• Korean Management Science Review
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• v.26 no.1
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• pp.183-196
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• 2009

Customer retention has been a pressing issue for companies to get and maintain the loyal customers in the competing environment. Lots of researchers make effort to seek the characteristics of the churning customers and the loyal customers using the data mining techniques such as decision tree. However, such existing researches don't consider relationships among customers. Social network analysis has been used to search relationships among social entities such as genetics network, traffic network, organization network and so on. In this study, a customer network is proposed to investigate the differences of network characteristics of churning customers and loyal customers. The customer networks are constructed by analyzing the real purchase data collected from a Korean cosmetic provider. We investigated whether the churning customers and the loyal customers have different degree centralities and densities of the customer networks. In addition, we compared products purchased by the churning customers and those by the loyal customers. Our data analysis results indicate that degree centrality and density of the churning customer network are higher than those of the loyal customer network, and the various products are purchased by churning customers rather than by the loyal customers. We expect that the suggested social network analysis is used to as a complementary analysis methodology with existing statistical analysis and data mining analysis.

• Korean Journal of Community Nutrition
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• v.13 no.5
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• pp.693-700
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• 2008

The purposes this study were to a) analyze the revisiting ratio of resting customers after issuing online coupons, b) compare the characteristics of coupon redemption customers with non-redemption customers. For this study, the customers of M restaurant who did not revisit during the last 8 months were classified as 'resting customers', totaling 4,052 customers. The online coupons, valid for 9 months, were sent via e-mail to those customers. After that, the data collected from those who redeemed the coupon in September 2006 was utilized. As a result of sending the coupon to 4,052 resting customers, 1,288 customers redeemed the coupon during the study period, showing relatively high redemption ratio (31.6%). The average check of customers with the online coupon was decreased by 22% compared with customers without the coupon, but the party size remained almost the same, 2.6 customers, and also the redemption ratio was increasing as the expiration date of the coupon was approaching. The redemption ratio of female (35.3%) was much higher than male (19.2%), representing higher redemption possibility of the female customers by issuing the coupon. The redemption ratio of the twenties (69.1%) was obviously higher than other age groups. Also, the non-redemption ratio of other groups except the twenties was higher than the redemption ratio. The redemption ratio of low-educated was higher, under college degree (58.6%), college degree (35.4%), and over college degree (16.6%). Following the result of the average visiting frequency of redemption customers during last the 8 months was 4.2, the frequency of non-redemption customers was 9.8. The total average visiting of non-redemption customer was 10.5, and that of redemption customers was 8.6. Customers who visited the restaurant less frequently in the past have higher possibility to revisit after receiving the coupon.

• Journal of Korean Society for Quality Management
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• v.28 no.4
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• pp.75-98
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• 2000

The purpose of this study is to empirically examine the customers' perceived service quality and response in the field of hotel industry. The subjects of survey for this empirical analyses are limited to the customers of deluxe hotels in Korea; data are collected from the 16 deluxe hotels amongst 27 of its kind in the Seoul, Pusan, Cheju and Kyongju area. SAS package is used for Simple Regression, Multiple Regression and the results are as follows: First, the perceived service quality shows significantly positive effect upon the customers' satisfaction; Second, the customers' perceived service quality shows significantly positive with respect to the customers' response; Third, the customers' satisfaction shows significantly positive regarding the customers' response, and the customers' satisfaction have greater influence upon the customers' response than the customers' perceived service quality; On the basis of the above empirical analyses, I propose the management implication as follows: First, the hotel management staffs should have a close relation with their customers through the customers' positive, and eventually be concemed about improving service quality and customers' satisfaction to maximize the enterprise's performance; Second, the hotel management staffs, to induce and build up the positive customers' response, should have interest in serving high-quality products and service and enforcing the proper price policy.

• Journal of the Korean Operations Research and Management Science Society
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• v.34 no.4
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• pp.57-72
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• 2009

As development of information technologies, customer retention has been an important issue in the competing environment. A lot of researches focus on prediction of the churning customers and seeking their characteristics. However, relationships among customers or products have not been considered in existing researches. In this study, product networks are proposed and analyzed to investigate the differences of network characteristics of products purchased by potential churning customers and those of loyal customers. The product networks are constructed from real product purchase data collected from a Korean department store. We investigated the characteristic differences, such as the degree centrality, degree centralization, and density, of two product networks constructed by potential churning customers and the loyal customers. The results indicate that degree centrality, density and degree centralization of the product network of the loyal customers are higher than those of the potential churning customers. And the promotional products of the department store are resulted to be effective in attracting the loyal customers.

• Journal of Family Resource Management and Policy Review
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• v.4 no.1
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• pp.15-28
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• 2000

The purpose of this study was to examine the knowledge about savings of customers who utilize Investment Trust Company and to analyze the factors affecting it. The data for the analysis were collected by structured questionnaires and consisted of 191 customers who utilize Investment Trust Company. Descriptive. Descriptive Statistics including percentage, frequency, means, and standard derivation, t-test, one-way ANOVA with Scheffe test, multiple regression analysis were used to analyze the data. The following is a summary of major findings. 1) The customers knowledge about savings showed generally low-level. Especially the knowledge about tax and regulation of savings were the areas shown the lowest level. 2) The age, marital status, education and occupation of customers and total period of utilizing company were the factors affecting the knowledge of customers in the one-way ANOVA analysis. 3) The result of regression analysis indicated that age of customers and total periods of utilizing company were the significant predictors of customers’knowledge. These two variables explained 25.77% of variance of customers’knowledge about savings.

• Journal of Korean Academy of Nursing Administration
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• v.8 no.1
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• pp.151-167
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• 2002

Purpose : The purpose of this study is to present the direction of service marketing for improving customers' satisfaction by comparing the difference in medical and nursing service satisfaction between internal and external customers. Method : The subjects were outpatients and inpatients as the external customers and nurses, doctors, and staffs as the internal customers, in a university hospital. Data were collected from April 25 to May 2, 2001 through questionnaires. The 2 structured instruments were used for collecting the data: Customer Satisfaction Measurement 2000 developed by Korean Society of Quality Assurance in Health Care(1999) and nursing service satisfaction questionnaires by the researcher. Data were analyzed using SPSSWIN 9.0 with t-test, one-way ANOVA, scheffe test.Result : 1. In overall medical service satisfaction scores, external customers' satisfaction showed significantly higher than internal customers'(p=.000) and there was no significant difference between external customers(p>.05). But there was significant difference between internal customers(p<.05). 2. There was no significant difference in nursing service satisfaction between the external and internal customers (p>.05). In the external customers, inpatients' nursing service satisfaction showed significantly higher than outpatients' (p<.001). And there was significant difference in nursing service satisfaction between internal customers(p<.05). Conclusion : To increase external customers' satisfaction with medical and nursing service, hospital should carry out internal marketing strategies for improving internal customers' satisfaction. Also to increase outpatients' satisfaction, it should conveniently improve procedures of use and provide more information and education for outpatients.

• Culinary science and hospitality research
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• v.14 no.1
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• pp.134-143
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• 2008

The purpose of this study is to identify the critical service factors, which influence the customers' satisfaction and loyalty to pizza restaurant's customers in Korea. In order to meet this purpose, we surveyed 185 customers who have visited Imsilcheese pizza restaurants. This survey used the SERVPERF service quality measuring theory. The results are as follows: Service Quality consists of 6 factors which are Assurance, Tangibles, Quality of Pizza, Responsiveness, Empathy and Reliability. Customers' satisfaction is affected by 6 factors of service quality. Responsiveness is most influential in customers' satisfaction while Assurance is most crucial to their loyalty. Customers' satisfaction has a significant effect on the customers' loyalty.

• Communications of the Korean Mathematical Society
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• v.11 no.2
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• pp.481-493
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• 1996

We consider a retrial queue with two classes of customers where arrivals of class 1(resp. class 2) customers are MMPP and Poisson process, respectively. In the case taht arriving customers are blocked due to the channel being busy, the class 1 customers are queued in priority group and are served as soon as the channel is free, whereas the class 2 customers enter the retrial group in order to try service again after a random amount of time. We consider the following retrial rate control policy, which reduces their retrial rate as more customers join the retrial group; their retrial times are inversely proportional to the number of customers in the retrial group. We find the joint generating function of the numbers of custormers in the two groups by the supplementary variable method.

• Communications of the Korean Mathematical Society
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• v.13 no.2
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• pp.393-403
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• 1998

We consider $M_1,M_2/M/1$ retrial queues with two classes of customers in which the service rates depend on the total number or the customers served since the beginning of the current busy period. In the case that arriving customers are bloced due to the channel being busy, the class 1 customers are queued in the priority group and are served as soon as the channel is free, whereas the class 2 customers enter the retrical group in order to try service again after a random amount of time. For the first $N(N \geq 1)$ exceptional services model which is a special case of our model, we derive the joint generating function of the numbers of customers in the two groups. When N = 1 i.e., the first exceptional service model, we obtain the joint generating function explicitly and if the arrival rate of class 2 customers is 0, we show that the results for our model coincide with known results for the M/M/1 queues with smart machine.

• Journal of Distribution Research
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• v.5 no.2
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• pp.1-19
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• 2001

This study investigates "commitment" , which is the crucial variable in the study of relationship marketing, because I pay attention to the importance of relationship marketing toward consumers in virtual environment. This dissertation whose main issue is about virtual environment focuses on "commitment" from two perspectives. One is customers′ relationship commitment toward enterprises or corporations through internet sites and the other is relationship commitment between customers. The main purpose is to verify antecedents and consequents which influence relationship commitment toward internet sites (corporations or enterprises) and between customers. The hypotheses are that (1) share values and relationship benefit from internet sites affect relationship commitment toward internet sites (2) share values and interactions between customers affect relationship commitment between customers (3) interactions with relationship commitments toward internet sites and between customers exist (4) these relationship commitments affect future intentions. The subjects are university students who I think get used to using internet. The results indicate that (1) antecedents of relationship commitment toward internet sites and between customers are significantly influential (2) relationship commitment toward internet sites influences relationship commitment between customers, but the effect of relationship commitment between customers on relationship commitment toward internet sites is not significant (3) relationship commitment between customers influences future intentions, but the effect of relationship commitment toward internet sites on future intentions is not significant.