• 유통과학연구
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• 제20권10호
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• pp.119-129
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• 2022

Purpose: The purpose of this study was to investigate sales managers' strategic focus on customer acquisition, specifically its effect on salespeople's performance. In addition, this study aimed to determine how salespeople's interpersonal skills, salesmanship skills, and technical knowledge affect the relationship between customer-acquisition management and salespeople's performance. Research design, data, and methodology: This study conducted a survey of 310 salespeople working at pharmaceutical companies. A structural equation modeling approach was applied to test the main effects and interaction effects using AMOS. Results: The results indicated that both managers' customer-acquisition orientation and salespeople's salesmanship skills and technical knowledge positively affected the latter's performance. Further, it was found that the higher the technical knowledge of the salesperson, the greater the effect of the customer-acquisition orientation on sales performance. Conclusions: Sales managers should enable salespeople to quickly acquire technical knowledge with respect to the market, products, competitors, and company policy so that they can bring greater synergy to the customer-acquisition orientation.

• Journal of Korea Trade
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• 제25권4호
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• pp.108-127
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• 2021

Purpose - On the basis of knowledge transfer theory, we empirically explored how three types of human resource (HR) innovation knowledge exchange within a Chaebol drive the global subsidiary performance of the headquarters (HQ) of a Chaebol's globally affiliated companies. Design/methodology - Using a sample of 176 Korean HQ firms of the top 53 Chaebols and 1,061 of their foreign manufacturing subsidiaries (n = 1,061), we tested the relationship between the exchange of explorative and exploitative sustainable HR innovation knowledge among HQ firms of Chaebols, their subsequent transfer of technical HR knowledge via technical schemas, and the subsequent impact on the global subsidiary performance. Findings - The Chaebols' decisions about the three strategic knowledge management options (i.e., the degree of exchange of explorative and exploitative technological HR innovation knowledge and the extent of HQ-subsidiary HR knowledge transfer) have highly significant relationships with the global subsidiary performance. The results help explains the conditions under which the explorative versus exchange of exploitative sustainable HR innovation knowledge pays off by showing the moderating role of the degree of HQ-to-subsidiary technical HR knowledge transfer, at least in the case of the Chaebol as one representative type of the emerging-market business groups. Originality/value - As the first of its kind in the field of sustainable HR innovation knowledge management at the business group level, the present study makes a clear contribution in demonstrating how the performance of Chaebols' manufacturing subsidiaries depends greatly on their strategy for management of knowledge, as reflected in the choices they make about sharing both explorative and exploitative sustainable HR innovation knowledge among HQ firms and the subsequent transfer of HQ's sustainable HR innovation knowledge to the foreign subsidiaries.

• 지식경영연구
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• 제21권4호
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• pp.109-127
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• 2020

본 연구는 정보탐색이 신제품개발 과정과 성과에 미치는 영향을 검증하기 위해 5개 기업의 82개 신제품개발과제에 대한 실증조사를 진행하였다. 정보탐색은 일반정보, 내부정보와 외부정보에 대한 탐색으로 구분하였고, 신제품개발과제의 성과는 기술성과와 시장성과로 구분하였다. 본 연구의 실증결과는 다음과 같다. 내부정보 탐색은 신제품개발과제의 기술지식을 증가시키고, 외부정보 탐색은 신제품개발과제의 시장지식을 증가시켰다. 신제품개발과제의 기술지식과 시장지식은 각각 기술성과를 향상시키고, 시장지식만이 시장성과를 향상시켰다. 전체적으로 신제품개발과제의 기술지식은 내부정보 탐색과 기술성과간의 관계를 완전 매개하였다. 신제품개발과제의 시장지식은 외부정보 탐색과 기술성과간의 관계를 완전 매개하고, 외부정보 탐색과 시장성과간의 관계를 완전 매개하였다. 기술지식 혹은 시장지식은 여기 언급된 조합 이외에 정보 탐색과 신제품개발 성과간의 어떤 관계도 매개하지 않았다. 연구결과에 대한 시사점과 향후 연구방향에 대해 논의하였다.

• 한국정보시스템학회지:정보시스템연구
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• 제17권4호
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• pp.181-206
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• 2008

This study aims to investigate the impacts of managerial and technical IT knowledges on firm's financial performance. Specifically, the study examines the following three effects between IT personnel knowledges and financial performance: (1) direct effect, (2) mediating effect of business process performance, and (3) moderating effect of firm size, between them. An empirical study resulted in the followings. First, both managerial and technical IT knowledges do not have direct influences on financial performance. Second, unlike technical IT knowledge, managerial IT knowledge indirectly affects financial performance through business process performance, confirming the mediating role of business process performance. Third, while technical IT knowledge produce no direct and indirect effect on financial performance regardless of firm size, managerial IT knowledge exerts significant impacts on financial performance although such effects represent some different patterns according to firm size. That is, in the smaller group, the association between managerial IT knowledge and financial performance is partially mediated by business process performance and in the larger group, that relationship fully mediated.

• International Journal of Knowledge Content Development & Technology
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• 제5권2호
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• pp.75-101
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• 2015

In this paper, we investigate the notion of error correction memory applied to technical texts. The main purpose is to introduce flexibility and context sensitivity in the detection and the correction of errors related to Constrained Natural Language (CNL) principles. This is realized by enhancing error detection paired with relatively generic correction patterns and contextual correction recommendations. Patterns are induced from previous corrections made by technical writers for a given type of text. The impact of such an error correction memory is also investigated from the point of view of the technical writer's cognitive activity. The notion of error correction memory is developed within the framework of the LELIE project an experiment is carried out on the case of fuzzy lexical items and negation, which are both major problems in technical writing. Language processing and knowledge representation aspects are developed together with evaluation directions.

• Journal of Information Processing Systems
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• 제13권4호
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• pp.716-730
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• 2017

In this paper, we propose a transliteration approach based on semantic information (i.e., language origin and gender) which are automatically learnt from the person name, aiming to transliterate the person name of Uyghur into Chinese. The proposed approach integrates semantic scores (i.e., performance on language origin and gender detection) with general transliteration model and generates the semantic knowledge-based model which can produce the best candidate transliteration results. In the experiment, we use the datasets which contain the person names of different language origins: Uyghur and Chinese. The results show that the proposed semantic transliteration model substantially outperforms the general transliteration model and greatly improves the mean reciprocal rank (MRR) performance on two datasets, as well as aids in developing more efficient transliteration for named entities.

• 지식경영연구
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• 제15권4호
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• pp.105-126
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• 2014

Knowledge integration is becoming a primary function of improving organizational capabilities and performance in today's convergence paradigm. The knowledge integration capability of employees has increasingly been regarded as a critical source for developing new products and services. This study investigates the influential factors of employees' knowledge integration capability and its effects. A theoretical research model was developed based on the socio-technical perspective and information processing theory. The model includes teamwork quality, expertise, IT support, and knowledge complexity as the primary influential factors of employees' knowledge integration capability. A large-scale survey was conducted for gathering data (a total of 316 samples from 141 organizations) to test the proposed model. The test results of the hypotheses show that expertise and knowledge complexity are the significant influential factors of employees' knowledge integration capability, and also the capability has a positive effect on the knowledge creation performance of employees. Our findings contribute to the development of initiatives for promoting employees' knowledge integration capability, especially in knowledge intensive organizations focusing on convergence products and services.

• 한국학교보건학회지
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• 제21권2호
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• pp.75-88
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• 2008

Purpose: The aim of this study was to identify the contraceptive knowledge, self-efficacy according to the career tract of high school female students. Methods: This study used a cross-sectional, correlational design using an exploratory survey methodology through self-reported questionnaires. The questionnaires were administered to 369 high school female students using a convenience sampling. Results: In the experience of sexual behaviors(grasping hand, hugging, petting, deep petting, sexual intercourse), technical female high school students showed more experiences than female high school students. In the contraceptive knowledge, the score of high school students' contraceptive knowledge was higher than technical female high school students. In the contraceptive self-efficacy, there was not a significant difference between the technical female high school students and female high school students. In the female high school students, there were significant differences in the contraceptive knowledge according to grade, academic record, sex education experience and there were significant differences in the contraceptive self-efficacy according to grade, academic record, parents' attitude about acquaintance of the opposite sex. In the technical female high school students, there was not significant difference in the contraceptive knowledge according to demographic, sexual behavior, and contraceptive related characteristics but there were significant differences in the contraceptive self-efficacy according to grade, parents' attitude about acquaintance of the opposite sex, contraceptive education experience at school. There was positive relationship between contraceptive knowledge and contraceptive self-efficacy. Conclusion: Further research is needed to identify the prevalence rate of contraceptive attitude using more reliable variables. A sex education program should be developed for promoting use of contraceptive measure and formation of positive contraceptive attitude among high school female students.

• 벤처창업연구
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• 제10권1호
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• pp.143-151
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• 2015

최근 다양한 기술분야에서 가속화되고 있는 기술융합은 서로 다른 기술간 지식의 교환을 통해 새로운 기술을 발견하고 이를 기존 기술 영역에 활용함으로써 이루어진다. 특히 지식집약적 기술인 정보통신기술의 경우 기술융합이 활발하게 이루어지고 있으나, 정보통신기술의 지식 확산 경로를 살펴보기 위한 데이터의 부족으로 현재까지 관련 연구가 부족한 상황이다. 따라서 본 연구에서는 한국의 2006년부터 2013년까지 출원된 특허 데이터와 그들의 선행특허들간의 인용관계에 대한 데이터베이스를 구축하고, 이를 통해 특허 인용 네트워크, 기술 인용 네트워크, 출원인 인용 네트워크를 도출함으로써 기술의 지식 확산 경로에 대한 다양한 분석을 실시하였다. 분석결과, 첫째, 기술간 지식 인용에 있어 정보통신기술이 주요한 역할을 수행함을 확인하였으며, 기술인용이 빈번하게 이루어지는 기술관계일수록, 정보통신기술간의 인용일수록 기술 인용에 소요되는 기간이 짧아짐을 확인하였다. 둘째, 대부분 정보통신기술은 다른 정보통신기술 혹은 물리학과 전기분야 기술과의 인용 피인용 관계가 강한 반면, 기본적 전기소자(H01)의 경우, 정보통신기술 이외의 기술과 다양한 인용 피인용 관계를 가지는 것으로 나타났다. 셋째, 국내법인과 국내자연인간의 상호 기술확산이 강하게 이루어지는 것으로 나타났으며, 국내법인의 특허는 타출원인에 의해 활발히 인용되고 있는 것으로 나타났다. 본 연구를 통해 현재 한국의 기술지식 확산경로에 대한 고찰이 가능할 뿐만 아니라, 기술의 성과 측정에서도 유용하게 활용될 수 있을 것으로 기대된다.

• The Journal of Asian Finance, Economics and Business
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• 제8권5호
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• pp.1079-1089
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• 2021

The current study aims to examine the effect of Hofstede's dimensions of culture on the intention of sharing knowledge in higher education institutions (HEIs) in Jordan. In the literature, researchers have given limited attention to such an effect. Therefore, by adopting Hofstede's framework, the current study attempts to investigate how Jordan's cultural context impacts on the intentions to share knowledge in HEIs. This study applied quantitative research methods to investigate the effect of Hofstede's cultural dimensions on knowledge-sharing intentions. In total, 307 questionnaires were collected from employees in Jordanian universities and, then, tested using descriptive and regression analytical methods. The study results show that culture dimensions influence knowledge-sharing intention and that each dimension plays a different role in enhancing this knowledge-sharing intention. More specifically, it was found that long-term orientation, collectivism and high uncertainty avoidance had a positive effect on knowledge-sharing intention, while cultural masculinity and power distance had no negative effect. Based on these results, the study makes several recommendations, the most important of which is the promotion of cultural values that encourage intention to share knowledge. Also, more qualitative research is needed to explore in depth the effective means that encourage intentions to share different types of knowledge.