Channel Pricing in Lean and Lucrative Markets : Conditions for Uniform Price, Quantity Discounts and Quantity Premiums

Wujin Chu(주우진),Hyunchul Maeng(맹현철),Yunhwa Song(송윤화) 한국유통학회 2009 한국유통학회 학술대회 발표논문집 Vol.2009 No.2

Strategic Globalization Performance of JDS

Wujin CHU 한국유통과학회 2023 International Forum on Business Convergence (IFBC) Vol.2023 No.-

A New Product Risk Model for the Electric Vehicle Industry in South Korea

Wujin CHU,홍용표,Wonkoo PARK,임미진,Mee Ryoung SONG 한국유통과학회 2020 유통과학연구 Vol.18 No.9

Purpose: This study examined a comprehensive model for assessing the success probability of electric vehicle (EV) commercialization in the Korean market. The study identified three risks associated with successful commercialization which were technology, social, policy, environmental, and consumer risk. Research design, methodology: The assessment of the riskiness was represented by a Bayes belief network, where the probability of success at each stage is conditioned on the outcome of the preceding stage. Probability of success in each stage is either dependent on input (i.e., investment) or external factors (i.e., air quality). Initial input stages were defined as the levels of investment in product R&D, battery technology, production facilities and battery charging facilities. Results: Reasonable levels of investment were obtained by expert opinion from industry experts. Also, a survey was carried out with 78 experts consisting of automaker engineers, managers working at EV parts manufacturers, and automobile industry researchers in government think tanks to obtain the conditional probability distributions. Conclusion: The output of the model was the likelihood of success – expressed as the probability of market acceptance – that depended on the various input values. A model is a useful tool for understanding the EV industry as a whole and explaining the likely ramifications of different investment levels.

시나리오기법 및 선택실험법 기반 한국 전기차 시장 수요예측 연구

주우진(Wujin Chu),임미자(Meeja Im) 한국경영과학회 2018 한국경영과학회지 Vol.43 No.4

This study presents a scenario-based, long-term forecasting model of electric vehicle (EV) sales. A simulated choice experiment using the multinomial hybrid choice model was estimated, where consumer utility was dependent on vehicle type, total cost of ownership (TCO), and personal variables. Results show that lower TCO, lower range-anxiety, and greater environmental concern lead to greater choice probability for EVs. Using the parameters of the TCO variable and the intercept, an initial probability of choosing an EV over an internal combustion engine car was derived. To this initial estimate, macro factors were incorporated, including charging infrastructure, oil prices, battery technology, and government incentives. Charging infrastructure was modeled as the convenience factor; battery technology and government incentives were modeled as affecting vehicle costs; and oil prices as affecting the operating cost. Based on long-term changes in the macro factors, three scenarios were selected: the reference scenario, the low-battery cost scenario, and the high oil price scenario. The forecasting model shows that long-term changes in oil prices are much more important than long-term changes in battery cost in terms of determining the adoption of electric vehicles. This is because fuel cost, over time, has a bigger impact on TCO, whereas the importance of battery prices on TCO decreases. Results also indicate that convenience is the main inhibitor of EV adoption, implying that the government’s policy should transition from providing cash-back incentives to building better charging infrastructure.

대형할인점과 공급업체의 협력-상생 가능성에 대한 이론적 고찰

주우진(Chu Wujin),김현식(Kim Hyunsik) 한국유통학회 2007 流通硏究 Vol.12 No.5

소수의 대형할인점이 체인화, 대형화 등을 통해 구매협상력을 강화하고 경제 전체에서 차지하는 비중이 지속적으로 증가하는 소매과점화현상은 중소형 공급업체 등 수직적 거래의 상대에게 다양한 압박 요인으로 작용하고 있다. 이에 본 연구에서는 정책적 시사점을 이끌어내기 위해 국내외 관련문헌에 대한 조사를 통해 소매과점화 현상이 공급업체와 소비자에 미치는 효과의 실태를 확인해보고, 대형할인점과 공급업체의 협력-상생 가능성을 이론적으로 모색해보았다. 본 연구의 체계는 다음과 같다. 우선 §1에서 소매과점화 현상에 대한 문제제기를 한 후, §2에서 관련 연구 문헌에 대한 문헌연구를 통해 소매과점화 현상에 대한 사실관계의 이해를 시도하고, §3에서 갈등이론과 협상이론을 통해 협력-상생의 가능성을 모색해본 후, §4에서 정책적 시사점과 연구의 한계점 및 향후 연구방향에 대해 논하였다. 본 연구의 결론은 다음과 같다: 첫째, 소매과점화현상이 공급업체의 성과를 악화시키고 사회후생을 악화시킬 것이라는 우려는 근거가 약하다. 지나치지 않을 경우, 대형할인점의 협상력 증대는 이중마진을 축소시켜 경로 전체 파이를 증대시킴으로써 공급업체의 이익도 증가시킬 수 있다. 둘째, 소매과점화에 의해 대형할인점 협상력이 증대되는 환경 속에서도 대형할인점과 공급업체 간 협력-상생의 가능성은 분명히 존재한다. 셋째, 대형할인점과 공급업체는 상호간 이해의 조화성이 높은 문제를 개발, 선택, 집중함으로써 협력-상생을 이끌어내는 것이 바람직하다. Retailing is getting more concentrated over time and retailer power is on the increase. This phenomenon provoke gloomy forecast with respect to the welfare of other players such as suppliers, consumers. We investigate the following issues through a wide range of theoretical literature review : (1) Does the retailing concentration really cause serious damage to suppliers' welfare?, (2) Is there any possibility for retailer and supplier to collaborate?, (3) If collaboration is theoretically possible, what should retailer and supplier do? Also, we proceed some discussion about managerial and theoretical implications based on the results of these investigations. Our findings are as following. Firstly, there is no strong support for deterioration of suppliers' and consumers' welfare due to the retailing concentration. On the contrary, increase of retailer's bargaining power, in some context, may increase suppliers' welfare because it may enlarge total profit of the channel through decrease of double margin. Secondly, from the standpoint of bargaining theory, there exists apparent possibility for collaboration between retailer and suppliers under ongoing retailing concentration. Thirdly, retailer and supplier should select and concentrate on the issues with common interests for successful collaboration between them.

전기차 구매의사 영향요인에 대한 문헌 리뷰 및 실증분석: 소비자 심리적 특성 변인의 영향을 중심으로

주우진 ( Chu Wujin ),임미자 ( Im Meeja ),송미령 ( Song Mee Ryoung ) 한국소비자학회 2017 소비자학연구 Vol.28 No.6

전기차 소비 확산을 위해서는 전기차 구매에 영향을 미치는 요인은 무엇인지, 소비자들이 전기차를 어떻게 지각하고 있는 지에 대한 이해가 필요하다. 본 연구는 먼저 전기차 구매의사 영향요인에 대한 기존 문헌을 리뷰한 후에 한국 소비자들 565명을 대상으로 실증분석을 하였다. 전기차 구매에 영향을 미치는 요인, 특히 소비자의 심리적 특성의 영향 요인인 개인의 차에 대한 인식, 친환경성향, 혁신성향, 주행거리불안, 전기차에 대한 주관적 지식 수준이 구매의도에 미치는 영향을 리뷰하고 분석하였다. 실증 연구결과, 한국의 소비자들은 연령이 높을수록, 교육수준이 높을수록, 소득수준이 높을수록 전기차 구매의사가 높았으며, 성별은 유의한 차이가 없었다. 심리적 특성에서는 친환경성향이 높을수록, 혁신성향이 높을수록, 전기차에 대한 주관적으로 느끼는 지식수준이 높을수록, 전기차 구매의사가 높았다. 또한 친환경성향과 혁신성향은 높은 상관관계를 가지는 것으로 나타났다. 주행거리불안이 높을 수록 전기차 구매의사는 낮았지만, 주행거리불안이 현재 사용차량의 일일사용시간 및 연간사용량과는 무관하다는 결과를 놓고 볼 때 주행거리불안이 객관적 실체보다는 정서적 예측 오류일 수 있음을 시사한다. 본 연구는 한국 시장에서 전기차 구매의사에 영향을 미치는 심리적 특성 변수들의 영향을 분석하였다는 점에서 그 이론적 공헌이 있다. In order to increase consumption of electric cars, it is necessary to understand what factors affect the purchase of electric cars and how consumers perceive electric cars. This study first reviewed existing literature on the influence factors of electric vehicle purchase intention, and then conducted an empirical analysis of 565 Korean consumers. The effect of perception of a car’s functions, environmental concern, consumer innovativeness, range anxiety, and knowledge level on purchase intention was studied. Results of the empirical study show that age, income and education level have a positive influence on purchase intention of electric cars, while gender did not show any effect. With respect to psychological characteristics, the study reveals that environmental concern, consumer innovativeness, and knowledge on electric cars have a positive influence on the purchase intention of electric cars. Also, it was found that consumers’ environmental concern and innovativeness have high correlation. Finally, it is shown that predicted range anxiety is deemed higher when compared to the actual usage behavior, suggesting a failure of affect forecasting. This study has contributed to the theoretical contribution in analyzing the influence of psychological characteristics that affect the intention to purchase electric cars in the Korean market.

Emotional and Cognitive Determinants of Retail Salespersons’ Emotional Labor and Adaptive Selling Behavior

Joonhwan KIM(Joonhwan KIM),Wujin CHU(Wujin CHU),Sungho LEE(Sungho LEE) 한국유통과학회 2022 유통과학연구 Vol.20 No.9

Purpose: The role of salespersons' emotions in effective selling behavior garners attention among scholars and practitioners. Previous studies have investigated the effects of emotional intelligence and emotional labor on sales success separately. However, to understand the whole process, the relationships among salespersons’ cognition, emotions, and behaviors should be considered simultaneously. Accordingly, we uniquely examined how salespersons’ emotional intelligence (emotional antecedent) and customer orientation (cognitive antecedent) influence their emotional labor (deep acting vs. surface acting), adaptive selling behavior, and the selling results in the retail environment. Research design, data, and methodology: To improve methodological rigor, we used the dyadic approach. We measured 182 salespersons’ emotional intelligence, customer orientation, and emotional labor, and 364 customers assessed the salespersons' adaptive selling behavior and selling results in the insurance and duty-free department retailing sectors. Result: The findings suggest that salespersons' customer orientation and emotional intelligence relate to deep-acting of emotional labor, affecting their adaptive selling behavior and relationship quality with customers. Conclusions: As for managerial implications, sales managers may well consider emotional intelligence levels when selecting salespersons in the retail industry. Additionally, practical training programs are required to cultivate customer orientation, emotional intelligence, and deep acting while performing emotional labor.

The Effect of Adding Novel Attributes to Hedonic vs. Utilitarian Base: Role of Holistic vs. Analytic Thinking Style

Juyon Lee,Wujin Chu 한국마케팅학회AMJ 2021 ASIA MARKETING JOURNAL Vol.23 No.2

Combining theories of the goal-derived product evaluation and holistic versus analytic thinking style, the authors investigate the effects of adding novel attributes on new product evaluation. While one may predict that adding novel attributes may be appealing to consumers as it provides new benefits, the authors propose that, in some cases, it may not. The current research investigates consumers’ view of new attribute addition depends on the novel attribute’s goal congruence with the consumption goals of the base product, which may be hedonic or utilitarian in nature. Further, consumers’ holistic versus analytic thinking style moderates the effect of such goal congruence. Study 1 examines the asymmetric evaluation towards new products when a goal-incongruent (vs. congruent) attribute is added to either a hedonic or a utilitarian base product. When the base product is hedonic (vs. utilitarian) by nature, consumers show lower evaluations for new products with the addition of goal-incongruent (utilitarian) attributes compared with the addition of goal-congruent (hedonic) attributes. Study 2 examines the moderating role of thinking style. The results indicate that in promoting products with novel goal-incongruent (vs. congruent) attributes, using a holistic thinking style effectively increases product evaluations compared with using an analytic thinking style. Study 3 replicates studies 1 and 2 to prove the generalizability of the effects by using different stimuli. These findings have implications for new product positioning and promotion strategies.

A Study on the Strategic Globalization Performance of ‘Journal of Distribution Science’

Hoe-Chang YANG,Wujin CHU,Hee-Joong HWANG,Myoung-Kil YOUN 한국유통과학회 2022 유통과학연구 Vol.20 No.3

Purpose: The purpose of this study is to provide information for other journals as well as the continuous development of distribution science research by confirming the globalization performance of the Journal of Distribution Science (JDS), the main journal of KODISA. Research Design, Data, and Methodology: A total of 863 papers published in JDS from 2011 to 2021 searched by scienceON were divided into 4 periods and analyzed under the headings of submission system, standardity, collaboration, and degree of achievement of publication goals. SPSS 24.0 and R 4.1.1 package were used to perform the publication frequency analysis, crosstab-analysis, keyword frequency analysis, and LDA topic modeling were performed. In addition, trend analysis with weight applied to each word was performed. Results: It was found that the ratio of English-written papers, which is the indicator of a journal s starndardity, is continuously increasing, and the ratio of overseas authors, which is the indicator of collaboration, is also continuously increasing. It was confirmed through keyword trend analysis by period and LDA topic modeling results – which were weighted to confirm the degree of achievement of the journal s publication goal – that the articles published by the journal has been in agreement with monthly research topic proposed by JDS. Conclusion: By examining the five criteria for globalization, it can be concluded that JDS s efforts for globalization are achieving significant results and providing effective directions for other academic journals. However, in order for JDS to become a top academic journal, it was suggested that efforts should be made to establish a system for collaborative research by domestic and foreign authors, as well as to provide a clear definition for the monthly research topics and classification of sub-topics

관계의 유대지향성 및 자기표현성향이 구전활동에 미치는 영향

노민정(Minjung Roh),주우진(Wujin Chu) 한국콘텐츠학회 2018 한국콘텐츠학회논문지 Vol.18 No.3

소셜미디어 상에서 소비자로서의 자신을 얼마나 드러낼 것인지의 여부는 자기표현에 따른 긍정적 보상과 부정적 위협 중에서 어느 것에 보다 초점을 맞출지에 따라 달라질 수 있다. 또한 긍정적 보상과 부정적 위협중에서 어느 것에 보다 초점을 맞추게 될 것인지의 여부는 자신을 드러내고자 하는 관계의 상대방이 누구인지에 따라 달라질 수 있다. 자기표현의 청중을 관계의 유대지향성에 따라 구분한다고 할 때, 직장동료와 같이 업무파트너로서 이해 증진에 목적을 두는 관계 상대방은 도구적 유대지향성의 청중이라고 하는 반면 학창시절 친구와 같이 우정과 같은 감정적 유대를 기반으로 하는 관계 상대방은 표현적 유대지향성의 청중이라고 할 수 있다. 본 연구는 직장동료와의 관계에서처럼 도구적 유대지향성이 강한 상대방에 대해서는 자기표현의 실패로 인한 부정적 위협의 여파가 자기표현의 성공으로 인한 긍정적 보상보다 더욱 치명적일 수 있기 때문에 긍정적 보상보다는 부정적 위협의 예방에 초점을 맞춰 수세적으로 자기표현을 하려 든다고 예측하여 보았다. 실증결과는 페이스북 상에서 직장동료들의 비중이 증가할수록 수세적 자기표현에 의한 매개 효과는 증대되는 데 반면, 쟁취적 자기표현에 의한 매개 효과는 감소하고 있음을 확인시켜 주고 있었다. The decision to actively reveal oneself as a consumer on social media depends on whether the focus is more on positive rewards than negative threats associated with self-presentation, that is, who the other party is in that relationship. The audience of self-presentation could also be divided into expressive and instrumental ties: work partners can be classified as an audience of instrumental ties, whereas school friends can be regarded as an audience of expressive ties. This study accordingly predicted that people would focus more on prevention of negative threats than positive reward, exhibiting defensive self-presentation in relationships with strong instrumental ties because the fallout from negative threats due to failed self-presentation have a more detrimental effect than a positive reward from successful self-presentation. The empirical findings thereby indicated that as the proportion of coworkers increased among Facebook friends, the mediation effect through defensive self-presentation increased, whereas such effect through acquisitive self-presentation decreased.