• Asia Marketing Journal
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• v.16 no.1
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• pp.71-100
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• 2014

While the role of emotional antecedents of effective selling behavior would be important, the issue has not been fully addressed in the sales literature. To fill this gap, we conceptualize and empirically examine the relationships among salesperson's emotional regulation processes such as emotional intelligence (EI) and emotional labor (EL), effective selling behavior, and sales performance on the basis of educational, occupational, social psychology literature and marketing literature (e.g., Henning-Thurau, Groth, Paul, and Gremler 2006; Kidwell et al. 2011; Liu et al. 2008; Mayer, Salovey, and Caruso 2008). First, salesperson's EI is defined as his or her capability that enables correct perceptions about emotional situations in sales interactions. The EI is expected to work as psychological resources for different types of EL (i.e., deep acting and surface acting) to be performed by salesperson as emotional expression strategies (e.g., Lie et al. 2008). It is, then, expected that the features of EL selected by the salesperson would lead to different levels of adaptive selling behavior (ASB) and thereby sales performance (Monaghan 2006). Further, given that salesperson's customer orientation (CO) is found to be an important correlate of ASB (Franke and Park 2006), it is expected that CO would moderate the relationship between EL and ASB (Rozell, Pettijohn, and Parker 2004). Hence, this research attempts to shed additional light on emotionally-driven (EL) as well as cognitively-driven (CO) antecedents of ASB (Frank and Park 2006). The findings of the survey research, done with 336 salespersons in insurance and financial companies, are summarized as follows. First, salespersons with a high level of EI are found to use both deep acting (regulating the emotions themselves) and surface acting (controlling only emotional expressions) in a versatile way, when implementing EL. Second, the more the salesperson performs deep acting, the more he or she shows ASB. It is, then, important for salespersons to use deep acting more frequently in the EL process in order to enhance the quality of interacting with customers through ASB. On the other hand, the salesperson's surface acting did not have a significant relationship with ASB. Moreover, CO was found to moderate the relationship between the salesperson's deep acting and ASB. That is, the context of high CO culture and individual salesperson's deep acting would synergistically make the selling efforts adaptive to customer preferences. Conceptualizing and empirically verifying the antecedent roles of important emotional constructs such as EI and EL in salesperson's effective selling behavior (ASB) and sales performance is a major theoretical contribution in the sales literature. Managerially, this research provides a deeper understanding on the nature of tasks performed by salespersons in service industries and a few guidelines for managing the sales force. First, sales organizations had better consciously assess EI capacity in the selection and nurturing processes of salespersons, given that EI can efficiently drive EL and the resulting effective selling behavior and performance. Further, the concept of EL could provide a framework to understand the salespersons' emotional experiences in depth. Especially, sales organizations may well think over how to develop deep acting capabilities of their sales representatives. In this direction, the training on deep acting strategies would be an essential task for improving effective selling behavior and performance of salespersons. This kind of training had better incorporate the perspectives of customers such that many customers can actually discern whether salespersons are doing either surface acting or deep acting. Finally, based on the synergistic effects of deep acting and CO culture, how to build and sustain CO is always an ever-important task in sales organizations. While the prior sales literature has emphasized the process and structure of highly customer-oriented sales organization, our research not only corroborates the important aspects of customer-oriented sales organization, but also adds the important dimension of competent sales representatives who can resonate with customers by deep acting for sales excellence.

• Journal of the Korean Regional Science Association
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• v.9 no.1
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• pp.65-78
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• 1993

In this study, the significant and enduring concentration of federal R&D spending in metro-scale clusters across the nation is treated as evidence of the operation of a distinct industrial infrastructure defined by the ability of R&D performers to attract external funding and pursue the sophisticated project work demanded. It follows, then, that the agglomerative potential of these R&D concentrations -- performers and their support infrastructures -- requires a search for economic impacts guided by a different stimulative effects attributable to federal R&D spending may be that substantial subnational economic impacts are routinely obscured and diluted by research designs that seek to discover impacts either at the level of nation-scale economic aggregates or on firms or specific industries organized spatially. Therefore, this study proceeds by seeking to link the locational clustering of federal contract R&D spending to more localized economic impacts. It tests a series of models(X-IV) designed to trace federal contract R&D spending flows to economic impacts registered at the level of metro-regional economies. By shifting the focus from funding sources to recipient types and then to sector-specific impacts, the patterns of consistent results become increasingly compelling. In general, these results indicated that federal R&D spending does indeed nurture the development of an important nation-spanning advanced industrial production and R&D infrastructure anchored primarily by two dozed or so metro-regions. However, dominated as it is by a strong defense-industrial orientation, federal contract R&D spending would appear to constitute a relatively inefficient national economic development policy, at least as registered on conventional indicators. Federal contract R&D destined for the support of nondefense/civilian(Model I), nonprofit(Model II), and educational/research(Mode III) R&D agendas is associated with substantially greater regional employment and income impacts than is R&D funding disbursed by the Department of Defense. While federal R&D support from DOD(Model I) and for-profit(Model II) and industrial performer(Model III) contract R&D agendas are associated with positive regional economic impacts, they are substantially smaller than those associated with performers operating outside the defense industrial base. Moreover, evidence that the large-business sector mediates a small business sector(Model VI) justifies closer scrutiny of the relative contribution to economic growth and development made by these two sectors, as well as of the primacy typically accorded employment change as a conventional economic performance indicator. Ultimately, those regions receiving federal R&D spending have experienced measurable employment and income gains as a result. However, whether or not those gains could be improved by changing the composition -- and therefore the primary missions -- of federal R&D spending cannot be decided by merely citing evidence of its economic impacts of the kind reported here. Rather, that decision turns on a prior public choice relating to the trade-offs deemed acceptable between conventional employment and income gains, the strength of a nation's industrial base not reflected in such indicators, and the reigning conception of what constitutes national security -- military might or a competitive civilian economy.

• The Korean Journal of Emergency Medical Services
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• v.3 no.1
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• pp.43-54
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• 1999

This study is attempted for the purpose of clearly understanding the stressors which emergency medical technology students experience during clinical practice, giving guidance in desirable direction and improvement of clinical practice, and giving the basic materials so that emergency medical technology students may practice effectively. The design of this study was a descriptive survey. The subjects in this study were 59 emergency medical technology students who were 2nd grade in D college. The collection of questionnaires took 3 days from September 1, 1999 to September 3, 1999. This researcher explained the purpose of this study to students, after they agreed to this survey, the researcher gave the questionnaire to them, had them answer the questions and collected the questionnaire immediately. Data analysis included percentage, mean and standard deviation, t-test and ANOVA trough SPSS computer program. The results of this study are, briefly, as follows; 1. In 'satisfaction-degree to specializing in the science of emergency medical technology' 27.1% of the subjects is revealed as 'satisfied' and in 'satisfaction-degree of clinical practice', 8.5% of the subjects is revealed as 'satisfied'. 2. Viewed from each of the categories of stressors which emergency medical technology students experience during clinical practice, 'ideals and values' is the category in which emergency medical technology students experience most severe stress at a mean 3.25 and 'personal relations' is the category in which emergency medical technology students experience mildest stress at a mean 2.82. The total stress degree mean is 3.06, which emergency medical technology students experience during clinical practice is revealed as 'moderate' stress. 3. Considering the stressor involved in each category, the results are as follows; (1) In 'environment', 'orientation to the hospital before clinical practice' is revealed as the most severe stressor at a menu 3.44. (2) In 'personal relations', 'relations with doctor and nurse' is revealed as the most severe stressor at a mean 3.59. (3) In 'role', 'unilaterally when their role is seems to be obscure' is revealed as the most severe stressor at a mean 4.10. (4) In 'ideals and values', 'difference between college practice and hospital practice' is revealed as the most severe stressor at a mean 3.88. (5) In 'activity', 'repetition of simple and functional work during clinical practice' is revealed as the most severe stressor at a mean 3.98. (6) In 'total stress factors', 'unilaterally when their role is seems to be obscure' is revealed as the most severe stress factor at a mean 4.10 and 'relations with comrade students' is revealed as the stress factor causing mildest stress at a mean 2.20. 4. Considering the relationship between the categories of stressors and the general characteristics, the results are as follows; (1) 'Environment' is revealed as being positively correlated with 'satisfaction degree of clinical practice'(F=3.53, p= .0359). (2) 'Ideals and values' is revealed as being correlated with 'sex'(t=-2.31, p= .0240) and 'satisfaction degree of clinical practice'(F=3.31, p= .0438).

• 제어로봇시스템학회:학술대회논문집
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• 2003.10a
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• pp.1354-1358
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• 2003

The process equipment for handling high level radioactive materials like spent fuels is operated in a hot cell, due to high radioactivity. Thus, this equipment should be maintained and repaired optimally by a remotely operated manipulator. The master-slave manipulators(MSM) are widely used as a remote handling device in the hot cell. The equipment in the hot cell should be optimally placed within the workspace of the wall-mounted slave manipulator for the maintenance operation. But, because of the complexity in the hot cell, there would be some parts of the equipment that are not reached by the MSM. In this study, the maintenance process for these parts of the equipment is developed using virtual prototyping technology. To analyze the workspace of the maintenance device in the hot cell and to develop the maintenance processes for the process equipment, the virtual mock-up of the hot cell for the spent fuel handling process is implemented using IGRIP. For the implementation of the virtual mock-up, the parts of the equipment and maintenance devices such as the MSM and servo manipulator are modeled and assembled in 3-D graphics, and the appropriate kinematics are assigned. Also, the virtual workcell of the spent fuel management process is implemented in the graphical environment, which is the same as the real environment. Using this mock-up, the workspace of the manipulators in the hot cell and the operator's view through the wall-mounted lead glass are analyzed. Also, for the dedicated maintenance operation, the analyses for the detailed area of the end effectors in accordance with the slave manipulator's position and orientation are carried out. The parts of the equipment that are located outside of the MSM's workspace are specified and the maintenance process of the parts using the servo manipulator that is mounted in the hot cell is proposed. To monitor the process in the hot cell remotely, the virtual display system by a virtual camera in the virtual work cell is also proposed. And the graphic simulation using a virtual mock-up is performed to verify the proposed maintenance process. The maintenance process proposed in this study can be effectively used in the real hot cell operation and the implemented virtual mock-up can be used for analyzing the various hot cell operations and enhancing the reliability and safety of the spent fuel management.

• Proceedings of the Korean Vacuum Society Conference
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• 2016.02a
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• pp.341-341
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• 2016

The discovery of light emission in nanostructured silicon has opened up new avenues of research in nano-silicon based devices. One such pathway is the application of silicon quantum dots in advanced photovoltaic and light emitting devices. Recently, there is increasing interest on the silicon quantum dots (c-Si QDs) films embedded in amorphous hydrogenated silicon-nitride dielectric matrix (a-SiNx: H), which are familiar as c-Si/a-SiNx:H QDs thin films. However, due to the limitation of the requirement of a very high deposition temperature along with post annealing and a low growth rate, extensive research are being undertaken to elevate these issues, for the point of view of applications, using plasma assisted deposition methods by using different plasma concepts. This work addresses about rapid growth and single step development of c-Si/a-SiNx:H QDs thin films deposited by RF (13.56 MHz) and ultra-high frequency (UHF ~ 320 MHz) low-pressure plasma processing of a mixture of silane (SiH4) and ammonia (NH3) gases diluted in hydrogen (H2) at a low growth temperature ($230^{\circ}C$). In the films the c-Si QDs of varying size, with an overall crystallinity of 60-80 %, are embedded in an a-SiNx: H matrix. The important result includes the formation of the tunable QD size of ~ 5-20 nm, having a thermodynamically favorable <220> crystallographic orientation, along with distinct signatures of the growth of ${\alpha}$-Si3N4 and ${\beta}$-Si3N4 components. Also, the roles of different plasma characteristics on the film properties are investigated using various plasma diagnostics and film analysis tools.

• Culinary science and hospitality research
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• v.21 no.3
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• pp.155-167
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• 2015

This study aims to examine the knowledge level of culinary staff members regarding the restaurant country- oforigin labeling system by developing a scale to investigate and evaluate such knowledge levels. The empirical study targeted culinary staff members with over 7 years of experience in 10 luxury hotels in Seoul who were approached through the convenience sampling method, which was conducted for 14 days from November 14th to 27th, 2014. A total of 192 self-administered questionnaires were collected, of which 186 questionnaires(93%) were used for the final analysis. For investigation and analysis, a frequency analysis was carried out to look into population statistics and the level of knowledge using the SPSS 18.0 statistics program. One-way ANOVA and t-test were carried out to investigate differences in knowledge levels of restaurant country-of-origin labeling system with reference to academic background, job position, and hotel management type. As the result, the average correct answer rate of the culinary staff members for a total of 21 questions was 39.85% and there were no significant differences based on the academic background. However, the correct answer rate was higher for respondents that held high positions and had independently managed hotels, suggesting that knowledge varied depending on job position and management type. In conclusion, it is suggested that in order to improve the level of knowledge of the restaurant country-of-origin labeling system among culinary staff members there is a need to enhance training and continuous supervision to apply the knowledge to work in future. In addition to this, this study discussed the limits of the study and the orientation of further research.

• Proceedings of the Korean Institute of Electrical and Electronic Material Engineers Conference
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• 2009.06a
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• pp.23-23
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• 2009

GaN-based nitride semiconductors have attracted considerable attention in high-brightness light-emitting-diodes (LEDs) and laser diodes (LDs) covering from green to ultraviolet spectral range. LED and LD heterostructures are usually grown on (0001)-$Al_2O_3$. The large lattice mismatch between $Al_2O_3$ substrates and the GaN layers leads to a high density of defects(dislocations and stacking faults). Moreover, Ga and N atoms are arranged along the polar [0001] crystallographic direction, which leads to spontaneous polarization. In addition, in the InGaN/GaN MQWs heterostructures, stress applied along the same axis can also give rise to piezoelectric polarization. The total polarization, which is the sum of spontaneous and piezoelectric polarizations, is aligned along the [0001] direction of the wurtzite heterostructures. The change in the total polarization across the heterolayers results in high interface charge densities and spatial separation of the electron and hole wave functions, redshifting the photoluminescence peak and decreasing the peak intensity. The effect of polarization charges in the GaN-based heterostructures can be eliminated by growing along the non-polar [$11\bar{2}0$] (a-axis) or [$1\bar{1}00$] (m-axis) orientation instead of thecommonly used polar [0001] (c-axis). For non-polar GaN growth on non-polar substrates, the GaN films have high density of planar defects (basal stacking fault BSFs, prismatic stacking fault PSFs), because the SFs are formed on the basal plane (c-plane) due to their low formation energy. A significant reduction in defect density was recently achieved by applying blocking layer such as SiN, AlN, and AlGaN in non-polar GaN. In this work, we were performed systematic studies of the defects in the nonpolar GaN by conventional and high-resolution transmission electron microscopy.

• Journal of the Korean earth science society
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• v.36 no.3
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• pp.210-221
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• 2015

The terrain features and surface characteristics are the most important elements not only in meteorological modeling but also in air quality modeling. The diurnal evolution of local climate over complex terrain may be significantly controlled by the ground irregularities. Such topographic features can affect a thermally driven flow, either directly by causing changes in the wind direction or indirectly, by inducing significant variations in the ground temperature. Over a complex terrain, these variations are due to the nonuniform distribution of solar radiation, which is highly determined by the ground geometrical characteristics, i.e. slope and orientation. Therefore, the accuracy of prediction of regional scale circulation is strong associated with the accuracy of land-use and topographic information in meso-scale circulation assessment. The objective of this work is a numerical simulation using MM5-A2C model with the detailed topography and land-use information as the surface boundary conditions of the air flow field in mountain regions. Meteorological conditions estimated by MM5-A2C command a great influence on the dispersion of mountain areas with the reasonable feature of topography where there is an important difference in orographic forcing.

• Journal of The Korean Association For Science Education
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• v.40 no.2
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• pp.113-126
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• 2020

In this study, we investigated science teacher's guidance of teaching practice in the perspective of the CHAT. Two science teachers working for schools affiliated with a college of education in Seoul took part in this study. Visiting the entire teaching practice, we observed the processes of guidance and the lessons and collected related materials. Semi-structured interviews were also conducted before, during and after teaching practice. All the data were analyzed by using the constant comparative method. The analyses of the results revealed that student guidance during the lessons was also important. And the curriculum orientation needed to be carried out before teaching practice. The division of labor with pre-service teachers relieved teachers of work burden. Teachers failed to guide assessment of students due to influences of community element such as students who were sensitive to grades. In both cases, teaching practice were so collaborative that those were valuable not only for pre-service teachers but also for teachers and students. Two teachers' activity system showed contradictions due to the lack of specific manuals for guidance and the lack of understanding of pre-service teachers. These contradictions brought about difficulties in their guidance, which in turn led to the difficulties experienced by pre-service teachers during teaching practice. They attempted to resolve contradictions in alternative ways and required standardized manuals for guidance, environments in which teachers could collaborate, and close connections with a college of education. Based on the results, we suggest some ways to improve teaching practice.

• Korean Journal of Social Welfare
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• v.64 no.2
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• pp.85-109
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• 2012

This qualitative study explored a middle-aged lesbian's life and her identities by the oral life history approach in feminist epistemology, where the participant is not the object but the subject of knowledge. The participant kept her own perspective that her homosexuality was not intrinsic but constructed. In her life's history, she was a "docile body" accepting socially constructed historical meaning of homosexuality, as well as a "resistant body" protesting against social discrimination and oppression for homosexual population. She overcame an embedded negative recognition of her scaled injured body and her sexuality as "deficient". Finally, she showed an amazing resilience and an indomitable spirit for reconstructing the meaning of her body as "blessed." Beyond the deficient body, as an active agent not the pathologic sexual minority, she could cultivate compassion and empathy for others. From the results, it is important how to place gender and sexuality in the context of social work theory and practice. Sexuality, not sexual orientation, is 'our' collective agenda to address the social problems which were associated with social hierarchy, inequality, and injustice.