• 제목/요약/키워드: customer initiatives

검색결과 35건 처리시간 0.021초

중소기업의 e-Business 기대 효익과 영향 (The Expectation Benefits and Influences of e-Business in Small-Medium Enterprises)

  • 박순창;노미진;정경수
    • Asia pacific journal of information systems
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    • 제15권3호
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    • pp.111-132
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    • 2005
  • Company-wide initiatives mandate understanding the benefits of adopting e-Business. A benefits evaluation may ensure that the company's Web site in integral, rather than supplemental, to its business and revenue goals. Our research is motivated by the goal of extracting anticipated benefits factors of e-Business in Small and Medium-sized Enterprises(SMEs) in Korea. And we examined the impacts of anticipated benefits factors on the extent of assimilation in SMEs. Eight benefits factors emerged from this study: productivity, competitiveness, management, customer relationship, information quality, interorganization, cost down, and marketing. And competitiveness, customer relationship, interorganization, and marketing were influenced assimilation of e-Business in SMEs. But productivity, management, information quality, cost down did not.

행정서비스헌장제도의 발전과 정부혁신 (The Public Service Charter in the Republic of Korea : A Development plan for Government innovation)

  • 김국현
    • 디지털융복합연구
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    • 제4권1호
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    • pp.55-71
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    • 2006
  • The Public Service Charter is one of the administrative reform programs introduced to promote customer oriented administration. It's main purpose is to achieve citizens' confidence in the government by satisfying them with elevated quality of the public services. This study focuses on analyzing current conditions and achievements of the Public Service Charter in the Republic of Korea and proposing it's development plan. Since it was introduced to Korea in 1998, the Public Service Charter has been disseminated and contributed to the spreading of the citizens' understandings of the government's initiatives for customer satisfaction plans. Still, it has several problems as follows; A lot of public servants and citizens lack in understandings of this program. CEOs don't have enough concern in it. Evaluation is not organically connected to performance management. The correction and compensation procedure are not well operated. To solve these problems, the government needs to set up an institutional foundation establishing a legal base, uplifting CFO' concerns, and building a department with full responsibility, and to promote employees and citizens' participation through education and PR. It's also important to enhance post management by efficient evaluation and performance management, substantial correction and compensation procedure.

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고객만족도, 직원만족도와 핵심성과지표달성도를 이용한 공공서비스 품질개선전략 수립에 대한 사례연구 (A Case Study on the Building of Service Quality Improvement Strategies Using CSI, ESI and KPI: Focusing on Public Sector)

  • 이민정
    • 경영정보학연구
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    • 제13권3호
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    • pp.83-97
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    • 2011
  • 민간기업의 양질의 고객 서비스에 익숙해 진 국민들은 공공서비스에 대해서도 같은 수준의 서비스를 기대하고 있다. 이에 따라 공공기관들은 서비스의 질을 향상시키기 위해 다각적 측면의 노력을 하고 있다. 우선 국민들의 요구를 파악하기 위한 고객 만족도 조사를 시행 후, 그 결과분석을 통해 서비스 개선 전략을 수립하고, 서비스 품질 향상을 도모하고 있으며, 직원들의 복리 개선을 위해서 직원만족도 조사를 시행하는 동의 근무환경을 개선하고자 하는 노력도 기울이고 있다. 하지만 이들의 연계한 분석은 이루어지지 않고 있으며, 고객만족도와 직원들의 KPI를 달성하기 위한 노력여부와의 연관성을 살펴 본 연구는 거의 없다. 선순환적인 공공서비스 개선을 위해서는 공공기관은 직원들에게 일방적인 고객서비스 개선만을 요구 할 것이 아니라 조직이 직원들에게 제공하는 직원서비스 개선을 동시에 도모해야 할 것이다. 이에 본 연구에서는 고객만족도(CSI)조사, 직원만족도(ESI)조사를 통해 핵심성과지표(KPI)를 도출하는 방안을 제시했으며, 핵심성과지표의 목표달성도(KPI achievement)와 각 조사결과의 연계분석을 통해 공공기관의 서비스 경영혁신을 도모할 수 있는 서비스 개선 전략을 제시하고자 한다.

LG생활건강 백화점 화장품 브랜드 오휘의 CRM전략 (LG Household and Healthcare' Cosmetic Brand, OHUI CRM Strategy Case)

  • 이완수;허원무
    • Asia Marketing Journal
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    • 제7권1호
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    • pp.91-112
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    • 2005
  • 백화점 화장품 채널에서 중간 순위에 위치한 LG생활건강 오휘 브랜드는 자사의 약한 브랜드 파워를 고객관계전략을 통해 상쇄함으로써 고객충성도 및 매출, 시장점유율 등의 시장성과를 제고시킬 수 있었다. 오휘는 자사의 CRM 활동에 대한 체계적인 리뷰를 통해 문제점을 파악하고, 이를 개선하기 위한 구체적인 전략들을 선정하였다. 선두 기업이 되기 위한 기반인 Critical Mass의 고객을 확보하고, 맞춤형 충성도 프로그램을 개발하여 고객충성도를 증가시켰다. 또한 전략의 실행력을 높이기 위해서 현장의 직원들이 실제 고객들을 판별해서 편익 프로그램을 구현할 수 있도록 고객 등급을 단순화시켰다. 마지막으로 CRM 활동이 전사적으로 자리 잡을 수 있도록 성공사례 공유를 통한 지식 확산과 더불어 성과보상 체계(KPI)를 CRM에 연결시켰다. 이러한 일련의 활동을 통해 오휘 브랜드는 시장점유율의 상승 및 경쟁사보다 높은 매출 성장률, 고객만족도 제고를 이루었다.

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The Benefits of Sales Force Automation Explored: An Empirical Examination of SFA Usage on Relationship Quality and Performance

  • Park, Jeong Eun;Holloway, Betsy Bugg;Lee, Sungho
    • Asia Marketing Journal
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    • 제14권4호
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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.

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서비스지배논리하에서 가치공동창출 매커니즘과 기업성과간의 관계에 대한 연구 (Understanding the Relationship between Value Co-Creation Mechanism and Firm's Performance based on the Service-Dominant Logic)

  • 남기찬;김용진;임명성;이남희;조아라
    • Asia pacific journal of information systems
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    • 제19권4호
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    • pp.177-200
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    • 2009
  • AIn the advanced - economy, the services industry hasbecome a dominant sector. Evidently, the services sector has grown at a much faster rate than any other. For instance, in such developed countries as the U.S., the proportion of the services sector in its GDP is greater than 75%. Even in the developing countries including India and China, the magnitude of the services sector in their GDPs is rapidly growing. The increasing dependence on service gives rise to new initiatives including service science and service-dominant logic. These new initiatives propose a new theoretical prism to promote the better understanding of the changing economic structure. From the new perspectives, service is no longer regarded as a transaction or exchange, but rather co-creation of value through the interaction among service users, providers, and other stakeholders including partners, external environments, and customer communities. The purpose of this study is the following. First, we review previous literature on service, service innovation, and service systems and integrate the studies based on service dominant logic. Second, we categorize the ten propositions of service dominant logic into conceptual propositions and the ones that are directly related to service provision. Conceptual propositions are left out to form the research model. With the selected propositions, we define the research constructs for this study. Third, we develop measurement items for the new service concepts including service provider network, customer network, value co-creation, and convergence of service with product. We then propose a research model to explain the relationship among the factors that affect the value creation mechanism. Finally, we empirically investigate the effects of the factors on firm performance. Through the process of this research study, we want to show the value creation mechanism of service systems in which various participants in service provision interact with related parties in a joint effort to create values. To test the proposed hypotheses, we developed measurement items and distributed survey questionnaires to domestic companies. 500 survey questionnaires were distributed and 180 were returned among which 171 were usable. The results of the empirical test can be summarized as the following. First, service providers' network which is to help offer required services to customers is found to affect customer network, while it does not have a significant effect on value co-creation and product-service convergence. Second, customer network, on the other hand, appears to influence both value co-creation and product-service convergence. Third, value co-creation accomplished through the collaboration of service providers and customers is found to have a significant effect on both product-service convergence and firm performance. Finally, product-service convergence appears to affect firm performance. To interpret the results from the value creation mechanism perspective, service provider network well established to support customer network is found to have significant effect on customer network which in turn facilitates value co-creation in service provision and product-service convergence to lead to greater firm performance. The results have some enlightening implications for practitioners. If companies want to transform themselves into service-centered business enterprises, they have to consider the four factors suggested in this study: service provider network, customer network, value co-creation, and product-service convergence. That is, companies becoming a service-oriented organization need to understand what the four factors are and how the factors interact with one another in their business context. They then may want to devise a better tool to analyze the value creation mechanism and apply the four factors to their own environment. This research study contributes to the literature in following ways. First, this study is one of the very first empirical studies on the service dominant logic as it has categorized the fundamental propositions into conceptual and empirically testable ones and tested the proposed hypotheses against the data collected through the survey method. Most of the propositions are found to work as Vargo and Lusch have suggested. Second, by providing a testable set of relationships among the research variables, this study may provide policy makers and decision makers with some theoretical grounds for their decision making on what to do with service innovation and management. Finally, this study incorporates the concepts of value co-creation through the interaction between customers and service providers into the proposed research model and empirically tests the validity of the concepts. The results of this study will help establish a value creation mechanism in the service-based economy, which can be used to develop and implement new service provision.

대학의 고객경영전략 수립을 위한 대학유형별 CRM 전략 요소의 차별성 분석 (Difference Test of CRM Strategic Factors by university type for building customer strategy of university)

  • 박근;김형수;박찬욱
    • CRM연구
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    • 제3권2호
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    • pp.43-68
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    • 2010
  • 본 연구는 최근 대학경영에 있어서 '고객'이라는 개념의 인식과 고객지향적 경영전략의 중요성이 확대됨에 따라 대학산업에 적합한 전사적 CRM 전략을 본격적으로 논의하기위한 토대로써 대학의 유형별 CRM 전략 요소의 차이점을 검증하고자 하였다. 이를 위해 CRM 전략의 핵심 프레임워크인 CRM 프로세스(CRM Process)와 고객자산가치 운영요소(Customer Equity Drivers) 이론을 중심으로 대학경영에 적합한 CRM 전략요소 측정도구를 개발하고, 대학의 평가순위과 대학의 소재 지역에 따라 구분되는 12가지 대학유형간의 차이를 다변량 분산분석 (MANOVA)을 통해 검정하였다. 분석결과, CRM 프로세스 활동과 고객자산가치 요소들의 수준이 대학의 평가순위 그룹유형에 대해서는 유의한 차이가 있지만, 대학의 소재 지역 그룹유형에 대해서는 통계적으로 유의한 차이가 존재하지 않았다. 즉, 관계획득활동과 관계강화활동이 상위권 대학과 하위권 대학에서 유의하게 차이가 나는 것을 알 수 있었고, 고객자산가치 요소 중 상위권 대학의 브랜드가치와 관계가치는 중위권 대학 및 하위권 대학과 유의한 차이가 발견되었으며, 또한 상위권 대학의 제품/서비스 가치(구매가치)는 하위권 대학의 구매가치와, 그리고 중위권 대학의 브랜드 가치는 하위권 대학의 브랜드 가치와도 분명한 차이가 존재한다는 것을 알 수 있다.

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공기업을 위한 전사적 리스크관리: K-Water 사례를 중심으로 (A Study on Enterprise Risk Management for the Public Organizations: K-Water Case)

  • 김정덕
    • 디지털융복합연구
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    • 제6권4호
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    • pp.53-61
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    • 2008
  • Organizations can experience serious financial and/or reputational losses if business activities are disrupted by an incident of information systems under the current business environment. The loss includes the intangible decline in brand image, customer separation, and the tangible loss such as decrease in business profits. Thus, it is necessary to take proactive initiatives by managing many kinds of risks an organization may have. Therefore, the enterprise risk management has been received a special attention by some advanced private companies, but not many public organizations. This paper describes an approach and some issues when the enterprise risk management was introduced in a domestic public organization.

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미국 중소기업의 SCM전략과 Best Practice 실행 현황조사 연구 (SCM Strategy and Best Practices Implementation in SMEs)

  • 김대수
    • 경영과학
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    • 제23권1호
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    • pp.135-152
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    • 2006
  • Over the last decade, the field of supply chain management (SCM) and e-business has received an enormous amount of attention from practitioners and academicians. However, little has been known about how and to what extent small- to medium-sized enterprises (SMEs) are implementing SCM initiatives and e-business practices. This paper proposes a comprehensive research model and presents the survey results of these practices of SMEs located in Wisconsin and illinois, U.S., In terms of competitive strategy and priority, value chain activity priority, supply chain and e-business integration focus, SCM best practices implementation focus and challenges, and business performance. The analysis reveals several valuable insights into how SMEs should run their businesses in today's volatile, rapidly changing customer economy.

Investigating Green Marketing Orientation Practices among Green Small and Medium Enterprises

  • RAJADURAI, Jegatheesan;ZAHARI, Abdul Rahman;ESA, Elinda;BATHMANATHAN, Vathana;ISHAK, Nur Afiqah Mohammad
    • The Journal of Asian Finance, Economics and Business
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    • 제8권1호
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    • pp.407-417
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    • 2021
  • This study aims to establish the relationship between the Green Marketing Orientation (GMO) variables and the performance of Green Small and Medium Enterprises (GSMEs) across the building and energy sectors in Malaysia, using customer satisfaction as a means of performance measurement. The GMO variables examined include Greening the Process (GTP), Green Supply Chain Management (GSCM), Green Strategic Policy Initiatives (GSPI), Proactive Energy Conservation (PEC) and Green Promotion (GP). The items used to measure these variables were extracted from literature and adapted to the context of the variables based on feedback from Focus Group Discussions and Expert Opinion sessions. This study employs a survey sample of 300 respondents but only 238 completed questionnaires were returned. The results reveal that GTP, GSCM and PEC have a positive impact on Customer Satisfaction but not GSPI and GP. The findings suggest that owners or managers of GSMEs should focus on maintaining and improving GTP, GSCM and PEC in order to create greater satisfaction among their customers. The significance of this study is that it enables the creation of a framework that enables GSMEs to design a pathway towards achieving a cleaner production of goods and services in line with United Nations Sustainable Development Goals.