• 제목/요약/키워드: educational administration

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Public welfare services and the needs of the Haenyeo and a comparative analysis (해녀의 공공복지서비스 실태와 욕구 비교 분석)

  • Kim, Sang-Mi;Hwang, Kyung-Soo
    • Journal of the Korea Academia-Industrial cooperation Society
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    • v.13 no.10
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    • pp.4557-4563
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    • 2012
  • The purpose of this study is to suggest the criteria to public welfare service support for improving life quality of the haenyeo (female divers) through analyzing public welfare services and desires of the haenyeo in Jeju, Busan, and Tongyeong. Accordingly, research period was set from May 11 to June 21, 2010. The haenyeo in each region of Jeju, Yeongdo-gu (Busan), Tongyeong-si were selected as subjects. Recording of interviewing methods was used to recognize current status of public welfare. We analyzed by comparing desires of the haenyeo to public welfare services by dividing them economically, medically, educationally, and culturally. As a result of researching public welfare services to the haenyeo in each region, supports for protection of diving, growing area, public welfare service for aged diving haenyeo, and medical service were conducted. Tewak protecting net, Seonjinji visiting, and welfare facilities are supported in Busan-si but there is no support in Tongyeong-si. Therefore, desires of the haenyeo to such public welfare services are as followings: First, the desires of the haenyeo in Jeju to economic supports are indicated as supports for haenyeo experience spot, diving suit, and overseas visiting. To educational supports, it is indicated as supports for identity education, diving disease prevention education, and foreign language education. To cultural supports, it is indicated as supports for installation of welfare hall and exchange visit to foreign haenyeo culture. Second, in Busan, there were desires to establish changing room and fishery sales lot and to support diving suit as for economic supports, desires to support diving disease and medical benefits as for medical supports, desires to education of diving skill as for educational supports, and desires to establish welfare hall and haenyeo museum as for cultural supports. Third, in Tongyeong where public welfare services to the haenyeo are very poor, there were desires to support diving suit and to support changing room as for economic supports, as same as in Busan, desires to support diving disease and medical benefits as for medical supports.

Factors Influencing the Regular Oral Check-Ups: Based on the Data of the 2014 Korea National Health and Nutrition Examination Survey (우리나라 경제활동자의 구강검진 수진 영향요인: 국민건강영양조사 제6기 2차년도(2014) 자료를 바탕으로)

  • Kim, Dong-Hwi;Seo, Young-Joon
    • Journal of dental hygiene science
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    • v.17 no.4
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    • pp.323-332
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    • 2017
  • This study aimed to investigate the factors influencing the decision on whether to receive regular oral check-ups among the national health insurance beneficiaries with income and aged over 20 years in Korea. This was a cross-sectional study, using the data from the 2014 6th Korea National Health and Nutrition Examination Survey (KNHANES VI-2), conducted by the Korea Centers for Disease Control and Prevention. The final sample included 2,843 subjects who participated in the health examination survey and oral check-ups. The IBM SPSS Statistics ver. 20.0 was used for the statistical analysis, based on the complex sampling design. The Rao-Scott chi-square test was used to verify the difference in the distribution of independent variables with regard to oral check-ups. The binary logistic regression analysis was used to determine the influencing factors. The ratio of beneficiaries who received oral check-ups was less than half of those who received medical examinations. The Rao-Scott chi-square test, revealed significant differences in the age group (p<0.05) of the predisposing factors, toothache within a year (p<0.001), untreated dental caries (p<0.001) of the need factors, personal income level (p<0.001), educational level (p<0.001), type of medical insurance (p<0.001), and private health insurance (p<0.01) of the enabling factors. In the binary logistic regression analysis, factors influencing oral check-ups were age group, personal income level, educational level, toothache within a year, and untreated dental caries. These findings show a variety of factors influencing the utilization of regular oral check-ups.

Assessment for the Needs to Develop Hospice Training Program for Nurses (간호사를 위한 호스피스 연수교육 요구도 조사)

  • Kwon, So-Hi;Yang, Seong-Kyeong;Park, Myung-Hee;Choe, Sang-Ok
    • Journal of Hospice and Palliative Care
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    • v.11 no.3
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    • pp.147-155
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    • 2008
  • Purpose: This study aimed to assess the educational needs for nurses who care for terminal cancer patients and their families. To identify top needs along with key issues in consideration to develope hospice training program and provide specific recommendations. Methods: A cross-sectional design with nurses from nine universities' hospice specialist courses and seven cancer centers was used. Data were collected via e-mail or mail service from March to April in 2008. One hundred seventy three questionnaires were returned (return rate: 73.6%), and 156 questionnaires were eventually analyzed. The questionnaire consisted of Mason and Ellershaw's The Self-efficacy in Palliative Care (SEPC) and self-reporting confidence and educational needs in hospice care. Results: The mean age of the participants was 37.94 years, 82.1% were staff nurses, and 44.9% completed over six months hospice education. Mean$\pm$standard deviation score for total SEPC was $2.67{\pm}.62$, which was lower than average (score 3), with communication score being the lowest ($2.49{\pm}.69$). The lowest self-reporting confidence score was $2.03{\pm}.77$ in hospice administration and management, followed by providing complement therapy ($2.34{\pm}.77$), bereavement care ($2.34{\pm}.71$), lymph edema management ($2.35{\pm}.79$), and care planning ($2.36{\pm}.81$). The participants reported that additional education is needed in all topics, with pain management score being the highest ($3.71{\pm}.50$), followed by pain and symptom evaluation ($3.67{\pm}.52$), care for dying ($3.67{\pm}.52$), and communication and counseling ($3.63{\pm}.53$). There were significant subgroup differences in SEPC and self-reporting confidence between groups who completed 6 months hospice education or not, however, no significant difference in educational need between the groups. Conclusion: This study showed the need for developing hospice training program to improve compentency of nurses in hospice palliative care.

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A comparative analysis of Leadership Competency Education System in Korea, US and UK (한국·미국·영국의 유아교육기관 원장 리더십역량 교육체계 비교분석)

  • Park, Soo-Jin;Kim, Mi-Kyung
    • Korean Journal of Comparative Education
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    • v.27 no.4
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    • pp.255-283
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    • 2017
  • The purpose of this study is to analyze the comtent of the education system of US and the UK in order to build an integrated system that can develop the leadership competency of preschool principle. Based on this, the implications are as follows. First, competencies can developed through learning rather than fixed. Therefore, re-conceptualization of leadership competence appropriate to the characteristics and organization of the individual as the presiding authority of the preschool can be considered as ability to show visible knowledge and skills, invisible self concept. Therefore, it is necessary to establish a capacity development plan based on this. Second, the introduction and implementation of continuous and systematic training programs such as the training system that strengthens the capacity of the directors and principals of the United States and the United Kingdom is necessary. To do this, we must introduce a system that renews certification every five years, like the United States, rather than a system that acquires and maintains certification with a single training. Third, various training methods should be carried out. In the case of the US and the UK, we think it is desirable to train in various ways in the training period, the university, the teacher center, and the private organization or association. Therefore, it is necessary to build a cooperation system with various institutions such as training institutes, universities, teacher centers, educational information research institutes, and private organizations in each province, and strengthen them in various ways. Fourth, the contents and methods of qualification training and future job training of the director of the preschool should be deviated from the uniform level. Therefore, the systematic research that reflects the knowledge and contents of the administration required in the field should be given priority by the university or research organization that is in charge of the training.

Factors influencing quality of life for individuals and Korean society: Indigenous psychological analysis across different generations (한국 사회와 개인 삶의 질 인식에 대한 토착심리 탐구: 삶의 질을 높이는 요소와 낮추는 요소에 대한 세대별 지각을 중심으로)

  • Youngshin Park;Uichol Kim
    • Korean Journal of Culture and Social Issue
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    • v.12 no.1
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    • pp.161-195
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    • 2006
  • The purpose of this study is to examine factors influencing quality of life for individuals in the family, school or workplace, leisure settings, and Korean society using the indigenous psychological analysis. A total of 3,406 participants, consisting of 1,331 elementary, middle, high school students and 2,075 parents and teacher, completed an open-ended questionnaire developed by Kim and Park (2004b). The respondents reported the factors that influence quality of life in Korean society as follows: Economic condition, collective effort, leisure and cultural life, harmonious interpersonal relationships, effective government policy, and educational attainment. The factors that reduce quality of life in Korean society are as follows: Economic uncertainty, political instability, lack of citizenry, ingroup favoritism, corruption, lack of facilities for leisure and social life, and overemphasis on educational achievement. Second, the factors that influence quality of life in the family are as follows: Harmonious family relations and financial security. For students relationship with friends and academic achievement are reported as important factors influencing quality of life at school. For adults, harmonious interpersonal relationship, financial factors and occupational achievement are reported as important factors influencing quality of life at the workplace. For leisure and social leisure life, financial security, leisure time and interpersonal relationships are reported as important factors influencing quality of life. Third, as for generational differences, students reported political instability and adults reported economic uncertainty as the most important factor reducing quality of life in Korean society. For family life, students reported conflicts among family members and adults reported financial constraints as the most important factor reducing quality of life. For leisure and social life, students reported lack of leisure time and adults reported financial constraints as the most important factor reducing quality of life. Fourth, for students the following characteristics were associated with higher quality of life: Higher socio-economic status of the family, younger, and higher academic achievement. For adults, the following characteristics were associated with higher quality of life: Higher socio-economic status of the family and greater achievement their social life. Implications of these results on the quality of life in Korea, focusing on human relationship, financial factors, self-regulation and educational achievement are discussed.

A Study on improvement of curriculum in Nursing (간호학 교과과정 개선을 위한 조사 연구)

  • 김애실
    • Journal of Korean Academy of Nursing
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    • v.4 no.2
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    • pp.1-16
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    • 1974
  • This Study involved the development of a survey form and the collection of data in an effort-to provide information which can be used in the improvement of nursing curricula. The data examined were the kinds courses currently being taught in the curricula of nursing education institutions throughout Korea, credits required for course completion, and year in-which courses are taken. For the purposes of this study, curricula were classified into college, nursing school and vocational school categories. Courses were directed into the 3 major categories of general education courses, supporting science courses and professional education course, and further subdirector as. follows: 1) General education (following the classification of Philip H. phoenix): a) Symbolics, b) Empirics, c) Aesthetics. 4) Synthetics, e) Ethics, f) Synoptic. 2) Supporting science: a) physical science, b) biological science, c) social science, d) behavioral science, e) Health science, f) Educations 3) Professional Education; a) basic courses, b) courses in each of the respective fields of nursing. Ⅰ. General Education aimed at developing the individual as a person and as a member of society is relatively strong in college curricula compared with the other two. a) Courses included in the category of symbolics included Korean language, English, German. Chines. Mathematics. Statics: Economics and Computer most college curricula included 20 credits. of courses in this sub-category, while nursing schools required 12 credits and vocational school 10 units. English ordinarily receives particularly heavy emphasis. b) Research methodology, Domestic affair and women & courtney was included under the category of empirics in the college curricula, nursing and vocational school do not offer this at all. c) Courses classified under aesthetics were physical education, drill, music, recreation and fine arts. Most college curricula had 4 credits in these areas, nursing school provided for 2 credits, and most vocational schools offered 10 units. d) Synoptic included leadership, interpersonal relationship, and communications, Most schools did not offer courses of this nature. e) The category of ethics included citizenship. 2 credits are provided in college curricula, while vocational schools require 4 units. Nursing schools do not offer these courses. f) Courses included under synoptic were Korean history, cultural history, philosophy, Logics, and religion. Most college curricular 5 credits in these areas, nursing schools 4 credits. and vocational schools 2 units. g) Only physical education was given every Year in college curricula and only English was given in nursing schools and vocational schools in every of the curriculum. Most of the other courses were given during the first year of the curriculum. Ⅱ. Supporting science courses are fundamental to the practice and application of nursing theory. a) Physical science course include physics, chemistry and natural science. most colleges and nursing schools provided for 2 credits of physical science courses in their curricula, while most vocational schools did not offer t me. b) Courses included under biological science were anatomy, physiologic, biology and biochemistry. Most college curricula provided for 15 credits of biological science, nursing schools for the most part provided for 11 credits, and most vocational schools provided for 8 units. c) Courses included under social science were sociology and anthropology. Most colleges provided for 1 credit in courses of this category, which most nursing schools provided for 2 creates Most vocational school did not provide courses of this type. d) Courses included under behavioral science were general and clinical psychology, developmental psychology. mental hygiene and guidance. Most schools did not provide for these courses. e) Courses included under health science included pharmacy and pharmacology, microbiology, pathology, nutrition and dietetics, parasitology, and Chinese medicine. Most college curricula provided for 11 credits, while most nursing schools provide for 12 credits, most part provided 20 units of medical courses. f) Courses included under education included educational psychology, principles of education, philosophy of education, history of education, social education, educational evaluation, educational curricula, class management, guidance techniques and school & community. Host college softer 3 credits in courses in this category, while nursing schools provide 8 credits and vocational schools provide for 6 units, 50% of the colleges prepare these students to qualify as regular teachers of the second level, while 91% of the nursing schools and 60% of the vocational schools prepare their of the vocational schools prepare their students to qualify as school nurse. g) The majority of colleges start supporting science courses in the first year and complete them by the second year. Nursing schools and vocational schools usually complete them in the first year. Ⅲ. Professional Education courses are designed to develop professional nursing knowledge, attitudes and skills in the students. a) Basic courses include social nursing, nursing ethics, history of nursing professional control, nursing administration, social medicine, social welfare, introductory nursing, advanced nursing, medical regulations, efficient nursing, nursing english and basic nursing, College curricula devoted 13 credits to these subjects, nursing schools 14 credits, and vocational schools 26 units indicating a severe difference in the scope of education provided. b) There was noticeable tendency for the colleges to take a unified approach to the branches of nursing. 60% of the schools had courses in public health nursing, 80% in pediatric nursing, 60% in obstetric nursing, 90% in psychiatric nursing and 80% in medical-surgical nursing. The greatest number of schools provided 48 crudites in all of these fields combined. in most of the nursing schools, 52 credits were provided for courses divided according to disease. in the vocational schools, unified courses are provided in public health nursing, child nursing, maternal nursing, psychiatric nursing and adult nursing. In addition, one unit is provided for one hour a week of practice. The total number of units provided in the greatest number of vocational schools is thus Ⅲ units double the number provided in nursing schools and colleges. c) In th leges, the second year is devoted mainly to basic nursing courses, while the third and fourth years are used for advanced nursing courses. In nursing schools and vocational schools, the first year deals primarily with basic nursing and the second and third years are used to cover advanced nursing courses. The study yielded the following conclusions. 1. Instructional goals should be established for each courses in line with the idea of nursing, and curriculum improvements should be made accordingly. 2. Course that fall under the synthetics category should be strengthened and ways should be sought to develop the ability to cooperate with those who work for human welfare and health. 3. The ability to solve problems on the basis of scientific principles and knowledge and understanding of man society should be fostered through a strengthening of courses dealing with physical sciences, social sciences and behavioral sciences and redistribution of courses emphasizing biological and health sciences. 4. There should be more balanced curricula with less emphasis on courses in the major There is a need to establish courses necessary for the individual nurse by doing away with courses centered around specific diseases and combining them in unified courses. In addition it is possible to develop skill in dealing with people by using the social setting in comprehensive training. The most efficient ratio of the study experience should be studied to provide more effective, interesting education Elective course should be initiated to insure a man flexible, responsive educational program. 5. The curriculum stipulated in the education law should be examined.

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A Study on the Eco-Cultural Assessment Indicator for Buddhist Temple Forest - Focused on Mt. Jogye Songgwang-sa Temple - (사찰림의 생태문화적 평가지표에 관한 연구 - 조계산 송광사를 중심으로 -)

  • Jang, Young-Whan;Koo, Bon-Hak
    • Journal of the Korean Institute of Traditional Landscape Architecture
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    • v.37 no.2
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    • pp.74-88
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    • 2019
  • This study developed the Assessment Indicator evaluating eco-cultural value of temple forest in Korea and applied the developed Assessment Indicator to Songgwang-sa(also known as Seungbo-sachal), one of the Three Jewels Temple. Literature reviews and the draft of Assessment Indicator were drawn from brainstorming(including 2 forest therapy experts, 1 Buddhist monk expert, 1 landscape architect, 1 forest expert, and 6 researchers). After that, the Assessment Indicator drawn from the group of experts(the 1st in-depth interview: 32 people, the 2nd in-depth interview: 30 people) was verified and revised. The final Assessment Indicator, which was composed of 4 parts and 20 items, was developed. The results are as follows. The eco-cultural Assessment Indicator of temple forest was composed of 4 parts, which were Historical Cultural value, Ecological value, Recreatory Visitational value, and Educational Useful value, and 20 items and each item had 5 points. Historical Cultural value had 5 items and its total points were 25. Ecological value had 5 items and had total 25 points. Recreatory Visitational value had 6 items, 30 total points. Educational Useful value had 4 items, 20 total points. The total points of the eco-cultural Assessment Indicator were 100 points. As a result of applying the developed Assessment Indicator to the target place, Songgwang-sa in Mt. Jogye, Historical Cultural value of temple forest was calculated as 23 points(out of 25). Ecological value was 21 point(out of 25), Recreatory Visitational value, 22 points(out of 30), and Educational Useful value, 16 points(out of 20). The total points were 82(out of 100). Consequently, this study is meaningful based on the following 5 aspects. Firstly, this study challenged the development of the eco-cultural Assessment Indicator of temple forest for the first time. It is significant because the developed Assessment Indicator can be a useful resource for the eco-cultural value of temple forest. Secondly, the result showed that Educational Useful value and Recreatory Visitational value of forest temple were very low. Therefore, the supports for leisure, tour, education, and use of temple forest are needed from Korea Forest Service, Ministry of Environment, Cultural Heritage Administration and other government agencies since they acknowledge the temple forest as the best customers in Korea. Thirdly, the excellence or for eco-cultural value of temple forest needs to be extended in a national level. It is possible to make a Korean National Bran(e.g., the Therapy at the Temple) by blending temple stay, which is only in temples, and therapy, and is also possible to be a global tour industry. Fourthly, this study suggested legal definition about the necessary of legal definition for temple forest because there is no legal definition on temple forest in the current situation. When the definition of temple forest is legally arranaged, it would be a foundation for conserving eco-cultural value of temple forest, for organizing exclusively responsible departments in governmental institutions, and further for registering temple forest as World Natural Heritage. Lastly, the developed eco-cultural Assessment Indicators of temple forest from this study would be applied to "the 7 Sansa, Buddhist Mountain Monasteries in Korea(Sansa)" and the characteristics of each 7 temple are drawn. This study would be a basic data for temples' management and use with the eco-cultural Assessment Indicator of temple forest.

A Comparative Study of the Function of Nursing Management According to the Position of Nursing Department in Hospital Organization (병원조직내 간호부서의 위치에 따른 간호관리 기능 비교 연구)

  • Lee, Kum-Ja
    • Journal of Korean Academy of Nursing Administration
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    • v.4 no.2
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    • pp.387-403
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    • 1998
  • These days our nation is standing on tiptoe of welfare nation. so hospital in authority have done reformation to provide quality medical services. This effective nursing work to provide quality nursing by keeping pace with the reformation of management of hospital for quality medical function might be well said to be depending on the degree of function of nursing management of nursing department. This essay has been aimed to prepare the data to build the position of nursing organization which can elevate the quality of nursing by clarifying the difference of the degree of the function of nursing management according to the position of nursing department in hospital organization. 135 nurses of 1 general hospital in Seoul which has independent nursing organization of the hospitals of over 600 beds and 155 nurses of 1 general hospital in Seoul which has the nursing organization under the management of medical department have been the objects of this study. The tool of Yoon. Young Ae(1988) has been used by having it amended and complemented and the degree of reliability of the tool was resulted in Cronbach's Alpha .9155. The collected data have been analysed by SPSS program as mean. frequency, chi-square. t-test. F-test(ANOVA) and the results are as the follows; 1. Compared result of general characteristics of the two groups by $x^2$-test showed statistically significant difference between religion ($x^2$=10.375, p=.015) and educational background($x^2$=51.222. p=.000) 2. The t-test aimed to compare the degree of function of nursing management according to the position of nursing department is as the below: Compared result of the degree of the function of nursing management according to the areas has shown higher point in independent type(M=3.22) than in the type under the management of medical department(M=2.85) in the personnel and administrative activities of nursing department. the standard and regulation of nursing duty also showed higher point in independent than in the type under the management of medical department (M=3.37) and the education of nursing showed higher point in independent type(M=3.53) than in the type under the management of medical department(M=3.19) and the evaluation of nursing quality has shown higher point in independent type(M=3.33) than in the type under the management of medical department(M=3.05), The area which showed the highest difference of the degree of the function of nursing management between the two organizations was in the activities of personnel and administration management of nursing department (independent type M=3.22. the type under the management of medical department(M=2.85). The degree of function of general nursing management showed higher in independent type nursing organization than in the type under the management of medical department by 3.41 in independent type and 3.11 in the type under the management of medical department. The items which showed the lowest degree of function of nursing management of both organizations have been suitable nursing man power and distribution and the reflection of the opinion of nursing department. In conclusion. the degree of function of nursing management to be able to provide quality nursing for the hospital goal of quality medical works showed visibly higher in independent nursing organization than in the nursing organization under the management of medical department. Therefore it is desirable for the hospital to operate the nursing department in hospital organization by independent type rather than the type under the management of medical department and the chief of nursing department of the nursing organization of the type under the management of medical department should make effort to reform its structure to be able to establish the position of performing independent nursing management. And also the chief of the nursing organization of independent type should endeavor to build substantial independent type organization more than ever under the viewpoint of securing suitable nursing man power and the low degree of management in the reflection of the opinion of nursing department.

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A Study on Family Services and Program Administration of Family Centers Related to Family Diversity: Focusing on Family Center Practitioners (가족다양성을 고려한 가족센터 사업 운영에 대한 연구: 가족센터 실무자를 중심으로)

  • Koh, Sun-Kang;Son, Seohee;Seo, Chanran
    • Journal of Family Resource Management and Policy Review
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    • v.27 no.2
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    • pp.19-33
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    • 2023
  • The purpose of this study is to explore the family diversity-related service experiences of Family Center practitioners under the main policy goal of recognizing family diversity set out in the Fourth Master Plan for Healthy Families. To this end, a focus group interview was conducted with 12 Family Center practitioners in multiple cities and districts who had extensive family service experiences. The focus group interview data were analyzed using thematic analysis. The analysis found that Family Center practitioners understood the concept of family diversity according to the changes in the family policy environment and applied it in various forms to the administration of their respective centers. However, while administering the family support services considering the aspect of family diversity, they experienced a lack of resources for various family service programs, conflicts between each family service goal and the family diversity-related program goal, and difficulties in identifying the recipients. To expand family diversity-related services in the future, the interviewees emphasized the need for education programs about family diversity targeted at Family Center practitioners, and family support services that reflect regional characteristics. They also stressed the need for changes in program operation methods, such as expanding family diversity education, and developing family service programs appropriate for diverse families. Lastly, they highlighted the need for mounting a publicity campaign for Family Centers, widening the target recipients of family programs, and expanding the budget for the administration of the family diversity project. The results of this study can serve as a basis for restructuring family services for the application and expansion of family diversity practices, and as educational material that can be used to strengthen the capacity of family service practitioners to plan and execute family support programs that take family diversity into consideration.

Effects of Emotional Regulation Processes on Adaptive Selling Behavior and Sales Performance

  • Kim, Joonhwan;Lee, Sungho;Shin, Dongwoo;Song, Ji-Hee
    • Asia Marketing Journal
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    • v.16 no.1
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    • pp.71-100
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    • 2014
  • While the role of emotional antecedents of effective selling behavior would be important, the issue has not been fully addressed in the sales literature. To fill this gap, we conceptualize and empirically examine the relationships among salesperson's emotional regulation processes such as emotional intelligence (EI) and emotional labor (EL), effective selling behavior, and sales performance on the basis of educational, occupational, social psychology literature and marketing literature (e.g., Henning-Thurau, Groth, Paul, and Gremler 2006; Kidwell et al. 2011; Liu et al. 2008; Mayer, Salovey, and Caruso 2008). First, salesperson's EI is defined as his or her capability that enables correct perceptions about emotional situations in sales interactions. The EI is expected to work as psychological resources for different types of EL (i.e., deep acting and surface acting) to be performed by salesperson as emotional expression strategies (e.g., Lie et al. 2008). It is, then, expected that the features of EL selected by the salesperson would lead to different levels of adaptive selling behavior (ASB) and thereby sales performance (Monaghan 2006). Further, given that salesperson's customer orientation (CO) is found to be an important correlate of ASB (Franke and Park 2006), it is expected that CO would moderate the relationship between EL and ASB (Rozell, Pettijohn, and Parker 2004). Hence, this research attempts to shed additional light on emotionally-driven (EL) as well as cognitively-driven (CO) antecedents of ASB (Frank and Park 2006). The findings of the survey research, done with 336 salespersons in insurance and financial companies, are summarized as follows. First, salespersons with a high level of EI are found to use both deep acting (regulating the emotions themselves) and surface acting (controlling only emotional expressions) in a versatile way, when implementing EL. Second, the more the salesperson performs deep acting, the more he or she shows ASB. It is, then, important for salespersons to use deep acting more frequently in the EL process in order to enhance the quality of interacting with customers through ASB. On the other hand, the salesperson's surface acting did not have a significant relationship with ASB. Moreover, CO was found to moderate the relationship between the salesperson's deep acting and ASB. That is, the context of high CO culture and individual salesperson's deep acting would synergistically make the selling efforts adaptive to customer preferences. Conceptualizing and empirically verifying the antecedent roles of important emotional constructs such as EI and EL in salesperson's effective selling behavior (ASB) and sales performance is a major theoretical contribution in the sales literature. Managerially, this research provides a deeper understanding on the nature of tasks performed by salespersons in service industries and a few guidelines for managing the sales force. First, sales organizations had better consciously assess EI capacity in the selection and nurturing processes of salespersons, given that EI can efficiently drive EL and the resulting effective selling behavior and performance. Further, the concept of EL could provide a framework to understand the salespersons' emotional experiences in depth. Especially, sales organizations may well think over how to develop deep acting capabilities of their sales representatives. In this direction, the training on deep acting strategies would be an essential task for improving effective selling behavior and performance of salespersons. This kind of training had better incorporate the perspectives of customers such that many customers can actually discern whether salespersons are doing either surface acting or deep acting. Finally, based on the synergistic effects of deep acting and CO culture, how to build and sustain CO is always an ever-important task in sales organizations. While the prior sales literature has emphasized the process and structure of highly customer-oriented sales organization, our research not only corroborates the important aspects of customer-oriented sales organization, but also adds the important dimension of competent sales representatives who can resonate with customers by deep acting for sales excellence.

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