• Journal of Venture Innovation
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• v.6 no.2
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• pp.101-121
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• 2023

The purpose of this study was to investigate the impact of issue leadership by sales managers on sales team performance, while examining the mediating role of team adaptive sales behavior and the moderating effect of team-member exchange (TMX). Data was collected from 125 sales teams, and both independent and dependent variables were measured with a time difference of two months using responses from sales managers and team members. The empirical analysis revealed several important findings. Firstly, the study found that issue leadership had a significant positive effect on sales team performance. Secondly, team adaptive sales behavior was found to partially mediate the relationship between issue leadership and sales team performance. Lastly, the study revealed that TMX moderated the relationship between issue leadership and sales team performance. These findings have significant academic and practical implications. Firstly, the study demonstrates the effectiveness of issue leadership as a sales leadership style in the B2C industry. Secondly, it highlights the importance of team adaptive sales behavior as a mechanism that mediates the relationship between issue leadership and sales team performance. Lastly, it underscores the significance of TMX as a situational factor that moderates the relationship between issue leadership and sales team performance. In practice, the results suggest that organizations should focus on developing issue leaders, fostering creative sales behavior at the team level, and activating social exchange within sales teams to enhance sales team performance.

• Fashion & Textile Research Journal
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• v.17 no.5
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• pp.754-769
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• 2015

Global sourcing refers to activities performed to acquire materials, finished products and apparel production all around the world. The purposes of the study were to examine basic job requirements and primary skills of sales team and supporting team in global sourcing companies, to investigate educational programs provided by the companies or other educational institutions, and to examine courses to be newly established in the curriculum of clothing and textile majors. The results of the study found that the ability to use English and communication skills were important to perform their tasks (sales and supporting teams). The results revealed that fabric and textile, sewing, and apparel production process were the most frequently taken educational programs provided by global sourcing companies and English classes were the most frequently taken educational programs in the other educational institutions. The results also found that the clothing and textile curriculum need to add classes that help sales and supporting teams perform global sourcing tasks, such as fashion practical English, fabric and textile, apparel production processes, textile and apparel trades, fiber and fabric testing, and presentation skills. The study suggested educational directions for developing curriculum contents of clothing and textiles and cultivating professionals in the global sourcing industries.

• Special Issue of the Society of Naval Architects of Korea
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• 2015.09a
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• pp.9-13
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• 2015

While environmental concern is urging shipbuilding industry to reduce pollutant emission, it is necessary to design environmental friendly vessels. LNG as fuel for ship propulsion is proven to be effective way to reduce pollutant emission. In this study, we find optimum position of LNG fuel supply system on AHTS by considering vessel characteristic. Three different positions of fuel supply system are studied in this paper. Factors such as stability, strength and safety are examined in each position of fuel supply system.

• Proceedings of the KSR Conference
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• 2009.05a
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• pp.1878-1885
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• 2009

The railway advance policy from Korea government, KORAIL have to reduce a half of his railway business loss until 2010 and turnout railway business black ink until 2012. To overcome this difficult management situation, KORAIL has been set up new marketing organization in Seoul station which is necessary and venerable. According to the leadership of Seoul station master, Seoul station's marketing team was launched at April 2008. The marketing team will introduce total marketing for KORAIL corporation in their marketing activity such as advertisement, B to B railway tickets, railway travel package sales and customer satisfaction event with other corporations, and so on. After automated ticket system(SMS and Home-printed ticket) will lead to existing ticket sales persons to become activating marketing team members. In the organization case study in Seoul station, this study how to manage new marketing team have a great performance last 8 months and analysed what was a successful factors and principals, and also their team limits within KORAIL's organization structure. In the long run, we suggest that how can be this team to be support within KORAIL system such as incentive system, payment system, and marketing budgets etc.

• Proceedings of the Korea Information Processing Society Conference
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• 2007.11a
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• pp.837-840
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• 2007

사회가 고령화, 초핵가족화 및 재난취약계층이 늘어나면서 요구호자에 대한 고품질 맞춤형서비스가 필요하게 되었다. 본 논문에서는 소방방재청의 24*365 긴급대응서비스에 IT첨단기술, 바이오 의료기술을 접목하여 언제 어디서나 고품격 맞춤형 서비스를 제공할 수 있는 U-119시스템 개념, 구축사례 및 발전방향에 대해 제시하고자 한다.

• Journal of Sport and Applied Science
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• v.5 no.2
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• pp.39-46
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• 2021

Purpose: This study aims to analyze the management environment provincial and municipal professional soccer teams based on financial statements at a time when strengthening the financial soundness of domestic professional soccer teams is emphasized. Research design, data, and methodology: This study analyzed the financial statements (2018-2020) of the six teams of the provincial and municipal professional soccer teams whose financial statements were disclosed. The statements includes indicators of growth, profit and stability, which represents the main business performance of the entity. Results: As a result of the study, First, in terms of sales growth, sales in 2020 fell sharply year-on-year due to the impact of Covid-19. Second, the increase in sales through the import of player transfer fees had a positive impact on the growth of the business performance of the provincial and municipal professional soccer teams. Third, the profitability of the provincial and municipal professional soccer team is still low. Fourth, the debt ratio of the provincial and municipal professional soccer team was high, indicating that stability was serious. Conclusions: In order to increase sales, various strategies and measures are needed to overcome external factors such as media content products and non-face-to-face content strategies. The provincial and municipal professional soccer team, which has weak self-sustaining operations, needs to generate more profits through transferring players as a new management (profit) model, and first of all, a long-term strategy is needed to secure financial stability by improving the club's profitability.

• Journal of Information Technology Applications and Management
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• v.23 no.2
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• pp.113-141
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• 2016

This study identifies and validates the factors that affect sales performance of salespersons in the business software industry. In the study, in order to measure the dependent variable (performance of the salesperson) more comprehensively, multiple items are utilized and both outcome and behavior indicators are used. Independent variables are identified based on the classification of Verbeke et al. [(2011] including sales related knowledge, degree of adaptiveness, role ambiguity, and work engagement. Results of the hypotheses testing show that 'sales related knowledge' and 'work engagement' are statistically significant factors, but 'degree of adaptiveness' and 'role ambiguity' are not. This study has a few limitations and future research direction to overcome the limitation is suggested : use of both perceptions of the salesperson and objective measures in measuring the related variables; study including cognitive ability; analyses of the factors across various types of software companies; and analyses of the factors on the team level.

• Journal of Korean Society for Quality Management
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• v.46 no.2
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• pp.283-300
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• 2018

Purpose: Since the servant leadership of project managers is seemingly related to the project performance by influencing project team members' positive attitude and behavior, this study attempts to provide empirical evidence for a link between servant leadership and project performance. In addition, the present study investigates the mediating effects of customer satisfaction on the servant leadership-project performance relations. Methods: The data of servant leadership and project performance were collected from 185 project team members of a company providing IT service, and customer satisfaction data were collected from 100 project clients served by the company. Before testing the hypotheses, we calculated aggregation statistics(e.g., $r_{wg}$, ICC(1), and ICC(2)) to ensure appropriate aggregation of servant leadership scores. The statistics confirmed the use of 67 team level servant leadership scores with project performance and customer satisfaction. Results: The results show that servant leadership is significantly related to three project performance measures(perceptions of performance contribution and sales contribution, and actual project profits) in the current team-level sample. Results also indicate that the clients' perception of customer satisfaction shows a mediating effect in the process of servant leadership affecting sales contribution of project performance. Conclusion: The present study empirically confirms that servant leadership plays a major role in enhancing project performance on team level analysis. The results suggest that servant leadership increases customer satisfaction since the project managers serve and care for their team members which translate into effective customer service. Theoretical and practical implications are reviewed, and limitations of the study and suggestions for future research are addressed.

• Journal of Distribution Science
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• v.14 no.11
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• pp.103-115
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• 2016

Purpose - Our research started out with an assumption that a further study about the competency of B2B and B2C salespeople is needed, and has thus focused on enhancing their abilities throughout various fields. It seems that the ability of sales representatives has a positive influence on the image and revenue of the company. Since businesses find it apparent that the role of salespeople will become significant in the future, our research aims to provide a foundation for future research on exploring the necessary competencies for salespeople by conducting an in-depth interview as well as survey. Research design, data, and methodology - The methods of our research can be broken down into four steps - an interview on salespeople, eliciting salespeople's potential competency, surveys, and analysis. First, our research team conducted interviews on forty subjects. Second, we strived to elicit potential competency of salespeople based on data gained from previous studies and in-depth interviews. And Third, we came up with our own survey templates. Last but not least, our research team analyzed the results from the surveys to elicit necessary capabilities for the salespeople. Results - The results of our research show a clear distinction between B2B and B2C salespeople on all categories that we measured such as the character fitness, competence of emotion and sales marketing. As for B2B salespeople, the results indicated openness(M: 3.8265) in character fitness, and self-motivation(M: 4.1887), group cognition(M: 3.8735), teamwork(M: 3.9956) in competence of emotion, and previous research(M: 3.8735), proposal of values(M: 4.3873), cooperation with other team(M: 4.0441) in competence of sales marketing. The difference in capability required between B2B salespeople and B2C salespeople was very pronounced. Conclusions - For future studies, enhanced pool of subjects with various backgrounds is needed in order for our research to reach a wide range of population. The results from our research are advised to be used for eliciting the competency required by salespeople and for a practical application to further enhance their competency. Companies need continuous efforts to develop the skills of salespeople based on competence analysis and research of sales representatives.

• YAKHAK HOEJI
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• v.60 no.3
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• pp.146-153
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• 2016

Over-the-counter (OTC) drugs refer to medicines that are generally safe when used according to the product label. We aimed to assess and reflect upon changes in perception of health and health-related demands by decades in Korea according to the consumption and sales trends of OTC drugs. This study was conducted by literature search on the production and sale rankings of OTC drug market in Korea. Changes in the OTC drug market were analyzed and organized by decades to evaluate changes in drug demands and the influence of national and societal factors. There was a specific trend in the most popular drugs by decades. In the 1950s, drugs of top necessity were antibiotics and helminthics. In the 1960s, the pharmaceutical industry quickly grew and invigorators, such as Bacchus$^{(R)}$, Alps$^{(R)}$, Aronamin$^{(R)}$, were top manufactured drugs. Popularity of these invigorating drinks and vitamin products continued until the 1990s. In 1990s, sales of topical nonsteroidal anti-inflammatory drugs (Ketotop Plaster$^{(R)}$, Trast Patch$^{(R)}$), and in 2000s, gum disease medicine (Insadol$^{(R)}$) and liver and intestine supplement (Ursa$^{(R)}$) were prominent. However, after the separation of prescribing and dispensing in 2000, the sales of OTC drugs decreased dramatically from 58.7% of the total market share in 1990s to 39.6% in 2000 and this trend has continued. In 2012, thirteen OTC drugs were allowed to be sold in convenience stores, and as the sales of health functional foods have been expanding beyond pharmacies, sales of invigorators and nutritional supplements in pharmacies have continued to decrease. As government's drug expenditure will continue to grow, reclassification of OTC drugs based on established safety information and deliberate team efforts on continued development of OTC drugs to meet the health demands of Koreans are required by the healthcare professionals, pharmaceutical industries, and the government.