• Title/Summary/Keyword: relational outcomes

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National Culture and Relational Selling: Antecedents, Outcomes and Boundary Conditions of ASB and Customer-Oriented Selling in Korea

  • Park, Jeong Eun;Deitz, George D.
    • Asia Marketing Journal
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    • v.18 no.1
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    • pp.75-97
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    • 2016
  • Globalization and the emergence of new markets has placed increased emphasis on cross-cultural sales and marketing research. Despite considerable advances in the personal selling literature, little is known about the cross-cultural transferability of key constructs. Given the degree to which well-accepted relational sales behaviors such as ASB and customer oriented selling reflect Western values such as individualism and low uncertainty avoidance, the relative efficacy of such practices in alternative cultural context is less clear. Using a Korean sample, our results confirm the beneficial direct effects of these relational selling practices upon performance. However, we also find strong workgroup interdependence diminishes the effects of ASB and that performance fully mediates the relationship between both sales behaviors and job satisfaction. In contrast to prior results, we find female salespeople and those newer to their position demonstrate stronger ASB.

Influence of perceived friendship on customer participation behavior and customer citizenship behavior as well as customer cooperation (지각된 프렌드십이 고객참여 및 시민행동과 협력에 미치는 영향)

  • Ahn, Jin-Woo;Chun, Myung-Hwan
    • Management & Information Systems Review
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    • v.35 no.1
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    • pp.155-172
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    • 2016
  • Customer participation behavior(CPB) and customer citizenship behavior(CCB) which are customers' active functions and roles implemented in service encounter contribute to the service quality. Thanks to these ideas, many researches focus on the influences of these two customers' behaviors on relational outcomes, additionally. However, when examining the characteristics of CPB and CCB, it is notable that CPB and CCB are positively influenced by relationships between customers and firms, adversely. In other words, it is necessary to find that commercial friendship representing a deep relationship can address these two customers' behaviors, as well as may influence relational outcomes. As results, intimate friendship between a customer and an encounter provider has a positive influence on CPB and CCB, expectedly. These findings show that customers having prior contacts can play active roles in a service encounter. Additionally, it is identified that CPB and CCB have positive influences on the relational outcomes such as customer cooperations. Consequently, CPB and CCB are likely to be on the loop of a relational circulation.

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The Effects of Knowledge-Sharing Networks: The Influence of Partnering on Supplier Relationship Outcomes (지식 공유 네트웍(network)의 효과)

  • Kim, Gyeong Mook
    • Knowledge Management Research
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    • v.9 no.2
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    • pp.109-127
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    • 2008
  • This cross-level study of 77 samples from Korean 1st-tier suppliers participating in knowledge-sharing networks examined the impact of partnering(joint establishment of goal and joint problem solving system) on supplier relationship outcomes(competativeness improvement and innovative idea suggestion). The findings showed that joint establishment of goal and joint problem solving system were positively related to both supplier's competativeness improvement and its innovative idea suggestion. Whereas, joint problem solving system did account for a significant variance only in innovative idea suggestion. The findings, further, demonstrated that mutual trust moderated the relationship between joint problem solving system and supplier relationship outcomes. Implications for theory and practice are suggested.

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Study on Patient Outcomes through the Construction of Korean Nursing Minimum Data Set (NMDS) (한국형 Nursing Minimum Data Set(NMDS)구축을 통한 환자결과에 대한 연구)

  • Lee, Eun-Joo
    • Journal of Korean Academy of Nursing Administration
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    • v.12 no.1
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    • pp.14-22
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    • 2006
  • Purpose: The purpose of this study is developing the nursing information system which contains the core elements of nursing practice, the Nursing Minimum Data Set (NMDS) that should be collected and documented all the settings in which nursing care is provided. Method: The program was developed under the hospital information system by TCP/IP protocol and used NANDA, Nursing Interventions Classification (NIC), and Nursing Outcomes Classification (NOC) to fill out the elements of NMDS. The Oracle was used as DBMS under the Windows 98 environment and Power Builder 5.0 was used as a program language. Results: This study developed linkage among the NANDA-NOC-NIC to facilitate choosing correct nursing diagnosis, interventions, and outcomes and stimulate nurses' critical thinking. Also the system developed includes nursing care sensitive patient outcomes, so nurses can actively involve in nursing effectiveness research by analyzing the data stored in the database or by making relational databases with other health care related databases. Conclusion: The program developed in this study ultimately can be used for the nursing research, policy development, reimbursement of nursing care, and calculating staffing and nursing skill mix by providing tool to describe and organize nursing practice and measure the nursing care effectiveness.

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A study on the relational outcomes in franchise alliance: based on symmetric and asymmetric relationship in education service industry (프랜차이즈 제휴의 관계성과에 관한 연구: 교육서비스산업의 대칭적·비대칭적 관계를 중심으로)

  • Lee, Jiwon;Kang, Inwon
    • International Commerce and Information Review
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    • v.18 no.4
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    • pp.333-358
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    • 2016
  • This study investigates the relative effect of symmetric and asymmetric relationship between franchiser and franchisee on the relational outcome of franchise alliance in education industry. To verify the research model, 240 samples, which is related with eduction service, were collected, among which 200 were used for the analysis. The outcome suggests that the asymmetric relationship in an alliance negatively influenced the relational quality, among which asymmetric alliance-specific investments had the most significant effect. On the other hand, the relational quality was positively influenced when the alliance relationship was symmetric, especially when the interactional fairness was high. Furthermore, compared to foreign franchise, local franchise presented higher level of role and responsibility imbalance, along with higher likihood of franchisees' opportunistic behaviors.

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Effects of Core Competence and Resource Sharing on the Relational Bond among Franchisees and on Re-contract Intention in the Franchising Parent Companies (프랜차이즈 모기업 핵심역량 자원이 가맹점 관계결속과 재계약의도에 미치는 영향)

  • Huh, Yeong-Uk;Ju, Mal-Chan
    • Journal of Distribution Science
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    • v.12 no.4
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    • pp.11-22
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    • 2014
  • Purpose - The domestic franchise industry has made significant contributions to industry such as investment, employment, and community economy development, facilitating growth potential. The franchise industry provides management knowhow transfer between parent companies and franchisees as per contracts addressing use of business signs, franchisees' independent position, franchisor support, and royalties to be paid to the franchisors. However, many franchisors lack management knowhow and provide insufficient support because of poor control of franchisees and not having a systematic approach to support. This results in dissatisfied franchisees and failure to establish long-term relationships. Few studies have examined relational commitment and/or re-contract intention by support resources between franchisors and franchisees, despite a considerable output of theories and studies of the growth of the franchise industry. The purpose of this study, therefore, was to examine the effects of the ability to provide resources on relational commitments and re-contract intention, and to suggest causal relationships and implications. Research design, data, and methodology - The subject was domestic franchisors registered with the Association of Franchise with more than 50 franchisees. Franchisees under contract for 2 years and considering re-contract of their franchise 2 years later were used. The subjects totaled 300 franchisees in Seoul. A questionnaire survey was used to investigate the subject of franchisees' concessions during the 10 days from November 21, 2013 to November 30, 2013. After excluding 16 surveys with poor answers, 284 responses were finally used. Four areas and 44 questions were used. A nominal scale was used for four common characteristics questions including gender, ages, educational background, and franchise managing time. Questions regarding ability, relational commitment, and re-contract intention made use of a Likert 5-point scale. Data coding and data cleaning were used. SPSS 18.0 was used as follows. First, frequency analysis was done to investigate demographic characteristics. Second, exploratory factor analysis was done to verify validity of testing tools, and Cronbach's α coefficient was used to verify reliability. Third, correlation analysis and multiple regression analysis were done. An exploratory factor analysis was done to verify validity of concepts. A correlation analysis was done to test relationships between the variables, and multiple regression analysis was done to verify franchisor's ability, franchisees' relational commitment, and re-contract intention. Results - The following were the outcomes. First, store operation management, finance operation management, and human resource management affected the calculated bond. Second, store operation management and finance operation management affected the emotional bond. Third, store operation management, finance operation management, human resource management, and marketing management affected the prescriptive bond. Fourth, calculated bond and prescriptive bond had an effect on re-contract intention. Conclusions - As stated above, in franchise management, parent companies' offer and instruction of core competence to their franchisees as an information resource could improve the relational bond by helping them grow together through the resource sharing. Consequently, core competence factors were promoting factors that could improve franchisees' re-contract intention for a long time.

Exploring Functional Differences of Perceived Benefits between Competitive Sport and Eco-Sport

  • Hyeong KANG;Won Jae SEO
    • Journal of Sport and Applied Science
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    • v.8 no.2
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    • pp.19-23
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    • 2024
  • Purpose: This study sought to explore theoretical knowledge of benefits that sport participants perceived. In specific, this study reviewed related literature to explore similarities and differences of perceived benefits between competitive sport and eco-sport. Research design, data, and methodology: This study employed an integrated literature review approach. A conceptual model is suggested by reviewing prior studies. The study collected relevant documents via online search engine including KCI and google scholar. The contents and results of collected data were analyzed and categorized into perceived benefits between competitive sport and eco-sport. Results: For results, summary of perceived benefits was presented. In specific, a total of twelve variables were derived from the literature analysis as physical benefits of sport participation, which include cardiorespiratory fitness and physical self-concept and so forth. Second, a total of six mental benefits were discovered by prior studies, including happiness, stress release, psychological health and so on. Third, in terms of socio-relational benefits, four variables were derived from previous literature, which are social support, trust, and social capital and so on. Conclusions: This study identified positive outcomes of physical activities. Furthermore, a variety of benefits were categorized into three major aspects such as physical, mental, and social benefits. The study needs to be conducted to explore the effects of perceived benefits on repeat participation. Further implications were discussed.

Environment Model of Relational Archives (관계형 아카이브의 환경모형)

  • Lee, Yeon Chang
    • The Korean Journal of Archival Studies
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    • no.69
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    • pp.63-91
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    • 2021
  • If archives cooperate with other archives in similar fields, various outcomes that are not possible when operated individually can be efficiently achieved. If the archive maintains a cooperative relationship between archives at all times and allocates limited resources to priority and essential activities, efficiency improvement can be expected in the operation of individual archives. If an archive tries to coexist, exchange, or cooperate with other archives, the scope and method will be different from the existing business performance. It will be different from the individually operated archive function in many ways, and new business functions that did not exist before are also required. In this study, by applying the environment model of OAIS, try to reconstruct the environment model of the relational archives that includes the partner of cooperation as a member of the archives that affects the operation of the archives.

The influence of perceived benefits and risks on the relational outcomes in strategically partnered firms (전략적 제휴 당사자 간의 이익 및 위험지각이 관계적 성과에 미치는 영향)

  • LIU, XINTONG;KIM, HAG-MIN
    • International Area Studies Review
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    • v.21 no.1
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    • pp.3-24
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    • 2017
  • The effects of strategic partnership can be positive or negative. This paper intends to explain why the partnership produces opposite results. This paper incorporates strategic behavioral direction and perceived values for relational performance. The conceptual model as well as empirical analysis was made and the results are as follows. First, this study uses bi-directional decomposition of two research constructs. The first construct of perceived values is classified into benefits and risks. Also, the behavioral directions are either active or passive behaviors. The critical path is found that the perceived benefits make significant effects on active behavioral direction which does on commitment. Another path is that the perceived risks make passive behavioral direction which results in opportunistic behaviors between strategically partnered firms.

Evaluation of Concordance between Learning Outcomes of Basic Medical Education Courses and Assessment Items of the Medical Licensing Examination (기본의학교육과정의 학습성과와 의사 국가시험 평가목표의 일치도 분석)

  • Kim, Na Jin;Park, In Ae;Kim, Eun Ju;Baek, Seung Ae;Kwon, Nani;Lee, Hye In;Kim, Su Young
    • Korean Medical Education Review
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    • v.17 no.1
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    • pp.33-38
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    • 2015
  • During the education reform in 2009, the Catholic University of Korea College of Medicine (CUMC) adopted body systems as the basis for structuring basic medical education. After running the new program for 5 years, we need to evaluate the program by comparing it with nationwide standards. This study was designed to evaluate the coverage of our basic medical education program by comparing it with the assessment items of the medical licensing examination for physicians in the Republic of Korea. We built a relational database populated with 3,017 learning outcomes from all the courses on basic medical education. We tagged each learning outcome according to 2 criteria: 206 physician encounters and 9 outcome domains. A majority of the learning outcomes were in the domains of 'knowledge' and 'critical thinking'. In addition, we repeated the categorization process with 584 assessment items of the medical licensing examination in the Republic of Korea and compared them with the categorization results of the learning outcomes. Among the 206 physician encounters, we found that outcomes on family violence and sexual violence were missing in the learning outcomes of CUMC. Eighty-two physician encounters were associated with more than one outcome domain, and 96 physician encounters were covered in more than one course. Twenty-one physician encounters were repeated in 5 or more courses and 34 physician encounters had outcomes categorized into 3 or more domains. Thus, we showed that the 2-way categorization could be applied to the comparison and evaluation of two different education formats.