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논문 기본 정보
- 자료유형
- 학술저널
- 저자정보
- 발행연도
- 2014.8
- 수록면
- 379 - 396 (18page)
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초록· 키워드
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The objective of this study is to analyze the factors of corporate sales strategy of foreign carriers operating in Korea. In order to achieve the purpose of study, the research conducted three-step Delphi method which carried out a survey targeting 7 country/ general managers and 11 sales managers of foreign airlines as the experts in airline business. Through Delphi technique 8 main factors and final 44 critical items for corporate sales strategy were extracted and verified the importance as well as priority of each item in corporate business travel in Korea.
As a result of analysis, the study found that non-stop and daily service were the most important items in terms of convenience on scheduled airline factor. Using FFP, airport check-in processing, problem solving skills and service mind-set of well qualified flight attendant were highly placed items in airport operating and in-flight service factor. Most of all price competitiveness of corporate rate and to satisfy company travel policy were requirements on corporate sales. Moreover building good relationship with corporate travel manager and travel agent were also significantly considered items. Finally airline product, service quality level overall, as well as capability of country and sales manager were examined as required condition.
As a result of analysis, the study found that non-stop and daily service were the most important items in terms of convenience on scheduled airline factor. Using FFP, airport check-in processing, problem solving skills and service mind-set of well qualified flight attendant were highly placed items in airport operating and in-flight service factor. Most of all price competitiveness of corporate rate and to satisfy company travel policy were requirements on corporate sales. Moreover building good relationship with corporate travel manager and travel agent were also significantly considered items. Finally airline product, service quality level overall, as well as capability of country and sales manager were examined as required condition.
목차
Abstract
Ⅰ. 서론
Ⅱ. 이론적 배경
Ⅲ. 연구설계 및 방법
Ⅳ. 분석결과
Ⅴ. 결론
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UCI(KEPA) : I410-ECN-0101-2015-320-002712570