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Ho-Taek Yi
Keimyung University, Daegu, Republic of Korea

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Earlycite article
Published: 10 August 2021 in Asia Pacific Journal of Marketing and Logistics
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Purpose This paper aims to assess the effect of adaptive selling behavior on customer outcomes, mutual outcomes and salesperson outcomes. Design/methodology/approach The respondents were salespeople and customers in selected door-to-door cosmetics companies in South Korea. A questionnaire was used to collect the data. Structural equation modeling was used to analyze the data in this study. Findings Findings show that adaptive selling behavior positively affects customer satisfaction, customer loyalty, sales performance, job satisfaction and relationship quality. These findings suggest that adaptive selling is crucial for the firm's survival depending on the industry and the product. Additionally, unlike previous studies, the authors use salespeople's self-reporting responses and customer-reporting of salespeople, which further enhances the richness and uniqueness of the results. Originality/value Studies investigating mutual outcomes of adaptive selling behavior are scarce. The study also emphasizes that adaptive selling behavior enhances salesperson outcomes and customer outcomes and primarily uses dyadic data between door-to-door salespeople and their customers, which is not very common.

ACS Style

Fortune Edem Amenuvor; Ho-Taek Yi; Henry Boateng. Examining the consequences of adaptive selling behavior by door-to-door salespeople in the Korean cosmetic industry. Asia Pacific Journal of Marketing and Logistics 2021, ahead-of-p, 1 .

AMA Style

Fortune Edem Amenuvor, Ho-Taek Yi, Henry Boateng. Examining the consequences of adaptive selling behavior by door-to-door salespeople in the Korean cosmetic industry. Asia Pacific Journal of Marketing and Logistics. 2021; ahead-of-p (ahead-of-p):1.

Chicago/Turabian Style

Fortune Edem Amenuvor; Ho-Taek Yi; Henry Boateng. 2021. "Examining the consequences of adaptive selling behavior by door-to-door salespeople in the Korean cosmetic industry." Asia Pacific Journal of Marketing and Logistics ahead-of-p, no. ahead-of-p: 1.

Earlycite article
Published: 03 August 2021 in Asia Pacific Journal of Marketing and Logistics
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Purpose This paper examines the antecedents of adaptive selling behavior empirically from the salespeople's, customers', and firms' perspectives. Design/methodology/approach Survey design was used for this study. Data from 219 salespeople and their visiting customers in selected cosmetics companies in Korea are used to test the conceptual model using structural equation modeling. Findings Findings show that intrinsic motivation, empathy, and product knowledge are germane to adaptive selling behavior among salesperson-level factors. Similarly, among the customer-level factors, the length of the relationship between salespeople and customers positively affects adaptive selling behavior. Also, while supervisory empowerment among the organizational-level factors significantly predicts adaptive selling behavior, supervisory control has a negative effect on adaptive selling behavior. The study finds that emotional intelligence and customer value demandingness do not significantly affect adaptive selling behavior. Originality/value Even though there is extant research on adaptive selling behavior, our research differs from previous research because our research focuses on door-to-door personal selling channels. Furthermore, this study departs from previous research because it uses customer-reporting of the salespeople and salespeople's self-reporting responses.

ACS Style

Fortune Edem Amenuvor; Ho-Taek Yi; Henry Boateng. Antecedents of adaptive selling behaviour: a study of the Korean cosmetic industry. Asia Pacific Journal of Marketing and Logistics 2021, ahead-of-p, 1 .

AMA Style

Fortune Edem Amenuvor, Ho-Taek Yi, Henry Boateng. Antecedents of adaptive selling behaviour: a study of the Korean cosmetic industry. Asia Pacific Journal of Marketing and Logistics. 2021; ahead-of-p (ahead-of-p):1.

Chicago/Turabian Style

Fortune Edem Amenuvor; Ho-Taek Yi; Henry Boateng. 2021. "Antecedents of adaptive selling behaviour: a study of the Korean cosmetic industry." Asia Pacific Journal of Marketing and Logistics ahead-of-p, no. ahead-of-p: 1.

Journal article
Published: 12 May 2021 in Journal of Retailing and Consumer Services
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This study empirically analyzes the relationship between customer bonding, customer participation, and customer satisfaction. It uses data from 804 VIP customers of South Korea's commercial banks. The hypotheses are tested using the structural equations modeling technique. The results show that social and structural bonding are the main antecedents of customer participation. Additionally, customer participation positively impacts customer participation value and worth. The findings also show that customer participation, customer participation value, and customer participation worth strongly and positively affect customer satisfaction. Furthermore, it finds that customer participation value and worth are essential mediators between customer participation and satisfaction.

ACS Style

Ho-Taek Yi; Chankoo Yeo; Fortune Edem Amenuvor; Henry Boateng. Examining the relationship between customer bonding, customer participation, and customer satisfaction. Journal of Retailing and Consumer Services 2021, 62, 102598 .

AMA Style

Ho-Taek Yi, Chankoo Yeo, Fortune Edem Amenuvor, Henry Boateng. Examining the relationship between customer bonding, customer participation, and customer satisfaction. Journal of Retailing and Consumer Services. 2021; 62 ():102598.

Chicago/Turabian Style

Ho-Taek Yi; Chankoo Yeo; Fortune Edem Amenuvor; Henry Boateng. 2021. "Examining the relationship between customer bonding, customer participation, and customer satisfaction." Journal of Retailing and Consumer Services 62, no. : 102598.

Journal article
Published: 02 April 2021 in Sustainability
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This study sets out to assess the effects of sales-related capabilities of personal selling organizations on individual sales capabilities, sales behaviors, and sales performance in cosmetics personal selling channels. Data are collected from 151 salespeople, their sales organizations, and their visiting customers (151) in South Korea. The proposed hypotheses are tested through the structural equation modelling technique. The study finds that both types of sales-related capabilities (salesforce management capabilities and personal selling capabilities) have significant positive effects on the individual sales capabilities, respectively. Further, the individual sales capability of salespeople has a stronger impact on customer-oriented sales behavior than on selling-oriented sales behavior. Similarly, selling-oriented sales behavior has a negative effect on customer satisfaction while customer-oriented sales behavior has a positive effect. The study further finds that customer-oriented sales behavior has a positive effect, while selling-oriented sales behavior has no statistically significant effect on sales performance. The relationship length, the study finds, moderates the relationship between customer-oriented sales behavior and customer satisfaction. The study offers practical and theoretical insights into understanding the nuances of sales-related capabilities of sales organizations and how they affect the individual selling capabilities of salespeople, their selling behaviors and sales performance. The results also have crucial consequences for sales organizations, as they can help sales managers design strategies and develop a culture that focuses on building and enhancing the selling capabilities of the firm and the salesforce. The present study demonstrates how the selling capabilities of the personal selling organization can influence the individual selling capabilities of the salesperson and how these could engender positive selling behaviors and sales performance.

ACS Style

Ho-Taek Yi; Young-Bong Cha; Fortune Amenuvor. Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels. Sustainability 2021, 13, 3937 .

AMA Style

Ho-Taek Yi, Young-Bong Cha, Fortune Amenuvor. Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels. Sustainability. 2021; 13 (7):3937.

Chicago/Turabian Style

Ho-Taek Yi; Young-Bong Cha; Fortune Amenuvor. 2021. "Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels." Sustainability 13, no. 7: 3937.

Journal article
Published: 23 March 2021 in Sustainability
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The current study aims to empirically examine the effect of entrepreneurial orientation on new product creativity, competitive advantage, and new product performance. Data are collected from 424 Small and Medium-sized Enterprises (SMEs) in South Korea. The suggested hypotheses are tested through the structural equation modeling technique. The analysis outcome shows that entrepreneurial orientation has a significant positive effect on both new product (NP) novelty and new product meaningfulness. The study further finds that both new product novelty and meaningfulness have significant positive impacts on competitive advantage, respectively, while the latter has a significant positive effect on new product performance. Similarly, the study finds that corporate life cycle significantly moderates the relationship between entrepreneurial orientation and new product meaningfulness. The study offers practical and theoretical insights into understanding entrepreneurship dynamics, new product creativity, and new product performance. The research shows that SME managers must adopt an entrepreneurial orientation at an early stage in the life cycle.

ACS Style

Ho-Taek Yi; Fortune Amenuvor; Henry Boateng. The Impact of Entrepreneurial Orientation on New Product Creativity, Competitive Advantage and New Product Performance in SMEs: The Moderating Role of Corporate Life Cycle. Sustainability 2021, 13, 3586 .

AMA Style

Ho-Taek Yi, Fortune Amenuvor, Henry Boateng. The Impact of Entrepreneurial Orientation on New Product Creativity, Competitive Advantage and New Product Performance in SMEs: The Moderating Role of Corporate Life Cycle. Sustainability. 2021; 13 (6):3586.

Chicago/Turabian Style

Ho-Taek Yi; Fortune Amenuvor; Henry Boateng. 2021. "The Impact of Entrepreneurial Orientation on New Product Creativity, Competitive Advantage and New Product Performance in SMEs: The Moderating Role of Corporate Life Cycle." Sustainability 13, no. 6: 3586.

Journal article
Published: 31 October 2018 in The Journal of Asian Finance, Economics and Business
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ACS Style

Ho-Taek Yi; Chang-Nam Han; Yong-Bong Cha. The Effect of Entrepreneurship of SMEs on Corporate Capabilities, Dynamic Capability and Technical Performances in South Korea. The Journal of Asian Finance, Economics and Business 2018, 5, 135 -147.

AMA Style

Ho-Taek Yi, Chang-Nam Han, Yong-Bong Cha. The Effect of Entrepreneurship of SMEs on Corporate Capabilities, Dynamic Capability and Technical Performances in South Korea. The Journal of Asian Finance, Economics and Business. 2018; 5 (4):135-147.

Chicago/Turabian Style

Ho-Taek Yi; Chang-Nam Han; Yong-Bong Cha. 2018. "The Effect of Entrepreneurship of SMEs on Corporate Capabilities, Dynamic Capability and Technical Performances in South Korea." The Journal of Asian Finance, Economics and Business 5, no. 4: 135-147.

Journal article
Published: 03 April 2017 in Asia Pacific Journal of Innovation and Entrepreneurship
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Purpose This paper aims to identify the relationship between participation motivation, satisfaction and exercise adherence intention of golf range users on the basis of self-determination theory. Design/methodology/approach For this purpose, the authors proposed research questions and a conceptual research model as well. Then, the authors surveyed users of golf ranges located in Seoul Metropolitan City and Gyeonggi-do province. Findings By applying convenience sampling, the authors received a total of 313 questionnaires. Results were as follows. First, among the participation motivation sub-factors, health-oriented motivation, achievement motivation, pleasure-oriented motivation and self-displayed motivation had a significant effect on emotional satisfaction, while achievement motivation and pleasure-orientation motivation had a significant effect on performance satisfaction. Second, the following participation motivation factors had a significant effect on exercise adherence intention: health-orientation motivation, achievement motivation and pleasure-orientation motivation. Third, among the satisfaction factors, emotional satisfaction and performance satisfaction both had a significant effect on exercise adherence intention. Originality/value This is one of the first papers to examine the relationships that exist between golf range users’ participation motivation, satisfaction and exercise adherence intention.

ACS Style

Kyoung-Ran Shim; Byung-Joo Paek; Ho-Taek Yi; Jong-Ho Huh. Relationships between golf range users’ participation motivation, satisfaction, and exercise adherence intention. Asia Pacific Journal of Innovation and Entrepreneurship 2017, 11, 50 -62.

AMA Style

Kyoung-Ran Shim, Byung-Joo Paek, Ho-Taek Yi, Jong-Ho Huh. Relationships between golf range users’ participation motivation, satisfaction, and exercise adherence intention. Asia Pacific Journal of Innovation and Entrepreneurship. 2017; 11 (1):50-62.

Chicago/Turabian Style

Kyoung-Ran Shim; Byung-Joo Paek; Ho-Taek Yi; Jong-Ho Huh. 2017. "Relationships between golf range users’ participation motivation, satisfaction, and exercise adherence intention." Asia Pacific Journal of Innovation and Entrepreneurship 11, no. 1: 50-62.