• The Journal of Asian Finance, Economics and Business
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• v.7 no.5
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• pp.205-216
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• 2020

This study seeks to empirically analyze the effects of core self-evaluation and adaptive selling behavior on sales performance for female salespersons engaged in door-to-door sales through the face-to-face channel in the wellness industry. This study seeks to examine the importance of adaptive selling, through, salespeople derive appropriate strategies in response to market changes. For female salespeople who use face-to-face channels, this study empirically investigated the relationship between core self-evaluation and adaptive selling, and effects on sales performance. A 31-item survey was constructed, based on prior research. We selected six door-to-door sales companies in South Korea and conducted one-to-one interviews with female salespeople in the Seoul metropolitan area and analyzed 208 pieces of significant data. Results demonstrated that among the core self-evaluation factors for female salespeople, self-esteem, self-efficacy, and neuroticism had an effect on adaptive selling factors, while locus of control did not. These factors were found to affect sales performance through the mediating role of adaptive selling. Improvements in the adaptive selling capabilities of female salespeople in charge of face-to-face channels positively affected sales performance. Management efforts are required to enhance self-esteem, self-efficacy, or neuroticism. These results suggest that companies should support enhancing individual adaptive selling capabilities of their salespeople.

• IE interfaces
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• v.3 no.1
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• pp.13-20
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• 1990

The application of human-factor concept in developing a complex weapon system is important for system engineer to determine the system performance and reliability. This paper describes the evaluation procedure of human factors in the X-system wherein the evaluation result provides a better performance than the previous model in operatability and maintainability. The criteria used for the evaluation of a design adequacy of the X-system are based on the military human-factor standards.

• Journal of Information Technology Applications and Management
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• v.19 no.2
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• pp.59-78
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• 2012

The purpose of this longitudinal case study is to shed light on the reliability problems of IS performance evaluation by analyzing the discrepancy between ex ante evaluation in 2011 and ex post evaluation in 2012. Through an information system development project of a public enterprise, the gap between ex ante and ex post evaluation was ascertained and the causes as to why such gap occurs and the success factors that can solve the problems were derived. The ex ante evaluation of IS performance was performed based on both IS success model and BSC model and the ex post evaluation was carried out at the time after the target system has been built up by applying the evaluation measures and process that are similar to the ex ante evaluation. In the ex ante evaluation the business performance improved by the target system was estimated to 18.2%. On the other hand, it was seen as being low at 15.2% in the ex post evaluation and the differences were found to be statistically significant in 6 out of 10 measures. The reasons as to why such gap occurs were diagnosed as being of 2 types : (1) changes in the evaluation psychology according to the differences in the evaluation objectives; and (2) excessive expectation levels of the target system that is formed at the time of the ex ante evaluation. In other words, the users who have excessive expectations tend to overestimate in the ex ante evaluation and, in the ex post evaluation, tend to underestimate lower than the actual performance mainly due to disappointment on the results that do not meet the early expectations. As solutions to overcome the reliability problem of ex ante evaluation, 3 factors were derived : (1) the temperance of excessive expectation levels of the users; (2) a clear definition of the scope and functionality of the target system; and (3) actual commitments for the evaluations of IT performance.

• Journal of Korean Institute of Industrial Engineers
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• v.24 no.4
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• pp.529-537
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• 1998

Appropriate performance evaluation is a key successful factor for continuous improvement and systematic management support in the implementation of quality management. This research deals with the development of a computer support system for performance evaluation of quality management and its application to a real world problem. It, first, investigates existing performance evaluation methods and classifies them into three styles. A number of key factors for designing computer support systems are then elicited by analyzing the characteristics of the existing methods in terms of the requirements needed for a successful evaluation tool. The computer support system is designed by incorporating the key factors in the system design process and it is implemented as a network version. Finally, a case study is performed in order to verify the proposed support system. The pros and cons of the system are also discussed.

• International conference on construction engineering and project management
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• 2009.05a
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• pp.1088-1093
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• 2009

To improve construction productivity and quality, and to make the construction environment safe, a new system, Robot-based Construction Automation (RCA), is currently being developed in Korea. To determine whether RCA is an improvement over traditional construction methods (TCMs), an evaluation method, called the Performance Evaluation Index (PEI), is suggested for RCA. The PEI considers the relationships among the factors influencing the performance of the system obtained using the Delphi method and the analytic hierarchy process (AHP). As the evaluation shows, RCA is much better than TCM except for three factors: the rate of work success, quality improvement by learning experience, and construction duration.

• Tunnel and Underground Space
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• v.25 no.1
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• pp.86-96
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• 2015

In this study, the performance-based evaluation factors for rock slopes have been deducted using Delphi-method. Validity of the result was verified through factor analysis. Performance of rock slope is classified as soundness, stability and durability. Through the Delphi survey, 17 factors including discontinuity orientation are deducted for soundness, 4 factors and 3 factors are selected for stability and durability, respectively. Validation is conducted using Exploratory Factor Analysis (EFA) for 24 factors, and all factors are found to be valid. As a result of Exploratory Factor Analysis (EFA), 3-types of performance were subdivided into internal soundness, external soundness, risk, damage and durability of slopes and protection (reinforcement) facilities.

• Culinary science and hospitality research
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• v.12 no.2 s.29
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• pp.106-120
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• 2006

This study aimed to analyze the effects of handbills from the food-service industry on the marketing performance. In this study, an independent variable was one of the evaluation factors of handbills while performance variables were general satisfaction of handbills and repurchase intention. For the analysis methods, frequency analysis, descriptive statistics, factor analysis and multiple regression analysis were performed with SPSS 12.0. As a result of analyses, it was revealed that general satisfaction of handbills by advertisement evaluation factors was partly significant. Second, it was found that a product purchase intention by advertisement evaluation factors was not mostly influential. Even though the findings of this study, it is expected that this study, which attempted an exploratory study on handbills of the food-service industry, will be used for future advertisement analyses of the food-service industry and as basic information on the advertisement effect.

• Proceedings of the Korean Institute of Navigation and Port Research Conference
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• 1992.04a
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• pp.21-43
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• 1992

The recently-developed automated vessels require a system which evaluates the operating condition of the ship at present position form weather information as well as sensors; forecasts the operation condition the sea state to come in foreseeable future ; and suggests the optimum course and speed for ship's sa-fety. According to a study deck wetness propeller racing slamming rolling vertical acceleration lateral acce-leartion vertical bending moment at midship etc. were chosen as the factors for evaluating seakeeping per-formance. As a mater of fact there is no developing the hardware of a system which could consider all the factors onseakeeping performance. This study introduces a theoretical method which makes it possible to evaluate the seakeeping perfor-mance byapplying a theory from reliability engineering and thereby establishing a safety space. lation of stochastic processes with the factors presently adopted for evaluating sekakeeping performance. and develops the overall eseakeeping performance evaluation system in consideration of the safety of human being cargoes and the ship This method of evaluation shall be of much use in developing the practical system of seakeeping perfor-mance of a ship in waves.

• Journal of the Korea Safety Management & Science
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• v.9 no.4
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• pp.49-56
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• 2007

It is known that human factors account for 80 percent of all railway accidents. To reduce human errors must be the most efficient shortcut to railway safety. For public transportation employees like railway, the more delicate safety management should be executed in individual level. However, there are rarely efforts to improve safety performance of workers who are the subject operating the railway system. This paper develops a hierarchy model to evaluate the human safety performance in railway industry. To evaluate the model, AHP (Analytic Hierarchy Process) methodology is adopted. The hierarchy model is composed of four levels which are objective, two criteria, specific factors of criteria, and rating scales. In addition, since employees for evaluation are over 10, the pairwise comparisons for rating scales are carried out by the absolute measurement. We explore the applicability of AHP to the performance evaluation of railway safety workers by an example and also investigate the changes of alternatives that are railway employees according to the changes of human characteristic which is one of criteria.

• Proceedings of the Korean Operations and Management Science Society Conference
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• 2004.05a
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• pp.163-166
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• 2004

This paper proposes decomposition-based approach for developing the evaluation factors of performance measures and designing performance measures in manufacturing system. In this paper, the evaluation factors are designed by design decomposition approach and the design process of performance measures is based on the manufacturing system design decomposition.