Seonggoo Ji

(사)한국유통학회가 발행하는 공식 학술지: 유통연구(Journal of Channel and Retailing)

The pandemics (e.g., COVID-19) disrupt the roles of all professionals, particularly those of salespeople. This study seeks to empirically examine how fears amidst the pandemic, as pandemic demands, influence salespeople's attitudinal and behavioral outcomes and how organizational and personal resources as pandemic resources mitigate the negative outcomes for salespeople. Building on the job demands-resources (JD-R) model and employing the partial least squares-based structural equation modeling, this study tested the proposed hypotheses using responses from 237 salespeople in South Korea. The results mainly supported hypotheses. As a major theoretical contribution, this study delineates Pandemic fears in terms of salespeople's fear of themselves, their jobs, and companies, and the ultimate consequences of fear on salespeople's affective and behavioral outcomes. This study offers important evidence to sales and retail managers regarding the significance of pandemic resources as important interventions to minimize the challenges of the pandemic for salespeople.

(사)한국유통학회가 발행하는 공식 학술지: 유통연구(Journal of Channel and Retailing)

Social media has outperformed traditional media as a source of interpersonal and masspersonal communication tools. The extant literature offers valuable knowledge on the positive and (or) negative attributes of social media and their ultimate effects on users’ affective and behavioral responses. However, it is unclear how the positive and negative attributes of social media affect users’ responses simultaneously. Drawing on the newly proposed social media demands and resources (SMD-R) model, the present study examined the positive and negative attributes of social media on the affective outcomes of social media fatigue (hereafter SM fatigue) and SM engagement (hereafter SM engagement) and behavioral outcomes of users in a single integrated framework. Data were gathered from 235 social media users in the Republic of Korea (hereafter Korea) to test the proposed framework. Partial least square structural equation modeling (PLS-SEM) was conducted, and the results showed that SM demands positively related to SM fatigue and negatively related to SM engagement. SM resources positively related to SM engagement and did not affect SM fatigue. SM fatigue positively related to SM discontinuous intention and negatively related to SM loyalty. Finally, SM engagement positively related to SM loyalty and negatively related to SM discontinuous intention. These findings contribute to the social media literature by proposing and empirically testing the SMD-R model, which integrates SM demands, SM resources, and the affective and behavioral responses of users.

(사)한국유통학회가 발행하는 공식 학술지: 유통연구(Journal of Channel and Retailing)

The influential roles of supervisor’s leadership in the context of a small store are not studied and it is unclear how it affects the attitudinal and behavioral outcomes of frontline service employees. Drawing on the social exchange theory, the purpose of this study is three folds. First, this study aims to examine the role of supervisors’ authentic leadership and supervisor ostracism on frontline service employees’ perceived supervisor trust. Second, this study investigates the effects of frontline service employees’ perceived supervisor trust on commitment to customer services and store affective commitment. Finally, the positive role of store affective commitment on frontline service employees’ commitment to customer services is examined. A survey-based was used to collect 203 responses from frontline service employees of coffee shops in Korea. Covariance-based structural equation modeling (CB-SEM) was conducted to test the hypotheses. The results indicated that a supervisor’s authentic leadership is positively whereas supervisor ostracism is negatively associated with supervisor trust. Similarly, supervisor trust has a significant positive effect on the frontline service employee’s commitment to customer services and store affective commitment. Finally, frontline service employees’ store affective commitment has a significant positive effect on the commitment to customer services. This research offers practical implications for managers of frontline service employees, particularly in the selection, training, promotion, and socialization process of supervisors of small stores in general and in coffee shops in particular. Practitioners interested to increase frontline service employees’ commitment to customer services and store affective commitment can leverage the findings of this study.

The purpose of this study is to examine the effects of a salesperson’s techno-demands and techno-resources created by new sales-related information technology on salespersons’ attitudinal and behavioral outcomes such as job burnout, job satisfaction, turnover intention, and sales performance. In order to test the proposed framework, data were collected from 305 salespeople in Korea. The results of a partial least squared structural equation modeling (PLS-SEM) analysis showed that techno-demands have a significant positive effect on salespeople’s job burnout and techno-resources have a significant positive effect on salespeople’s job satisfaction. Salespeople’s job burnout has a significant positive effect on salespeople’s turnover intention, whereas salespeople’s job satisfaction has a significant positive effect on salespeople’s sales performance. Finally, salespeople’s job satisfaction has a negative effect on turnover intention. Theoretically, this study develops a new comprehensive framework of the techno demands–resources model and is empirically tested in the context of salespeople. Managerially, the findings offer important insights to practitioners to leverage techno-resources to accelerate the sales technologies for sales activities.

(사)한국유통학회가 발행하는 공식 학술지: 유통연구(Journal of Channel and Retailing)

The purpose of this study was to examine the purchase intention of innovative new product (e.g., Galaxy Fold) by integrating behavioral reasoning theory (BRT) to the theory of reasoned action (TRA) and theory of planned behavior (TPB) to test the relative influence of reasons for and reasons against adoption on purchase attitude and purchase intention of Korean consumers. A quantitative research method via an online survey was conducted to test the proposed hypotheses. The sample of the study was 242 Korean consumers who participated in the online survey. Structural equation modeling was conducted by using AMOS 21.0 to test the proposed relationships. The findings showed that value for changes positively related to the reasons for adoption and negatively related to reasons against adoption. Reasons for adoption (e.g., relative advantage, compatibility, simplicity) have a significant positive effect on the purchase attitude, and reasons against adoption (e.g., price barrier, performance barrier, usage barrier) have a significant negative effect on the purchase attitude. Finally, purchase attitude has a significant positive relationship to the purchase intention of innovative new product. The findings of this study offer significant theoretical and managerial contributions in the context of sustainable innovative new product development.