• Journal of Fashion Business
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• v.1 no.2
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• pp.55-64
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• 1997

This study adapted OSL (Optimum Stimulation Level) to induce the customer's behavior, especially customer's fashion behavior. The purpose of the fashion advertisement was to accelerate the purchasing desire for the clothes by catching the customer's attention. OSL is one of the methods. OSL can satisfy customers' desires using the new stimulation that reveals a customer's individual characters. In general, women are more concern about fashion and sensitive to the clothes of new fashion than men. But nowadays, many of the men are also concern about their appearance and fashion. The differences between men and women in fashion behavior and in each factor, of OSL, especially a relationship between OSL factor and fashion behavior are researched in this study. Such differences analyzed to find the sources that can satisfy their various desires. This study was expected to provide good information to plan advertising strategy in unpredictable market situation. The subjects for this study were 308 male and female university students. Mehrabian and Russell (1974),s ASTS(Arousal Seeking Tendency Scale) was adapted to measure the OSL, and twenty questions regarding fashion leadership and clothing importance released by Kwon, Shin, Lee, are adapted to measure the fashion behavior. An ANOVA was used as statistical analyzing method to find out the difference between men and women in fashion behavior. The relationship between fashion behavior and difference between men and women in OSL factors were measured by MANOVA. Conclusions were as follows; 1. In consciousness degree of fashion leadership and clothing importance in the fashion behavior, women were higher than men. 2. There was a difference between men and women in OSL's each factors in "unusual stimuli" and "sensuality", but there is no significant statistical difference in factors of "change", "risk", "new environment". Therefore women are higher than men in the stimulation level of "unusual stimuli" and" sensuality". 3. Low element of OSL relating to fashion behavior is from "change" and "unusual stimuli". 4. For the relationship between OSL and fashion behavior, fashion leadership and clothing importance were recognized better in the group of higher level of "change" and "unusual stimuli" irrespective of sex. In the case of "change" which is one of OSL factors, High OSL groups were higher than low OSL groups in the consciousness level of the fashion leadership and clothing importance. In men's case, High OSL-Change groups were higher than Low OSL-Change groups in the fashion leadership, but there was no difference between two groups in the consciousness of the clothing importance. In the case of "Unusual Stimuli", High OSL groups were superior to Low OSL groups in the fashion leadership, but there was no significant difference between two groups in the clothing importance. In women's case, High OSL-Change groups were superior to Low OSL-Change groups. In the case of "Unusual Stimuli", High OSL groups were superior to Low OSL groups in the fashion leadership, but there was no difference between two groups in the clothing importance.

• Journal of the Korea Society of Computer and Information
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• v.18 no.10
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• pp.225-234
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• 2013

The purpose of this study is to evaluate the impact of airline's retention equity on customer positive exclusive behavior intention and to minimize customer churn based maintenance is aimed to derive key variables in air transport market. A survey was conducted Incheon and Gimpo airport to use in the national carrier of domestic air travelers. A total of 480 respondents completed a survey. The result reveal that loyalty program, preferential treatment & acknowledgement program, and community program have significantly effect on positive behavior intention. However, preferential treatment & acknowledgement program, and community program have significantly effect on exclusive behavior intention. It showed that they are more influence than loyalty program as a switching barrier of airlines. The academic and practical implication of this study has been identified in the competitive market to maximize customer retention factors of maintaining retention equity to derive empirical strategic priorities.

• CRM연구
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• v.2 no.1
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• pp.53-72
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• 2009

Customer's reward program is a prevailing promotional technique. Recently, both management and marketing fields have been interested in the failure of customer's reward program. However, there are few empirical research regarding this. Therefore, this study examined a research model that employs justice in processing of customer's reward program perceived by customer to explain commitment(calculative commitment, affective commitment) and complaining behavior which is mediated by negative affect. Data was collected from the customers who dissatisfied with their reward programs. For the analysis, frequency, cronbach' ${\alpha}$ and path analysis were used as statistical test tool. Additionally, SPSS 12.0 and AMOS 4.0 were used for analyzing the hypotheses. As a result, proposed structural model largely supports the hypothesized framework and the major findings of this study are summarized as follows: First, distributive and interactional justice were negatively related to negative affect. But procedural justice didn't influence negative affect. Second, negative affect was negatively related to calculative commitment. But affective commitment wasn't influenced by negative affect. Third, negative affect was positively related to complaining behavior. Fourth, calculative commitment was negatively related to complaining behavior. But negative affect didn't influence complaining behavior. In conclusion, It can be posited that justice, negative affect, 2 forms of commitment and complaining behavior are important factors.

• The Journal of the Korea Contents Association
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• v.13 no.8
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• pp.409-419
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• 2013

The purpose of this study was to figure out the structural relations between service quality perceived by golf driving range customers, service value, customer satisfaction, and repurchase behavior. For the subject of this study, we selected 374 persons among customers who used 8 golf driving ranges located at 'P' Metropolitan city, 'U' Metropolitan city, or 'C' city in 'K' do through the Convenient Sampling Method. The results were as follows: First, the golf driving range's service quality has a positive effect on the service value. Second, the golf driving range's service quality has a positive effect on the customer satisfaction. Third, the service value has a positive effect on the customer satisfaction. Fourth, the service value has a positive effect on the repurchase behavior. Finally, the customer satisfaction has a positive effect on the repurchase behavior.

• Journal of Intelligence and Information Systems
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• v.12 no.4
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• pp.1-14
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• 2006

This study proposed a customer preference estimation model for production recommendation and a method to enhance the performance of product recommendation using the estimated customer preference information. That is, we suggested customer preference estimation model to estimate exactly customer's product preference with his behavior. This model shows the relationship of customer's behaviors with his preferences. The proposed estimation model is optimized by learning the relative weights of customer's behavior variables to have an effect on his preference and enables to estimate exactly his preference. To validate our proposed models, we collected virtual book store data and then made a comparative analysis of our proposed models and a benchmark model in terms of performance results of collaborative filtering for product recommendation. The benchmark model means a prior preference weighting model. The results of our empirical analysis showed that our proposed model performed better results than the benchmark model.

• 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.

• Asia Marketing Journal
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• v.15 no.2
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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.

• Journal of the Korean Society of Clothing and Textiles
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• v.32 no.12
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• pp.1866-1877
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• 2008

The purposes of this study were to identify the dimensions of perceived dissatisfaction, complaining behavior, and long-term orientation of customers about the Internet fashion shopping mall, and to empirically examine the effects of each dimension of perceived dissatisfaction and complaining behavior on long-term orientation. For this study, questionnaires were administered to 275 Internet shopping mall customer. To analyze collected data, descriptive analysis, factor analysis, Cronbach's $\alpha$, correlation analysis, and regression analysis were used. Major findings were as follows. First, college students were found to mainly complain of dissatisfaction at product quality, refunding/changing/maintenance repair, price, contract, delivery, and payment after transaction with the Internet shopping mall. Second, customer dissatisfaction was found to have high correlation with complaining behavior and partly with customer neglect or exit. Third, higher customer dissatisfaction was found to increase customer complaining behavior in general. Finally, higher complaining behavior was found to have connection with lower customer loyalty and higher customer neglect and exit.

• Journal of Korea Society of Industrial Information Systems
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• v.26 no.6
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• pp.97-118
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• 2021

This study empirically examines the effect of the psychological empowerment of airline cabin crews on customer-focused job performance attitude, service behavior by CSM, and service behavior beyond CSM. The research model and associated hypotheses were verified with the structural equation model. The findings of the study reveal that psychological empowerment has a effect on customer-focused job performance attitude and service behavior by CSM, but no effect on service behavior beyond CSM. And it is also shown that customer-focused job performance attitude has an effect on service behavior by CSM but no effect on service behavior beyond CSM. In addition, customer-focused job performance attitude shows a mediating effect between psychological empowerment and service behavior by CSM. On the other hand, it is analyzed that there is no mediating effect between psychological empowerment and service behavior beyond CSM. This study implies that the psychological empowerment and customer-focused job performance attitude of cabin crews are important at point of contact with customers to improve service quality, and psychological empowerment reinforces service behavior by CSM on the premise of customer-focused job performance attitude.

• Proceedings of the Safety Management and Science Conference
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• 2006.11a
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• pp.299-307
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• 2006

In this report, we provide the focus on suggesting a method of estimating and measurement of CBM(Customer Behavior Model). Through the use of internet, a new trend of business for e-CRM on B2C Web Site known as EC has emerged. The purpose of this study is to identify the relationship between the customers of a shopping mall and CBM characteristics. It can be used to gain a better understanding of customers. From this we can determine trends, and so refine business toward customer's needs and target new products to particular customer groups. Result shows that there is a significant relationship between the customers pattern of shopping mall and CBM, CVM(Customer Visit Model).