fisheries financing was also more systematic and substantial after establishment of Fisheries Cooperatives. In fact fisheries industry was faced with much more riskiness than any other industry on account of its speciality and such a riskiness induced general financial institutions to be reluctant to lend money to the fishermen. In order to overcome such a capital rationing, it was necessary to establish the reciprocal financing system based on the principle of mutual protection of economic weakers. Credit business in Fisheries Cooperatives beginning in 1963 was mainly dependent on governmental fund as fund sources. But the size of fund was too small to satisfy fishermen's fund demand, therefore Fisheries Cooperatives carried out the movement of raising its own fund. As a result of the movement the ratio of its own fund to total funds amounted to 47.7% in 1980, but external funds still take a greater part of all funds. To settle the weakness of the ratio of its own fund and chronic deficiency of fund, a conclusion can be drawn as follows : 1. The enlargement of Fisheries Cooperatives' raising ability of funds. .The expansion of urban branch to absorb idle funds in urban area. .The diversification of financing service to compete with genetral financial institutions. 2. The enlargement of governmental fund and preferential treatment of fishermen's savings. 3. Vitalization of mutual finance and fixation of Fisheries Cooperatives' two-phase organization. 4. The re-enforcement of supervisory financing and post management system.

• Journal of Korean Society of Transportation
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• v.26 no.1
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• pp.79-88
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• 2008

VMS based dispersion of traffic flows enables to decrease delay and congestion. Such being the case, there has been growing interests in VMS operation strategy. The strategy is based on driver's behavior or diversion rate. However, it was not easy to obtain each in practice. The diversion rate, thus far, was investigated by stated preference analysis or simulators. As an alternative, in this paper, a new method to obtain diversion flow rate was suggested using the toll collection system and freeway traffic management system data. A large gap of diversion rate between stated preference analysis and field survey was observed. Out of surveyed 8 tollgate data, the diversion rate was about 7% and was quite lower compared with that of 21%${\sim}$87% from stated preference analysis or simulators. With this at hand, a more careful information provision strategy should be devised and employed to correctly account this kind of differences.

• Journal of Korean Society of Coastal and Ocean Engineers
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• v.23 no.1
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• pp.70-78
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• 2011

At Haeundae Beach in Busan, people were swept away by the fast-moving rip current and rescued, on August 13th and 15th, 2009 & July 29th and 30th, 2010. In predicting the wave-induced current and consequent tube movement for public safety, the coastal flows and waves are calculated at each time step and grid point by means of systematic interfacing of hydrodynamic and wave models (Lee, 2001). To provide a user-friendly simulation tool for end-users, the forecasting system has been built in a software package called HAECUM. Outputs from the system are viewed as graphs of tube positions with combined current vectors for easy decision of emergency management officials. The tube-wave interaction is taken into account and the traces of swim tube are simulated by using a Lagrangian random walk (Chorin, 1978; Lee, 1994). In this study, we use the Lee's approach (Lee, 1993) in estimating the surface onshore currents due to wave breaking.