• The Journal of the Korea Contents Association
• /
• v.7 no.8
• /
• pp.245-254
• /
• 2007

The purpose of this study is to analyse the effects of salesperson's lifestyle, selling behaviors on strategic management of salesperson. So this study not only examines differences in the salesperson's lifestyle, selling behaviors and job satisfaction but also analyses the impact of salespersons' lifestyle and selling behaviors on job satisfaction. The results of this study are summarized as follows. First, the result of analyzing differences in the lifestyle according to the characteristics of sex, age, academic background income is no significant difference. Second, the result of analyzing differences in the selling behavior according to the characteristics of sex and marriage is significant difference. Third, the result of analyzing differences in the job satisfaction according to the characteristics of store type is significant difference. Salesperson working at the exclusive agencies is most high job satisfaction. According to the result of examining the relationship between salespersons' lifestyle and the selling behaviors, job-oriented lifestyle has positive effects on the customer orientation and hospitality orientation. Finally salespersons' job satisfaction is positively affected by the job-oriented lifestyle and hospitality-orientation selling behavior.

• Journal of Korea Technology Innovation Society
• /
• v.20 no.3
• /
• pp.576-606
• /
• 2017

It is more salient in the high-tech industry to cooperate even among competitors in order to promptly respond to the changes in product architecture. In this sense, 'co-opetition,' which is the combination word between 'cooperation' and 'competition,' is the new business term in the strategic management and represents the two concepts "simultaneously co-exist." From this view, this study set up the research purposes as follows: 1) investigating the corporate managerial and technological behavioral characteristics in the co-opetition of the global display industry. 2) verifying the emerging factors during the co-opetition behavior hereafter. 3) suggesting the strategic direction focusing on the co-opetition behavioral characteristics. To this end, this study used co-word network analysis to understand the structure in context level of the co-opetition. In order to understand topics on each network, we clustered the keywords by community detection algorithm based on modularity and labeled the cluster name. The results show that there were increasing patterns of competition rather than cooperation. Especially, the litigations for mutual control against Korean firms much more severely occurred and increased as time passed by. Investigating these network structure in technological evolution perspective, there were already active cooperation and competition among firms in the early 2000s surrounding the issues of OLED-related technology developments. From the middle of the 2000s, firm behaviors have focused on the acceleration of the existing technologies and the development of futuristic display. In other words, there has been competition to take leadership of the innovation in the level of final products such as the TV and smartphone by applying the display panel products. This study will provide not only better understanding on the context of the display industry, but also the analytical framework for the direction of the predictable innovation through analyzing the managerial and technological factors. Also, the methods can support CTOs and practitioners in the technology planning who should consider those factors in the process of decision making related to the strategic technology management and product development.

• Journal of East Asia Management
• /
• v.1 no.1
• /
• pp.29-49
• /
• 2020

In an intensively competitive global market, small-and medium-sized firms are puzzled about how to develop sustainable competitive advantages against global rivalries, thus leading satisfactory economic performance. However, despite the roles and contributions of such small-and medium-sized firms in the local community and national economies in Japan, little guidance has been offered to the practical issues related to their strategic behaviors toward global management. To fill this notable knowledge gap, this study aims to investigate the conditions in which how Japanese small-and medium-sized could dominates global market, which is one of key challenges in the literature of small business and entrepreneurship. To obtain better insights to this research area, this study undertakes an in-depth interview survey with I.S.T (Industrial Summit Technology) Corporation that shows off the highest global market share (40 per cent) with seamless polyimide tube product widely used in office automation equipment (e.g., copiers and printers). This method of survey is designed to deeply understand historical considerations about how I.S.T Corporation could dominate in the global market of such seamless polyimide tube product. Based on findings drawn from an interview, this study identifies five major factors enabling I.S.T Corporation to be a competitive global hidden company: vision sharing through founder's entrepreneurship, core competence, strategic network, risk management, and employee engagement. Specifically, to become a global hidden champion, sharing the vision motivating employees to partake in shaping company's future will be the first step on the road to global success through founder's entrepreneurship. However, in order to achieve such a vision, the importance of company's core competence cannot be overemphasized, which differentiates your customer solution with those of competitors. As such, a group of experts will be naturally formed and demonstrates your expertise in the global market, thereby building sustainable competitiveness. On the other hand, to maintain sustainable competitiveness, it is necessary to make up for the weaknesses small-and medium-sized firms suffer from competitive resources while strengthening their own strengths through strategic networks with external organizations. Here, every company has to understand the critical role of risk management, which is essential in this process of being global company so as not to lose your own strengths. Last but not least, do not forget the significant effects of employee engagement in firm performance. To enhance employees' engagement, a company has to create an ideal organization culture which fits into company's history and personality. In doing so, such organization culture can allow the vision and strategy to be implemented into detailed business tactics while facilitating employees to challenge the status quo by experimenting with creative ideas.

• 한국경영정보학회:학술대회논문집
• /
• 2007.06a
• /
• pp.339-344
• /
• 2007

In the cut-throat competitive environment of business, large-scale IS investment is becoming inevitable strategic necessity for gaining competitive advantage. However. it bears great deal of risk over all the associated processes so that the investment decisions need to be taken in a greatly careful manner. Nonetheless, Korean organizations are prominently showing risk taking behaviors regarding major is investment, in terms of system downsizing. Although decision theory argues decision makers' rational choice of options through the assessment of risk and benefit, the notable trend toward system downsizing in Korea defies common understandings on IS project risk. Furthermore, it encourages us to investigate many impenetrable characteristics underlying organizational risk taking decisions with IS investment. We found out that there is Significant effect of IS decision makers' risk propensity when they make system downsizing decisions. Moreover. we Identified that IS decision makers do not get a strong pressure of cost savings and have tendencies to mimic competitor's decisions.

• Journal of Technology Innovation
• /
• v.16 no.1
• /
• pp.23-46
• /
• 2008

The purpose of this research is to analyze the impact of business scope and technological capability on firm performance in SMEs. Existing studies on business scopes and technological capabilities have focused on the unilateral relationships with financial performances. This study examines the independent and interaction effects of business scopes and technological capabilities on financial performances of SMEs in capital industries. Based on 228 firm-level data, technological capabilities have positively significant impacts on performance. Business scope measured by product variety and number of buyers have been significantly positive relationships to financial performances. Also SMEs with technological capabilities can moderate the effects of business scope on their performances. However, the results show different relationships depending on measurements on business scope, technological capabilities and performance. The results provide interesting findings on strategic behaviors of SMEs when they pursue growth strategy through expanding business scopes and building technological capabilities.

• Proceedings of the Korean Operations and Management Science Society Conference
• /
• 1997.10a
• /
• pp.207-210
• /
• 1997

The drastic structural changes in telecommunications industry are imposing new strains on operators, regulators and customers. Many researchers have offered diverse frameworks for the changes from the perspectives of sociology, technology, and/or economics. However, there have been few attempts to document the competitive phenomena from management perspectives because of the technological complexities and dynamism in the fundamental transition of competition. In this study, we examine competitive environment in telecommunications industry, and identified five structural elements; telecom operator, competitors, regulation, suppliers, and customer demand. The suggested framework is used to provide a basis for explaining the changes in the characteristics of individual elements and the interactions among them. The dynamic industry-specific changes will be explained through an evolutionary model. We specify the characteristics of progressive stages and the determinants of the evolution. Changes are reviewed in terms of five criteria; regulations and competitions, value chain, technology, customers demand, and internal operations. The result of this study will be useful in analyzing and predicting industry structure and major participants' strategic behaviors and decision patterns. This study can alse be extended to other industries facing dynamic structural changes.

• Proceedings of the KIEE Conference
• /
• 2005.07a
• /
• pp.775-777
• /
• 2005

In this paper, effects of the subsidy in the electricity market on the market equilibrium are analyzed. The generation competition markets are considered as the basic market structure. The market equilibrium with Cournot game model is derived, first. Then, the variation of Nash equilibrium is investigated when the subsidies to generation companies are provided. The market equilibrium with the subsidy in the electricity market, which is equivalent to the subgame perfect equilibrium, is analytically derived using Stackelberg game model and backward induction method. From this, how the provisions of subsidy to generation companies can affect the strategic behaviors of the generation companies and corresponding market equilibrium are explored, in this paper. Numerical examples are provided to illustrate the basic idea of this paper.

• Journal of the Korean Operations Research and Management Science Society
• /
• v.37 no.3
• /
• pp.95-116
• /
• 2012

The purpose of this paper is to show the effect of information sharing strategy on the supply chain performances. While traditional information sharing models assumed centralized stock information, recent supply chain practices often implement fully shared stock information, where real-time stock information is accessible on retailers. When retailers are competing with each other, this fully shared stock information may incur retailers' strategic order behaviors. Thus, this paper analyzes a simple two-level supply chain consisting of one warehouse and two identical competing retailers where the real time stock information is fully shared. The warehouse uses the traditional echelon stock policy. Under this environment the retailers' reorder decisions are derived using the order risk concept and the retailer competition mechanism is analyzed. Computational results show that the supply chain performace degradation in the fully shared stock information is quite significant, implying the importance of designing information sharing strategies in the supply chain design phase.

• International Commerce and Information Review
• /
• v.10 no.3
• /
• pp.333-351
• /
• 2008

This study shows a comprehensive survey of literatures in international trades in services. It is true that most research works in international trade have been focusing on commodity trades but relatively not many works have been done on international services trade study. This paper discusses a research framework of international services in trades research and suggests some recommendations for future research. The study shows that most of the research works so far have been at initial stage of maturity and as a result not many strategic types of studies are not reported in this field. The main reason is that the research methodology for international trades in services is weak though the opportunity being large. Therefore, future research has to be made to enhance the research methodology study in the international trades in services.

• Korean System Dynamics Review
• /
• v.3 no.1
• /
• pp.105-129
• /
• 2002

IT companies make a lot of efforts for sharing and utilizing of experiences of their members and transforming them into the organizational knowledge as a competitive core. But they face a dilemma that they have to spend time and financial resource to perform activities around knowledge management for the long-term gains, while carrying field-works for making short-term profits. As an initial attempt to tackle this managerial problem, this paper try to investigate the mechanism of knowledge management in a small IT company in Korea with a synthetic view-point using system dynamics simulation model. It depicts the dynamic behaviors of knowledge management and presents some findings of political leverage. Although it has to be replenished further, the scheme for the dynamism of knowledge management and the findings presented in the paper could be useful for the decision makers particularly of knowledge-intensive organizations