• Asia Marketing Journal
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• v.15 no.2
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• pp.175-194
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• 2013

The purpose of this study is to investigate the effects of the locomotion orientation on salespeople' sales performance with the mediating effect of selling behavior(adaptive selling behavior, SOCO). And we figure out the relationship between customer-oriented selling behavior and adaptive selling behavior because those relationships are not clear. The authors infer research hypotheses based on literature review. We have confirmed the reliability and validity test and those results can be acceptable. Hypotheses test were conducted with structural equation modeling, AMOS. All paths in the research model reasoned by authors have been supported statistically at the significant level. This study with the theoretical implications is as follows. First, this study is the first attempt to investigate the path between locomotion orientation and adaptive selling behavior and SOCO. Secondly, there is an empirical conflict between our study and Franke and Park(2006)'s study. Our study was contradictory to Franke and Park(2006)'s consequences. And so, figuring out clearly those causal paths remains. This study with practical implications are as follows. First of all, the salespeople' selling performance was affected by adaptive selling behavior, customer-oriented selling behavior, and sales-oriented activities, such as the importance of selling behavior once again proven. It is necessary to enhance the capabilities that can be transformed into action appropriate to the needs of customers each sales step-by-step in the process of salespeople for various system through education and incentives, and to interact with customers and understand their customers relative to salespeople will. In order to enhance adaptive selling behavior, the company needs to do educational program and monitoring system with the positional promotion when salespeople get the high adaptive selling behavior. Secondly, the locomotion orientation of the salespeople is to cause this selling behavior. Management style to increase locomotion orientation is needed, which means, salespeople' superior about something should be conducted. In order to stimulate the selling behavior of the salespeople, most supervisors should use some managerial tools such as feedback, engagement, and rewards.

• Fashion & Textile Research Journal
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• v.21 no.3
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• pp.346-355
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• 2019

This study aimed to determine the factors of the make-up artist experience and establish their effects on brand loyalty through the mediation of trust and brand satisfaction. The step of first surveyed the make-up artist experience level through precedent research and made concept frame of study. The step of second checked up the effects of make-up artist experience through the desires for change. The step of third established to the effects of brand loyalty through make-up artist experience brand through mediation of make-up artist trust and brand satisfaction. The survey was carried out on 440 women aged 20 to 40 who experienced make-up services in Seoul, Gyeonggi-do, Sejong and Daejeon. The data were analyzed using SPSS 23.0, and AMOS 18.0 using frequency analysis, factor analysis, reliability analysis, structural model analysis and t-tests. 1)Make-up artist experiences were divided into informational/ relational experiences and emotional experiences. 2)Desires for change influenced positive effects about information/relational experience and emotional experience. 3)The information/relation experiences influenced positive effects about artist trust and brand satisfaction. 4)The emotional experiences influenced positive effects about make-up artist trust and brand satisfaction. 5) The make-up artist trust influenced positive effects about brand satisfaction. Trust in the make-up artist did not directly influence brand loyalty, but influenced it through satisfaction. 6)The brand satisfaction influenced positive effects about brand loyalty. This study identified the roles of make-up artist and the importance of the make-up experience.

• Journal of Korea Trade
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• v.25 no.5
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• pp.19-38
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• 2021

Purpose - This study aims to verify the direct causal relationship between cost competitiveness and global network competitiveness, which are the tangible service quality factors determined by the shipping company, which in turn affect the shipper's customer satisfaction. Additionally, we empirically investigate the intangible, related service qualities determined by shipping companies, such as operational competitiveness and customer relationship quality, and how these then positively affect customer satisfaction through the formation of trust. Therefore, we examine the mediating effect of trust formation among different contractors for shipping services. Design/methodology - In order to examine the shipping company's tangible and intangible service-qualities perceived by the shipper on customer satisfaction and the process of trust formation between contractors, we collected valid data from 114 respondents out of 200 distributed questionnaires. The respondents consisted of domestic freight forwarders who engage with domestic and international shipping and logistics agencies. Descriptive statistics, confirmatory factor analysis, reliability, convergent and discriminant validities, common method bias, and PLS-SEM (partial least square-structural equation model) were analyzed using the program STATA 16. Findings - The findings of this study are as follows. First, our results showed that all hypotheses assumed in this study had statistically significant supporting evidence. Second, it was found that the mediating effect of trust was significant in affecting the quality of intangible service- qualities for customer satisfaction. Third, through supplementary analysis, we found that the global network competitiveness of domestic shipping companies will increase in importance in the future. In conclusion, the theoretical and practical implications of these findings are presented. Originality/value - This study reaffirmed the traditional causal relationship between customer satisfaction and tangible service quality. Additionally, we also contribute to the literature on the understanding of the causal relationship between trust formation and customer satisfaction through intangible interactions from a long-term perspective.

• International Journal of Aeronautical and Space Sciences
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• v.14 no.2
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• pp.133-139
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• 2013

Morphing aircraft capable of varying their wing form can operate efficiently at various flight conditions. However, radical morphing of the aircraft leads to increased structural complexities, resulting in occurrence of dynamic instabilities such as flutter, which can lead to catastrophic events. Therefore, it is of utmost importance to investigate and understand the changes in flutter characteristics of morphing wings, to ensure uncompromised safety and maximum reliability. In this paper, a study on the flutter characteristics of the folding wing type morphing concept is conducted, to examine the effect of changes in folding angles on the flutter speed and flutter frequency. The subsonic aerodynamic theory Doublet Lattice Method (DLM) and p-k method are used, to perform the flutter analysis in MSC.NASTRAN. The present baseline flutter characteristics correspond well with the results from previous study. Furthermore, enhancement of the flutter characteristics of an aluminum folding wing is proposed, by varying the outboard wing folding angle independently of the inboard wing folding angle. It is clearly found that the flutter characteristics are strongly influenced by changes in the inboard/outboard folding angles, and significant improvement in the flutter characteristics of a folding wing can be achieved, by varying its outboard wing folding angle.

• Nuclear Engineering and Technology
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• v.42 no.4
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• pp.450-459
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• 2010

The present paper investigates the collapse pressure of cylinders with intermediate thickness subjected to external pressure based on detailed elastic-plastic finite element (FE) analyses. The effect of the initial ovality of the tube on the collapse pressure was explicitly considered in the FE analyses. Based on the present FE results, the analytical yield locus, considering the interaction between the plastic collapse and local instability due to initial ovality, was also proposed. The collapse pressure values based on the proposed yield locus agree well with the present FE results; thus, the validity of the proposed yield locus for the thickness range of interest was verified. Moreover, the partial safety factor concept based on the structural reliability theory was also applied to the proposed collapse pressure estimation model, and, thus, the priority of importance of respective parameter constituting for the collapse of cylinders under external pressure was estimated in this study. From the application of the partial safety factor concept, the yield strength was concluded to be the most sensitive, and the initial ovality of tube was not so effective in the proposed collapse pressure estimation model. The present deterministic and probabilistic results are expected to be utilized in the design and maintenance of cylinders subjected to external pressure with initial ovality, such as the once-through type steam generator.

• Korean Security Journal
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• no.61
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• pp.163-179
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• 2019

The purpose of this study is to analyze the effect of service quality of security safety system users on corporate image and customer satisfaction. To confirm this through empirical analysis, a survey was conducted on about 200 users nationwide for about 40 days from May 2 to June 12, 2019. The survey was composed of "service quality, corporate image and customer satisfaction". The empirical analysis was conducted mainly on the analysis of importance, reliability, validity and correlation. This study used SPSS WIN 18.0 to calculate structural equations and exploratory factors. The research results are as follows: The users of the security safety system showed that the better the service quality, the better the corporate image. The better the corporate image, the higher the customer satisfaction. Also, the better the service quality, the higher the customer satisfaction. Therefore, each security safety system company should steadily improve the service quality to improve customer satisfaction.

• Journal of Distribution Science
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• v.13 no.10
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• pp.101-108
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• 2015

Purpose - The convenience store business sector in South Korea has contributed to economic growth and job creation, and the growth potential of this market segment remains very high. In addition, service value is a more important factor than price in determining purchase intention. Research in the convenience store market is relatively very low compared to other retail sectors. In particular, research on service quality for the convenience of retailers who examine and analyze customer behavior and service quality factors used in the convenience store side of the situation is very inadequate. We have investigated the relationship of store service quality, service satisfaction, and store loyalty. In addition, we have examined the way service value moderates the relationship among these variables. Research design, data, and methodology - The questionnaire was developed using modified and supplementary questions based on the KD-SQS and RSQS models. The study suggested a theoretical model composed of 15 hypotheses on the relations between theoretic variables, and surveys conducted with consumers in discount stores in the Seoul and Gyunggi Metropolitan area in order to verify the hypotheses. We used the SPSS/PC statistical packages to analyze the results. The number of surveys used was 227. Moreover, a structural equating model was also used to analyze the reliability and validity of the composing elements and to verify the suggested hypotheses. Results - The overall results of this study are as follows. First, all service quality elements have a significant effect on service satisfaction. Second, all service quality elements have a significant effect on store loyalty. Third, service satisfaction has a significant effect on store loyalty. Finally, when the participants were divided into high and low service value the results of the multiple regression analyses showed that only the relationship between policy of service quality and satisfaction, and human interaction and policy of service quality and loyalty were significant. The implications are discussed based on the findings of the study. Conclusions - First, through direct hypotheses testing, we confirmed that the convenience service quality positively impacts the service satisfaction and loyalty of buyers. In particular, the reliability, origin benefit, and promotion were found to have more influence on satisfaction and loyalty of consumers of a convenience store. Further, for the service quality of the convenience for the consumer loyalty, greater human interaction was a high-value and statistically significantly higher than the degree of improvement in consumer loyalty. This underscores the importance of education and human services management of employees working in a convenience store. In particular, frequent changes in personnel generate results that negatively impact loyalty with customers. These results may lead to a serious problem in the economics of the store. Therefore, it should enhance the value of services through the establishment of training and compensation for employees. In addition, a certain educational level is required as well as a basis for compensation and retention.

• Culinary science and hospitality research
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• v.18 no.1
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• pp.156-167
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• 2012

The purpose of this study is to examine the structural elements of HMR in Korea foods and explore the way HMR products using Korean foods can be developed at this time of increased interest. Through an investigation of its importance by attributes and their partial values, hypothetical HMR products using Korean foods were estimated. In order to develop the optimal HMR goods of Korean food, a preference survey was conducted after selecting 9 profiles using conjoint analysis with orthogonal design, and 4 holdout sets were generated and used for cross-validity authorization and reliability of the model. The results of this study showed that customers put cooking levels, menu price, and the location of purchase into importance when selecting HMR products of Korean foods. They preferred to eat the products after sufficiently heating them and buy the products sold online and through home shopping programs, with the price range of 10,000 won and over. It was concluded that more customers can be attracted if a variety of HMR products using Korean foods which can be prepared readily anywhere and at any time are developed.

• Journal of the Korea Academia-Industrial cooperation Society
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• v.17 no.9
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• pp.543-551
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• 2016

Recently, the cultural industry has become an attractive industry which is having a dramatic effect with the rise of Hallyu offering many possibilities for development. Specially, the marketing techniques employed by the performing arts industry started to change to respond to consumer tastes and demands like other commodity markets, as the popular performing arts industry began to receive attention as a promising industry. It is important to identify the behavior of consumers in order to actively deal with the demands and tastes of consumers that are becoming increasingly diverse and individualized. The performing arts market needs to recognize the importance of its audience and to apply appropriate marketing techniques. This study attempted to empirically identify the value of performing arts perceived by the audience and to investigate the influence of the relationship between the perceived value, attitude formation and satisfaction with performing arts. In order to examine the influence of the value of performing arts on attitude and customer satisfaction, a reliability analysis and factor analysis were conducted to investigate the dependability and validity of the measured variables. In order to achieve the study's intended purpose, the structural equation model (SEM) was utilized as the core analysis method. As a result, it was found that the perceived value and attitude towards performing arts have a positive effect on customer satisfaction. The results of this study are expected to be used as the basic data for organizations that plan performances to improve their marketing and promotion around the audience and for more specific and detailed research in the future.

• Journal of the Microelectronics and Packaging Society
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• v.29 no.3
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• pp.25-29
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• 2022

Recently, the importance of electronic packaging technology has been attracting attention, and heterogeneous integration technology in which chips are stacked out-of-plane direction is being applied to the electronic packaging field. The 2.5D integration circuit is a technology for stacking chips using an interposer including TSV, and is widely used already. Therefore, it is necessary to make the interposer mechanically reliable in the packaging process that undergoes various thermal processes and mechanical loadings. Considering the structural characteristics of the interposer on which several thin films are deposited, thermal stress due to the difference in thermal expansion coefficients of materials can have a great effect on reliability. In this study, the mechanical reliability of the metal pad for wire bonding on the silicon interposer against thermal stress was evaluated. After heating the interposer to the solder reflow temperature, the delamination of the metal pad that occurred during cooling was observed and the mechanism was investigated. In addition, it was confirmed that the high cooling rate and the defect caused by handling promote delamination of the metal pads.