• Proceedings of the Korean Operations and Management Science Society Conference
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• 1998.10a
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• pp.52-55
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• 1998

New electronic commercial paradign is now diffusing based on the rapid growth of computer network infrastructure and, therefore, online shopping malls are aggressively expanding all over the world. In this paper, we identify facilitating factors that affect active utilization of online shopping mall considering customers' needs and convenience such as service availability, information relevance to customers' needs. and system convinience. Empirical data analysis was performed for nine Korean online shopping malls. Results suggest that current shopping malls should concentrate on delivering relevant information to the customers needs and developing convenient shopping mall systems.

• Management & Information Systems Review
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• v.23
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• pp.25-40
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• 2007

In the highly competitive and divers world of financial market, customer is the single most important factor to company's survival. Especially, creating a relationship with valued customers is a key to success. CRM provides the mean to retain high value customers. It takes a prospect of what customers expect. Utilizing those knowledge can help the products and service meet the customers' needs, thereby maximizing customer satisfaction and company's profit. In this report, I am going to suggest a few ways to develop successful CRM in the life insurance industry. First, CRM should innovate the way of communication to keep pace with Web 2.0 era. In other words, the customer's needs should be caught by real-time communication than traditional off-line market research. Thus, the functionality and specification of products can be decided by customer's direct choice so that the customers are able to purchase the understanding and experience of the products. Second, CRM project should consider whether the initial strategy plan can promise the stable growth of customer at the first step. When planning strategy, the project needs to identify what customer wants and how to fulfill the needs with stable growth of the customer. In addition, the CRM should be developed by realizing that customer centric benefits ultimately guarantee the growth of the organization. Third, CRM systems should enhance the organization's ability to take the customer's insight in a 360 degree view and to capture the voice of the customer directly. In order to develop the best matched product package, more precise customer segmentation should be ahead of market segmentation strategy. Forth, the biggest reward from CRM will be a customer royalty program. Many successful banks are already planning and practicing customer royalty strategy. A comprehensive analysis of customers and their behavior allow organization to identify high value potential customers' needs and determine a strategy required to meet those needs. Even life insurance companies such as Prudential Korea are developing products designed for royal customers. Fifth, understanding and managing the experience of customer called Customer Experience Management also can increase customer satisfaction. Measuring only customers' experience and adapting it to marketing strategy make products position in the gap between the customers' expectation and experience not required by market. A key component of CEM is its application across all organizational functions. At last, the direction of change and development of CRM can be defined from the conceptualization of information technology represented by Ubiquitous and Web 2.0. Instead of just managing customer information, companies should take the initiative in personalized system with customer oriented strategy. Furthermore, with the regular communication between CRM stakeholders (Sales-Marketing-IT), customer's demand should be directly reflected to enterprise strategy in real time.

• The Research Journal of the Costume Culture
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• v.20 no.1
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• pp.1-17
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• 2012

The purposes of this study were to analyze factors of mass customization for hair salon's customers and to identify the differences among groups segmented by mass customization level. The self-administered questionnaire was used for data collection. The respondents were 423 women using hair salons. Factors of hair salon's mass customization implementation were sanitary condition & hair salon's staff, hair styling technique, communication service, tangible service, monetary support, convenience service, and visible service. Hair salon's customers were categorized into the high-level of needs group, the middle-level of needs group, and the low-level of needs group. The high-level of needs group consisted of university students or women with a higher education or higher income. This group selected beauty salons by the promotion or advertisements, preferred their own unique hair style or a little-fashionable hair style, and showed a lower level of patronage. The middle-level of needs group consisted of university students or women with a higher education or higher incomes. They selected hair salons by service prices, preferred a basic hair style, and showed a midium level of patronage. The low-level of needs group consisted of women with lower education or lower income. They selected beauty salons by career of hair dressers or the promotion or advertisement, preferred highly fashionable hair style, and showed high level of patronage.

• Proceedings of the Korean Institute of Intelligent Systems Conference
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• 2003.09a
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• pp.672-675
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• 2003

The development of information ＆ technology and the Internet provides various connecting routes between manufacturers with consumers. These expanded routes has made it Possible fer customers to directly transfer their voice to manufacturers, but n research on how the manufacturers respond the customers' needs has to be further conducted. In this paper, a method in which a best supplier would be chosen based on customers' needs from the perspective of a buyer tab been Presented. A method that makes it possible to evaluate and choose the best supplier in accordance with consumers' requirement by analyzing customers' needs and the evaluated data also hag been designed.

• Journal of the Korea Safety Management & Science
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• v.2 no.3
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• pp.47-59
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• 2000

Producing what customers need with near mass production efficiency, or mass customization, has been a major trend in industry. Effective definition of customer requirements is a pre-requisite for realizing mass customization. The new method, called "Design by Customers", is proposed. The proposed method is an approach for companies to communicate to customers about what the company can offer, to find out customer needs, to assist customers in making choices and to negotiate for agreements. In this paper, the design and manufacturing capabilities in making company are represented in a Product Family Architecture. Adaptive Conjoint Analysis is then applied help customers assert their needs, defined variations from base product, visualize their options and assess alternatives. A power supplier of a electronic appliance is shown as an example to demonstrated the suggested method.ed method.

• 한국경영정보학회:학술대회논문집
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• 2008.06a
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• pp.153-170
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• 2008

Customers' needs change every moment. Profitability of stores can't be increased anymore with an existing standardized chain store management. Accordingly, a personalized store management tool needs through prediction of customers' preference. In this study, we propose a recommending procedure using dynamic customers' preference by analyzing the transaction database. We utilize self-organizing map algorithm and association rule mining which are applied to cluster the chain stores and explore purchase sequence of customers. We demonstrate that the proposed methodology makes an effect on recommendation of products in the market which is characterized by a fast fashion and a short product life cycle.

• KSII Transactions on Internet and Information Systems (TIIS)
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• v.5 no.10
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• pp.1733-1750
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• 2011

In the early stages of a software project, it is critical to understand the needs of the customers and elicit their customer requirements. Various requirements elicitation methods have been proposed. However, existing methods still have the limitations such as a limited number of target customers, limited expression of customers' opinions, and difficulty in collecting the customers' opinions continuously. A novel method for eliciting customer requirements is proposed by utilizing a social network service (SNS), which is a shared source of raw information of the customers' needs and opinions. The proposed method is validated to show its effectiveness in overcoming the limitations of existing methods.

• Korean Institute of Interior Design Journal
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• v.22 no.6
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• pp.119-129
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• 2013

For commercial inner space, studies about brand communication and VMD to inform brand identity to customers are very important. Accordingly, the study conducted questionnaire survey about 'emotional reaction, brand recognition, brand communication and satisfaction on VMD expressional elements' of customers and brand-related personnel on the ZARA flagship store. Through analysis of difference of evaluation on surveyed items between customers and brand personnels, importance of direction of VMD design applying brand communication which can satisfy customers and application of brand communication was verified. Specific results of the research are as follows: First, comparing brand personnel's expectation of recognition of their brand from customers, substantial level of recognition of brand by customers was lower. It is necessary for improvement through consumer analysis in order to raise brand recognition. Second, as the result of analysis of emotional reaction on VMD, it needs to lead customers to positive emotional reaction close to the brand plan intention by inducing 'exciting and sensational' brand concept to emotional reactions through comprehensive VMD image management and leading to 'free and convenient' emotional reaction and then communications with customers and minimizing emotional differences. Third, for brand communication and creation of 'interest', intention of ZARA, it needs to get maximum communicative effects with 'young' VMD design. Fourth, for satisfaction survey on VMD expressional elements, customers was less satisfied than brand personnel. Accordingly, in order to raise customers' satisfaction, show windows, entry, mannequins and objets should be planned with priority and it should also satisfy customers through communications with customers including advertisement and marketing.

• Journal of the Korean Institute of Intelligent Systems
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• v.13 no.5
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• pp.552-557
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• 2003

The development of information ＆ technology and the Internet provides various connecting routes between manufacturers with consumers. These expanded routes has made it possible for customers to directly transfer their voice to manufacturers, but a research on how the manufacturers respond the customers needs has to be further conducted. In this paper, a method in which a best supplier would be chosen based on customers needs from the perspective of a buyer has been presented. A method that makes it possible to evaluate and choose the best supplier in accordance with consumers requirement by analyzing customers needs and the evaluated data also has been designed.

• Journal of Korean Society for Quality Management
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• v.29 no.1
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• pp.160-172
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• 2001

The purpose of this study is to develop a successful strategy that can satisfy customer needs effectively based on the recognition of cognitive gaps toward the Internet shopping mall between managers and customers. Internet shopping mall becomes a main cyber space for future shopping, Despite some pessimistic view on the future of cyber shopping, the amount of purchase in Internet shopping has increased continuously and dramatically. In order to compare and analyze the cognitive difference between managers and customers, this study investigates the view of managers as Internet shopping mall operators as well as that of customers. Questionnaires and brief interviews were carried out to collect empirical data. Empirical results find the significant cognitive gap in the perception of importance of factors affecting shopping malls between managers and customers. After analysing the empirical data with statistical methods, this study finds that six of nine factors show significantly different views in perception of Internet shopping mall between managers and customers. The findings of this study can be employed to implement an Internet shopping mall strategy to better serve customer needs and requirements to gain competitive advantage in this emerging market with growing competition.