• 한국유통학회지:유통연구
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• 제16권1호
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• pp.179-222
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• 2011

본 연구는 영업사원-고객간 관계에서 영업사원과 고객간의 관계특성이 영업사원 이직에 따른 고객의 동반이탈의도에 미치는 영향을 검증하고 있다. 본 연구는 동반이탈의 선행변수로 관계마케팅에서의 핵심 개념인 관계의 질, 즉 영업사원에 대한 고객만족, 고객신뢰, 고객충성도와 함께 사회교환이론에서의 관계혜택과 전환비용을 다루고 있다. 국내 생명보험회사를 대상으로 보험계약에서 영업사원을 통해 가입한 503명의 고객으로부터 서베이 방식으로 수집한 자료를 실증분석한 결과, 영업사원에 대한 고객만족과 고객신뢰가 영업사원에 대한 고객충성도에는 강한 영향을 미치는 것으로 확인되었으나 동반이탈에는 직접적인 영향을 미치지 않는 것으로 나타났다. 고객의 영업사원에 대한 충성도가 지각된 관계혜택에 미치는 영향은 모두 유의하였으며 또한 지각된 전환비용에 미치는 영향도 유의한 것으로 나타났다. 고객의 영업사원에 대한 충성도가 동반이탈의도에 미치는 직접효과는 유의하지 않았으나 지각된 관계혜택과 지각된 전환비용을 통한 간접효과는 유의하게 나타났다. 지각된 관계혜택의 세 가지 하위차원은 모두 동반이탈의도에 정(+)의 유의적인 영향을 미치는 것으로 나타났고, 지각된 전환비용은 동반이탈의도에 부(-)의 유의적 영향을 미치는 것으로 나타났다. 본 연구는 추가분석을 통하여 경쟁모델과 연구모델을 비교하여 기존 연구와의 차이를 밝히고 있으며, 분석 결과를 토대로 이론 및 경영상의 시사점을 제시하고 있다.

• 정보관리학회지
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• 제33권4호
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• pp.159-174
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• 2016

본 연구는 관계 마케팅 분야의 핵심 개념인 전환비용을 도서관 분야에 적용하기 위하여, 문헌 조사 및 면접 조사에 근거하여 대학 도서관 이용자들이 지각하는 전환비용을 정의한 후, 전환비용에 관한 척도를 개발하고 그 타당성을 검증하였다, 또한 210명의 대학 도서관 이용자들을 대상으로 수행된 설문 조사를 통하여 이들이 지각하는 전환비용이 도서관에 대한 태도적, 행동적 충성도에 미치는 영향을 조사하였다. 도서관 이용자들이 지각하는 전환 비용은 이용자가 사용 중인 도서관에서 다른 도서관으로 전환하는 경우 발생하는 절차적, 관계적 비용으로 정의되었다. 조사 결과, 절차적 전환비용 및 관계적 전환비용은 이용자 만족도와 함께 정서적 몰입을 통해 행동적 충성도에 영향을 미치는 것으로 나타났다. 이러한 결과를 토대로 한 이론적, 실무적 시사점이 논의되었다.

• Journal of Information Technology Applications and Management
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• 제26권1호
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• pp.1-19
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• 2019

The aim of this study is to assess the impacts of service properties, price expectancy, social influences, and switching costs on adoption intention of 4G in Vietnam. The research model was established by the theory of diffusion of innovation, technology acceptance model, service quality, social influences and switching costs. The result from customers using telecommunication services in Vietnam shows that adoption intention of 4G is affected directly by perceived usefulness, personal innovativeness, price expectancy, social influences, prior service quality and switching costs. Whereas, switching costs have negative effect on adoption intention. Other factors such as personal innovativeness, perceived ease of use and prior service quality have an indirect effect on adoption intention of 4G.

• 대한가정학회지
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• 제42권7호
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• pp.73-88
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• 2004

The purpose of this study was to understand how consumers perceive the costs of couponing by coupon types and to suggest ways in which coupons should be developed to contribute to consumers' welfare. Costs/benefits of coupons as the most close antecedent variable included the following 8 constructs: searching costs, clipping costs, storing costs, extra expenses, substitution costs, pressure of holding, uncomfortable feelings, and regrets. Since it was hypothesized that the cost of couponing differs by coupon type, four coupon-types were examined: homepage coupon, E-mail coupon, DM coupon, and newspaper/magazine coupon. Data for this research were collected through 732 responses to a self-administered survey of consumers who had used all four types of coupons requesting participation from members of Internet survey firm. The conclusions of this research can be summarized as follows: (1) Women preferred off-line coupons but men preferred on-line coupons. In addition, consumers in Seoul were more familiar and satisfied with on-line coupons than consumers in other regions. (2) Among constructs of costs, consumers perceived regrets, pressure of holding, and substitution costs highly. Differently from previous studies, consumers perceived searching costs and clipping costs to be less important than other costs. (3) Storing costs, pressure of holding, and uncomfortable feelings were higher in off-line coupons, whereas clipping costs, extra expenses, and substitution costs were higher in on-line coupons. (4) In general, most constructs of costs in using homepage and newspaper/magazine coupons were higher than those of E-mail and DM coupons. (5) Cost perception was negatively related to coupon satisfaction at coupon, except newspaper/magazine coupon which was the least satisfactory coupon, regardless of costs (6) Consumers were more satisfied with direct-distribution coupons such as E-mail and DM coupons than public-distribution coupons such as homepage and newspaper/magazine coupons.

• 지식경영연구
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• 제16권3호
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• pp.41-63
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• 2015

This paper investigated main determinants of purchase intention for VOD contents by employing an extended technology acceptance model. The findings showed that 'user activeness' is the critical external variable influencing five perceived belief variables, namely perceived usefulness, perceived playfulness, perceived quality, perceived complexity and perceived cost. Regarding consumer satisfaction for free VOD service, it had no direct effect but indirect effect on the purchase behavior, meaning that the satisfaction causes purchase intention for VOD contents via the cognitive attitude. Also, the moderating e!ect of use experience on the relationship between the belief variables and the purchase intention was confirmed. Users with much experience showed a higher perception for usefulness and quality, whereas users with less experience placed a higher value on the hedonic factors and costs. In contrast to previous studies on IPTV that mainly focused on determinant of IPTV subscription, this paper analyzed VOD that is a killer application of IPTV in identification of key factors for the acceptance. The findings provide IPTV operators some strategies to create customer value and improve profitability.

• 가정과삶의질연구
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• 제16권2호
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• pp.179-193
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• 1998

the purpose of this research was to investigate rewards costs and adjustment perceived by adult children in three generation family. Data were collected from 132 marital couples in three generation family in Seoul area. The results of this study showed that there were significant differences in the levels of rewards costs and adjustment variables (self-esteem depression family life satisfaction and marital satisfaction)between husbands are wives. It was also found that wives's costs and husbands' rewards were significantly different across three different types of three generation family. It addition the results of multiple regression analyses indicated that reward was the most powerful variable affecting wives' depression and family life satisfaction and that cost influenced husbands' family life satisfaction and marital satisfaction.

• Asia Marketing Journal
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• 제26권1호
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• pp.31-44
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• 2024

The social impact of observing others' charitable donations remains underexplored, with few studies examining the influence of donors' social class. Across three experiments, we investigated how the donor social class-donation type interaction influences the observers' perceived sacrificial costs or desire for a moral self-identity, which consequently affects their willingness to donate. The participants perceived higher costs when lower-class donors made monetary donations, but for time donations, they saw no difference in sacrificial costs by donor social class. Moreover, when the hourly wage was emphasized, the participants felt an increased desire for a moral self-identity from higher-class donors' monetary donations and became more willing to donate their money. These findings highlight the importance of considering both the donor social class and donation type when designing donation campaigns, and offer valuable insights for enhancing overall donation amounts.

• 품질경영학회지
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• 제40권1호
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• pp.73-87
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• 2012

The previous researches have addressed the importance of service quality, customer perceived value, and customer satisfaction, but the precise nature of the interrelationship that exist between these constructs still remains a key issue. This study extend the previous researches by developing a conceptual framework linking all of these constructs, additionally including service costs and customer expected value, in a business-to-business setting. The hypothesized model indicates that delivering high quality and lower costs service can create superior customer value and results in higher customer satisfaction. The authors test the hypothesized model on data obtained from power plant operators using structural equation modeling. The results suggest that service quality displays a stronger potential for creating customer value than costs consideration. In addition, the results reveal that managing the customer expected value is important for obtaining higher customer satisfaction.

• 정보처리학회논문지:컴퓨터 및 통신 시스템
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• 제2권1호
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• pp.27-34
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• 2013

클라우드 컴퓨팅 서비스에 대한 관심이 높아지고 있다. 하지만 많은 관심에도 불구하고 클라우드 컴퓨팅 서비스에 대한 기존 연구는 한계점이 있다. 선행연구들은 이 서비스가 제공하는 많은 혜택에 대한 연구와 이 서비스를 선택할 경우 발생할 수 있는 문제점에 대해 독립적으로 연구하고 있다. 하지만 실제 생활에서 소비자는 클라우드 컴퓨팅 서비스를 선택할 경우 혜택과 비용에 대해 동시에 고려한다. 따라서 본 연구에서는 클라우드 컴퓨팅 서비스 선택 시 혜택과 비용에 대한 상호작용 효과를 탐색적으로 분석하였다. 분석 결과 독립변수로써 유용성, 사회적영향, 그리고 혁신성은 인지된 가치에 모두 정(+)의 유의한 영향을 주었다. 하지만 혜택과 비용과의 상호작용 효과 분석 결과 유용성과 혁신성만이 비용과의 인지된 가치에 대해 통계학적으로 유의한 것으로 나타났다. 유용성은 비용과의 인지된 가치에 대해 상호작용 효과에 대해 음(-)의 결과가 나타났으며, 혁신성은 비용과의 인지된 가치에 대해 상호작용 효과 검정 결과 정(+)의 상호작용 효과가 있는 것으로 나타났다. 결국 본 연구는 클라우드 컴퓨팅 서비스를 선택할 경우 소비자가 느끼는 혜택의 경우 비용을 고려할 때 인지된 가치에 서로 다른 영향을 줄 수 있음을 실증했다는 점에서 의의가 있다고 하겠다.

• 국제학술발표논문집
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• The 3th International Conference on Construction Engineering and Project Management
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• pp.184-189
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• 2009

In 2008 the total estimated failure costs in the Netherlands was estimated to be 11.4% of the industry's turnover compared to 7.7% seven years earlier. Failure costs can be the consequence of rework as a result of failure to conform to the product requirements and specifications or due to inefficient processes and bad management practices. Many construction companies however are unaware of the exact nature of these costs, their root causes or how to control them. This paper describes work carried out in the Netherlands to identify the different types of failure costs in construction and their root causes. The research described builds on previous findings by another research institution and expands it to include information collected from project cases and a survey of a number of project managers in the construction industry. The paper describes the analysis of the results from cases and the survey to identify the root causes of failure costs. Research shows, for example, that many failure costs are related to the client taking late decisions and making changes to the project requirements.