• Journal of Distribution Science
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• v.16 no.11
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• pp.57-64
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• 2018

Purpose - As the importance of salesperson attitudes and behaviors enhancing customer perception and loyalty have increased, many retail companies put emphasis on internal marketing activities. The issue also has captured the interest of academics, but most of the previous research tends to be limited to investigating antecedents of salesperson job satisfaction and commitment. Based on the consumer-brand relationship concepts, this study aims to examine the effects of the salesperson-brand relationships on customers' service evaluation and store loyalty. Research design, data, and methodology - In a structural equation model, it is hypothesized that salesperson brand identification influences salespersons' brand trust and affect, which are the two dimensions of consumer-brand relationships. Salespersons' brand trust and affect are expected to increase salespersons' customer orientation, which in turn influences customers' service evaluations and store loyalty. To test this hypotheses a set of data collected from department stores in Seoul is utilized. Results - First, it was found that salesperson brand identification is a significant antecedent to salespersons' brand trust and affects, the two dimensions of salesperson brand relationships. Second, salespersons' brand trust and affect were found to enhance salespersons' customer-oriented behaviors. Third, salespersons' customer orientation showed a significant effect on customers' service evaluation. When a salesperson makes more effort to provide useful information for fulfilling customer needs, customers evaluate the salesperson's service more positively. Finally, customers' service evaluation had a positive impact on customers' store loyalty. Conclusions - This study provides significant academic and practical implications. First, based on the theory of consumer-brand relationships, the concept of salesperson-brand relationships was introduced and found to be an effective motivator of salespersons' customer oriented attitudes and behaviors. Therefore, the two dimensions of brand relationships, brand trust and affect, should be considered as the critical factors both in developing theoretical research and improving long-term company performance. Also, internal marketing activities should focus on maximizing employees' brand identification. That is, retail companies need to put emphasis on sharing their brand values and personality with internal customers to strengthen the brand relationships with salespersons and to enhance customer responses.

• Journal of the Korean Society of Clothing and Textiles
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• v.33 no.7
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• pp.1152-1163
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• 2009

Product development and marketing that appeal to consumer emotions are important as shown by a variety of product and service industries that integrate fashion and arts into product design and marketing through collaboration. This study attempted to analyze the patterns in the collaborations of fashion and arts across industry disciplines. A total of 278 collaboration cases reported in news articles were collected from internet databases. Cases were categorized into 5 disciplines of fashion-fashion, arts-arts, fashion-arts, fashion-other industries, and arts-other industries, with each category analyzed in frequency distribution and collaboration type along with related partner and industry characteristics. Collaborations with other industries were observed more than internal ones, and individuals (rather than firms) were more involved in collaborations. Though the collaboration characteristics were different by partner category and sub-category, by individual or firm, and by related industries, a variety of collaborations integrating fashion and arts into product design and development, a new brand launching, product line extension, and co-marketing were observed across product and industry disciplines. The study also described fashion and arts that were integrated into consumer life styles.

• The Korean Journal of Health Service Management
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• v.5 no.4
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• pp.149-159
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• 2011

The purpose of this research is to provide an available basis for marketing strategy by defining the cause-effect relation between the service level of staff members in dental clinic and purchasing behavior of the customers. This study was done in 10 days from November 2, 2009 to November 11, 2009 and the total 172 copies were used for the analysis. As a result of the correlation analysis, a significant positive correlation among all the measured variables was found. As a result of the structural model analysis, I found that the fair service among the variables of the service level significantly affects the building of relationship and the hospital image. The building of relationship and the hospital image significantly affect the positive oral spread. The building of relationship significantly affects the repurchase intentions but the hospital image does not affects the repurchase intentions. To sum up the result of this study, I found that the fair service and the building of relationship with patients are important variables in order to attract new patients and maintain existing customers. I recommend that the hospital continues to motivate staffs through internal marketing and conduct regular trainings. It is necessary to have patients satisfied with broadening responsibility and authority and set marketing strategy for the relationship with patients.

• Journal of Applied Tourism Food and Beverage Management and Research
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• v.10
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• pp.109-138
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• 1999

The hotel does not sell one-time services, and the customer has many choices, especially today. And hotel is vulnerable to new competition. Most customers likes to try a new place and new product. The questions are 1) offering competitive products that are meaningful to customers 2) solving customers problems 3) offering a competitive products that are difficult for competitors to duplicate. This report is for studying about the relationship between the results of National Customer Satisfaction Index(NCSI) and the hotels' revenue. And explore the ways to identify opportunities for creating the desired image that differentiates from the competition and for serving the target market better than anyone else. For the about objectives, the following items are reviewed: 1) Customer behavior and customers' needs and wants 2) Customer decisions 3) Integrated marketing 4) Customer satisfaction 5) Major factors of the hotel customers satisfaction 6) Moment of truty Market positioning is to creat a distinctive place in the minds of potential customer. To position successfully requires recognizing the marketplaces. the competition, value for money and customers' perceptions. Finally, internal marketing efforts can be used to examine one's own position to see if it is perceived by it's customers. It means that the benefits exist in the mind of the customer and are determinable only by asking the customer. These kinds of efforts are essential to proper positioning analysis and long term relationship marketing.

• Journal of the Korean Society of Clothing and Textiles
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• v.28 no.3_4
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• pp.527-538
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• 2004

Despite the importance of and the vast empirical research attention devoted to commitment in channel relationships, several unresolved issues remain. First, although the term commitment is often measured as a single trait, measuring commitment as a single dimension, is problematic for the epistemological depth and methodological sophistication of the instrument. Second, consumer research has seldom considered the complex nature of commitment in consumer markets. This study hypothesized that the multidimensionality of commitment can be separately identified and that the multidimensional factors-LY(Loyalty), ID(Identity), INT(Internalization)-interact differently from those in inter-fun relationships. A conceptualization of commitment holds LY as a central mediator between ID and INT in this study. The data was collected from 491 retail consumers. For the measurement model test, the three-factor model was selected as representing the underlying factor structure in the sample data and the multidimensionality of commitment was confirmed. The conceptualized model, holding LY as a mediator of ID and INT, performed better than the competing model with INT as mediator of ID and LY. The results provide a theoretical contribution in furthering the research on relationship marketing with consumers by suggesting that the consumer commitment structure be presented differently from the organizational commitment.

• Journal of Distribution Science
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• v.17 no.3
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• pp.5-19
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• 2019

Purpose - The purpose of this research is to investigate the factors contributing to sustainable competitive advantage for multi-level marketing (MLM) firms in Malaysia. The selected variables in this study are company image, product innovation, leadership, distributor rewards system and distributor training system. Research design, data, and methodology - Quantitative research method is employed with collected sample size of 398 respondents using judgmental sampling technique. Normality and reliability test were performed in the first stage utilizing SPSS 22 and Confirmatory Factory Analysis (CFA) and variance analysis were obtained in the subsequent stage, following up with the overall fit of the measurement model, Structural Equation Model (SEM) using AMOS 22 with maximum likelihood estimation to assess the internal consistency, convergent validity and discriminant validity. Results - The research findings show that company image, leadership, distributor rewards system and distributor training system were supported and are factors affecting the sustainable competitive advantage of MLM companies in Malaysia. However, in this study, product innovation was not supported but this result does not depict that it is trivial and inconsequential in maintain sustainable advantage. Conclusion - Companies can build sustainable competitive advantage by focusing on these contributing factors. Several other comments and implications were brought to light and discussed in the paper.

• Asia Marketing Journal
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• v.22 no.2
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• pp.87-98
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• 2020

HANSSEM is a furniture company that leads the market of residential space in Korea. The goal of this case study is to focus on how HANSSEM copes with IKEA, the world's largest furniture retailer after entering the Korean market in December 2014. IKEA's entry into Korea is possible to destroy the existing orders in the retail industry and reduce the profit of incumbent local players by realigning industry relationships. However, HANSSEM achieved rapid growth with the largest market share in the furniture market through its internal capabilities. The authors propose the main success factors in three ways: (1) residents-database including apartment floorplans in Korea, (2) high-quality human services provided by construction and A/S (After-sales Service), (3) channel diversification that provides comprehensive consultations (e.g., flagship stores, home shopping channels, stores in marts, and interior dealers). Especially, there have been various consumer needs in Korean market, such as creating their own stylish space economically. HANSSEM meets customer's needs by reinforcing the space-package (complete-interior is provided to customer in a package rather than combining individual piece of furniture) and opening showrooms, which makes customers freely experience the products and receive detailed consultations on interior designs by alleviating customers' difficulties in decorating their homes. Based on HANSSEM's outstanding activities and new investments, we look forward to seeing that HANSSEM will achieve its ultimate goal of maintaining the position of number one furniture company by attaining customer satisfaction through higher quality in Korea.

• Journal of the Korean Society for Library and Information Science
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• v.42 no.2
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• pp.235-253
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• 2008

Although use of the term 'customer' has been and is being increased in the area of Library and Information Science, its concept is not clearly differentiated from the replaced term 'user'. Moreover, there has been a tendency that librarians would have objection against using the term customer. Based on this situation, the concept of customer is examined by comparing with related terms, and its impact on library management is discussed. Libraries have adapted marketing viewpoint by applying the concept of customer to themselves, and it requires total change in the library management.

• Asian Journal of Business Environment
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• v.5 no.2
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• pp.23-29
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• 2015

Purpose - This theoretical study develops practical recommendations for implementing a quality management system (QMS) in Kazakh organizations to ensure the effectiveness and safety of products and services. We discuss the improvement of Kazakhstan's quality standards based on the requirements of ISO 9000. Research design, data, and methodology - We provide methods for improving the quality standards system, ranging from research and development to the sale of products. We also propose to establish a special quality systems award to motivate enterprises toward product quality improvement. The study's methodological basis included Kazakhstan's legislative and regulatory Acts, and international and national standards defining QMS requirements for scientists worldwide to develop and implement a QMS for enterprises. Results - Aligning the QMS reduces Kazakh companies' costs for the detection and correction of defects, and the external and internal loss caused by the defects. Effective QMS also reduces management costs. Conclusion - This article can help increase the transparency of organizations for their leaders and (if necessary) the external environment, and improve the accuracy, quality, and timeliness of decision-making.

• Journal of the Korean Society of Food Science and Nutrition
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• v.28 no.1
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• pp.28-32
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• 1999

A total of 18 marketing radish kimchi samples, 7 species of kakdugi, 6 species of chonggak kimchi and 5 species of dongchimi were analyzed for their N nitrosamine levels by gas chromatography thermal energy analyzer(GC TEA). N nitrosodimethylamine(NDMA) was the only volatile N nitr osamine found in this study and was positive in all collected samples. The average amount of NDMA for kakdugi, chonggak kimchi and dongchimi were 22.9, 13.7 and 23.4 g/kg, and the range were 3.3~ 35.9, 2.6~50.6 and 4.5~65.1 g/kg, respectively. The range of pH for all samples were 3.6~5.4 and the average recovery of internal standard(N nitrosodipropylamine) were 82.0%. NDMA amounts were highest in chonggakkimch (50.6 g/kg) and dongchimi(65.1 g/kg) among collected samples.