Building the competitive advantage of Korean multi level marketing(MLM) companies is an important task when American multi-level marketing companies has successfully made inroads into Korean market. In this study, we search for the efficient marketing strategies for the MLM companies through a survey of distributors and consumers. The results indicate that the MLM companies must first deal with their image problem and improve their product quality and physical distribution system.

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.

This study is conducted to examine the relationship between salespeople's job consciousness, their competencies of practical business and their turnover intention in department stores. The data was collected from 1961 department stores salespeople in Seoul and Sungnam. And a survey was conducted by questionnaire. Mean, Scheffe-test, Cronbach's ${\alpha}$, Perason's correlation, factor analysis, regression analysis, path analysis are used for the analysis of data. Major findings are as follows : 1) Job consciousness of salespeople is relatively strong, the level of competencies of practical business and turnover intention are somewhat low. 2) Job consciousness of salespeople and their competencies of practical business are related to their turnover intention. The more strongly they have job consciousness, the more highly they have the level of competencies of practical business, and the lower their turnover intention becomes. 3) Among related variables, their perception of distributive education shows the strongest effect on job consciousness of salespeople. Their job consciousness shows the strongest effect on competencies of practical business. Their job consciousness and competencies of practical business show the strongest effect on turnover intention of salespeople. 4) Turnover intention of salespeople is affected by the job consciousness directly or indirectly, and by competencies of practical business directly. Among related variable, age, experience degree on distribution education, period of work, educational level, marital status, jobs, the motive of choosing their occupation and sex show only indirect effects on their turnover intention through job consciousness and competencies of practical business of salespeople. The motive of choosing their occupation, importance degree on distributive education, sections of department stores(Clothing), perception degree on job specialization and selling experience show only direct and indirect effects on their turnover intention. Thus, job consciousness and competencies of practical business of salespeople are the major intervening variables which have strong negative effects on their turnover intention.

The purpose of this study was to identify perception level of QR and the usage level of QR technologes and to examine the relationships between the firm characteristics and the usage level of QR technologes and QR adoption in domestic fashon industry. Using the usage levels of QR technologes and QR adoption as the dependent variables, the selected firm characteristics, as independent variables, were firm size, perception level of QR benefits, and product characteristics. The findings from the empirical analysis of this study can be summarized as follows : Firm size and perception level of QR benefits were significantly associated with the usage level of QR technologies and adoption. Product characteristics were partly associated with QR adoption. The four elements were partly associated with QR adoption. Most of the QR adopters were using the QR technologies, and will tend to have four elements. From the results of this study, the researcher expects the information from this study to contributes to the body of knowlege about the identification, adoption and utilization of component technologies for QR management systems and draws several counterproposal as follows : The advancement of domestic fashion industry is possible through the systematic adoption of QR by the collaboration of the government & the industry. Most nonadopter had financial problems as a constraint to QR adoption. Financial supports are needed from trade associations and government. The fashion industry may promote the type of smart QR. The type of smart QR means usage level of QR technologies which reflect the firm characteristics and the actual industry state in domestic fashion industry. The fashion industry may establish information technology network (i. e., EDI, POS, EOS) between relative industry such as fiber, apparel manufacturers, retailers. The related industry should make a partnership.

This study of interfirm relationships is tested on a sample of Korean electric and electronic parts industry. The hypotheses present that (1) buyer's power affects administrative structure and relational norms, (2) communications are affected prior three antecedents, and (3) buyer's power, administrative structure, relational norms, and communication affects relational performances. The results indicate that buyer's power plays important roles in administrative structure and relational norms but communications are not explained three constructs. The result also indicates performances are partially affected by antecedents.

The distribution sector is affected by a wide range of regulations. Many of these are related to health and safety, others are related to urban planning and environmental issues, whereas some mainly have an economic basis. But, regulations many be unduly restrictive, in which case they can drive up costs and ultimately prices, or they may, in some cases, reduce consumer choice. Unduly restrictive regulations could also increase costs indirectly, by reducing competition and thus lead to lower productivity growth. In the past few years, distribution sector has gone through drastic changes due to deregulation and market opening. Implementation of regulatory reforms served as an opportunity to change laws and systems which had been an obstacle to development of distribution sector. Market opening of distribution sector became a turning point to promote competition among domestic and foreign firms. However, for small and medium scale of the typical retail enterprises which were in no position to compete in terms of prices, additional facilities, and services, faced a threat of diminished trading area, and even of their existence. Because, large firms may have greater market power than small firms, as they can more easily extract favorable terms when procuring goods, and may also be able to deter entry by advertising outlays or access to the best sites. In addition, larger chain stores armied with sufficient capital dominated trading area and reduced customer's welfare by abusing their monopoly power when competing with other shops, and are often cited as an example of adverse effects of local monopoly. In order to minimize such adverse effects and to foster competition, regulatory reforms in distribution sector should set its goal to promote sound and stable distribution activities through market principle and restoring competition principle, and ultimately to boost customers welfare. Therefore, deregulation in distribution sector should be implemented in a way to promote customers welfare, eliminate entry barriers, and expand competition principle such as productivity and efficiency competition. However, it should be also recognized that deregulation of system alone is not enough to develop the distribution sector. To compete in a increasingly concentrated industry, small enterprises increasingly engage in co-operative arrangements, such as buying groups, strategic alliances or franchise agreements.

The main purpose of this paper is to propose an alternative system of the distribution of OTC drugs in Korea. We first investigate the characteristics and the regulations on the distribution of the Korean medicine market and compare it with some foreign countries. We also examine the buying behavior of Korean customers. We propose three different alternatives. A passive policy is to expand the range of OTC drugs. Another one would be to amend the relevant laws. An active alternative is to arrange a separate organization to control the distribution of OTC drugs. The time and the execution of the proposed policies could vary.