• The Research Journal of the Costume Culture
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• v.15 no.1 s.66
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• pp.58-67
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• 2007

The popularity of communities on the Internet has captured the attention of marketing professionals and more consumers are involved in online activities of fashion brands. The primary purpose of this research was to explain the process of how online interactivity influence members' relational market behavior. Subjects of this study were male and female members of online communities of fashion brands. Online survey data were obtained from 416 respondents. Empirical findings of this study were suggestive of two types of interaction in fashion online communities: community-customer interaction and customer-customer interaction. Fashion online community customers' relational market behavior (word of mouth and repurchase intention) was significantly influenced by both types of interactivity. The influence of interactivity on relational behavior was stronger for word of mouth intention than for repurchase intention. This study highlights the importance of interactivity in cyberspace as well as relational market behavior and contributes to e-relationship marketing strategies of fashion brands.

• Journal of Distribution Research
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• v.17 no.2
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• pp.1-28
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• 2012

I. Introduction : The purpose of this study is to test empirically hypothetical causality among constructs used in previous studies to build the model of relational market behavior on customers' participation and consumer-brand relationship after introducing theories of relationship marketing, loyalty program, consumer-brand relationship, customers' participation in service marketing as previous studies with regard to relational market behavior, which Bagozzi(1995) and Peterson(1995) commented on constructs and definition suggested by Sheth and Parvatiyar (1995). For this purpose, loyalty program by the service provider, customers' participation and consumer-brand relationship as preceding variables explain relational market behavior defined by Sheth and Parvatiyar(1995). This study proposes that loyalty program as a tool of relationship marketing will be effective in that consumers' participation in marketing relationship results in a narrow range of choice(Sheth and Parvatiyar, 1995) because consumers think that their participation motive result in benefits(Peterson, 1995). Also, it is proposed that the quality of consumer-brand relationship explain the performance of relationship as well as the intermediary effect because the loyalty program could be evaluated based on relationship with customers. We reviewed the variables with regard to performance of relationship based on relation maintain in marketing literature, and then tested our hypotheses related to several performance variables including loyalty and intention of relation maintain based on the previous studies and constructs(Bendapudi and Berry, 1997 ; Bettencourt, 1997 ; Palmatier, Dant, Grewal and Evans, 2006 ; You Jae Yi and Soo Jin Lee, 2006). II. Study Model : Analyses about hypothetical causality were proceeded. The marketing effect of loyalty program on relational market behavior was empirically tested in study regarding a service provider. The research model in according to the path hypotheses (loyalty program ${\rightarrow}$ customers' participation ${\rightarrow}$ consumer-brand relationship ${\rightarrow}$ relational market behavior and loyalty program ${\rightarrow}$ consumer-brand relationship, and loyalty program ${\rightarrow}$ relational market behavior and customers' participation ${\rightarrow}$ consumer-brand relationship, and customers' participation ${\rightarrow}$ relational market behavior) proceeded as an activity for customer relation management was suggested. The main purpose of study is to see if relational market behavior could be brought as a result of developing relationship between consumers and a corporate into being stronger and more valuable when a corporate or a service provider try aggressively to build the relationship with customers (Bettencourt, 1997; Palmatier, Dant, Grewal and Evans, 2006; Sheth and Parvatiyar, 1995). III. Conclusion : The results of research into the membership fitness club, one of service areas with high level of customer participation (Bitner, Faranda, Hubbert and Zeithaml, 1997; Chase, 1978; Kelley, Donnelly, Jr. and Skinner, 1990) are as follows: First, causalities in according to path hypotheses were tested, after the preceding variables affecting relational market behavior and conceptual frame were suggested. In study, all hypotheses were supported as expected. This result confirms the proposition suggested by Sheth and Parvatiyar(1995), who claimed that intention of consumer and corporate to participate in marketing relationship brings high level of marketing productivity. Also, as a corporate or a service provider try aggressively to build relationship with customers, the relationship between consumers and a corporate can be developed into stronger and more valuable one (Bettencourt, 1997; Palmatier, Dant, Grewal and Evans, 2006). This finding supports the logic of relationship marketing. Second, because the question regarding the path hypothesis of consumer-brand relationship ${\rightarrow}$ relational market behavior are still at issue, the further analyses were conducted. In particular, there existed the mediating effects of consumer-brand relationship toward relational market behavior. Also, multiple regressions were conducted to see if which one strongly influences relational market behavior among specific question items with regard to consumer-brand relationship. As a result, the influence between items composing consumer-brand relationship and ones composing relational market behavior was different. Among items composing consumer-brand relationship, intimacy was an influence of sustaining relationship, word of mouth, and recommendation, intimacy and interdependence were influences of loyalty, intimacy and self-connection were influences of tolerance and advice. Notably, commitment among items measuring consumer-brand relationship had the negative influence with relational market behavior. This means that bringing relational market behavior is not consumer-brand relationship without personal commitment, but effort to build customer relationship like intimacy, interdependence, and self-connection. This finding confirms the results of Breivik and Thorbjornsen(2008). They reported that six variables composing the quality of consumer-brand relationship have higher explanation in regression model directly affecting performance of consumer-brand relationship. As a result of empirical analysis, among the constructs with regard to consumer-brand relationship, intimacy(B=0.512), interdependence(B=0.196), and quality of partner(B=0.153) had the effects on relation maintain. On the contrary, self-connection, love and passion, and commitment had little effect and did not show the statistical significance(p<0.05). On the other hand, intimacy(B=0.668) and interdependence(B=0.181) had the high regression estimates on word of mouth and recommendation. Regarding the effect on loyalty, explanation level of the model was high(R2=0.515), intimacy(0.538), interdependence(0.223), and quality of partner(0.177) showed the statistical significance(p<0.05). Furthermore, intimacy(0.441) had the strong effect as well as self-connection(0.201) and interdependence (0.163) had the effect on tolerance and forgive. And these three variables showed effects even on advice and suggestion, intimacy(0.373), self-connection(0.270), interdependence (0.155) respectively. Third, in study with regard to the positive effect(loyalty program ${\rightarrow}$ customers' participation, loyalty program ${\rightarrow}$ consumer-brand relationship, loyalty program ${\rightarrow}$ relational market behavior, customers' participation ${\rightarrow}$ consumer-brand relationship, customers' participation ${\rightarrow}$ relational market behavior, consumer-brand relationship ${\rightarrow}$ relational market behavior), the path hypothesis of customers' participation ${\rightarrow}$ consumer-brand relationship, was supported. The fact that path hypothesis of customers' participation ${\rightarrow}$ consumer-brand relationship was supported confirms assertion by Bitner(1995), Fournier(1994), Sheth and Parvatiyar(1995) about consumer relationship to participate in marketing relationship.

• The Journal of Society for e-Business Studies
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• v.4 no.1
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• pp.21-36
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• 1999

Using user monitoring techniques on web, marketing decision makers in cyber shopping malls can gather customer behavior data as well as sales transaction data and customer profiles. In this paper, we present a marketing rule extraction technique for customer behavior analysis in cyber shopping malls, The technique is an application of market basket analysis which is a representative data mining technique for extracting association rules. The market basket analysis technique is applied on a customer behavior log table, which provide association rules about web pages in a cyber shopping mall. The extracted association rules can be used for mall layout design, product packaging, web page link design, and product recommendation. A prototype cyber shopping mall with customer monitoring features and a customer behavior analysis algorithm is implemented using Java Web Server, Servlet, JDBC(Java Database Connectivity), and relational database on windows NT.

• Proceedings of the Technology Innovation Conference
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• 1999.12a
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• pp.296-327
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• 1999

Nowadays, there is a huge need of an extensive study to understand features and behavior modes of consumers who have an indefinite potential of purchase and to make EC a bullish market, Recently, the flow construct has been proposed as important for understanding consumer behavior on the cyber space. The purpose of this study is threefold. To investigate (1) the effect of the flow experience when navigating Internet shopping-mall sites and Internet on purchase intention and relational factors of this (2) the difference in the flow experiences between during the time of navigating Internet and during the time of navigating Internet shopping-mall sites. (3) the difference in purchase intention and relational factors of this between an experiential flow and a purposeful flow. The results show that (1) increase of the purchase intention on EC (or relational factors of this) in proportion to the degree of cognition of users' flow experience (2) By the separate motive of searching Internet shopping-mall sites, the flow experiences during the time of navigating Internet lead to different results (3) Although the difference in the purchase intention on EC between subjects is nonsignificant, it suggests that we need to focus on the fact that the correlation between the purchase intention on EC and the purposeful flow experience on Internet shopping-mall sites is greater than any other correlation. In the end of this study, The theoretical and practical implications of the study, limitations of the study, and future research implications are discussed.

• Journal of Distribution Science
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• v.13 no.11
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• pp.79-92
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• 2015

Purpose - The aim of this study is to develop an empirical model of the effects of traditional market service quality factors on customer value, relationship quality, and behavior. The specific objectives of the study are as follows: 1) to classify study objects into cultural tourism markets and non-cultural tourism markets as well as to verify the differences in service quality among the two markets and, 2) to present practical service marketing methods that fit with the characteristics of the traditional markets by amending the five quality evaluation items of SERVQUAL (a multiple-item scale for measuring service quality)to suit the characteristics of the traditional markets and establish the relationship among customer value, relationship quality, and behavior intention. Research design, data, and methodology - The study methods of empirical investigation are as follows. First, this study selected for a study object the Suwon Paldalmun Gate Market to represent the cultural tourism market, and general traditional markets to represent the non-cultural tourism market. This study also conducted personal interviews in order to increase the response rate and collected a total of 418 responses between March 18, 2014 and April 05, 2014. The total of 418 responses used for this study excluded 14 responses that had either misleading information or missing values. Results - This study verified the perceived differences of service quality based on traditional market specialization through an independent sample t-test. It appeared that the perceived service quality of the cultural tourism market was generally higher than that of the non-cultural tourism market. This study executed a path analysis in order to examine the effects of service quality factors on customer value, relationship quality, and behavior intention. This study also comprehensively analyzed the specialized market and non-specialized market separately. Although there were some differences among the results, the overall results were uniform. It appeared that convenience, reliability, and empathy, among the service quality factors, exerted meaningful effects on customer value. On the other hand, convenience, reliability, responsiveness, and empathy, excluding the tangibles, exerted meaningful effects on the relationship quality. In addition, it appeared that all service quality factors exerted meaningful effects on the customer value, relationship quality, and behavior intention. Therefore, the study verified that all of the hypotheses formulated in the study were generally adopted. Conclusions - The implication of this study may be classified into academic and practical implication as follows. With respect to the academic implication, it seems that this study is among the early studies to verify the differences between the cultural tourism market and the non-cultural tourism market. The practical implication of this study is that the perceived service quality, such as convenience, reliability, responsiveness, and tangibles, excluding empathy, was higher in the cultural tourism market than in the non-cultural tourism market. This means that customer satisfaction is enhanced by governmental aid such as hardware, software, and information and communications technology.

• Korean Journal of Culture and Social Issue
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• v.29 no.4
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• pp.617-636
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• 2023

The goal of this study was to explain the phenomenon of making efforts to overcome the need-reality collision as a cultural characteristic of Koreans. Specifically, we examined whether the behavior varies depending on the degree of relational agency in the situation where conflicts between one's needs and reality have occurred. To this end, a total of 217 participants participated in the online experiment, and the data of 156 participants were finally analyzed. After responding to the relational agency scale, the participants were exposed to a decision-making scenario in which conflicting factors existed. The scenario were about buying a house and making a wedding hall contract, and in each scenario, two important values were set to conflict with each other in the market. Participants read the scenario and entered the level they wanted for each value. After that, they encounter a situation in which he or she has not found the candidate site corresponding to the level he or she wants. Then, the participants responded to their willingness to make additional efforts themselves. As a result of the study, the degree of relational agency of the participants showed a positive relationship with the degree of additional effort. In addition, the degree of the desired level beyond the reality (expectancy discrepancy) showed a nonlinear (reverse U-shape) influence on the additional effort while controlling for individual difference. Furthermore, the interaction effect between relational agency and expectancy discrepancy was significant. Specifically, individuals with low agency did not have a significant relationship between the degree of expectancy discrepancy and the dependent variable, but individuals with high relational agency had a significant non-linear relationship between the degree of expectancy discrepancy and the dependent variable. Based on the results of the study, the role and function of Koreans' psychological characteristics (relational agency) in the scene of managing needs-reality collision were discussed.

• Journal of ILASS-Korea
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• v.20 no.4
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• pp.247-253
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• 2015

Recently, the engine calibration technique has been much more complicated than that of the past engine case in order to satisfy the strict emission regulations. The current calibration method for the diesel engine which has an increasing market is both costly and time-consuming. New engine calibration method is required to develop for high-quality diesel engines with low cost and release it at the appropriate time. This study provides the optimal calibrating technique for complex engine systems using statistical modeling and numerical optimization. Firstly, it design a test plan based on Design of Experiments, a V-optimality methodology which is suitable looking for set-points, and determine the shape of test engine response. Secondly, it uses functions to make linear regression model for data analysis and optimization to fit the models of engines behavior. Finally, it generates the optimal calibrations obtained directly from empirical engine models using Grey Relational Analysis and compares the calibrations with data. This method can develop a process for systematically identifying the optimal balance of engine emissions.

• Industrial Engineering and Management Systems
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• v.8 no.4
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• pp.201-212
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• 2009

This study analyzed the structure of pricing in the automobile auction market by using real trade data. We focused on the bidding behavior of bidders and the contract price of exhibits. First, we proposed a relational framework among exhibits, number of bidders, and the contract price. Next, we utilized a neural network model to estimate the number of bidders and the contract price. Subsequently, we investigated the relationship between the number of bidders and the contact price, and evaluated our method through an analysis that employed verifying data. Lastly, we listed our suggestions for bidding in auction markets.

• International Journal of Internet, Broadcasting and Communication
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• v.13 no.3
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• pp.109-117
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• 2021

Although previous studies on social commerce have provided much insight, more studies in the perspective of social network are needed because social commerce happens within online communities or virtual groups, where buyers connect and interact with each other by sharing information. So, the purpose of this study is to investigate how transactive memory as network characteristic can affect social commerce behavior through social support and relationship quality. We verified the relational effect among social support, relationship quality, and social commerce intention in the Korean market context. Moreover, we found transactive memory capability also played an essential role in the field of social commerce. Specifically, we found consumer's transactive memory capability plays a significant moderating role in the relation between social support and relationship quality.

• The Journal of Information Systems
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• v.25 no.1
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• pp.201-223
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• 2016

Purpose As social network games (SNG) enjoy rapid growth in the market and become a major sector of the gaming industry, it is of great interest to examine the how users continuously use SNG. In SNG, the users' social interaction is the most prominent advantage of the social network, as well as the entertainment afforded by the game. This study explores the relationship between altruism, which is considered the most prominent characteristic of SNS, and the continuance usage intention, as well as the moderating role of social capital. Based on social capital theory and organizational citizenship behavior, this research model considers social bonding and bridging that are divided by social capital. Design/methodology/approach An AMOS analysis based on survey data from 223 SNG users indicated that SNG with greater altruism enhance social capital (social bonding, social bridging), which is related to the user's satisfaction and the continuance intention of SNG. Findings Social bonding is positively related to the user's satisfaction with SNG. In other words, social bridging positively affects the continuous usage intention of SNG. These findings help managers in developing and implementing altruistic relationships and social capital for continuous usage of SNG.