New product promotion is an expensive and time-consuming process that suffers from a high failure rate. Scholars have examined the relationships between product introduction and sales force management, but the importance of the sales force in selling new products can still be further explored (Fu, Richards, , Hughes, , & Jones, 2010; Spanjol, Tam, Qualls, & Bohlmann 2011). The purpose of this paper is to examine the influence of perceived sales management controls on a salesperson’s new products sales performance (i.e., electronic goods) in a business-to-business context. In addition, the direct, mediated, and moderating influences of market orientation on sales performance will also be investigated.Through the literature reviewed (e.g., Evans, Landry, Li, & Zou, 2007; Matsuo, 2009; Matear, Osborne, Garrett, & Gray, 2002), this paper proposes its hypotheses. In terms of the antecedents of sales performance, this research focuses on the effects of innovativeness (Matsuo, 2009). Second, based on the works of Evans et al. (2007) and Matsuo (2009), this study proposes that management controls (i.e., behavior-based control, knowledge-based control, and output-based control) both directly and indirectly affect sales department performance by first influencing innovativeness. Third, this research intends to examine the effect of organization psychological climate, which is market orientation, on the innovativeness and performance of sales departments (Matear et al., 2002). Finally, this study investigates the moderating effects of an organization’s market orientation on the relationship between sales innovativeness and performance (Matear et al., 2002).EMBA and MBA students were recruited as interviewers to gather data. The companies involved in this study were electronics product manufacturers that were publicly listed on the Taiwan Stock Exchange. A total of 315 complete responses were obtained. The target research question was “what are the determinants of a sales department’s new product sales performance?” This study used partial least squares (PLS) to examine the proposed model.This research found that sales department innovativeness is positively linked with new product sales performance. For the effectiveness of management controls, the results show that sales management controls (i.e., output-based control, behavior-based control, and knowledge-based control) positively affect department innovativeness but cannot influence performance directly. As for marketing orientation’s influences, this current research confirmed an organization’s market orientation-ness cannot positively affect sales department’s innovativeness and performance when selling new product. However, market orientation can positively moderate the relationship between innovativeness and performance. Based on the findings of this research, managerial implications have been put forth.

This study aimed to classify attendants of a wine training institute according to loyalty for wine training service program and to deduce the core managing points in a wine training program by IPA (Importance-Performance Analysis). Self-administered questionnaires were collected from 192 trainees and statistical data analysis completed using SPSS ver. 18.0. As a result of clustering analysis based on trainee loyalty from both attitude and behavioral perspectives, four classification groups were identified: a "genuine" loyalty group, a "latent" loyalty group, a "mendacious" loyalty group, and a "low" loyalty group. For the genuine loyalty group, the importance of total service quality was 4.32 on average whereas the performance was measured as 4.22; thus there was little difference between importance to quality and performance. However, for the other three groups, especially the low loyalty group, there were significant wide gaps between importance to quality and performance. According to IPA, different service quality items were posted on the 'Focus here' quadrant (a domain with high service quality importance but low performance) by group, while the other three quadrants had several common items regardless of the group. Finally, the core quality managing points were different depending on the level of trainee loyalty. Therefore, it is necessary to plan and conduct a wine training program that reflects the characteristics and needs of its students, which will lead to a differentiated management strategy according to the level of loyalty.

본 문헌고찰은 지역사회의 트랜드의 변화를 IT도입의 배경과 거시적 행정의 변화과정을 통하여 살펴봄으로써 지역사회의 역동성의 나아갈 방향에 관하여 논의하고자 한다. 본 연구의 문헌고찰은 IT도입은 우리들의 지역사회에 관한 어떠한 대안을 내놓고 있는가? 우리는 어떠한 관점으로 이를 바라보아야 할 것인가?에 관하여 Managing IT and e-Government：the Korean Case, Moon Sinyong(2009)의 관점을 중심으로 하여 살펴보았다. 현대는 내부 및 외부적(internal & external) 개혁이 모두 필요한 시대이다. 따라서 현대의 지역사회 소비자는 단순소비자가 아니며 생산과 소비에 기여하는 프로슈머들이다. 이는 사회적비용(social cost)을 재배치하는 것이며 지역사회나 국가적 차원에서도 적극 도입되어야할 부분으로 평가받고 있는 부분이며 현대사회는 분권화(decentralization)가 중요한 사회이기도 하다. 이것은 과거의 표준화 전문화 중앙집권화에서 보다 발달된 형태로 시대의 욕구에 부응하는 것이라고 할 수 있다. 이제 현대사회는 탈집중화 탈대중화 되는 시기로써 더욱 개별화된 서비스가 늘어갈 것이며, 위탁의 효율성이 극대화 될 것으로 보인다. 그러므로 이러한 시대적 변화에 있어서 어떠한 점이 고려되어야 하며, 지역사회의 개발과 통합 및 관리적 차원에서는 어떠한 점에 관한 논의가 선행되어 필요할 것인가에 관한 보다 구체적인 지역사회 차원의 합의도출이 필요하리라 보여진다. 이와 같이 지역사회의 역동성은 우리사회의 변화과정을 설명하고 있는 것이며, 그것은 우리 자신에게 달려있기도 하다. 따라서 현대사회의 지역의 분권화와 정보화의 개념 속에서 상기와 같은 자원들이 어떻게 수렴되고 발전해 나갈 것인가는 바로 우리 지역사회 커뮤니티의 성숙도를 의미하기도 할 것이라 보여진다. 한 시점에서 우리나라의 지방분권의 출범이, 지역사회의 고유한 비젼을 통한 변모과정과 발전에 있어 행정의 변화과정과 시대적 조류 그리고 IT도입에 관한 문제에 관한 논의는 반드시 필요하며 그 안에 시사점이 있다고 할 수 있을 것이다. 우리는 정보화 사회의 한 가운데 있다. 본 연구에서는 이러한 과정에서 지역사회가 고려해야 할 사항에 관하여 개략적으로 다루어보았다. 따라서 향후 에는 다양한 후속연구를 통하여 이러한 시대적 역동성이 우리 지역사회에서 어떠한 모습으로 역동성을 지니고 발전하고 있는지에 관한 보다 세밀한 연구가 지속되어야 할 것이다.

According to Department of labor guideline “2012-104 (2012.9.26.)” This study is to suggest the basic information and the improvement for the application of risk assessment on a construction site by group interview & survey of construction worker who is the practice of the subject and then numerical analysis about awareness and action plan of Safety and health. The result of group interview and survey of construction worker, most of construction worker feel the danger during the work. Then construction worker analysis results that risk assessment helps to change & raise awareness of safety and reduce an industrial disaster. Easy Safety management activity such as TBM & safety education active will be necessary for safe worksite and then I suggest the TBT(tool box talk) active which combines TBM & safety education.

Risk Assessment, a basis of health and safety management system, is an calamity prevention activity which regularly measure the level of a risk to passively improve potential hazard. A problem, the assessment not being improved to be applied to the construction work site where requires diversity and complexity, causes the assessment to be inefficient to bring quality results. A study on the investigates and compares the surveyed degree of recognitions of workers who works in companies executing the risk assessment By the investigation and comparison, it is expected to bring the better solution for early and efficient application for those companies which are not taking the risk assessment.

농촌경관은 자연경관과 문화경관을 대표한다. 문명화된 세계에서 진정한 자연경관은 찾아보기 힘들며 유럽과 아시아 지역에서도 적은 지역에만 존재한다. 가장 오래된 대표적인 경관은 사람들이 경제, 생산의 가치 뿐 아니라 미적 자원으로서토지에 대해 가지고 있는 가치가 무엇인지를 보여준다.최근까지도, 전세계적으로 토지의 농업생산성은 다른 어떤 것(미와 휴양, 회복의 가치 등) 보다도 주요한 관심사였으나이제 세계 인구의 50% 이상이 도시에 살고 있는 상황에서 농촌경관이 지닌 가치들은 상실될 위기에 처해졌다. 동시에,우리가 공공영역을 관리하고 개발하는 방법은 점점 더 명확한 과학적 근거를 바탕으로 하는 경향을 보이고 있다. 어떠한목적의 보호구역을 설정하는 데 있어 경제적, 생태적 생산성과 지속가능성 등의 생태적 효과의 평가에 크게 의지한다.이러한 평가는 기후변화와 자원의 추출 등의 영향에 대한 효과를 고려하는데는 적합하나, 체계적인 계획을 수립하는데가장 큰 방해가 되는 문화적, 심리적인 경관의 장소애착을 반영하지는 못한다. 기술적 경관평가와 관리에는 두 가지관점이 있다. 북아메리카, 오스트레일리아, 뉴질랜드에서는 경관평가 기법을 자연경관 가치의 체계적인 평가로부터발전시켜 왔으며 이것은 인간의 개입이 조화롭고 만족스러운 세계에 방해가 되는 것으로 이해하고 있다. 유럽에서의경관은 문화적이고 사람이 체험하는 것으로, 평가에 있어 측정 가능한 가치보다는 문화적 산물과 장소애착의 역할을중요시 여겨 기술적 계획과의 연계가 부족한 단점이 있다. 분석의 필요요소가 어느때보다도 광범위 해졌으며 정치적으로는커뮤니티부터 국가적 차원에 이르기까지 다양하며 민감한 이해집단을 포함해야 하는 상황에서 이 두 가지 관점은 모두현대 계획의 의사결정 환경을 완벽하게 지원하지 못한다. 본 논문에서는 농촌과 자연경관의 평가에 대한 주요 쟁점들을북아메리카와 유럽의 두 가지 관점에서 다루고 한국에서의 현대 농촌계획을 지원하기 위한 적합성에 대해 논의하였으며특히 미국의 주요 국가기관과 Scenic America 등 민간단체, 그리고 European Landscape Convention 의 경관 보호의 목적을 중심으로 다루었다.

From a conversation-analytic perspective, this paper reports on the analysis of incey used as a discourse marker in spontaneous Korean conversations. Systematic attention is given to how it is used as an interactional resource for recalibrating a prior description and engaging the hearer to take the conjoined perspective grounded on the point of "here and now." It is shown that the sequences in which incey is embedded are characterized by a vivid description of an event/state of affairs or reported speech produced in the manner of having the target event/state of affairs reenacted. Such a formulation, often signaling a shift toward an expressive mode of telling, provides a context where the hearer is invited to be involved in the detailed description of the event/state of affairs (i.e., from the shared perspective) and to appreciate its upshot by co-taking the speaker’s vintage point. Such a shift is often observed in terms of managing the boundary-marking as well, e.g., usually practiced in the form of marking contrast or mediating self-repair through which a prior turn component is progressively replaced by another. Some of the crucial implications of these practices are noted in terms of (i) the preliminary nature of incey-prefaced talk, i.e., the tendency of incey to preface materials which are still prefatory to what is to be told further later, and (ii) the ordinary nature of incey-prefaced talk which the co-participants tend to orient to as being empirically grounded and/or commonsensically accessible.

개인이 인터넷을 통해 정보 전달의 주체가 되어 자유로운 정보 공유를 하게 됨에 따라 자신이 만든 창작물에 대해 어떤 형태로든 저작권을 관리해야 하는 상황이 늘어나고 있다. 디지털 네트워크 기반을 바탕으로 콘텐츠 저작물 관련 비즈니스의 발전이 두드러짐에 따라 디지털 환경에서 저작권 관리는 점차 복잡화·다양화되고 있다. 본 연구에서는 일본의 디지털 저작권 관리 모델의 분석을 통하여 한국의 디지털 저작권 관계자에게 주는 시사점을 도출하고자 한다. 이를 위하여 현재까지 연구되어온 저작권 관리 모델을 대리관리형과 자율관리형으로 나누어 일본의 시각에서 정리해본다. 이어서 구체적인 관리 사례로서 일본의 자율관리형 저작권관리 모델의 효시로 각광을 받고 있는 카피마트(참여자，시스템 구조, 비즈니스 모델，영상카피마트 사례 등)에 대해 심층 분석을 실시하였다.

Since 1995, the facility of class 1 and 2, classified by law had been subject to system of post maintenance management where periodic safety inspection and diagnosis to identify any problems and to take appropriate measures as a matter of urgency. Although the standards and systems had been revised many times for continuous improvement due to surrounding environmental factors, the technical factors and other factors for improvements, continuous researches and efforts are needed to ensure even higher effectiveness. Furthermore, the consciousness of the management body that executes and implements such improvements for facility management is most important. Therefore in this study, through such analysis, more realistic management consciousness review was performed. Also the direction for improvements is proposed, to carry out more effective facility safety management systems implementation.

The aim of this study is, by examining physical teachers' understanding of curriculum for managing advanced optional subjects of physical education, organizing and managing of the subjects, and the reality of class management and evaluation, to reflect pi

A wastewater treatment plant consists of unit processes designed to achieve specific waste reduction goals. However, offensive odors associated with the treatment processes are a constant source of public complaints. The purpose of this study was to statistically determine the process parameters that influence the formation of volatile sulfur conpounds (VSCs) in the secondary treatment system. A statistical model was developed to relate the process parameters to the formation of VSCs in this system. The model established that F{M ratio, sludge blanket depth and SSV60 were the dominant process parameters that would influence the formation of VSCs in the secondary sedimentation basin. This model provides a useful tool for plant engineers to predict and control the VSCs formation in an secondary activated sludge system.

Most of the studies on Confucian Architecture dealt with the administrative system and typification. The study was about the outline buildings of the Architecture. However, specific view of personal architecture is limited. The aim of this study is to clarify the idea of Seonbi, Confucian Scholars in Choson Dynasty, in building the second house, Byul-Seo Architecture. The Byul-Seo was used to Jang-Su(藏修) for training oneself and teaching his students, and You-Sik(遊息) for strolling the surrounding of nature. The Byel-Seo in Bogil-do by Gosan Yoon, Sun-Do is influenced not only by the idea of Confucianism which is 'knowing through by approaching to object(格物致知)', but also by Feng-shui and Taoism. From the idea of Gosan Yoon, Sun-Do in Byul-Seo Architecture, ecology and spirit of the times must applied to our modern architecture.

The construction industry in developing countries like Vietnam, which incorporates small and medium construction enterprises, is typically more prone to disputes and contract dispute-related lawsuits. A dispute may occur at any time in the life cycle of the project. It is sometimes solved with the intermediation of a lawyer or directly by stakeholders. Understanding the causes of disputes in a construction project not only improves the efficiency of a company but also increases the success of projects. This study was carried out using a questionnaire survey at construction projects in Ho Chi Minh City. Sample data with 117 observations were analyzed to find the disputing factors in construction projects: diversity of working style among the parties; reluctance to work; and poor teamwork. Correlation coefficient on a rank of factors between design consultant and contractor; Design consultant and project owners are positively correlated. The Exploratory Factor Analysis (EFA) analysis identified six groups of factors in construction disputes: cooperation, technology, economics, productivity, information, and behavior. The findings are useful for enterprise practice and provide participants with an overview of sources of dispute. Thus, a more complete risk management plan can be formulated, which will accelerate project progress and improve the likelihood of success.