• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.14 no.1
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• pp.17-32
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• 2019

Sales representatives of automobile company play a key role in the circulation system. Given the characteristics of the good, consumers demand high-quality information and guides from the salespersons when they decide to purchase an automobile. Sales representatives provide service to the customers in accordance with their needs to help purchase decision-making process. Therefore, a sales representative's personal competence have a significant effect on sales performance. Based on this hypothesis, we assumed that personal competence of a salesperson has a positive correlation with sales performance. An empirical analysis was conducted to test the hypothesis. This study classifies personal competence into 4 independent variables((1) sales technique professionalism (2) salesperson's attitude and relationship with customers (3) emotion utilization (4) emotion control) and measures the correlation with the dependent variable(sales performance). To verify the relationship, we set and modified the hypothesis based on the precedent studies and researches. In addiction, a survey was conducted targeting 300 local salespersons from Gyeonggi-Gangwon region. 268 valid samples were used and analyzed with SPSS WIN24.0 statistical program. As a result of an empirical analysis, it turned out that sales technique professionalism and emotion utilization have positive correlation with sales performance. However, the result failed to support the assumption that sales representative's attitude and relationship with customers and emotion control have positive correlation with sales performance. At last the result revealed that personal competence should be considered as an important determinant of recruitment specification for sales representatives.

• Management & Information Systems Review
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• v.35 no.2
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• pp.185-203
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• 2016

This study set up a study model through a previous study and aims to determine the control effect by organizational support in the effect relationship between consulting performance which is an independent variable and organizational performance which is a dependent variable. To do that, the hypothesis was verified by using statistical programs such as SPSS 20.0 and AMOS 20.0 which can be statistically useful with 511 copies except for the copies which cannot be utilized, over 4 weeks from February $25^{th}$ to March $24^{th}$, 2015, focusing companies located in Seoul, Gyeonggi, Incheon. The hypothesis testing result of the study model set by this study shows that firstly, this study has contributed to establishing an additional theory in the research between consulting performance and organizational performance while it has not been enough for consulting performance and organizational performance in previous studies. Second, although the moderating variable of organizational support in the effect relationship between consulting performance and organizational performance didn't show a partial positive (+) role in the hypothesis testing, more detailed analysis in the survey process and the variety on questionnaire configuration were provided in the variable selection. Third, as consulting performance shows a positive effect on organizational performance, a higher consulting performance gives a direct impact on organizational performance so that a realistic action plan on internalizing and enhancing consulting execution result into organizational performance is aggressively required.

• Journal of Korean Society for Quality Management
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• v.42 no.4
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• pp.685-700
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• 2014

Purpose: The purpose of this paper is to develop a systematic weighting procedure based on process capability indices method applying weighted mean squared error minimization (WMSE) approach to dual response surface optimization. Methods: The proposed procedure consists of 5 steps. Step 1 is to prepare the alternative vectors. Step 2 is to rank the vectors based on process capability indices in a pairwise manner. Step 3 is to transform the pairwise rankings into the inequalities between the corresponding WMSE values. Step 4 is to obtain the weight value by calculating the inequalities. Or, step 5 is to obtain the weight value by minimizing the total violation amount, in case there is no weight value in step 4. Results: The typical 4 process capability indices, namely, $C_p$, $C_{pk}$, $C_{pm}$, $C_{pmk}$ are utilized for the proposed procedure. Conclusion: The proposed procedure can provide a weight value in WMSE based on the objective quality performance criteria, not on the decision maker's subjective judgments or experiences.

• Journal of Korean Society of Industrial and Systems Engineering
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• v.34 no.2
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• pp.92-102
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• 2011

Visibility of the flow of goods is an important service element when considering how to improve the quality of a logistics service. Registered mail service of Korea Post, one of logistics service providers, currently supply information on the handling of postal items, such as receipts and delivery and arrival times to customers. However, internally problems related to excessive spending on operating expenses and less reliable tracking and tracing information exist due to errors in the information acquisition and link handling processes, leading to unnecessarily duplicated tasks. Therefore, the purpose of this paper is to propose process optimization method for improving the quality of tracking and tracing information for registered mail items. We analyzed the process and information control system of the current registered mail service and identified the basic causes of the existence of less reliable tracking and tracing information. And we present optimized mail handling and information management process for removing internal problems. Test results using tracking and tracing information examples show a significant performance of the proposed method.

• Journal of the Korean Institute of Gas
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• v.8 no.2 s.23
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• pp.28-34
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• 2004

Enhanced methodologies for process diagnosis and abnormal situation management have been developed for the last two decades. However, there is no single method that always shows better performance over all kinds of diagnostic problems. In this paper, a framework of message-passing, cooperative, intelligent diagnostic agents is presented for improved on-line fault diagnosis through cooperative problem solving of different expertise. A group of diagnostic agents in charge of different process functional perform local diagnoses in parallel; exchange related information with other diagnostic agents; and cooperatively solve the global diagnostic problem of the whole process plant or business units just like human experts would do. For their better understanding, sharing and exchanging of process knowledge and information, we also suggest a way of remodeling processes and protocols, taking into account semantic abstracts of process information and data. The benefits of the suggested multi-agents-based approach are demonstrated by the implementations for solving the diagnostic problems of various chemical processes.

• Journal of Information Technology Services
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• v.18 no.2
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• pp.75-96
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• 2019

These days, many companies use information systems as a basis for organizational management activities and as an important component of sustainable management. Thus, securing and operating a high-quality information system that can improve the efficiency of business processes is a large part of corporate competitiveness. In order to get such a critical information system, it is only possible to successfully carry out the project. Various attempts and studies have been undertaken to increase the success rate of the project. However, the reality is that the success rate is still not getting much better. In this study, the concept of quality of service, which has long been actively studied in marketing area, was applied as a new factor to enhance the project's success. In this study, project performance activities were defined as the act of providing services. A survey of 164 valid collection data was analyzed. The analysis used SPSS 23. Four process quality factors (customer participation, customer response, knowledge and skills, reliability) and 21 metrics were derived. Through this research, I hope to be the starting point of applying process quality concept as a new breakthrough to increase success rate of project.

• Korean Journal of Construction Engineering and Management
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• v.19 no.5
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• pp.61-69
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• 2018

Construction projects consist of long-term on-site production, and most disciplines are featured by outdoor works. Therefore, when a process plan is established, non-working days are calculated and reflected in a process schedule to comply with the planned construction period. However, necessary information and working methods are different in the course of the work, so the method of calculation varies depending on persons even for the same site, and the result is also very different. Therefore, scientific and quantitative understanding of business information is needed. This study reconstructed non-working day estimation process by collecting and organizing the information necessary for non-working day estimation, and designed the demonstration screen based on the reconstructed process and verified through expert interview at each stage. As a result, it showed about 69% reduction of work time and reliability of 92% work information matrix, and 80% of the experts evaluated the systemization of the relevant work. This study is expected to improve the understanding of work and increase the efficiency of work performance, and the study on systemization in the future should be continued.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.9 no.6
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• pp.163-170
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• 2014

This aims to study impact of corporate's innovation culture, the recognition of intellectual property's importance and corporate's internal activity for New Product Development on the new product development(NPD) performance by analyzing Kosdaq market listed companies. In contrast to the prior research, this study measures innovation climate which is included with innovative corporate organization climate and the recognition of intellectual property's importance as a impact factors on the new product development performance, along with NPD's strategy, NPD process and independent organization for NPD. The empirical results show that corporate's innovative organization climate and the recognition of intellectual property's importance can impact on the NPD's performance and NPD process can influence on recognition of the attainment of corporate's NPD goal. The study has an implication that it provides a basic data on supporting strategies of how to enhance the Korean companies' new product development performance.

• Journal of the Korea Academia-Industrial cooperation Society
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• v.14 no.12
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• pp.6204-6210
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• 2013

This study examined adomestic firm's perspective on how their choice of partner selection criteria affects the mediating variables and the performance of international strategic alliances with particular reference to previous experience as a moderating variable. The findings of this study showed that the task-related and partner-related criteria are both positively related to trust and commitment but the results concerning the partner-related criteria repudiates the existing practices that domestic firms select foreign partners based on the partners' attributes because this weaken the commitment of the partnership. This study suggests that firms should revise their partner selection criteria, which will eventually lead to the more desirable performance of international strategic alliances.

• Journal of Digital Convergence
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• v.7 no.1
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• pp.157-164
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• 2009

This research focuses on entrepreneurial orientation(EO) of technology spin-offs as they are expected to reduce the gap between their technology and the market. Entrepreneurial orientation is an organizational activity or process that redistributes or combines resources in an innovative way and takes risk to create new values. It helps improve the level of organizational innovation to deal with uncertainty. An empirical study was performed to analyze the EO of spin-offs established by members of university faculties and research institutes in Korea. Antecedent variables to EO are hypothesized to include public policy for university faculty members and researchers at research institutes, the relationship with incubating organizations, and the level of social networking with other firms. The EO and technological performance relationships are also hypothesized. Data from a total of 121 spin-off organizations were collected and a series of multiple regressions were performed. The performance variable included both technological performance, such as the number of newly marketed products and new technology and subjective performance, such as the level of satisfaction with sales amount and profitability. Several important conclusions were drawn from this study. First, while government policy is not related to EO, the policy of a university or a research institute has a significant effect on the level of innovativeness. Second, a high percentage of human resources applied at the incubating organization results in a negative effect on risk taking. The level of cooperation with the incubating organization too is not related to Entrepreneurial Orientation. Third, the intensity of cooperative networking with other firms has a significant effect on risk-taking. Network relationship with government related organizations is not related to Entrepreneurial Orientation. This study analyzes the importance and role of policy of the university and research institute and networking with other firms to improve EO. It also suggests that a high composition of human resources at the incubating organization has a negative relationship with EO.