• Proceedings of the KAIS Fall Conference
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• 2003.11a
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• pp.141-148
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• 2003

Customer retention is a common concern for many industries and a critical issue for the survival in today's greatly compressed marketplace. Current customer retention models only focus on detection of potential defectors based on the likelihood of defection by using demographic and customer profile information. In this paper, we propose a dynamic procedure for defection detection and prevention using past and current customer behavior by utilizing SOM and Markov chain. The basic idea originates from the observation that a customer has a tendency to change his behavior (i.e. trim-out his usage volumes) before his eventual withdrawal. This gradual pulling out process offers the company the opportunity to detect the defection signals. With this approach, we have two significant benefits compared with existing defection detection studies. First, our procedure can predict when the potential defectors could withdraw and this feature helps to give marketing managers ample lead-time for preparing defection prevention plans. The second benefit is that our approach can provide a procedure for not only defection detection but also defection prevention, which could suggest the desirable behavior state for the next period so as to lower the likelihood of defection. We applied our dynamic procedure for defection detection and prevention to the online gaming industry. Our suggested procedure could predict potential defectors without deterioration of prediction accuracy compared to that of the MLP neural network and DT.

• Journal of Intelligence and Information Systems
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• v.28 no.2
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• pp.75-100
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• 2022

Untact mobile commerce shows a rapid growth due to the prolonged COVID-19 pandemic. And companies have a lot of tough competition in this trend. However, the detail pages of products which play an important role in purchase decision have been provided mostly for consumers in a form of stereotyped information composition. This study has found that the form of (image-centered vs. text-centered) information composition of detailed descriptions of products in the detail pages of mobile products has an effect on product attitude and purchase intention as consumers' information appeal methods vary depending on product types (search goods vs. experience goods). That is, search goods whose information search is easy and whose quality is predictable could be found that product attitude and purchase intention have a more positive effect on the form of image-centered information composition. And experience goods whose quality is unpredictable could be found that product attitude and purchase intention have a more positive effect on the form of text-centered information composition. And effects of congruence between product types based on Higgins' regulatory focus theory and the form of information composition have found to vary depending on consumers' chronic regulatory focus. Promotion focus seeking consumers showed effects of congruence between product types and the form of information composition and prevention focus seeking consumers did not show effects of congruence between them. That is, promotion focus seeking consumers have found to have more positive product attitude and purchase intention in the form of image-centered information composition of experience goods and text-centered information composition of search goods. And prevention focus seeking consumers have found to be unable to have an effect on product attitude and purchase intention even though the form of image or text-centered information composition of search and experience goods is presented. The study implies that the form of information composition should be designed, produced, and provided for consumers by considering product types and consumer propensity when designing it in the detail pages of mobile products.

• Fashion, Industry and Education
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• v.16 no.1
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• pp.1-18
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• 2018

The purpose of this study was to investigate the influence of consumers' regulatory focus on their perceived values of the product as well as shopping process, and willingness to invest resources for online mass-customized products. Data were collected using an online survey from 251 young adult consumers, particularly those who have prior purchase experience of mass-customized products. Interpretation of results indicated that consumers' promotion regulatory focus impacted their perceived values of the product (social, emotional, monetary, and epistemic but not performance), perceived values of the shopping process (hedonic and utilitarian), and willingness to invest more money, time and effort. However, as anticipated, prevention regulatory focus had no significant influence on the dependent variables. Researchers provide crucial implications for brands of online mass-customized products to segment their market based on regulatory orientation, as well as better cater to customer demands by positioning their products as offering benefits that specifically caters to the needs of such consumers.

• The Research Journal of the Costume Culture
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• v.23 no.1
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• pp.102-116
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• 2015

This study aimed to identify the effects of fashion brand extensions types, preannouncing and consumers' regulatory focus on preference towards extension products. To that end, the study used a 2 (fashion brand extension types: similar vs. non-similar) ${\times}2$ (preannouncing: near preannouncing vs. far preannouncing) ${\times}2$ (regulatory focus: promotion focus vs. prevention focus) three mixed elements. The subjects of the study were 280 men and women in their 20~40s living in Seoul and Chungnam province and total of 229 data were analyzed. Data were analysed with SPSS 19.0 program and three-way ANOVA, simple interaction effects and simple main effects analysis were conducted. The results of this study are as follows: First there were significant differences in preference based on fashion brand extension types and preannouncing. Second, there were significant interaction effects in preference between extension types of fashion brand and regulatory focus. But there was no difference in preference toward extension products according to types of preannouncing and regulatory focus. Lastly, fashion brand extension types, preannouncing and regulatory focus showed significant interaction effects on preference. Thus even in cases of non-similar brand extensions which carry more risk of failing, the appropriate marketing communication strategies such as preannouncing will result in brand preference. Also marketing activities should be comprehensive and strategical based on consumers' tendencies in order to derive positive evaluations.

• Journal of Fashion Business
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• v.25 no.5
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• pp.149-162
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• 2021

Nowadays, the cosmetic and fashion industries are paying attention to influencer marketing on Instagram. In this study, we determined whether electronic word of mouth (e-WOM) communications were affected by the following parameters: the influencer's information source, message sidedness, and consumer's regulatory focus. The experimental design of this study is a three-way mixed ANOVA, which comprises of 2 (influencer information source: expert vs general consumer) × 2 (message sidedness: two-sided message vs one-sided message) × 2 (consumer regulatory focus: promotion focus vs prevention focus) structure. The data for this research study was obtained by distributing a questionnaire to 410 subjects. The participants were aged between 20 and 39 years and lived in Seoul and Gyeonggi areas. In total, the data of 396 subjects was analyzed with the help of SPSS 25.0 statistical program: frequency analysis, reliability analysis, t-test, three-way ANOVA, and simple main effect analysis were performed. The analysis results were as follows: First, influencer information sources and consumer regulatory focus exhibited a significant interaction with consumers' e-WOM intentions. Second, message sidedness and consumer's regulatory focus exhibited a significant interaction with e-WOM intentions. Third, influencer information source and message sidedness exhibited a significant interaction with consumers' e-WOM intentions. Based on these findings, the type of influencer's information source and the consumer's regulatory focus was taken into consideration while marketing cosmetics on Instagram. Moreover, influencer marketing strategies must be used to evaluate message sidedness. This would help us gauge the consumer's attitude towards advertisements.

• The Korean Journal of Coaching Psychology
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• v.5 no.2
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• pp.83-100
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• 2021

The purpose of this study was to investigate the positive impact that social value coaching has on employees, specifically highlighting the role of regulatory focus. Based on a coaching model, we developed a social value coaching program and applied it to the employees. We investigated whether the experimental group that participated in the social value coaching program would report higher levels of meaning of work, hedonic job satisfaction, eudaimonic job satisfaction, and job crafting compared to the control group, as well as whether regulatory focus would function as a moderator. We only analyzed the moderating role of prevention focus as promotion focus did not show any moderating effects. The results suggest that the experimental group that participated in the social value coaching program reported significant increases in all of the outcome variables compared to the control group. Additionally, for meaning of work, hedonic job satisfaction, and eudaimonic job satisfaction, the effects of the coaching program was stronger for those with a higher level of prevention focus than those with a lower level of it. Based on these results, we discussed the implications and limitations of this research, as well as suggestions for future research.

• Asian Pacific Journal of Cancer Prevention
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• v.13 no.5
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• pp.2419-2423
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• 2012

Context: Genuine community participation does not denote taking part in an action planned by health care professionals in a medical or top-down approach. Further, community participation and health education on breast cancer prevention are not similar to other activities incorporated in primary health care services in Iran. Objective: To propose a model that provides a methodological tool to increase women's participation in the decision making process towards breast cancer prevention. To address this, an evaluation framework was developed that includes a typology of community participation approaches (models) in health, as well as five levels of participation in health programs proposed by Rifkin (1985&1991). Method: This model explains the community participation approaches in breast cancer prevention in Iran. In a 'medical approach', participation occurs in the form of women's adherence to mammography recommendations. As a 'health services approach', women get the benefits of a health project or participate in the available program activities related to breast cancer prevention. The model provides the five levels of participation in health programs along with the 'health services approach' and explains how to implement those levels for women's participation in available breast cancer prevention programs at the local level. Conclusion: It is hoped that a focus on the 'medical approach' (top-down) and the 'health services approach' (top-down) will bring sustainable changes in breast cancer prevention and will consequently produce the 'community development approach' (bottom-up). This could be achieved using a comprehensive approach to breast cancer prevention by combining the individual and community strategies in designing an intervention program for breast cancer prevention.

• Journal of Korean Public Health Nursing
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• v.35 no.1
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• pp.19-32
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• 2021

Purpose: This study was aimed to identify the influencing factors on the COVID-19 infection prevention behavior of adults residing in Gyeongsangnam-do by examining relationships between anxiety, health belief and COVID-19 infection prevention behavior. Methods: The participants of this study were recruited from a website, and the total number of participants was 186. The self-report questionnaires were distributed during July 2020. Results: Multiple regression analysis revealed the significant factors affecting the COVID-19 infection prevention behavior of adult residing in Gyeongsangnam-do were perceived barriers(��=-3.68, p<.001), perceived benefits(��=3.39, p=.001), perceived susceptibility(��=2.83, p=.005), sex(��=2.59, p=.010). The total explanatory power of the study variables for COVID-19 infection prevention behavior was 35.0%(F=17.61, p<.001). Conclusions: Based on these findings, in order to promote COVID-19 infection prevention behavior, there is needed to reduce obstacles for carrying out infection prevention behaviors, and develop multi-faceted promotional strategies for infection prevention behaviors.

• Women's Health Nursing
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• v.16 no.2
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• pp.147-156
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• 2010

Purpose: This study was to examine the relationship of knowledge, health beliefs, and prevention behaviors of osteoporotic fracture in outpatients with osteoporosis. Methods: The subjects were 120 outpatients receiving osteoporosis treatment on K hospital in G city from Dec. 2007 to Feb. 2008. Questionnaires were collected and analyzed using the SPSS/WIN 12.0 program for descriptive statistics, and t-test, ANOVA, and Pearson correlation coefficient. Results: Subjects were treated for fracture about 28 months. The mean score of knowledge, health belief and prevention behaviors in subjects were $17.5{\pm}3.22$, $2.8{\pm}0.23$ and $2.8{\pm}0.38$ respectively. The score of health belief recorded the lowest point. However, the score of knowledge varied with general and disease-related characteristics of subjects. In contrast, the score of prevention behaviors did not showed any significant differences. Fracture prevention behavior in subjects showed rather higher relationship with the health belief system than the knowledge of fracture prevention. Conclusion: The present work suggested that education program for prevention behaviors of fracture should be developed to focus on altering the health belief system rather than the knowledge of osteoporotic fracture prevention. Furthermore, individual education program based on living circumstances and daily life habits should be also developed.

• The Journal of Industrial Distribution & Business
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• v.10 no.5
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• pp.49-58
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• 2019

Purpose - Consumer behaviors or decision-making process has been changing recently as the consumer environment, including mobile everyday life, has changed. In view of this changing consumer smart environment, this study aims to investigate structural relation about the influence omni-channel propensity and regulatory focus on consideration set formation. Research design, data, and methodology - In order to proceed with this study, we review previous studies and setting hypotheses. The hypothesis was verified through a survey that was conducted for university students with experience in purchasing in less than three months. With reference to previous studies, operational definition was made for the questionnaire design. From 2018 Nov. to 2019 Feb. Survey was conducted on the panel consumers who purchase item within that period. 315 collected survey data were used to verify hypotheses except the data that had incorrect values. This data were used for SPSS/AMOS for confirm hypothesis which developed by researcher. Results - The results of this study are as follows. First, Consumers were considering a more heterogeneous alternatives if they were more omni-channel propensity in the process of forming consideration set. Second, Consumers were more conscious of the price if they were more omni-channel propensity Third, Consumers were considering a more newness alternatives if they were more omni-channel propensity in the process of forming consideration set. Meanwhile, The results of the study on regulatory focus and consideration set relationships are as follows. Consumers were considering a more heterogeneous alternatives if they were more promotion focus tendency in the process of forming consideration set. Second, Prevention focus tendency were more conscious of the price in the process of considering alternatives. Third, Consumers were considering a more newness alternatives if they were more promotion focus tendency. Conclusions - Depending on the changing consumer environment, the omni-channel propensity was shown to influence the formation of the consideration set. Also, Regulatory focus of consumers significantly influence to formation of consideration set. this study also contributes to the development of the theory as well as the practical approach with understanding consumer decision process on smart(mobile) environment.