• Asia Marketing Journal
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• 제16권2호
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• pp.1-14
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• 2014

This study applies the job-demands resource (JD-R) model to investigate the interactive effect of job demands and job resources in predicting the development of service employee work engagement and customer-oriented attitude. This paper proposed a theoretical model that suggests that the service employee's work engagement is the consequence of the employee's perceived support from the organization and its customers (customer participation) and leads to a customer-oriented attitude. However, the effect of organizational support is somewhat hindered by job insecurity, demonstrating the inability of an organizationally provided job resource to overcome the job demand of job insecurity. As a type of job demand from customer's perspective, customer crowding is suggested as a negative moderator in the link between customer participation and work engagement. As such, this article proposes how different elements of a service employee's work environment interact to ultimately influence the service employee's customer-oriented attitude. Specifically, the current research focuses on how the negative contextual elements of job insecurity and job crowding (i.e., job demands) interact with the potentially positive elements of organizational support and customer participation (i.e., job resources), as well as with an employee's customer orientation, to ultimately develop a customer-oriented attitude. This study concludes with some propositions for potential causal relationships among key constructs that can be empirically tested in future research, as well as implications of the current study for both managers and researchers.

• 서비스연구
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• 제11권3호
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• pp.17-30
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• 2021

최근의 공유경제(Sharing Economy) 비즈니스 모델의 중요성이 부각되면서 경제활동은 단순한 상품 매매에서 벗어나 복잡한 경험체험으로 바뀌고 있고 공유숙박(Sharing Accommodation)의 모델 또한 새로운 숙박 선택모델로 자리 잡았다. 본 논문은 고객이 공유숙박서비스를 체험하는 과정에 느낀 문제점을 고찰하여 공유숙박서비스의 최적화 전략을 제시함으로써 기존의 단점을 개선하고 고객만족도를 제고하기 위한 목적으로 연구를 진행하였다. 본 연구는 Airbnb와 Tujia 두 개의 공유숙박모델을 대상으로 비교 연구를 진행하고 참고 문헌 수집과 정리를 통해 숙박 공유연구 배경을 심층 분석하였다. 고객여정도(Customer Journey Map), 페르소나(Persona), 서비스 블루프린트(Service Blueprint) 등 서비스디자인 연구방법을 활용하여 고객 수요를 파악하고 서비스의 문제점을 발견함으로써 서비스를 최적화하는 방안을 제시하고자 하였다. Kano 모델(Kano Model)과 잠재적 고객만족 개선지수(Potential Customer Satisfaction) 등의 연구방법으로 검증한 후 세 가지 서비스 최적화 방안을 확정하여 서비스 시나리오(Service Scenario) 모형을 통해 최적화한 성과를 도출하였다. 본 연구의 결과는 공유숙박의 사업자 식별, 서비스 요소 개선과 보다 높은 수준의 고객 체험 제공에 도움이 되며, 더 나아가 공유숙박 시장의 건전한 발전을 촉진할 것이라 확신한다.

• 경영과정보연구
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• 제12권
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• pp.17-35
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• 2003

In the customer-centered era, financial institutions have understood the importance of Customer Relationship Management(CRM), and heavily invested into building the required technology infrastructure more than ever. In a competitive environment that are changing fast, knowledge management is necessary. To know customers' needs and desire, we have to approach their environment and mind, and the method by estimating in terms of supposing or imitating. Applying customers' knowledge is effective and will come up with a stepping-stone to get rid of threatening factors by having competitiveness in a competitive environment and extending and changing the corporation. This purpose, the study has identified knowledge-oriented infra that corporations know and customer relations by conducting a poll of local corporations and have presented motives that can effectively carry out knowledge-based customer relations. To gain competitive advantage, these Institutions need to understand their customers' potential value to find out more and to recognize the significant changes of customer. Then the CRM implementation will help Financial Institutions move to more of a sales culture away from product and closer to the customer.

• 한국항공운항학회지
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• 제25권4호
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• pp.76-82
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• 2017

I studied existing research and thesis which are relating emotional labor, job-related stress, and service level to set up the structural model and potential factors that form this structural model. The result showed that emotional labor is affecting job-related stress, service delivery level and customer-oriented activities. And service delivery level is affecting customer-oriented activities under 95% confidence levels. Also from the analysis of group survey by working group, check-in agent's emotional labor is affecting on job-related stress, service delivery level and customer-oriented activities. And service level is affecting on customer-oriented activities. By the result of how emotional labor and customer-oriented activities are related, I strongly believe it contributed the study of emotional labor theory.

• 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.

• 한국콘텐츠학회논문지
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• 제12권7호
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• pp.346-357
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• 2012

본 연구는 Kano모델을 활용하여 커피전문점의 다양한 품질요인들의 속성을 소비자의 관점에서 분류하였다. 또한, 각 품질요인들이 고객만족 또는 고객불만족에 미치는 상대적 영향력을 분석하기 위해 만족계수와 불만족계수를 산출하였다. 아울러, Kano모델의 한계점을 보완하고 품질요소들에 대한 커피전문점의 품질개선 여지를 파악하기 위해 잠재적 고객만족개선지수(PCSI Index)를 제시하였다. 분석결과, 매력적 품질요소에는 저렴한 가격, 실내인테리어의 고급스러움, 테이블과 의자의 편안함, 무선인터넷 사용의 편리성이 포함되는 것으로 나타났다. 한편, 일원적 품질요소로는 매장의 청결 및 위생, 가격 대비 품질인 것으로 나타났다. 잠재적 고객만족개선지수(PCSI Index)를 산출하기 위해 카페베네와 스타벅스의 만족도를 분석한 결과, 저렴한 가격, 가격 대비 품질 등에서 고객만족 개선 여지가 높은 것으로 나타났다. 본 연구결과는 커피전문점 경영에 있어서 고객만족과 향후 경쟁력 확보를 위해 우선적으로 관심을 두고 개선해야 할 품질요소가 무엇인지에 대한 시사점을 제공해 준다는 점에서 의의를 찾을 수 있다.

• 한국경영과학회:학술대회논문집
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• 대한산업공학회/한국경영과학회 2002년도 춘계공동학술대회
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• pp.306-311
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• 2002

This paper propose a personalized defection detection and prevention procedure based on the observation that potential defectors have tendency to take a couple of months or weeks. For this purpose, possible states of customer behavior are determined from past behavior data using SOM (Self-Organizing Map). For the evaluation of the proposed procedure, a case study has been conducted for a Korean online game site. The result demonstestes that the proposed procedure can assist defection prevention effectively and detect potential defectors without deterioration of prediction accuracy comparison to prediction by MLP. Our procedure can be applied to various service industries that can capture fluent customer behavior data such as telecommunications, internet access services, and content services, too.

• 산업경영시스템학회지
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• 제32권2호
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• pp.66-75
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• 2009

As the population of the silver generation is increasing, the importance and effects of the market for the silver generation are also growing. We segments the categories of the silver generation into six sub-segments using based on the factors like life style, life stage, or performing role from the point of view in communication industry. After segmenting those categories, we observed the experience of each segmented group in detail. Likewise, we executed both FGD(Focused Group Discussion) and participants' observations together to effectively collect the expressed and/or potential needs. Customer's experience was collected along the touch points and customer corridors after dividing the customer's experience world into two groups; communication styles in usual life (life log) and direct contact channels. The effects of delivering an affirmative customer's experience would be empowered by eliminating negative experiences or complementing affirmative experiences. For this purpose, this paper presents the improvement points for the better customer's experience based on the observed customer's experience. This paper presented a sample way of customer-centric approach to design the services or products in the communication industry. In addition to that, the analyzed results of this paper will be useful to find out an effective approach to the market of silver generation.

• 산업경영시스템학회지
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• 제42권3호
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• pp.176-183
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• 2019

The environmental changes in the Korean cosmetic medical service industry in the $21^{st}$ century are forming intense competition among medical institutions due to the quantitative expansion of its market. For stable growth of the cosmetic medical service industry, continuous quality improvement is necessary based on empirical research on the quality of cosmetic medical services rather than external expansion. The purpose of this study is to classify the quality attributes of cosmetic medical service using Kano model and to derive the degree of satisfaction and dissatisfaction of each quality attributes through Customer Satisfaction Coefficient (CSC). Through this, the study identified strategic priorities and suggested specific step-by-step approaches and quality improvement priorities that can increase customer satisfaction using the Potential Customer Satisfaction Improvement Index (PCSI Index). Based on SERVPERF, this study used measurement tools consisting of five dimensions : tangibles, reliability, responsiveness, assurance, and empathy. In addition, it was used of measurement items reconstructed into positive, negative, and satisfaction questions for Kano model analysis, CSC analysis, and PCSI Index analysis. A total of 300 medical consumers who experienced cosmetic medical services for the past one year in medical institutions such as plastic surgery and dermatology were collected with convenient sampling. As a result, urgent items for improving the quality of service using the PCSI Index, 'Consideration for customer benefits' in empathy category was followed by 'Immediate help' and 'Sincere response' in responsiveness category, and 'Understanding customer needs' in empathy category, respectively. That is, it is required to improve human service quality attributes such as empathy and responsiveness rather than physical service quality attributes. This study contributes practically in that it provides specific and discriminatory approaches to improve customer satisfaction on cosmetic medical service quality and suggests improvement priorities.

• 산업경영시스템학회지
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• 제42권2호
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• pp.69-77
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• 2019

As information technology advances, the penetration of smart devices connected to the Internet, such as smart phone and tablet PC, has rapidly expanded, and as sensor prices have fallen the Internet of Things has begun to be introduced in the industry. Today's industry is rapidly changing and evolving, requiring companies to respond to the new paradigm of business. In this situation, companies need to actively manage and maintain customer relationships in order to acquire loyal customers who bring them a high return. The purpose of this study is to suggest a method to manage customer relationship using real time IoT data including IoT product usage data, customer characteristics and transaction data. This study proposes a method of segmenting customers through RFM analysis and transition index analysis. In addition, a real-time monitoring through control charts is used to identify abnormalities in product use and suggest ways of differentiating marketing for each group. In the study, 44 samples were classified as 9 churn customers, 10 potential customers, and 25 active customers. This study suggested ways to induce active customers by providing after-sales benefit for product reuse to a group of churn customers and to promote the advantages or necessity of using the product by setting the goal of increasing the frequency of use to a group of potential customers. Finally, since the active customer group is a loyal customer, this study proposed an one-on-one marketing to improve product satisfaction.