• Asia Marketing Journal
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• v.4 no.3
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• pp.1-22
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• 2002

본 연구는 다양한 통제메커니즘이 관계의 질에 미치는 영향과 환경불확실성의 조절효과를 분석하고 있다. 국내 모 백화점의 202개 공급업체를 대상으로 한 서베이 분석결과, 위 연구문제들에 대한 해답은 명쾌하게 제시되고 있지 않다. 첫째, 관계의 질에 가장 큰 영향을 미치는 변수는 조직간 통합인 것으로 나타났다. 조직간 통합은 신뢰, 만족, 장기거래의지를 모두 증가시키는 것으로 나타났다. 둘째, 인센티브로서 공급자의 거래특유투자가 많을수록 만족과 장기거래의지는 증가하는 것으로 나타났다. 셋째, 자격제한과 감시의 주효과와 환경불확실성의 조절효과는 없는 것으로 확인되고 있다. 결론부분에서는 이상의 연구결과가 구매자-공급자간 거래에서의 통제메커니즘의 활용과 관련하여 가지는 이론 및 실제적 의의와 시사점을 기술하고 있다.

• Journal of Distribution Research
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• v.16 no.1
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• pp.65-93
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• 2011

This paper aims to explore how relational constructs(supplier's idiosyncratic investment, retailer's dependence, and dyadic communication) impact the buyer's trust across the relationship lifecycle. Companies make great efforts to create trust and maintain long-term relationship with buyers. Buyer and supplier relationships evolve through distinct lifecycles. In each phase, buyers and suppliers exhibit different patterns of behaviour. Also, they have different attitudes toward, and expectation of, one another. In this study, the final outcome investigated is long-term orientation from the buyer's perspective. Data were collected from 296 survey questionnaires of retailers engaging in Crops Protected Material industry in Korea. Exploratory factor analysis and confirmatory factor analysis were used to purify the measurement scales. And structural equation analysis and Chow test were used to test the hypotheses. The result indicates that the effect of retailer's dependence on the trust is greatest. Especially, the effect of dependence is growing as the relationship has developed. Supplier's idiosyncratic investment increases trust in the early phase, while it is not found to affect trust in the maturity phase. In the early phase, the determination of trust begins to be increasingly influenced by partner's relationship investment only because other clues are not observed yet. Reciprocal communication has a positive effect on trust, and long-term orientation is directly influenced by retailer's trust. Communication's effect is greater in the build-up phase than in the maturity phase. A limitation of this study is the unequal sample size in each of the relationship phases. Literature has suggested that the effects of relational constructs on outcomes are different across relationship phases. This study shows that different relational constructs have different effects on trust depending upon the relationship phase.

• Journal of the Korean Geographical Society
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• v.28 no.4
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• pp.379-391
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• 1993

Present-day world economy is characterized by : technology nationalism, economic regionalism, market protectionism, multinational corporations, efc. All nations are striving for intensifying national economic rivalry and seeking after their own interests above everything else. Many regions of the world are also forming trading blocs, which could negatively affect nonmember states. The ultimate way to meet these difficulties is to establish production facilities in the countries imposing trade regulations. However, as the existing models of direct forrign investment (DFI) do not account for the particular nature of Korean firm's DFI activities, a new point of departure is imperative. It is because of this that Korean firms have only limited firm-specific advantages, the basic precondition of extant DFI theories, compared with their developed counterparts.

• Journal of Distribution Research
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• v.15 no.2
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• pp.35-70
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• 2010

In this study, we examined distribution channel relationship by using the idea of Cheong, which is a unique feeling an positive role in Korean society. Companies make great efforts to maintain long-term relationship with buyers. Understanding distinctive relationship system of each culture should precede these efforts to bring effective results. So we considered how Cheong, a meaningful factor in Korean distribution channel, affects relationship quality and performance. As a result of research analysis from 272 survey questionnaires of retailers, engaging in Crops Protected Material industry in Korea, supplier's idiosyncratic investment, retailer's Cheong, and dependence of retailers on suppliers have positive effects on relationship quality. Supplier's idiosyncratic investment and cognitive factors have the highest influence and Cheong, an emotional factor, follows. Dependence, a motivational factor has the least influence. We confirmed that retailer's cooperation and long-term orientation are directly influenced by retailer's commitment. Active cooperation of the retailer, a partner of a distribution channel, is regarded as an essential factor for supplier's effective business. Retailer's commitment increased that cooperation. Retailer's trust and commitment also decreased relationship conflicts. The results of this study imply that companies should increase idiosyncratic investment to improve relationship quality. But increasing idiosyncratic investment is limited because it requires monetary investment. Therefore companies need to recognize the importance of Cheong, revealed as a new factor, improving relationship quality and to make the best use of it. In this study, we contributed theoretically by examining the role of Cheong, and introducing its distribution discipline. We also make practical suggestions about supplier's relationship management.

• Journal of Distribution Research
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• v.12 no.1
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• pp.65-84
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• 2007

The relation between franchiser and franchisee participated the franchise system was studied focused on brand for the correlation of relationship dissolution. Basically the relation among brand equity, internal brand, conflict and relationship dissolution based on brand on franchise system were investigated. The study of external factor and internal one of brand recognized by franchisee was conducted. The questionnaire was carried out for franchisee participated of national franchise system. The results showed that the brand external factor of brand transaction cost, brand equity and brand communication had influence on brand dissolution by the affection of brand identification and conflict classified as brand internal factor. In addition, brand internal reinforcement factor affected brand dissolution also. The structural causal inference between internal factor and external one was examined. Finally, the theoretical and managerial insight were suggested on the brand role for the consecutive relation as well as the limit of the study and future suggestion were included.

• Journal of Distribution Research
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• v.9 no.1
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• pp.67-92
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• 2004

This study investigates the effects of relationship characteristics on the adoption of online distribution channels in Korea. A questionnaire survey of 81 domestic manufacturing companies revealed that relationship characteristics have no effects on the range of products sold through online channels. In terms of functional usage, manufactures' dependence and their perceptions of middlemen's opportunism were found to affect the extent of adoption of online channels. Overall, these two variables were significantly related to such functions as delivery, refunding, and A/S that have been traditionally considered efficient when implemented by the middlemen. None of the relationship characteristics was found significantly related to the adoption of online channels as a tool of information provision. The authors discuss the theoretical and practical implications of the findings.

• Journal of Arbitration Studies
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• v.30 no.2
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• pp.165-184
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• 2020

In this study, the factors affecting opportunism in the relationship between suppliers and key accounts were analyzed from the viewpoint of transaction cost theory, market power theory, and relationship marketing theory. As a result of the hypothesis test, Hypothesis 1 stating that demand volatility will have a positive effect on opportunism and Hypothesis 2 that transaction-specific investment will have a positive effect on opportunism were also supported. In addition, Hypothesis 3 stating that channel power will have a positive effect on opportunism was also supported. Lastly, Hypothesis 4 stating that relational commitment will have a negative effect on opportunism was not supported, along with Hypothesis 5 stating that transaction satisfaction will have a negative effect on opportunism. The theoretical and practical implications of this study are as follows. This study has identified the antecedents of opportunism by comprehensively applying the transaction cost theory, market power theory, and relationship marketing theory. In addition, this study can identify what a company should manage specifically to lower opportunism by identifying the antecedents of opportunism. The limitations of this study and the directions for future studies are as follows. First, not all of the antecedents of opportunism of key accounts have been extensively investigated from the viewpoint of the transaction cost theory, market power theory, and relationship marketing theory. In the future, it is necessary to identify additional factors. Second, the study was conducted only in the supplier's viewpoint. In future studies, it is expected that more accurate research results can be obtained by simultaneously examining not only the supplier's point of view but also the buyer's point of view.

• Journal of the Economic Geographical Society of Korea
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• v.15 no.2
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• pp.228-239
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• 2012

Guanxi could be regarded as communities based on blood, regionalism, school ties centering on individual person. It has been used as a means of personal interests security and acquisition. What is more, it has formed a mode of socio-economic order, which is an inter-obligation relations based on mutual benefits. In practice, it is necessary to understand and accept guanxi in China, as it is a key factor to understand consumer patterns, inter-firm relations and extra-firm relations between firm and government. In this context, the main aim of the reserach is to identify the impact of guanxi on the business activities of Korean foreign direct investment firms in China by investigating their networks based on guanxi.

• Journal of Distribution Research
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• v.16 no.3
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• pp.33-75
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• 2011

The ownership structure of a franchise system is determined by the franchisor's strategic choice. A close look at the extant theories and perspectives in economics and management such as resource scarcity theory, agency theory, transaction cost analysis, and mixed ownership theory reveals that firms choose their ownership structure for the sake of economic efficiency, profit potentials, the chance of survival, and other strategic concerns. The present study, on the basis of strategic choice perspective, reviews the divergent theories of a franchise system's ownership structure and its determinants, thus providing a theoretical framework for comparing the contradictory arguments along the several critical dimensions. We also developed and tested the conflicting hypotheses regarding key determinants of ownership structure including firm's age, size, transaction-specific investments, uncertainty, and risk-sharing propensity. Using a FDD (Franchise Disclosure Document) data set of 543 Korean franchisors, we found that the years in business, the total number of employees, days of training, the inverse of the years of franchising, and the requirement of royalty payment have positive relationships with the proportion of company-owned outlets to total number of outlets. On the other hand, the proportion of company-owned outlets was found to have negative relationships with the total number of outlets and the extent of geographic dispersion of outlets, but to have no significant relationships with the initial investment required and the inverse of contract length. Based on the findings, we provide several theoretical and managerial implications for studying ownership structure of franchise systems.

• International Commerce and Information Review
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• v.18 no.4
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• pp.333-358
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• 2016

This study investigates the relative effect of symmetric and asymmetric relationship between franchiser and franchisee on the relational outcome of franchise alliance in education industry. To verify the research model, 240 samples, which is related with eduction service, were collected, among which 200 were used for the analysis. The outcome suggests that the asymmetric relationship in an alliance negatively influenced the relational quality, among which asymmetric alliance-specific investments had the most significant effect. On the other hand, the relational quality was positively influenced when the alliance relationship was symmetric, especially when the interactional fairness was high. Furthermore, compared to foreign franchise, local franchise presented higher level of role and responsibility imbalance, along with higher likihood of franchisees' opportunistic behaviors.