• 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 the Korean Association of Geographic Information Studies
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• v.25 no.4
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• pp.136-150
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• 2022

In this study, a comparative review was conducted on how to use RGB images to obtain river topographic information, which is one of the most essential data for eco-friendly river management and flood level analysis. In terms of the topographic information of river zone, to obtain the topographic information of flow section is one of the difficult topic, therefore, this study focused on estimating the river topographic information of flow section through RGB images. For this study, the river topography surveying was directly conducted using ADCP and RTK-GPS, and at the same time, and orthomosiac image were created using high-resolution images obtained by drone photography. And then, the existing developed regression equations were applied to the result of channel topography surveying by ADCP and the band values of the RGB images, and the channel bathymetry in the study area was estimated using the regression equation that showed the best predictability. In addition, CCHE2D flow modeling was simulated to perform comparative verification of the topographical informations. The modeling result with the image-based topographical information provided better water depth and current velocity simulation results, when it compared to the directly measured topographical information for which measurement of the sub-section was not performed. It is concluded that river topographic information could be obtained from RGB images, and if additional research was conducted, it could be used as a method of obtaining efficient river topographic information for river management.

• Journal of the Korea Institute of Building Construction
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• v.9 no.6
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• pp.183-188
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• 2009

HwaSeong (Suwon Fortress) was built during the reign of King Jeong-jo in the Choseon Dynasty. Detailed information on the construction of HwaSeong can be found in Hwaseong Seongyeok Euigui. In this sense, it is necessary to perform a comparative analysis on the Hwaseong Seongyeok Euigui based on construction management factors. This paper aims to analyze the HwaSeong construction project from a modern construction perspective by comparing and reviewing information related to the procurement of construction materials of the time. For this, wooden and steel materials and tiles were analyzed by supply area, supply channel, type and price. From the results of the analysis, it is found that the government used both private and official channels to supply materials. In particular, except for wooden materials that could be supplied from Bongsan, the supply of materials showed a high dependency on private channels. In terms of steel, it was almost 30 percent cheaper through private channels than when purchased through the official channel. Finally, materials vulnerable to damage like tiles were manufactured from the areas near the construction site. From this fact it can be interpreted that the government had a flexible procurement system, including manufacturing on the spot and external suppliers,depending on the property of the material. It is expected these analytical results will serve as key data to understand the management factors in constructing HwaSeong.

• Korean Journal of Construction Engineering and Management
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• v.4 no.2 s.14
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• pp.66-73
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• 2003

Building construction projects are performed by a number of sub-contractors specialized in diverse trades. Therefore information management among these constituents is quite challenging especially due to exponentially increasing manpower and material resources. In recognition of the importance of information management in project sites a number of systems have been suggested, but the application is limited one of the main reason is that general contractors use these systems and sub-contractor's participation understanding and financial ability are limited. Besides other problems such as loss along communication channel, distortion of information due to inefficient input device and tremendous amount of time and labor are required for collection analysis, and management of information to prepare a daily-report. Therefore the Purpose of this study is to improve reporting process through analyzing current daily reporting system. This paper also suggests the direction of the improved daily reporting system to enhance the performance of construction projects through incorporating sub-contractor's participation in daily reporting system.

• KSII Transactions on Internet and Information Systems (TIIS)
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• v.2 no.2
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• pp.63-81
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• 2008

WiMAX has been introduced as a competitive alternative for metropolitan broadband wireless access technologies. It is connection oriented and it can provide very high data rates, large service coverage, and flexible quality of services (QoS). Due to the large number of connections and flexible QoS supported by WiMAX, the uplink access in WiMAX networks is very challenging since the medium access control (MAC) protocol must efficiently manage the bandwidth and related channel allocations. In this paper, we propose and investigate a cost-effective WiMAX bandwidth management scheme, named the WiMAX partial sharing scheme (WPSS), in order to provide good QoS while achieving better bandwidth utilization and network throughput. The proposed bandwidth management scheme is compared with a simple but inefficient scheme, named the WiMAX complete sharing scheme (WCPS). A maximum entropy (ME) based analytical model (MEAM) is proposed for the performance evaluation of the two bandwidth management schemes. The reason for using MEAM for the performance evaluation is that MEAM can efficiently model a large-scale system in which the number of stations or connections is generally very high, while the traditional simulation and analytical (e.g., Markov models) approaches cannot perform well due to the high computation complexity. We model the bandwidth management scheme as a queuing network model (QNM) that consists of interacting multiclass queues for different service classes. Closed form expressions for the state and blocking probability distributions are derived for those schemes. Simulation results verify the MEAM numerical results and show that WPSS can significantly improve the network’s performance compared to WCPS.

• Journal of the Korea Academia-Industrial cooperation Society
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• v.10 no.7
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• pp.1696-1701
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• 2009

In this paper we analyzed the management performance as the result of the korean government's support policy for the small and medium sized business (SMB). The governmental support policy was carried out for the companies classified in 3 criterion. The first is the upbringing of dynamic SMB group, which are driven by creativity and innovation. The second is the enforcement of technology-innovation and cooperation for SMB. The last is the establishment of the growth basis for SMB like funds, human resources and distribution channels. After categorization of above 3 classes, the affect of support policy on the management performance is analyzed, in terms of 3 aspects, management performance, technical performance and policy satisfaction. This study shows that the governmental support policy has the remarkable effects on the financial support sector of SMB. The 5 major sectors, 1) the upbinging of venture-innobiz innovation company, 2) rearing funds of knowledge-based service company, 3) R&D support, 4) support of management stability fund, 5) expansion of distribution channel to the public sector, are designed from 24 variables. The 3 sectors of these 5 are have the main influences from governmental support policy.

• Journal of Korea Society of Industrial Information Systems
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• v.27 no.5
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• pp.99-117
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• 2022

This study examines the effect of customer experience management capability of a bank and job satisfaction and customer orientation of the frontline employee in bank. The proposed research model and developed hypotheses were tested using structural equations modeling based on data collected from 321 employees working in banks. The results of the study confirm the positive effects of employee training, employee empowerment, employee evaluation, cross functional work of customer experience management capability is job satisfaction and customer orientation. But channel integration is not supported job satisfaction and customer orientation. Performance management influenced customer orientation through job satisfaction. The study provides On a theoretical level valuable insights into the customer experience management competency at the organizational unit and but there is also a limitation that firms the is limited.

• Proceedings of the Korea Water Resources Association Conference
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• 2015.05a
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• pp.237-237
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• 2015

The district of Marlborough has had more than its share of river management projects over the past 150 years, each one uniquely affecting the geomorphology and flood hazard of the Wairau Plains. A major early project was to block the Opawa distributary channel at Conders Bend. The Opawa distributary channel took a third and more of Wairau River floodwaters and was a major increasing threat to Blenheim. The blocking of the Opawa required the Wairau and Lower Wairau rivers to carry greater flood flows more often. Consequently the Lower Wairau River was breaking out of its stopbanks approximately every seven years. The idea of diverting flood waters at Tuamarina by providing a direct diversion to the sea through the beach ridges was conceptualised back around the 1920s however, limits on resources and machinery meant the mission of excavating this diversion didn't become feasible until the 1960s. In 1964 a 10 m wide pilot channel was cut from the sea to Tuamarina with an initial capacity of $700m^3/s$. It was expected that floods would eventually scour this 'Wairau Diversion' to its design channel width of 150 m. This did take many more years than initially thought but after approximately 50 years with a little mechanical assistance the Wairau Diversion reached an adequate capacity. Using the power of the river to erode the channel out to its design width and depth was a brilliant idea that saved many thousands of dollars in construction costs and it is somewhat ironic that it is that very same concept that is now being used to deal with the aggradation problem that the Wairau Diversion has caused. The introduction of the Wairau Diversion did provide some flood relief to the lower reaches of the river but unfortunately as the Diversion channel was eroding and enlarging the Lower Wairau River was aggrading and reducing in capacity due to its inability to pass its sediment load with reduced flood flows. It is estimated that approximately $2,000,000m^3$ of sediment was deposited on the bed of the Lower Wairau River in the time between the Diversion's introduction in 1964 and 2010, raising the Lower Wairau's bed upwards of 1.5m in some locations. A numerical morphological model (MIKE-11 ST) was used to assess a number of options which led to the decision and resource consent to construct an erodible (fuse plug) bank at the head of the Wairau Diversion to divert more frequent scouring-flows ($+400m^3/s$)down the Lower Wairau River. Full control gates were ruled out on the grounds of expense. The initial construction of the erodible bank followed in late 2009 with the bank's level at the fuse location set to overtop and begin washing out at a combined Wairau flow of $1,400m^3/s$ which avoids berm flooding in the Lower Wairau. In the three years since the erodible bank was first constructed the Wairau River has sustained 14 events with recorded flows at Tuamarina above $1,000m^3/s$ and three of events in excess of $2,500m^3/s$. These freshes and floods have resulted in washout and rebuild of the erodible bank eight times with a combined rebuild expenditure of $80,000. Marlborough District Council's Rivers & Drainage Department maintains a regular monitoring program for the bed of the Lower Wairau River, which consists of recurrently surveying a series of standard cross sections and estimating the mean bed level (MBL) at each section as well as an overall MBL change over time. A survey was carried out just prior to the installation of the erodible bank and another survey was carried out earlier this year. The results from this latest survey show for the first time since construction of the Wairau Diversion the Lower Wairau River is enlarging. It is estimated that the entire bed of the Lower Wairau has eroded down by an overall average of 60 mm since the introduction of the erodible bank which equates to a total volume of $260,000m^3$. At a cost of $$0.30/m^3$ this represents excellent value compared to mechanical dredging which would likely be in excess of $$10/m^3$. This confirms that the idea of using the river to enlarge the channel is again working for the Wairau River system and that in time nature's "excavator" will provide a channel capacity that will continue to meet design requirements.

• Journal of Service Research and Studies
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• v.13 no.2
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• pp.181-203
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• 2023

YouTube exhibits a hybrid personality, incorporating traits of both over-the-top (OTT) and personal broadcasting platforms. However, limited research has investigated these hybrid characteristics, particularly in the context of paid YouTube channel memberships. Therefore, building upon consumption value theory and prior literature, this study examines the influence of consumption value factors associated with paid YouTube channel memberships on usage satisfaction and continuance intention. Specifically, the study identifies four perceived consumption value factors (functional, social, emotional, and epistemic values) within the paid YouTube channel membership context and assesses their impact on usage satisfaction and continuance intention. Additionally, the study explores the moderating role of conditional value (the experience of watching live streams on paid YouTube channels) in these relationships. Data was collected via an online survey from Korean adults who subscribed to multiple paid YouTube channel memberships, resulting in 274 responses. The proposed hypotheses were tested using structural equation modeling (SEM). The SEM results indicate that all four consumption value factors significantly influence usage satisfaction, with usage satisfaction in turn positively affecting continuance intention. Furthermore, the study reveals that conditional value moderates the relationships between functional/emotional values and usage satisfaction, as well as between usage satisfaction and continuance intention. This study is the first to focus on YouTube channel paid memberships, which encompass characteristics from both OTT and personal broadcasting platforms. It is anticipated that this research will offer insights to personal broadcasters and stakeholders regarding the motivational factors that impact user satisfaction and encourage subscriptions to channel memberships.

• Journal of Digital Convergence
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• v.14 no.5
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• pp.11-19
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• 2016

SNS users are continuously increasing and SNS is emerging as a major PR channel of government. In particular, SNS can be a useful tool, but also the challenges for risk communication. This study is examined how nuclear regulatory organizations' SNS management and visitors' responses to the facebook pages in Korea and U.S.. Results indicated that both organizations frequently used information-oriented posting. Concerning the types of PR, NSSC tended to mainly use 'Relationship-Management PR', NRC mainly use 'Image PR.' In addition, our analyses on visitors' responses showed that visitors usually in response to participational and visual(ex. video, card news) typed contents. Based on its' results, this study provides practical suggestions for government's future SNS management strategies.