• Journal of Global Scholars of Marketing Science
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• v.17 no.4
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• pp.23-49
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• 2007

Salespeople act at the point of MOT with customers and deliver the enterprise's message to the customers. They build up relationships with customers as well as deliver the customer's message to the enterprise. The salespeople's activity at the point of MOT with the customers and the degree of satisfaction of the customers' needs will affect the customers' attitude toward the enterprise, brand loyalty, and retention intention. Ultimately, it will influence the enterprise's financial performance. The control of salespe1ople is one of the most interesting topics of marketing. This research investigates the relationships of the control types over salespeople(positive/negative outcome control, positive/negative behavior control) and job satisfaction and their mediating variables. The mediating variables in the relationships have been identified as outcome/behavior-related role clarity and self-efficacy. The purpose of this study is more specifically as follows: First, it investigate how the perception of salespeople control types affect role-clarity. Second, it examines how the perception of salespeople control types influence self-efficacy. Third, it investigate the mediating role of role-clarity between the perception of salespeople control types and self-efficacy. Fourth, it investigates how role-clarity affect self-efficacy and job satisfaction. Finally, it will investigates how self-efficacy influences job satisfaction. Data were collected from the pharmaceutical industry salespeople and analyzed by SPSS 12.0 and AMOS　6.0. The data were collected by 400 respondents and 377 valid questionnaires were analyzed. The results are summarized as follows: First, positive/negative outcome controls had a positive relationship with outcome-related role clarity. Also positive behavior control had a positive effect on behavior-related role clarity, but negative behavior control didn't influence behavior-related role clarity. Second, positive outcome control influenced self-efficacy positively, but positive behavior control didn't have a positive effect on self-efficacy. In addition negative outcome control and negative behavior control had a positive effect on self-efficacy due to the mediating role of outcome-related and behavior-related role clarity. Third, outcome-related role clarity and behavior-related role clarity influenced self-efficacy positively. Behavior-related role clarity had a positive effect on job satisfaction, but outcome-related role clarity didn't influence job satisfaction. Finally, self-efficacy didn't have any effect on job satisfaction. The contributions of this study are as follows: First, existing studies have investigated the direct causal relationship between salespeoples' control type and performance, but this study investigates the structural causality between salespeoples' control types, responses, and performances. Second, this study found the mediating role of outcome-related/behavior-related role-clarity between outcome/behavior control and self-efficacy. Finally, the findings of this study further insight to existing studies on the relationship between job satisfaction and self-efficacy. The confidence of salespeoples' task influenced job satisfaction positively in existing articles,field studies, but the relationship between these two variables was not significant in this study. This means that there can be a different relationship between confidence and job satisfaction according to salespeoples' business. That is, the business environment may not be satisfying, even if the salespeople say that they have ability and confidence about their business. This means that able salespeople who have ability and confidence about their business are not satisfied with their job advancement in the company. Therefore, enterprise need to provide training that can establish a business environment that can satisfy the salespeole's expectation level which will secure good salespeople. This study may have limitation when applied to future studies. First,in this study as with existing studies it investigates the control level that salespeople feel is being measured. Actuality, the control level that a manager enforces and the control level that salespeople perceive when one is late can be different. There is need to measure lateness from both the perspective of the manager and salespeople should be done to supplement this study in the future Second, this study used variables that were connected with action result but salespeople's job satisfaction is due to the result of control. But, focusing on result of control can provide a more important financial result than sales performance. This study is also limited in that it did not consider financial result by result of control. Further studies on this will need to be done in the future. Third, this study may have a further limitation,because the investigation was restricted to pharmaceutical salespeople selling to hospitals. It is necessary to execute investigations in various industries to increase the generalization of the study findings Fourth, in this study, role clarity and self-efficacy by response variable for control and considered job satisfaction by outcome variable of control was considered. But, can other variables be considered beside response variable and result variable for control? For example, can financial affairs and change of post by outcome variable along with business stress by response variable for control be considered? Therefore, future studies need to consider various control variables. Finally, there is limited supporting research in the field of marketing which restricts the generalization of the study finding along with collecting material through random sampling of a limited size. This research summarizes the research in this area, the difference from the previous research, and provides a discussion of its limitations and the need and direction for further future research.

• Journal of Intelligence and Information Systems
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• v.26 no.3
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• pp.171-191
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• 2020

This study focused on digital music, which is the most valuable cultural asset in the modern society and occupies a particularly important position in the flow of the Korean Wave. Digital music was collected based on the "Gaon Chart," a well-established music chart in Korea. Through this, the changes in the ranking of the music that entered the chart for 73 weeks were collected. Afterwards, patterns with similar characteristics were derived through time series cluster analysis. Then, a descriptive analysis was performed on the notable features of each pattern. The research process suggested by this study is as follows. First, in the data collection process, time series data was collected to check the ranking change of digital music. Subsequently, in the data processing stage, the collected data was matched with the rankings over time, and the music title and artist name were processed. Each analysis is then sequentially performed in two stages consisting of exploratory analysis and explanatory analysis. First, the data collection period was limited to the period before 'the music bulk buying phenomenon', a reliability issue related to music ranking in Korea. Specifically, it is 73 weeks starting from December 31, 2017 to January 06, 2018 as the first week, and from May 19, 2019 to May 25, 2019. And the analysis targets were limited to digital music released in Korea. In particular, digital music was collected based on the "Gaon Chart", a well-known music chart in Korea. Unlike private music charts that are being serviced in Korea, Gaon Charts are charts approved by government agencies and have basic reliability. Therefore, it can be considered that it has more public confidence than the ranking information provided by other services. The contents of the collected data are as follows. Data on the period and ranking, the name of the music, the name of the artist, the name of the album, the Gaon index, the production company, and the distribution company were collected for the music that entered the top 100 on the music chart within the collection period. Through data collection, 7,300 music, which were included in the top 100 on the music chart, were identified for a total of 73 weeks. On the other hand, in the case of digital music, since the cases included in the music chart for more than two weeks are frequent, the duplication of music is removed through the pre-processing process. For duplicate music, the number and location of the duplicated music were checked through the duplicate check function, and then deleted to form data for analysis. Through this, a list of 742 unique music for analysis among the 7,300-music data in advance was secured. A total of 742 songs were secured through previous data collection and pre-processing. In addition, a total of 16 patterns were derived through time series cluster analysis on the ranking change. Based on the patterns derived after that, two representative patterns were identified: 'Steady Seller' and 'One-Hit Wonder'. Furthermore, the two patterns were subdivided into five patterns in consideration of the survival period of the music and the music ranking. The important characteristics of each pattern are as follows. First, the artist's superstar effect and bandwagon effect were strong in the one-hit wonder-type pattern. Therefore, when consumers choose a digital music, they are strongly influenced by the superstar effect and the bandwagon effect. Second, through the Steady Seller pattern, we confirmed the music that have been chosen by consumers for a very long time. In addition, we checked the patterns of the most selected music through consumer needs. Contrary to popular belief, the steady seller: mid-term pattern, not the one-hit wonder pattern, received the most choices from consumers. Particularly noteworthy is that the 'Climbing the Chart' phenomenon, which is contrary to the existing pattern, was confirmed through the steady-seller pattern. This study focuses on the change in the ranking of music over time, a field that has been relatively alienated centering on digital music. In addition, a new approach to music research was attempted by subdividing the pattern of ranking change rather than predicting the success and ranking of music.

• Journal of Korea Port Economic Association
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• v.30 no.4
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• pp.69-89
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• 2014

The business performance of port industry is steadily getting worse due to international environmental regulation. The port industry should be prepared according to ambient condition change. IMO(International Maritime Organization) is tightening up environmental regulation of vessel and maritime industry field. ECA(Emission Control Area), starting with the Baltic, has initialized and has been expanded. Korea must strengthen the control of vessel in accordance with IMO's restriction, if Korea is designated as emission control area. These situations cause the expansion of LNG-fuelled ships. Add to the larger trend of ships, Korean government should be done a preemptive action against LNG bunkering industry. This study proposes the concept of floating offshore LNG bunkering system and is conducted its economic feasibility evaluation based on empirical analysis. We examine the theoretical foundation and basic information via "A Planning Study on the Engineering Development of Floating Offshore LNG Bunkering Terminal" in 2013 and we evaluate the business potential by using the report above mentioned. The results of this study are as follows. The values of B/C analysis are between 0.679 and 2.516 depending on market share and R&D contributiveness. In case of 10.9%(market share), if market share are 50% and 60%, the value of B/C analysis are 0.697 and 0.837 respectively. Except in two cases, all remaining values are over 1.0. Moreover, the research is conducted sensitivity analysis to remove the project uncertainty. In order to maintain economical validity, a project manager have to establish business strategies which are not to cause increase of expense and sustain market share and R&D contributiveness in the scenario with normal levels.

• Journal of the Korea Academia-Industrial cooperation Society
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• v.15 no.4
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• pp.2349-2354
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• 2014

While the number of smart phone subscribers excessing 30 million people, Korea is leaping into the 'smart powerhouse' from IT powerhouse. The popularizat+ion of smart devices so called 'PC in the hand', brought surely change to people's life style, and also it had led to a revolutionary change to and also to business and government. In several corporations of each countries, a variety of smart devices smart devices such as smart phone, tablet PC and E-books have been developing. Nowadays, the usage of the smart phone is not only the simple function calling. It has become a culture of the terminal type in the hand anywhere at any time, which makes can communicate with the others in anywhere and anytime. However, some of the subscribers who visit the website for PC version with the mobile devices screen, can feel kind of discomfort while surfing the net on a smartphone devices because the install of the existing video and flash files and the screen size for computer is not available for mobile devices. Therefore, in this paper, we studied on effective mobile contents generation program using QR code that is two dimensions bar code under the smart device environment. Also, unlike previous QR code generator that decorate standardized design, we realize an original QR code generation system from user perspective.

• Journal of Sasang Constitutional Medicine
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• v.12 no.1
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• pp.63-83
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• 2000

The common concerns of leadership approaches were focused on finding leadership factors or necessity of leadership change to proper leadership styles adapt to contingent change through observing various leaders' behaviors for improving organizational effectiveness. Basically, they assumed that the human could be adapt to any conditions regardless of his inherent characters though it is perceived generally that human beings have different attitudes and behaviors toward the same fact, condition, situation, etc. In other words, inherent factors that cause individual differences have been neglected but concerned only about postnatal environments which influence human characters in previous leadership studies. A number of studies concerning inherent human characters have been worked in Asia for the past thousands years, which enable answering to the questions; why the human beings have different characters and personalities, and how to manage them in the given life conditions. In this research, four type human theory(called Sasang Theory) which has already been widely used in medical field in Korea will be introduced and applied to leadership theory to indicate inherent causal factors of the human character that are expected to influence leadership styles. In process, two different methods, one is for leadership theory and the other is for Sasang theory, have to be considered to match the different ideas. The theory is so predictable that the result implies possibilities of further future researches in the organizational fields by presupposing human behavior.

• Journal of Korean Tunnelling and Underground Space Association
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• v.20 no.1
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• pp.119-130
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• 2018

The VE/LCC study on the existing multi-utility tunnel examined the economical feasibility of the collective area through the cost-benefit analysis of the ten major routes of Seoul for the benefit (7 items) and the cost (5 items) through quantitative methods. In this paper, we analyzed the economic efficiency of 61 sectors by adding 3 items (reduced traffic accident, reduced vehicle noise, social-economic loss). The reduced traffic accident item is an improvement of the traffic accident cost that can be saved by the implementation of the project, and the reduced vehicle noise item is an indicator of the amount of noise change caused by the implement of the business. Finally, the social-economic loss items represent the impact on the local economy due to the construction of the multi-utility tunnel. The amounts of the additional items were compared and items added in the open type and tunnel type multi-utility tunnel were analyzed for each analysis. Result on the analysis, it analyzed the items applied to the basic and detail models in the economic evaluation of the multi-utility tunnel design, and makes it possible to evaluate the economic efficiency more efficiently. The economic evaluation of the basic and detailed models including the items presented in this study will be often used in the design of the multi-utility tunnel design.

• KSCE Journal of Civil and Environmental Engineering Research
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• v.31 no.1D
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• pp.141-148
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• 2011

City of Incheon opened rapid transit(urban railroad line 1) in 1999 in order to relieve traffic congestion on major arterials. This research analyzed urban space changes of each station influenced area by examining the changes of residents, industrial employees, and floor area ratios before and after the open of Incheon urban railroad line 1. Analysis of variance was applied to change of station influence area. This research found out that the types of central business and agricultural station influence area had been changed significantly after the open of urban railroad. However, the residential, semi-residential, and suburban type of station influence area had not been changed after the open of urban railroad. Thus, it is necessary to provide diverse facilities for inducing residents and employees to the station influence area of residential and semi-residential. Furthermore, the suburban type of station influence area which is difficult to develop naturally by the law of Green Belt is needed to develop station influence area simultaneously with the construction of a station building.

• International Journal of Industrial Entomology and Biomaterials
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• v.4 no.2
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• pp.93-100
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• 2002

Cocoon production, which is a representative of traditional sericulture shifted into silkworm powder production in the spring of 1995. This, infect, signifies the change from the dress-centered textile business to the bio-industry and the functional resource industry. One of the most outstanding shifting is utilization of silkworm larvae for anti-diabetic agent. In Asian countries including Korea, silkworm powder derived from the domestic silkworm (Bombyx mori L.) has long been favored for anti-diabetic agent, but its efficacy was not tested until last decade by modern scientific methods. In this article, we reviewed the major researches on the silkworm powder as a blood glucose-lowering substance. After the beginning test of the efficacy of silkworm powder by a cooperative research between Department of Sericulture and Entomlogy, NIAST, RDA and Kyung Hee University, substantial data have been accumulated so far, In a serial experiment to select best condition, the fifth instar larvae prepared by freeze dry method turned out to have the best blood glucose-lowering effect. In the pharmacological experiment to understand the mechanism of silkworm powder in small intestine, the silkworm powder turned out to inhibit the activity of ${\alpha}$-glucosidase, by competitively binding to $\alpha$-type disaccharides. The animal experiment showed that the extract of silkworm powder prevents a rapid increase of blood glucose level after meal and prevents hunger and law blood glucose level during empty stomach. In the experiment to isolate the major component of silkworm powder, which exerts blood glucose-lowering effect, 1-deoxynojirimy-cin (DNJ) was eventually mass-purified, and it turned out that DNJ isolated from silkworm powder was excellent in its blood glucose-lowering effect. In the experiment to understand the personal difference of the efficacy of the silkworm powder, clinical candidates were divided on the basis of the criterion of traditional Chinese medicine: Tae-Yang, Tae-Um, So-yang, and So-Um. The result showed that silkworm powder has a tendency to reduce blood glucose level at fasting and at 2 hours after meal, and this trend was somewhat obvious in the Tae-Um body type. In summary, we reviewed scientific papers on the efficacy of silkworm powder and its purified DNJ as a blood glucose-lowering agent. These suggest that silkworm powder truly possesses blood glucose-lowering effect as documented in the traditional Chinese medicine, although further researches will be required to develop them as "medical" resource instead of functional food.

• Journal of the Institute of Electronics Engineers of Korea SC
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• v.48 no.1
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• pp.47-54
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• 2011

The remote control mobile robot is the robot accomplishing a task according to the orders giving by a user through departed communication system using a joystick. Basically, to supply a lot of information, as this type of robot uses visual information, the user can check the transmitted information by eyes and give orders to the robot. But the weak point of this type of robot is that it has a possibility to come into a collision with an obstacle not be seen to the user because of the communication delay occurring in a communication system and dead zone happening in visual information. To solve the problem, in this paper, we try to suggest a system applying a fuzzy control system to the robot to avoid collision with an obstacle by an immediate order of the user. The fuzzy control system has better performance than any other existing control methods in the change of noise and parameter. And it is more efficient than any other since it solves easy the complexity of the system analysis occurring because of the nonlinear feature of the mobile robot system. In this paper, we made experiments how the mobile robot controlled by the fuzzy control system avoids an obstacle, tracks the path and avoids the obstacle in the path, to prove the performance and to check the evaluation and the application possibility of the fuzzy control system.

• Asia pacific journal of information systems
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• v.24 no.2
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• pp.233-253
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• 2014

Can the stock market really be predicted? Stock market prediction has attracted much attention from many fields including business, economics, statistics, and mathematics. Early research on stock market prediction was based on random walk theory (RWT) and the efficient market hypothesis (EMH). According to the EMH, stock market are largely driven by new information rather than present and past prices. Since it is unpredictable, stock market will follow a random walk. Even though these theories, Schumaker [2010] asserted that people keep trying to predict the stock market by using artificial intelligence, statistical estimates, and mathematical models. Mathematical approaches include Percolation Methods, Log-Periodic Oscillations and Wavelet Transforms to model future prices. Examples of artificial intelligence approaches that deals with optimization and machine learning are Genetic Algorithms, Support Vector Machines (SVM) and Neural Networks. Statistical approaches typically predicts the future by using past stock market data. Recently, financial engineers have started to predict the stock prices movement pattern by using the SNS data. SNS is the place where peoples opinions and ideas are freely flow and affect others' beliefs on certain things. Through word-of-mouth in SNS, people share product usage experiences, subjective feelings, and commonly accompanying sentiment or mood with others. An increasing number of empirical analyses of sentiment and mood are based on textual collections of public user generated data on the web. The Opinion mining is one domain of the data mining fields extracting public opinions exposed in SNS by utilizing data mining. There have been many studies on the issues of opinion mining from Web sources such as product reviews, forum posts and blogs. In relation to this literatures, we are trying to understand the effects of SNS exposures of firms on stock prices in Korea. Similarly to Bollen et al. [2011], we empirically analyze the impact of SNS exposures on stock return rates. We use Social Metrics by Daum Soft, an SNS big data analysis company in Korea. Social Metrics provides trends and public opinions in Twitter and blogs by using natural language process and analysis tools. It collects the sentences circulated in the Twitter in real time, and breaks down these sentences into the word units and then extracts keywords. In this study, we classify firms' exposures in SNS into two groups: positive and negative. To test the correlation and causation relationship between SNS exposures and stock price returns, we first collect 252 firms' stock prices and KRX100 index in the Korea Stock Exchange (KRX) from May 25, 2012 to September 1, 2012. We also gather the public attitudes (positive, negative) about these firms from Social Metrics over the same period of time. We conduct regression analysis between stock prices and the number of SNS exposures. Having checked the correlation between the two variables, we perform Granger causality test to see the causation direction between the two variables. The research result is that the number of total SNS exposures is positively related with stock market returns. The number of positive mentions of has also positive relationship with stock market returns. Contrarily, the number of negative mentions has negative relationship with stock market returns, but this relationship is statistically not significant. This means that the impact of positive mentions is statistically bigger than the impact of negative mentions. We also investigate whether the impacts are moderated by industry type and firm's size. We find that the SNS exposures impacts are bigger for IT firms than for non-IT firms, and bigger for small sized firms than for large sized firms. The results of Granger causality test shows change of stock price return is caused by SNS exposures, while the causation of the other way round is not significant. Therefore the correlation relationship between SNS exposures and stock prices has uni-direction causality. The more a firm is exposed in SNS, the more is the stock price likely to increase, while stock price changes may not cause more SNS mentions.