• 유통과학연구
• /
• 제19권5호
• /
• pp.35-48
• /
• 2021

Purpose: This research aims to analyze the influence of relational penetration capability on salesperson performance and the influence of customer orientation, customer knowledge accessibility, and salesperson-customer relationship quality on the relational penetration capability of the insurance service industry in Central Java. Research design, data, and methodology: This explanatory research involved 211 respondents. Path analysis was used to analyze the primary data obtained. Results: The customer orientation positively influences relational penetration capability and customer knowledge accessibility which can improve salesperson performance. The salesperson-customer relationship quality shows a positive impact on the salesperson's relational penetration capability, salesperson performance, and relational penetration capability which will lead to an improved salesperson-customer relationship. Higher knowledge levels of customer necessity have important implications for a salesperson's capability of finding potential customers and of fulfilling customers' requirements through careful analysis of necessity. Conclusions: The salespeople should be capable of building and maintaining a good relationship with their customers as an indication that salespeople of Insurance Service Company Distribution in Central Java have good performance.

• Journal of the Korean Data and Information Science Society
• /
• 제18권4호
• /
• pp.869-878
• /
• 2007

In this paper a new process capability index $C_{psks}$ is introduced for non-normal process. $C_{psks}$ that is proposed by transformation of the $C_{psks}$ incorporates an additional skewness correction factor in the denominator of $C_{psks}$. The use of each technique is illustrated by reference to a distribution system which includes the Pearson and Johnson functions. Accordingly, $C_{psks}$ is proposed as the process capability measure for non-normal process.

• 품질경영학회지
• /
• 제27권1호
• /
• pp.18-34
• /
• 1999

This paper is a brief review of the different procedures that are available for fitting theoretical distributions to data. The use of each technique Is illustrated by reference to a distribution system which including the Pearson, Johnson and Burr functions. These functions can be used to calculate percent out of specification. Therefore, in this paper a new method for estimating a measure of process capability for Gamma distributed variable data proposed using the percentage nonconforming. Process capability indices combines with the percentage nonconforming Information can be used to evaluate more accurately process capability.

• 산업경영시스템학회지
• /
• 제42권2호
• /
• pp.18-27
• /
• 2019

The process control methods based on the statistical analysis apply the analysis method or mathematical model under the assumption that the process characteristic is normally distributed. However, the distribution of data collected by the automatic measurement system in real time is often not followed by normal distribution. As the statistical analysis tools, the process capability index (PCI) has been used a lot as a measure of process capability analysis in the production site. However, PCI has been usually used without checking the normality test for the process data. Even though the normality assumption is violated, if the analysis method under the assumption of the normal distribution is performed, this will be an incorrect result and take a wrong action. When the normality assumption is violated, we can transform the non-normal data into the normal data by using an appropriate normal transformation method. There are various methods of the normal transformation. In this paper, we consider the Box-Cox transformation among them. Hence, the purpose of the study is to expand the analysis method for the multivariate process capability index using Box-Cox transformation. This study proposes the multivariate process capability index to be able to use according to both methodologies whether data is normally distributed or not. Through the computational examples, we compare and discuss the multivariate process capability index between before and after Box-Cox transformation when the process data is not normally distributed.

• Journal of Information Technology Applications and Management
• /
• 제17권2호
• /
• pp.91-109
• /
• 2010

The success of new product is a key factor for getting competitive advantages. Marketing research has been investigating marketing capability, manufacturing technical capability, cross-functional integration, market knowledge competence, and competitive environment as the key success factors of new product advantage. Recently, the role of IT capability in enhancing new product advantage is assumed in the literature. However, the empirical studies on the role of IT capability are lacking. The purpose of this study is to identify the effects of IT capability on new product competitive advantages and the relationship between IT capability and the key success factors for new product advantage. Conducting an empirical field study, the IT capability is shown to have a direct effect on new product competitive advantages, and to be also the key success factor to make up for marketing capability and manufacturing technical capability. This study develops a conceptual model on the role of IT capability in enhancing new product competitive advantages by integrating marketing research and IS research.

• 산업경영시스템학회지
• /
• 제44권3호
• /
• pp.240-247
• /
• 2021

As competition among companies has intensified and the life cycle of products has been shortened, strong innovation is needed to meet consumers' needs. In addition, it is necessary to shorten the life cycle of the product and reduce the time required for technology development for the competitive advantage of the product. In particular, venture companies where new technologies and ideas are important require more innovative capabilities than others companies. Therefore, this study analyzed the impact of technology innovation capabilities (product development process capability, human resource capability and financial capability) on sales by technology development for small and medium venture companies and analyzed moderating effect of technology development period on the relationship between technology innovation capabilities and sales by technology development. The data of 'Small and Medium Business Technology Statistics' collected by the government every year were used for analysis. Technology-intensive ventures were extracted from this data. In addition, the moderating effect was analyzed through hierarchical regression analysis. This study shows that product planning capability, test capability, and R&D expenditure have a positive impact on sales by technology development. In this study, the product development period showed a positive moderating effect on product development capability and sales performance. On the other hand, the product development period showed a negative moderating effect on R&D expenditure and sales by technology development.

• 유통과학연구
• /
• 제14권5호
• /
• pp.81-89
• /
• 2016

Purpose - Prior researches have empirically focused on the effect of management consulting quality and consultant capability on entrepreneurial firms' performance. This study, however, focused on investigating the moderating role of absorptive capacity and resource capability between management consulting and entrepreneurial firms' performance. So, this study investigated the relationship among consulting quality, consultant capability, absorptive capacity, resource capability, and entrepreneurial firms' performance from the resource based view (RBV). Especially, this study focused on the mediating role of absorptive and resource capability in relational structure of entrepreneurial firms' dimensions. Research design, data, and methodology - In this study, research hypotheses and model are established by the prior researches from the fields of strategic management and entrepreneurial behavior. Concretely, H1~H4 are the relationship between consulting (consulting quality, consultant capability) and innovation (absorptive capacity, resource capability); H5 is the relationship between absorptive capacity and resource capability; and H6~H7 are the relationship between innovation (absorptive capacity, resource capability) and management performance. The data was collected 207 copies from entrepreneurial firms in South Korea. These firms were established in January 2014 and maintained by November 2015 in high-tech industry. The questionnaire was consisted of five dimensions; consulting quality, consultant capability, absorptive capacity, resource capability, and management performance. Each dimension measured multi items on a 5-point Likert scale. The hypotheses and research model are analyzed using structural equation modeling (SEM) with AMOS 22. Results - The results of this study are as follows. 1) Consulting quality significantly influenced on the absorptive capacity of entrepreneurial firms. 2) But, consultant capability did not influence on the absorptive capacity of entrepreneurial firms. 3) Consulting quality and consultant capability significantly influenced on the resource capability of entrepreneurial firms. 4) Absorptive capacity significantly influenced on the resource capability of entrepreneurial firms; 5) Absorptive capacity did not significantly influence on the management performance of entrepreneurial firms. 6) Resource capability, however, significantly influenced on the management performance of entrepreneurial firms. By these results, absorptive capacity of entrepreneurial firms had a mediating role partly among consulting quality, consultant capability, and management capability. The resource capability of entrepreneurial firms had a mediating role among consulting quality, consultant capability, and management capability, perfectly. Conclusions - According to this study, the high level of consulting quality and consultant capability may enforce the resource capability of entrepreneurial firms. It means, practically, that external knowledge is a driver for innovation, and then the innovation effects on the management performance of entrepreneurial firms. So, at the initial stage, the management consulting programs are very important to entrepreneurial firms and should be conceived as an essential element. This study may contribute to the advancement of academic in field of new start business, small business, or venture business based on resources, especially the role of absorptive capacity and resource capability between consulting programs and management performance. However, this study has some limitations. They are the measurement of consulting quality's items, cross-sectional research, and the limitation of concept and industry.

• Food Science and Biotechnology
• /
• 제18권3호
• /
• pp.745-748
• /
• 2009

Sensory quality variations of jajang sauce were monitored by the $\bar{X}-chart$ and capability analysis based on specifications of each sensory attributes. For sensory quality control (QC) of the sauce which has a strong sweetness and sourness, the ratio of sourness/sweetness was examined as a necessary QC factor to maintain the balance of sweetness and sourness. For the sensory QC factors, all the sensory data were divided into individual sensory score of reference which was a pack of sauce manufactured a week ago. The ratio form of sensory data was useful for decreasing individual variations and for increasing normality of data measured by category scale. The overall proportion of out-spec products under normal manufacturing conditions was obtained by capability analysis of sensory data with normal distribution. Out-spec samples were monitored by the $\bar{X}-chart$ of each sensory attributes.

• The Journal of Asian Finance, Economics and Business
• /
• 제8권3호
• /
• pp.1009-1019
• /
• 2021

This study examined the effect of market sensing capability and information technology competency (IT competency) on innovation and competitive advantage in small and medium-sized tour operators (SMTOs). This research was conducted on the SMTOs located in three major cities for a tourism destination, meeting, and exhibition in East Java, Indonesia. 175 directors or managers of SMTOs were sampled using the purposive sampling technique. Data was obtained from directors or managers using a structured questionnaire. The empirical data was then analyzed by using Structural Equation Modeling (SEM). This study showed that market sensing capability positively and significantly affects innovation. Furthermore, competitive advantage was positively and significantly affected by market sensing capability. Although results showed that IT competence positively and significantly affects innovation, in contrast, it did not positively and significantly affect competitive advantage. These research findings suggest that market sensing capability and innovation have a substantial role in creating a competitive advantage for SMTOs facing the Revolution Industry 4.0 and a dynamic environment. Thus, innovation for SMTOs can be achieved by optimizing the role of market sensing capability and IT competency. However, this study also suggests that the capability or competence will not have any impact on competitive advantage if neither is optimized.

• 한국정보시스템학회지:정보시스템연구
• /
• 제15권2호
• /
• pp.195-226
• /
• 2006

The purpose of this study is (1) to develop a conceptually integrated model of IT capability comprising hierarchically structured lower capabilities, and (2) to investigate the impacts of IT capability on firm performance. To do this, the study defined IT capability as a third-order factor model and identified three conceptual dimensions of IT capability IT resource integrating capability, IT infrastructure flexibility, and IT personnel expertise. The relationships between IT capability and firm performance are assessed with 243 firm level data using LISREL. The results of confirmatory factor analysis (CFA) demonstrated that the constructs is highly reliable and valid. Further, we found that IT capability not directly but indirectly affects firm performance through the impacts on business processes.