• 한국유통학회지:유통연구
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• 제6권1호
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• pp.57-76
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• 2001

텔레마케팅이 점차로 중요해지고 있으나 고객에게의 강매나 불법적인 판매와 같은 문제점도 나타나고 있다. 전화만으로 판매를 한다는 촉진방법상의 기본특성 때문에 고객지향성이 잘 되어야 함에도 불구하고, 그렇지 못한 경우가 미국과 우리나라에서 많이 발견되고 있다. 지난 80년대와 90년대에 미국에서 개발된 각종 고객지향성의 개념들이 미국과 우리나라에서 아직까지 텔레마케팅에 적용된 적이 거의 없다. 본 연구에서는 고객지향성을 크게 두가지 척도(순수고객지향성과 고객경쟁지향성)로 분류하여서 텔레마케팅 회사의 종업원이 이러한 고객지향성을 하는 것이 종업원들의 각종 만족(정보, 다양성, 완결성, 급여)에 어떠한 영향을 미치는지를 실증 분석하였다. 124명의 우리나라 텔레마케터들이 응답한 설문분석에 따라서 급속하게 증대하고 있는 직접유통활동(텔레마케팅)의 고객지향성에 대한 연구를 하였다는데 본 연구의 의의가 있다. 또한 본 연구는 면밀한 논리의 바탕 하에서 이론구축을 하는 연구(theory-oriented research with rationale) 보다는, 현실의 명확한 문제인식하에서 보다 적용성이 넓은 연구(application-oriented research with evidence)의 한 형태로서 텔레마케팅과 고객지향성을 연결시켰다는 데에 그 의의가 있다.

• Journal of Information Technology Applications and Management
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• 제17권1호
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• pp.127-139
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• 2010

Customer behavior pattern discovery is the fundament for conducting customer oriented services and the services management. But, the composition, need, interest and experience of customers may be continuously changing, thereof lead to the difficulty in refining a stable description of their consistent behavior pattern. This paper presented a new method for the behavior pattern discovery from a changing collection of customers. It was originally inspired from the swarm intelligence of ant colony. By the adaptive clustering, some typical behavior patterns which reflect the characteristics of related customer clusters can extracted dynamically and adaptively.

• 서비스연구
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• 제11권1호
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• pp.21-30
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• 2021

본 연구는 기존의 수집과 보존 중심의 박물관 서비스가 관람객 중심의 서비스로 변모하기 위해 필수적인 고객경험을 중심으로 혁신전략을 수립하는 방법론에 관한 연구이다. 이를 위해서 서비스사이언스 관점에서 박물관 환경변화와 그 안에서의 고객경험의 의의와 가치, 고객경험관리 관점에서 좋은 고객경험, 나쁜 고객경험 등의 문헌 연구를 진행하였고, 박물관의 고객경험 혁신을 위한 구체적인 모형을 제시하고 증명하기 위한 연구를 진행하였다. 박물관의 고객경험 중심의 혁신 전략이란 현재 상태로 부터 목표 상태에 이를 수 있는 여러 가지 대안을 고객을 중심으로 탐색하고 그 중 가장 알맞은 전환 계획을 선택하는 것을 의미한다. 적용시의 효과로는 고객에게 긍정적인 감정을 일으켜서 차별화를 만들어내는 원천이 되며, 고객경험 데이터가 박물관의 실질적인 자원 투입에 중요한 의사결정에 높은 도움이 된다는 것을 알 수 있었다. 이와 같은 혁신모형을 제시하였고, 기존 평가방식과의 차이점을 분석하여 그 가치를 1차적으로 증명하였다. 마지막으로 고객경험 측정절차, 고객경험 진단/평가, 고객경험 혁신전략, 박물관의 성과를 변수로 하여 회귀분석을 통하여 인과관계를 분석한 결과 그 관계가 유의미하다는 것을 증명하였다.

• 유통과학연구
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• 제16권11호
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• pp.57-64
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• 2018

Purpose - As the importance of salesperson attitudes and behaviors enhancing customer perception and loyalty have increased, many retail companies put emphasis on internal marketing activities. The issue also has captured the interest of academics, but most of the previous research tends to be limited to investigating antecedents of salesperson job satisfaction and commitment. Based on the consumer-brand relationship concepts, this study aims to examine the effects of the salesperson-brand relationships on customers' service evaluation and store loyalty. Research design, data, and methodology - In a structural equation model, it is hypothesized that salesperson brand identification influences salespersons' brand trust and affect, which are the two dimensions of consumer-brand relationships. Salespersons' brand trust and affect are expected to increase salespersons' customer orientation, which in turn influences customers' service evaluations and store loyalty. To test this hypotheses a set of data collected from department stores in Seoul is utilized. Results - First, it was found that salesperson brand identification is a significant antecedent to salespersons' brand trust and affects, the two dimensions of salesperson brand relationships. Second, salespersons' brand trust and affect were found to enhance salespersons' customer-oriented behaviors. Third, salespersons' customer orientation showed a significant effect on customers' service evaluation. When a salesperson makes more effort to provide useful information for fulfilling customer needs, customers evaluate the salesperson's service more positively. Finally, customers' service evaluation had a positive impact on customers' store loyalty. Conclusions - This study provides significant academic and practical implications. First, based on the theory of consumer-brand relationships, the concept of salesperson-brand relationships was introduced and found to be an effective motivator of salespersons' customer oriented attitudes and behaviors. Therefore, the two dimensions of brand relationships, brand trust and affect, should be considered as the critical factors both in developing theoretical research and improving long-term company performance. Also, internal marketing activities should focus on maximizing employees' brand identification. That is, retail companies need to put emphasis on sharing their brand values and personality with internal customers to strengthen the brand relationships with salespersons and to enhance customer responses.

• Journal of Information Technology Applications and Management
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• 제11권4호
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• pp.181-208
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• 2004

By the developing of Internet. the environments of the company have rapidly been changed. Especially. managers in the Internet shoppingmall have been try to provide excellent e-Services to their customers. e-Service i~ defined comprised of all interactive services that are delivered on the Internet uSing advanced telecommunications. information, and multimedia technologies. but according to study of e-Satisfy. com［2000］. customer service through internet is still neither effective nor efficient and poor service will impact on company's profit but excellent service can improve their value and quality of the service or product. In order to customer-oriented e-Services. this study suggested the QFD linked with e-Service quality model for the Internet shoppingmall service system. which can help determine design characteristics being relevant to customer's e-Service quality requirements. this hybrid model have two stages. In the first stage. we do measure service quality and find priorities of service quality attribute by purchase process. and in the second stage. on the basis of priority of e-Service quality attributes, we find design characteristics to maximize customer satisfaction. From this study, we provide internet shoppingmall managers with the implications for improvement of service quality, measuring quality of e-service, providing design characteristics for customer-oriented service quality.

• 한국경영과학회:학술대회논문집
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• 한국경영과학회 1998년도 추계학술대회 논문집
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• pp.19-22
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• 1998

ISP(Information Strategy Planning) is the methodology to light the objective and the business system architecture, and to recognize the strategic situation for the establishment of effective information system in an organization. Customer Needs Research is one of the Research Methodology that analyze the customer needs effectively and use to establish the policy and the direction of corporation. Both have the important role to establish the strategy for the corporation. The former can propose the corporate information strategy in MIS, the latter can be used to research the customer needs about a corporation, to establish the business management strategy and to decide the way corporate must head. But each has studied independently and there is no integrated methodology of ISP and Customer Needs Research. Actually, a lot of corporations still establish ISP to increase the business efficiency rather than to satisfy the customer needs. Customer satisfaction is the final objective of all business so that corporations have to find the customer needs through Customer Needs Research and make ISP oriented to customer satisfaction through the result of Customer Needs Research.

• Asia Marketing Journal
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• 제10권3호
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• pp.81-102
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• 2008

본 사례에서는 마케팅 의사결정을 위한 중요정보를 수집·분석하여 제공하는 국내 마케팅조사 기업 중 선두주자의 하나인 TNS Korea의 경쟁전략을 주요 경쟁력 원천을 중심으로 고찰하였다. 연구결과, TNS Korea의 핵심 경쟁력원천은 '과학적인 전문성'과 '고객지향적 조사컨설팅'임을 발견하였다. 나아가 인적자원의 개발·육성을 통하여 두 핵심 경쟁력원천을 확보하고 강화하고 있었다. 이와 같은 핵심 경쟁력원천의 확보 및 강화를 위한 TNS Korea의 경쟁전략은 마케팅조사 업계를 넘어 다른 산업의 기업들에게도 큰 전략적 시사점을 준다.

• International Journal of Quality Innovation
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• 제9권1호
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• pp.113-133
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• 2008

In recent years, speedy development of Taiwan's hotel industry intensifies market competition, customers' demands on hotel services quality also increase with the increase of their consumption consciousness, and their demands on hotel types diversify, therefore hotel industry should concern on their unique management services quality brought by their different hotel types. The current designed service system or service transmission process may fail to meet customers' demands owing to emphasizing degree gap in service quality. What is worse, it is difficult for hotel industry to actualize complete customer segregation and to provide customized services, therefore comprehensive understanding of customers' demands on the service quality of different types hotels would contribute to operating management improvement of Taiwan hotel industry. This paper divides Taiwan hotels into three types: international tourism commercial type, holiday type and motel, the general hotels. It studies the emphasize degree gap in service quality between the industry and the customers. Data analysis shows that service quality gap (perceived gap) of hotels of different types exists in several quality aspects; what's more, the perceived gaps, service quality aspects, and its items of different types of hotel are also different. After an integrated analysis, this paper puts forward a general and customer-oriented quality item suitable for hotel industry to shorten the perceived gap of service quality, so that the hotel industry could design a service system and service transfer system, which could meet most lodging customers' demands in the context of pluralized customer sources.

• 지식경영연구
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• 제9권2호
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• pp.129-146
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• 2008

Customers' evaluation of Website with satisfaction is critical in electroniccommerce. Previous research has studied in a distinct approach; especially IT oriented constructs-perceived usefulness, easy of use and marketing oriented constructs-product, shopping experience, service quality. Despite those important previous studies regarding the usage and the purchase of goods and services, how consumers are satisfied and why consumers leave Web sites without purchasing have not been extensively researched. This study explored those determinants of consumer satisfaction with Web site using expectation-disconfirmation theory (EDT). The present paper extends the range of EDT from antecedents of expectation to consequence of satisfaction. The result suggests that experience and familiarity has an impact on expectation as well as perceived performance and satisfaction. Second, higher expectation makes a negative impact on disconfirmation of expectation. Third, positive disconfirmation of expectation makes a positive impact on satisfaction. Forth. satisfaction produces loyalty and repurchasing intention. Finally, loyal customer has stronger intention to repurchase than satisfied customer.

• 산업경영시스템학회지
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• 제23권55호
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• pp.107-116
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• 2000

Electronic Commerce is purchasing or sales a products and services to customers using computer network. It is different to traditional commerce. Also, It divide into business to business commerce and business to customer commerce. Cyber Shopping Mall is a representative type of business to customer commerce. The interest and demand of national business to customer commerce is explosively increasing with industry. It expect to reach 61 billion won in the 2000. Thus Structure of Cyber Shopping Mall is the more complex and the more vary types. It is the problem that change of established Cyber Shopping Mall structure is very difficult. The purpose of this study Is designed to Cyber Shopping Mall Purchase Process that deal with quickly changable internet environment and meet the needs of customers immediately using UML(Unified Modeling Language) in design phase determinant of Cyber Shopping Mal1 structure. Cyber Shopping Mall Purchase Process is designed to have objective-oriented development methodology's advantage. It has a flexibility in case of shopping mall structure change and acts as useful guideline in design phase of construction of Cyber Shopping Mall.