• Journal of Distribution Science
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• v.15 no.1
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• pp.105-114
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• 2017

Purpose - Recently, domestic pharmaceutical market is growing steadily, but top-tier companies are concentrating on sales growth. In this market, SMEs, which account for more than 80% of the entire market, suffer from the problem of lower margins and increasing inventory costs. According to the government's policy changes related to pharmaceuticals, it is pointed out that the management of existing customers and the control of salespeople are important issues for pharmaceutical companies. This study investigates the effect of the control system on the salesperson in domestic pharmaceutical distribution channel on customer-oriented selling behaviors and sales performance. Research design, data, and methodology - To verify the proposed research model and test hypotheses, the authors selected 244 MR(medical representatives)'s responses which have currently relationship with doctors or pharmacists. This study carefully investigated the reliability, content validity, convergent validity, and discriminant validity of the proposed model. Results - The authors find out the following results: capacity control, activity control, and self control have positive effects on customer-oriented selling behaviors and customer-oriented selling behaviors have a positive effect on sales performance. In addition, we present alternative model to check the direct effect between the control systems and the sales performance, but control system factors except self control have no direct influence. Conclusions - First of all, competency control and activity control increases the customer-oriented selling behavior of the salesperson. This means that the salesperson's sales skill, negotiation skill, customer access skill, presentation ability, monitoring, direction and evaluation are important and it is also important to control activities to check the number of visits to customers, report preparation, and customer service etiquette. Second, the fact that self-control of salesperson affects the customer-oriented selling behavior suggests that self-control is not controlled by external factors but rather establishes short/long-term goals. Therefore, it is important for sales organization to create an environment in which members can induce persistent incentives for self-control. Finally, output control did not affect customer-oriented sales behavior, which is less likely to form confidence or motivation to MRs when output control is perceived as a means of monitoring, supervising, or controlling rather than providing information to salespeople.

• The Journal of Korean Academic Society of Nursing Education
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• v.5 no.1
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• pp.39-57
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• 1999

Essential hypertension is a typical chronic disease requiring adequate and continuous management. And many studies supported that self-care was the essential factor to promote the wellbeing. The purpose of this study is to identify and understand the behavior patterns of self-care in hypertensives. As a research method, 35 Q-statements were collected through Individual interviews and review of the related literatures. 21 subjects were interviewed and the data were analyzed by the PC QUANL program with principal component analysis. There were 6 different self-care types classified as follows 1) Type 1 was the self-oriented control type, monitoring the blood pressure and taking the low salt diet. But they didn't take the anti -hypertensive drug and visit the health agency regularly. 2) Type 2 was the stress-control type. Their main activities were meditation to relieve the stress and communication with family. 3) Type 3 was called daily-life control type. This type tried to make their mind comfort and think positively. They also preferred walking and exercise regularly. 4) Type 4 was the medical-oriented control type, taking the anti-hypertensive drug, visiting the medical personnel and following the medical regimens. 5) Type 5 was the medication-oriented type. They only took the anti -hypertensive drug regularly and didn't any other self-care like as monitoring the blood pressure, taking the low salt diet and exercise. 6) Type 6 was called non-medication control type. This type had no medication, but tried to visit the health agency and health personnel. From the above results, it can be concluded that the self-care types were very various and self-care education have to provide individually according to the characteristics of self-care type. Another repeated study can be recommended to improve the nursing intervention the self-care behavior in chronic patient like as diabetics or rheumatoid arthritis.

• The Research Journal of the Costume Culture
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• v.6 no.3
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• pp.34-45
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• 1998

The purposes of this study were 1) to segment the female formal suit market based on clothing benefits sought by housewives in Checheon 2) to compare the real and ideal self-image's relative power on the clothing benefits factor, and 3) to develop a profile of each segment concerning self-image (real and ideal), and demographics. The data wer collected via a questionnaire from housewives. Using factor and cluster analysis, four groups were identified and labeled as 1) Easy care oriented users 2) Aesthetics/fashion oriented users 3) Low benefit oriented users. ANOVA, Duncan's Multiple Range Test, Chi-square statistics revealed significant differences among the three groups according to clothing benefits, real and ideal self-image and demographic variables.

• Journal of the Korean Home Economics Association
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• v.38 no.12
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• pp.111-129
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• 2000

The purpose of this study is to investigate the level of consumer instantly impulse buying in cuber market user. Also this study analyzes causal effect on consumer instantly impulse purchasing by demographic and social, place and promotion, consumer emotion state, and consumer internal and psychological variables. The data had been collected from on-line research method with 1,034, as using cuber market. The major statistical methods used for data analysis are frequency, percentile, mean, factor analysis, multiple regression analysis, Pearson's correlation analysis, and path analysis. The result of causal effect analysis were as follows; First, the variables affecting possession oriented materialism were sex and age. Second, the variables affecting self-control were sex, income, account of credit card, and instantly state of mind. Third, variables directly affecting instantly impulse purchasing were serif employed, banner advertisement, experience of cuber shopping, shopping mall pattern, instantly state of mind, purpose of shopping, happiness and success oriented materialism, and self-control. Also sex, income account of credit card, and instantly state of mind emerge to indirectly effect via self-control. Especially, the variables of success oriented materialism and instantly state of mind influenced on the highest of relative variables in consumer instantly impulse purchasing.

• Journal of Korean Academy of Nursing
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• v.28 no.1
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• pp.70-80
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• 1998

This study is designed to contribute to the nursing intervention of adolescent domestic violence victims by describing specifically what they go through and on this basis work out a grounded theory on the adolescent's experience in domestic violence. The data were analyzed in the framework of grounded theory as mapped out by Strauss & Corbin(1990). The major findings of this research are as follows : The core category was found to be the the adaptation of "Joyudeum" or “Straight jacketing”. The sub-categories identified in the process of grounded data analysis were 'menacing', 'being harassed', 'being pressed', 'being attacked', 'being strapped', 'being filled with anger'. 'getting angry', 'being oppressed', 'being strained', 'becoming hard', 'endurance', 'regulation', 'seriousness'. 'repitition'. 'being helpful', 'dependence', 'thinking oriented', 'blowing off', 'going astray', 'self-deprecating', 'shaking off', 'covering up', 'governing', 'being devoted', 'performing', 'being transformed'. 'bolting', 'being shaken', 'withdrawing', 'disliking', 'bitterness'. These categories were again grouped into 13 categories including 'threatening'. 'straight jacketing', 'tolerance', 'violence', 'supporter', 'supporting type', 'thinking oriented'. 'impulsive response', 'self-controlled', 'response', 'self-reliance', 'wandering', 'withdrawal' and pain'. Of these the five sub-categories 'being filled with anger'. 'getting angry', 'being oppressed', 'being strained', 'becoming hard' were grouped into a core category "straight jacketing". Those adolescents brought up in a violent family go through three stages of the adaptation of "straight Jacketing". that is, generation, response and adaptation. The following four theses were confirmed on the basis of repetitive relations : 1) If a subject's tolerance is strong, the episodes of the violence are frequent and serious, with the resulting straight jacketing being stronger but the subject's supporter is highly mature, the supporting type is concrete and the thinking oriented is wishful, the responses to the straight jacketing result in a self-control whose consequence is self-reliance with part of it resulted in withdrawal and pain. 2) If a subject's tolerance is weak, the episodes of the violence are frequent but not serious, with the resulting straight jacketing being weaker but the subject's supporter is immature, the supporting type is superficial and the thinking oriented is extemporary, the responses to the straight jacketing result in an impulsion whose consequence is wandering with part of it resulted in withdrawal and pain. 3) If a subject's tolerance is weak, the episodes of the violence are frequent and serious, the straight jacketing is strong, the subject's supporter is immature and the supporting type is superficial but the thinking oriented is wishful, the responses to the straight jacketing result in an impulsion whose consequence is withdrawal and pain with part of it resulted in wandering. 4) If a subject's tolerance is strong and the episodes of the violence are infrequent and not serious, the straight jacketing is weak, the subject's supporter is immature and the supporting type is superficial but the thinking oriented is wishful, the responses to the straight jacketing result in a self-control whose consequence is withdrawal and pain with part of it resulted in self-reliance.

• Korean Journal of Social Welfare
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• v.47
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• pp.334-368
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• 2001

The purpose of this study is to apply to the phenomenological self-evaluation method in the social welfare agency. It means that the phenomenological self-evaluation method accepts "the reality" which occurs in the social welfare setting, and functions for the social worker to play dual role of practitioner-evaluator. This paper examines two dimensions of social work evaluation theory and practice. Firstly, this study is to investigate a trend of evaluation in social work setting, and seeks theoretical aspect of phenomenological self-evaluation method, with emphasis on the strength and limit of the positivism evaluation methods. Although qualitative evaluation was suggested to make an alternative to the positivism by qualitative researchers, they did not suggest the specific methods and roles of the practitioner-evaluator. In this study, two directions of the phenomenological self-evaluation method are suggested to overcome the limitations. which are "environment-relation self-evaluation" and "program-oriented self-evaluation". Secondly, the result of phenomenological self-evaluation studies for the social welfare community center program and organization in kangnam district from June, 1994 (Program-oriented self-evaluation) to march, 2000 (Environment-relation self-evaluation) are presented. the phenomenological self-evaluation study showed the expected outcome such as; reflective self-training, making a practice knowledge, enhancing service quality, and reinforcing the identity of social welfare profession.

• Korean Journal of Geomatics
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• v.4 no.1
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• pp.9-16
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• 2004

An object-oriented design was carried out for the digital photogrammetric processes. Classes were identified and implemented to develop an integrated digital photogrammetry system using a 3 dimensional self-calibration model for CCD cameras. This integrated system is deemed to be a significant progress from the conventional photogrammetric system which is a series of discrete processes. Object oriented methodology was selected for the implementation of the integrated photogrammetric system because it would be a very complex task to get the same result using a procedural programming language. Besides the simplification of development effort, object oriented methodology has further benefits of better management of program in case when updates to parts of the program are necessary. Using the classes designed in this study, a 3 dimensional self-calibration model was developed for a CCD camera. Classes for data input and image handling as well as classes for bundle adjustment were implemented. The bundle adjustment system was further enhanced with member functions to handle additional parameters for principal point coordinates and focal length, thereby, enabling the application to non-metric CCD cameras.

• The Journal of Korean Academy of Sensory Integration
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• v.5 no.1
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• pp.1-20
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• 2007

Objective : The purposes of this study were two-fold; First it investigated self-esteem, stress and coping behaviors of mothers with handicapped children as a function of their and their children's characteristics; Second it examined the relationship among these variables. Method : The subjects were 294 mothers of handicapped children who were receiving treatment in one of the sixteen special therapy institutions in Seoul, Gyeonggi-do, and Gangwon-do. Rosenberg's(1965) Self-Esteem Scale translated by Jeon Byung-Jea(1974) was used to measure the degree of mothers' self-esteem. Mothers' stress was assessed using the Support Burden Scale revised by Seong Jong-sook(2000) and their coping behavior was examined using Folkman's(1986) Coping Scale translated by Jeon Sung-hye. The data were analyzed with descriptive statistics, t-test, one-way ANOVA and Pearson's Correlation. Result : The major results of this study were as follows; First, working mothers of handicapped children showed higher self-esteem and problem solving coping behavior more than non-working mothers. Self-esteem was found higher with high-income mothers than with low-income ones. Stress was shown more intense to low- and middle-income mothers than to high-income ones. Problem solving coping behavior was preferred more by high-and middle-income mothers than by low-income ones. Second, mothers with the mild-handicap children showed higher self-esteem than those with the first-degree handicap ones. Mothers of children with first-, second- and third-degree handicap perceived more stress than those with mild handicap. Coping behavior was significantly different depending on the severity of children's handicap, but no significant difference was found among the groups. Third, the higher the self-esteem of mothers was, the less they perceived stress and used more of problem solving coping behavior. When mothers perceived a great deal of stress, they used more of emotion-oriented coping behaviors.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.18 no.5
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• pp.217-240
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• 2023

For a while, Functional cosmetics, Cosmeceutical cosmetics, and Derma cosmetics have gained trust and become popular due to the consumers' strong interest in ingredients & efficacy. It's remarkable that Clean or Vegan brands are growing fast because they are emphasizing on different values from the other cosmetic brands. It's needed to attempt to analyze the influence relationship between consumer lifestyle and social value in these changes, and to find out whether the consumption of vegan cosmetics is related to satisfying the need for self-expression in a social atmosphere where ESG is emphasized on. This study analyzed the effect of lifestyle types and self-expression needs on the purchase intention of vegan cosmetics by mediating social values for cosmetics consumers. Lifestyle types were classified into appearance-oriented, health-oriented, and fashion-oriented. For empirical analysis, 321 questionnaires collected from cosmetics consumers living across the country were used. SPSS v26.0 and PROCESS macro v4.2 were used to analyze based on a single mediating model as a single mediator. As a result of the analysis, first, lifestyle types and self-expression needs, excluding appearance-oriented types, were found to have a positive (+) effect on social values. Second, it was found that social value had a positive (+) significant effect on the purchase intention of vegan cosmetics. Third, appearance-oriented, health-oriented, trend-seeking lifestyle types and self-expression needs were all found to have a positive (+) effect on the purchase intention of vegan cosmetics. Fourth, social values were found to mediate lifestyle types, self-expression needs, and purchase intentions, except for appearance-oriented types. Appearance-oriented consumers do not directly affect social values but affect purchase intentions, suggesting that appearance-oriented consumers may not be significantly affected by product-related social values. In a comparison of the relative influence size using standardization coefficients, self-expression needs had the greatest impact on the purchase intention of vegan cosmetics when mediating social values, and health-oriented ones had the least impact. The academic implications of this study include contributing to consumer behavior research by providing insights, mediation mechanisms, and consideration of the niche consumer sector, and directing further research into the cosmetics industry beyond forming marketing strategies and sustainable business practices.

• Journal of Family Resource Management and Policy Review
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• v.2 no.2
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• pp.39-51
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• 1998

The purpose of this study were to clarify the concepts, origin, and roles of standard, to diagnose the standard developed in contemporary family living, and to suggest desirable standard for effective home management. Five prevalent standards found in managing family resources were convenient-oriented standard, others-oriented standard, material-oriented standard, individual-oriented standard, and frugal-oriented standard. The changes of social and cultural environments and family resources affecting these standards and some problems resulted from these were discussed. Considering undesirable effect of old standards on resource management, family relationship, quality of life, and society in general, these old standards should be replaced by compromise convenient-oriented standard, self-oriented standard, being-oriented, joint-oriented standard, and new frugal-oriented standard. Some recommendations for future research, publicity, and policy were suggested.