• Asia Marketing Journal
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• v.18 no.1
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• pp.1-22
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• 2016

Studies in key account management (KAM) have identified the importance of cross-functional coordination in firms to effectively implement KAM. However, these studies have ignored how companies integrate KAM and other customer management (non-KAM). This paper explores coordination design between KAM units and non-KAM units by analyzing a case study through three dimensions: front-end coordination, back-end-coordination, and organizational translation at the beginning of research. The case study shows that non-KAM conditions can require a modification of the coordination design. This research performs an in-depth analysis of changes in the implementation of sales reforms for an IT-related machinery and system vendor in Japan. Data sources include interviews with KAM units and non-KAM sales units and an analysis of secondary data. This paper suggests that studying the coordination between KAM units and non-KAM units will further our understanding of internal coordination in KAM research.

• Asia Marketing Journal
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• v.18 no.1
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• pp.75-97
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• 2016

Globalization and the emergence of new markets has placed increased emphasis on cross-cultural sales and marketing research. Despite considerable advances in the personal selling literature, little is known about the cross-cultural transferability of key constructs. Given the degree to which well-accepted relational sales behaviors such as ASB and customer oriented selling reflect Western values such as individualism and low uncertainty avoidance, the relative efficacy of such practices in alternative cultural context is less clear. Using a Korean sample, our results confirm the beneficial direct effects of these relational selling practices upon performance. However, we also find strong workgroup interdependence diminishes the effects of ASB and that performance fully mediates the relationship between both sales behaviors and job satisfaction. In contrast to prior results, we find female salespeople and those newer to their position demonstrate stronger ASB.

• Asia Marketing Journal
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• v.15 no.2
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• pp.1-27
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• 2013

The main goal of this study is to examine the competition intensity in the Korean bakery franchise industry and to identify the core competencies of the industry's leading company, Paris Baguette. The frameworks of PEST analysis, Cross Impact analysis, a Five Forces Model, a Value Chain, and VRIO analysis. PEST and Cross Impact analysis were employed to investigate the industry's external environment, and the results indicated that 'increased attention on corporate's Creating Shared Value (CSV) activities' is the most influential factor among others. The analysis using the Five Forces Model found industry rivalry and substitutes were the greatest threats. Finally, the results of Value Chain and VRIO analysis identified four core competencies of Paris Baguette: its CEO's craftsmanship, e-procurement system, quality of dormant dough, and hub system. Multiple managerial implications are suggested for practitioners in the marketing area, especially in the saturated market environment.

• Korea Trade Review
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• v.47 no.5
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• pp.95-113
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• 2022

Tariffs on pharmaceuticals are generally low, but the time-consuming and costly licensing procedures of importing countries may act as barriers to trade. Accordingly, in terms of improving export competitiveness through cost reduction of exporting countries and improving public health for importing countries, international regulatory collaboration is effective for both countries. However, little is known about the impact of cross-border cooperation in pharmaceutical regulation on international trade. This study empirically analyzed the effect of cross-border regulatory collaboration on pharmaceutical trade using the gravity model. It was confirmed that the regulatory collaboration measures had a trade promotion effect in all drugs(HS29+HS30), finished drugs (HS30), and vaccines (HS300220). This study is meaningful in that it empirically analyzed with the consideration of the reference pharmacopoeia, safety and effectiveness in addition to the GMP inspection used in the previous study.

• Advanced Composite Materials
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• v.18 no.4
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• pp.315-326
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• 2009

PCC (precipitated calcium carbonate) and ground calcium carbonate have been widely used in alkaline papermaking. Unfortunately, although increasing filler level in papers can improve the paper properties such as brightness, opacity, stiffness gloss, smoothness, porosity, and printability, as well as decrease cost, some strength of the paper is negatively affected. In this research, needle-like aragonite was synthesized using $Ca(OH)_2$ and $CO_2$ as reactants in the presence of $MgCl_2$ and characterized with scanning electronic microscopy (SEM) and X-ray diffraction (XRD). The physical and optical properties of the paper handsheets containing these needle-like aragonite fillers were evaluated. Results indicated that tensile strength, Z-direction tensile strength and folding endurance of the paper were improved by the needle-like aragonite crystals compared to the paper using commercial PCC (precipitated calcium carbonate) as filler. The stiffness of the paper handsheet on the machine direction was increased, but no evident difference in the cross direction was found. The improvement of paper strength mainly resulted from the twining effect between the aragonite whiskers and paper fibers. The optical properties of the paper were slightly decreased with the use of the needle-like aragonites compared to commercial PCC. These results suggest that paper cost can be decreased by increasing the content of needle-like aragonite filler while paper strength will not be decreased compared to PCC filler.

• The Journal of the Convergence on Culture Technology
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• v.10 no.4
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• pp.145-157
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• 2024

This study empirically analyzed the relationship between founder competency and business performance based on the premise that founder competency is the main internal resource of a company from a resource-based view, using a sample of 2,196 startups less than five years old collected and evaluated by the Korea Technology Finance Corporation during the 2016 technology evaluation. The results showed that the technological, managerial, and financial competence of founders had a positive effect on the business performance of startups, and the characteristics of founders' academic major had a moderating effect on the relationship between founder competency and business performance. Based on these findings, this study contributes to the theoretical discussion that technological, managerial, and financial competencies of founders are factors that improve business performance, and provides practical and policy implications for effective entrepreneurship education by suggesting that entrepreneurship education should be transformed and strengthened, including cross-training of founders majoring in science and engineering to foster managerial and financial competencies.

• Journal of the Korea Society of Computer and Information
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• v.21 no.5
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• pp.99-109
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• 2016

Creative performance has been regarded as the key to the success of an organization in recent years, and is considered essential for the survival of an organization. Organizations must find and develop creative solutions to deal with a variety of business issues. How can organizations become more creative? To develop creativity, organizations must make it easier to connect the knowledge and perspectives of its various members, who may be scattered around the world, by developing a virtual team. Drawing from the transactive memory systems (TMS), which include expertise location, credibility, and coordination, this study investigates how the positive affect of team members influences the development of creative performance during virtual collaboration where face-to-face team activities are limited. The proposed structured model was empirically tested with cross-sectional data from 322 individuals. Results indicated that the positive affect of team members was found to moderate the relationship between TMS and creativity. Through this study, we expect to provide an understanding of the mechanisms involved in developing creativity among team members in a virtual work environment.

• The Journal of Asian Finance, Economics and Business
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• v.3 no.1
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• pp.15-32
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• 2016

Between 2010 and 2012, former Bank of Japan Governor Shirakawa argued, in series of speeches, that Japan's economic performance, when compared to that of other G7 nations, was stronger after 1990 than appreciated by the critics. In May 2012, Nobel prize-winning economist and Princeton University professor Paul Krugman echoed a similar sentiment in a Financial Times interview. This analysis expands on these assertions and asks to what extent they are supported by cross-section data for the G7. As reviewed below, to date, no idiosyncratic explanation has arisen to explain the Japanese slowdown-perhaps this is the correct explanation: the slowdown in Japan, once adjusted for demographics, is less severe than in other G7 countries and, as recently noted by Eichengreen, Park, and Shin (2015), TFP growth in a number of other nations followed similar patterns. Focused on labor productivity, far from a laggard, Japan's performance ranks near the best in the G7.

• 한국디지털정책학회:학술대회논문집
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• 2004.11a
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• pp.25-37
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• 2004

This paper compares long-run buy-and-hold returns of privatization initial public offerings to those of domestic stock markets of respective countries using a sample of 29 privatized telecom initial public offerings from 27 countries. The evidence indicates that the privatization IPOs significantly outperform their domestic stock markets if the returns are equally-weighted while they do not outperform the markets if value-weighted. In addition, this paper analyzes the cross-sectional determinants of long-run buy-and- hold returns of privatized telecom shares. The results indicate that the long-run performance of privatized telecom IPOs is moderately related to the proxies of policy uncertainty or systematic risk while the size of the firm and some market wide variables such as the accounting standard, origin of commercial law, and the corporate governance scheme significantly affect the stock performance of privatized telecom shares.

• The Journal of Information Technology
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• v.4 no.4
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• pp.113-128
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• 2001

The international trade industry is on the brink of a radical Internet-driven transformation. TradeCard is a payment and settlement system that is an alternative to letters of crdeit. That is, TradeCard is a business-to-business e-commerce infrastructure that enables buyers and sellers to conduct and settle international trade transactions securely over the Internet. Paperless, payment-guaranteed international trade transactions - which eliminate the traditional letters of credit with electronic certifications - are widely considered the most difficult B2B transactions to conduct. The TradeCard system was initially built to accommodate and process this complex, cross-border payment type at a US$100 service fee for each transaction of up to US$100,000 since November 1999.