• 제목/요약/키워드: impact behaviour

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관리형 유통경로의 구조적 요인이 소매상의 공급자 신뢰와 장기지향성에 미치는 영향: 관계수명주기의 조절효과 (The Effects of Structural Factors of Administered Channels on the Retailer's Trust in the Supplier and Long-Term Orientation: Focusing on the Moderating Effect of Relationship Lifecycle)

  • 박종희;김도일;김선희
    • 한국유통학회지:유통연구
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    • 제16권1호
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    • pp.65-93
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    • 2011
  • 본 연구에서는 관리형 유통경로의 구조적 요인들인 공급자 특유투자, 커뮤니케이션, 소매상 의존도가 신뢰에 미치는 효과를 검토하고자 하였다. 또한 이러한 변수들에 대한 관계수명주기의 조절효과를 밝히고자 하였다. 관계적 거래는 하루아침에 성사되는 것이 아니라 장기간에 걸친 반복적 거래 및 사회적 맥락(social context)이 누적된 결과로 발생하기 때문에 관계마케팅을 성공적으로 수행하기 위해서는 관계수명주기에 대한 단계별 검토가 우선되어야 한다. 작물보호제 소매상 296명으로부터 설문자료를 수집하여 분석한 결과, 공급자에 대한 소매상의 의존도가 신뢰를 가장 크게 증가시키는 것으로 나타났다. 특히 관계가 발전할수록 의존도의 영향력은 점점 더 커졌다. 따라서 공급자는 차별화된 제품과 서비스를 제공하여 시간의 흐름에 따라 소매상의 의존도가 더욱 높아질 수 있도록 노력해야 한다. 그리고 공급자 특유투자는 관계 초반에 신뢰를 증가시키는 역할을 하는 것으로 나타났다. 반면에 성숙기 이후에는 유의한 영향력을 보여주지 않았다. 이는 관계 초기에는 상대방을 평가하는 단서가 특유투자에 불과하기 때문에 특유투자의 효과가 크게 나타나지만 관계가 발전하면 상대방을 평가할 수 있는 여러 가지의 단서를 획득하게 되어 특유투자의 효과가 적은 것으로 볼 수 있다. 또한 양자간의 커뮤니케이션은 신뢰를 높여주는 것으로 나타났으며 신뢰는 장기지향성에 긍정적인 영향을 미치는 것으로 나타났다. 성숙기보다 강화기에서 커뮤니케이션의 영향력은 더 크게 나타났다. 본 연구는 관리형 시스템의 관계변수인 공급자 특유투자, 소매상 의존도, 양자 간 커뮤니케이션을 통합적으로 검토하였다는 점에서 의의를 찾을 수 있다. 그리고 관계수명주기의 조절효과를 검토함으로써 관계의 발전단계에 따른 차별적 전략을 제안할 수 있었다.

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본태성 고혈압 환자의 자기실현 및 욕구구조에 관한 연구 (Manifest Weeds and Self-Actualization of Patients with Essential Hypertension)

  • 강익화
    • 대한간호학회지
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    • 제8권1호
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    • pp.163-180
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    • 1978
  • Much of a person's energy is spent in the effort of becoming a productive member of to-day's complex society. This activity may cause tension, and chronic unrelieved tension is an influential factor in blood pressure elevation. The problem of this study was to identify manifest needs and self-actualization of patients with essential hypertension, and to analyse and compare their manifest needs and selt-actualization with the selected general characteristics of We, sex, religion, occupation and level of education with a control group of patients with normal blood pressure readings. The purpose was to contribute to the planning of nursing interventions toward reducing the impact of complex psycho-somatic factors on the anxiety of patients with essential hypertension. The instruments used included selected items from the Edwards (1959) Personal Preference Schedule (EPPS) as adapted by Hwang (1965) and from the Personal Orientation Inventory (POI) (Shostrom 1964, 1974) adapted by Kim and Lee (1977) to measure manifest needs and self-actualization. The convenience sample was chosen from 149 persons who presented themselves for general physical examinations at Ewha University Medical Centre and 41 patients diagnosed with essential hypertension at three general hospitals in Seoul during June 1 and August 31, 1977. Forty-nine persons from the Ewha group with blood-pressure readings exceeding 150/90 were added to the experimental group. Data were analysed by the S.P.S.S. computer programme using t-test and tests for statistical significance. Statistically significant findings were as follows: A. Blood Pressure and Manifest Needs. 1. with the exception of Autonomy, patients with hypertension had significantly high scores on all variables Abasement, Achievement, Affiliation, Aggression, Dominance, Emotionality, Exhibitionism and Sex. 2. When mean scores of normal persons were compared by age groups, normal persons had higher scores in the following order on Abasement (50's, 40's, 20's, 30's), Achievement (50's, 30's, 40's, 20's), Affiliation (50's, 40's, 30's, 20's), Dominance (50's, 40's, 40's, 20's) and Exhibitionism (30's, 50's, 40's, 20's). In each case, there was a significant difference between the first and last age group scores. 3. When the mean scores of normal persons were compared by sex, normal men had higher scores than women on Achievement, Affiliation, Aggression, Dominance, Exhibitionism and Sex. Male patients had higher scores than female patients on Achievement, Dominance, Exhibitionism and Sex, but female patients scored higher in Emotionality. 4. Normal persons had higher scores related to religion in the following order on Achievement (Buddhism, no religion, Christianity). Hyper tensive patients had higher scores on. Exhibitionism (no religion, Christianity, Buddhism). 5. Normal persons had higher scores related to occupation in the following order on Achievement and Exhibitionism (unemployed, office workers, teachless, businessmen), Emotionality (office workers, unemployed, businessmen, teacher) and Sex (office workers, unemployed, teachers, businessmen). Hypertensive patients had higher scores on Achievement and Aggression (teachers, businessmen, office worker, unemployed), Dominance and Exhibitionism (businessmen, teacher, of ace workers, unemployed) and Sex (teachers, office worker, businessmen, unemployed). 6. Normal persons had higher scores related to level of edification in the following order on Abasement, Emotionality and Autonomy (secondary school graduation, university). Hypertensive patients had higher scores on Abasement (no education, primary, university, secondary), Achievement (no education, secondary, university, primary) , Dominance (university, no education, secondary, primary), Exhibitionism (university, secondary, no education, primary), and Sex (university, secondary, primary, no education). B. Blood Pressure and Self_Actualization 1, Patients with hypertension had significantly lower scores on all variables. 2. Normal persons had higher scores related to age groups in the following order on Existentiality (20's, 30's, 40's, 50's). Hypertensive patients showed no significantly different scores. 3. Normal women had higher scores than men on Time Competence. Normal men had higher scores on Feeling Reactivity. Male patients had higher scores than women on Self-Actualizing Value and Self-Regard. 4. Normal persons ha 1 higher scores related to religion on spontaneity (Buddhism, no religion, Christianity). Hypertensive patients had higher scores on Time Competence and Nature of Man (Buddhism, Christianity, no religion). 5. Normal persons had higher scores related to occupation in the following order on Existentiality (teachers, office workers, businessmen, unemployed) and Self-Regard (unemployed, office workers, teachers, businessmen). Hypertensive patients showed no significantly different scores. 6. Normal persons had higher scores related to level of education in the following order on Existentiality and Self-Acceptance (university, secondary). Hypertensive patients had higher scores on inner-Director (university, secondary, no education, primary) and Existentiality (university, secondary, primary, no education). Recommendations for nursing interventions with hypertensive patients with emotional problems or low self-actualization were made. 1. The nurse should encourage the patient through her interactions with other members of the medical team to accept counselling and health education. 2. Through her therapeutic interpersonal relationships with the patient, the nurse should help him discover the causes of his emotional tension. 3. Through her health teaching with the family, the nurse should encourage them to participate with the medical team in the patient's therapeutic plan and in providing him with the minimum possible emotional support. 4. Through frequent counselling with the obsessive-thinking and inflexible patient, the nurse should reevaluate the patient's behaviour and her interventions. 5. Seriously ill patients should be given needed reeducation by members of the professional medical team.

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