• Asia Marketing Journal
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• 제15권2호
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• pp.175-194
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• 2013

The purpose of this study is to investigate the effects of the locomotion orientation on salespeople' sales performance with the mediating effect of selling behavior(adaptive selling behavior, SOCO). And we figure out the relationship between customer-oriented selling behavior and adaptive selling behavior because those relationships are not clear. The authors infer research hypotheses based on literature review. We have confirmed the reliability and validity test and those results can be acceptable. Hypotheses test were conducted with structural equation modeling, AMOS. All paths in the research model reasoned by authors have been supported statistically at the significant level. This study with the theoretical implications is as follows. First, this study is the first attempt to investigate the path between locomotion orientation and adaptive selling behavior and SOCO. Secondly, there is an empirical conflict between our study and Franke and Park(2006)'s study. Our study was contradictory to Franke and Park(2006)'s consequences. And so, figuring out clearly those causal paths remains. This study with practical implications are as follows. First of all, the salespeople' selling performance was affected by adaptive selling behavior, customer-oriented selling behavior, and sales-oriented activities, such as the importance of selling behavior once again proven. It is necessary to enhance the capabilities that can be transformed into action appropriate to the needs of customers each sales step-by-step in the process of salespeople for various system through education and incentives, and to interact with customers and understand their customers relative to salespeople will. In order to enhance adaptive selling behavior, the company needs to do educational program and monitoring system with the positional promotion when salespeople get the high adaptive selling behavior. Secondly, the locomotion orientation of the salespeople is to cause this selling behavior. Management style to increase locomotion orientation is needed, which means, salespeople' superior about something should be conducted. In order to stimulate the selling behavior of the salespeople, most supervisors should use some managerial tools such as feedback, engagement, and rewards.

• The Journal of Asian Finance, Economics and Business
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• 제7권2호
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• pp.169-180
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• 2020

Globalization has led to a dramatic increase in intercultural service encounters between services providers and customers from diverse cultural backgrounds. This paper explores the causal relationship between service employees‟ cultural intelligence and adaptive sales behavior in intercultural service encounters, and the mediating effect of cognitive and emotional empathy on this relationship. A quantitative survey methodology was utilized to collect data on 341 salespeople at duty-free shops located on Jeju Island, Korea. Data analysis was conducted using SPSS 18 and Amos 18. The results show that cultural intelligence has a significant impact on cognitive empathy, emotional empathy, and adaptive sales behavior. Cognitive empathy has a positive impact on adaptive sales behavior, whereas the relationship between emotional empathy and adaptive sales behavior is not significant. Additionally, cognitive empathy mediates the relationship of cultural intelligence and adaptive sales behavior. This study has useful managerial implications for employee selection, training, and development in service firms engaged in intercultural service encounters. This study extends prior research on intercultural service encounters by exploring the direct impact of cultural intelligence on intercultural adaptation and the mediating effect of empathy, suggesting the presence of a cognitive mechanism that plays a key role in the impact of cultural intelligence on adaptive sales behavior.

• 대한기계학회논문집A
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• 제27권7호
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• pp.1146-1151
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• 2003

In this paper, results of an analysis of driving behavior characteristics and a driver-adaptive control algorithm for adaptive cruise control systems have been described. The analysis has been performed based on real-world driving data. The vehicle longitudinal control algorithm developed in our previous research has been extended based on the analysis to incorporate the driving characteristics of the human drivers into the control algorithm and to achieve natural vehicle behavior of the adaptive cruise controlled vehicle that would feel comfortable to the human driver. A driving characteristic parameters estimation algorithm has been developed. The driving characteristics parameters of a human driver have been estimated during manual driving using the recursive least-square algorithm and then the estimated ones have been used in the controller adaptation. The vehicle following characteristics of the adaptive cruise control vehicles with and without the driving behavior parameter estimation algorithm have been compared to those of the manual driving. It has been shown that the vehicle following behavior of the controlled vehicle with the adaptive control algorithm is quite close to that of the human controlled vehicles. Therefore, it can be expected that the more natural and more comfortable vehicle behavior would be achieved by the use of the driver adaptive cruise control algorithm.

• Journal of Information Technology Applications and Management
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• 제17권1호
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• pp.127-139
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• 2010

Customer behavior pattern discovery is the fundament for conducting customer oriented services and the services management. But, the composition, need, interest and experience of customers may be continuously changing, thereof lead to the difficulty in refining a stable description of their consistent behavior pattern. This paper presented a new method for the behavior pattern discovery from a changing collection of customers. It was originally inspired from the swarm intelligence of ant colony. By the adaptive clustering, some typical behavior patterns which reflect the characteristics of related customer clusters can extracted dynamically and adaptively.

• 대한물리치료과학회지
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• 제8권2호
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• pp.977-987
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• 2001

The purpose of this study was to examine the effects of sensory integration therapy (SIT) on sensory' motor development and adaptive behavior of cerebral palsy children. The design of this study was quasi experiments with a non-equivalent pre- and post-test control design. Subjects of the study were arbitrarily chosen based on predetermined selection criteria among the cerebral palsy children who were treated as out-patients at two rehabilitation hospitals one in Seoul, and the other in Kyunggi-do. The study was conducted between early April and late July in 2000. Fifteen children were in the experimental group and eleven in the control group. The allocation was done based on ease of experimental treatment. A five-step SIT program was devised from a combination of SIT programs suggested by Ayres(1985) and Finks(1989), and an author-designed SIT program for cerebral palsy children. The experimental group was subjected to 20 to 30 minutes of SIT per session. two sessions a week for ten -week period. The effects of SIT were measured with respect to 9 sub-areas that can be administered to cerebral palsy children out of a total of 17 sub-areas in the Southern California Sensory Integration Test (SCSIT) developed by Ayres (1980). In addition. the scale developed by Russell (1993) for Gross Motor Function Measure (GMFM). and Perception Motor Development Test developed by 中司利一 et al.(1987) were also applied. Adaptive behavior was analyzed using guidelines in two unpublished documents - School-Age Checklist for Occupational Therapy by the Wakefield Occupational Therapy Associates, and the OTA-Watertown Clinical Assessment by the Watertown Occupational Therapy Associates-, and an author-developed Adaptive Behavior Checklist. Collected data were statistically analyzed by SPSS PC for chi square test, Mann-Whitney test, Wilcoxon signed rank test, and paired t-test. The results were as follows: 1. In sensory development, the experimental group exhibited a score increase compared to the control group, but the difference was not statistically significant, Although the experimental group showed improvements in all. 9 sub-areas compared to the control group, only right-left discrimination exhibited statistically significant change. 2. In gross motor development, the experimental group showed improvements in score compared to the control group, but it was not statistically significant. In fine motor development, the experimental group exhibited statistically significant improvements compared to the control group. In sub-area analysis, figure synthesis showed positive change. 3. In adaptive behavior development, post-experimental adaptive behavior scores were higher compared to pre-experimental scores with statistical significance. Furthermore, sub-areas emotional behavior, perception behavior, gross-fine motor function, oral-respiration function, motor behavior, motor planning, and adaptive response exhibited higher scores after SIT. In conclusion SIT was found to be partially effective in sensory and fine motor development, effective in all adaptive behavior areas, and not effective in gross motor development. Thus, this study has shown that SIT is an effective intervention for sensory development, fine motor development, and adaptive behavior for cerebral palsy children. But, for the effectiveness of SIT on gross motor development, further studies employing longer-time experiments are recommended.

• 대한지구과학교육학회지
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• 제7권1호
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• pp.24-33
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• 2014

The purpose of this study was to determine the discrete intelligences from multiple intelligence affecting the social adaptive behavior, help to understand their relation and draw educational implications to be used in supporting gifted students who have social and emotional difficulties by comparing and analyzing the relation between multiple intelligence and social adaptive behavior of gifted and general elementary students. The conclusions of this study are as follows. First, the levels of both multiple intelligence and social adaptive behavior were significantly higher in gifted elementary students compared to general ones on all sub-factores, indicating that the gifted elementary students are more adaptive in such constructs as self-efficacy, self-esteem, communicative skill, school life and interpersonal skill compared to general ones. Second, the association between multiple intelligence and social adaptive behavior was statistically significant both in gifted and general elementary students, indicating that the two constructs have close relation with each other. Third, for the gifted elementary students, the logical-mathematical and interpersonal intelligences had explanatory powers for self-efficacy, self-esteem, communicative skill, adaptation in school life, interpersonal skill while, for the general ones, intra- and inter-personal intelligences had explanatory powers for most domains of social adaptive behaviors, indicating that development of intelligences affecting the social adaptive behavior many have positive effects on social and emotional development of both gifted and general elementary students.

• 유통과학연구
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• 제20권9호
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• pp.109-126
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• 2022

Purpose: The role of salespersons' emotions in effective selling behavior garners attention among scholars and practitioners. Previous studies have investigated the effects of emotional intelligence and emotional labor on sales success separately. However, to understand the whole process, the relationships among salespersons' cognition, emotions, and behaviors should be considered simultaneously. Accordingly, we uniquely examined how salespersons' emotional intelligence (emotional antecedent) and customer orientation (cognitive antecedent) influence their emotional labor (deep acting vs. surface acting), adaptive selling behavior, and the selling results in the retail environment. Research design, data, and methodology: To improve methodological rigor, we used the dyadic approach. We measured 182 salespersons' emotional intelligence, customer orientation, and emotional labor, and 364 customers assessed the salespersons' adaptive selling behavior and selling results in the insurance and duty-free department retailing sectors. Result: The findings suggest that salespersons' customer orientation and emotional intelligence relate to deep-acting of emotional labor, affecting their adaptive selling behavior and relationship quality with customers. Conclusions: As for managerial implications, sales managers may well consider emotional intelligence levels when selecting salespersons in the retail industry. Additionally, practical training programs are required to cultivate customer orientation, emotional intelligence, and deep acting while performing emotional labor.

• Journal of Multimedia Information System
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• 제7권4호
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• pp.263-268
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• 2020

This paper introduces an event modeling and simulation system using behavior trees. The system aims to overcome the limitations of existing fixed, simple scenario-based training content, and to extend the behavior of objects to enable various experience deployments. To achieve this goal, we made specific tasks of behavior trees can change according to users' reaction and developed an adaptive simulation module that can analyze and execute behavior trees that changes at runtime. In order to validate our approach, we applied the adaptive behavior tree simulation to the scenarios in our virtual reality simulation-based fire training system we have been developing and demonstrated the implementation results.

• 산경연구논집
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• 제9권7호
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• pp.19-32
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• 2018

Purpose - This paper aims at exploring the effects of failure types such as failure in promotion orientation and failure in prevention orientation on consumers' consumption behavior, and the moderation role of lay theories in the effects. Research design, data, and methodology - This study employed 2 between-subject designs(failure in promotion orientation vs. failure in prevention orientation) and also 2 (failure in promotion orientation vs. failure in prevention orientation) with implicit self as the within-subject. Chinese consumers participated in the empirical study, and to verify the hypotheses ANOVA, T-test and regression analysis were used. Results - Consumers were more likely to choose adaptive consumption behavior rather than compensatory consumption behavior when they were encountered with failure in promotion orientation versus failure in prevention orientation. Lay theories did play the moderation role in the effect of failure types on consumption behavior. The incremental theorists who think that effort is an important way to accomplish their learning goals showed more willingness to conduct compensatory consumption behavior rather than adaptive consumption behavior. Conclusions - Marketers should put more attention on the ways by which their products can help consumers self-improve when consumers encounter with failure. They should also be aware of the importance of consumers' mindsets when designing and developing advertising messages.

• 대한가정학회지
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• 제38권2호
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• pp.41-56
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• 2000

This study focused on the effects of family, individual characteristics of adolescents and coping behaviors on adolescent runaway. The major findings were as follows: 1. Adolescent who had higher level of family violence, lower level of communication with parent, family cohesion and adaptability, and resource adequacy perception reported higher scores in runaway. 2. Adolescents who had higher level of emotional distress, lower level of self-esteem and self-control tended to have higher scores in runaway. 3. There was a significant difference in adolescent runaway according to coping behavior styles. 4. Maladaptive coping behaviors were significantly associated with the runaway adolescent group. 5. Adaptive coping behaviors were not associated with both runaways and non-runaways group. 6. Communication with father had a direct effect on adolescent runaway and also indirect effects through emotional stress and maladaptive coping behavior. 7. Maladaptive coping behaviors had a direct effect on adolescent runaway but adaptive coping behavior had no effect. 8. Emotional stress had an indirect effect through maladaptive coping behavior on adolescent runaway. 9. Communication with father had a direct effect and an indirect effect through self-esteem of adolescents on the adaptive coping behavior. 10. Family adaptability had a direct effect on the adaptive coping behavior.