顧客-수貨員的關系和奢侈時裝商店的銷수效力: 自我監督的作用

( Ji Eun Kim ),( Jae Eun Kim ),( Kim K. P. Johnson ) 한국마케팅과학회 2010 Journal of Global Fashion Marketing Vol.1 No.4

Among the diverse strategies that businesses use to maximize sales, the customer-salesperson relationship as an aspect of relationship marketing has been reported as one of the most critical (O`Malley and Tynan, 1998). Although relationship marketing has been emphasized across various business settings, this strategy works particularly well in luxury markets for a number of reasons. For example, brands offering high involvement products (i.e., luxury brand products) focus on relationship marketing rather than those offering low involvement products (Martin, 1998). Previous researchers have recognized the role of various customers attributes in sales interactions (Walker et al., 1977; Weitz, 1981). One customer attribute that may play a role in moderating the association between the strength of customer- salesperson relationship and sales effectiveness is a customer`s tendency to self-monitor (Snyder, 1974). This is due to the fact that an individuals` self monitoring tendency has been recognized as an influential personal disposition that accounts for differences in customer behavior especially in social contexts (Weitz, 1981). Self-monitoring refers to the tendency to monitor (i.e., observe and control) self-presentations and expressive behaviors (Snyder, 1974). High self-monitors are individuals who are highly sensitive to social cues in an interaction situation; thus, they modify their behavior because they desire to look proper or preferable to others in that situation. Low self-monitors are individuals who regard their personal value system and private realities as important; thus, they tend to keep their self-presentation consistent across situations. We investigated to what extent does the strength of type of customer-salesperson relationship (i.e., social, functional) influence sales effectiveness and whether individuals` self-monitoring moderated this relationship. This study contributes to theory concerning sales performance as it furthers understanding of how relationship type influences sales performance. It also provides practical information to luxury store sales managers by documenting the effectiveness of social versus functional relationship types. Furthermore, given that degree of self-monitoring has been reported to be easily recognized from observations of people (Snyder, 1974), the research identifies the role of a visible customer attribute in a selling situation thus providing concrete ideas for salespersons concerning how to best serve their customers. Twenty two stores located in eight of the largest department stores in Seoul, Korea were identified. Sales managers in the luxury brand stores were asked to be data collectors for the sample, each sales manager were asked to secure 10 respondents. They received a $5 gift card per completed questionnaire for compensation. Once a customer was informed of the nature of the research and agreed to participate, they were given a questionnaire that included information on consent in a booklet. Participants were given a $5 gift card for compensation. A total of 220 questionnaires were distributed and 187 were returned. Questionnaires with excessive incomplete responses were eliminated resulting in a final sample of 167. The questionnaire consisted of existing measures of sales effectiveness (Gilly et al. (1998), satisfaction with purchase decisions Fitzsomons (2000), sales associate-customer relationship type (Coulter and Ligas, 2000), and self-monitoring (Snyder, 1986). Participants were female (95.2%). A large percentage were from 50 to 59 years of age (38.9%) followed by the category of older than 60 years of age (24%). The majority had more formal education than a college degree (89.8%). Participants shared that they had known their salesperson for an average of 3.4 years. Preliminary data analyses revealed Cronbach`s alpha coefficient was .92 for perceived salesperson effect on purchase decision, .89 for satisfaction with purchase decision, and .72 for self-monitoring. Next we verified the assumptions of the regression model testing normality of residuals, independence of residuals (Durbin-Watson statistic), linearity, and constant variance of the residuals (homoscedasticity). All assumptions were satisfied. Some of the correlations of the measures indicated possible problems of multicollinearity. In order to minimize correlations between the independent variables and interaction terms, the independent variables were mean-centered prior to the computation of the interaction terms (Aiken and West, 1991). We checked variance inflation factor for each regression coefficient and results showed all factors were less than the threshold of 10. Multiple regression revealed that the strength of social relationship was positively related to perceived salesperson effect on purchase decision (β =.27, p<.001) and satisfaction with purchase decision (β=.28, p<.001). A functional relationship with a salesperson had no significant effect on purchase decision and satisfaction with purchase decision. Self-monitoring moderated the influence of a social relationship such that customers who were low self-monitors were more likely to indicate they were influenced by the salesperson for their purchase intentions if they perceived they had a strong social relationship with salesperson than a weak social relationship. However, when customers were high self-monitors, the perceived effect of a social relationship was reduced. Participants credited their salesperson with influencing their purchase decision as well as tended to be satisfied with their purchase decision when they thought they had a strong social relationship with a salesperson. These findings are consistent with those of Reynolds and Beatty (1999) and Wagner et al. (2003). The strength of functional relationships had no significant effect on either of our measures of salesperson effectiveness. The insignificant results could be due to the fact that customers with strong functional relationships with salespersons have no emotional connections or personal closeness with the salesperson. We extend prior work (Wagner et al., 2003; Walker et al., 1977) on investigating situational factors (i.e., customer attributes) influencing sales effectiveness. Our findings provide important implications for luxury retailers. Building a strong social relationship with customers is recognized as an important strategy in personnel selling. In order to maximize a relationship marketing strategy within limited resources, luxury retailers may want to inform their salespersons that it is more effective to try to build a strong social relationship with low self-monitors rather than high self-monitors since low self-monitors are predicted to have more tendency to be loyal to the salesperson due to their tendency to try to have shared attitudes and values with a personally close people (Snyder, Gangestad, and Simpson, 1983) as well as to be receptive to the salesperson`s influence on their purchase decision when they have a strong social relationship with the salesperson. In contrast, because high self-monitors tend to have lower levels of interpersonal commitment and less stable social bonds than low self-monitors (Gangestad and Snyder, 2000), it seems hard to obtain long-term loyalty from high self-monitors even though they may view themselves as having a strong social relationship with the salesperson.

부모의 부정적 양육태도가 청소년 비행에 미치는 영향 - 모니터링의 매개효과와 성별의 조절된 매개효과 -

배희분 한국청소년학회 2023 청소년학연구 Vol.30 No.10

The objectives of this study were to elucidate whether monitoring mediates the influence of negative parenting attitude on adolescent delinquency and whether this mediation effect is moderated by gender. For this purpose, an on-line survey was conducted for 535 male and female middle school students living in Seoul and metropolitan areas. Jamovi 2.2.5.0 was utilized in the analysis of the data. The results are as follows. First, negative parenting attitude showed positive correlations with adolescent delinquency as well as 5 out of 7 subfactors of monitoring. Delinquency showed positive correlations with 3 out of 7 subfactors of monitoring. Secondly, the partial mediation effect of media monitoring and the complete mediation effect of covert monitoring on the relationship between negative parenting attitude and delinquency was verified. Third, the mediation effect of media monitoring and covert monitoring was more significant in males than females. In other words, the more negatively the adolescents perceived the parenting attitude, the stronger they felt media monitoring and covert monitoring were, and this led to increase of delinquency, which is more salient in male adolescents. A discussion, practical implications and suggestions for further studies were presented.

메세나활동과 광고효과간의 관계에 대한 실증적 접근

윤성준(Yoon Sung-joon),한희은(Han Hee-eun) 한국문화산업학회 2011 문화산업연구 Vol.11 No.1

This study aimed to investigate whether consumer’ evaluation of the company’ Mecenat activities had an impact on corporate image and ascertain whether self-brand image congruity mediates between the two attitudinal variables and advertising effectiveness. In consideration of the public nature of the corporate Mecenat activity, this study employed self-monitoring as a moderator between self-brand image congruity and corporate ad effectiveness. The result of the study showed that firstly, consumer attitude toward Mecenat significantly affected corporate image. Secondly, self-brand congruity significantly mediated the corporate ad measured on image-based ad and product based ad. Particularly, it was shown that for both image ad and product ad, the Mecenat attitude exerted greater mediating impact than corporate image. Further, both Mecenat attitude and corporate image produced greater mediating effect on image ad than on product ad. Thirdly, self-monitoring exerted significant moderating effect on ad effectiveness. It was found that regardless of the extent of self-monitoring, self-brand image congruity yielded more positive moderating effect on image ad than on product ad. This study aimed to investigate whether consumer’ evaluation of the company’ Mecenat activities had an impact on corporate image and ascertain whether self-brand image congruity mediates between the two attitudinal variables and advertising effectiveness. In consideration of the public nature of the corporate Mecenat activity, this study employed self-monitoring as a moderator between self-brand image congruity and corporate ad effectiveness. The result of the study showed that firstly, consumer attitude toward Mecenat significantly affected corporate image. Secondly, self-brand congruity significantly mediated the corporate ad measured on image-based ad and product based ad. Particularly, it was shown that for both image ad and product ad, the Mecenat attitude exerted greater mediating impact than corporate image. Further, both Mecenat attitude and corporate image produced greater mediating effect on image ad than on product ad. Thirdly, self-monitoring exerted significant moderating effect on ad effectiveness. It was found that regardless of the extent of self-monitoring, self-brand image congruity yielded more positive moderating effect on image ad than on product ad.

스포츠 효과 모니터링을 위한 스마트 의류 시스템 디자인

조하경 ( Hakyung Cho ),박정훈 ( Jeonghun Park ) 한국디자인트렌드학회 2014 한국디자인포럼 Vol.44 No.-

최근 웰빙 트렌드 및 헬스케어 라이프 스타일의 도입으로 인해 건강관리에 대한 관심이 높아지고 있으며, 시장의 중요성이 커짐에 따라 다양한 업계 및 분야에서 성장 모멘텀을 확보할 수 있는 기회로 주목하고 있다. 이에 각종 생체신호 센싱 기술들을 기반으로 하는 웨어러블 헬스케어 시장이 확장되고 있으며, 아디다스(Adidas), 나이키(Nike) 등의 글로벌 스포츠 용품 회사를 중심으로 스포츠 효과 모니터링 기능의 의류 시스템 및 어플리케이션이 상용화되고 있으며, 국내외 다수의 업체 및 연구기관에서 이와 관련된 연구 및 개발이 가속화되고 있다. 그러나, 기존의 스포츠 효과 모니터링을 위한 웨어러블 시스템은 가속도 센서 및 GPS 를 기반의 스포츠 효과 모니터링이 그 주요 기술로, 정확성에 한계를 갖는다. 이에 반해 심박 측정기반의 스포츠 효과 모니터링이 가장 정확한 측정 방법의 하나로 제시되고 있으나 이에 대한 국내 연구는 연구기관을 중심으로 연구개발에 머물러 실제적인 제품화로의 접근은 미비한 실정이다. 따라서, 본 연구에서는 심박측정 기술 기반의 스포츠 효과 모니터링을 위한 센서 및 의류 시스템을 개발하고 제품화를 위하여 시스템과 연동되는 어플리케이션을 개발하고 검증하였다. 최종적으로 신호측정의 효용성 평가 기반의 의류, 모듈 및 어플리케이션이 통합된 스포츠효과 모니터링 의류 시스템을 제시하였다. Recently, As the introduction of wellbeing trend and healthcare lifestyle, concerning of healthcare has increased. According to these trends, market of wearable healthcare product based on vital sign measurement has rapidly extended, Global sport brands(such as Adidas, Nike, etc.) has commercialized the wearable systems and application for sport effect monitoring. However, domestic research and development focused on the development of original technology and mock-up design has hardly commercialized as a brand product. Also, recently suggested wearable systems for sport effect monitoring were consisted with acceleration sensor or GPS, these systems has a lack of accuracy for sport effect monitoring. Contrarily, heart beat is suggested one of the best way for high degree of accuracy in the sport effect measurement and monitoring. Therefore, in this study, smart clothing system for sport effect monitoring based on heartbeat measurement was to develope for commercialization. For this, product logo for clothing system of sport effect monitoring , textile sensor and applied clothing for heartbeat measurement were designed and developed. In addition, application for sport effect monitoring connected with smart phone was developed. As a result, clothing system of sport effect monitoring was suggested total system that consisted with clothing, measurement module and application build on usability test.

CCTV 통합관제시스템의 범죄예방효과에 대한 인식 : 모니터링 요원을 중심으로

임형진(Lim, Hyungjin),강욱(Kang, Wook) 한국셉테드학회 2021 한국셉테드학회지 Vol.12 No.1

이 연구는 CCTV 통합관제시스템의 범죄예방효과에 대한 모니터링 요원의인식을 검증하기 위해 진행되었다. 이를 위해 인천 소재 8개구 CCTV 통합관제센터 모니터링 요원 90명에 대해 설문조사를 실시하고 그 내용을 분석하였다. 분석결과, 모니터링 요원은 CCTV 통합관제시스템이 범죄예방효과, 범죄로부터의 안전효과, 범죄중단효과가 있다고 인식하고 있었다. CCTV 통합관제시스템의 범죄예방효과에 대해 모니터링 요원은 살인, 강도, 강간, 침입절도, 기타 절도, 폭행, 방화, 청소년범죄, 기타범죄에 모두 효과가 있으며, 그 효과는 청소년비행, 폭행, 기타절도, 강간, 방화, 침입절도에 상대적으로 높고, 강도, 살인에는 상대적으로 낮은 것으로 생각하고 있었다. 또한 그들은 방범용CCTV를 설치하면 범죄전이효과가 발생하나 완전한 전이효과가 발생하는 것은 아니라고 생각하고 있었다. 이 연구의 결과는 몇 가지 정책적 제언을 시사한다. 첫째, 방범용 CCTV 설치 시 CCTV 통합관제시스템의 범죄예방효과가 범죄유형에 따라 차이가 있다는 것을 고려할 필요가 있다. 둘째, 방범용 CCTV 설치장소 선정에 있어 모니터링 요원의 의견을 반영할 필요가 있다. 마지막으로, 방범용 CCTV 설치시 이웃지역으로의 범죄전이효과 및 이익의 확산효과를 적극 고려할 필요가있다. This study was conducted to verify the perception of monitoring personnel about the crime prevention effect of the CCTV integrated control system. For the purpose, a survey was conducted on 90 monitoring personnel at CCTV integrated control centers in 8 districts in Incheon, and the survey was analyzed. The results showed that the monitoring personnel recognized that the integrated CCTV control system had a crime prevention effect, a safety effect from a crime, and a crime stop effect. The monitoring personnel also recognized that the crime prevention effect of the integrated CCTV control system was effective against murder, robbery, rape, burglary, other theft, assault, arson, juvenile crime, and other crimes. Following the recognition of the monitoring personnel, the crime prevention effects were relatively high for juvenile crime, assault, other theft, rape, arson, and burglary, whereas the crime prevention effects were relatively low for robbery and murder. In addition, they thought that installing a CCTV for crime prevention would cause a crime displacement effect, but not a complete crime displacement effect. The results of this study suggest some policy suggestions. First, when installing CCTV for crime prevention, it is necessary to consider that the crime prevention effect of the integrated CCTV control system differs depending on the type of crime. Second, it is necessary to reflect the opinions of monitoring personnel in selecting the installation site for open-street CCTV. Finally, when installing CCTV for crime prevention, it is necessary to actively consider the crime displacement effect and diffusion of benefits effect to neighboring areas.

소셜미디어에서의 코로나19 관련 문제인식과 정보공유의도: 부정적 감정과 자기 모니터링의 병렬이중매개효과

박정민(Jeong-Min Park),안창현(Changhyun Ahn),노기영(Ghee-Young Noh) 강원대학교 사회과학연구원 2024 사회과학연구 Vol.63 No.1

다문화 어머니의 문화적응 스트레스가 자녀의 사회적 위축에 미치는 영향: 양육효능감과 부모감독의 이중매개효과

보금로,장영은 학습자중심교과교육학회 2024 학습자중심교과교육연구 Vol.24 No.1

Objectives The purpose of this study is to determine the impact of multicultural mothers' acculturation stress on the social withdrawal of multicultural adolescent children in the first year of middle school, and to verify the double mediation effects of multicultural mothers' parenting efficacy and parental monitoring. Methods The subjects of the study used the fourth data from the Multicultural Adolescents Panel Study(2014), which involved 1,301 multicultural adolescents and their multicultural mothers. Data analysis was performed using the SPSS 26.0 program for frequency analysis, descriptive analysis, and Pearson correlation analysis. In addition, Process Macro 4.0 and Model 6 developed by Hayes (2021) were used to test the research model and the double mediation effects. Results First, multicultural mothers' acculturation stress had a statistically significant effect on their adolescent children's social withdrawal. Second, multicultural mothers' acculturation stress had a significant negative (-) effect on parenting efficacy, and parenting efficacy had a significant positive (+) effect on parental monitoring. Third, parental monitoring had a significant negative effect on children's social withdrawal. Fourth, a significant double mediation effect of parenting efficacy and parental monitoring was confirmed in the impact of multicultural mothers' acculturation stress on their children's social withdrawal. In other words, the greater the acculturation stress of multicultural mothers, the lower their parenting efficacy, low parenting efficacy predicted low parental monitoring, and low parental monitoring in turn predicted high social withdrawal in children. Conclusions It was confirmed that the higher the acculturation stress of multicultural mothers, the lower their parenting efficacy, and thus the lower the level of parental monitoring, which has a negative impact on the social withdrawal of adolescent children. To help the development of multicultural families and promote the healthy growth of multicultural adolescents, specific action plans were presented to reduce the acculturation stress of multicultural mothers and prevent and reduce the social withdrawal of multicultural adolescent children.

전자감시제도의 적용확대에 따른 문제점 및 개선방안

최정학(Cheong-Hak Choi) 충남대학교 법학연구소 2014 法學硏究 Vol.25 No.3

2008년 9월 전자감시제도가 처음 시행된 이후 만 6년이 지났다. 특히나 이 제도는 그 동안 수차례의 법률개정을 통해 그 적용범위를 계속 확대해 왔거니와, 이제 이 시점에서 전자감시가 그 대상자에게 미치는 영향이나 재범예방과 관련한 효과를 검토해보고, 적용범위의 확대가 과연 바람직한 방향인지를 다시 점검해 보는 것은 나름대로 의미있는 작업이라고 할 수 있을 것이다. 때마침 한국형사정책연구원은 2013년 전자감시 대상자 410명을 대상으로 한 폭넓고 자세한 조사보고서를 발표하였다. 이 글은 이러한 사실적 조사결과를 바탕으로 전자감시제도의 영향과 효과를 분석, 정리하고 이를 기반으로 몇 가지 제도의 개선방안을 제시하였다. 먼저 전자감시의 영향에서는 대상자의 대인관계와 일상생활의 문제, 구직과 직업의 문제, 수치심이나 분노와 같은 주관적 감정의 문제를 상론하였고, 효과와 관련해서는 재범억제의 문제, 부가조건의 준수와 전자발찌의 훼손, 그리고 비용의 문제를 살펴보았다. 이를 통해 전자감시제도의 개선방안으로 대상범죄의 범위와 부착기간의 축소, 처분 종류와 내용의 다양화, 대상자에 대한 실질적?경제적 지원, 전자감시 전담직원들에 대한 지원의 문제 등을 제시하였다. In Korea, since 2008, we have practiced electronic monitoring for more than 6 years. So far, this criminal sanction has been believed very efficient - particularly, in preventing recidivism -, so, not only the number of crime which can be applied to electronic monitoring but also the period to be monitored has rapidly increased. Therefore, it is the proper time to review the (unintended) effect of the sanction in order to discuss whether the change, that is, the more electronic monitoring is desirable or not. In this respect, this essay analyzes the (unintended) effect of the sanction both to the offender and the society. The first includes the offenders" relationship with the intimate people like a family or friends, seeking a job, and their negative emotion such as shame or anger. The second means the prevention of reoffend and cost-effect analysis. As a result, this essay asserts the unintended effect of the electronic monitoring is quite a big. On the contrary, the expected effect, i.e., the reduction of recidivism is not proven easily. Based on this analysis, this essay proposes four policy recommendations, which are 1) the reduction of the crime and the period of the monitoring, 2) a diversification or individualization of the monitoring, 3) an economic help to the offender, especially, for getting a job, and 4) the assistance to the officers who are responsible for the monitoring.

Clozapine(Clozaril^(�))의 혈액학적 부작용 Monitoring

조유선,양유리,김재연,조영환,노환성 한국병원약사회 2000 병원약사회지 Vol.17 No.1

Clozapine is an atypical antipsychotic drug indicated for patients with schizophrenia in whom traditional antipsychotic drugs are ineffective, or in those who experience intolerable adverse effects. Clozapine can cause fatal agranulocytosis and neutropenia, so regular hematological monitoring is required. The incidence of clozapine induced agranulocytosis in Asan Medical Center and the importance of monitoring white blood cell counts in patients treated with clozapine were investigated. The hematological, demographic and dosage data of patients who received clozapine first from May 1998 to June 1999 were reviewed. Data were available for 90 patients. The incidence of neutropenia was 6.67% (n=6) and leukopenia, agranulocytosis didn't occur. Neutropenia occured within the first three months of treatment in all patients who occurred neutropenia. The intervals of drawing blood sample of inpatients and outpatients were 6.4 and 12.1 days (within 18 weeks from the first dose), and 19.3 and 33.3 days (after 18 weeks), respectively (p<0.0001). Neutropenia incidences of the two groups were not significant [7.4 and 2.9%, respectively (p=0.40)]. The rate of registering the Clozaril patient monitoring system (CPMS) was 27.78% (n=25). The monitoring intervals of CPMS and non-CPMS patients were 9.3, 9.6 days (within 18 weeks) and 29.8, 29.2 days (after 18 weeks) (p>0.05). Neutropenia incidences of the two groups were 20.0, 1.5%, respectively (p=0.006). The risk of neutropenia increased with WBC and neutrophil baseline (p<0.001) and had no relationship with sex and dose (p>0.05). The neutropenia incidence of clozapine treated patients was 6.7% and leukopenia and agranulocytosis did not occur. The relationship between regular monitoring and incidence of the hematological side effects was not statistically significant, but the use of a patient monitoring service kept the hematological risks associated with using clozapine within the acceptable limits, particularly in view of the benefits of this medication in treatment-resistant schizophrenia.

성범죄자에 대한 전자감시의 문제점과 개선방안

양신철 ( Shinchul Yang ),황종수 ( Jongsu Hwang ) 한국경찰법학회 2015 경찰법연구 Vol.13 No.1

Electronic Monitoring historically got started with the aims not only to solve the problem of over population in prison and save the cost of managing prison but also to help offenders to reintegrate into society through treatment inside society in America such as U.S and Canada and now it is used with various functions in each countries. In case of South Korea, Electronic Monitoring was recently adopted under crisis of many sex offending happened cross the country. Electronic Monitoring in Korea has both functions of enforcement against sex offender which means recidivism and reintegration into society. However, there are several problems in terms of cost efficiency, its effectiveness and infringe on human right by over surveillance and regulations. Also, there have been yet enough empirical and demonstrative researches regarding its efficiency and effectiveness. Therefore, this research analyzes the cost efficiency and its effectiveness of Electronic Monitoring by looking into the cases of foreign countries which have already managed Electronic Monitoring. After analyzing, it introduces two alternatives of adopting treatment model which is consisted of Medical and Psychological treatment. When it comes to Psychological treatment, it introduces Self control treatment and Environmental effect treatment. Finally, this research introduces the way of effectiveness of Electronic Monitoring in goal, function of detention, restriction and surveillance, and its object.