• 한국디지털정책학회:학술대회논문집
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• 한국디지털정책학회 2005년도 추계학술대회
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• pp.45-60
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• 2005

The purpose of this study is to classify customer by e-mailing responsiveness on time-series analysis and testify the effectiveness of grouping by ROI analysis. Response recency, response frequency and Activity(RFA) of e-mailing systems were adapted for Customer segmentations. ROI analysis were consisted of open, click-through, duration time, personalization, conversion rate and email loyalty index of email systems. Major findings are as follows: RFA analysis is used for customer segmentations that is fundamental process of e-CRM applications. Customer segmentations were loyal customer, odds customer, dormant customer, secession customer and observation customer by RFA grouping. Loyal customer group has high point in all ROI index compared to other groups. These results indicated that customer responsiveness of e-mailing systems were appropriate methods to grouping the customer with demographic variables. Therefore, effective e-mailing marketing strategy of e-Biz have suitable active DB and Behavior targeting is best approach to enforcing the target e-mailing marketing.

• Journal of the Korean Data and Information Science Society
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• 제17권2호
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• pp.355-366
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• 2006

Customer Satisfaction (CS) in Auto insurance market is the important factor which makes customer loyalty and retention increase. Recently On-line companies are threatening the existing Off-line companies with taking advantage of the low price through cut-offing the price by internet marketing. Therefore, the CS is becoming an indispensable survival strategy to the Off-line companies. Under these circumstances, this study finds out what the CS factors are in the auto insurance market, and produces levels of CS, customer loyalty and satisfaction Index of each category. The purpose of this study is to suggest the strategic improvement factor for elevating CS level and strategic direction for CS management by CS portfolio analysis based on the survey result.

• 기술혁신학회지
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• 제7권3호
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• pp.681-709
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• 2004

The purpose of this study is to classify customers by e-mail responsiveness on time-series analysis and testify the effectiveness of grouping by ROI analysis. Response recency, response frequency and Activity(RFA) of e-mailing systems are adapted for Customer segmentations. ROI analysis are consisted of open, click-through, duration time, personalization, conversion rate and email loyalty index of email systems. Major findings are as follows: RFA analysis is used for customer segmentations that is fundamental process of e-CRM applications. Customers can be grouped into loyal customers, odds customers, dormant customers, secession customers, and observation customers by RFA grouping. Loyal customer group has high point in all ROI index compared to other groups. These results indicated that customer responsiveness of e-mail systems were appropriate methods to group the customer with demographic variables. Therefore, effective e-mail marketing strategy of e-Biz should have suitable active DB and Behavior targeting is best approach to enforce the target e-mail marketing.

• 광고학연구
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• 제27권4호
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• pp.71-90
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• 2016

기업 경영자는 매년 지출하는 광고비가 고객만족을 높이고, 개선된 고객만족이 장기적으로기업에 이득을 가져올 수 있는 투자인지 알고 싶어한다. 경영자가 광고 지출수준을 결정할 때 소비자의 고객만족과 관련된 측면을 중요하게 고려하면서도, 궁극적으로 투자자가 중시하는 수익성과 기업가치에 역점을 두고 평가할 것이다. 본 논문은 1998년 외환위기 이후 17년간한국 대표기업의 범산업적 종단 데이터를 사용하여, 광고비 지출이 브랜드 애호도에, 그리고 재무성과에 미치는 장기적인 효과를 다각도로 검토한다. 구체적으로 국내기업의 광고비 지출비율이 고객만족 결과요인인 브랜드 애호도에 미치는 효과를 살펴보고, 브랜드 애호도가 재무성과(수익성, 기업가치)에 미치는 효과를 산업별로 실증적으로 분석하였다. 국내기업 184개사의 1998년부터 2014년까지(17년간) 패널데이터를 분석한 결과, 제조업에서는 유의한 결과를 발견하지 못했으나, 서비스 기업의 광고 활동(광고 수준)은 마케팅 지표에 긍정적 영향을 미치고, 브랜드 애호도는 수익성지표(ROA, ROE)와 기업가치 지표(Tobin's q)에 긍정적인 효과를 주는 것으로 분석되었다. 따라서 본 연구결과를 요약하면, 서비스 기업 경영자는 기업의 현재와 미래성과를 고려하여 소비자에게 긍정적인 영향을 주는 광고수준을 결정하고, 이를 통해 개선된 애호도는 기업수익성을 높이고, 또한 투자자에게 긍정적인 영향을 주어 기업가치를 높이고 있음을 보여준다.

• 유통과학연구
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• 제16권10호
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• pp.55-64
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• 2018

Purpose - The most important goal of corporate management is the maximization of firm value in the market. Executives of companies are making effort to increase corporate value and initiate various management strategies, which is to develop the products or service with value. Through these efforts, consumer satisfaction grows and loyalty increases, which leads to the positive change of customer satisfaction index. The purpose of this research is to find out the abnormal return after the KCSI(Korean Customer Satisfaction Index) is announced. Research design, data, and methodology - This research data is collected from 11 years' stock price in KOSPI market and KCSI. The authors analyze the abnormal return triggered by the announcement of KCSI through the event study. Results - First, newly enlisted companies in the KCSI show statistically significant short-term abnormal rate of return. Second, the value of the customer satisfaction index is not the level of customer satisfaction but the direction of the change in the CSI. Conclusion - Customer satisfaction has the important intangible asset in the marketing area. However, firms' investment for CS is not an easy decision, because of the difficulty to measure the effect on corporate market value. This research investigates the change of the market value after the announcement of KCSI. Based on the results, firms have to keep trying to increase KCSI relative to the previous year. And the small company has to struggle for being newly listed in the KCSI.

• 산업경영시스템학회지
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• 제41권4호
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• pp.146-159
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• 2018

This study analyzed what premium features significantly affect customer satisfaction and their recommendation, and what factors significantly affect product attributes. In the process, first, the loyalty program and the customer compensation program were studied to determine the impact of the customer satisfaction and recommendation. The study analyzed that quality and design of product properties had significant effects on all factors, but the brand was not significantly affected. Second, while superiority, differentiation and scarcity of luxury items are significant to customer satisfaction but superiority is only significant in relation to recommendation intention. Third, the preceding study shows that the customer compensation program has a significant impact on sales growth, but the study found that it was not for imported luxury car customers. Fourth, if the royalties program is low in awareness, it has been analyzed that the scarcity and customer satisfaction relationships among luxury goods have been adjusted. On the contrary, if there is a high level of awareness, it is analyzed that there is a control effect customer satisfaction and differentiation among luxury brands. In the conclusion, in order to satisfy customers at the import luxury car market, the differentiation of luxury goods by standard index must be strengthened and the brand must be strengthened among the attributes of the product. In addition, by raising awareness of the royalties program, the relationship between differentiation and customer satisfaction can be enhanced.

• 한국전자거래학회지
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• 제23권4호
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• pp.41-62
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• 2018

현재 모바일 쇼핑 시장의 빠른 성장에도 불구하고 주요 사업자들은 심한 경쟁 속에서 지속적인 영업적자를 기록하고 있다. 이 문제를 해결하기 위해서는 모바일 쇼핑 시장은 과도한 경쟁보다는 고객만족도와 고객충성도를 높이기 위한 연구들이 요구된다. 그러나 기존의 연구들은 기술수용 모형과 문헌연구를 기반으로 요인을 추출하고 있어 고객의 직접적인 요구를 반영하는 데 한계가 있다. 본 연구는 모바일 쇼핑 앱 사용자들의 직접적인 요구사항을 도출하기 위하여 사용자 리뷰 토픽분석을 시행하여 고객만족도에 영향을 미치는 구체적이고 다양한 요인들을 도출하였다. 그리고 미국 고객만족도 지표 모형을 참조한 구조방정식 연구모형을 수립하여 도출된 요인들이 고객만족도에 미치는 중요도를 평가하고 고객만족도가 고객 불평과 고객충성도에 주는 영향을 실증 분석하였다. 본 연구에서 제안한 토픽분석과 구조방정식을 연계한 연구 프레임워크는 다른 모바일 서비스의 고객만족도 연구에도 적용될 수 있을 것으로 기대된다.

• 한국시스템다이내믹스연구
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• 제4권1호
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• pp.5-31
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• 2003

Customer satisfaction is generally assumed to be a significant determinant of repeat sales, positive word-of-mouth, and customer loyalty. Therefore most companies in telecommunication industry have tried to satisfy customers with high quality at low price in Korea. Even though these efforts have been tried by companies, customers are not satisfied with discrepancy between their expectation and perceived quality. Moreover, the expectation has dynamic and variable characteristics in results from various effects such n technical progress, improved quality and promotions by companies, word-of-mouth, and so on, Therefore, there are not political leverages in assessing the quality and surveying customer satisfaction index in a point of time. As an initial attempt to tackle the questions listed above, this paper puts an effort to make a dynamic customer satisfaction model to understand customer satisfaction in variable situations by introducing 'systems thinking'.

• 한국병원경영학회지
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• 제10권4호
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• pp.23-50
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• 2005

The main objectives of this study are to compare the regional differences and to analyse the affecting factors of customer satisfaction. The subjects are 9 hospitals(5 Daegu region, 4 Seoul region) patient satisfaction index that were surveyed the 2004 Hospital Accreditation Program performed by KHIDI(Korea Health Industry Development Institute) and MOHW(Ministry of Health and Welfare). The sample used in this study consisted of 450 inpatients and 454 outpatients. The survey instrument is composed of physical environment items, physician factors, nursing staff factors, ancillary staff factors, administrative procedure items, and quality of hospital stay items. And overall satisfaction, intent to revisit, and intent to recommend as dependent variables are measured. Basically, the reliability and validity of survey items was evaluated. And the T-test was performed to compare regional differences of customer satisfaction. Finally to analyse the affecting factors on overall satisfaction, and customer loyalty(intent to revisit and intent to recommend), the multiple regression analysis was used. This study shows firstly, the Daegu region's patient satisfaction level of inpatients and outpatients is lower than Seoul region. Especially, nursing staff factors and quality of hospital stay items are very low on inpatient's satisfaction. Also all independent variables except the sufficiency of goods in hospital stand are very low on outpatient's satisfaction. Secondly, as a result of multiple regression analysis, ancillary staff factors(Beta=0.281) have a significant effect on overall satisfaction of inpatient cases in Daegu region. In regard to intent to revisit and intent to recommend, physical environment factors have a significant effect. Thirdly, in Seoul region, physical environment factors(Beta=0.430) have a significant effect on overall satisfaction of inpatient cases. In regard to intent to revisit and intent to recommend, administrative procedure items and nursing staff factors have a significant effect, respectively. In conclusion, these results indicate that hospitals in Daegu region make an effort to improve the customer satisfaction level, especially, of physical environment factors on inpatients and administrative procedure factors on outpatients

• 마케팅과학연구
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• 제14권
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• pp.125-144
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• 2004

본 연구는 중소규모의 인터넷 전자상거래쇼핑몰의 소비자정보 최적화를 위한 마케팅모듈의 적용에 관한 연구이다. 본 연구에서 적용한 마케팅모듈은 e-CRM 의 RFM 모듈과 이메일에 대한 장기적인 고객반응도를 분석한 이메일 반응모듈이며, 이 두 가지 분석방법으로 분류된 소비자그룹에 대한 이메일발송을 통한 ROI 분석을 통해 마케팅모듈에 대한 타당성을 검증하고자 하였다. 연구결과 두 가지 모듈에 의해 분류된 각 그룹에 대한 ROI 분석결과 매출에 대한 기여도인 전환율, 개인화요소 및 이메일반응점수인 충성도지수 모두 우수고객이 타 고객에 비해 높은 것으로 나타났으며, 이메일 기초반응도인 오픈율, 인지율, 클릭율에서도 접수가 높은 것으로 나타났다. 따라서 자본, 인원의 제약이 따르는 중소 인터넷기업은 저비용, 고효율의 타겟 마케팅 전략으로서 유효DB를 확보해야 하며, 기업의 DB구조 및 특성에 따라 RFM 및 이메일반응 모듈과 같은 타당한 마케팅모듈을 채택하여 고객서비스 및 기업수익을 강화할 수 있을 것이다.