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Customer buying process based Managerial factors for ISM Differentiation
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Weon Sang Yoo (School of Business, Hanyang University, Seoul, Korea)
Hyun Soo Han (School of Business, Hanyang University, Seoul, Korea)
Ja Heon Koo (Policy Research Team, Korea Information Technology Service Industry Association)
Vol. 15, No. 3, Page: 81 ~ 102
Keywords
ISM(Internet Shopping Mall), Differentiation Strategy, Customer Buying Decision Process
Abstract
In this study, we investigated how to achieve differentiation for the ISM (Internet Shopping Mall) to improve profitability, which is required for survival in the fiercely competitive ISM industry. We analyzed implementation level key managerial factors that could contribute to the differentiation of the ISM. The research model is constructed through integration of two distinctive research streams of e-commerce. The one is B2C differentiation strategy research, most of which are conceptual and conducted at a strategy level, and the other is empirical research analyzing the antecedents of customer satisfaction at the ISM. This study is organized as follows. First, we draw upon transaction cost theory to organize constructs representing customer value associated with the customer buying decision process. Next, after reviewing comprehensive managerial factors that could impact on customer value, we selected 15 managerial factors that could contribute to the differentiation of the ISM to deliver value to customers. Finally, the resulting structural model is validated through empirical analyses. The results provide insights for future studies on ISM differentiation.
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ISM 차별화를 위한 고객 구매 프로세스 기반 관리 요소 분석
유원상 (한양대학교 경영대학)
한현수 (한양대학교 경영대학)
구자헌 (한국IT서비스산업협회 정책연구실)
Abstract
본 연구에서는 치열한 경쟁에 처해있는 인터넷 쇼핑몰(Internet Shopping Mall:ISM) 산업에서 생존을 위하여 필수적인 차별화 구현을 통한 수익성 향상 방안을 탐색한다. ISM 관리의 실질적 차별화를 가능하게 하는 실행 수준에서의 관리 요소를 분석하는 본 연구는 이제까지 주로 개념적이고 기업 수준에서 수행된 B2C 차별화 전략 연구와 ISM 고객만족에 영향을 주는 선행요건을 파악하는 실증적 연구를 효과적으로 결합하여 다음과 같이 진행 되었다. 첫째, 고객의 구매 의사결정 프로세스의 각 단계 별 거래비용 이론 관점에서 고객가치를 정의하였다. 둘째, 포괄적 문헌연구를 통하여 ISM 고객만족에 영향을 주는 요소들을 파악하고 이들 중 관리요소의 차별화가 가능하며 차별화를 통하여 고객 가치에 영향을 줄 수 있는 15개의 관리요소를 도출하고 연구모델과 가설을 수립하였다. 마지막으로 실증분석을 통하여 구조적 모델을 검증하고 차별화에 대한 시사점을 제시하였다. 본 연구는 ISM 차별화에 대한 실증적 연구로는 초기단계에 속하는 연구로 본 연구의 결과는 ISM 차별화를 위한 향후 연구와 실무적 응용에 유용한 시사점을 제시한다.
Cite this article
JIIS Style
Yoo, W. S., H. S. Han , and J. H. Koo , "Customer buying process based Managerial factors for ISM Differentiation ", Journal of Intelligence and Information Systems, Vol. 15, No. 3 (2009), 81~102.

IEEE Style
Weon Sang Yoo, Hyun Soo Han , and Ja Heon Koo , "Customer buying process based Managerial factors for ISM Differentiation ", Journal of Intelligence and Information Systems, vol. 15, no. 3, pp. 81~102, 2009.

ACM Style
Yoo, W. S., Han , H. S., and Koo , J. H., 2009. Customer buying process based Managerial factors for ISM Differentiation . Journal of Intelligence and Information Systems. 15, 3, 81--102.
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@article{Yoo:JIIS:2009:375,
author = {Yoo, Weon Sang and Han , Hyun Soo and Koo , Ja Heon},
title = {Customer buying process based Managerial factors for ISM Differentiation },
journal = {Journal of Intelligence and Information Systems},
issue_date = {September 2009},
volume = {15},
number = {3},
month = Sep,
year = {2009},
issn = {2288-4866},
pages = {81--102},
url = {},
doi = {},
publisher = {Korea Intelligent Information System Society},
address = {Seoul, Republic of Korea},
keywords = { ISM(Internet Shopping Mall), Differentiation Strategy and Customer Buying Decision Process },
}
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%A Hyun Soo Han
%A Ja Heon Koo
%T Customer buying process based Managerial factors for ISM Differentiation
%J Journal of Intelligence and Information Systems
%@ 2288-4866
%V 15
%N 3
%P 81-102
%D 2009
%R
%I Korea Intelligent Information System Society