• Journal of Distribution Science
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• v.19 no.5
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• pp.35-48
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• 2021

Purpose: This research aims to analyze the influence of relational penetration capability on salesperson performance and the influence of customer orientation, customer knowledge accessibility, and salesperson-customer relationship quality on the relational penetration capability of the insurance service industry in Central Java. Research design, data, and methodology: This explanatory research involved 211 respondents. Path analysis was used to analyze the primary data obtained. Results: The customer orientation positively influences relational penetration capability and customer knowledge accessibility which can improve salesperson performance. The salesperson-customer relationship quality shows a positive impact on the salesperson's relational penetration capability, salesperson performance, and relational penetration capability which will lead to an improved salesperson-customer relationship. Higher knowledge levels of customer necessity have important implications for a salesperson's capability of finding potential customers and of fulfilling customers' requirements through careful analysis of necessity. Conclusions: The salespeople should be capable of building and maintaining a good relationship with their customers as an indication that salespeople of Insurance Service Company Distribution in Central Java have good performance.

• Proceedings of the Korean Operations and Management Science Society Conference
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• 1996.04a
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• pp.373-376
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• 1996

The design development, and production of a product is one of the greatest challenges which flexible manufacturing systems face today. No matter how a company refines and controls the manufacturing process, if the product is not properly designed, it will not operate correctly or performed well. Therefore the focus on quality of design must be balanced. One such strategy certain to address the managerial and manufacturing of the future is concurrent engineering. Concurrent engineering calls for the consideration and inclusion of product design attributes satisfying all the design constraints such as customer requirements. Furthermore, concurrent engineering has been recently promoted in many industries as a response to competitive marketing pressures. Viewed as a systematic approach of creating high quality products and bringing them to market at lower cost and in significantly less time, it also attracts the attention of quality designers. In this paperm a methodology and model for optimizing the product design, especially selection of optimal design alternative, is developed. The focus of this paper is on product design as the most critical activity of concurrent engineering. The model is based on the customer requirements for quality. Customer requirements for a certain product can be grouped based on the various design attributes. The design attributes have the priorities. The number of design functions. Design attributes value are calculated, however these values are applied to the optimization method. Numerical example will be illustrated.

• Journal of Korean Society of Industrial and Systems Engineering
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• v.38 no.2
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• pp.120-128
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• 2015

Quality function deployment (QFD) is a useful method in product design and development to maximize customer satisfaction. In the QFD, the technical attributes (TAs) affecting the product performance are identified, and product performance is improved to optimize customer requirements (CRs). For product development, determining the optimal levels of TAs is crucial during QFD optimization. Many optimization methods have been proposed to obtain the optimal levels of TAs in QFD. In these studies, the levels of TAs are assumed to be continuous while they are often taken as discrete in real world application. Another assumption in QFD optimization is that the requirements of the heterogeneous customers can be generalized and hence only one house of quality (HoQ) is used to connect with CRs. However, customers often have various requirements and preferences on a product. Therefore, a product market can be partitioned into several market segments, each of which contains a number of customers with homogeneous preferences. To overcome these problems, this paper proposes an optimization approach to find the optimal set of TAs under multi-segment market. Dynamic Programming (DP) methodology is developed to maximize the overall customer satisfaction for the market considering the weights of importance of different segments. Finally, a case study is provided for illustrating the proposed optimization approach.

• Journal of Korean Society for Quality Management
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• v.32 no.3
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• pp.29-44
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• 2004

Obtaining and fully understanding the true requirements of customers is hard task. However, successful use of quality function deployment(QFD) depends on capturing customers' requirements and reflecting them during the design of a product. One of common mistakes in QFD is to perform analysis using an inconsistent house of quality(HoQ) chart. This article presents a model for prioritizing customer attributes and design characteristics in order to make a product more attractive to customers. The proposed model modifies the analytic hierarchical process(AHP) with simple pairwise comparison. Our exploration using of QFD identifies how practitioners maintain consistency, whist quantifying HoQ speedily from the customer's perspectives. This paper also identifies and justifies an alternative position on QFD that is supported by statistical examples.

• Proceedings of the Korean Operations and Management Science Society Conference
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• 2001.10a
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• pp.31-34
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• 2001

The customer unsatisfaction in the new products exists, though the most of enterprises using QFD. It is mainly caused by the failure of corrective determination of technical importance rating(TIR). To derive the technical importance rating, the impact of the fulfillment of design requirements on the satisfaction of customer requirements must first be quantified. This has been accomplished through the use of a 1-3-9 or a 1-5-9 scale and ignored the peak of the house of quality(HOQ). In this paper we suggested the methodology reflecting effectiveness among engineering characteristics and adjusting the relationship strength between customer attribute(CA) and engineering characteristic (EC), by using limit probability and PCMR(pairwise comparison and median rank). With using this method, the determination of TIR would be more suitable for the voice of customers objectively. Here negative correlation is ignored.

• Journal of the Korea Safety Management & Science
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• v.8 no.5
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• pp.57-70
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• 2006

Kano model offers an effective way to understand customer requirements strategically Thus, the integration of Kano model and QFD can reflect customer requirements more effectively in designing new product. Most of previous studies on the integration have been focused customer attributes, but engineering characteristics are used at the final stage of new product design. It is proposed that how to classify engineering characteristics into Kano's elements and how to use the classified results in new product development process in this thesis. A case example is included to explain the proposed method.

• KIPS Transactions on Software and Data Engineering
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• v.4 no.12
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• pp.537-542
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• 2015

Project success is depend on requirement analysis for in the software engineering. Requirements error have a effect in the whole system. As a result, the customer satisfaction will deteriorate. Therefore, we are need to tool that stakeholder's opinion exchange and modify for a accurate analysis in the requirement phase. In this paper, we are design that tool of the stakeholder's opinion exchange.

• International Journal of Contents
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• v.16 no.4
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• pp.26-38
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• 2020

Determining the optimal levels of the technical attributes (TAs) of a product to achieve a high level of customer satisfaction is the main activity in the planning process for quality function deployment (QFD). In real applications, the number of customer requirements for developing a single product is quite large, and the number of converted TAs is also high so the size of the house of quality (HoQ) becomes huge. Furthermore, the TA levels are often discrete instead of continuous and the product market can be divided into several market segments corresponding to the number of HoQ, which also unacceptably increases the size of the QFD optimization problem and the time spent on making decisions. This paper proposed a genetic algorithm (GA) solution approach to finding the optimum set of TAs in QFD in the above situation. A numerical example is provided for illustrating the proposed approach. To assess the computational performance of the GA, tests were performed on problems of various sizes using a fractional factorial design.

• International journal of advanced smart convergence
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• v.10 no.2
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• pp.130-137
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• 2021

In the current software project, it is still very difficult to extract and define clear requirements in the requirement engineering. Informal requirements documents based on natural language can be interpreted in different meanings depending on the degree of understanding or maturity level of the requirements analyst. Also, Furthermore, as the project progresses, requirements continue to change from the customer. This change in requirements is a catastrophic failure from a management perspective in software projects. In the situation of frequent requirements changes, a current issue of requirements engineering area is how to make clear requirements with unclear and ambigousrequirements. To solve this problem, we propose to extract and redefine clear requirements by incorporating Design Thinking methodologies into requirements engineering. We expect to have higher possibilities to improve software quality by redefining requirements that are ambiously and unclearly defined.

• The Journal of Information Systems
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• v.27 no.1
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• pp.43-65
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• 2018

Purpose The emergence of mobile applications has simplified our life in various ways. Regarding tourism activities, mobile applications are already efficient in providing personalized tourism related information and are very much effective in booking hotels, flights, etc. However, there are very few studies on classifying the actual service requirements and improving the customer satisfaction in mobile tourism applications. The purpose of this study is to implement a practical mobile tourism application. To serve the purpose, we classify and categorize the service requirement of mobile tourism applications in Korea. We employed Kano model and analytic hierarchy process (AHP). Specifically, we conducted a focus group study to find out the service requirements in mobile tourism applications. Design/methodology/approach The data for this study were collected from Koreans and Foreigners who has the experience using mobile tourism applications. Participants needed to be familiar with mobile tourism applications because such users may be more aware of the mobile tourism applications services. We analyzed 147 valid data using Kano model and conducted AHP analysis on five experts in the field of tourism using Expert Choice software. Findings In this paper, we identified the 17 service quality requirements in the mobile tourism applications. The results reveal that the service requirement such as Geo-location map, Multilingual option, Compatibility with different operating systems were unavoidable service, absent of such requirements leads to the dissatisfaction. Based on the results of the integrated application of both Kano model and AHP analysis, this study provide specific implications for improving the service quality of the mobile tourism applications in Korea.