• 패션비즈니스
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• 제22권3호
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• pp.39-56
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• 2018

Since trusting in other consumers may refer to having similar needs and preferences on fashion goods with them, interpersonal trust can be a reliable and practical criterion for market segmentation online. Therefore, this study aims to identify fashion online consumers based on interpersonal trust. This study segments fashion consumers based on interpersonal trust and experience and describes characteristics of each segment by examining demo-psychographic and behavioral variables as well as clothing consumption values. An online survey was conducted to collect data from 426 adult consumers who had bought fashion goods from their patronized e-tailer in the past one month. They completed a self-administered questionnaire inquiring about interpersonal trust, trust in e-tailers, purchase intentions, clothing consumption values, and their purchasing behavior online. Two-step cluster analysis generated four segments: distrustful doers, trusting doers, inactive trusters, and distrusters. They exhibited different characteristics in gender, online experiences, interpersonal trust, clothing consumption values, trust in the e-tailers, and attitude toward the e-tailers. Providing a new effective segmentation base, this study suggests that fashion marketers identify customers with a high level of trust in other customers and develop an encouraging environment that customers can interact with others in order to increase the effectiveness of trust. Because customers with a higher level of interpersonal trust are likely to have stronger trust in e-tailers with, more favorable attitude and purchase intention, and highly perceive the value of clothing consumption than those who have a lower level of interpersonal trust.

• KSII Transactions on Internet and Information Systems (TIIS)
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• 제14권12호
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• pp.4706-4724
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• 2020

With various structured data, such as the company size, loan balance, and savings accounts, the voice of customer (VOC), which is text data containing contact history and counseling details was analyzed in this study. To analyze unstructured data, the term frequency-inverse document frequency (TF-IDF) analysis, semantic network analysis, sentiment analysis, and a convolutional neural network (CNN) were implemented. A performance comparison of the models revealed that the predictive model using the CNN provided the best performance with regard to predictive power, followed by the model using the TF-IDF, and then the model using semantic network analysis. In particular, a character-level CNN and a word-level CNN were developed separately, and the character-level CNN exhibited better performance, according to an analysis for the Korean language. Moreover, a systematic selection model for optimal text mining techniques was proposed, suggesting which analytical technique is appropriate for analyzing text data depending on the context. This study also provides evidence that the results of previous studies, indicating that individual customers leave when their loyalty and switching cost are low, are also applicable to corporate customers and suggests that VOC data indicating customers' needs are very effective for predicting their behavior.

• 지능정보연구
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• 제25권2호
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• pp.1-23
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• 2019

소비자의 니즈가 다양해지면서 데이터 마이닝과 고도화된 고객관계관리(CRM) 기법을 활용한 체계적인 마케팅 서비스를 제공하는 기업이 증가하고 있으며, KB국민카드는 고객의 결제 데이터 등을 활용하여 고객 개개인의 니즈를 충족시키고 소비자의 평생가치를 극대화하기 위한 전략을 강조하고 있다. 실시간으로 고객의 카드이용과 고객 행동, 위치 정보 등을 감지하여 진행하는 고효율 마케팅 운영시스템인 스마트 오퍼링 시스템을 운영하고 있으며, 다양한 앱 등과 결합하여 더욱 정교화된 서비스를 제공하고 있다. KB국민카드는 스마트 오퍼링 시스템의 성공과 지속적인 성장을 위해 고도화되고 있는 ICT 기술과 인재 확보를 위한 투자를 진행해야 하며, 장기적인 관점에서의 수익확보를 위한 전략을 확립하여 체계적인 진행이 필요하다. 특히, 프라이버시 침해와 개인정보 유출 등의 문제가 쟁점이 되는 현재 상황에서 고객 정보를 활용한 마케팅에 대한 고객의 인식을 긍정적으로 유도하고, 보안성을 강조하는 기업 이미지 형성을 위한 노력이 필요하다. 본 연구는 CRM 전략의 변화 과정을 통해 현재 카드사의 실시간 CRM 전략을 KB 국민카드의 빅데이터 활용전략과 마케팅 활동을 통해 확인하고자 한다.

• 한국조리학회지
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• 제6권1호
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• pp.57-78
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• 2000

In the 21st century the size of sales of food service business in Korea will be 30 trillion won which means Food service business in Koreas is a mega market, but it is only quantitative growth and might face the limit of growth. At the same time it is predicted that from the academic world Food service business will develop endlessly after IMF condition. Of course I hope so as a member of national. Al though I propose that quantitative side is important, qualitative side must not be disregarded the present and future customer is needs should be met because the 1st goal of company is to achieve a management goal and pursuit profit. The present situation requires a peculiar and specific strategy of its own which can not be followed by competing hotels so that value can be created and buying intention can be occurred after buying. Until now the goal of marketing campaign has been transacted marketing just for closing a transaction, but it must be related marketing which is seeking mutual interests of customer and company. The strategies to attain these goals are : 1) to change from products and service management-focused to customer management and relationship building-focused. 2) to establish a core strategy which needs to be changed from market occupancy of volume expansion to customer occupancy. 3) to change from one-way communication to two-way communication. 4) to change from large scale marketing by company dimension to small scale marketing by sections. If companies focus on core benefit and augmented service to be sought by customers and make every efforts to create a value customer occupancy will increase automatically, the reduction of marketing cost will be followed, and marketing efforts will be much more efficient. In introducing a new product it is still easier to diffuse through the existing customers, and also important market information can be obtained from customers using this close relationship. If this close relationship maintains well customers will say even a trivial inconvenience and complaint and propose an idea of new product. Kotler divides relationship marketing into 5 stages such as Basic, Reactive, Accountable, Proactive, and Partnership. From the 1st stage to the last stage customer management is absolutely important and also in management strategy. The last stage, Partnership can come into the stage which is actively participated in service development and problem solving by customers. so more loyal customers have more successful performance the company attain.

• 한국품질경영학회:학술대회논문집
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• 한국품질경영학회 2007년도 춘계학술대회
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• pp.59-63
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• 2007

Customers have the various needs and personalities and try to get them. The behaviour of buying products, one of the highlight things, is the most general phenomenon of filling up their desires, and even these types are eventually personalized. Also there are various criteria for selecting it and also those are to be determined by the customers' own personalities. Mostly customers show the more attractive behaviours for those products which are more attractive to them, and for carefully buying them they use various paths. The criteria to buy the products are the mostly generalized things such as price, design, size, weight, trend, and so on, and it can be affected by the specifics of the products. But it is not definitely unimportant to consider the personality. Customers have the unusual personality for the product which is more attractive to them, and then for the unattractive, they only show the unclear criteria or specifics. The existing studies are focused on the product itself, and then they just show the results related to the specifics of the products, but it could be considered a case that the customers could think some products classified into the highly involvement products would be the lower involvement ones. Upon this, for same products if the customers show some differences of information(relating to the degree of involvement), I am going to figure it out by using AHP that what the criteria to buy is. In this study, with the computer products which are considered as the highly involvement products, I will select two groups showing the differences of awareness of the products, and then figure out the selecting criteria.

• 한국조리학회지
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• 제10권1호
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• pp.32-45
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• 2004

This study is about choice attribution of customers make in food and beverage events. The researcher provided practical plans to uplift food-related enterprises and activate management through surveys and positive analyses, targeting customers who use food services. First of all, all event plans must include customer demands, social changes, special qualities of the business, and market research. Second, low demand season must be customers will be induced to the events. Third, prediction for market variable and solutions must be thoroughly examined and plans should look into the future to maintain a long period of time. Fourth, sufficient communication between planners and employees should be made before the event starts, so that food and beverage businesses can gain trust and quality of event services.Fifth, immaterial service and visible goods/menus in business of food and beverage events must be closely matched. Sixth, menus introducing a variety of merchandise, quality of nutrition and health of the business should be developed. Also, events from countries(regions) should be hold to create a market of cultural exchange. Seventh, for hereafter event plans, feedbacks are needed concerning customers needs and demands through customer care, after the food and beverage events. Eight, faculty management for convenience, kindness, safety, and life preserver accommodations in parking areas must be made, as automobiles are necessaries for people in Mycar era. The ninth, off-line and on-line care through on-line business construction and production of homepage must be done, due to the fact that even the well-made events are bound to fail if they are not delivered to the customers.

• 정보학연구
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• 제10권4호
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• pp.69-83
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• 2007

As a hospital environment is reconstructed from supplier-centered values to consumer-centered ones for the existence in the rapidly changing medical market, it can be said that not only must old slogans such as unconditional restructuring, remodelling, etc. be reconsidered, but a new strategy for the development and renovation of a hospital must be urgently required. Accordingly, development of customer-oriented practical strategies is needed and it appears possible to develop marketing and manage contacts, as a practical management strategy, for raising satisfaction of internal and external customers. The ultimate goal of such strategy development may be to ensure consistent potential development by maintenance of existing customers and securing new customers through a strategy of satisfying both existing and new customers. It appears that the competition in the medial will be keener in the future by human resources, members of an organization, Under these circumstances, and in relation to appearance of a new type of occupation of a coordinator, if a hospital could offer appropriate service which can meet the demand of the customers by efficiently utilizing the limited resources through efficient management of contacts between the customers and personnel, the competitive power of a hospital would be much stronger. Therefore, it is necessary to seek customer-impressing management by utilizing a coordinator as a more specialized intermediary as well as many-sided contact management through positive introduction of an expert coordinator system for internal and external customer contact management. It is expected that a hospital can secure a competitive advantage in the market through strategy development supported by an expert coordinator and increasing competitive power by means of practice of a developed creative strategy.

• 한국통신학회논문지
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• 제35권9B호
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• pp.1399-1406
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• 2010

기존 전력망에 ICT를 접목한 스마트 그리드 환경에서 고객니즈에 기반한 수용가 서비스를 도출하기 위하여 HV, FGD 및 정량설문조사를 통해 수용가의 전기사용 추구 가치와 Unmet 니즈를 분석하였다. 연구결과, 소비자들은 전기를 가전기기 이용을 더욱 '편리'하게 해주는 존재로 인식하고, 전자파 감전 감소의 '안전'을 추구하며, 이해가 쉽고 스트레스가 적은 전기 '절약'을 원하는 것으로 조사 되었다. 그리고 전기절약을 도와주는 간편한 '기능', 전기사용량이나 전자제품의 '정보', 전기절약 유도를 위한 '동기' 유발 등에 Unmet 니즈가 존재하는 것으로 분석 되었다. 본 연구에서는 고객이 추구하는 가치와 Unmet 니즈를 반영하여 전자기기에 대한 사용량 실시간 모니터링과 제어가 가능한 홈 네트워크와 결합된 서비스로서 에너지 사용량 알리미 서비스, 대기전력 차단 서비스, 댁내 가전기기 원격제어 서비스, 에너지 컨설팅 서비스 등 4종의 스마트 홈 서비스를 도출하였다. 미래 스마트 그리드 홈 서비스 고객은 4종 서비스 모두에 60%이상의 이용의향을 보였으며 특히 에너지 사용량 알리미 서비스와 대기전력 차단 서비스에 약 80%의 이용의향을 보였다.

• 통상정보연구
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• 제6권1호
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• pp.25-50
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• 2004

This study attempts to find out what kind of service quality is considered important by customers in using the Internet shopping mall and suggests the way to activate the customer relationship. The findings based on empirical analysis are shown here. First, empirical analysis of the contextual factors such as gender, education, and experience levels, shows that what customers perceive as most important in the product purchase is security in terms of the payment and personal information service. The second important service quality factor perceived by customers is responsiveness, particularly the rapidity and accuracy of response to their needs and wants. The customers also considered price, quality and diversity of the product as being important. Furthermore, there is no big difference among other service quality factors. Second, in the different gender context, there is no significant difference between the genders. However, the male group shows an even distribution of factors valued in the service quality, whereas female respondents placed stronger emphases on particular aspects of service, such as security, response, reliability and product quality. Third, in the context of different education level, the payment method between graduates and non-graduates has a significant difference. That is, the non-graduates prefer the credit card and saving through ATM, while the graduates use dual payment method using credit card and another payment method together. Therefore, the various payment methods should be considered according to the customer type, namely graduates or non-graduates. Fourth, in the context of different experience level, the result of the empirical analysis of the factors of the service quality shows no great difference between experienced and inexperienced customers. Both types of customer perceive security as the most important. To sum up, the service quality perceived by the customers of Internet shopping malls is empirically analyzed in different contexts such as gender, education, and experience. Then, the device for the customer relationship activation is suggested. It can be utilized as a guideline for the continuing diffusion of the Internet shopping mall, giving it a competitive advantage against other companies.

• 산업융합연구
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• 제16권1호
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• pp.27-33
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• 2018

오늘날 각 기업은 최상의 서비스 제공을 통한 고객의 만족 극대화에 초점을 맞추고 있다. 본 연구는 커피전문점 업체가 고객만족에 미치는 영향을 살펴보았다. 이와 더불어 고객만족의 결과변수인 재방문의도와 구전의도에 미치는 영향을 살펴보았다. 커피전문점 이용고객의 만족도를 조사하기위해 설문조사를 통해 자료를 수집하고 이용고객 142명을 통계 분석하여 가설을 검증하였다. 본 연구의 결과가 가지는 시사점은 다음과 같다. 첫째, 고객에게 긍정적인 매장의 이미지를 갖게 함으로써 재구매 의사결정에 영향을 주는 것이 중요하며, 구전을 통해 신규고객을 발생시키는 역할을 간과해서는 안 된다. 둘째, 고객들은 가격위주의 실용적이고 합리적인 구매성향을 보이고 있으므로, 이러한 고객들의 욕구를 충족시키기 위해서는 다종의 제품을 다량으로 동시에 취급하여 고객을 유인하는 것이 중요하다.