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The Influence of the Relationship between Consumer and Tie-in Promotion on Loyalty: Focusing on the Difference between Target Customers and Non-target Customers of Tie-in Promotion

  • Lee, Eun Mi;Park, Hyun Hee;Jeon, Jung Ok
    • Asia Marketing Journal
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    • v.16 no.2
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    • pp.39-57
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    • 2014
  • There has been recognition of the increasing importance of cooperation as an element of marketing strategy. Such cooperation is confined to four levels based on product development, sales promotion, pricing arrangements, and place (or distribution) mechanisms as the usual marketing 4Ps mixed (Varadarajan 1986). At present, however, little is known about the nature of tie-in promotion as a cooperative sales promotion comparing three other levels. The primary goal of this study is to examine the effect of consumer - tie-in promotion relationship on loyalty. The construct of consumer - tie-in promotion relationship is based on the previous research on consumer-brand relationship. In addition, this study divides the concept of loyalty into host brand loyalty and partner brand loyalty to reflect the characteristics of tie-in promotion including program in order to determine the effect of the consumer - tie-in promotion relationship on loyalty. The results showed that the three dimensions of the consumer - tie-in promotion relationship (i.e., commitment, intimacy, and interdependence) had significantly positive effect on program loyalty. The effect of program loyalty is significantly on both host and partner brand loyalty. This study empirically tested the relationships among consumer - tie-in promotion relationship, program loyalty, host brand loyalty, and partner brand loyalty, and then compared with the difference in the suggested model for the target customers and non-target customers. As a result, for target customers, intimacy and interdependence among dimensions of consumer - tie-in promotion relationship had significantly positive influence on program loyalty. In case of non-target customers, however, commitment and interdependence among dimensions of consumer - tie-in promotion relationship had significantly positive influence on program loyalty. Also, program loyalty had significantly positive impact on host brand loyalty and partner brand loyalty in both target and non-target customers. This study has significance in that it addresses the need to identify research and academic implications by analyzing the consumer - tie-in promotion relationship to determine the relationship between tie-in promotion and loyalty, which has not been clearly described by previous studies. Furthermore, this study builds a foundation for firms and managers actively using tie-in promotion to establish tie-in promotion strategies that can maximize loyalty for both host and partner brands from the consumers' point of view.

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The Benefits of Sales Force Automation Explored: An Empirical Examination of SFA Usage on Relationship Quality and Performance

  • Park, Jeong Eun;Holloway, Betsy Bugg;Lee, Sungho
    • Asia Marketing Journal
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    • v.14 no.4
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    • pp.143-165
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    • 2013
  • Sales force automation (SFA) technologies are increasingly used to support customer relationship management (CRM) strategies. However, the popular press reports mixed results among companies incorporating SFA technologies and the previous studies have less interested in relationship quality between sales person and customer as an outcome of SFA. Actually the improved quality of the salesperson-customer relationship may be the most important outcome of SFA usage. This outcome is especially meaningful in today's marketplace given the increasing focus placed on customer retention and other customer related performance such as customer lifetime value. Therefore, this study seeks to further examine the impact of SFA usage within two different firms using SFA technologies to examine the impact of SFA usage on both customer relationship quality and sales performance. Additionally, the moderating roles of perceived managerial support and salesperson experience on the outcomes of SFA usage are examined. The results shows that direct effect of SFA usage on performance was not significant but highlight the mediating role of customer relationship quality in the SFA usage - sales performance relationship. Also, this research examines a number of moderating effects of both management supports for SFA and salesperson's sales work experience. The results indicate that management support has a significant direct influence on relationship quality and salesperson performance, but not a significant moderating effect on the relationship between SFA usage and the outcomes (relationship quality and performance). Thus moderating effects were not supported but find significant main effects. First of all, finding of this study suggest that a formula for successful SFA implementation must be one that highlights a SFA usage → relationship quality → sales performance sequence. This means when sales person use SFA they must build relationship with customer first then will return some long term performance. Second, the implications of not considering the introduction of big technology initiatives in terms of fit within the company's culture, strategy, structure, and environment may in many cases be quite noteworthy. Therefore, the launching of a new technology in the firm, such as SFA, may have a nonlinear impact upon overall firm performance, depending on the presence of other complimentary resources and capabilities. Finally the authors offer a number of implications for research and practice, and suggest directions for future SFA research that may further improve our understanding of this increasingly relevant topic.

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An Examination of the Effectiveness of Crisis Response Strategies for Repairing Competence and Integrity Violations

  • Sung, Yen-yi;Lee, Han-joon;Park, Jong-chul
    • Asia Marketing Journal
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    • v.15 no.1
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    • pp.129-154
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    • 2013
  • Product-harm crises, which are connected to defective or dangerous products, are perceived as the most common threats to a company. Product harm crises can distort long standing favorable equality perceptions, tarnish a company's reputation, cause major revenue and market-share losses, lead to costly product recalls, and devastate a carefully nurtured brand equity. However, in spite of the devastating impact of product-harm crises, little systematic research exists to asses its marketing consequences. So, the purpose of this study is to investigate how Koreans react to the crisis response in the aftermath of different crises(competence violation vs. integrity violation) and inspire additional research in crisis communication. This study has three main findings which run counter to the assumptions of Kim et al.(2007). Namely, the current study expands on the research of Kim et al. (2004, 2007) by examining how companies repair customers' trust and corporate attitude after crises. Different from previous studies, this study assumes that apology for an integrity-based crisis is the most appropriate way to repair consumer trust and corporate attitude. As for competence-based crisis, similarly, apology for competence-based crisis can be more successful repairing consumer trust and corporate attitude. Concerning silence strategy, remaining silent dose not admit or deny guilt right away, but instead of asking the perceiver to withhold judgment, suggesting that, silence could be expected to be superior to apology but inferior to denial. Finally, apology for competence violation will be expected to bemore effective than apology for integrity violation. Research conceptual model was as follows: According to the results, apology is found to be the most effective strategy to repair corporate attitude no matter the crisis is perceived as a violation of competence or integrity. Second, company may consider keeping silent as a desirable response because they does not admit nor deny responsibility but ask the public to withhold judgment. However, the result of this study shows that, in the overall crisis situations, silence strategy did not differ significantly from the denial strategy, which suggested that the public wants explanation instead of uncertainty. Third, there was the interaction effect between crisis type and crisis response strategies. In this study, apology is more effective for the competence violated situation in terms of regaining consumer trust and repairing their attitude toward company, while the apology's effectiveness is lower for the integrity-violated situation. More specifically, when the crisis is perceived due to company's lack of ability(competence violation), consumer's trust belief and attitude toward the company is more easily to repair when the company issued a sincere apology. Damaged product is perceived less intentional so participants are more likely to give the company second chance when they apology to the public. By contrast, exaggerated advertisement(integrity violation) is perceived intentionally and thus makes participants angrier toward the accused company. Although apology is perceived as the most effective strategy, when issuing apology, it also means the company admitted their intention. Therefore, in this kind of crisis situation, trust repair needs not only a sincere apology but additional efforts.

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A Study on The Classifications of Tie-in Promotion Tools according to Benefit Fit (혜택적합성에 따른 제휴 프로모션 수단의 유형화에 관한 연구)

  • Park, Hyun Hee;Lee, Eun Mi;Jeon, Jung Ok
    • Asia Marketing Journal
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    • v.13 no.4
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    • pp.139-158
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    • 2012
  • This study was intended to classify tie-in promotion tools by the criteria of benefit-fit between consumer and tie-in promotions. Tie-in promotion tools include tie-in price reductions, tie-in coupons, tie-in memberships, tie-in contests, tie-in sweepstakes, tangible and intangible tie-in premiums, tie-in payment terms, tie-in samples, tie-in events(culture event, charity event, experience event) and tie-in fund·rebates. The fit between consumer pursuit benefit and tie-in promotion supplying benefit was used as a classification criteria on the basis of Lee et al.'s study in 2011. For the experiment, one stimuli and 12 scenarioes were developed. 100 pieces of data were obtained for each scenario. As a result, benefit fit was subsequently divided into two factors: hedonic-benefit fit and utilitarian-benefit fit. Tie-in promotion tools were then classified into 4 types: high hedonic benefit-added, high utilitarian benefit-added, low hedonic benefit-added, and low utilitarian benefit-added. In previous research, tie-in promotion type was mainly divided by the evaluative criteria on company's viewpoint such as horizontal/vertical or intra-company/ inter-company, which reflects mutual exclusiveness between two criteria. Whereas, in this study, tie-in promotion type was divided by evaluative criteria on consumer's viewpoint such as hedonic- benefit fit/utilitarian-benefit fit. The classifications in this study practically reflect benefit-added of tie-in promotion type superadded one benefit coexisting two benefits.

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Computer vision-based remote displacement monitoring system for in-situ bridge bearings robust to large displacement induced by temperature change

  • Kim, Byunghyun;Lee, Junhwa;Sim, Sung-Han;Cho, Soojin;Park, Byung Ho
    • Smart Structures and Systems
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    • v.30 no.5
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    • pp.521-535
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    • 2022
  • Efficient management of deteriorating civil infrastructure is one of the most important research topics in many developed countries. In particular, the remote displacement measurement of bridges using linear variable differential transformers, global positioning systems, laser Doppler vibrometers, and computer vision technologies has been attempted extensively. This paper proposes a remote displacement measurement system using closed-circuit televisions (CCTVs) and a computer-vision-based method for in-situ bridge bearings having relatively large displacement due to temperature change in long term. The hardware of the system is composed of a reference target for displacement measurement, a CCTV to capture target images, a gateway to transmit images via a mobile network, and a central server to store and process transmitted images. The usage of CCTV capable of night vision capture and wireless data communication enable long-term 24-hour monitoring on wide range of bridge area. The computer vision algorithm to estimate displacement from the images involves image preprocessing for enhancing the circular features of the target, circular Hough transformation for detecting circles on the target in the whole field-of-view (FOV), and homography transformation for converting the movement of the target in the images into an actual expansion displacement. The simple target design and robust circle detection algorithm help to measure displacement using target images where the targets are far apart from each other. The proposed system is installed at the Tancheon Overpass located in Seoul, and field experiments are performed to evaluate the accuracy of circle detection and displacement measurements. The circle detection accuracy is evaluated using 28,542 images captured from 71 CCTVs installed at the testbed, and only 48 images (0.168%) fail to detect the circles on the target because of subpar imaging conditions. The accuracy of displacement measurement is evaluated using images captured for 17 days from three CCTVs; the average and root-mean-square errors are 0.10 and 0.131 mm, respectively, compared with a similar displacement measurement. The long-term operation of the system, as evaluated using 8-month data, shows high accuracy and stability of the proposed system.

The Effects of Corporate Corresponding Time on the Negativity Publicity (부정적 언론보도에 대한 기업의 대응시점 효과)

  • Jongchul Park;Woojun An;Hanjun Lee
    • Asia Marketing Journal
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    • v.12 no.4
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    • pp.113-136
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    • 2011
  • Product harm crises can distort long standing favorable equality perceptions, tarnish a company's reputation, cause major revenue and market-share losses, lead to costly product recalls, and devastate a carefully nurtured brand equity. However, in spite of the devastating impact of product-harm crises, little systematic research exists to asses its marketing consequences. So, this study focuses on the negative publicity about companies and their products. Namely, this study presented how inclusion effect supported the relationship between negative publicity and consumers' response, market performance. According to the results, after negativity publicity was happened, it was appeared that the negativity image spread into other product lines(spillover effect; inclusion effect). Also, when they contact with the negative publicity, respondents negatively evaluated both production evaluation and corporate evaluation. And, in that case of the products with negativity publicity, compared with refutation strategy(defense strategy<study 2>), improving strategy(correction notice) had positive influence on recovery of sales, product evaluation, and corporate evaluation. Finally, as the reaction time toward negativity publicity was faster, the market performance got worse. Especially, according to two-way interaction, when the reaction time was fast, the difference between refutation strategy(defense strategy<study 2>) and improving strategy was not existed in product evaluation and corporate evaluation. However, when the reaction time was late(after a month), improving strategy had more positive evaluation than defense strategy in product evaluation, and corporate evaluation.

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Analysis of productivity and efficiency for mega container ships: Case of Busan Port (초대형 컨테이너 선박의 생산성 및 효율성 분석 -부산항을 중심으로-)

  • Jong-Hoon Kim;Won-Hyeong Ryu;Shin-Woo Park;Hyung-Sik Nam
    • Proceedings of the Korean Institute of Navigation and Port Research Conference
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    • 2023.05a
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    • pp.121-122
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    • 2023
  • As containerized maritime transport began in earnest, the size of container ships has steadily increased, and recently, the operation of 24,000 TEU-class vessels has become regular. However, concerns about the efficiency and productivity of such mega container ships from a port operational perspective have continued to be raised. The 10th Busan International Port Conference requested an in-depth study on the trends of container ship enlargement by analyzing the order status of ultra-large container ships from major global liners. Generally, the factor that drives the upsizing of ships is the realization of economies of scale that lowers transportation costs per TEU, which leads to a higher level of cost reduction per unit transportation compared to the increase in fuel consumption due to transporting large amounts of cargo with a single ship. However, it is necessary to examine whether this trend of container vessel enlargement is feasible for port operations. To this end, this study compares and analyzes the productivity and efficeiency of different ship sizes to evaluate the effect of ship size on port operations.

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Psychological Symptom to Work-Life Balance: An Examination of Negative Belief in Emotional Expression and Emotional Clarity among Working Men and Women (일과 삶의 균형과 정신건강의 관계에서 부정적 정서신념과 정서명료성의 조절효과: 성차를 중심으로)

  • Young Mi Sohn ;Cheong Yeul Park ;Eunjoo Yang
    • Korean Journal of Culture and Social Issue
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    • v.23 no.3
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    • pp.333-359
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    • 2017
  • We examined the moderator roles of negative belief in emotional expression and emotional clarity between work-life balance and psychological symptoms (depression, anxiety and somatization). Also we identified gender differences in their moderating effects. This study was based on a sample of 869 married working employees (man: 424, women: 445). Hierarchical moderated regression analyses showed that work-life balance, negative belief in emotional expression and emotional clarity were strongly associated with depression, anxiety and somatization. While negative belief in emotional expression significantly moderated the relationship between work-life balance and depression and anxiety, emotional clarity showed no significance. We found gender differences in moderating effects of two moderators. In specific, the only women who had more negative belief in emotional expression were more psychological symptoms in a low work-life balance situation. On the other hand, the only men who had higher emotional clarity were less depressive and anxious under the conditions of high work-life balance. We discussed about implications of these results.

Development and Validation of a Fun Perception Scale for the Korean Employees (직장인의 일에 대한 재미지각척도 개발 및 구성타당도 검증)

  • Cheongyeul Park ;Youngmi Sohn ;Chungwoon Kim
    • Korean Journal of Culture and Social Issue
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    • v.17 no.2
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    • pp.241-260
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    • 2011
  • This study was to develop the fun perception scale measuring what conditions employees experience fun feeling in work and to examine the construct validity of it. For this, the pre-studies(open-ended questionnaire, in-depth interviews, literature survey, pre-survey) were conducted to develop the preliminary questions of fun scale. In main study, 250 employees(male: 125, female, 125) were responded to a questionnaire consisted of 40 questions of fun perception scale extracted by pre-studies. The results were as follow. First, through the item analysis, factor analysis and reliability analysis, 7 factors composed of 29 items were extracted: 'self-determination', 'extrinsic reward', 'goal achievement', 'pleasure in the process', 'contribution to the company', 'worthless', 'challenge'. Cronbach's alpha reliability coefficient of each factor was suitable. Secondly, EFA was conducted to test the construct validity of fun scale with AMOS 16.0. Several goodness of fit indexes were used to assess model fit: X2/df, TLI, CFI, RMSEA. The results were revealed that all the indexes were acceptable with no additional modification. Based on these findings, the theoretical and the practical implications of fun perception scale were discussed.

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A Study on the Sensibility Analysis of School Life and the Will to Farming of Students at Korea National College of Agricultural and Fisheries (한국농수산대학 재학생의 학교생활 감성 분석 및 영농의지에 관한 연구)

  • Joo, J.S.;Lee, S.Y.;Kim, J.S.;Shin, Y.K.;Park, N.B.
    • Journal of Practical Agriculture & Fisheries Research
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    • v.21 no.2
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    • pp.103-114
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    • 2019
  • In this study we examined the preferences of college life factors for students at Korea National College of Agriculture and Fisheries(KNCAF). Analytical techniques of unstructured data used opinion mining and text mining techniques, and the results of text mining were visualized as word cloud. And those results were used for statistical analysis of the students' willingness to farm after graduation. The items of the favorable survey consisted of 10 items in 5 areas including university image, self-capacity, dormitory, education system, and future vision. After classifying the emotions of positive and negative in the collected questionnaire, a dictionary of positive and negative was created to evaluate the preference. The items of 'college image' at the time of university support, 'self after 10 years' after graduation, 'self-capacity' and 'present KNCAF' showed high positive emotion. On the other hand, positive emotion was low in the items of 'college dormitory', 'educational course', 'long-term field practice' and 'future of Korean agriculture'. In the cross-analysis of the difference in the will to farming according to gender, farming base, and entrance motivation, the will to farm according to gender and entrance motivation showed statistically significant results, but it was not significant in farming base. Also in binary logistic regression analysis on the will to farming, the statistically significant variable was found to be 'motivation for admission'