Journal of the Korea Academia-Industrial cooperation Society (한국산학기술학회논문지)

The Korea Academia-Industrial cooperation Society (한국산학기술학회)
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Impacts of Relationship Benefits on Relationship Learning and Cooperation of Buyer-Seller in Food Material Industries

식자재 구매자-판매자의 관계편익이 관계학습 및 협력에 미치는 영향

  • Kang, Jang-Seok (Channel Marketing, Graduate School, Kongju Nat'l U.) ;
  • Kim, Dong-Hwan (Channel Marketing, Graduate School, Kongju Nat'l U.) ;
  • Cha, Keon-Hee (Channel Marketing, Graduate School, Kongju Nat'l U.) ;
  • Kim, Shine (Division of Liberal Arts & Teaching, Sungkyul University)
  • 강장석 (공주대학교 대학원 유통마케팅학과) ;
  • 김동환 (공주대학교 대학원 유통마케팅학과) ;
  • 차건희 (공주대학교 대학원 유통마케팅학과) ;
  • 김신애 (성결대학교 교양교직부)
  • Received : 2014.03.11
  • Accepted : 2014.04.10
  • Published : 2014.04.30
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Abstract

Relationship learning is very important to grow and develop interorganization. Greatly to ours regret, relationship learning study have left unexplored with regard to interfirm's relationship. The purpose of this study is to analyze the effects of relationship benefits on relationship learning and cooperation of buyer-seller in food material industries. We collected statistically usable data from 228 questionnaire respondents who deal with food firms and analyzed them with SPSS 20.0 and Amos to achieve research's goals. Analysis results revealed that, first, relational benefits of economical benefits and psychological benefit had impacts on relationship learning between buyer and seller in food material channel market. Second, the survey found that relationship learning has impact on collaboration. Third, on the other hand, relationship benefits of social benefits had no effect relationship learning. Summary and strategy implication will be mention in conclusion.

오늘날 식자재 유통시장은 싱글가구의 증대, 소비자의 건강식품 선호, 시장개방 등으로 관심의 대상이 되고 있으나 사실 체계적인 연구들이 매우 미흡한 실정이다. 이에 본 연구는 식자재 유통시장의 안정적인 성장과 더불어 경쟁력 제고맥락에서 식자재 구매자-판매자의 관계편익이 관계학습 및 협력에 미치는 영향을 식자재 판매자를 대상으로 회수된 228개의 설문을 실증적으로 분석한 결과, 첫째, 판매자의 구매자에 대한 다차원적 관계편익에서 사회적 편익을 제외한 경제적 및 상징적 편익은 관계학습에 통계적으로 유의한 것으로 나타났다. 둘째, 판매자의 구매자에 대한 관계학습은 협력에 통계적으로 유의한 관계로 분석되었다. 요컨대, 식자재 유통시장이 영세한 중소기업과 유통망, 브랜드를 갖고 있는 대기업과 양분되어 있으나 아직까지 상징적인 편익이 관계학습에 유효하지만 그래도 경제적 편익을 소홀히 다룰 수 없다는 점을 발견할 수 있었다. 더욱이 판매자의 구매자에 대한 관계학습은 협력에 매우 유의적인 것으로 보아 향후 관계기업 간의 공유된 목표에 대한 지속적인 관계학습으로 협력의 시너지가 일어날 수 있도록 초미의 관심을 가져야 한다.

Keywords

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