• Journal of the Korean Society of Food Science and Nutrition
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• v.42 no.6
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• pp.933-940
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• 2013

In this study, methyl esters with different saturated fatty acids (SFA) were prepared by urea fractionation to make an oil-in-water emulsion. Emulsion characteristics (emulsion stability and oxidative stability) of the methyl ester emulsion were then studied at different percentages of methyl ester saturation (5, 28, 39, 50, and 72%, termed ${\Sigma}$SFA5, ${\Sigma}$SFA28, ${\Sigma}$SFA39, ${\Sigma}$SFA50, and ${\Sigma}$SFA72, respectively). The stability of emulsions (ES) with different SFA content was 46.0 (${\Sigma}$SFA5), 39.5 (${\Sigma}$SFA28), 32.7 (${\Sigma}$SFA39), 32.6 (${\Sigma}$SFA50), and 27.3 (${\Sigma}$SFA72). Results from Turbiscan showed that creaming or clarification, based on the backscattering intensity, was more pronounced with increases in the saturation degree of the emulsion. These results implied that the emulsions with lower saturation were more stable. During 30 days of storage, the lipid peroxide value increased for all emulsions, with the increase less pronounced with the increasing saturation of the emulsion; 1.880 (${\Sigma}$ SFA5), 1.267 (${\Sigma}$SFA28), 1.062 (${\Sigma}$SFA39), 0.342 (${\Sigma}$SFA50) and 0.153 (${\Sigma}$SFA72) mg $H_2O_2/mL$ emulsion. In addition, thiobarbituric acid reactive substances (TBARS) values were significantly lower in emulsions with high saturation (4.419 mg for ${\Sigma}$SFA50 and 4.226 mg for ${\Sigma}$SFA72) than emulsions with low saturation (6.229 mg for ${\Sigma}$SFA5, 6.801 mg for ${\Sigma}$SFA28 and 6.246 mg for ${\Sigma}$SFA39). In conclusion, the emulsions with a higher saturation degree of methyl esters showed lower emulsion stability but better oxidation stability.

• Journal of the Korea Academia-Industrial cooperation Society
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• v.19 no.11
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• pp.182-190
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• 2018

Many pharmaceutical companies operate the SFA system to support salespeople. The SFA system is used for various behaviors of salespeople. However, there is a lack of empirical analysis on the performance of SFA in Korea. The purpose of this study is to investigate the utilization of SFA system and the non - financial performance of SFA system. The subjects of the survey were 347 pharmaceutical community members who consisted of pharmaceutical salespeople and surveyed online for 18 days from March 13, 2018 to April 30, 2018. and the effective response rate was 23.1% (80/347). The analysis shows that the higher the level of SFA system utilization, the higher the non - financial performance. By type of company, the utilization level of multinational companies was higher than that of domestic companies. Among the SFA utilization level items, 1.47 points (3.65, 2.18) were higher than the domestic companies in terms of the support service items. Among the SFA performance items, foreign companies were 1.47 points (3.16, 1.69) Respectively. This suggests that the SFA development and operation method of the domestic company focuses on the management service rather than the support service for the salesperson and the customer satisfaction. Through this study, it is considered that domestic companies should strengthen sales person support and customer satisfaction information providing function when operating SFA system.

• Journal of Information Technology Services
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• v.15 no.3
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• pp.15-31
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• 2016

Sales Force Automation (SFA) is a strategic information system and one of the components of operational CRM system. SFA supports salespeople's activities such as selection of potential customers, creative value proposition, after-sales services, etc. SFA is increasingly used in many companies because it has the advantages to raise the salespeople's productivity by developing forecasting ability, value proposition ability, after sales service ability etc. Many researches have shown that implementation of SFA leads to the increase of salepeople performance, organizational performance, and quality of customer relationship. However, Some prior studies have discussed on the SFA implementation failure and pointed out that one of important causes of this failure is salespeople's resistance to SFA. Although many researches explain SFA acceptance phenomenon using Technology Acceptance Model (TAM) and Theory of Planned Behavior (TPB), these researches didn't deeply investigate the salespeople's resistance to SFA. Therefore, this study focuses on the factors influencing salespeople's resistance to SFA and the relationships among these factors. This study identified three factors (salespeople's perceived loss of power, perceived loss of autonomy, and perceived time and effort waste) influencing salespeople's resistance to SFA. The hypotheses testing results showed that salespeople's perceived loss of power and perceived time and effort waste significantly increased salespeople's resistance to SFA. And salespeople's perceived loss of power plays a mediating role between perceived loss of autonomy/perceived time and effort waste and salespeople's resistance to SFA. At the end of the paper, theoretical and managerial implications of this study and the limitations and future research directions are discussed.

• Asia Marketing Journal
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• v.14 no.4
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• pp.143-165
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• 2013

Sales force automation (SFA) technologies are increasingly used to support customer relationship management (CRM) strategies. However, the popular press reports mixed results among companies incorporating SFA technologies and the previous studies have less interested in relationship quality between sales person and customer as an outcome of SFA. Actually the improved quality of the salesperson-customer relationship may be the most important outcome of SFA usage. This outcome is especially meaningful in today's marketplace given the increasing focus placed on customer retention and other customer related performance such as customer lifetime value. Therefore, this study seeks to further examine the impact of SFA usage within two different firms using SFA technologies to examine the impact of SFA usage on both customer relationship quality and sales performance. Additionally, the moderating roles of perceived managerial support and salesperson experience on the outcomes of SFA usage are examined. The results shows that direct effect of SFA usage on performance was not significant but highlight the mediating role of customer relationship quality in the SFA usage - sales performance relationship. Also, this research examines a number of moderating effects of both management supports for SFA and salesperson's sales work experience. The results indicate that management support has a significant direct influence on relationship quality and salesperson performance, but not a significant moderating effect on the relationship between SFA usage and the outcomes (relationship quality and performance). Thus moderating effects were not supported but find significant main effects. First of all, finding of this study suggest that a formula for successful SFA implementation must be one that highlights a SFA usage → relationship quality → sales performance sequence. This means when sales person use SFA they must build relationship with customer first then will return some long term performance. Second, the implications of not considering the introduction of big technology initiatives in terms of fit within the company's culture, strategy, structure, and environment may in many cases be quite noteworthy. Therefore, the launching of a new technology in the firm, such as SFA, may have a nonlinear impact upon overall firm performance, depending on the presence of other complimentary resources and capabilities. Finally the authors offer a number of implications for research and practice, and suggest directions for future SFA research that may further improve our understanding of this increasingly relevant topic.

• Proceedings of the Korean Information Science Society Conference
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• 2000.10a
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• pp.460-462
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• 2000

PC 보급 증대와 웹을 통한 네트워크의 발달은 많은 기업 비즈니스를 자동화시키고 있다. 본 논문에서는 SFA(Sales Force Automation)라는 기업 시스템 모델을 통해 기존 C/S 환경이 가졌던 여러 가지 단점들을 보완한 인터넷 환경의 컴포넌트화 된 새로운 SFA 시스템 구축 방법을 소개한다. 기존 C/S 환경은 Off-Line 방식의 업무처리, 각 지점의 PC 서버에 SFA 시스템의 인스톨로 인해 일부 프로그램상의 변경에도 모든 지점의 시스템을 유지 보수해야 하는 비효율.고비용의 시스템을 사용해왔다. 따라서 본 논문에서 제안하는 새로운 SFA 시스템은 EJB(Enterprise Java Beans)라는 표준 컴포넌트 구조를 이용해 SFA 시스템을 구축한 것으로써 전국에 있는 각 지점들이 인터넷을 통해 접근 가능한 메인 서버 중심의 SFA 시스템이다. 이로 인한 장점으로는 메인 서버의 SFA 시스템의 인스톨만으로 전국 각 지점의 터미널과 서비스가 가능하고 On-Line 상의 실시간 업무처리가 가능하다는 것이다.

• Archives of Plastic Surgery
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• v.48 no.2
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• pp.199-207
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• 2021

Traditional orthognathic surgery has long been performed after presurgical orthodontic treatment. Despite some concerns, the surgery-first orthognathic approach (SFOA) or surgery-first approach (SFA) without presurgical orthodontic treatment has gradually gained popularity. In recent years, several articles dealing with the concepts of the SFA have been published worldwide. However, the SFA has not yet been standardized, and many surgeons use slightly different protocols and concepts. This review article discusses the beginning and evolution of the SFA and its current concepts, including some opinions based on the authors' clinical experiences over the last 15 years. According to recent investigations, the SFA could be applied effectively in several situations including class III malocclusion, class II malocclusion, and facial asymmetry. However, debate on the SFA continues and many issues remain to be resolved. This review article addresses the current issues regarding the SFOA, including its advantages and disadvantages, as well as its indications and contraindications. The authors summarize various aspects of the SFA and expect that this review article will help surgeons and orthodontists better understand the current status of the SFA.

• Korean Journal of Veterinary Research
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• v.24 no.1
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• pp.50-57
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• 1984

Tuberculin(HCSM) 반응유우 60두에 대하여 가열살균처리한 우결핵균에서 얻은 PPD-BS tuberculin을 이용한 추벽피내재검사법과 석탄산살균처리한 우결핵균에서 얻은 SFA tuberculin을 이용한 경측피내재검사법간의 민감성과 특이성을 비교하였다. 또한 SFA tuberculin과 현행 조형 PPD(PPD-A) tuberculin을 이용한 비교검사법의 가치를 판독기준에 따라 분석하였다. 병소우군에서 PPD-BS와 SFA tuberculin간에 민감성은 차이가 없었으나 무병소우와 감염우동거군에서 SFA tuberculin은 PPD-BS tuberculin에 비하여 비특이반응이 현저히 낮았다(P<0.01). SFA와 PPD-A를 이용한 비교검사법은 판독기준에 따라 가양성반응과 가음성반응에 크게 영향을 주었으며, 피내반응차이 4mm를 판독기준으로 할 때 병소우와 무병소우를 감별할 수 없었다. 이 연구에서 SFA tuberculin은 PPD-BS에 비하여 병소우에서 민감성간에는 차이가 없었으나 무병소우에서 특이성이 현저히 높았다는 점으로 보아 앞으로 HCSM tuberculin 반응우에 대한 재검사는 현행 PPD에서 SFA tuberculin으로 대체함으로써 비특이반응우를 더욱 감소시킬 수 있다는 것을 의미한다.

• Journal of Information Technology Applications and Management
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• v.11 no.3
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• pp.89-116
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• 2004

Insurance companies are in a fierce race to catch a new customer. In this situation. sales force automation technologies are often used to support customer relationship management strategies. This study sets out a research model predicting SFA(Sales Force Automation) usage through theoretical studies. Survey data were collected from 145 salespeople across 2 firms that had implemented sales force automation tools and hypotheses were tested empirically. Data were analyzed by path-analysis method of AMOS. The major findings of this study are as follows: Computer self-efficacy, user involvement and voluntariness have a statistically significant influence on the positive perceptions of SFA. These perceptions have a statistically significant influence on user satisfaction and usage of SFA. while user satisfaction has a statistically significant influence on SFA usage. This paper concludes with the discussion of these results and their implications for academic researchers and insurance company managers.

• Korean Management Science Review
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• v.24 no.1
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• pp.127-145
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• 2007

This study attempts to examine the acceptance factors of mSFA systems based on the innovation diffusion and technology acceptance model, and to measure the performance effects of mSFA systems using BSC metrics. Results show that (1) the characteristics of mobility and interactivity have positive impacts on perceived usefulness, ease of use, and professional fit. But the characteristics of personal identity were not perceived as useful due to users' negative feelings about privacy infringement and surveillance. (2) Job fit has positive impacts on perceived usefulness and professional fit. (3) Perceived usefulness, ease of use, and professional fit positively influence the degree of users' dependence on mSFA systems, which have positive impacts on users' performance measured by the personal BSC metrics including perspectives of finance, customer, internal process, and learning and growth.

• Spatial Information Research
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• v.11 no.1
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• pp.61-72
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• 2003

LBS has attracted considerable attention with the spread of high performance mobile devices and the expansion of mobile business. Our study starts from the recognition of the problems associated with the current mobile Sales Force Automation(SFA) which is one of the application domain of LBS: they lack the capabilities such as an efficient sharing of information. This paper presents a technical framework in which the location information on the move and the mobile P2P service are utilized for the realization of truly mobile SF A platforms. Major contributions of our study include feasible prototyping of gCRM middleware via which the location-based services on the move are enabled, and a agent module involving the P2P service for mobile clients.