• The Journal of the Korea Contents Association
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• v.9 no.8
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• pp.255-271
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• 2009

Since consumers have difficulty in acquiring information related to products in online, they are apt to use WOM(word-of-mouth). It seems to be more popular and acceptable methods to acquire information about products sold in online. In other words, consumers who visit the Internet shopping-mall can not make a purchase-decision immediately because they have no sufficient knowledge about products. To solve this problem, consumers make use of the service called "online review". The objective of this study is to verify how these reviews can influence attitude toward the message, product and several buying behaviors in the online. In particular, this study focus on the message's sidedness(positive or negative) and objectivity(objective or subjective), because it is expected that consumers are likely to behave differently according to the characteristics of online reviews. Thus, to measure consumer's attitude and buying behavior, this study was examined by 4 types of messages. The results of this study are as follows: First, in the positive-objective message, the message attitude has a stronger effect on purchase intention than other outcomes. Second, in the positive-subjective message, the message attitude has a stronger effect on revisiting intention than others. Third, in the negative-objective message, the message attitude has a stronger effect on purchase intention than others. Hence, it is said that online shopping-mall managers need to understand the effects of multidimensional online review.

• Korean Security Journal
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• no.29
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• pp.35-57
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• 2011

While demands on private securities have been increase, expectations on the service quality as compensation for the investment expensive is also rising. However, private security services are in situations of not satisfying various customer's needs owing to insufficient special manpower, capital, and skills in spite of expected high-quality services toward customers. Therefore, this study aims to find out the causality between private security enterprises and relationship characteristics, purchasing behaviors of customers, and then searching for a marketing strategy that can provide best services to the enterprises that are confronting to limitless competitive systems by grasping customer's needs and necessities. For achieving this goal, the study objected to shop employees using private security enterprises after diving Cheonan City of South Chungcheong Province into South, East and East, West, and then collected 236 persons by using the convenience sampling. Regarding to research tools, this study used questionnaire having been recomposed based on previous researches home and abroad, and frequency analysis, reliability analysis, factor analysis, correlation analysis, and regression analysis were carried out data was treated by treatments by using SPSS version 18.0 statistic package for treating the data. Through above research methods and procedures, results could be gotten same as followings. First, correlations between private security enterprise's relationship characteristics and purchasing behaviors showed positive (+) relations, and the latter was increased as much as relationship characteristics were high. Second, as the result of analyzing correlations between private security enterprise's relationship characteristics and purchasing behaviors, reputation, physical features, and communication affected influences to word of mouth activities. Third, reputation and communication affected to repeated purchasing behaviors as the result of analyzing private security's relationship characteristics and repeat purchasing behaviors.

• The Korean Journal of Franchise Management
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• v.2 no.1
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• pp.100-118
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• 2011

Since 1990, income has been grown rapidly in Korea. Thus, concerns of environmental pollution and health have been increased among Korea's consumers. As a result of this concern, demand for safe food and agricultural products has been growing in Korea. Recently, purchasing patterns of Korea's consumers have been changed as Korea's society has changed to an aging society, growth of unmarried person, and low birthrate. Korea's consumers prefer to buy only volume that they need. Thus, the volume of agricultural products that they purchase became small. Therefore, retailers should reflect such needs of consumers to their business. The purpose of this study is to build up new strategies in order to make a high profit through customer's satisfaction when selling agricultural products. Using literature review, this study has drawn results. The results of this study is that retailers should lay products with brand in their store and establish trust with customers in oder to make loyal customers. In addition, retailers should prepare individual package of agricultural products for sales of a small volume to keep pace with social changes.

• Journal of Intelligence and Information Systems
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• v.14 no.2
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• pp.103-119
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• 2008

Traditional market which is characterized by the folksy retailing market has lost its competitiveness rapidly due to the emergence of the Internet and the change of customer's purchasing behavior. The recession of the traditional market contracts the regional economy. We suggest a u-Market, a traditional market with ubiquitous computing capability, to revitalize traditional market. The suggested u-Market system applies ubiquitous computing technologies characterized by communications between customers and objects without limitations of time and location. The proposed u-Market system offers location information and specific contents of traditional market to customers. Furthermore, u-Market system recommends the store and product list that customers are likely to visit and purchase based on their contexts, so they can save their time and effort to search the products or contents.

• The Journal of Society for e-Business Studies
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• v.13 no.3
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• pp.21-49
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• 2008

The area of the internet shopping mall heavily relies on new emerging information technologies, and it essentially requires delicate marketing model to support consumer behavior. RSS, which is one of the representative Web 2.0 technologies, is the system that distributes digital contents without any Web browser. RSS is expected not only to be very useful in online marketing but also to become actively applied on various areas such as online newspapers and blogs. AISAS model was proposed to complement the AIDMA model that did not cover the new changing customer behaviors of online commerce environment such as search and share. In this research, we propose a marketing model which utilizes RSS based on the AISAS model to support internet shopping malls. With our marketing model, internet shopping malls are expected to provide required services to the customers at every AISAS step. Moreover, it can provide integrated services by connecting all service components of each step. We utilized RSS in our model to implement those services because RSS has many advantages on supporting search and share of product information.

• Journal of Information Technology Services
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• v.15 no.3
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• pp.15-31
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• 2016

Sales Force Automation (SFA) is a strategic information system and one of the components of operational CRM system. SFA supports salespeople's activities such as selection of potential customers, creative value proposition, after-sales services, etc. SFA is increasingly used in many companies because it has the advantages to raise the salespeople's productivity by developing forecasting ability, value proposition ability, after sales service ability etc. Many researches have shown that implementation of SFA leads to the increase of salepeople performance, organizational performance, and quality of customer relationship. However, Some prior studies have discussed on the SFA implementation failure and pointed out that one of important causes of this failure is salespeople's resistance to SFA. Although many researches explain SFA acceptance phenomenon using Technology Acceptance Model (TAM) and Theory of Planned Behavior (TPB), these researches didn't deeply investigate the salespeople's resistance to SFA. Therefore, this study focuses on the factors influencing salespeople's resistance to SFA and the relationships among these factors. This study identified three factors (salespeople's perceived loss of power, perceived loss of autonomy, and perceived time and effort waste) influencing salespeople's resistance to SFA. The hypotheses testing results showed that salespeople's perceived loss of power and perceived time and effort waste significantly increased salespeople's resistance to SFA. And salespeople's perceived loss of power plays a mediating role between perceived loss of autonomy/perceived time and effort waste and salespeople's resistance to SFA. At the end of the paper, theoretical and managerial implications of this study and the limitations and future research directions are discussed.

• The Journal of the Korea Contents Association
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• v.9 no.10
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• pp.378-388
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• 2009

The purpose of this study is to research hotel restaurant's servicescapes using Important-performance analysis. IPA is one of the simple and efficient method that can enhance service quality and customer satisfaction. Using this method for hotel restaurant's servicescapes and adopting social exchange theory to find out difference between person who paying and who does not. The results shows difference in 'Possible Overkill' quadrant, which is only group that does not pay include contents No.2, 8. The relation between servicscapes and behavior intention shows only tangible environment factor has positive effect.

• Journal of the Korean Society of Clothing and Textiles
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• v.33 no.11
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• pp.1781-1793
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• 2009

This study classifies the lifestyle of elderly female consumers in their 60's and 70's and examines the influence of lifestyles on personal clothing purchase behavior. This paper classified the types of lifestyle and examined the influence of lifestyle types on the perceived importance of salesperson's characteristics and store evaluation criteria. A survey was conducted on 194 elderly females in their 60's and 70's living in Seoul. The SPSS 14.0 program was used to analyze the data. Descriptive statistics, factor analysis, reliability analysis, K-means cluster analysis, and one-way ANOVA followed by Duncan post hoc comparisons were conducted. The research results are as follow. First, in order to identify the lifestyle factors of elderly female consumers a factor analysis was conducted that indicated 9 factors. Second, as a result of the cluster analysis of lifestyle types, the respondents were classified into 'proactives', 'passive stagnants', 'independent misers', and 'conservative consumers'. Third, according to lifestyle, weight on 'appearance and image', 'professionalism', 'ethics', 'similarity', and 'customer orientation' abilities of the salesperson were significantly different. Fourth, in relation to the store evaluation criteria by lifestyle, a significant difference was found in the attention to 'physical service' by a salesperson.

• Korean Journal of Human Ecology
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• v.13 no.2
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• pp.271-282
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• 2004

The purposes of this study were to research the behavior of consumption and needs about the female university students to provide useful information which would help finding the marketing source of cosmeceuticals. The sample was consisted of 464 female university students who had experiences of using the cosmeceuticals. Data were analyzed by factor analysis, frequency, x2-test, t-test, ANOVA(LSD) using SPSSWIN. The results were as follows: When the female university students purchased the cosmeceuticals, they considered the effectiveness and the price, so were satisfied with good effect and low price. The most important marketing methods in cosmeceuticals for female university students were through the internet and mail order shopping. Whereas, demerit factors of internet shopping were founded to be the complexity of exchange or refund and the little chance of free samples for trial. The good marketing strategies might be sending trial samples, future payment system after trial period, and/or supporting the event held in the university. Besides, it might be a consideration to have an event for the improvement by public trial. Anti-aging cosmeceutical was the most preferred item for female students, sun protection and whitening cosmetics next in order. Therefore, a target customer for cosmeceuticals might be lowered in age. The purchasing cost system and therapeutic effect of cosmeceuticals had to be developed for 20's. It was necessary to be safe and effective. The factors affecting the level of satisfaction for cosmeceuticals could be categorized into 4; market environment, simplicity of purchase, product merit and additional service. The needs for cosmeceuticals showed significant differences according to grade and kinds of product.

• The Research Journal of the Costume Culture
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• v.15 no.1 s.66
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• pp.25-36
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• 2007

As the materials being used in children's clothing become diverse, the number of reported problems related to various aspects of washing and wearing is increasing. Many customers experience great dissatisfaction when using these children's garments due to their lack of professional knowledge in washing, fabric, and detergents. Thus, this paper focuses on various cases in which housewives have experienced product damage after washing their children's garments according the prescribed directions. Of particular interest is how the consumers respond to such damage in garments and how their experiences with garment damage affect the sellers of these garments. A total of 292 housewives with children less than 8 years old living in Seoul responded to our survey, out of which 83 reported to have suffered negative consequences. By analyzing the 83 responses, the following results were found: First, the problems reported by the housewives in regards to washing children's garments were mostly related to the durability or color change problems. Secondly, the most favored means of response to garment damage were 'complaining directly to the seller' (16.7%) and 'complaining at the customer service department of the manufacturer or seller' (13.5%). Thirdly, among the actions they requested to the seller/manufacturer, 'ask for an exchange' marked the highest. Lastly, respondents admitted that their experiences with garment damage as well as the attitude or response of the manufacturer/retailer to their complaints would influence their repurchase intention.