• Journal of Distribution Science
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• v.11 no.5
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• pp.25-31
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• 2013

Purpose - This study aims to determine the effects of marketing factors on the long-term purchasing behavior regarding industrial goods, using data from wholesalers and retailers. Research design, data, and methodology - We used multiple regression analysis and 3-step regressions to investigate causality. We used 177 questionnaires targeting wholesalers and retailers of industrial goods. Results - First, long-term purchasing behavior is positively related only with advertising and marketing factors. Second, the relationship between marketing factors and brand value show that the physical environment, word-of-mouth advertising, and publicity are positively related, except advertising and sales promotion, respectively. Third, brand value and long-term purchasing behavior are positively related. Finally, brand value is not a mediator between marketing factors and long-term purchasing behavior. Conclusion - This study suggests that industrial goods providers should use marketing strategies that are different from those used in the consumer market. Further, if they want to maintain long-term relationships, they should increase their brand value.

• Culinary science and hospitality research
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• v.16 no.3
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• pp.188-204
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• 2010

This research aims at finding relationship marketing factors that have positive effects on customer long-term orientation concerning wine purchasing personnels of domestic dinging companies such as sommeliers and managers. By figuring out the qualities of relationship such as the roles of trust and commitment while long-term orientation is being developed, it also tries to help wine suppliers which have been having a hard time due to domestic market recession and tight competition develop marketing strategies for promotion. A survey of wine purchasing personnels and sommeliers who work for fine dining restaurants, casual dining restaurants and wine bars was conducted for 30 days from Jan. 15, 2010 to Feb. 13, 2010. The statistical packages of SPSS 15.0 statistical package and AMOS 7.0 ver were used to perform frequency analysis, reliability test, confirmatory factor analysis, and path analysis. The result shows that among relationship marketing factors, communication and seller expertise have a positive impact on long-term orientation through trust and affective commitment.

• The Journal of the Korea Contents Association
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• v.21 no.10
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• pp.388-408
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• 2021

Recently, the importance of B2B CSR is being highlighted. Meanwhile, in B2B marketing, salesperson is widely recognized as a key resource influencing supplier firm performance. Therefore, the author paid attention to the role of supplier CSR reputation in customer-salesperson interaction process. So, this study collected dyadic data from 161 B2B purchasing managers and salespersons interacting with them. For customers, a supplier CSR reputation increased customer citizenship behavior and customer long-term orientation. With salespersons, they experienced less burnout due to interacting with customers having higher customer citizenship behavior and long-term orientation. Moreover, the results confirmed that a supplier CSR reputation lowered salespersons' emotional exhaustion through two serial-multiple mediation paths. This research verified that customers' perception and responses to supplier's CSR significantly influence B2B salesperson burnout.

• Journal of Global Scholars of Marketing Science
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• v.7
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• pp.147-165
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• 2001

To sustain successful relations with its customers, an internet business enterprise has to understand precisely the difference between customers' behaviour and their purchasing behaviour pattern on its customer basis. For this purpose, I closely looked into what difference there was between a leading variable which had an effect on internet customer long-term orientation and a special variable depending on period of transactions To prove this research, I analyzed collected data in which customers had experienced in shopping at internet shopping mall and discussed strategic current issues about its analytic results.

• Journal of Fashion Business
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• v.19 no.5
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• pp.157-174
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• 2015

This research intends to observe the effects of social capital regarding fashion social enterprises on the community sense of participating consumers, and verify the relationship of the effects that such social capital and community sense have on sustainability formation variable(shared values, suitability of values, behavioral flow, cognitive belief and long-term relationship orientation) of social enterprises. For such analysis, a sample of 400 consumers with experience of purchasing products of fashion social enterprises more than once was utilized, and path analysis was conducted utilizing AMOS 20.0. As a result of this research, first, information sharing, social participation among the characteristic factors of social enterprises' social capital had a meaningful impact on shared values, and self-pursuit and significance meaningfully affected the suitability of values. Second, mutual influence, sense of belonging, satisfaction of needs and emotional bond among the characteristic factors of community sense between social enterprises and consumers meaningfully affected shared values, whereas mutual influence, sense of belonging and emotional bond substantially influenced suitability of values. Third, shared values and suitability of values affected the relationship between behavioral flow and cognitive trust, and behavioral flow and cognitive trust both had meaningful impact on long-term relationship orientation.

• Korean small business review
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• v.42 no.4
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• pp.173-212
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• 2020

Interest in sustainable management based on the stakeholder perspective is expanding not only within an organization but also across the supply chain. For large companies that have established networks, sustainability management of the supply chain is now a factor that not only determines the social performance of the company as a whole, but also determines its long-term competitive position. Despite these changes in the business world, especially the proliferation of the sustainable supply chain management (SSCM) system, systematic research on SSCM has been lacking. In particular, there was a lack of empirical analysis on which factors promoted the establishment of the SSCM system for large companies and what's the effects of SSCM. In this regard, this study analyzes i) the impact of the social responsibility pressure of customers as external stakeholders and the CSR orientation of purchasing managers as internal stakeholders on supply chain transparency and partnership cooperation respectively, and ii) whether supply chain transparency and partnership cooperation can enhance corporate reputation. The samples used in this study were 69 large companies representing Korea. The results showed that the social responsibility pressure of customers and the purchasing manager's CSR orientation were positively related to the transparency of the supply chain. However, for partnership cooperation, only the purchasing manager's CSR orientation was found to have a positive and significant effect. Meanwhile, both supply chain transparency and partnership cooperation were positively related to the corporate reputation. At the end of the study, discussions on the implications of the results and future research directions will be presented.

• Culinary science and hospitality research
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• v.24 no.3
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• pp.93-103
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• 2018

The purpose of this study was to investigate customer perception of food safety and food safety orientation behavior. A survey was conducted from 458 adults aged 20 and over. The results of this study showed as follows. Food safety was the most important consideration when purchasing food, followed by freshness, taste, nutrition, price, and quantity. 87.1% of respondents had more than usual concern about food safety, and women were more aware of food safety than men. The food safety information was usually acquired from the mass media (TV, radio, Internet). As for the reasons for food safety accidents, they pointed out in the order of lack of awareness of food safety, deficient sense of responsibility of the people who produce, lack of distribute and sell food products, and lack of legal system. In conclusion, it is expected that accurate information about food safety is efficiently communicated, and the government's continuous effort is needed. In addition, effective ways to inform customers of food safety should be identified. Long-term views should be considered when develope food safety related policies and food safety education.

• Korean small business review
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• v.39 no.1
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• pp.59-87
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• 2017

There is growing concern of the international community for the environmental issues including climate change. Scholars have examined various issues regrading Green Supply Chain Management (GSCM) but they mainly have focused on why firms introduce and implement GSCM from the persecutive of manufacturers. In particular, there has been few studies of green supply chain management in Korea. We investigate the effects of long-term relationships on green supply chain management and the relationship between GSCM and environmental performance. We also examine the relationship between long-term relationships and green information sharing, the effects of green information sharing on the GSCM. The data for this study were collected through a questionnaire survey on firms that participated in the Green Partnership Program of Korea Institute of Industrial Technology. Based on the responses of 155 firms the research model is empirically tested through a structural equation model. We found that long-term relationships facilitate GSCM significantly as it was expected. Green purchase and green product design also appears to improve environmental performance. Long-term relationship appears to affect positively green information sharing. Green information sharing does not have a statistically significant effect on environmental performance but show positive effect on GSCM including green purchase and green product design.

• Korea Journal of Hospital Management
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• v.3 no.1
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• pp.62-82
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• 1998

The purpose of this study is to assess the cause and level of conflict arising within and between departments among administration office workers who work in a recently established tertiary hospitals of a major cooperation or related non-profit cooperation: The study also aimed to find methods for resolution of such conflicts by comparing with other existing university hospitals. The subject population included 299 business administration office workers randomly selected from two cooperate related tertiary hospitals of less than 3 years in its existence and two university hospitals over 700 beds in Seoul and Kyong In area. Data were collected through a survey questionnaire. To define related factors for the level of conflict among departments in each hospitals multivariate regression analysis was conducted. Independent factors were characteristics of subjects, conflicting factors within and between the departments. The results are as follows: 1. Those in the 30-39 rears of age group demonstrated significantly higher level of conflict between departments. Those working in the new hospitals, who were older and had long-term tenure, and those with short-term job experience at current working hospital had higher level of conflict between the departments with statistical significance. 2. Concerning the involvement of conflicting factors and the level of conflict in the administration there was statistically significant positive correlation between reliability and job-related intra- and interdepartmental level of conflict in existing hospitals. There was a significant positive correlation between intradepartmental conflicting factors of mutual dependence, difference in goal/orientation and intra- and interdepartmental level of conflict. 3. In multivariate regression analysis, women more than men, and those who had worked for many years in hospitals had statistically significant influence on factors involved in interdepartmental level of conflict, explaining 51.0% of the model. 4. In existing hospitals, gender was a significant factor with women showing a higher level of interdepartmental conflict compared to men. Among the interdepartmental factors, mutual dependence had statistically significant influence and showed a positive relationship with interdepartmental level of conflict. In the new hospitals, job position was a significant factor which showed that those in high position such as section chief or above, compared to those in managerial or general position had higher level of conflict. Among the interdepartmental characteristics, factors of mutual dependence and goal/orientation had statistically significant influence and showed a positive relationship with interdepartmental level of conflict. In the new hospital setting efforts to reduce conflict in areas among workers with high position, old age, and long tenure and those in Purchasing, Material and Computer Department should be made and prudent management and planning for improved manpower and increased budget or efficient allocation and clear definition of job description are necessary to adequately assess and make improved efforts for rapid stabilization of the premature hospital system from its inception, In the existing hospitals a lack of conflict within and between departments may give rise to stagnation or inefficiency of the organization. Future study are needed with respect to the relationship between interdepartmental level of conflict and the effectiveness of the hospital organization for improved resolution of conflict in the organization and hospital management.

• Journal of Global Scholars of Marketing Science
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• v.18 no.4
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• pp.119-155
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• 2008

Customer Relationship Management(CRM) has been a sustainable competitive edge of many companies. CRM analyzes customer data for designing and executing targeted marketing analysing customer behavior in order to make decisions relating to products and services including management information system. It is critical for companies to get and maintain profitable customers. How to manage relationships with customers effectively has become an important issue for both academicians and practitioners in recent years. However, the existing academic literature and the practical applications of customer relationship management(CRM) strategies have been focused on the technical process and organizational structure about the implementation of CRM. These limited focus on CRM lead to the result of numerous reports of failed implementations of various types of CRM projects. Many of these failures are also related to the absence of marketing approach. Identifying successful factors and outcomes focused on marketing concept before introducing a CRM project are a pre-implementation requirements. Many researchers have attempted to find the factors that contribute to the success of CRM. However, these research have some limitations in terms of marketing approach without explaining how the marketing based factors contribute to the CRM success. An understanding of how to manage relationship with crucial customers effectively based marketing approach has become an important topic for both academicians and practitioners. However, the existing papers did not provide a clear antecedent and outcomes factors focused on marketing approach. This paper attempt to validate whether or not such various marketing factors would impact on relational quality and CRM performance in terms of marketing oriented perceptivity. More specifically, marketing oriented factors involving market orientation, customer orientation, customer information orientation, and core customer orientation can influence relationship quality(satisfaction and trust) and CRM outcome(customer retention and customer share). Another major goals of this research are to identify the effect of relationship quality on CRM outcomes consisted of customer retention and share to show the relationship strength between two factors. Based on meta analysis for conventional studies, I can construct the following research model. An empirical study was undertaken to test the hypotheses with data from various companies. Multiple regression analysis and t-test were employed to test the hypotheses. The reliability and validity of our measurements were tested by using Cronbach's alpha coefficient and principal factor analysis respectively, and seven hypotheses were tested through performing correlation test and multiple regression analysis. The first key outcome is a theoretically and empirically sound CRM factors(marketing orientation, customer orientation, customer information orientation, and core customer orientation.) in the perceptive of marketing. The intensification of ${\beta}$coefficient among antecedents factors in terms of marketing was not same. In particular, The effects on customer trust of marketing based CRM antecedents were significantly confirmed excluding core customer orientation. It was notable that the direct effects of core customer orientation on customer trust were not exist. This means that customer trust which is firmly formed by long term tasks will not be directly linked to the core customer orientation. the enduring management concerned with this interactions is probably more important for the successful implementation of CRM. The second key result is that the implementation and operation of successful CRM process in terms of marketing approach have a strong positive association with both relationship quality(customer trust/customer satisfaction) and CRM performance(customer retention and customer possession). The final key fact that relationship quality has a strong positive effect on customer retention and customer share confirms that improvements in customer satisfaction and trust improve accessibility to customers, provide more consistent service and ensure value-for-money within the front office which result in growth of customer retention and customer share. Particularly, customer satisfaction and trust which is main components of relationship quality are found to be positively related to the customer retention and customer share. Interactive managements of these main variables play key roles in connecting the successful antecedent of CRM with final outcome involving customer retention and share. Based on research results, This paper suggest managerial implications concerned with constructions and executions of CRM focusing on the marketing perceptivity. I can conclude in general the CRM can be achieved by the recognition of antecedents and outcomes based on marketing concept. The implementation of marketing concept oriented CRM will be connected with finding out about customers' purchasing habits, opinions and preferences profiling individuals and groups to market more effectively and increase sales changing the way you operate to improve customer service and marketing. Benefiting from CRM is not just a question of investing the right software, but adapt CRM users to the concept of marketing including marketing orientation, customer orientation, and customer information orientation. No one deny that CRM is a process or methodology used to develop stronger relationships being composed of many technological components, but thinking about CRM in primarily technological terms is a big mistake. We can infer from this paper that the more useful way to think and implement about CRM is as a process that will help bring together lots of pieces of marketing concept about customers, marketing effectiveness, and market trends. Finally, a real situation we conducted our research may enable academics and practitioners to understand the antecedents and outcomes in the perceptive of marketing more clearly.