• Journal of Global Scholars of Marketing Science
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• v.20 no.2
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• pp.110-122
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• 2010

The emergence of the field of organizational buying behavior in the mid-1960’s with the publication of Industrial Buying and Creative Marketing (1967) set the stage for a new paradigm of thinking about how business was conducted in markets other than those serving ultimate consumers. Whether it is "industrial marketing" or "business-to-business marketing" (B-to-B), organizational buying behavior remains the core differentiating characteristic of this domain of marketing. This paper explores the impact of several dynamic factors that have influenced how organizations relate to one another in a rapidly increasing interdependence, which in turn can impact organizational buying behavior. The paper also raises the question of whether or not the major conceptual models of organizational buying behavior in an interdependent world are still relevant to guide research and managerial thinking, in this dynamic business environment. The paper is structured to explore three questions related to organizational interdependencies: 1. What are the factors and trends driving the emergence of organizational interdependencies? 2. Will the major conceptual models of organizational buying behavior that have developed over the past half century be applicable in a world of interdependent organizations? 3. What are the implications of organizational interdependencies on the research and practice of organizational buying behavior? Consideration of the factors and trends driving organizational interdependencies revealed five critical drivers in the relationships among organizations that can impact their purchasing behavior: Accelerating Globalization, Flattening Networks of Organizations, Disrupting Value Chains, Intensifying Government Involvement, and Continuously Fragmenting Customer Needs. These five interlinked drivers of interdependency and their underlying technological advances can alter the relationships within and among organizations that buy products and services to remain competitive in their markets. Viewed in the context of a customer driven marketing strategy, these forces affect three levels of strategy development: (1) evolving customer needs, (2) the resulting product/service/solution offerings to meet these needs, and (3) the organization competencies and processes required to develop and implement the offerings to meet needs. The five drivers of interdependency among organizations do not necessarily operate independently in their impact on how organizations buy. They can interact with each other and become even more potent in their impact on organizational buying behavior. For example, accelerating globalization may influence the emergence of additional networks that further disrupt traditional value chain relationships, thereby changing how organizations purchase products and services. Increased government involvement in business operations in one country may increase costs of doing business and therefore drive firms to seek low cost sources in emerging markets in other countries. This can reduce employment opportunitiesn one country and increase them in another, further accelerating the pace of globalization. The second major question in the paper is what impact these drivers of interdependencies have had on the core conceptual models of organizational buying behavior. Consider the three enduring conceptual models developed in the Industrial Buying and Creative Marketing and Organizational Buying Behavior books: the organizational buying process, the buying center, and the buying situation. A review of these core models of organizational buying behavior, as originally conceptualized, shows they are still valid and not likely to change with the increasingly intense drivers of interdependency among organizations. What will change however is the way in which buyers and sellers interact under conditions of interdependency. For example, increased interdependencies can lead to increased opportunities for collaboration as well as conflict between buying and selling organizations, thereby changing aspects of the buying process. In addition, the importance of communication processes between and among organizations will increase as the role of trust becomes an important criterion for a successful buying relationship. The third question in the paper explored consequences and implications of these interdependencies on organizational buying behavior for practice and research. The following are considered in the paper: the need to increase understanding of network influences on organizational buying behavior, the need to increase understanding of the role of trust and value among organizational participants, the need to improve understanding of how to manage organizational buying in networked environments, the need to increase understanding of customer needs in the value network, and the need to increase understanding of the impact of emerging new business models on organizational buying behavior. In many ways, these needs deriving from increased organizational interdependencies are an extension of the conceptual tradition in organizational buying behavior. In 1977, Nicosia and Wind suggested a focus on inter-organizational over intra-organizational perspectives, a trend that has received considerable momentum since the 1990's. Likewise for managers to survive in an increasingly interdependent world, they will need to better understand the complexities of how organizations relate to one another. The transition from an inter-organizational to an interdependent perspective has begun, and must continue so as to develop an improved understanding of these important relationships. A shift to such an interdependent network perspective may require many academicians and practitioners to fundamentally challenge and change the mental models underlying their business and organizational buying behavior models. The focus can no longer be only on the dyadic relations of the buying organization and the selling organization but should involve all the related members of the network, including the network of customers, developers, and other suppliers and intermediaries. Consider for example the numerous partner networks initiated by SAP which involves over 9000 companies and over a million participants. This evolving, complex, and uncertain reality of interdependencies and dynamic networks requires reconsideration of how purchase decisions are made; as a result they should be the focus of the next phase of research and theory building among academics and the focus of practical models and experiments undertaken by practitioners. The hope is that such research will take place, not in the isolation of the ivory tower, nor in the confines of the business world, but rather, by increased collaboration of academics and practitioners. In conclusion, the consideration of increased interdependence among organizations revealed the continued relevance of the fundamental models of organizational buying behavior. However to increase the value of these models in an interdependent world, academics and practitioners should improve their understanding of (1) network influences, (2) how to better manage these influences, (3) the role of trust and value among organizational participants, (4) the evolution of customer needs in the value network, and (5) the impact of emerging new business models on organizational buying behavior. To accomplish this, greater collaboration between industry and academia is needed to advance our understanding of organizational buying behavior in an interdependent world.

• Asia Marketing Journal
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• v.12 no.2
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• pp.111-133
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• 2010

Marketing financial services used to be easier. Today, the competition in financial services is fierce. Not only has the competition become more intense, financial services have also changed structurally. In an environment with various customer needs and severe competitions, the marketing in financial services industry is getting more difficult and more important than before. However, there are still not enough studies on financial services marketing in Korea whereas lots of research papers have been published frequently in some international journals. The purpose of this paper is (1)to review the literature on financial services marketing, (2)to investigate current marketing activities based on in-depth interview with financial marketing managers in Korea, and (3)to suggest some implications for future research on the financial services marketing. Financial products are not consumer products. In fact, they are not products at all in the way product marketing is usually described. Nor are they altogether like services. The financial industry operates in a unique way, and its marketing tasks are correspondingly complex. However, the literature review shows that there has been a lack of basic studies which dealt with inherent characteristics of financial services marketing compared to the research on marketing in other industries. Many studies in domestic marketing journals have so far focused only on the general customer behaviors and the special issues in some financial industries. However, for more effective financial services marketing, we have to answer following questions. Is there any difference between financial service marketing and consumer packaged goods marketing? What are the differences between the financial services marketing and other services marketing such as education and health services? Are there different ways of marketing among banks, securities firms, insurance firms, and credit card companies? In other words, we need more detailed research as well as basic studies about the financial services marketing. For example, we need concrete definitions of financial services marketing, bank marketing, securities firm marketing, and etc. It is also required to compare the characteristics of each marketing within the financial services industry. The products sold in each market have different characteristics such as duration and degree of risk-taking. It means that there are sub-categories in financial services marketing. We have to consider them in the future research on the financial services marketing. It is also necessary to study customer decision making process in the financial markets. There have been little research on how customers search and process information, compare alternatives, make final decision, and repeat their choices. Because financial services have some unique characteristics, we need different understandings in the customer behaviors compared to the behaviors in other service markets. And also considering the rapid growth in financial markets and upcoming severe competition between domestic and global financial companies, it is time to start more systematic and detailed research on financial services marketing in Korea. In the second part of this paper, I analyzed the results of in-depth interview with 20 marketing managers of financial services companies in Korea. As a result, I found that the role of marketing departments in Korean financial companies are mainly focused on the short-term activities such as sales support, promotion, and CRM data analysis although the size and history of marketing departments to some extent show a sign of maturity. Most companies established official marketing departments before 2001. Average number of employees in a marketing department is about 58. However, marketing managers in eight companies(40% of the sample) still think that the purpose of marketing is only to support and manage general sales activities. It shows that some companies have sales-oriented concept rather than marketing-oriented concept. I also found three key words which marketing managers think importantly in financial services markets. They are (1)Trust in customer relationship, (2)Brand differentiation, and (3)Rapid response to customer needs. 50% of the sample support that "Trust" is the most important key word in the financial services marketing. It is interesting that 80% of banks and securities companies think that "Trust" is the most important thing, whereas managers in credit card companies consider "Rapid response to customer needs" as the most important key word in their market. In addition, there are different problems recognition of marketing managers depending on the types of financial industries they belong to. For example, in the case of banks and insurance companies, marketing managers consider "a lack of communication with other departments" as the most serious problem. On the other hand, in the case of securities firms, "a lack of utilization of customer data" is the most serious problem. These results imply that there are different important factors for the customer satisfaction depending on the types of financial industries, and managers have to consider them when marketing financial products in more effective ways. For example, It will be necessary for marketing managers to study different important factors which affect customer satisfaction, repeat purchase, degree of risk-taking, and possibility of cross-selling according to the types of financial industries. I also suggested six hypothetical propositions for the future research.

• The Korean Journal of Air & Space Law and Policy
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• v.24 no.2
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• pp.163-186
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• 2009

The missile technology and its development in south Korea have been restrained to the limit of 180 km by America which instead provided to Korea with security protection. In the same vein, America pressured South Korea to abort its nuclear weapons program so as to prevent another possible military encounter that can easily develop into a war between South and North Korea. This restraint was a bit relaxed when South Korea joined the Missile Technology Control Regime (MTCR) in 2001 whereby the limit was 300 km. The situation of South Korea is in much contrast with its neighbor, North Korea, which has fired Taepo Dong 1 and Taepo Dong 2 to put its alleged satellite respectively into the Earth orbit. The range of this rocket believed to be reaching more than 5,500 km, a range of the intercontinental ballistic missile, without any rein. South Korea that has just geared its full powers for its outer space industry, with the current space projects of putting its satellites into the low Earth orbit, will in future put its satellite into the geostationary orbit, 36,000 km above the Earth. To do so, such restraint had better be resolved. Korean space industry, as it is alike in other countries, started with putting and manufacturing sounding rockets, producing satellites but relying on foreign launching facilities, and learning launching capacities. Experiencing three time launchings of KITSAT, the current satellite projects of Korea are undertaken as follows: - Koreasat - STSAT - Komsat - MBSAT - COMS (Communication, Ocean, and Meteorological Satellite) Koreans waked up to the things of outer space in 2008 with the first Korean astronaut Li So-yeon, a lady bio systems engineer. Although the first Korean made rocket in cooperation with a Russian company to fire last August 2009 was a failure, it should be considered as an inevitable process for future endeavors. There are currently three outer space related laws of Korea: Aerospace Industry Development Promotion Act 1987, Outer Space Development Promotions Act 2005, and Space Damage Compensation Act 2008. The first two stemming from the two different ministries are, however, overlapping in many aspects and have some shortcomings to be improved.

• Information Systems Review
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• v.14 no.1
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• pp.85-103
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• 2012

ISMP is a method of writing clearly the user requirements in the RFP(Request for Proposal) of the IS development projects. Unlike the conventional methods of RFP preparation that describe the user requirements of target systems in a rather superficial manner, ISMP systematically identifies the businesses needs and the status of information technology, analyzes in detail the user requirements, and defines in detail the specific functions of the target systems. By increasing the clarity of RFP, the scale and complexity of related businesses can be calculated accurately, many responding companies can prepare proposals clearly, and the level of fairness during the evaluation of many proposals can be improved, as well. Above all though, the problems that are posed as chronic challenges in this field, i.e., the misunderstanding and conflicts between the users and developers, excessive burden on developers, etc. can be resolved. This study is a case study that analyzes the execution process, execution accomplishment, problems, and the success factors of two pilot projects that introduced ISMP for the first time. ISMP performance procedures of actual site were verified, and how the user needs in the request for quote are described was examined. The satisfaction levels of ISMP RFP for quote were found to be high as compared to the conventional RFP. Although occurred were some problems such as RFP preparation difficulties, increased workload, etc. due to the lack of understanding and execution experience of ISMP, in overall, also occurred were some positive effects such as the establishment of the scope of target systems, improved information sharing and cooperation between the users and the developers, seamless communication between issuing customer corporations and IT service companies, reduction of changes in user requirements, etc. As a result of conducting action research type in-depth interviews on the persons in charge of actual work, factors were derived as ISMP success factors: prior consensus on the need for ISMP, the acquisition of execution resources resulting from the support of CEO and CIO, and the selection of specification level of the user requirements. The results of this study will provide useful site information to the corporations that are considering adopting ISMP and IT service firms, and present meaningful suggestions on the future study directions to researchers in the field of IT service competitive advantages.

• Archives of design research
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• v.18 no.4 s.62
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• pp.95-104
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• 2005

The purpose of this study is to estimate the determinants of product design and analyze the impacts of product design on quality competitiveness, product reliability, and consumer satisfaction in an attempt to provide a foundation for the theory of design management. For this empirical analysis, this study has derived the relevant measurement variables from a survey on 400 Korean manufacturing firms during the period of $August{\sim}October$ 2003. The empirical findings are summarized as follows: First, the determinants of product design are very significantly (at p<0.001) estimated to be the R&D capability, the level of R&D expenditure, the level of innovative activities(5S, TQM, 6Sigma, QC, etc.). This empirical result can support Pawar and Driva(1999)'s two principles by which the performance of product design and product development can be simultaneously evaluated in the context of CE(concurrent engineering) of NPD(newly product development) activities. Second, the hypothesis on the causality: product design${\rightarrow}$quality competitiveness${\rightarrow}$customer satisfaction${\rightarrow}$customer loyalty is very significantly (at p<0.001) accepted. This implies that product design positively affects consumer satisfaction, not directly but indirectly, by influencing quality competitiveness. This empirical result of this study can also support the studies of for example Flynn et al.(1994), Ahire et at.(1996), Afire and Dreyfus(2000) which conclude that design management is a significant determinant of product quality. The aforementioned empirical results are important in the following sense: the empirical result that quality competitiveness plays a bridging role between product design and consumer satisfaction can reconcile the traditional debate between QFD(quality function development) approach asserted by product developers and conjoint analysis maintained by marketers. The first empirical result is related to QFD approach whereas the second empirical result is related to conjoint analysis. At the same time, the empirical results of this study can support the rationale of design integration(DI) of Ettlie(1997), i.e., the coordination of the timing and substance of product development activities performed by the various disciplines and organizational functions of a product's life cycle. Finally, the policy implication (at the corporate level) from the empirical results is that successful design management(DM) requires not only the support of top management but also the removal of communication barriers, (i.e. the adoption of cross-functional teams) so that concurrent engineering(CE), the simultaneous development of product and process designs can assure product development speed, design quality, and market success.

• Archives of design research
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• v.18 no.4 s.62
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• pp.85-94
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• 2005

The purpose of this research is the activation proposal about the local design innovation center that was established as a national design policy For this proposal, I have to research about the established process of local design innovation center and then, I analyzed the present condition of local design innovation center for the promoting plan. As a result, we must establish three basic elements to activate the local design center. the first, we have to know the local characteristic. the second, we have to make up the management direction of local design center the third, we have to get the sympathy from the local administration and local people for the positive support. With above conditions, the local design innovation center have to arrange infra elements. (1) design developing facilities for the lending to the local designer, (2) professional designer for the developing of design industry, (3) program development for various activities, (4) the trend research for supply to local company, (5) design one stop service support, (6) the network foundation construction between design administration and design company for the active communication, (7) the innovation of design center for the benefit model, (8) the local design policy establishment with local administration, (9) the independent management of responsibility for the fulfillment For the promotion of the local design innovation center have to make efforts continually with below listed elements. 1. Design supporting for the local industry 2. Various design campaign for the spreading of public recognition about design 3. The supporting for design company and local company with established facilities and expensive equipments. 4. The construction of design information infra for local company 5. The development of new program about the connection between industry and university. 6. The development of local characteristic and local image innovation to make new local where we are.

• Journal of Global Scholars of Marketing Science
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• v.17 no.3
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• pp.83-108
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• 2007

Since the 1992 UN Conference for Environment and Development held in Rio de Jaineiro, Sustainable Development has become the global thesis. More than 170 countries signed the Agenda 21 for the sustainable action plan, and adopted the sustainability concept as the key concept of dealing with the environmental, social, ethical, and economic problem. Sustainability is one of the main marketing challenges in the 21st century. By integrating social and ecological criteria, marketing may can make valuable contributions to sustainable development. Regarding the sustainability marketing, it is difficult to find the domestic marketing research on the thesis of sustainable development, and this is the definite evidence that the Korean marketing researchers do not realize the importance of the thesis of sustainable development which is internationally suggested as the new paradigm of change. The purpose of this study is to build the conceptual background and explore the research direction in order to introduce and adopt the concept of sustainable development in the domestic marketing research field. The present paper proposes a comprehensive conception of sustainability marketing, defined by six step: analysis of social-ecological problems; analysis of consumer behavior; normative sustainability marketing; strategic sustainability marketing; instrumental sustainability marketing; and transformative sustainability marketing. The aim of the paper are to clarify the concept of sustainability marketing. To accomplish this research purpose we discuss the sustainable development which is the conceptual background of sustainability marketing, analyze the characteristics of the sustainability marketing, and finally summarize the research results and present the suggestions for further research. Sustainability marketing embraces the idea of sustainable development, a development that meets the needs of the present without compromising the ability of future generation to meet their own needs. Sustainability Marketing goes beyond conventional marketing thinking. If marketing is about satisfying customer needs and building profitable relationships with customers, sustainability marketing may be defined as building and maintaining sustainable relationships with customers, the social environment and natural environment. By creating social and environmental value, sustainability marketing tries to deliver and increase customer value. Sustainability Marketing aims at creating customer value, social value and environmental value. Sustainability marketing integrates social and ecological criteria into the whole process of marketing, and can be differentiated in six steps: (1) Analysis of the social and ecological problems, generally and specifically with respect to products which satisfy customer needs and wants; (2) Analysis of customer behavior with special aspect to social and ecological concerns; (3) Corporate commitments to sustainable development in the mission statement, development of sustainability visions, formulation of sustainable principles and guideline, setting of socio-ecological marketing objectives and goals (normative aspects of sustainability marketing); (4) Sustainability segmentation, targeting and positioning, and timing of market entry(strategic aspects of sustainability marketing); (5)Integration of social and ecological criteria into the marketing-mix, i.e. products, services and brands, pricing, distribution and communication(instrumental aspects of sustainability marketing); (6) Participation in public and political change processes, which transform existing institutions towards sustainability(transformative aspects of sustainability marketing). The first two steps begin with an analysis of the company situation. In sustainability marketing it is crucial not just to know consumer needs and wants, but also to find out about the ecological and social problems of products along their whole life cycle. The intersection of socio-ecological problems and consumer wants sets the ground for sustainability marketing. Step three to five describe the implementation of sustainability marketing. Social and ecological criteria are fully integrated into the mission statement, strategies and marketing-mix. Step six is one of the specifics of sustainability marketing. It is about the commitment of company to sustainable development and their active participation in public and political processes in order to change the existing framework in favor of sustainability.

• Korean Security Journal
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• no.41
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• pp.37-66
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• 2014

In recent years, with the development of computers and electronics, electronics and communication technology in a growing and each part is dependent on the cross-referencing makes all electronic equipment is obsolete due to direct or indirect damage EMP. Korea and the impending standoff North Korea has a considerable level of technologies related to the EMP, EMP weapons you already have or in a few years, the development of EMP weapons will complete. North Korea launched a long-range missile and conducted a nuclear test on several occasions immediately after, when I saw the high-altitude nuclear blackmail has been strengthening the outright offensive nuclear EMP attacks at any time and practical significance for the EMP will need offensive skills would improve. At this point you can predict the damage situation of Korea's security reality that satisfy the need, more than anything else to build a protective system of the EMP. The scale of the damage that unforeseen but significant military damage and socio-economic damage and fatalities when I looked into the situation which started out as a satellite communications systems and equipment to attack military and security systems and transportation, finance, national emergency system, such as the damage elsewhere. In General, there is no direct casualties reported, but EMP medical devices that rely on lethal damage to people who can show up. In addition, the State power system failure due to a power supply interruption would not have thought the damage would bring State highly dependent on domestic power generation of nuclear plants is a serious nuclear power plant accident in the event of a blackout phenomenon can lead to the plant's internal problems should see a forecast. First of all, a special expert Committee of the EMP, the demand for protective facilities and equipment and conduct an investigation, he takes fits into your budget is under strict criteria by configuring the contractors should be sifting through. He then created the Agency for verification of performance EMP protection after you have verified the performance of maintenance, maintenance, safety and security management, design and construction company organized and systematic process Guard facilities or secret communications equipment and perfect for the EMP, such as protective equipment maneuver system should take.

• Journal of the Korean Institute of Landscape Architecture
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• v.39 no.3
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• pp.64-73
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• 2011

This study starts from the hypothesis that the information society has affected the layman's interpretation and production of content. Specifically, the manner and contents of communication concerning the landscape of Soonyoo-do Park in blogs are surveyed and the possibilities and limitations of this phenomenon are discussed. The following topics are dealt with. Firstly, what is the landscape of Seonyoodo Park as captured by bloggers? What type of landscape do bloggers respond to? Secondly, what is the unique way that bloggers capture and interpret the landscape? Thirdly, What are the possibilities and limitations discovered from the landscape as captured and interpreted by bloggers? Thus, 1,000 blog posts concerning Soonyoo-do Park, as culled from the Internet, were categorized into three areas, First are blog posts browsed by keywords such as 'photo', 'a photographer's visit', 'a good p1ace for taking photos', and 'landscape'. These are focused on the visual aspects of the landscape. The second category is posts under the keywords 'domestic travel', 'Seoul travel', 'travel', and 'recommendation'. They contain introductory information on Seonyoodo Park; that is, they focus cm the more utilitarian functions of Seonyoodo Park as a place. The third one is posts that record personal experiences. The subjects for photography are the bloggers themselves and their companions. As a result of studying the way bloggers deal with landscape, it was found that first, people have developed the ability to capture the landscape and interpret the landscape actively and independently. This process can be regarded as the reproduction of landscape and place. In addition, the recording of their appreciation and feeling overlaps with evaluation and assumption. One negative aspect, however, is that many bloggers dramatize and repeat similar scenes. This can be seen as a make-up of image. The limitations of this study include difficulty in interpretation because blogs, which are the objects of this study, are very subjective and personal. In addition, it was not easy to categorize posts because there were diverse images and a broad range of writing. Nevertheless, practitioners of landscape architecture should continue to monitor and use one-person media like blogs, because the relationship between modern man and the landscape can be better understood through them.

• Journal of the Korea Institute of Information and Communication Engineering
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• v.10 no.10
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• pp.1737-1743
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• 2006

OCR(On channel repeater) provides the high frequency reuse efficiency for allocating frequency bands to repeaters because the frequency of input and output signals of OCRs is the same. However the oscillation probability of OCRs is high due to the same input and output frequency. In order to prevent a repeater from oscillating, we must keep the antenna isolation higher than the gain of the repeater with a some margin. In this paper we simulated the effects of the amplitude, phase and time delay of feedback signals (m the characteristics of non-regeneration OCR. Simulation results show that the highest probability of oscillation is occurred when the gain of a repeater is the same value of the isolation. From the simulation results, we know that the phase of feedback signals can be adjusted to reduce the possibility of oscillation if a non-regeneration repeater has a narrow operation bandwidth or a signal bandwidth is narrow. As the time delay increases, the probability of oscillation and the fluctuation of gain over a certain frequency band increase also. The effects of the amplitude and phase of feedback signals on S/N of 8-VSB signal for generation and non-generation repeater were tested. The measured results show that the set-top can receive 8-VSB signal when the received signal power is $17{\sim}18dB$ higher than the noise power. When the isolation is almost same as the gain of the repeater, then the set-top can not receive 8-VSB signals due to the oscillation of the repeater. And the phase of feedback signals affects S/N at the output of the repeater when the isolation is $11.75{\sim}13.75dB$ larger than the gain of the repeater. In this case the set-top can not receive 8-VSB signal of at $48^{\circ}\;and\;347^{\circ}$ of the phase of feedback signals. However the phase of feedback signals can not affect the S/N of 8-VSB signals of the generation repeater because of the demodulation and modulation process of the generation repenter. The set-top can not receive 8-VSB signals when the amplitude of feedback signals is $12.6{\sim}13.6dB$ larger than the wanted signal power at the input port of the repeater. It's because that the amplitude of feedback signals saturates the front end of the repeater.