Earticle

초록

영어

In this research, it was investigated the competence of Korean salesmen in the insurance business(B2C, consumer goods marketing) and information communication industry(B2B, industrial goods marketing) at the individual level rather than the organizational level. The salesperson's Guanxi ability means the salesperson's ability to create, maintain, develop the Guanxi ability. Namely, it was investigated whether the Korean salesman's Guanxi ability is the effective and persuasive concept in explaining the sales performance(company performance, business performance). The purpose of this paper was to verify which variables, among Guanxi ability and customer orientation, better explain the sales performance of salespeople. The Western concept of marketing that is closest to Guanxi is the concept of the customer-orientation that is based on the theory of relationship exchange. Confucian culture in the East is the construct concept, Guanxi is the measurement. The relational exchange theory in the West is the construct concept, customer orientation is the measurement. As the result of the analysis, we found that the Guanxi proved a greater correlation with sales performance than customer orientation. In the information technology industry, there was a big difference compared to insurance industry, whereas Guanxi and customer orientation had a similar level of correlation with sales performance. In the case of the insurance industry, we found that the Guanxi and sales performance were significant but the customer orientation and sales performance were not. This means that sales performance can be accurately and sufficiently explained only by adding the Guanxi ability in addition to customer orientation. The result of analyzing the mediating effect of the Guanxi ability between customer orientation and company performance, customer orientation was significant with Guanxi, and customer orientation and company performance were also significant. But, when the Guanxi was used as the parameter, the Guanxi was significant with company performance, but the customer orientation was not. Even when the dependent variable was business performance, when the Guanxi was used as the parameter, we found that the Guanxi was significant with the business performance, but the customer orientation was not. Namely, it proved Guanxi ability and customer orientation are completely independent concepts. In addition, we found that the information technology industry, unlike the insurance industry, mediated the Guanxi ability between customer orientation and sales performance. We confirmed that in the future, salespeople should not only rely on rational methods to maintain and reinforce customer relationships, but must consider the emotional factors through empathy with customers.

목차

Abstract
1. INTRODUCTION
2. THEORECTICAL BACKGROUND
2.1 Social Capital and Social Network Theory
2.2 Western Relational Theory and Relational Marketing
3. RESEARCH QUESTIONS AND HYPOTHESIS
4. METHOD
5. RESULT
5.1 Sample Characteristics
5.2 Reliability Verification of Measurement
5.3 Correlation between Quanxi, Customer Orientation, Sales Performance
5.4 Comparison between Industries
5.5 Validation of Correlation between two Groups
5.6 Mediating Effect Analysis
6. CONCLUSION
REFERENCES

키워드

저자

• Sang-Jin Lee [ Dept. of Business Administration, Soongsil University, Korea ]
• Shan-Ji Song [ Dept. of Business Administration, Soongsil University, Korea ] Corresponding Author
• Woo-Choul Chang [ Dept. of Business Administration, Soongsil University, Korea ]
• Kun-Bae Kim [ Dept. of Business Administration, Soongsil University, Korea ]

참고문헌

발행기관

간행물

표지보기 관심저널 등록

• 간행물명

  International Journal of Advanced Culture Technology(IJACT)

• 간기

  계간

• pISSN

  2288-7202

• eISSN

  2288-7318

• 수록기간

  2013~2025

• 등재여부

  KCI 등재

• 십진분류

  KDC 600 DDC 700