• 정보관리연구
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• 제40권1호
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• pp.183-197
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• 2009

With development of the internet, internet shopping is taking its place as one of digitalization industries transcending time and space beyond the scope of commercial activities as the means of goods sales and purchase. We studied about the relations of customer value, environment of internet shopping mall, customer satisfaction and loyalty. Customer value is customers' subjective evaluation, which is formed after their purchasing and consuming. Customer satisfaction can be characterized as post-purchase evaluation of product quality given pre-purchase expectations. Customer loyalty is a potentiality or ensure of durative relationship between customer and enterprises. Customer satisfaction functions as an antecedent of customer loyalty, while customer value does customer satisfaction. It prevents customer churn and consolidates retention, thereby constituting an important cause of customer loyalty. This study shows that customer value, environment of internet shopping mall and customer satisfaction are each found to have a direct effect on customer loyalty. The results provide empirical support for relation between customer satisfaction and loyalty. To increase customer satisfaction and customer loyalty in internet shopping mall is the primary purpose of this study. We believe that only high quality based customer programs accompanied by well designed loyalty programs can be effective in increasing customer retention.

• Asia pacific journal of information systems
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• 제13권2호
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• pp.23-46
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• 2003

This paper proposes an analysis methodology that enables the establishment of improved customer satisfaction via decision support system using customer satisfaction index data and customer database of a company. The proposed methodology establishes rational future goal of a company by applying DEA, finds potential customers which correspond to demographic features of the previous target group, and improve quality factors which distinguish the quality-satisfaction-group from the quality-dissatisfaction-group through the use of machine learning tools, SOM and C4.5. Finally, we illustrate the effectiveness of our research methodology using actual data of a camera company.

• 대한안전경영과학회지
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• 제12권2호
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• pp.199-207
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• 2010

The purpose of this study is looking for the support policies and factors to stimulate the quality innovation movement. Kano's model proposed a two-dimensional model on quality based on customer perception and experience. And Timko developed the customer satisfaction coefficient for overcome the weak points of Kano's model. In this paper, new approach framework is proposed by integrated Kano's model and Timko's customer satisfaction coefficient. And it applied to confirm the various factors which was offered by government and major company's policies for small and medium enterprises.

• 한국콘텐츠학회논문지
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• 제14권3호
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• pp.401-413
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• 2014

본 연구에서는 항공사 객실승무원을 대상으로 감성지능이 고객지향성에 미치는 영향을 파악해 보고자 하였다. 또한 승무원의 감성지능과 고객지향성의 관계에 있어 사회적 지원의 조절효과를 살펴봄으로써 감성지능 연구의 이론적 실무적 시사점을 제공하고자 하였다. 현재 운항중인 두 대형항공사의 객실승무원을 대상으로 자료를 수집하였으며 분석결과는 아래와 같다. 편의표본추출을 통해 233부의 설문지를 항공사 승무원을 대상으로 회수하였으며, 결측치가 있는 자료를 제외하고 214부를 활용하였다. SPSS 18.0을 통해 자료 분석을 실시하였으며 분석결과는 아래와 같다. 첫째, 감성지능은 이론적 고찰을 통해 자기감정인식, 타인감정인식, 감정조절, 감정활용의 하위요인으로 구분하였으며 그 중 자기감정인식을 제외한 모든 요인이 고객지향성에 유의한 정(+)의 영향을 미치는 것으로 나타났다. 둘째, 감성지능과 고객지향성의 관계에 있어 동료지원은 조절효과가 있는 것으로 나타났다. 셋째, 상사지원과 조직지원은 감성지능과 고객지향성의 관계에 있어 부분적으로 조절효과가 있는 것으로 나타났다. 이러한 연구 자료를 활용하여 팀워크를 강화할 수 있는 교육프로그램을 마련하고, 동료들 간의 관계를 돈독히 할 수 있는 프로그램을 제도적으로 마련하여 지원해주는 것이 필요하다.

• 품질경영학회지
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• 제41권2호
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• pp.301-322
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• 2013

Purpose: This study aims to determine the needs of customers who use railroads as a mode of transportation and propose customer-oriented improvements in railroad technology by making connections between customer needs and railroad technology. Methods: We primarily used two methods for this study, AHP and QFD. First, AHP was used to evaluate the relative importance among the different components of railroad technology. Second, the QFD was applied to make a link between customer needs and railroad technology. Results: Railroad technology is largely divided into development, maintenance, and support. Empirical results showed the following improvement priorities in development, vehicle, system, line, signal/communication, power, and structure, in maintenance, vehicle, signal/communication, line, process, power, and structure, and in support, safety/precaution, management, environmental energy, operations/logistics, and station. Conclusion: Recognizing limitations in measuring the level of railroad technology when using the existing 'Technology Growth Model,' we used AHP and QFD to explore improvement directions for customer-oriented railroad technology. By offering customer-oriented services based on this study, railroad service providers will be able to acquire competitive advantage in the market.

• 경영과학
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• 제25권1호
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• pp.193-208
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• 2008

While CRM has recently attracted a lot of attention among academics and practitioners, most academic research in this area has focused on consumer markets, but CRM in industry markets is less focused research area so far. Companies in industry market have suspected effects of the relationship between CRM's activities and performance which is related to customer satisfaction and customer loyalty. The main purpose of this research support CRM strategy development. Therefore, this research is focused on as follows; first, defining the concept of CRM and performance second, identifying the customer relationship's characteristics and CRM relational activities in industrial markets third, verifying the relationship between customer satisfaction and customer loyalty in the case of Steel industry which is whether the CRM relational activities have effects on customer loyalty directly, or indirectly through customer satisfaction.

• 한국콘텐츠학회논문지
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• 제7권9호
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• pp.183-193
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• 2007

본 연구는 기업의 시장 지향성 노력이 궁극적으로 고객만족과 더불어 고객의 충성도 향상을 가져오는가를 조사하고자 서울지역의 특급호텔의 레스토랑에 근무하는 임직원을 대상으로 하였다. 실증분석 결과를 하면 첫째, 시장 지향성이 높을수록 서비스 품질이 높아지는 것으로 나타났다. 둘째, 고객만족이 높을수록 고객 충성도는 높아지는 것으로 나타났다. 끝으로 본 연구의 이론적 공헌, 시사점, 한계점, 그리고 미래 연구방향을 제시하였다.

• 한국데이타베이스학회:학술대회논문집
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• 한국데이타베이스학회 2001년도 춘계 Conference: CRM과 DB응용 기술을 통한 e-Business혁신
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• pp.235-248
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• 2001

o Global Support Centers o 50 Worldwide Field Service Offices o Executive Sponsorship o Quarterly Customer Satisfaction Reviews o Compensation Plans Based on Customer Satisfaction (omitted)

• 품질경영학회지
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• 제28권3호
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• pp.133-144
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• 2000

Many organizations have developed their own information systems not only for internal efficiency but also for effectiveness of external customer services. One of the most effective service tools for their customers is the use of information technology. The web technology is rapidly becoming one of the most effective tools for online customer services. In order to gain competitive edge, organizations must have effective web site planning methods for their customer service. A study on traditional information systems planning methodologies has been conducted and they are compared with web site planning techniques. Cases of web sites in order to Improve customer relationship are analyzed. finally, a new conceptual framework for web site planning strategy for e-CRM is proposed in this paper. In order to support effective web site planning, online customer contact points and online service activities are defined and classified as several stages. And, web site strategies corresponding to each customer service activities are developed and proposed, With this framework, organizations can build competitive web strategies for improving their online customer relationships, thereby increasing customer satisfaction.

• 한국콘텐츠학회논문지
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• 제21권9호
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• pp.270-283
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• 2021

보험 산업에서 고객과의 장기 관계의 성과는 일반적으로 설계사의 고객 유지 및 신규 고객 확보 증가를 통해 수행된다. 이는 개인 고객과의 장기적 충성도의 유대를 구축하고 유지하기 위해서는 설계사의 역량과 조직지원의 개선이 시급함을 시사한다. 따라서 본 연구는 설계사의 역량과 조직지원이 영업성과에 미치는 영향을 분석하고, 또한 역량과 조직지원이 영업성과에 미치는 영향력에서 MDRT 목표지향성 매개역할을 실증적으로 검증하고자 하였다. 본 연구결과는 다음과 같다. 첫째, 상품 및 고객역량, 디지털 역량, 네트워크 역량은 영업성과에 정(+)적 영향을 미치는 것으로 밝혀졌다. 둘째, 영업지원은 영업성과에 정(+)적 영향을 미치는 것으로 밝혀졌다. 셋째, 설계사의 역량과 영업성과 간에 MDRT 목표지향성은 매개효과가 있는 것으로 나타났다. 또한, 영업지원과 영업성과의 관계에서 MDRT 목표지향성은 완전매개효과를 가지는 것으로 나타났다. 이는 설계사의 우수한 역량을 통한 고객관리, 보험 트렌드 변화에 대응하는 조직지원, MDRT 목표지향성을 통한 역량개발이 영업 성과에 긍정적인 영향을 미친다는 것을 의미한다.