• Journal of Distribution Science
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• v.20 no.10
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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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• v.25 no.4
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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.

• Knowledge Management Research
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• v.21 no.4
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• pp.109-127
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• 2020

This study empirically investigates the effects of information search on new product development (NPD) process and performance with a sample of 82 NPD projects in 5 firms. The information search is consisted of general sources, internal sources, and external sources. The performance is consisted of technological and market performance. Findings show that information search from internal sources increases the technological knowledge of the NPD team, and information search from external sources increases the market knowledge of the NPD team. The technological and market knowledge of the NPD team increases its technical performance respectively. Only the market knowledge of the NPD team increases its market performance. Overall, the technological knowledge of the NPD team fully mediates the relationship between the information search from internal sources and its technical performance. The market knowledge of the NPD team fully mediates the relationship between the information search from external sources and its technical performance, and the relationship between the information search from external sources and its market performance. There is no other significant mediation relationships between the information searches and the performances. Implications of the research findings are discussed, and recommendation for future research are provided.

• The Journal of Information Systems
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• v.17 no.4
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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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• v.5 no.2
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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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• v.13 no.4
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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.

• Asia pacific journal of information systems
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• v.31 no.3
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• pp.358-377
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• 2021

Knowledge drives business innovation. However, even if companies have the same knowledge element in the business ecosystem, innovation performance varies depending on the structural position of the technical knowledge network. This study investigated whether there is a difference in exploitative innovation according to the structural position of the AI technical knowledge network. We collected patents from the top 100 digital companies registered with the US Patent Office from 2015 to 2019 and classified the companies into knowledge producer-based brokers, knowledge absorber-based brokers, knowledge absorbers, and knowledge producers from the perspective of knowledge creation and flow. The analysis results are as follows. First, a few of the top 100 digital companies disseminate, absorb, and mediate knowledge, while the majority do not. Second, exploitative innovation is the largest, in the order of knowledge producer, knowledge absorber-based broker, knowledge absorber, and knowledge producer-based broker. Finally, patents for industrial intelligence occupy a large proportion, and knowledge producers are leading exploitative innovation. Therefore, latecomers need to expand their resources and capabilities by citing patents owned by leading companies and converge with existing industries into AI-based industries.

• Knowledge Management Research
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• v.15 no.4
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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.

• Journal of the Korean Society of School Health
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• v.21 no.2
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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.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.10 no.1
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• pp.143-151
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• 2015

Technology convergence, recently accelerated in various technical fields, can be achieved by discovering a new technology while exchanging the knowledge among the different technologies and utilizing such knowledge into the existing fields of technology. In particular, technology convergence actively occurs in knowledge-intensive ICT. However, limited research is available on the routes of ICT technical knowledge diffusion because of insufficient data. Therefore, this study built a database on the citations of patent data applied from 2006 to 2013 in Korea and their cited patents. We drew a patent citation network, a technology citation network and an applicant citation network, after which we analyzed the routes of technical knowledge diffusion. Results showed that ICT played a leading role in knowledge citation among technologies and that such diffusion took a shorter time in technology citation when it occurred more frequently and when the citation occurred between ICTs. In addition, most of the ICT showed a strong citation relationship with the other ICTs or such technologies in the field of physics or electricity, whereas electric elements (H01) showed various citation relationships with technologies other than ICT. Furthermore, we found a strong technology diffusion relationship between domestic corporations and domestic natural persons. National organizations often cited the patents of other applicants, whereas the patents of domestic corporations were actively cited between domestic corporations or by other applicants. Thus, this study is expected to be useful in measuring the performance of technologies, including the diffusion to other technologies. As well as in considering the routes of technical knowledge diffusion in Korea.