수입 자동차 유통채널에서 영업사원에 대한 통제가 영업사원의 영업유형 및 영업성과에 미치는 영향:LMX의 조절효과를 중심으로

이윤,김제범 대한경영학회 2022 大韓經營學會誌 Vol.35 No.3

In this study, the causal relationship between activity control, capability control, outcome control, which are the factors of the sales control system for salespersons, selling orientation and customer orientation, which are sales types of salespeople, and sales performance of salespeople in the distribution channel environment of imported automobiles were investigated. Also, the moderating role of LMX was confirmed in the causal relationship between the factors of the sales control system and the sales type of salespersons. To establish a research model based on theoretical prior research, and to verify the research hypothesis, data were collected by conducting a face-to-face survey on 208 salespeople working at imported car sales offices. We performed empirical analysis using SPSS 21 and AMOS 21 statistical packages and PROCESS Macro 3.5. As a result of the analysis, it was confirmed that all channel relationships were statistically significant except for the channel relationship between capability control among the factors of the sales control system and selling orientation among the sales types of salespeople. In particular, the effect of outcome control, an element of the sales control system, on the salesperson’s selling orientation, and activity control, an element of the sales control system, on the customer orientation of the salesperson were found to be relatively strong compared to other channel relationships. In addition, it was confirmed that sales-oriented sales and customer-oriented sales, which are the sales types of salespeople, had a considerable effect on the sales performance of consular officers. On the other hand, as a result of confirming the moderating effect of LMX in each path relationship between the three factors of the sales control system, activity control, capability control, and outcome control, and selling orientation and customer orientation, which are the types of sales of young employees, the factors of the sales control system It was confirmed that there was a moderating effect of LMX in the relationship between the middle capability control and the outcome control on the sales orientation of salespersons. In other words, it was found that competency control had a statistically significant effect on salesperson’s selling orientation only when the LMX level was high, but when the LMX level was low or average, capability control had no effect on the salesperson’s selling orientation. On the other hand, the effect of result control on salesperson’s selling orientation was statistically significant at various levels of LMX, confirming that the higher the LMX level, the higher the influence of outcome control on salesperson’s selling orientation. Finally, theoretical and practical implications were derived based on the empirical analysis results, and the limitations of this study and future research directions were described. 본 연구에서 수입 자동차 유통채널 환경에서 영업사원에 대한 영업통제 시스템의 요소인 활동통제, 역량통제, 결과 통제, 영업사원의 영업유형인 판매지향성 및 고객지향성, 그리고 영업사원의 영업성과 간인과관계를 확인했다. 또한 영업통제 시스템 요소와 영업사원의 영업유형 간 인과관계 있어서 LMX의조절역할을 확인했다. 이론적 선행연구를 기반으로 연구모형을 설정하고, 연구가설을 검증하기 위해 수입자동차 영업점에서 근무 중인 208명의 영업사원을 대상으로 대면 설문조사를 진행하여 자료를 수집했다. SPSS 21 및 AMOS 21 통계피키지, 그리고 PROCESS Macro 3.5를 활용하여 실증분석을 실행했다. 분석결과, 영업통제 시스템의 요소 중 역량통제와 영업사원의 영업유형 중 판매지향성 간 경로관계를 제외한 모든경로관계가 통계적으로 유의한 것으로 확인했다. 특히, 영업통제 시스템의 요소인 결과통제가 영업사원의판매자향성에 미치는 영향과 영업통제 시스템의 요소인 활동통제가 영업사원의 고객지향성에 미치는 영향이다른 경로관계에 비해 상대적으로 강력한 것으로 나타났다. 또한, 영업사원의 영업유형인 판매지향적 판매및 고객 지향적 판매가 영사원의 영업성과에 적지 않는 영향 미침을 확인했다. 한편, 영업통제 시스템의 3가지요소인 활동통제, 역량통제, 결과통제와 영엽사원의 영업유형인 판매지향성 및 고객지향성 간 각 경로관계에있어서 LMX의 조절효과를 확인한 결과, 영업통제 시스템의 요소 중 역량통제 및 결과통제가 영업사원의판매지향성에 미치는 영향관계에 있어서 LMX의 조절효과가 존재함을 확인하였다. 즉, LMX 수준이 높은경우에만 역량통제가 영업사원의 판매지향성에 통계적으로 유의한 영향을 미쳤지만, LMX 수준이 낮거나평균일 경우 역량통제가 영업사원의 판매지향성에 영향을 미치지 않는 것으로 나타났다. 반면에 LMX의다양한 수준에서 결과통제가 영업사원의 판매지향성에 미치는 영향이 통계적으로 유의하게 나타나 LMX 수준이 높아질수록 결과통제가 영업사원의 판매지향성에 미치는 영향력이 더 높아진다는 것을 확인했다. 마지막으로, 실증분석 결과를 바탕으로 이론적 및 실무적 시사점을 도출하고, 본 연구의 한계점 및 향후 연구방향을 서술했다.

영업통제시스템이 판매사원의 직무태도와 판매성과에 미치는 영향

Ho-Taek Yi,Jung-Rim YU 한국유통과학회 2019 유통과학연구 Vol.17 No.11

Purpose: The salesperson, the core of the operating activities, plays the role of connecting the inside and outside of the company, representing the company to the consumer and identifying and responding to the customer's needs. The department store industry is the most representative retail industry in South Korea, and competition among its peer group and industry is intensifying, requiring differentiated service sales activities and performance from its employees. This study divided the sales force system into activity control(process-oriented control) and output control(performance-oriented control) and verified the differential impact on the job attitude of the salesperson (e.g., job satisfaction and burn-out), respectively. In addition, the effect of job satisfaction and burn-out of the salesperson on the job performance were checked. Research design, data, and methodology: The survey was conducted on 200 sales people working at five branch stores of Hyundai department store in Seoul, and 194 of them were analyzed. The reliability and validity of the variables were analyzed and hypotheses were verified through the SEM. Results: Results have shown that activity control has a greater impact on burn-out compared to output control, and output control has a greater impact on job satisfaction compared to activity control. It has been shown that the salesperson's burn-out does not affect sales performance, but that job satisfaction has a positive effect on sales performance. Conclusions: This study examines the effect of sales force management system such as activity control and output control, on the job attitude and sales performance in department stores. According to the results of this research, each of two control systems have a discriminatory effect on the job attitude variables. For the sales managers of department store, it is recommended to increase the efficiency of sales management by increasing the use of outcome control compared to activity control.

영업통제시스템과 영업성과와의 관계에서 관계의 질의 조절역할

전광호 한국유통경영학회 2018 유통경영학회지 Vol.21 No.6

It has been one of the major challenges for a long time in the field of marketing and sales management that organizations effectively control salespeople and achieve what they want. This study is designed to investigate how the type of sales control system (performance control and behavior control) affects performance and how the quality of relationships between customers and colleagues can play a moderating role in the relationship between the two variables. In order to test these hypotheses, I collected data through questionnaires and verified the research hypothesis through regression analysis. According to the analysis, both the main effect of the sales control system, performance control and behavior control, have a positive impact on the performance of the salesperson. Unfortunately, the interaction effects of control systems and relationship quality is not supported. The results of the analysis of the relationship quality divided into satisfaction, trust, and commitment shows interesting results. In the case of outcome control, satisfaction and trust do not play a moderating role the impact of the control system on performance, but the commitment to the customer plays a significant moderating role. In the case of behavior control, the satisfaction with peers has been shown to weaken the influence of behavior control on performance, and the commitment with peers has been shown to further strengthen the positive effect of behavior control on performance. 기업이 영업사원들을 효율적으로 통제하여 기업이 원하는 성과를 올리게 하는 것은 마케팅 및 영업 관리 분야에서의 오랜 기간 동안의 주요 과제 중의 하나였다. 본 연구에서는 영업통제시스템 유형(성과통제와 행동통제)이 성과에 어떤 영향을 미치는가, 그리고 그 둘 사의 관계에서 고객 및 동료와의 관계의 질이 조절역할을 할 수 있는가를 검증하고자 하였다. 이를 검증하기 위해 설문조사를 통해 자료를 수집하여 회귀분석을 통해 연구가설을 검증하였다. 분석결과에 따르면, 영업통제시스템의 주효과, 즉 성과통제와 행동통제 모두는 영업사원의 성과에 긍정적인 영향을 미치는 것으로 나타났다. 고객 및 동료 관계의 질의 조절효과를 검증한 결과는 예상과는 달리, 상위 차원인 관계의 질이 조절역할을 담당하지 못하는 것으로 분석되었다. 관계의 질을 만족, 신뢰, 몰입으로 나누어 분석한 결과는 흥미로운 결과를 보였다. 성과통제의 경우에는 만족과 신뢰는 통제시스템이 성과에 미치는 영향력에 조절역할을 담당하지 못하지만, 고객과의 관계몰입은 유의한 조절역할을 담당하는 것으로 나타났다. 행동통제의 경우, 관계의 질의 하위차원 중 동료와의 만족수준이 높은 경우, 행동통제의 성과에 대한 영향력을 약화된다는 결과가 나왔으며, 동료와의 관계 몰입은 행동통제가 성과에 미치는 긍정적인 효과를 더욱 강화시킨다는 결과가 나왔다.

영업통제시스템(SFCs)이 영업사원의 영업성과에 미치는 영향과 메커니즘에 관한연구

이준섭(Junseop Lee),손정민(Jungmin Son) 한국경영학회 2018 經營學硏究 Vol.47 No.2

This study examines the influence and mechanism of sales force control system based on control theory on sales performance of salesperson. Past literature have focused on identifying individual psychological mechanisms such as salesperson’s orientation and job-related attitudes in relation to the sales performance of the sales force control system. There is no research done about it. In order to fill the theoretical gap and to expand the scope of research in the field of sales management, this study investigates how the activity control and outcome control directly affect the salesperson’s sales performance. In addition, we tried to clarify the mechanism of Leader-Member Exchange(LMX) and team support atmosphere in this process. Data for empirical analysis were obtained from large life insurance company in South Korea: 1016 salespeople, 157 sales managers` questionnaire response data, and objective sales data of salespeople. Using triadic data sources, we conducted empirical analysis. As a result of the study, activity control and outcome control were not directly related to the sales performance of salesperson. Activity control positively affected the Leader-Member Exchange (LMX) and team support atmosphere. However, no significant results were found for outcome control. Team support atmosphere had a positive effect on salesperson performance, but the Leader-Member Exchange(LMX) had a negative effect. Finally, the mediating effect of the Leader-Member Exchange(LMX) on the relationship between activity control and sales performance was confirmed. Based on these empirical studies, theoretical implications and practical implications are discussed. The limitations of the study and the direction of future research are also suggested.

호텔에서의 영업력 관리시스템과 직무태도, 성과와의 영향관계

김판영(Pan-Young Kim),송성인(Sung-In Song) 한국콘텐츠학회 2008 한국콘텐츠학회논문지 Vol.8 No.7

종사원의 선발, 교육, 보상, 그리고 평가 등과 같은 영업사원의 관리의 실행은 영업력 관리시스템에 있어서 중요한 위치를 차지하는데, 이는 종사원의 역할 모호성, 직무만족, 그리고 성과 등에 지대한 영향을 미치기 때문이다. 이러한 중요성에도 불구하고 호텔의 영업력 관리시스템에 대한 연구가 미진한 형편이다. 따라서 본 연구에서는 영업력 관리시스템(STD, 교육, 보상, 상사지원 등), 직무태도, 그리고 성과와의 영향 관계를 보다 자세히 파악하고자 하였다. 이를 위해 경로모형과 가설을 설정하고 제시하였다. 본 연구를 통하여 호텔의 영업사원과 이들의 관리를 위한 몇 가지 중요한 사항을 제시하는데 공헌하였다. 즉, 이번 연구는 호텔의 실무책임자들과 연구자들에게 새로운 관점과 시사점을 제시할 수 있었다. 먼저, 학술적 측면에서는 영업력 관리시스템에 관한 새로운 접근 방식을 제시하였다. 둘째로, 실무적 측면을 보면, 종사원의 영업성과와 직무만족을 향상시키고, 역할모호성을 감소시키기 위하여, 관리자는 종사원을 대상으로 격려, 영업에 대한 지도, 그리고 영업 노하우 등에 교육과 행동을 취해야 한다. Sales-force management practices(e.g., selection, training, rewards, evaluation) constitute a crucial aspect of the sales force control system, as they influence on the salesperson's role ambiguity, satisfaction and performance. But it is difficult to find studies on the effects of hotel's sales force control system. So, we studied about this subject more deeply. The purpose of our research is to examine important relationships among sales force control system(e.g., sales territory design, training, reward, training, supervisor's support), job attitudes(satisfaction and role ambiguity), and sales force performance. A conceptual model is presented and hypotheses are developed. This study contributes to sales management research of hotel sales person in some important ways. This study offers new insights both to sales practitioners and researchers. First, this study introduces a new approaching method for developing new model of hotel sales-force research. Second, in the practical implications, managers should take actions as like an encouragement, direction, monitering, and education of sales know-how to reduce the employee's role ambiguity and to improve job satisfaction and sales performance.

인쇄 견적서 작성에 관한 연구 - 수도권 종합 인쇄사를 중심으로

김용민,하영백,유창준,오성상 한국인쇄학회 2022 한국인쇄학회지 Vol.37 No.1

최근 인쇄 산업은 원․부자재 공급 단가의 급등과 지속적인 최저 임금의 인상 적용, 5인 이상 사업장의 주당 근로 시간 52시간 적용, 중대재해처벌법의 시행 등의 시장과 정부 정책의 변화로 인해 인쇄사는 예외 없이 원가 상승과 법적 규제를 받는 어려운 상황에도 불구하고 중간재를 생산하는 인쇄 산업의 특성상 재료비, 노무비, 경비의 상 승분을 견적 단가에 제대로 반영하지 못하고 있는 실정이다. 이런 현실에서 인쇄사의 영업자는 인쇄물을 제작할 잠재 구매자에게 인쇄사의 생산 경쟁력이 노출될 수 있는 공정별 세부 내역을 표기하는 방식으로 견적서를 작성하여 제공하고 있었다. 본 연구는 일반적으로 사용되는 인쇄 견적서를 어떻게 작성하는 것이 인쇄사의 경영 전략을 반영할 수 있는지 제언하고자 하며, 이를 연구하기 위해서 현재의 견적서 작성 방식이 어떻게 시작되었는지 살펴보고, 생산 원가와 견적 가격은 어떤 관계를 가지고 있고, 영업 통제 시스템을 통해 어떻게 관리하고 있으며, 공정별 세부 내역 표기 견적 서와 요약 표기 견적서의 차이가 인쇄사에 어떤 영향을 미치는지 살펴보고자 하였다. 먼저 1977년부터 정부 공공 기관 인쇄물 관련 예산 산출 및 필요 입찰에 예정 가격 으로 사용된 조달청 인쇄 요금표의 변화 과정과 현재 인쇄 시장에서 통용되는 인쇄 견 적서 작성 방식과 동일한지 살펴보았고, 견적서의 공정별 단가가 해당 인쇄사의 목표 표준 원가를 반영한 공정 단가인지, 판매 가격 전략을 기반으로 한 단가인지와 영업자 가 제출하는 견적서의 의미를 정확하게 인지하고 있는지, 견적서를 기반으로 잠재 고객 과 협상은 어떻게 진행하는지, 세부 내역 견적서의 제출이 인쇄사에 어떤 위험 요인이 있는지 탐색하고자 하였다. 이를 조사하기 위해 인쇄업에 근무하고 있는 수도권의 종합 인쇄사의 영업자를 대상 으로 명목 척도, 서열 척도, 간격 척도(5점 등간 척도)를 혼용한 30개의 설문 문항으로 구성된 설문지를 통하여 자료를 수집하였고, 설문지 코딩은 1. 설문 답변자 및 인쇄사 의 분류를 위한 기본 사항, 2. 견적서와 원가에 대한 이해도, 3. 가격 전략과 영업 시스 템 수준, 4. 고객의 충성도와 협상에 대한 질문으로 구성하여 설문 조사했다. 수집된 설문 결과 데이터를 기반으로 영업자의 견적서 관련 활동에 대한 인식 수준 과 견적서 작성에 소속 인쇄사의 경영 전략이 반영되는지와 고객의 니즈를 영업자가 어떻게 바라보는지를 분석하였다. 그리고 인쇄사의 매출액은 견적서의 총합이고 견적서와 실제 원가의 차이가 수익성 을 나타낸다고 볼 수 있기 때문에 견적서를 작성하는 전략이 인쇄사의 경영 성과와 연 관성이 있을 것으로 보고 대면 영업 활동 기반의 수도권 종합 인쇄사와 온라인 인쇄 서비스 기업의 견적서 제공 방식과 최근 5년간 감사 보고서도 비교해서 살펴보았다. 이를 통해 인쇄 시장에서 영업자가 가장 많이 사용하고 있는 공정별 세부 내역 표기 견적서의 문제점을 정리하면, 첫 번째 대다수 수도권에 위치한 종합 인쇄사는 표준 원 가 시스템의 관리 부재로 실제 생산 과정에서 발생하는 원가를 정확하게 견적서에 반 영하지 못하는 것으로 보이며, 두 번째 실제 원가와 표준 원가 단가표를 기반으로 산출 하는 견적 원가가 유기적으로 반영되지 못하고, 세 번째 영업 관리 측면의 영업 통제 시스템이 낮은 수준에서 이루어지고 있는 점을 알게 되었다. 본 연구는 이런 문제점을 최소화하기 위해 각 인쇄사는 고객 분류를 기반으로 인쇄 견적서를 제공하는 기준을 수립하고, 공정별 세부 내역 표기를 어떻게 하는 것이 인쇄 사의 원가를 반영할 수 있는지를 본 연구자는 제안하였다. 또한 영업 통제 시스템을 통해 영업 직원의 역량을 높이고 판매 지향성을 향상시키 기 위해서는 경영진, 관리 직원, 영업 직원의 관심과 노력이 함께 이루어질 때 효과적 인 점을 기술하였다. 본 연구는 적정한 원가를 반영하는 견적서 작성 방식을 통해 어려운 환경에서 고군 분투하는 인쇄사의 경영에 도움이 될 수 있기를 기대하며 견적서 작성의 새로운 방식 을 제언하는 시도로서 그 의의를 가진다. In the recent printing industry, due to changes in market and government policies, such as a sharp rise in the cost of supplying raw and subsidiary materials, the application of a continuous minimum wage increase, the application of 52 hours per week for work places with five or more employees, and the enforcement of the Act on Punishment of Serious Accidents, printers are without exception. Despite the high cost and the difficult situation of being subject to legal regulations, the increase in material costs, labor costs, and expenses cannot be properly reflected in the estimated unit price due to the nature of the printing industry that produces intermediate goods. In this reality, the salesperson of the printing company prepared and provided a quotation in a way that indicated the details of each process that could expose the printing company's production competitiveness to potential buyers who would produce the printed matter. This study aims to suggest how to write a printing quotation that is commonly used can reflect the business strategy of a printing company. In this study, we tried to examine the effect of the difference between the quotation for detailed description by process and the summarized quotation, how they are managed through the sales force control system. For this purpose, the process of change of the Public Procurement Service's printing fee table, which has been used as the estimated price for the budget calculation and necessary bids for government publications since 1977, and whether it is the same as the printing quotation method currently used in the printing market was examined. In addition, whether the unit price for each process in the quotation is a fair unit price that reflects the target standard cost of the printing company or a unit price based on a sales price strategy, whether the salesperson accurately recognizes the meaning of the quotation submitted by the salesperson, and negotiates with potential customers based on the quotation how to proceed, and what kind of risk factors there are in the submission of detailed quotations were tried to be explored. To investigate this, data were collected through a questionnaire consisting of 30 questionnaire items that mixed nominal scale, rank scale, and interval scale (5-point rating scale) targeting business owners of printing companies with full process in the capital area working in the printing industry. Coding was surveyed with questions about 1. Basics for classification of survey respondents and printers, 2. Understanding of quotation and cost, 3. Pricing strategy and sales force system level, 4. Customer loyalty and negotiation. Based on the data collected from the survey results, we analyzed the level of awareness of the salesperson's activities related to the quotation, whether the management strategy of the affiliated printer is reflected in the preparation of the quotation, and how the salesperson views the customer's needs. In addition, since the sales of the printing company is the sum of the quotations and the difference between the quotation and the actual cost can be seen as indicating profitability, it is believed that the strategy to prepare the quotation will be related to the business performance of the printing company, and print online with a general printer in the capital area based on face-to-face sales activities The method of providing quotations by service companies and audit reports for the past five years was also compared. Through this, the researcher summarized the problems of the quotation with detailed details by process, which are most used by salespeople in the printing market. First, it appeared that printing companies with full precess located in most capital areas were not able to accurately reflect the costs incurred in the actual production process in the quotation due to the lack of management of the standard cost system. Second, the estimated cost calculated based on the actual cost and the standard cost table was not reflected organically. Third, it was found that the sales force control system in terms of sales management is being implemented at a low level. In this study, in order to minimize this problem, the researcher suggested that each printer establishes a standard for providing a printing quotation based on customer classification, and how to indicate the details of each process can reflect the printer's cost. In addition, in order to enhance the competency of the salesperson and improve sales orientation through the sales force control system, it is effective when the interests and efforts of the management, management staff, and sales staff are combined. This study is expected to be helpful in the management of printing companies struggling in a difficult environment through the method of preparing a quotation that reflects the appropriate cost. And it has significance as an attempt to suggest a new method of writing a quotation.

영업사원의 변화지향적 조직시민행동의 선행변수와 결과변수

전광호 ( Kwang-ho Jeon ) 한국유통경영학회(구 한국유통정보학회) 2020 유통경영학회지 Vol.23 No.6

Purpose: The purpose of this study is to empirically test the antecedents and consequences of change-oriented organizational citizenship behavior. Specifically, as the antecedents of change-oriented organizational citizenship behavior, the influence of the goal orientation(learning orientation and performance orientation) of salespeople at the individual level and the corporate control system(process control and performance control) at the organizational level on change-oriented organizational citizenship behavior will be examined. Next, we will examine the impact of change-oriented organizational citizenship behavior on the sales performance and turnover intention of salesperson. Research design, data, and methodology: In order to verify the research model presented in this study, a survey was conducted on 314 salespeople engaged in business activities in industries such as insurance sales, automobile sales, and B2B sales. For the reliability analysis of the measurement items, Cronbach's Alpha value was checked, and exploratory factor analysis and confirmatory factor analysis were used for validity. To test the hypotheses, a structural equation model analysis using LISREL 8.72 was conducted. Results: As predicted, learning orientation and performance orientation, the preceding variables at the individual level, were found to have a positive effect on change-oriented organizational citizenship behavior. Among the control systems, process control was found to have a positive effect on change-oriented organizational citizenship behavior, but performance control was not found to have a statistically significant effect. Subsequently, it was found that change-oriented organizational citizenship behavior had a positive effect on sales performance and a negative effect on turnover intention. Conclusions: In this study, the first implications can be found in that it has been confirmed that the changeoriented organizational citizenship behavior of salespeople plays a role in enhancing sales performance and lowering turnover intention. In addition, it provides a second implication in that the influence of the antecedents at the individual (goal oriented) and organization (control system) levels on change-oriented organizational citizenship behavior was confirmed.

Impacts of two types of job demand on sales performance: The moderating role of capability and activity controls

조연진,전진아 글로벌경영학회 2022 글로벌경영학회지 Vol.19 No.2

The purpose of this study was to determine, based on the job demand resource (JD-R) theory, the effect of outcome control and interpersonal conflict on job engagement and emotional exhaustion. Moreover, it aimed to understand how the combination of job demands (outcome control and interpersonal conflict) and job resources (capability control and activity control) may enable a salesperson to increase job engagement and decrease emotional exhaustion as regards sale performance. Questionnaires were mailed to industrial salespeople employed by pharmaceutical companies, and 258 completed surveys were used. An AMOS structure equation model (SEM) was applied to test the main effects and interaction effects, and Ping’s (1996) two-step approach was employed for analysis of interaction effects. The empirical results indicated that (1) capability control system weakens the positive effect of an outcome control system on job engagement and amplifies the positive effect of interpersonal conflict on emotional exhaustion; (2) activity control system amplifies the positive effect of outcome control system on job engagement and amplifies the positive effect of interpersonal conflict on emotional exhaustion. This study provides the empirical means necessary to distinguish two types of job demand in the sales environment along with a refined understanding of the complex interactive effects of the work environment and various control systems.

호텔 Sales Force Control System이 직무성과에 미치는 영향

우희명(Woo, Hee Myung),정지원(Jung, Ji Won) 한국여행학회 2011 여행학연구 Vol.32 No.-

The purpose of this study is to suggest implications that reinforce job performance of hotel sales persons, through sales force control system. The analysis is as follow: ⅰ) Education & training, supervisor’s support, service orientation and cooperation with coworker have a positive effect on job-performance. ⅱ) The higher the job-satisfaction, the more the positive effect of education & training and supervisor’s support on job-performance. ⅲ) The higher the organizational commitment, the more the positive effect of education & training on job-performance. Through the forgoing analysis, implications to reinforce job-performance are presented.

체육진흥투표권 사업 전자발매통제시스템 효과 분석

도명록(都溟祿),임재진(林在畛),이환성(李桓誠) 한국지역정보화학회 2018 한국지역정보화학회지 Vol.21 No.4

사행산업이 합법화 되면서 일상 속에 자리잡아가고 있다. 하지만 여전히 사행행위에 과몰입・중독하는 현상이 우려되며 이에 관한 사회적 부작용은 여전히 크다. 건전한 여가생활으로서의 사행산업을 정착시키기 위해서 사행산업통합감독위원회에서는 사행산업을 관리・감독하고 있으며 사행산업 총량제, 이용자 보호 전자카드제도, 사행산업 시행기관 평가 등 다양한 정책을 시행하고 있다. 본 연구는 사행산업의 건전발전을 위한 정책 중 체육진흥투표권 사업에서 실시하고 있는 판매점 통제방식인 전자발매통제시스템에 대한 건전화 효과를 검증하였다. 분석은 체육진흥투표권 사업의 고정환급률식 상품인 ‘토토’를 대상으로 하였다. 분석결과 토토에서 전자발매통제시스템을 통한 건전화 효과는 유의미하게 나타났다. 하지만 기존에 활용되고 있는 관리기준은 다소 미흡한 부분이 있으며, 고도화를 통해 보완할 필요성이 있는 것으로 판단된다. As the gambling industry becomes legalized, it is becoming a part of everyday life. However, there is still concern about the addiction to gambling behavior, and the social side effect on this is still serious. In order to establish the gambling industry as a healthy leisure activity, the Gambling Industry Consolidation Supervision Committee manages and supervises the gambling industry. This study verifies the Soundness of the Electronic Sales-Control System of the Sports Promotion Business. As a result, the Soundness of Toto on electronic release control system was significant. However, management standards are necessary to complement them through upgrading.