소매바이어의 관점에서 본 갈등해결을 위한 교섭전략

In channels of distribution, buyers and vendors are often in conflict. In order 새 resolve conflicts, they usually use three types of strategies: problem solving, compromise and aggressive. Previous studies have focused on the choice of these three strategies. Nevertheless, it is unknown whether the strategies chosen in the early stage are maintained or changed over time. This articles main focus in on testing how the strategies are being affected by conflict resolution processed. Based on the literature review, six hypotheses are formulated. Data obtained from sixty-eight buyers of four different department stores are analyzed. Three hypotheses are fully accepted, two are partially accepted and one is rejected. Problem solving strategy and compromise strategy are either maintained or changed, but aggressive strategy is maintained, not changed. Since the nature of this study is exploratory, more empirical research is urgently needed.