• Title/Summary/Keyword: Process selection

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Eye Tracking Analysis for High School Students' Learning Styles in the Process of Solving on Earth Science I (지구과학 I 문제 해결 과정에서 나타난 학습유형에 따른 고등학생의 시선 추적 분석)

  • An, Young-Kyun;Kim, Hyoungbum
    • Journal of the Korean Society of Earth Science Education
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    • v.10 no.1
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    • pp.50-61
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    • 2017
  • The purpose of this study is to analysis eye tracking for high school students' learning styles in the process of solving in the behavioral domains of the College Scholastic Ability Test on Earth Science I. The subjects of this study were 50 students from two classes out of 4 classes in E high school in Chungcheong province. Among them, we conducted experiments by randomly sampling 2 students of each type of learning based on the criteria that they had not encountered the problem of Earth Science I from the past two years. The findings indicate that the item correctness rate of divergers, assimilators, convergers, and accommodators were higher in the knowledge domain, application domain, knowledge-understanding domain, and understanding domain. This confirms that there is a difference among the four learning styles in the level of achievement according to the behavioral areas of the assessment questions. The latter finding was that the high eye-share of AOI 2 appeared higher than AOI 1, 3, 4 in the course of solving the problems. This is because the four types of learners pay more careful attention to the AOI 2 area, which is the cue-or-information area of problem solving, that is, the Table, Figure, and Graph area. Therefore, in order to secure the fairness and objectivity of the selection, it is necessary that an equal number of questions of each behavioral domain be selected on the Earth Science I Test of the College Scholastic Ability Test in general. Besides, it seems to be necessary that the knowledge, understanding, application, and the behavior area of the inquiry be highly correlated with the AOI 2 area in development of test questions.

A Study on Users' Resistance toward ERP in the Pre-adoption Context (ERP 도입 전 구성원의 저항)

  • Park, Jae-Sung;Cho, Yong-Soo;Koh, Joon
    • Asia pacific journal of information systems
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    • v.19 no.4
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    • pp.77-100
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    • 2009
  • Information Systems (IS) is an essential tool for any organizations. The last decade has seen an increasing body of knowledge on IS usage. Yet, IS often fails because of its misuse or non-use. In general, decisions regarding the selection of a system, which involve the evaluation of many IS vendors and an enormous initial investment, are made not through the consensus of employees but through the top-down decision making by top managers. In situations where the selected system does not satisfy the needs of the employees, the forced use of the selected IS will only result in their resistance to it. Many organizations have been either integrating dispersed legacy systems such as archipelago or adopting a new ERP (Enterprise Resource Planning) system to enhance employee efficiency. This study examines user resistance prior to the adoption of the selected IS or ERP system. As such, this study identifies the importance of managing organizational resistance that may appear in the pre-adoption context of an integrated IS or ERP system, explores key factors influencing user resistance, and investigates how prior experience with other integrated IS or ERP systems may change the relationship between the affecting factors and user resistance. This study focuses on organizational members' resistance and the affecting factors in the pre-adoption context of an integrated IS or ERP system rather than in the context of an ERP adoption itself or ERP post-adoption. Based on prior literature, this study proposes a research model that considers six key variables, including perceived benefit, system complexity, fitness with existing tasks, attitude toward change, the psychological reactance trait, and perceived IT competence. They are considered as independent variables affecting user resistance toward an integrated IS or ERP system. This study also introduces the concept of prior experience (i.e., whether a user has prior experience with an integrated IS or ERP system) as a moderating variable to examine the impact of perceived benefit and attitude toward change in user resistance. As such, we propose eight hypotheses with respect to the model. For the empirical validation of the hypotheses, we developed relevant instruments for each research variable based on prior literature and surveyed 95 professional researchers and the administrative staff of the Korea Photonics Technology Institute (KOPTI). We examined the organizational characteristics of KOPTI, the reasons behind their adoption of an ERP system, process changes caused by the introduction of the system, and employees' resistance/attitude toward the system at the time of the introduction. The results of the multiple regression analysis suggest that, among the six variables, perceived benefit, complexity, attitude toward change, and the psychological reactance trait significantly influence user resistance. These results further suggest that top management should manage the psychological states of their employees in order to minimize their resistance to the forced IS, even in the new system pre-adoption context. In addition, the moderating variable-prior experience was found to change the strength of the relationship between attitude toward change and system resistance. That is, the effect of attitude toward change in user resistance was significantly stronger in those with prior experience than those with no prior experience. This result implies that those with prior experience should be identified and provided with some type of attitude training or change management programs to minimize their resistance to the adoption of a system. This study contributes to the IS field by providing practical implications for IS practitioners. This study identifies system resistance stimuli of users, focusing on the pre-adoption context in a forced ERP system environment. We have empirically validated the proposed research model by examining several significant factors affecting user resistance against the adoption of an ERP system. In particular, we find a clear and significant role of the moderating variable, prior ERP usage experience, in the relationship between the affecting factors and user resistance. The results of the study suggest the importance of appropriately managing the factors that affect user resistance in organizations that plan to introduce a new ERP system or integrate legacy systems. Moreover, this study offers to practitioners several specific strategies (in particular, the categorization of users by their prior usage experience) for alleviating the resistant behaviors of users in the process of the ERP adoption before a system becomes available to them. Despite the valuable contributions of this study, there are also some limitations which will be discussed in this paper to make the study more complete and consistent.

Development of SNP Molecular Markers Related to Seed-hair Characteristic Based on EST Sequences in Carrot (당근 EST 염기서열을 이용한 종자모 형질 관련 SNP 분자표지 개발)

  • Oh, Gyu-Dong;Shim, Eun-Jo;Jun, Sang-Jin;Park, Young-Doo
    • Horticultural Science & Technology
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    • v.31 no.1
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    • pp.80-88
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    • 2013
  • Carrot (Daucus carota L. var. sativa) is one of the most extensively used vegetable crops in the world and a significant source of nutrient because of its high content of ${\beta}$-carotene, well known as the precursor of vitamin A carotenoid. However, seed-hairs generated and elongated from the epidermal cell of seeds inhibit absorption and germination by various factors such as carotol and so on. Accordingly, mechanical hair removal process is essential before commercialization of carrot seeds. Because of this process, producers will have additional losses such as time consuming, manpower, capital and so on. Furthermore, physical damage of seeds causes irregular germination rate. To overcome such cumbersome weaknesses, new breeding program for developing hairless-seed carrot cultivar has been needed and studies for molecular markers related to seed-hair characteristic is needed for a new breeding program. Therefore, in this study, cDNA libraries from seeds of short-hair seed phenotype CT-SMR 616 OP 659-1 line, hairy-seed phenotype CT-SMR 616 OP 677-14 line and short-hair seed phenotype CT-ATR 615 OP 666-13 line, hairy-seed phenotype CT-ATR 615 OP 671-9 were constructed, respectively. Furthermore, 1,248 ESTs in each line, total 4,992 ESTs were sequenced. As a result, 19 SNP sites and 14 SNP sites in each of 2 combinations were confirmed by analyzing these EST sequences from short-hair and hairy-seed lines. Then we designed SNP primer sets from EST sequences of SNP sites for high resolution melting (HRM) analysis. Designed HRM primers were analyzed using hairy seed phenotype CT-SMR 616 OP 1040 line and short-hair seed phenotype CT-SMR 616 OP 1024, 1025, 1026 lines. One set of HRM primers showed specific difference between the melting curves of hairy and short-hair seed phenotype lines. Based on this result, allele-specific (AS) PCR primers were designed for easier selection between hairy-seed carrot and hairless seed carrot. These results of HRM and AS-PCR are expected to be useful in breeding of hairless seed carrot cultivar as a molecular marker.

Basic Study for Selection of Factors Constituents of User Satisfaction for Micro Electric Vehicles (초소형전기차 사용자만족도 구성요인 선정을 위한 기반연구)

  • Jin, Eunju;Seo, Imki;Kim, Jongmin;Park, Jejin
    • KSCE Journal of Civil and Environmental Engineering Research
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    • v.41 no.5
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    • pp.581-589
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    • 2021
  • With the recent increase in the introduction of micro-electric vehicles in Korea, interest in micro-electric vehicle user satisfaction is increasing to revitalize related markets. In this paper, a basic study was conducted on the development of public services using micro-electric vehicle based on the constituent factors of user satisfaction. The survey includes: ① 'Analytic Hierarchy Process (AHP) for selecting the priority factors of user satisfaction of micro-electric vehicles', ② 'A survey of micro-electric vehicles image' to collect data in advance for providing users' preferences and transportation services for micro-electric vehicles, ③ In order to investigate the user satisfaction level of users who actually operated micro-electric vehicles, the order of 'user satisfaction survey of micro-electric vehicle drivers' was conducted. In the Analytic Hierarchy Process (AHP) analysis, it was found that users regarded as important in the order of 'user utilization data', 'vehicle movement data', and 'charging service data'. In the micro-electric vehicle image survey, users perceived micro-electric vehicles more positively in terms of "safety", 'durability', 'Ride comfort', 'design', 'MOOE (Maintenance and other operating expense)', and 'environment-friendly' when comparing micro-electric vehicles with electric motorcycles. In the survey on the user satisfaction of micro-electric vehicle drivers, the use of micro-electric vehicle did not directly affect work performance efficiency, and there was an experience of being disadvantaged on the road due to the size of the micro-electric vehicle, and driving in a cluster of micro-electric vehicle for outdoor advertisements. The city's public relations effect was great, but it was concerned about safety. In the future, based on the results of this study, we plan to build a user satisfaction structural equation model, preemptively discover feedback R&D for micro-electric vehicle utilization services in the public field, and actively seek to discover new public mobility support services.

Review on the Implementation Process and Achievement of ICH Safeguarding System (무형문화재 보호제도의 이행과정과 그 성과에 관한 검토)

  • Lee, Jae Phil
    • Korean Journal of Heritage: History & Science
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    • v.44 no.4
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    • pp.18-41
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    • 2011
  • The Safeguarding of Intangible Cultural Heritage in Korea has begun since1962 when the Cultural Properties Protection Act was established. Korean ICH Safeguarding system is initially derived from Cultural Properties Protection Act in Japan. Japan has started Important ICH Designation System in 1954 to concede the skills and artistic talents holders, thus it could implement the multilateral system management for adopting different ICH protection systems such as Important Intangible Folklore Properties, Selection and Preservation Techniques, and Documenting Records. However, Korea has solely adopted Important ICH Designation System since Cultural Properties Protection Act was introduced. Korean ICH Safeguarding System represented by the Certification System of ICH Skill Holders is to ensure skills and artistic holders who perform the elements of Intangible Cultural Heritage, and manage the safeguarding of intangible cultural heritage in order to let the skills and artistic holders instruct inheritors. As a result, it could build up the internal foundation for the diffusion of inheritors and established the related organizations. However, the inheritor-centered protection system has caused many problems as it is being lasted for more than fifty years. Fragmented designation measures, the cultural power of skill holders, and the research and evaluation methods have pointed out the difficulties of safeguarding and preservation measures of ICH. Moreover,the legitimacy of safeguarding system related in the authenticity of transmission in ICH has emerged to review the safeguarding system of ICH with diverse viewpoints. Therefore, this paper will review the implementation process and achievement of ICH safeguarding system to examine the problem and causes of the safeguarding system. The conference records of Cultural Property Association and articles of cultural properties policies directors, Cultural Property Association members, and professional experts are being used for the initial materials of this paper, and it is examined for the contents of designation system of Important Cultural Heritage, rather than overall cases. Thus such problems the limitation of expansion in ICH lists as inheritor-centered designation system, hierarchical and exclusive transmission system, inappropriate concept of archetype as the principle of ICH transmission are derived from the root of Important ICH designation system. Thus this paper demonstrates that this system must be revised for the expansion of ICH safeguarding system in Korea and points out multilateral protection system should be established as well as Certification System of Important ICH skill holders.

Knowledge Extraction Methodology and Framework from Wikipedia Articles for Construction of Knowledge-Base (지식베이스 구축을 위한 한국어 위키피디아의 학습 기반 지식추출 방법론 및 플랫폼 연구)

  • Kim, JaeHun;Lee, Myungjin
    • Journal of Intelligence and Information Systems
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    • v.25 no.1
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    • pp.43-61
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    • 2019
  • Development of technologies in artificial intelligence has been rapidly increasing with the Fourth Industrial Revolution, and researches related to AI have been actively conducted in a variety of fields such as autonomous vehicles, natural language processing, and robotics. These researches have been focused on solving cognitive problems such as learning and problem solving related to human intelligence from the 1950s. The field of artificial intelligence has achieved more technological advance than ever, due to recent interest in technology and research on various algorithms. The knowledge-based system is a sub-domain of artificial intelligence, and it aims to enable artificial intelligence agents to make decisions by using machine-readable and processible knowledge constructed from complex and informal human knowledge and rules in various fields. A knowledge base is used to optimize information collection, organization, and retrieval, and recently it is used with statistical artificial intelligence such as machine learning. Recently, the purpose of the knowledge base is to express, publish, and share knowledge on the web by describing and connecting web resources such as pages and data. These knowledge bases are used for intelligent processing in various fields of artificial intelligence such as question answering system of the smart speaker. However, building a useful knowledge base is a time-consuming task and still requires a lot of effort of the experts. In recent years, many kinds of research and technologies of knowledge based artificial intelligence use DBpedia that is one of the biggest knowledge base aiming to extract structured content from the various information of Wikipedia. DBpedia contains various information extracted from Wikipedia such as a title, categories, and links, but the most useful knowledge is from infobox of Wikipedia that presents a summary of some unifying aspect created by users. These knowledge are created by the mapping rule between infobox structures and DBpedia ontology schema defined in DBpedia Extraction Framework. In this way, DBpedia can expect high reliability in terms of accuracy of knowledge by using the method of generating knowledge from semi-structured infobox data created by users. However, since only about 50% of all wiki pages contain infobox in Korean Wikipedia, DBpedia has limitations in term of knowledge scalability. This paper proposes a method to extract knowledge from text documents according to the ontology schema using machine learning. In order to demonstrate the appropriateness of this method, we explain a knowledge extraction model according to the DBpedia ontology schema by learning Wikipedia infoboxes. Our knowledge extraction model consists of three steps, document classification as ontology classes, proper sentence classification to extract triples, and value selection and transformation into RDF triple structure. The structure of Wikipedia infobox are defined as infobox templates that provide standardized information across related articles, and DBpedia ontology schema can be mapped these infobox templates. Based on these mapping relations, we classify the input document according to infobox categories which means ontology classes. After determining the classification of the input document, we classify the appropriate sentence according to attributes belonging to the classification. Finally, we extract knowledge from sentences that are classified as appropriate, and we convert knowledge into a form of triples. In order to train models, we generated training data set from Wikipedia dump using a method to add BIO tags to sentences, so we trained about 200 classes and about 2,500 relations for extracting knowledge. Furthermore, we evaluated comparative experiments of CRF and Bi-LSTM-CRF for the knowledge extraction process. Through this proposed process, it is possible to utilize structured knowledge by extracting knowledge according to the ontology schema from text documents. In addition, this methodology can significantly reduce the effort of the experts to construct instances according to the ontology schema.

Preliminary Study on the Development of a Platform for the Selection of Optimal Beach Stabilization Measures against the Beach Erosion - Centering on the Yearly Sediment Budget of Mang-Bang Beach (해역별 최적 해빈 안정화 공법 선정 Platform 개발을 위한 기초연구-맹방해변 이송모드별 년 표사수지를 중심으로)

  • Cho, Yong Jun;Kim, In Ho
    • Journal of Korean Society of Coastal and Ocean Engineers
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    • v.31 no.1
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    • pp.28-39
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    • 2019
  • In the design process of counter measures against the beach erosion, information like the main sediment transport mode and yearly net amount of longshore and cross shore transport is of great engineering value. In this rationale, we numerically analyzed the yearly sediment budget of the Mang-Bang beach which is suffering from erosion problem. For the case of cross sediment transport, Bailard's model (1981) having its roots on the Bagnold's energy model (1963) is utilized. In doing so, longshore sediment transport rate is estimated based on the assumption that longshore transport rate is determined by the available wave energy influx toward the beach. Velocity moments required for the application of Bailard's model (1981) is deduced from numerical simulation of the nonlinear shoaling process over the Mang-Bang beach of the 71 wave conditions carefully chosen from the wave records. As a wave driver, we used the consistent frequency Boussinesq Eq. by Frelich and Guza (1984). Numerical results show that contrary to the Bailard's study (1981), Irribaren NO. has non negligible influence on the velocity moments. We also proceeds to numerically simulate the yearly sediment budget of Mang-Bang beach. Numerical results show that for ${\beta}=41.6^{\circ}$, the mean orientation of Mang-Bang beach, north-westwardly moving longshore sediment is prevailing over the south-eastwardly moving sediment, the yearly amount of which is simulated to reach its maxima at $125,000m^3/m$. And the null pint where north-westwardly moving longshore sediment is balanced by the south-eastwardly moving longshore sediment is located at ${\beta}=47^{\circ}$. For the case of cross shore sediment, the sediment is gradually moving toward the shore from the April to mid October, whereas these trends are reversed by sporadically occurring energetic wind waves at the end of October and March. We also complete the littoral drift rose of the Mang-Bang beach, which shows that even though the shore line is temporarily retreated, and as a result, the orientation of Mang-Bang beach is larger than the orientation of null pont, south-eastwardly moving longshore sediment is prevailing. In a case that the orientation of Mang-Bang beach is smaller than the orientation of null pont, north-westwardly moving longshore sediment is prevailing. And these trend imply that the Mang-Bang beach is stable one, which has the self restoring capability once exposed to erosion.

The Characteristics of Traditional Representation in the Artist's Garden of the Garden Exposition seen through the Design Process (설계과정을 통해 본 정원박람회 작가정원의 전통재현 특성)

  • Lee, Song-Min;So, Hyun-Su
    • Journal of the Korean Institute of Traditional Landscape Architecture
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    • v.38 no.4
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    • pp.101-110
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    • 2020
  • This study was conducted through the analysis of literature and on-site research as a case study of 14 artists' gardens with traditional themes presented at the garden fair. With Focusing on the design process for determining traditional reproduction, the following characteristics and implications were derived by analyzing the design goals, selection of subjects for traditional reenactment, determination of methods for reproduction, and design stages of landscape components. First, the pattern of selecting traditional structures as subjects for reproduction in many artist gardens can be understood as an advantage of being suitable for narrow sites and having remarkable topic communicability. They directly delivered the design intent by adding the names of traditional structures such as Madang, Wool, Buttumak, Jangdokdae, Chuibyeong and Seokgasan. Works expressed indirectly, such as Wall, Korean Garden, Suwon, and Seoul craftsmen, have relatively weak topic communicability. There were also symbolic representations of objects to be reproduced, such as Seonbi, marginal spaces, and Pung-lyu. Second, while reproducing Hanok Madang, separate the gardens paved with grass and stone, the fortress wall of Suwon Hwaseong and the northwest Gongsimdon of the watchtower. Also the garden with a miniature version of the extraneous Yong-yeon and the garden, which was reproduced as a low decorative wall in the rest area based on Nakan-Eupseong Fortress, shows the need for a deep understanding of tradition. On the other hand, the reproducting works of choosing the location of the traditional garden, the Korean Garden showed the importance of systematic arrangement with the surrounding environment, the beauty of the space in the courtyard of Hanok, the beauty of the slowness enjoyed by the scholars and the reenactments of the Pung-lyu culture of Moonlight boating are not only imitating traditional structures but also spreading understanding of tradition to garden culture and sentiment. Third, there were many works that reconstructed the real-size traditional structure in a straightforward way in relation to design. The garden was divided into Chuibyeong and the living space was decorated with Buttumak, chimneys, and gardens, and facilities representing Gyeongbokgung Palace, Soswaewon, and Seoseokji were systemically arranged. However it recognized the importance of selecting the key design elements, constructing the elevation of the structure, and the sense of scale of the space from works that reproduced the large Suwon Hwaseong and Nakan-Eupseong in an abstract way. While there are examples gardens of Hanok yards and Bazawul, which are far from the original image among the gardens that chose the dismantling method, the Blank-space garden expressed only by a frame composed of cubes, and Seonbi's Sarangbang garden, that permeated the moonlight with many traditional structures are the positive examples. The Seoul Artisan Garden, Jikji Simche Garden and Pung-lyu Garden, which display modernly designed landscape components, need an explanation to understand the author's intention.

Water Digital Twin for High-tech Electronics Industrial Wastewater Treatment System (I): e-ASM Development and Digital Simulation Implementation (첨단 전자산업 폐수처리시설의 Water Digital Twin(I): e-ASM 모델 개발과 Digital Simulation 구현)

  • Shim, Yerim;Lee, Nahui;Jeong, Chanhyeok;Heo, SungKu;Kim, SangYoon;Nam, KiJeon;Yoo, ChangKyoo
    • Clean Technology
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    • v.28 no.1
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    • pp.63-78
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    • 2022
  • Electronics industrial wastewater treatment facilities release organic wastewaters containing high concentrations of organic pollutants and more than 20 toxic non-biodegradable pollutants. One of the major challenges of the fourth industrial revolution era for the electronics industry is how to treat electronics industrial wastewater efficiently. Therefore, it is necessary to develop an electronics industrial wastewater modeling technique that can evaluate the removal efficiency of organic pollutants, such as chemical oxygen demand (COD), total nitrogen (TN), total phosphorous (TP), and tetramethylammonium hydroxide (TMAH), by digital twinning an electronics industrial organic wastewater treatment facility in a cyber physical system (CPS). In this study, an electronics industrial wastewater activated sludge model (e-ASM) was developed based on the theoretical reaction rates for the removal mechanisms of electronics industrial wastewater considering the growth and decay of micro-organisms. The developed e-ASM can model complex biological removal mechanisms, such as the inhibition of nitrification micro-organisms by non-biodegradable organic pollutants including TMAH, as well as the oxidation, nitrification, and denitrification processes. The proposed e-ASM can be implemented as a Water Digital Twin for real electronics industrial wastewater treatment systems and be utilized for process modeling, effluent quality prediction, process selection, and design efficiency across varying influent characteristics on a CPS.

Effects of Emotional Regulation Processes on Adaptive Selling Behavior and Sales Performance

  • Kim, Joonhwan;Lee, Sungho;Shin, Dongwoo;Song, Ji-Hee
    • Asia Marketing Journal
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    • v.16 no.1
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    • pp.71-100
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    • 2014
  • While the role of emotional antecedents of effective selling behavior would be important, the issue has not been fully addressed in the sales literature. To fill this gap, we conceptualize and empirically examine the relationships among salesperson's emotional regulation processes such as emotional intelligence (EI) and emotional labor (EL), effective selling behavior, and sales performance on the basis of educational, occupational, social psychology literature and marketing literature (e.g., Henning-Thurau, Groth, Paul, and Gremler 2006; Kidwell et al. 2011; Liu et al. 2008; Mayer, Salovey, and Caruso 2008). First, salesperson's EI is defined as his or her capability that enables correct perceptions about emotional situations in sales interactions. The EI is expected to work as psychological resources for different types of EL (i.e., deep acting and surface acting) to be performed by salesperson as emotional expression strategies (e.g., Lie et al. 2008). It is, then, expected that the features of EL selected by the salesperson would lead to different levels of adaptive selling behavior (ASB) and thereby sales performance (Monaghan 2006). Further, given that salesperson's customer orientation (CO) is found to be an important correlate of ASB (Franke and Park 2006), it is expected that CO would moderate the relationship between EL and ASB (Rozell, Pettijohn, and Parker 2004). Hence, this research attempts to shed additional light on emotionally-driven (EL) as well as cognitively-driven (CO) antecedents of ASB (Frank and Park 2006). The findings of the survey research, done with 336 salespersons in insurance and financial companies, are summarized as follows. First, salespersons with a high level of EI are found to use both deep acting (regulating the emotions themselves) and surface acting (controlling only emotional expressions) in a versatile way, when implementing EL. Second, the more the salesperson performs deep acting, the more he or she shows ASB. It is, then, important for salespersons to use deep acting more frequently in the EL process in order to enhance the quality of interacting with customers through ASB. On the other hand, the salesperson's surface acting did not have a significant relationship with ASB. Moreover, CO was found to moderate the relationship between the salesperson's deep acting and ASB. That is, the context of high CO culture and individual salesperson's deep acting would synergistically make the selling efforts adaptive to customer preferences. Conceptualizing and empirically verifying the antecedent roles of important emotional constructs such as EI and EL in salesperson's effective selling behavior (ASB) and sales performance is a major theoretical contribution in the sales literature. Managerially, this research provides a deeper understanding on the nature of tasks performed by salespersons in service industries and a few guidelines for managing the sales force. First, sales organizations had better consciously assess EI capacity in the selection and nurturing processes of salespersons, given that EI can efficiently drive EL and the resulting effective selling behavior and performance. Further, the concept of EL could provide a framework to understand the salespersons' emotional experiences in depth. Especially, sales organizations may well think over how to develop deep acting capabilities of their sales representatives. In this direction, the training on deep acting strategies would be an essential task for improving effective selling behavior and performance of salespersons. This kind of training had better incorporate the perspectives of customers such that many customers can actually discern whether salespersons are doing either surface acting or deep acting. Finally, based on the synergistic effects of deep acting and CO culture, how to build and sustain CO is always an ever-important task in sales organizations. While the prior sales literature has emphasized the process and structure of highly customer-oriented sales organization, our research not only corroborates the important aspects of customer-oriented sales organization, but also adds the important dimension of competent sales representatives who can resonate with customers by deep acting for sales excellence.

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