• 통상정보연구
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• 제9권2호
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• pp.41-64
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• 2007

A life insurance industry's market is reaching a state of saturation recently, and the competition is as time goes by intense among the non-life insurance industry. Consequently, the insurance companies must grope a new source of revenue and develop a new business model for a stability growth. At the forked road, the insurance companies must group the existing and new customers in order to find the royal customers, and develop a new service with them. Accordingly, it is the time to study the advance of PB field and the royal customer management that will maintain and expand the new relations with them. Besides, the PB was the service to begin in needs of the specific group, but now it is regarded as a new source of high profit in the age of universal financial service among the financial circles. As a consequence, the PB marketing is introduced in haste, and such trend seems to be continued. Therefore, the plans that help the domestic insurance company reflect the characteristic of the insurance and expand the scope of business into the scope of property management according to the needs of customers under a universal financial service trend will be studied.

• 패션비즈니스
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• 제6권5호
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• pp.136-150
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• 2002

In this study, we proposed a method to be standing customers as the supporting system for the improvement of fashion garment industry which was the marginal growth getting into full maturity of market. As for the customer creation method of Fashion garment company is developing a marketing program to be standing customer as customer scoring to estimate a existing customer‘s buying power, and figure out minimum fixed sales of company to use a future purchasing predict. This study was a result of data from total sixty thousands data to be created for the 11 months from september. 2000 to July. 2001. The data is part of which the company leading the Korean fashion garment industry has a lot of a customer purchasing history data. But this study used only 48,845 refined purchased data to discriminate from sixty thousands data and 21,496 customer case with the exception of overlapping purchased data among of those. The software used to handle sixty thousands data was SAS e-miner. As the analysis process is put in to operation the analysis of the purchasing customer’s profile firstly, and the second come into basket analysis to consider the buying associations for Association goods, the third estimate the customer grade of Customer loyalty by 3 ways of logit regression analysis, decision tree, Artificial Neural Network. The result suggested a method to be estimate the customer loyalty as 3 independent variables, 2 coefficients. The 3 independent variables are total purchasing amount, purchasing items per one purchase, payment amount by one purchasing item. The 2 coefficients are royal and normal for customer segmentation. The result was that this model use a logit regression analysis was valid as the method to be estimate the customer loyalty.

• 산업경영시스템학회지
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• 제25권3호
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• pp.16-27
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• 2002

This paper is mainly interested in customer's(fan's) royalty to professional sports in sports industry. The royalty is studied with the royalty to several products and a service, so that we can obtain the comparison between both the former and the latter royalty. Interested professional sports, products and service are baseball, basketball, soccer, beer, cu, cola/cider, etc, and we will call each of them 'item'. The seven related hypotheses are considered. In hypotheses the dependent variable is royalty to nine items, and the independent variables are rune items, and customer's sex and major. For testing hypotheses, a questionaire is used, and reliability is checked with Cronbach's Alpha and correlation coefficients. For some items the royalty is significantly strong. Rather, even if some item has bad quality, it is found that customers can be royal to that item. We can identify some of those items through the results of this study. The strong significant results will be useful for the customer management. Additional studies are required for nonsignificant results which seems to be useful, and they are noted in the final part of the paper.

• 한국경영과학회지
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• 제28권1호
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• pp.37-49
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• 2003

Using the concept of closed queueing network, we present a consistent way of interpreting existing duality relations among queueing systems. Also, using embedded Markov chains, we present a few new duality relations for the queueing systems with negative customers.

• 경영과정보연구
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• 제23권
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• pp.25-40
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• 2007

In the highly competitive and divers world of financial market, customer is the single most important factor to company's survival. Especially, creating a relationship with valued customers is a key to success. CRM provides the mean to retain high value customers. It takes a prospect of what customers expect. Utilizing those knowledge can help the products and service meet the customers' needs, thereby maximizing customer satisfaction and company's profit. In this report, I am going to suggest a few ways to develop successful CRM in the life insurance industry. First, CRM should innovate the way of communication to keep pace with Web 2.0 era. In other words, the customer's needs should be caught by real-time communication than traditional off-line market research. Thus, the functionality and specification of products can be decided by customer's direct choice so that the customers are able to purchase the understanding and experience of the products. Second, CRM project should consider whether the initial strategy plan can promise the stable growth of customer at the first step. When planning strategy, the project needs to identify what customer wants and how to fulfill the needs with stable growth of the customer. In addition, the CRM should be developed by realizing that customer centric benefits ultimately guarantee the growth of the organization. Third, CRM systems should enhance the organization's ability to take the customer's insight in a 360 degree view and to capture the voice of the customer directly. In order to develop the best matched product package, more precise customer segmentation should be ahead of market segmentation strategy. Forth, the biggest reward from CRM will be a customer royalty program. Many successful banks are already planning and practicing customer royalty strategy. A comprehensive analysis of customers and their behavior allow organization to identify high value potential customers' needs and determine a strategy required to meet those needs. Even life insurance companies such as Prudential Korea are developing products designed for royal customers. Fifth, understanding and managing the experience of customer called Customer Experience Management also can increase customer satisfaction. Measuring only customers' experience and adapting it to marketing strategy make products position in the gap between the customers' expectation and experience not required by market. A key component of CEM is its application across all organizational functions. At last, the direction of change and development of CRM can be defined from the conceptualization of information technology represented by Ubiquitous and Web 2.0. Instead of just managing customer information, companies should take the initiative in personalized system with customer oriented strategy. Furthermore, with the regular communication between CRM stakeholders (Sales-Marketing-IT), customer's demand should be directly reflected to enterprise strategy in real time.

• 한국식품저장유통학회지
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• 제16권1호
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• pp.17-22
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• 2009

본 연구에서는 소비자의 포도주 속성별 선호분석 및 가격 민감성 분석을 실시하였다. 자료는 대구지역 200명의 소비자들을 대상으로 포도주 시음회 및 설문조사를 통해 수집하였다. 세 종류의 국내산 포도주에 대한 만족도, 재구매 의사 및 타인 추천 의사는 모두 아이스와인(Vin Coree)이 가장 높은 것으로 나타났다. 속성별 만족도는 적포도주 (Royal Campbell)와 백포도주(Vin Coree)의 경우 색깔에 대한 만족도가, 아이스와인(Vin Coree)의 경우 병 디자인에 대한 만족도가 가장 높게 나타났다. 적포도주(Royal Campbell)의 가격은 저가한계점보다 낮기 때문에 가격을 인상하고, 품질을 개선할 필요가 있다. 백포도주(Vin Coree)의 가격은 수용가격대의 범위에 포함되나, 최적가격점보다 상회하므로 가격을 인하하는 것이 유리하다. 아이스와인 (Vin Coree)의 출시가격은 고가한계점의 가격이며, 최적가격점을 훨씬 상회하므로 가격 인하가 필요하다.

• 디지털융복합연구
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• 제14권1호
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• pp.151-161
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• 2016

최근 기후변화, 환경오염 등이 일상에 미치는 영향이 커지고 있으며, 이들 문제를 해결하기 위한 정책의 일환으로 정부는 누구나 쉽게 친환경행동을 실천할 수 있도록 동기를 부여하기 위해 2011년 7월 그린카드제도를 도입하였다. 개인과 가정이 환경문제를 현실 문제로 인식하고 적극적으로 실천하도록 하기 위해서는 끊임없이 변하는 소비자 행동패턴 데이터를 얻고, 이에 맞추어 친환경행동을 촉진할 수 있는 방안들을 구체적으로 제시하는 것이 중요하다. 이에 본 연구에서는 지난 2015년 1월부터 3월까지 3개월간 생성된 57천 여 개의 실제 그린카드 고객정보 및 거래데이터를 가지고 데이터마이닝의 방법론 중 하나인 연관규칙 분석법으로 고객의 친환경제품 구매 연결망을 도출하였고, 더 나아가 의사결정나무 분석을 실시하여 고객의 친환경행동에 영향을 미치는 유용한 변수와 고객의 특성을 세분화하였다. 그린카드 거래 및 친환경소비 실천에 있어 상위 10%에 해당하는 로열고객의 특성을 분석한 결과, 이들은 30~40대의 연간 소득수준이 3천만원대부터 4천만원 대에 해당하고, 대구, 경기, 서울에 거주하는 고객인 것으로 나타났다.

• 한국경영과학회:학술대회논문집
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• 대한산업공학회/한국경영과학회 2002년도 춘계공동학술대회
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• pp.552-559
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• 2002

With a severe restructuring and a high competition in the bank industry, the emphasis of business is increasingly put on profitability. Especially for retail banks, the classification and management of customers based on profitability becomes important issues. However, the cost required in maintaining relevant systems is so high also with one spent in acquiring data for customers as a whole. In fact, most benefit of a certain bank is gathered from a few loyal customers. Accordingly, most of banks are vigorously trying to measure ROI of the few royal customers and striving to raise earnings from them. This is also true to domestic retail banks which are recognizing the need of loyalty program and operating diverse programs. This report is executed to help design and manage effective loyalty programs. We conducted interviews on the persons in charge of royalty programs of 9 major domestic retail banks and made a survey on 5 banks among them. Based on data from these researches, we reviewed on royalty programs of Korean domestic banks and propose improvement measures to facilitate royalty program.

• 동아시아경상학회지
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• 제10권3호
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• pp.63-74
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• 2022

Purpose - The purpose of this study is to set up the elements of the airline marketing communication and find out the effect of each element on brand trust. It also aims to figure out how brand trust affects the customer's repurchase intention and WOM intention respectively, and whether repurchase intention has an influence on WOM intention. Eventually, this research intends to provide not only academic but practical application of the research by figuring out the marketing communication factors. Research design, data, and methodology - The survey for this study has been conducted for about 2 months, targeting those who have flown with either domestic or foreign airlines. The number of 249 surveys were distributed and the total number of specimens is 244. Data analysis methods were verifiable factor, discriminant, nomological, and structural equation model analysis. Result - Only advertisement, promotion and WOM have a positive effect on brand trust while publicity has no impact on brand trust. Brand trust was found to have a positive effect on repurchase intention. Also Brand trust also has a positive effect on WOM intention. Finally repurchase intention has a positive effect on WOM intention. Conclusion - There are insufficient existing studies of airline marketing communication which has the direct influence on brand trust. Therefore, the study provided the theoretical foundation of airline marketing communication elements that directly effect on airline brand trust.

• 한국콘텐츠학회논문지
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• 제6권11호
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• pp.65-73
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• 2006

21세기 새로운 음식의 컨셉으로 건강에 관한 관심증대로 한약재를 이용한 기능성 음식, 약선음식, 한방음식이 대두되고 있다. 본 연구는 약초 및 식품의 효능, 약선음식에 대한 인지도를 파악하여 건강에 가장 관심이 많은 40-50대 고객들을 지속적으로 유인하고 유지하기 위한 가이드 라인을 제시하고자 한다. 한방음식을 영양가가 많고, 성인병 예방과 장수에 도움이 되는 것으로 인지하고 있다. 식품의 효능에서 마늘(암 예방, 노화방지), 미역(피를 맑게하고 혈압하강작용), 은행(천식, 해독작용)에 대해 잘 알고 있고, 약초효능에서 쑥, 인삼, 로얄젤리의 효능을 높게 인지하고 있다. 연구결과를 토대로 한 시사점으로는 첫째, 계절에 따라 약선차를 음료수로 제공한다. 둘째, 밥에 여러가지 곡식, 한약재, 야채를 넣어 매일 섭취가능하게 한다. 예를 들어 마늘과 은행을 넣은 영양 돌솥밥, 고구마 차수수밥이 있다. 셋째, 약초 및 식품 효능의 구체적인 설명을 메뉴판에 넣어서 소비자의 관심과 호기심을 유도한다.