• Journal of Global Scholars of Marketing Science
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• v.17 no.4
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• pp.23-49
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• 2007

Salespeople act at the point of MOT with customers and deliver the enterprise's message to the customers. They build up relationships with customers as well as deliver the customer's message to the enterprise. The salespeople's activity at the point of MOT with the customers and the degree of satisfaction of the customers' needs will affect the customers' attitude toward the enterprise, brand loyalty, and retention intention. Ultimately, it will influence the enterprise's financial performance. The control of salespe1ople is one of the most interesting topics of marketing. This research investigates the relationships of the control types over salespeople(positive/negative outcome control, positive/negative behavior control) and job satisfaction and their mediating variables. The mediating variables in the relationships have been identified as outcome/behavior-related role clarity and self-efficacy. The purpose of this study is more specifically as follows: First, it investigate how the perception of salespeople control types affect role-clarity. Second, it examines how the perception of salespeople control types influence self-efficacy. Third, it investigate the mediating role of role-clarity between the perception of salespeople control types and self-efficacy. Fourth, it investigates how role-clarity affect self-efficacy and job satisfaction. Finally, it will investigates how self-efficacy influences job satisfaction. Data were collected from the pharmaceutical industry salespeople and analyzed by SPSS 12.0 and AMOS　6.0. The data were collected by 400 respondents and 377 valid questionnaires were analyzed. The results are summarized as follows: First, positive/negative outcome controls had a positive relationship with outcome-related role clarity. Also positive behavior control had a positive effect on behavior-related role clarity, but negative behavior control didn't influence behavior-related role clarity. Second, positive outcome control influenced self-efficacy positively, but positive behavior control didn't have a positive effect on self-efficacy. In addition negative outcome control and negative behavior control had a positive effect on self-efficacy due to the mediating role of outcome-related and behavior-related role clarity. Third, outcome-related role clarity and behavior-related role clarity influenced self-efficacy positively. Behavior-related role clarity had a positive effect on job satisfaction, but outcome-related role clarity didn't influence job satisfaction. Finally, self-efficacy didn't have any effect on job satisfaction. The contributions of this study are as follows: First, existing studies have investigated the direct causal relationship between salespeoples' control type and performance, but this study investigates the structural causality between salespeoples' control types, responses, and performances. Second, this study found the mediating role of outcome-related/behavior-related role-clarity between outcome/behavior control and self-efficacy. Finally, the findings of this study further insight to existing studies on the relationship between job satisfaction and self-efficacy. The confidence of salespeoples' task influenced job satisfaction positively in existing articles,field studies, but the relationship between these two variables was not significant in this study. This means that there can be a different relationship between confidence and job satisfaction according to salespeoples' business. That is, the business environment may not be satisfying, even if the salespeople say that they have ability and confidence about their business. This means that able salespeople who have ability and confidence about their business are not satisfied with their job advancement in the company. Therefore, enterprise need to provide training that can establish a business environment that can satisfy the salespeole's expectation level which will secure good salespeople. This study may have limitation when applied to future studies. First,in this study as with existing studies it investigates the control level that salespeople feel is being measured. Actuality, the control level that a manager enforces and the control level that salespeople perceive when one is late can be different. There is need to measure lateness from both the perspective of the manager and salespeople should be done to supplement this study in the future Second, this study used variables that were connected with action result but salespeople's job satisfaction is due to the result of control. But, focusing on result of control can provide a more important financial result than sales performance. This study is also limited in that it did not consider financial result by result of control. Further studies on this will need to be done in the future. Third, this study may have a further limitation,because the investigation was restricted to pharmaceutical salespeople selling to hospitals. It is necessary to execute investigations in various industries to increase the generalization of the study findings Fourth, in this study, role clarity and self-efficacy by response variable for control and considered job satisfaction by outcome variable of control was considered. But, can other variables be considered beside response variable and result variable for control? For example, can financial affairs and change of post by outcome variable along with business stress by response variable for control be considered? Therefore, future studies need to consider various control variables. Finally, there is limited supporting research in the field of marketing which restricts the generalization of the study finding along with collecting material through random sampling of a limited size. This research summarizes the research in this area, the difference from the previous research, and provides a discussion of its limitations and the need and direction for further future research.

• Journal of Korean Academy of Fundamentals of Nursing
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• v.6 no.2
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• pp.320-330
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• 1999

Nursing, a behavior of caring, means a connection of patients and clients has done through the caring of clients. Nurses are always with patients. In fact, caring is very important and the core of nursing, the true meaning of caring was embedded in our custom and consciousness before the approach of academic research. As a result, the existence of caring has not seen and revealed. Therefore, there is a need to study and confirm that caring has been placed in nursing and, nurses are doing caring in practice. The purpose of this study is to present the basis of nursing theory and practice through careful analysis of presence being, an aspect of caring. The presence of nurse shows a personal and healing relationship between nurses and patients on the basis of the respect for the humanity, Also, the role of nurses is to help a patient to integrate one's physical, mental and spritual aspects. Thanks to role of nurse, the pratical nursing has the characteristic of art and becomes more aesthetic and artistic. As we have seen above, we define 'presence' as 'being there' and 'being with' a patient for the purpose of meeting the health care needs. The attributes for which presence would be most appropriate would include the following : (1) being with and being together (2) take attention (3) mutual openness (4) experience an empathy (5) have an intention (6) therapeutic interaction process A caring situation as a necessary condition must be presupposed and the factors in that situation are the nurse's intense attention to the patient and a humanistic philosophy of the institutions of the patient. In any nursing intervention skill, there is listening, touching, giving hope, reassurancing, comforting and so on ; as a result, some positive effects can be expected between nurse and patient.

• International Commerce and Information Review
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• v.18 no.3
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• pp.227-248
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• 2016

World aviation market has been expanded every year caused by improvement of economic level quality of individual life, increase of the development of tourist industry. Aviation companies have compete to develpe the service program for the maintaining of sustainable choice by customer and develop the market share. This study aims to suggest customer service strategy which is based on the relations between satisfaction by providing a differentiated service quality. This paper is focusing on the investigation with the mediating role of commitments on customer satisfaction in Aviation company. For this purpose, we do literature reviews, develop research model and conduct an empirical research. The literature review covers theoretical discussion on customer satisfaction and core variables for hypothesis setting. This analysis shows the airline service factors have a positive effect on the customers' satisfaction and re-choice intention. And it is necessary to improve airlines' systematic management and strategic development on airline service factors for better airlines' customer service.

• Journal of the Korean Society of Clothing and Textiles
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• v.37 no.7
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• pp.922-934
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• 2013

This study investigates the motivations to purchase luxury brands by examining how individual characteristics (need for uniqueness, self-monitoring, and vanity) influence affective luxury brand attitudes and purchase intentions through two social function attitudes (self-expression attitude and self-presentation attitude) based on the functional theory of attitudes. On-line surveys were implemented and 314 consumers between the ages of 20 and 50 were recruited. Using SPSS 18.0 and AMOS 18.0, confirmatory factor analysis for measurements and structural equation modeling analysis for hypotheses testing were implemented. The results show that the need for uniqueness and self-monitoring by consumers have positive influences on self-expression and self-presentation attitudes toward luxury brands, respectively. The results indicate that the need by consumers for uniqueness motivates a self-expression attitude toward luxury brands and that the trait of self-monitoring motivates a self-presentation attitude toward luxury brands. Consumer vanity also positively influences both social function attitudes toward luxury brands. Self-expression and self-presentation attitudes toward luxury brands have positive influences on luxury brand purchase intentions through an affective attitude that facilitates a mediating role between two social function attitudes and the purchase intentions of consumers. This research contributes to a deeper understanding of the formation process of Korean consumers' purchase intentions for luxury brands and the literature on the role of related variables (need for uniqueness, self-monitoring, vanity, self-expression, self-presentation, affective attitude, and purchase intention). The findings provide a theoretical background to launch a cross-cultural study. The conclusion discusses the practical implications and limitations.

• School Mathematics
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• v.17 no.4
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• pp.555-570
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• 2015

General and subject guideline for new curriculum are confirmed and plan to announced on September 2015. The development of instructional materials according to them will proceed. Because textbooks have the role and function to determine and control the direction and scope of teaching and learning, Textbook plays a very important role in the situation where teachers and students meet. Thus we get a significant effect depending on the structure of textbook. In this study, we analyzed differences of detail learning content according to high school textbooks focused on utilizing of definite integral. After creating the questionnaire based on it, The survey was conducted targeting for 369 high school mathematics teachers belong to 14 education offices of cities and provinces are polled out by accidental sampling method. Analyzing the results of the survey, We searched various teaching and learning method that arise due to differences of detail learning content according to high school textbooks and thereby it explored the impact on students' mathematics learning. Through this, Our intention is to offer implication about the structure of textbook detail learning contents and to derive the improvements about textbook compilation system.

• Architectural research
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• v.16 no.2
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• pp.37-44
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• 2014

Utilizing spaces for awareness could be superficially noble. However, the typology of spaces played an important role in addressing the awareness of translating the messages through tangible forms, which in this context are sculptures. Assuring the efficacy of the typology of the spaces that is compatible with the content is important to ensure its timelessness to the dynamic demographical change of viewers. Therefore, the study proposes an investigation of the efficacy of typology of public urban space; garden that accommodates memorial sculptures. The study intends to analyze the features and flaws of ASEAN Sculpture Garden, as a mediatory role of ASEAN in instilling awareness of unity between ASEAN members to the public. The objective of the study is to analyze the efficacy of the garden to accommodate the rich memorial sculptures. The body of the research is formed by theoretical and case study research. It is projected by three methods; archival research, semi structured interviews and site documentation; direct observations and site visit. The qualitative data then will be analysed using Actor Network theory, keyword coding and site findings. Findings showed that as the main objective of the garden is to exhibit the sculptures, it could be summed up that it has failed to meet the apparent intention based on the site analysis conducted by the researcher. The typology of the space should be able to communicate the project's aims continuously rather than serving the function temporarily. The variables, which are space and time factors are debatable, as the neighboring tourist spot, National Monument residing the wide square managed to attract public attention due to its great efficacy of typological space regardless the time factor. As a conclusion, the typology of space is a huge factor to ensure the park's success.

• The Journal of the Korea Contents Association
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• v.15 no.4
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• pp.139-152
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• 2015

One of the most latest trends in today's marketing practice is to create branded contents for interacting with online consumers. Marketers are increasingly adopting behind-the-scene contents which disclose a brand's backstage information in their contents marketing efforts. The current study conceptualizes this behind-the-scene storytelling based on dramaturgical theory and investigates its impacts on consumer responses. The study also examines how consumers advertising skepticism level would influence on the evaluation of branded contents. In addition, the moderating role of advertising skepticism in evaluating brand's backstage information is investigated. The findings suggests that consumers who are exposed to brand's backstage indicate greater information attitude, brand attitude, and purchase intention than those who are not exposed to brand's backstage. Also consumers who have lower advertising skepticism evaluated branded contents more positively than high ad skepticism consumers. Lastly, the moderating role of advertising skepticism on the impact of brand's backstage disclosure is reported.

• Strategy21
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• s.42
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• pp.224-257
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• 2017

As the Trump administration withdraws the Paris Climate Agreement and shows its antipathy toward free trade, the U.S.'s soft power is most likely to weaken and its behaviors could be perceived as acts to surrender the U.S. hegemonic leadership in the world stage. Hegemonic stability theory notes that the existence of a hegemonic power contributes to international stability in the sense that it provides international public goods. A lack of the U.S's leadership in international politics, however, could be recognized as its denial of a hegemonic status. Is it intentional or accidental? The U.S's denial of hegemonic roles is the byproduct of the Trump administration's "American First" policy, not the showcase of its intention to transit hegemony to others. What is noteworthy is that China targets a niche market of hegemony as the U.S. denies its roles as the international leader. Put it another way, China attempts to ride hegemony for free when the U.S. denies its hegemonic roles accidentally. Faced with a niche market of hegemony, China has begun to accelerate its national strategy to make "Chinese Dream" come true. To that end, China promised again to keep the Paris Climate Agreement and attempts to play more active its roles in Shanghai Cooperation Organization(SCO), Asia Infra Investment Bank(AIIB), and "One Belt, One Road". Despite all these efforts, the U.S. is most likely to withdraw its denial of hegemony any time soon. The U.S's resumption of Freedom of Navigation Operations(FONOPs) could be a precursor of the return to a hegemonic power's willingness. In this vein, it is noteworthy that the South China Sea serves as a quasi-war zone for hegemonic conflict.

• Korean Journal of Construction Engineering and Management
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• v.12 no.1
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• pp.97-106
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• 2011

Construction Management is the overall management of the project as construction manager and the owner are united together. Construction manager's role is to conduct the overall or partial construction administration in the 'design, bid, build' process, in the owner's interests with maintaining technical neutrality. Construction manager is becoming one of new professionals in the building process and the contract defines their roles and the range of services, so high level of ethnics are required. This study suggests the legal status of the construction manager and the ethnic standards and the ethnic's characteristics. In conclusion, firstly, the legal characteristics of the administration of construction management are the delegations contract, the responsibility of negligence and the duty of due diligence, abided by the contract that ties between the owner and the construction manger. Secondly, the administerial characteristics of the construction management are the role of mediator, the service of professional technology, accountability to the owner and publicness. Thirdly, due to these characteristics, as a professional, the standard of ethnic assessment for the construction project manager are intention, act and result, so with the relation to that, morality, deontology and consequentialism have been suggested in this study.

• Informatization Policy
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• v.17 no.2
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• pp.68-85
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• 2010

This study extends the privacy calculus model to investigate the role of information transparency in influencing individual decision making on information disclosure. The proposed model integrates perceived usefulness and ease of use as benefit-side factors and information privacy risk as a risk-side factor accompanying information disclosure, and theorizes the effects of information transparency on the factors. The research model was tested using data gathered from 163 respondents through an online survey method. Results suggest that users'perception of information transparency not only increases the perceived benefits from the online site but also mitigates the risk related with information disclosure, resulting in higher intention to provide personal information to the site. Further, we find that online firms may improve users' perception of information transparency by providing explanation on why particular personal information is required and how it will be used.