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.

영업사원의 거래처 수와 영업성과 간의 관계에 관한 연구

조연진 한국유통과학회 2019 유통과학연구 Vol.17 No.1

Purpose - Previous research has shown that a very high level and a very low level of job scope can both be more stressful than intermediate levels of job scope. This study investigates the potential positive and negative effects of the number of accounts handled by sales personnel. The primary objective of this paper is to examine how the number of accounts salespeople handle affects their stress and performance. Research design, data, and methodology - This research conducted the data collection using a survey of salespeople in the pharmaceutical industry. I sent the survey to 420 salespeople, and received 318 usable responses. To assess measurement reliability and validity, I ran an exploratory and confirmatory factor analysis. I also employed structural equation modeling (SEM) to test all hypothesized effects in AMOS and also measured the interaction variable using Ping’s (1996) approach. Results - These results show that there are linear and non-linear effects of the number of accounts handled by the salesperson on both role ambiguity and role conflict. First, the number of accounts handled by a salesperson is positively related to role ambiguity and role conflict. Second, the effect of the number of accounts handled on role ambiguity and role conflict decreases as the number of accounts handled by the salesperson increases. Third, as accounts increase from a low level, role stress increases; when the number of accounts reaches an optimal level, role stress decreases; and when the number of accounts increases to a high level, it can be detrimental to the salesperson's role stress. Fourth, while product complexity is positively related to role ambiguity, brand strength is negatively related to both role ambiguity and role conflict. Fifth, the greater the brand strength, the weaker the relationship will be between the number of accounts handled and salesperson role ambiguity. Finally, role ambiguity is positively related to salesperson performance. Conclusion - Too much and too little accounts increase the role ambiguity and role conflict of salespersons. Managers should identify the complex effect of the number of accounts handled by salespeople. Also, when products are complex, managers should provide training to eliminate any complex processes and complex information. These results suggest ways to decrease salespersons’ role stress by ensuring an optimal level of the number of accounts and brand strength.

치매 환자의 인지재활 음악치료 효과에 대한 체계적 문헌고찰 및 메타분석

조연진,고범석 한국음악치료학회 2017 한국음악치료학회지 Vol.19 No.1

이 연구는 치매 환자들을 위한 인지재활 음악치료의 효과를 알아보기 위해 1986~2016년까지 출간된 국내외 연구들을 대상으로 체계적 문헌고찰과 메타분석을 실시한 연구이다. 8개의 국내외 검색 서비스(국회도서관, KISS, RISS, CINAHL, Cochrane Library, MEDLINE, Pubmed, SCOPUS)를 통해 총 20편의 연구들을 분석대상으로 선정하였다. 연구의 비뚤림 평가를 위해 연구들은 Cochrane Collaboration Risk of Bias 도구를 이용해 사정하였다. 연구결과, 전체 효과크기는 중간 효과크기(g=0.53)로 유의하였다. 이질성은 중간정도로 나타나 세부 영역별 분석을 하였다. 기억력(g=0.60), 언어기능(g=0.56), 전반적 인지기능(g=0.48), 주의집중능력(g=0.34)의 순서로 모두 중간 정도에 속하는 효과크기가 나타났고, 음악치료가 유의한 효과가 있는 것으로 나타났다. 한편, 전반적 인지기능과 언어기능에서 중간 정도의 이질성이 나타났다. 이질성 평가를 위해 하위분석 결과, 전반적 인지기능에서는 질병의 정도와 측정도구에서, 언어 기능에서는 질병의 정도가 이질성과 연관이 있는 조절변수인 것으로 나타났다. 이 연구에서는 중재효과를 과대 혹은 과소 추정할 수 있는 요소에 대한 연구 비뚤림(Risk of Bias)평가, 체계적 문헌고찰, 메타분석, 이질성 평가 등을 통해 치매환자의 인지재활 음악치료의 효과를 검증하고 종합적으로 분석한 정보를 제공하여 미래 연구의 바탕이 될 수 있는 임상적 근거와 기초자료를 마련하는 데 의의가 있다. This study is a systematic review & meta-analysis of music therapy research studies on cognitive rehabilitation for patients with dementia published from 1986~2016. The purpose of study is to evaluate the impact of music therapy on cognitive rehabilitation for patients with dementia. The authors retrieved quantitative studies from 8 data-bases(CINAHL, Cochrane Library, MEDLINE, National Library of Korea, KISS, Pubmed, RISS, SCOPUS). We selected 20 studies, including randomized controlled trials and controlled clinical trials. Studies were assessed using the Cochrane Collaboration Risk of Bias Tool. The result indicated that overall effect size was medium(g= 0.53) along with each outcomes were medium(memory: g=0.60, language: g=0.56, general cognitive function: 0.48, and attention: g=0.34). However, this study outcomes indicated heterogeneity on general cognitive function and language. Subgroup analysis results indicated that progression of illness and assessment tool were moderators. This study offers information and will guide in future music therapy studies on cognitive rehabilitation for people with dementia.

신경 언어 장애의 언어재활을 위한 국내 음악치료 연구 분석

조연진 한국음악치료학회 2013 한국음악치료학회지 Vol.15 No.2

이 연구는 음악을 적용한 신경언어장애 연구가 국내에 처음 게재된 시점인 1993년부터 2013년 8월 10일까지 수집한 신경언어장애 음악치료 논문들을 대상으로 미래 연구 방향을 제시하기 위한 목적을 가지고 분석한 연구이다. 분석의 초점은 연구 대상자 특성, 연구방법, 평가도구와 사정, 음악치료 프로그램, 그리고 임상 효과를 중심으로 시행하였고 음악치료 효과의 구체성을 위해 연구에서 고려해야 할 요소들을 알아보았다. 이 연구는 국내 신경언 어장애 음악치료 연구에 대한 기초 자료를 제공하고 유용한 정보를 제시하는데 의의가 있 으며 어떤 점을 보완하여 앞으로의 신경언어장애 음악치료 연구를 발전시킬 수 있을 지 보 여줄 것이다. This study is a comprehensive analysis of music therapy research studies on neurologic speech & language disorders published from 1993 to 2013 in Korea. The purpose of study is to yield some insight for optimal future directions in the research, and to suggest solutions regarding some of the problems identified in past studies through a systematic review. The analysis of studies focused on the patient characteristics, method, assessment, music therapy programme, and effectiveness of intervention. The results indicated that there are some considerations for evidence of the effectiveness of music therapy. This study offers information, and will be guide in future music therapy research studies on neurologic speech & language disorders.

소비자의 자원고갈이 제품구색간 의사결정에 미치는 효과

조연진,Cheong-Kyu Park,Hyun-Woo Lim 한국유통과학회 2016 유통과학연구 Vol.14 No.3

Purpose – Prior research has suggested that consumers typically prefer to have a larger number of options. However, preference of assortment size may depend on how depleted resources in consumers’ mind are. Reduced capacity for self-regulation by resource depletion makes people rely on more intuitive and less effortful decision processing. When they are mentally depleted, people are likely to focus on the choice difficulty from large assortment, which leads to preference for the small assortment when they make a decision. It could be an important question potentially how being in a depleted mode through effortful self-regulation will influence on the evaluation of assortment size. To answer this questioner, we hypothesized that being engaged in self-regulation, as compared with not being engaged in self-regulation, will influence on the evaluation of product assortment size such as attractiveness, difficulty of choice, and anticipated regret. Research design, data, and methodology – In this study, we first manipulated self-regulatory resource availability using a self-regulation task (i.e., instructing participants to solve Sudoku puzzle vs. to solve diagram cube by filling any diagrams that they prefer into cube instead of number) and asked to indicate the difficulty of the tasks available to them ("How much difficulty did you feel when you complete the task?") Next, participants were asked to imagine that they were planning to buy a laptop at one of the two stores (small assortment: 6 options vs. large assortment: 30 options), both offering good quality of products. After reading the product descriptions, participants were instructed to consider all the information and choose a store that they would like to shop. Finally we measured the choice difficulty, evaluation of product assortments, and anticipated regret on a 7-point scale. We conducted two-way ANOVA in testing the main hypothesis that depleted consumers will show poorer subsequent self-control than non-depleted consumers when they make a decision in large assortment. Results – Compared with non-depleted participants, depleted participants showed the bigger difference from the degree of choice difficulty and product attractiveness between large and small assortments, but the result revealed only a significant interaction effect of resource depletion and assortment size on choice difficulty. Also depleted participants showed the smaller difference from the degree of anticipated regret between large and small assortments than non-depleted participants. Conclusion – Depleted individuals by a prior task are relatively effortless and intuitive form of choosing products so that they try to avoid making effortful trade-offs among choice difficulty such as large assortment, compare with non-depleted individuals. However, for anticipated regret, non-depleted individuals in small assortment anticipate more regret by excluding or at least restricting the possibility of buying attractive items or another kind of potential items than depleted individuals, regardless less choice difficulty in small option. To sum up, it is important to note that individuals are influenced by self-regulatory resources and their self-regulatory conditions contribute to the overall positive or negative impact of product assortment on choice.

한국 여성에서 중증자궁내막증과 CYP1B1 유전자 다형성과의 관련성에 관한 연구

조연진,허성은,이지영,송인옥,궁미경,문혜성,정혜원,Cho, Yeon Jean,Hur, Sung-Eun,Lee, Ji Young,Song, In Ok,Koong, Mi Kyoung,Moon, Hye Sung,Chung, Hye-Won 대한생식의학회 2006 Clinical and Experimental Reproductive Medicine Vol.33 No.2

목 적: CYP1B1은 자궁내막증의 발생과 관련된 에스트로겐의 대사 및 dioxin의 대사 모두와 관련이 있는 유전자로 생각하여 자궁내막증의 발생위험과 CYP1B1의 codon 119G${\rightarrow}$T, 432G${\rightarrow}$C, 449T${\rightarrow}$C, 453A${\rightarrow}$G의 유전자 다형성과의 관계에 대해서 알아보고자 하였다. 연구방법: 병리조직학적으로 자궁내막증 III기와 IV기임을 확인한 여성 199명과 대조군으로 자궁내막증 환자군과 연령이 비슷한 여성에서 양성 난소 낭종으로 수술을 시행하여 자궁내막증이 없음을 육안으로 확인한 183명을 대상으로 PCR 및 RFLP를 시행하여 CYP1B1의 codon 119G${\rightarrow}$T, 432C${\rightarrow}$G, 449T${\rightarrow}$C, 453A${\rightarrow}$G의 다형성을 조사하였다. 결 과: CYP1B1에서 $Ala^{l19}Ser$, $Va1^{432}Leu$, $Asn^{449}(T^{449}{\rightarrow}C)$, $Asn^{453}Ser$ 각각의 유전자 다형성은 그 분포와 위험도에 있어서 자궁내막증 환자와 대조군 간에 통계적으로 유의한 차이는 없었다. CYP1B1에서 앞서 밝힌 4가지 codon의 다형성을 조합한 결과 GG/CC/CC/AA의 유전자형을 갖는 여성에 비해 GG/GC+GG/TC+TT/AA의 유전자형을 갖는 경우만이 자궁내막증의 위험도가 2.056 (95% CI: 1.003-4.216)으로 유의하게 높은 것을 알 수 있었다. 결 론: 이상으로 볼 때 한국인 여성에서 중증자궁내막증 발생은 CYP1B1의 유전적 다형성과 관련이 있는 것으로 보이며, 향후 자궁내막증의 발생 기전을 밝히는데 주요한 자료가 될 것으로 본다. Objective: To investigate whether polymorphisms of gene encoding CYP1B1 is associated with the risk of endometriosis in Korean women. Methods: We investigated 199 patients with histopathologically confirmed endometriosis rAFS stage III/IV and 183 control group women who were surgically proven to have no endometriosis. The genetic distribution of four different CYP1B1 polymorphisms at $G^{119}-T$, $G^{432}-C$, $T^{449}-C$, and $A^{453}-G$ were analyzed by polymerase chain reaction(PCR) and restriction fragment length polymorphism of PCR products. Results: We found no overall association between each individual CYP1B1 genotype and the risk of endometriosis. The odds ratio of genotype GG/GC+GG/TC+TT/AA compared to GG/CC/CC/AA(reference) was calculated as 2.06 with a 95% confidence interval of 1.003~4.216. Conclusion: This results suggest that CYP1B1 genetic polymorphism may be associated with development of endometriosis in Korean women.

이커머스 시장 및 물류유통산업 동향 분석 : 중국, 미국, 한국 시장 비교 분석을 중심으로

조연진,남현정 한국국제경영관리학회 2021 국제경영리뷰 Vol.25 No.3

코로나 19는 소비자들의 소비 패턴과 유통변화를 가져왔다. 본 연구의 목적은 이커머스 시장 및 물류유통산업 동향과 문헌 연구를 기반으로 중국, 미국, 한국의 이커머스 시장을 비교 분석함으로써, 세계 이커머스 시장에서 한국 시장의 현 위치와 한국 이커 머스시장의 문제점 및 한계점을 도출하는 것이다. 중국, 미국, 한국의 이커머스 혁신에 대한 비교분석은 무인편의점, 라이브 스트리밍 서비스, 거래방식, 해외소비품 구매방식, 의약품 유통시장의 변화를 기준으로 하였으며, 중국, 미국, 한국의 물류 혁신은 라스트마일 (자율주행), 드론배송, 블록체인을 기준으로 비교분석하였다. 이를 통해 도출한 한국 이커머스 시장의 문제점과 그에 따른 발전전략은 다음과 같다. 한국 정부는 무조건적인 규제보다는 규제를 강화해야 할 부분과 완화해야 할 부분을 파악하여 선제적인 대응을 해나가 야 할 것이다. 또한, 기업들은 가격경쟁에만 의존하기보다는, 타 기업과의 파트너십 구축을 통해 기업의 부족한 점을 보완하고, 새로 운 기술을 활용하여 재고관리 운영체계를 변화하시며, 젊은층을 대상으로 새로운 결제 시스템을 도입하는 등의 비경쟁적 요인을 강화 해나가야 할 것이다. The corona pandemic has brought changes in overall consumer consumption patterns and distribution channels. The purpose of this study is to compare and analyze the e-commerce markets of China, the United States, and South Korea based on literature research and trends in the e-commerce market and logistics industry and deriving limitations. Comparative analysis of e-commerce innovations in China, the United States, and South Korea was based on changes in unmanned convenience stores, live streaming services, transaction methods, overseas consumer goods purchase methods, and drug distribution markets. Logistics innovations in China, the United States, and South Korea were compared and analyzed based on the last mile (autonomous driving), drone delivery, and blockchain. The problems of the South Korean e-commerce market and its development strategies derived from this are as follows. The South Korean government should take on a proactive role in identifying regulatory areas that need to be either strengthened or relaxed, rather than simply imposing unconditional restrictions on businesses. It finds that companies should focus not only on price competition but also on building partnerships with other companies in order to make up for their own shortcomings, and, additionally, that they should reinforce non-competitive areas such as inventory management by way of the introduction of new technologies and new payment systems.

Oxidative stress and endometriosis

조연진,김흥열 고신대학교(의대) 고신대학교 의과대학 학술지 2018 고신대학교 의과대학 학술지 Vol.33 No.2

Endometriosis is an estrogen-dependent chronic inflammatory condition that affects women in their reproductive period and is associated with pelvic pain and infertility. Oxidative stress (OS) occurs when reactive oxygen stress (ROS) and anti-oxidants are in imbalance. OS is a potential factor involved in the pathophysiology of endometriosis. Iron-induced ROS may trigger a chain of events resulting in the development and progression of endometriosis. Endogenous ROS are correlated with increased cellular proliferation and ERK1/2 activation in human endometriotic cells. An oxidative environment leads to stimulation of the ERK and PI3K/AKT/mTOR signaling pathways that facilitate endometriotic lesion progression through adhesion, angiogenesis, and proliferation. OS is also known to be involved in epigenetic mechanisms in endometriosis. We summarize the recent knowledge in our understanding of the role of oxidative stress in the pathogenesis of endometriosis.

하이테크산업에서 선두이점의 원천에 관한 연구: 지식경영역량의 매개효과를 중심으로

조연진,박경도 한국벤처창업학회 2015 벤처창업연구 Vol.10 No.4

Decision effectiveness depends on type of knowledge within team members generated by decision making process. Thus, organization in accordance with teams’ experience and capability ultimately achieve their desired outcome. However, previous research has not addressed a mediating role between different knowledge type in decision making and product competitive advantages(pioneering advantage and product quality superiority). Based on the knowledge-based view, we model how different knowledge characteristics in decision making affect to acquire each of knowledge in decision making effectively and then to apply acquired knowledge in decision making. Anchored in a source-position-performance (SPP) framework (Day and Wensley’s, 1988), we shed light on the effects of three knowledge characteristics dimensions in decision making process on knowledge management competences in decision making for a new product project. We also examine the relationship between two dimensions of NPD knowledge management competences, and product competitive advantages which consist of market pioneering advantage and product quality superiority. To test the relationships, the empirical analyses are conducted using a sample of team managers who participated in NPD projects. This study suggest that managers should increase their acquirability and applicability of knowledge by integrating complexity of diverse and new knowledge, developing codifiability of well-documented knowledge, and creating the sharing common knowledge among NPD team members. Thus, they are able to outrun major competitors in terms of pioneering advantage and product quality superiority perspective. 본 연구는 지식경영역량의 신제품 개발 과정에서의 역할을 설명하고, 지식습득역량에서 지식적용역량으로 연결되는 과정을 통해 선두이점과 신제품품질의 우월성, 그리고 신제품 성과 간에 관계를 규명하기 위한 연구이다. 지금까지 지식기반 연구는 지식의 정의, 지식의 유형 구분, 지식과 정보 간의 차이 등에 대한 연구로 국한되어왔다. 본 연구는 기업의 신제품 지식경영활동 중 발생하는 지식습득과 지식적용역량을 전략적 변수로서 간주하여, 지식경영역량의 선행변수와 결과변수를 조사하였다. 지식기반이론과 source-position-performance(SPP)구조를 바탕으로, 가치창출에 원천으로서 지식의 유형은 지식경영역량의 개발에 중요한 역할을 하며, 이러한 지식경영역량은 포지션상의 우위를 가져와 신제품 성과에 영향을 미칠 수 있음을 제시하였다. 이를 검증하기 위해 국내 하이테크 산업에 속하는 기업들 중 신제품 프로젝트에 참여한 제품 개발팀의 과장급 이상 종사원을 대상으로 설문조사를 실시하였다. 구조방정식모형을 사용하여 가설을 검증한 결과 7개의 가설 중 신제품 지식의 복잡성과 지식적용역량의 관계(H1b)를 제외한 모든 가설이 통계적으로 유의한 결과를 보였다. 본 연구의 공헌은 SPP 구조를 기반으로 하여 지식의 유형과 포지션상 우위를 연결하는 매개변수로서 지식경영역량을 소개하였고, 실증 분석을 통해 신제품 혁신 이론에 지식경영역량이 중요한 역할을 한다는 것을 보였다는 것이다. 또한 신제품 개발 성과를 향상하기 위해서는 신제품 개발 팀장들의 역할 즉, 팀 구성원들의 개별 지식 접근능력을 기르고, 그것을 적용하기 위한 능력을 개발하는 것이 중요하다는 것을 제시하였다는 점은 실무적으로 의의가 있다.

Percutaneous Access via the Recanalized Paraumbilical Vein for Varix Embolization in Seven Patients

조연진,김효철,김영환,허세범,제환준,정진욱 대한영상의학회 2014 Korean Journal of Radiology Vol.15 No.5

Objective: To evaluate the feasibility of percutaneous access via the recanalized paraumbilical vein for varix embolization. Materials and Methods: Between July 2008 and Jan 2014, percutaneous access via the recanalized paraumbilical vein for varix embolization was attempted in seven patients with variceal bleeding. Paraumbilical vein puncture was performed under ultrasonographic guidance, followed by introduction of a 5-Fr sheath. We retrospectively evaluated the technical feasibility, procedure-related complications, and clinical outcomes of each patient. Results: Recanalized paraumbilical vein catheterization was performed successfully in all patients. Gastroesophageal varix embolization was performed in six patients, and umbilical varix embolization was performed in one patient. Embolic materials used are N-butyl cyanoacrylate (n = 6) and coil with N-butyl cyanoacrylate (n = 1). There were no procedure-related complications. One patient underwent repeated variceal embolization 6 hours after initial procedure via recanalized paraumbilical vein, due to rebleeding from gastric varix. Conclusion: Percutaneous access via the paraumbilical vein for varix embolization is a simple alternative in patients with portal hypertension.