• Journal of the Korean Society of Clothing and Textiles
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• v.31 no.4 s.163
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• pp.594-603
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• 2007

The purpose of this study was to examine which variables affect customer relationship management in TV home shopping. Three hundred customers who had purchased fashion products in TV home shopping had participated in this study. The data was analyzed by factor analysis, t-test, correlation analysis and path analysis using SPSS program. As the result, 'service', 'information', 'contents', 'reputation', and 'benefits' variables had the effects on 'trust': especially, 'service' had the major effects on 'trust' The 'trust' and 'security' had the effects on 'commitment'. The 'price' variable had only effect on relationship maintenance. Also, 'trust' and 'commitment' had the 'relationship maintenance' Specifically 'commitment' had higher effect on relationship maintenance than 'trust' did. The results of this study would provide CRM marketing strategy for fashion marketers of TV home shopping.

• Proceedings of the Korean Operations and Management Science Society Conference
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• 2004.10a
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• pp.467-471
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• 2004

치열한 경쟁사회에서 고객 만족도를 높이기 위해서 고객관계관리(CRM: Customer Relationship Management)개념이 대두되고 있으며, CRM의 효과적인 수행을 위해서는 기업이 행하고 있는 고객서비스에 대한 정확한 평가가 중요하다. 여러 지표를 모두 고려하는 전략을 세우는 것은 현실적으로 불가능 하기 때문에 지표간의 개선 우선순위와 개선 폭, 개선방향을 결정할 수 있는 정보가 필요하다. 본 논문에서는 고객서비스를 평가하는 경우, 고객이 각 서비스 품질지표에 대해 느끼고 있는 중요도와 현황 및 속성에 대해 종합적인 분석을 위해 수정된 Kano 모델에 근거한 중요도-성과분석 방법론을 제시하고자 한다. 응답의 모호성으로 인한 문제점을 최소화하고자 퍼지기법을 이용하였다. 방법론의 검증을 위해서 K사의 이동통신 서비스에 대해 20대의 남녀 대학생 27명을 대상으로 사례연구를 실시하였다.

• CRM연구
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• v.4 no.1
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• pp.35-54
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• 2011

Organizing and maintaining customer-based online communities are becoming increasingly important in current business environment. Companies can utilize the member generated contents in developing their products and services and they can establish close relationships with their customers. This paper investigates how customer-based online communities increase individual members' contributive behaviors. Drawing on the social psychology literature, this study adopts the concept of self-discrepancy rooted in self-identity and derive an index for self-discrepancy by using the differences between actual and virtual self-identities. Furthermore, this study examines the relationship between the self-discrepancy and the anonymity-related psychological factors (autonomy, recovery, and catharsis), which in turn influence quality and quantity of contribution. Analysis of 114 respondents showed that self-discrepancy between actual and virtual selves has two different sub-dimensions (personal self-discrepancy and social sel f-discrepancy) and each dimension has different effect on the quality and quantity of contribution through the mediation of autonomy and recovery. Notably, catharsis negatively influenced quality of contribution. Theoretical and practical implications are discussed based on the major findings.

• Proceedings of the Korean Institute of Information and Commucation Sciences Conference
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• 2010.10a
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• pp.638-640
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• 2010

The business of companies has become more fierce due to the age of limitless competition. In addition, to improve the service satisfaction of their customers, they have continued their efforts. The researches about making their efforts get profits have done. As a result, CRM(customer relationship management) which is appropriate to analysis, evaluate and draw one of solutions to satisfy customers is received attention. Therefore, in this material we consider a architecture for keyword extraction system which is a kind of necessary technology for e-business model to provide a differentiated service. And then we could get the know-how of customer acquisition and maintenance.

• Proceedings of the Korean Society for Quality Management Conference
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• 2004.04a
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• pp.576-582
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• 2004

This research addresses the customers' reaction on enterprise CRM(customer relationship management) activities. Most of companies adopt CRM solution expecting revenue generation through customers' repurchasing, while customers accept to provide their personal information expecting some benefit from companies. Previous studies pointed out that many commercial organizations had difficulties yet to meet their goal of CRM due to lack of internal strategies. Moreover, the researches were focused only on companys' point of view. However, this paper finds the reason why companies' expectation does not fit and suggests the way to reduce mutual gap of expectation for successful CRM.

• Journal of the Korea Safety Management & Science
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• v.8 no.2
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• pp.103-114
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• 2006

Today the usage of DB already becomes an important issue for many companies' survival. Especially, the companies which have adopted CRM could not gain the return to be expected because of the lack of understanding about the relationship with customers. Professor Schmitt introduced 'the complete CEM(Customer Experience Management) model', but no specific methodology for analysis was introduced. Therefore, in this study we use HOQ, GA, and ANP to build 'the complete CEM model' and present the integrated CEM model based on the integrated analytic process to help the company's decision about the stage to be begun first out of 5 stages of CEM and the priorities of investment in customer experiences.

• Journal of the Korean Society of Costume
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• v.56 no.2 s.101
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• pp.83-100
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• 2006

As online fashion businesses achieve rapid growth in the last few years, they gather various kinds of customer information through customer registration procedures and expect to utilize this information for CRM programs. The purpose of this study were to understand the current practices of customer information management of online fashion companies and to discuss how to improve it for the benefit of both customers and fashion businesses. This study included three steps of empirical data collection process: First, online fashion companies were visited and content analyzed at three time periods-2002, 2003, and 2004. Second, a questionnaire was developed and surveyed with 488 customers. And third, interviews with two groups were conducted, one with customers who experienced customer registration with online fashion companies and the other with experts of web developing. Through customer registration procedures, personal and contact information such as name, citizen registration number(social security number), home address, home telephone number, and cellular phone number were most frequently required. Customers were asked to provide more specific information regarding their privacy, online behavior, and taste recently. The variety of information category in 2004 observation was larger than 2002, but the amount of required information from each company got smaller. Customers tended to provide some false infor- mation, and the most frequently cited reason for that was 'too much hassle' and 'no practical benefit from information provision'. Customers were concerned with the exposure of personal information such as citizen registration number. The ideal number of pieces of information required was identified as 3 to 5 including name, phone number, and address. The paper was concluded with the discussion of customer information management from CRM perspective, CRM program, information analysis methods, and security.

• Proceedings of the Safety Management and Science Conference
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• 2005.11a
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• pp.171-184
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• 2005

Today, the usage of DB already becomes an important issue for many companies' survival, especially, for the companies who have adopted CRM(Customer Relationship Management). CEM(Customer Experience Management), as a practical alternative, can settle it. In this paper, we use QFD(Quality Function Deployment) and GA(Genetic Algorithm)-based Group ANP(Analytic Network Process) to construct the Integrated CEM Model to help company decide the priorities of investment in customer experiences.

• Journal of Fashion Business
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• v.11 no.1
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• pp.97-107
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• 2007

The purpose of this study was to examine the relationship structure in discount store focusing on age. Subjects for this study were 360 customers who had purchased fashion products in discount stores. For date analysis, $x^2$-test and regression analysis were used. As the result, when comparing groups by the age, women in their 20s, 30s and 40s had 'relationship maintenance intention' through satisfaction, trust and commitment. In the case of women in their 20s group, the information, reputation, product salesperson and price variables had the effects on satisfaction. The information, location, salesperson variable had direct effect on relationship maintenance. In the case of women in their 30s group, the benefits, information, reputation and price variables had the effects on satisfaction. And the information, salesperson variable had direct effect on relationship maintenance. In the case of women in their 40s group, the information, location and price variables had the effects on satisfaction. The reputation variable had direct effect on relationship maintenance. Based on these results, fashion marketing strategies of discount store would be suggested.

• Journal of Intelligence and Information Systems
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• v.25 no.2
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• pp.1-23
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• 2019

Big data refers to data that is difficult to store, manage, and analyze by existing software. As the lifestyle changes of consumers increase the size and types of needs that consumers desire, they are investing a lot of time and money to understand the needs of consumers. Companies in various industries utilize Big Data to improve their products and services to meet their needs, analyze unstructured data, and respond to real-time responses to products and services. The financial industry operates a decision support system that uses financial data to develop financial products and manage customer risks. The use of big data by financial institutions can effectively create added value of the value chain, and it is possible to develop a more advanced customer relationship management strategy. Financial institutions can utilize the purchase data and unstructured data generated by the credit card, and it becomes possible to confirm and satisfy the customer's desire. CRM has a granular process that can be measured in real time as it grows with information knowledge systems. With the development of information service and CRM, the platform has change and it has become possible to meet consumer needs in various environments. Recently, as the needs of consumers have diversified, more companies are providing systematic marketing services using data mining and advanced CRM (Customer Relationship Management) techniques. KB Kookmin Card, which started as a credit card business in 1980, introduced early stabilization of processes and computer systems, and actively participated in introducing new technologies and systems. In 2011, the bank and credit card companies separated, leading the 'Hye-dam Card' and 'One Card' markets, which were deviated from the existing concept. In 2017, the total use of domestic credit cards and check cards grew by 5.6% year-on-year to 886 trillion won. In 2018, we received a long-term rating of AA + as a result of our credit card evaluation. We confirmed that our credit rating was at the top of the list through effective marketing strategies and services. At present, Kookmin Card emphasizes strategies to meet the individual needs of customers and to maximize the lifetime value of consumers by utilizing payment data of customers. KB Kookmin Card combines internal and external big data and conducts marketing in real time or builds a system for monitoring. KB Kookmin Card has built a marketing system that detects realtime behavior using big data such as visiting the homepage and purchasing history by using the customer card information. It is designed to enable customers to capture action events in real time and execute marketing by utilizing the stores, locations, amounts, usage pattern, etc. of the card transactions. We have created more than 280 different scenarios based on the customer's life cycle and are conducting marketing plans to accommodate various customer groups in real time. We operate a smart offering system, which is a highly efficient marketing management system that detects customers' card usage, customer behavior, and location information in real time, and provides further refinement services by combining with various apps. This study aims to identify the traditional CRM to the current CRM strategy through the process of changing the CRM strategy. Finally, I will confirm the current CRM strategy through KB Kookmin card's big data utilization strategy and marketing activities and propose a marketing plan for KB Kookmin card's future CRM strategy. KB Kookmin Card should invest in securing ICT technology and human resources, which are becoming more sophisticated for the success and continuous growth of smart offering system. It is necessary to establish a strategy for securing profit from a long-term perspective and systematically proceed. Especially, in the current situation where privacy violation and personal information leakage issues are being addressed, efforts should be made to induce customers' recognition of marketing using customer information and to form corporate image emphasizing security.