• 한국경영과학회지
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• 제39권3호
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• pp.63-82
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• 2014

The main objective of this research is to investigate whether the RFM (recency-frequency-monetary value) information of a customer's redemption behavior of loyalty points can improve the prediction of future value of the customer. The conventional measurement of customer value has been primarily based on purchase transactions behavior although a customer's future behavior can be also influenced by other interactions between the customer and the firm such as redemption of rewards in a loyalty program. We theorize why a customer's redemption behavior can influence her future purchases and thereby the customer's total value based on operant learning theory, goal gradient hypothesis, and lock-in effect. Using a dataset from a major book store in Korea spanning three years between 2008 and 2010, we analyze both purchase transactions and redemption records of over 10,000 customers. The results show that the redemption-based RFM information does improve the prediction accuracy of the customer's future purchases. Based on this result, we also propose an improved estimate of customer lifetime value (CLV) by combining purchase transactions and loyalty points redemption data. Managerial implications will be also discussed for firms managing loyalty programs to maximize the total value customers.

• 한국품질경영학회:학술대회논문집
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• 한국품질경영학회 2007년도 춘계학술대회
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• pp.279-284
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• 2007

This study develops a model which measures service standardizations focused on the process of call center service. It analyzes the relationship between service standardizations and efficiency of business as well. The model consists of two dimensions to offering service and managing customers. These two dimensions have six major elements: accessibility, customer orientation, professionalism, offering a solution, customer satisfaction management, and customer information management. Also we assumed that low customer interaction and labor-intensive of service business increase the level of service standardization.

• 산업경영시스템학회지
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• 제20권42호
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• pp.31-38
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• 1997

The main objective of this research is to develop a model to select the optimal input service level for a distribution center - multi branch inventory distribution system. With the continuous review policy, the distribution center places an order for specific order quantity to an outside supplier, and the order quantity is replenished after a certain lead time. Also, each branch places an order for particular order quantity to the distribution center to satisfy the customer demands, and receives the replenishment after a lead time. When an out of stock condition occurs during an order cycle, a backorder is placed to the upper level to fill the unfilled demands. With these situation, variable demand and variable lead time are used for better industrial practice. Further, actual lead times with a generic lead time distribution are used in developing the control model. Under the actual lead time model, the customer service measures actually attained for the distribution center and each branch are explained as the effective customer service measures. Thus, throughout the optimal control (using computer search procedures), we can select the optimal input service levels for the distribution center and each branch to attain the effective service level for each branch which is consistent with the goal level of service for each branch. At the same time, the entire distribution system keeps minimum inventories.

• 대한안전경영과학회지
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• 제3권3호
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• pp.55-64
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• 2001

The main objective of this research is to develop a model to select the optimal input service level for a distribution center-multi branch inventory distribution system. With the continuous review policy, the distribution center places an order for specific order quantity to an outside supplier, and the order quantity is replenished after a certain lead time Also, each branch places an order for particular order quantity to the distribution center to satisfy the customer demands, and receives the replenishment after a lead time. When an out of stock condition occurs during an order cycle, a backorder is placed to the upper level to fill the unfilled demands. With these situation, variable demand and variable lead time are used for better industrial practice. Further, actual lead times with a generic lead time distribution are used in developing the control model. Under the actual lead time model, the customer service measures actually attained for the distribution center and each branch are explained as the effective customer service measures. Thus, throughout the optimal control (using computer search procedures), we can select the optimal input service levels for the distribution center and each branch to attain the effective service levels for each branch which is consistent with the goal level of service for each branch. At the same time, the entire distribution system keeps minimum inventories.

• 한국콘텐츠학회:학술대회논문집
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• 한국콘텐츠학회 2009년도 춘계 종합학술대회 논문집
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• pp.652-658
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• 2009

컨택센터 운영비용은 인건비의 비중이 가장 크다. 따라서 전체적으로나 부분적으로 통화를 자동화하면 운영비용을 줄일 수 있다. 매니지드 컨택 서비스(MCS)는 음성 셀프서비스와 관련된 비용 절감 및 효율성에 매우 중요한 역할을 한다. MCS의 뛰어난 기능은 기업의 효과적인 네트워크 라우팅과 결합된 네트워크에 셀프서비스 애플리케이션의 구현이 가능하다. 고객의 전화는 가장 적절한 상담사에 의해, 더 신속하게 응답 및 처리되어 고객처리 서비스가 개선되고 결과적으로 고객 만족도가 높아진다. 고객 만족도의 증가는 수익의 증가로 이어져 컨택센터 인프라 구축비용을 낮추어준다. 본 논문에서는 MCS 기반의 컨택센터 회선용량(IVR, DID, DOD)과 PBX 용량의 분석을 한다. MCS를 통하여 센터 간 상담사간 호(call) 전환의 필요성이 줄어들어 고객질의를 한층 신속하게 해결함으로써 통신비 및 인건비를 함께 줄일 수 있다.

• 디지털융복합연구
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• 제19권10호
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• pp.203-208
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• 2021

본 연구는 감정지능이 개인적 특징으로 전문화된 구성원의 이직을 방지하는 것과 고객지향이 중요하므로 고객지향과의 관계를 온라인쇼핑몰 콜센터 상담사를 대상으로 검증하였다. 배포한 170부 중 불성실한 응답 22부를 제외한 148부(87.05%)가 분석에 이용되었다. 실증분석에 활용된 도구는 SPSS 25.0이다. 연구결과는 다음과 같다. 첫째, 감정활용은 고객지향에 정(+)의 영향을 미치는 것으로 나타났다. 둘째, 타인감정인식도 고객지향에 정(+)의 방향으로 유의한 영향을 미치는 것으로 나타났다. 셋째, 자기감정인식은 고객지향에 정(+)의 영향을 미치는 것으로 나타났다. 넷째, 감정조절성은 고객지향에 정(+)의 영향을 미치는 것으로 나타났다. 본 연구의 시사점은 자신이 느끼는 감정의 원인과 자신의 감정을 이해하여야 고객의 요구에 즉각적으로 응대하고 고객의 일을 본인의 일처럼 생각하여 고객지향성을 가질 수 있다는 것이다.

• 한국경영과학회:학술대회논문집
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• 대한산업공학회/한국경영과학회 1996년도 춘계공동학술대회논문집; 공군사관학교, 청주; 26-27 Apr. 1996
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• pp.477-480
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• 1996

The main objective of this research is to develop the optimal control method for a Distribution Center - multi Branch inventory distribution system. With the continuous review policy, the distribution center places an order for specific order quantity to an outside supplier, and the order quantity is replenished after a certain lead time. Also, each branch places an order for particular order quantity to the distribution center to satisfy the customer demands, and receives the replenishment after a lead time. When an out of stock condition occurs during an order cycle, a backorder is placed to the upper level to fill the unfilled demands. With these situation, variable demand and variable lead time are used for better industrial practice. Futher, actual lead times with a generic lead time distribution are used in developing the control model. Under the actual lead time model, the customer service measures actually attained for the distribution center and each branch are explained as the effective customer service measures. Thus, throughout the optimal control (using computer search procedures), we can set the desired service levels for the distribution center and each branch to produce the effective service level for each branch which is consistent with the goal level of service for each branch. At the same time, the entire distribution system keeps minimum inventories.

• 지식경영연구
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• 제21권3호
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• pp.123-140
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• 2020

고객이 기업과 상호작용하는 대표적인 비대면 서비스 접점인 콜센터에서 서비스를 제공하는 상담사는 그 기업의 서비스 경쟁력을 결정한다. 즉 기업의 우수한 서비스는 상담사의 서비스 역량에 의해 영향을 받는다. 변화하는 환경에서 기업의 대응 능력을 강조하는 민첩성의 개념을 도입하여, 본 연구는 먼저 상담사의 고객대응역량을 고객대응전문성과 고객대응민첩성의 하위차원으로 개념화하고 고객서비스성과에 미치는 효과를 분석한다. 이와 더불어 기업의 디지털 및 인적 지식자원이 상담사의 고객대응역량에 미치는 효과를 규명한다. 연구가설을 검증하기 위해 보험사 콜센터 2곳의 상담사로부터 수집한 371부의 응답을 가지고 PLS(partial least squares) 분석을 수행했다. 연구결과는 기업의 디지털 및 인적 지식자원이 상담사의 고객대응전문성과 고객대응민첩성을 향상시키고 이를 통해 고객서비스성과를 증가시킬 수 있음을 보여준다. 이 결과는 우수한 고객서비스를 창출하기 위해 먼저 상담사의 서비스 역량을 강화하는 것이 필요함을 제시한다.

• 산경연구논집
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• 제9권2호
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• pp.27-38
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• 2018

Purpose - This study centers on field surveys aimed at deriving the customer satisfaction factors of customer support centers that are positioned between suppliers and consumers in the supply chain. They consists of manufacturing, sales, distribution, consumption and collection, and that are in charge of core functions for suppliers' customer satisfaction management and consumers' satisfaction with consuming activities. Research design, data, and methodology - The customer satisfaction factors of customer support centers were derived through literature review and expert opinion surveys, and a questionnaire was developed through a process of the refinement of variables using pilot tests and 330 questionnaire sheets were distributed. The questionnaire sheets were collected and opinions in them were analyzed using fuzzy AHP methodology. Results - Three factors, which are turnover intentions, motivation, and job satisfaction, were derived as customer satisfaction factors of customer support centers, and the ranking relationships of these three factors were analyzed. In addition, the ranking relationships among six execution variables of turnover intentions, 10 execution variables of motivation, and 10 execution variables of job satisfaction were analyzed using fuzzy AHP methodology to obtain quite significant results. Based on the results of this study, three implications in the three strategic aspects and an implication in the academic aspects are presented. Conclusions - Motivation and job satisfaction, job satisfaction and turnover intentions, and motivation and turnover intentions are not formed by independent or different factors or environments. They are in the same context with each other (maintaining high correlations) and are in the relationships of virtuous circles in which they complement each other.

• 한국병원경영학회지
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• 제16권3호
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• pp.115-132
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• 2011

Prior research in medical service field have mainly focused on service quality, satisfaction, and choice attributes of hospital. However, a little research has been done on "Which service quality attributes are more preferred by customer motivation(customer regulatory focus)". This study examines how regulatory focus affects the structural impact relationships of service quality and emotion(quiescence) on perceived value in medical service context. Especially, this research draws the moderating effects of regulatory focus between medical service quality, emotion, and perceived value. The Results were summarized as follows: The relative impacts of medical service quality on customer emotion are different depending upon the regulatory focus. Hospital reputation is shown to be more important factors in prevention-oriented customer, while physical environment is the case in promotion-oriented customer. The relative impacts of medical service quality and emotion on perceived value are different depending upon the regulatory focus. Hospital reputation, convenience, and accessibility are shown to be more important factors in promotion-oriented customer, while physical environment is more important in prevention-oriented customer. Also, emotion has a positive influence on perceived value in prevention-oriented customer, whereas the effect of emotion is not significant in promotion-oriented customer.