This paper is exploring the role of market orientation adoption by the Sales managers in the creation of effective cross functional relationship between Marketing and Sales and in company performance. Based on data collected from both Marketing and Sales managers in 132 consumer packaged goods companies, the study shows that higher levels of market orientation by the Sales managers are reducing the level of Marketing-Sales conflict as perceived by the Marketing managers and enhancing important performance metrics. The implications of the study for both theory and practice are discussed.

The environmental consequences of consumerism are starting to demand change on the part of consumers, businesses, and the public sector. As consumer activity has been found to be a primary cause of environmental degradation and natural resources depletion, consumers need to become educated and involved in sustainability efforts (Sheth et al., 2011). In the current marketplace, however, consumers generally make purchase decisions without considering the environmental impact of those choices. This paper examines a sustainability claim, which allows consumers to consider the negative consequences of their decisions. Additionally, the consequences are communicated using message framings varying between the personal impact and company impact framing. This paper also considers differing levels of a consumer’s environmental involvement. Consistent with the theoretical concepts of social judgment, in conjunction with self-determination, the findings from this research offer an important expansion on prior work: here, the level of EI determined a boundary condition for the effects of sustainability labeling and message framing. While both groups of consumers evaluated the ad containing full information more favorably than the one with partial information, high-EI consumers preferred the ad focusing on the company’s impacts regarding the environment. Arguably, presenting the responsibilities of the company clarified and justified the use of the claim. However, extrinsic rewards and self-enhancement motives may not be key motivators for high-EI consumers. In fact, asking high-EI consumers to conserve nature and minimize their environmental impacts may be ineffective, since they typically respond more to their personal beliefs. Conversely, extrinsic rewards and recognition seem to be prime motivators for low-EI consumers. To encourage consumers to make more mindful consumption decisions, a communication tool that incorporates sustainability labeling and environmental impact framing seems to offer much promise. Indeed, the ability to connect environmental impacts with consumer choices appears to be an important determinant of the effectiveness of sustainability communication. If an ad fails to clearly convey to consumers the environmental impact of purchasing specific products, the provision of sustainability information on product packaging is of no practical value. A more transparent approach of presenting sustainability information may prove helpful to both consumers and the environment.

The empirical study at hand explores the relationship between traditional and social media, and shows that media coverage and different forms of corporate communications do have an impact on social media chatter. Moreover online advertising is capable of taking advantage of awareness aroused by media coverage.

The objective of this paper is to understand consumers’ responses (attitude, perception of quality and luxury) to production delocalization in the luxury industry, based on brand origin matching consumers’ origin or not, in order to understand the interaction brand origin and consumer ethnocentrism on those responses.Two experiments were conducted. Study 1 exposes 166 respondents (French, Italian and other European) to a message of delocalization of either a French or Italian brand supposed to delocalize production to China. Study 2 assesses, among 62 French women, the implicit preference toward French luxury brands (through the Implicit Association Test, Greenwald et al. 1998) and the level of consumer ethnocentrism (through CETSCALE, Sharma et al. 1995). Then, the group is exposed between subjects to 2 delocalization messages X 2 country of delocalization (China, Poland EU) Although brand origin is not salient when consumers evaluate brands (no explicit preference for French brands over Italian brands across studies), it is nonetheless present below awareness, as part of the brand heritage and the brand identity (measured through an implicit preference for French brands over Italian brands among our French respondents). It manifests in context of brands delocalizing out of the home country. Across studies, the attitude toward the brand, the perception of quality and perception of luxury is affected negatively post-exposure to a message of delocalization. Yet, this result is moderated by consumer ethnocentrism and message framing. When the message induces positive consequences for the brand and for the national economy, French respondents (and Italian respondents in study 1) are less affected by the delocalization of their home brands than other respondents. In turn, when the message highlights a loss in national employment, respondents judge the brand more negatively. The effect is stronger for respondents higher in ethnocentrism. The country of delocalization does not influence those results. There is scarcity of papers investigating the CoO effect for luxury brands, although the luxury business model and luxury brand identity are rooted into brand origin. This paper is the first to our knowledge to investigate the effect of brand origin and consumer ethnocentrism on brand delocalization.

Marketing green products can be challenging and identifying the preferences of consumers can help marketers overcome these challenges by developing focused marketing solutions. This research was conducted to examine the affects of cultural differences on the perception of green buildings thus the associated preferences of the occupants. This study found that South Koreans perceive indoor environmental quality as the most important green building attribute while Americans feel the same way for the materials and resources used to build. Interdisciplinary approaches such as the ones developed in this study can help develop targeted marketing strategies to ultimately benefit multiple industries by offering sustainable solutions to the growing global and regional environmental, economic, and social problems.

This case study investigates the impact of cognitive style (field in/dependence) on errors in English writing through extensive reading (ER). It explores different possibilities between two field-independent (FI) and field-dependent (FD) learners through ER, and it considers the types of errors (interlanguage or intralingual) that they are more likely to commit. The participants were two Korean female high school students with different cognitive styles. To ascertain their respective cognitive styles, the Group Embedded Figures Test (GEFT) was conducted. The participants were asked to write a reading log once a week for six months. Data analyses were performed by two raters, and for further qualitative analysis, Nvivo 10 was used. The results showed that ER was more beneficial to the FI learner with regard to writing proficiency, and both the FI and FD learners committed considerable interlanguage errors. Furthermore, there were similarities and discrepancies between the FI and FD learners as a result of the ER treatment in interlanguage error change.

The improvement of car driving comfort is requested according to development of automobile manufacturing technology. Therefore, many experts have been studying automotive vibration of normally driving cars to improve automotive driving comfort. Vibration characteristics of a tire play an important role to judge a ride comfort ability and sound quality for a vehicle. A lots of study on the ride and the noise to reduce the vibration in the 20∼100Hz frequency range was being carried out for years. The tire impact due to the bump is the main factor of the vibration in the 20∼100Hz. This vibration is related to the harshness which perceive the displeasure or noise. In this study, we investigated the characteristics of the impact harshness due to the stiffness of the tire tread part according to change the tread compound.

The monolithic glass, without damage, under impact loading, is studied by the use of the coded finite element program. To predict the impact energy of monolithic glass like annealed glass and tempered glass, a finite element approach based on Sun's higher-order beam finite element and impact energy equation is proposed. For this purpose, the contact force-displacements, energy-displacement histories and velocity-acceleration histories etc. are calculated during all impact processes. And, also, by the calculations of the coded FEM program, the geometric parameter like thickness is investigated to determine their impact energy prediction of monolithic glass.

The monolithic glass, without damage, subjected to ballistic impact, is studied by the use of the coded finite element program. To analyze the impact response of monolithic glass like ordinary annealed glass and tempered glass, a finite element approach based on the Hertzian contact law and Sun's higher-order beam finite element is proposed. For verifying effectiveness of this finite element program, the contact force history is analyzed in conjunction with the loading and unloading processes. And, also, the time history of the impact responses such as the strain and stress according to the thickness changes due to transverse impact at the center are calculated

Water discolouration and increased turbidity in the local water service distribution network occurred from hydraulic incidents such as drastic changes of flow and pressure at large consumer. Hydraulic incidents impose extra shear stresses on sediment layers in the network, leading to particle resuspension. Therefore, real time measuring instruments were installed for monitoring the variation of water flow, pressure, turbidity and particulates on a hydrant in front of the inlet point of large apartment complex. In this study, it is attempted to establish a more stable water supply plan and to reduce complaints from customers about water quality in a district metering area. To reduce red or black water, the water flow monitoring and control systems are desperately needed in the point of the larger consumers.

This research investigated the relationship among Korean Wave Cultural Contents consumption of Korean food, Korean products, and Learning of the Korean language. The survey targeted non-Koreans who were either interested in or experienced Korean Wave Cultural Contents. Exactly 61.3% of subjects had traveled to Korea. The most common method of experiencing the Korean Wave was via the Internet (57.7%), followed by TV (21.1%) and Mobile (7.7%). The most popular Korean Wave Contents were K-pop (35.2%) and TV Dramas (31.0%). Movies were preferred in the Americas (3.63±0.83) and Asia (3.63±1.09), whereas K-pop was preferred in Asia (3.68±1.12) and games preferred in Europe (2.50±1.56). Regarding Korean food, most participants had tasted Kimchi (81.7%), followed by Bulgogi (74.6%), Bibimbap (66.9%), and Galbi (66.2%). According to the country-by-country survey, in the case of Galbi (p<0.05), Bibimbap (p<0.05), and Bulgogi (p<0.05), Asians had more experiences with Korean food compared to those from other regions. Meanwhile, in the case of satisfaction of Korean food, Bulgogi (4.22±1.05) was ranked highest, whereas Kimchi (3.85±1.15) was ranked lowest. According to the region-by-region survey, those from Oceania and other regions preferred Kimchi (4.25±0.71) and Bulgogi (4.50±4.50) while the Americas preferred Galbi (4.82±0.39) and Bibimbap (4.54±0.81). Bulgogi (2.76±0.06) was highly ranked as a representative Korean Food while Kimchi (2.44±0.71) was ranked the lowest. This research explained that among Korean Wave Cultural Contents, movies and music positively influenced on the ‘Image of Korea’, movies and K-pop effected ‘Purchasing intention of Korean products’, and TV Dramas, movies, and K-pop effected ‘Purchasing intention of Korean Food’.

충격 및 폭발하중으로 인한 위험으로부터 구조물의 안정성을 확보하기 위한 필요성의 증대에 따라 고율변형을 받는 콘크리트의 거동은 중요한 연구주제가 되었다. 콘크리트의 고율변형 거동은 정적인 상태와는 다른 독특한 거동을 보이기 때문에 다양한 고율변형모델들이 제안되어 고율변형 상태를 수치해석하는데 사용되고 있다. 이러한 수치해석 과정에서 발생하는 문제가 요소의 크기에 따라 수치해석결과가 크게 변하는 요소의존성 문제이다. 본 논문에서는 파괴에너지이론에 기초하여 요소의존성을 최소화할 수 있는 기준식을 제안하고 HJC(Holmquist Johnson Cook)모델을 이용한 관통수치해석을 통해 기준식을 검증하였다. 그 결과 기준식을 통해 산정된 파괴변형률을 수치해석상에 적용해줌으로써 해석결과의 요소의존성이 감소하였고 해의 정확성 또한 향상되는 것을 파악할 수 있었다.

The purpose of this paper is to evaluate the impact of green practice on firm's performances. It focuses on the performance of the firm that already accredited as an excellent green practice firm by the Corporate Governance Service. The regression analysis method was chosen to measure firm performance. This paper also investigate how the performance of green practice are related to some factors such as levels of accredition, R&D cost, and R&D capitalization. This result will give an insight of constructive directions for increasing of firm performance.

본 연구는 장애인 돕기 캠페인에 대한 반응에 공감적 관심과 소구 유형(이성적/감성적)이 미치는 영향을 살펴 보았다. 공감적 관심은 이타적 동기를 활성화하는 감성적 개인 성향을 지칭한다. 실험은 2단계로 구성하였는데, 1단계에서는 피험자들의 공감적 관심의 정도를 측정하고 2단계에서는 이성적 소구와 감성적 소구로 차별화된 캠 페인을 보여주었다. 이에 따라 전체 실험은 공감적 관심(2) ✕ 이성적/감성적 유형(2)으로 설계되었다. 그 결과, 돕기 태도와 행위 의도의 측정에서 공감적 관심과 소구 유형의 상호작용이 도출되었다. 이성적 소구에서 공감적 관심이 높은 개인들이 낮은 개인들에 비하여 상대적으로 호의적인 반응을 보여주었다. 감성적 소구에서는 공감 적 관심이 높고 낮음에 따라 차이가 없었다. 이 결과로부터 이타적 성향인 공감적 관심이 높은 개인들에게 이성 적 소구가 더 유용하다는 해석이 가능하여, 감성적 소구의 중요성을 강조해온 과거 돕기 캠페인 연구의 내용과 차별화된다.

PURPOSES: The dynamic modulus can be determined by applying the various theories from the Impact Resonance Testing(IRT) Method. The objective of this paper is to determine the best theory to produce the dynamic modulus that has the lowest error as the dynamic modulus data obtained from these theories(Complex Wave equation Resonance Method related to either the transmissibility loss or not, Dynamic Stiffness Resonance Method) compared to the results for dynamic modulus determined by using the Universal Testing Machine. The ultimate object is to develop the predictive model for the dynamic modulus of a Linear Visco-Elastic specimen by using the Complex Wave equation Resonance Method(CWRM) came up for an existing study(S. O. Oyadiji; 1985) and the Optimization. METHODS: At the destructive test which uses the Universal Testing Machine, the dynamic modulus results along with the frequency can be used for determining the sigmoidal master curve function related to the reduced frequency by applying Time-Temperature Superposition Principle. RESULTS: The constant to be solved from Eq. (11) is a value of 14.13. The reduced dynamic modulus obtained from the IRT considering the loss factor related to the impact transmissibility has RMSE of 367.7MPa, MPE of 3.7%. When the predictive dynamic modulus model was applied to determine the master curve, the predictive model has RMSE of 583.5MPa, MPE of 3.5% compared to the destructive test results for the dynamic modulus. CONCLUSIONS: Because we considered that the results obtained from the destructive test had the most highest source credibility in this study, the dynamic modulus data obtained respectively from DSRM, CWRM were compared to the results obtained from the destructive test by using th IRT. At the result, the reduced dynamic modulus derived from DSRM has the most lowest error.

PURPOSES: The dynamic modulus for a specimen can be determined by using either the non-destructed or destructed testing method. The Impact Resonance Testing (IRT) is the one of the non-destructed testing methods. The MTS has proved the source credibility and has the disadvantages which indicate the expensive equipment to operate and need a lot of manpower to manufacture the specimens because of the low repeatability with an experiment. To overcome these shortcomings from MTS, the objective of this paper is to compare the dynamic modulus obtained from IRT with MTS result and prove the source credibility. METHODS: The dynamic modulus obtained from IRT could be determined by using the Resonance Frequency (RF) from the Frequency Response Function (FRF) that derived from the Fourier Transform based on the Frequency Analysis of the Digital Signal Processing (DSP)(S. O. Oyadigi; 1985). The RF values are verified from the Coherence Function (CF). To estimate the error, the Root Mean Squared Error (RMSE) method could be used. RESULTS : The dynamic modulus data obtained from IRT have the maximum error of 8%, and RMSE of 2,000MPa compared to the dynamic modulus measured by the Dynamic Modulus Testing (DMT) of MTS testing machine.. CONCLUSIONS: The IRT testing method needs the prediction model of the dynamic modulus for a Linear Visco-Elastic (LVE) specimen to improve the suitability.

본 연구는 2004년부터 2008년까지 8년간 국내 제약 기업들을 대상으로 소유 집중도가 기업의 연구개발투자에 미치는 영향을 실증적으로 분석한다. 특히 소유 경영 체제 또는 전문 경영 체제가 소유 집중도와 연구개발투자 간의 관계에 미치는 영향을 분석한다. 분석 결과 최대주주 지분율과 연구개발투자는 역 U자 형태의 상관관계가 있으며, 소유 또는 전문 경영 체제 여부는 역 U자 관계의 강도에 영향을 주는 것으로 나타났다. 즉, 전문 경영 체제하에서는 소유 집중도가 낮을 경우 소유 집중도의 추가적인 증가는 대리인 비용을 줄여 연구개발투자를 소유 경영 체제하에서 보다 더 크게 증가시키지만, 소유 집중도가 높을 경우 소유 집중도의 추가적인 증가는 지나친 위험 노출 증가에 대한 고려로 연구개발투자를 소유 경영 체제하에서 보다 더 빠르게 감소시킨다.

본 연구는 중국 소비자의 외국제품에 대한 평가 및 태도에 영향을 미치는 대표적인 감정적 요인으로 소비자 적대감에 관심을 가진다. 보다 구체적으로 본 연구는 국가이미지 효과의 전 과정(국가이미지→제품평가→제품에 대한 태도)에 소비자 적대감이 어떤 영향을 미치는 지를 살펴보고자 한다. 이를 위해 본 연구에서는 상해, 북경, 청도, 심양, 성도 등 중국 내 5개 주요 도시의 1,327명의 성인 소비자들을 대상으로 설문조사를 실시하여 중국 소비자들의 주요국(미국, 독일, 일본, 한국)에 대한 적대감, 국가이미지 지각, 그리고 이들 국가의 전반적 제품에 대한 중국 소비자들의 제품평가 및 제품에 대한 태도에 관한 자료를 수집하였다. 연구결과, 소비자 적대감의 두 가지 유형인 국가적 적대감과 개인적 적대감은 국가이미지 효과를 구성하는 변수들에 상이한 영향을 미치고 있는 것으로 나타났다. 개인적 적대감은 국가이미지, 제품평가, 그리고 제품에 대한 태도에 일관되게 부의 영향을 미치는 반면, 국가적 적대감은 국가이미지 차원 중에는 관계이미지에만 부의 영향을 미치는 것으로 나타났고, 경제이미지와 제품평가에는 오히려 정의 영향을 미치는 것으로 나타났으며, 제품에 대한 태도에 미치는 영향도 비유의적으로 나타난 것이다.

본 연구의 목적은 효과적인 국제적 지식이전에 영향을 미치는 요인들을 국제적 기술연수 사업을 경우를 통하여 분석하는 것이다. 국제적 기술이전에 관한 기존연구에서는 본사와 자회사, 합작투자 파트너들, 인수기업과 피인수기업 등과 같은 기업들을 분석대상으로 해 온 것에 반해 본 연구에서는 지금까지 거의 다루어지지 않았던 국제적기술연수 사업을 분석대상으로 하였다. 본 연구에서는 지식이전에 영향을 미치는 요인으로서 기업간 관계, 개인 및 조직차원의 흡수역량, 지식유형, 그리고 기술이전 성과로서는 연수생 개인 및 연수파견기업의 기술역량 성과와 경영관리역량 성과를 설정하였다. 실증분석에서는 한국 중소중견기업 기술자들이 일본기업 현장에서 연수를 받은 경우를 분석대상으로 하였다. 분석결과, 자본관계는 조직의 기술역량 성과에 영향을 미쳤다. 흡수역량의 경우는, 연수생의 커뮤니케이션 능력이 모든 성과에 유의한 영향을 미칠 정도로 중요했고, 연수생의 높은 기술수준은 아마도 연수에 대한 높은 기대수준을 가지게 함으로써 오히려 연수생의 기술역량 성과에 음의 영향을 미치는 것으로 나타났다. 또 연수파견기업의 흡수역량인 연구개발 투자정도는 개인차원의 기술역량 및 경영관리역량 성과에 유의한 영향을 미치는 것으로 나타났다. 그리고 연수대상 지식이 명시적 특성을 지닐수록 개인의 기술역량 및 경영관리역량 그리고 조직의 기술역량 성과에 긍정적인 영향을 미치는 것으로 나타났다. 또한 개인차원 성과는 지식이전 영향요인 일부와 조직차원 성과 사이에 매개효과를 가지는 것으로 나타났다. 마지막으로, 본 연구는 이러한 분석결과에 근거하여 국제적 기술연수 사업의 효과적인 실행과 관련한 시사점을 제시하였다.