• 경영과학
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• 제32권4호
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• pp.45-56
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• 2015

Partner relationship management (PRM) refers to processes and methodologies associated with managing the relationship between corporations and their partners. Recently, the importance of PRM has been increasingly emphasized, and it is considered as a core competitive factor for firms whose sales heavily rely on the intermediate distributor. In this paper, we identify key success factors for PRM system based on literature review on CRM system and interviews with domain experts, and prioritize them from two different perspectives, firms and partners, based on analytical hierarchy process. Partners responded that trust-building between firms and partners, quality of system, and satisfaction level for information system have high priorities, while firms responded that quality of system, information share, and trust building between firms and partners. Identified factors and evaluated priorities can provide a strategic guideline when planning the PRM system building.

• 유통과학연구
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• 제19권5호
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• pp.23-34
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• 2021

Purpose: This study identifies the critical elements of relationship management required to be studied in distribution sciences to create a relational bond of watch manufacturers with their retailers in India. The offline watch retail market is undergoing a rapid transformation due to technology intervention in the product portfolio and the advent of online retailing. The study identifies the interrelationships amongst the constructs of interdependence, trust, affective commitment, and information exchange to form long-lasting relational bonds in the watch industry. Research design, data and methodology: We used a path analysis to investigate the relationship between interdependence, trust, affective commitment, and information exchange. Data has been collected from 143 watch retailers using judgmental sampling method. Results: The data analysis suggested the establishment of measurement and structural model. The absolute and relative goodness of fit models in the causal analysis are 0.628 and 0.959 suggesting a sufficient fit index. Based on the analysis of direct and indirect effects, the results indicate that trust fully mediates the effect of interdependence and information exchange of retailers with the manufacturer. Conclusions: Trust plays an important role in driving commitment and information exchange between watch manufacturers and retailers. Interdependence in the manufacturer-channel relationships would lead to affective commitment only when trust exists in the relationship. [AMAWATE, Vibhas.] in Web of Science and Scopus).

• 유통과학연구
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• 제13권9호
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• pp.81-93
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• 2015

Purpose - "Showrooming" refers to the phenomenon where a shopper visits a store to see and compare products but makes the purchase online at a lower price. Surveys on showrooming activities at home and abroad indicate that a significant number of consumers pursue showrooming activities. The advent of "showroomers," who engage in buying activities, hovering both on and offline, while selectively choosing sales channels to suit their needs, is powerful enough to erode the borders between channels and bring about seismic changes in the distribution industry. However, surprisingly, there has been no in-depth discussion on showrooming. This study seeks to theoretically investigate what impact personal characteristics have on showrooming preferences and attitudes in a multi-channel environment. Specifically, assumptions have been made that price perception, perceived performance risk, and trust in online shopping not only have a direct impact on showrooming attitudes but also indirectly affect it through the means of contact motivation. Research design, data, and methodology - To test the hypotheses, this study conducted a survey of male and female shoppers, ages 20 through 40s, who live in metropolitan areas, and have actively showroomed fashion items in the last six months. A clothing item usually purchased after a careful decision-making process was chosen as the target product of the study. The survey was conducted between October and November 2014, using a professional survey service provider. A total of 200 surveys were collected, of which 198 were used for analysis. Conceptual model Structural Equation Modeling (SEM) and Amos 18.0 were employed for data analysis and model verification. In addition, following the confirmatory factor analysis and measurement model analysis, the theoretical model that corresponds to the research model was analyzed. Results - Analysis results show that price perception, perceived performance risk, and trust in online shopping have a statistically significant and positive (+) impact on showrooming attitudes. In addition, in terms of the indirect influence of price perception and perceived performance risk on showrooming attitudes through means of contact motivation, price perception had a statistically significant and positive impact on means of contact motivation, whereas perceived performance risk did not have a statistically significant impact on it, with the relevant hypothesis rejected. Conclusions - These analysis results imply that the ultimate goal of consumers is to maximize their shopping benefits by selectively and strategically taking advantage of different channels in a complementary manner. This study presents many implications for distributors to encourage a deep understanding of showrooming consumers who have complicated consumption behaviors and to build channel integration strategies. This study has limitations in theoretical and practical implications. Therefore, subsequent studies need to focus on verifying that showrooming activities are based on reasonable and planned decisions by applying the theory of reasoned or planned behavior. In addition, the scope of the study should expand to include web showrooming, where consumers conduct product research online and purchase offline.

• 유통과학연구
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• 제13권6호
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• pp.79-86
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• 2015

Purpose - The cosmetics industry is a traditional high value-added industry in terms of the domestic demand, small batch production systems, exclusive competition, and raw materials highly dependent on overseas countries as well as an oligopolistic market structure. However, new foreign brands and growing consumer awareness of inexpensive products, has triggered a shift. In line with changing lifestyles and the polarization of consumption, the industry faces a new market structure. Among its key characteristics is the cosmetics industry's numerous distribution channels (i.e., department stores, door-to-door sales, online shopping malls, brand shops, and discount stores). Therefore, the study of its distribution channels is essential. Research design, data, and methodology - The study analyzed channel distribution power divided into coercive and non-coercive power. The factors of coercive power included: unilateral request of an increase in commissions, interference in sales by taking advantage of a superior status, unilateral buck-passing at the time of a problem, unilateral request to stop sales activities, and a unilateral business contract; the factors of non-coercive power included favorable payment conditions, offers of various kinds of information, policy on commission reduction, pride in market entrance, and promotion support. In addition, the mediating variable "interdependence" was applied to the execution of department store (or mart) power and their shop conflicts and satisfaction to examine direct and indirect influential power. The methodology was a survey of managers of cosmetics shops in department stores (or marts). The questionnaire, based on a five-point Likert scale, included questions about basic personal information, execution of power, interdependence, conflict, and satisfaction. The study distributed 198 questionnaires and collected 131. Ten questionnaires with missing or hard to analyze data were excluded. Thus, 121 copies were analyzed. Results - According to the analysis, the execution of coercive power by department stores (or marts) did not affect interdependence, but the execution of non-coercive power did. Interdependence did not influence conflict, but did affect satisfaction. Additionally, the analysis revealed direct influential power: the execution of coercive power positively affected conflict and negatively influenced satisfaction; the execution of non-coercive power positively affected satisfaction. Conclusions - To offer suggestions for distribution business relations in the cosmetics industry, this study investigated how the execution of power by department stores (or marts) affected their shops. More specifically, it examined how much the execution of both coercive power and non-coercive power influenced conflict and satisfaction, and analyzed the mediating role of interdependence. In line with previous study results in various areas, coercive power was shown to be the source of conflict, leading to a decrease in satisfaction, whereas non-coercive power significantly positively influenced satisfaction. Moreover, non-coercive power increased interdependence, which led to greater satisfaction. As a result, interdependence had a mediating effect on non-coercive power and satisfaction. Based on the results, department stores (or marts) should look for improvements plans that increase interdependence. Such plans could alleviate conflict with the shops, increasing their satisfaction.

• Asia Marketing Journal
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• 제15권3호
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• pp.53-77
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• 2013

As advertising and promotions are categorized as operating expenses, managers tend to reduce marketing budget to improve their short term profitability. Gauging the value and accountability of marketing spending is therefore considered as a major research priority in marketing. To respond this call, recent studies have documented that financial market reacts positively to a firm's marketing activity or marketing related outcomes such as brand equity and customer satisfaction. However, prior studies focus on the relation of marketing variable and financial market variables. This study suggests a channel about how marketing activity increases firm valuation. Specifically, we propose that a firm's marketing activity increases the level of the firm's product market information and thereby the dispersion in financial analysts' earnings forecasts decreases. With less uncertainty about the firm's future prospect, the firm's managers and shareholders have less information asymmetry, which reduces the firm's cost of capital and thereby increases the valuation of the firm. To our knowledge, this is the first paper to examine how informational benefits can mediate the effect of marketing activity on firm value. To test whether marketing activity contributes to increase in firm value by mitigating information asymmetry, this study employs a longitudinal data which contains 12,824 firm-year observations with 2,337 distinct firms from 1981 to 2006. Firm value is measured by Tobin's Q and one-year-ahead buy-and-hold abnormal return (BHAR). Following prior literature, dispersion in analysts' earnings forecasts is used as a proxy for the information gap between management and shareholders. For model specification, to identify mediating effect, the three-step regression approach is adopted. All models are estimated using Markov chain Monte Carlo (MCMC) methods to test the statistical significance of the mediating effect. The analysis shows that marketing intensity has a significant negative relationship with dispersion in analysts' earnings forecasts. After including the mediator variable about analyst dispersion, the effect of marketing intensity on firm value drops from 1.199 (p < .01) to 1.130 (p < .01) in Tobin's Q model and the same effect drops from .192 (p < .01) to .188 (p < .01) in BHAR model. The results suggest that analysts' forecast dispersion partially accounts for the positive effect of marketing on firm valuation. Additionally, the same analysis was conducted with an alternative dependent variable (forecast accuracy) and a marketing metric (advertising intensity). The analysis supports the robustness of the main results. In sum, the results provide empirical evidence that marketing activity can increase shareholder value by mitigating problem of information asymmetry in the capital market. The findings have important implications for managers. First, managers should be cognizant of the role of marketing activity in providing information to the financial market as well as to the consumer market. Thus, managers should take into account investors' reaction when they design marketing communication messages for reducing the cost of capital. Second, this study shows a channel on how marketing creates shareholder value and highlights the accountability of marketing. In addition to the direct impact of marketing on firm value, an indirect channel by reducing information asymmetry should be considered. Potentially, marketing managers can justify their spending from the perspective of increasing long-term shareholder value.

• 중소기업연구
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• 제41권1호
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• pp.1-28
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• 2019

본 연구의 목적은 농식품 모바일 SNS의 활용 방안 및 구매의도 개선을 위한 시사점을 제시하여, 6차 산업 활성화에 기여하고자 함에 있다. 이에 최근 새로운 마케팅 채널로 급부상 하고 있는 모바일 SNS를 농식품 분야에 적용하여 실증분석을 실시하였다. 먼저 농식품 구매의도에 영향을 미치는 농식품 관련 모바일 SNS의 특성을 도출하였고, 지각된 농식품 관련 모바일 SNS의 특성과 구매의도의 관계에서 소비자태도의 간접효과를 분석하였다. 연구 결과는 첫째, 정보의 품질과 접근용이성은 인지적 태도에, 유희성, 정보의 품질, 접근용이성은 감정적 태도에, 유희성과 상호작용성은 행위적 태도에 유의한 영향(+)을 미치는 것으로 나타났다. 둘째, 정보의 품질, 접근용이성, 유희성은 구매의도에 유의한 영향(+)을 미치는 것으로 나타났고, 그 중 정보의 품질이 가장 큰 영향을 미치는 것으로 확인되었다. 셋째, 정보의 품질, 상호작용성, 접근용이성, 유희성이 소비자태도를 거쳐 구매의도로 가는 경로에서 소비자태도의 간접효과가 있는 것으로 분석되었다. 본 연구결과를 통해, 농식품 관련 모바일 SNS의 경우 정보의 품질 향상을 위한 노력이 우선적으로 필요하며, 구매의도 향상을 위해서는 소비자태도를 호의적으로 강화시키기 위한 모바일 SNS 운영 전략 및 마케팅 전략의 구축이 필요함을 확인할 수 있었다. 한편 농식품 경영체가 모바일 SNS를 마케팅 도구로 적극 활용할 수 있도록 관련 교육 및 시스템적 협조 방안 등이 마련되어야 할 것이다.

• 한국전자파학회논문지
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• 제19권11호
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• pp.1254-1264
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• 2008

본 논문에서는 RF 전력 증폭기의 메모리 효과 모델링의 정확성을 향상시키기 위한 확장된 메모리 다항식 모델을 제안하고 검증하였다. 볼테라 커널 중에서 대각행렬의 성분만을 고려하는 기본적인 메모리 다항식 기반의 모델의 정확성을 향상시키기 위하여 지연차수가 다른 성분들에 의한 교차항을 추가하여 확장 모델을 구성하였다. 제안된 확장 메모리 다항식의 복잡성을 메모리리스 모델, 메모리 다항식 모델과 비교하였다. 확장된 모델을 이용하여 비선형 관계식을 행렬식으로 표현한 후, 최소 자승법(least square method)을 이용하여 변수를 추출하는 모델링 기법을 제시하였다. 또한, 제안된 기법과 간접 학습 방식을 이용하여 디지털 사전 왜곡기를 구현하기 위한 디지털 사전 왜곡부 구현 방안 및 디지털 신호 처리(DSP) 방식을 제시하였다. 제안된 모델의 성능을 검증하기 위하여 2.3 GHz 대역의 WiBro 신호를 인가한 10 W급 GaN HEMT 전력 증폭기와 30W급 LDMOS 전력 증폭기에 대하여 모델의 정확도를 비교 검토하였으며, 10W GaN HEMT 전력 증폭기에 대하여 제안된 모델을 이용하는 간접 학습 방식에 기반한 디지털 사전 왜곡기를 적용하여 인접 채널 간섭비(ACPR) 성능을 검증하였다. 제안한 모델은 메모리 다항식에 비하여 모델의 정확성을 향상시키고 10 W GaN HEMT에 대하여 디지털 사전 왜곡기 적용시 기존 방식에 비하여 3차 비선형 영역에서 평균 3 dB의 ACPR 성능 향상을 보여주었다.

• 정보보호학회논문지
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• 제20권6호
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• pp.183-194
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• 2010

기업의 사설 네트워크는 방화벽과 NAT(Network Address Translation)기술을 이용하여 외부 인터넷망으로부터 직접적인 접근이 불가능하다. 그러나 NetCat에서 이용되어지던 Reverse Connection 기술이 SSH Tunnel이나 HTTP Tunnel기술들로 확대됨에 따라 이제는 누구나 손쉽게 방화벽과 NAT로 보호되고 있는 기업의 사설 네트워크에 접근할 수 있게 되었다. 더욱이 이러한 기술은 원격제어서비스, HTTP Tunnel 서비스 등 상업적으로 확대되고 있는데 외부에서 원격으로 기업내 시스템에 접근하지 못하도록하는 기업 내부 규정이나 외부 지침에 위배되는 상황에서 기업내 보안 관리자나 일반 사용자들에게 혼란을 주고 있다. 더욱 심각한 것은 악성코드 또한 이러한 기술을 이용함으로써 기업 사설 네트워크에 침입할 수 있는 은닉 채널을 만들 수 있다는 것이다. 그런데 이러한 인지된 위험을 방화벽등 기존의 보안시스템에서 차단할 수 없다는 것에 문제의 심각성이 있다. 따라서 본 논문은 기업의 내부 네트워크에 대한 우회 접근의 기술적 방법들과 현황을 분석해 보고 위험을 제거하기 위한 통제 대책을 찾아 보고자 한다.

• 대한기계학회논문집B
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• 제22권6호
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• pp.888-898
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• 1998

The present study investigated the effects of the experimental parameters on the cooling characteristics of the multichip module cooled by the indirect liquid cooling method using water and paraffin slurry. The experimental parameters are mass fraction of 2.5 ~ 7.5% for paraffin slurry, heat flux of 10 ~ 40 W/cm$^{2}$ for the simulated VLSI chips and Reynolds numbers of 5,300 ~ 15,900. The apparatus consisted of test section, paraffin slurry maker, pump, constant temperature baths, flowmeter, etc. The test section made of in-line, four-row array of 12 heat sources for simulating 4 * 3 multichip module which was flush mounted on the top wall of a horizontal rectangular channel with the aspect ratio of 0.2. The inlet temperature was 20 deg. C for all experiments. The size of paraffin slurry was constant as 10 ~ 40 .mu.m befor and after the experiment. The chip surface temperatures for paraffin slurry with the mass fraction of 7.5% showed lower by 16 deg. C than those for water when the heat flux is 40 W/cm$^{2}$. The local heat transfer coefficients for the paraffin slurry with the mass fraction of 7.5% were larger by 17 ~ 25% than those for water at the first and the fourth row. The local heat transfer coefficients reached to a row-number-independent, thermally fully developed value approximately after the third row. The local Nusselt numbers at the fourth row for paraffin slurry with the mass fraction of 7.5% were larger by 23 ~ 29% than those for water.

• The Korean Journal of Physiology and Pharmacology
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• 제8권2호
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• pp.95-100
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• 2004

Ischemic preconditioning (IPC) has been accepted as a heart protection phenomenon against ischemia and reperfusion (I/R) injury. The activation of ATP-sensitive potassium $(K_{ATP})$ channels and the release of myocardial nitric oxide (NO) induced by IPC were demonstrated as the triggers or mediators of IPC. A common action mechanism of NO is a direct or indirect increase in tissue cGMP content. Furthermore, cGMP has also been shown to contribute cardiac protective effect to reduce heart I/R-induced infarction. The present investigation tested the hypothesis that $K_{ATP}$ channels attenuate DNA strand breaks and oxidative damage in an in vitro model of I/R utilizing rat ventricular myocytes. We estimated DNA strand breaks and oxidative damage by mean of single cell gel electrophoresis with endonuclease III cutting sites (comet assay). In the I/R model, the level of DNA damage increased massively. Preconditioning with a single 5-min anoxia, diazoxide $(100\;{\mu}M)$, SNAP $(300\;{\mu}M)$ and 8-(4-Chlorophenylthio)-guanosine-3',5'-cyclic monophosphate (8-pCPT-cGMP) $(100\;{\mu}M)$ followed by 15 min reoxygenation reduced DNA damage level against subsequent 30 min anoxia and 60 min reoxygenation. These protective effects were blocked by the concomitant presence of glibenclamide $(50\;{\mu}M)$, 5-hydroxydecanoate (5-HD) $(100\;{\mu}M)$ and 8-(4-Chlorophenylthio)-guanosine-3',5'-cyclic monophosphate, Rp-isomer (Rp-8-pCPT-cGMP) $(100\;{\mu}M)$. These results suggest that NO-cGMP-protein kinase G (PKG) pathway contributes to cardioprotective effect of $K_{ATP}$ channels in rat ventricular myocytes.