• Journal of Distribution Research
• /
• v.11 no.4
• /
• pp.31-48
• /
• 2006

This study was motivated by a recent channel conflict on subsidies for mobile handset between a service provider and a handset manufacturer in the mobile communication market. In this study, we have developed a two-person non-zero sum game for the channel conflict on subsidies for mobile handset, and derived its optimal strategic game solution. As a result, we have found that, between the service operator and the handset manufacturer, one who has high level of market leadership in his own market has a power to affect the optimal strategic game solution. We have also found that, when the service operator and the handset manufacturer have relatively high level of market leadership in their own market, there exist both of potential channel conflict and cooperation. The result of this study may provide an effective reference for a solution of similar channel conflicts.

• Journal of the Korea Academia-Industrial cooperation Society
• /
• v.16 no.3
• /
• pp.1699-1706
• /
• 2015

The purpose of this study is to induce a indicator related to the response, handling and management which are appeared on each step of business enforcement in housing reconstruction projects. Then, it aims to appropriately and reasonably resolve the conflicts of reconstruction business with relevant subjects. These projects physician satisfaction and continual business was going to have the impact that any analysis of the structure in an evaluation. In addition, this study analyzes the impact structure on the business satisfaction and a intention for continuous business through this evaluation. This study sets a operational hypothesis in order to verify the relationship between the variables. then, it creates the structural model by using the Smart PLS 3.0. After analyzing the impact structure by using total 252 samples, this study adopts the final hypothesis which shows (+) path coefficient as set in the hypothesis and test statistic above 1.65. In result, six out of the nine hyphothesis are adopted. then, The 'Response to conflict' which affects the 'Management to conflict(H1)' has a path coefficient of 0.618. In addition, the 'Handling to conflict' which affects the 'Management to conflict(H2)' has a path coefficient of 0.150. The 'Handling to conflict' which affects the satisfaction of 'business' has a path coefficient of 0.101. and the 'management to conflict' which affects the satisfaction of 'business(H7)' has a path coefficient of 0.644. In addition, the 'Intention for continuous business(H8)' shows a path coefficient of 0.258. Finally, The satisfaction of 'business' which affects the 'intention for continuous business(H9)' has a path coefficient of 0.391.

• Journal of Distribution Research
• /
• v.9 no.1
• /
• pp.93-110
• /
• 2004

One of the most important things in channel of distribution is the management of intrachannel conflict. In this study, 1 tried to find out the major sources of conflict among distribution channel members of gasolin industry and home electronics industry which have two types of distribution channels - sales branch and agency. I also investigated how the level of conflict influences the business performance of the channel member. The results of the study showed that the imbalance of power, nonfulfillment of roles by manufacturers, nonfulfillment of roles by dealer, divergence in perceptions, intrachannel communication problem have positive relation but role clarity has negative relation with conflict. The results also indicate that the more power supplier exerts upon dealer, the less supplier and dealer practice their roles, and the more communications problem there is, there will be more conflict between channel members. I also analyzed the relationship between conflict and business performance and the result came out as expected: the more conflict there is the less business performance. Some difference was found between sales branch and agency on that aspect. Managerial implications and limitations of the study were also discussed.

• Journal of Distribution Research
• /
• v.10 no.2
• /
• pp.49-72
• /
• 2005

As interdependence and conflict are important to the understanding of channel interactions, many researchers have studied their relationship. Identifying the relationship between interdependence and conflict will help understanding an exchange relationship. In social science, the relationship between interdependence and conflict is explained by two contradictory theories, and there are also inconsistent results in marketing science. The authors suggest non-linear relations between asymmetric interdependence and conflict, based on bilateral deterrence theory and conflict spiral theory. Using survey data from industrial market, we demonstrate that there is an inverted U-shaped relationship between asymmetric interdependence and interfirm conflict. The result show, as the magnitude of interdependence is high. the hypothesis on the non-linear relationship between asymmetric interdependence and conflicts is acceptable on both suppliers and distributors. Finally, we discuss several theoretical implications and suggest limitations and future research issues.

• Journal of The Korean Association For Science Education
• /
• v.20 no.1
• /
• pp.77-87
• /
• 2000

The purpose of the study is to understand the change process of middle school students' physics conceptions by the presented types of conflict situations. 274 middle school students were selected from one school in Pusan, however 257 students were participated in all the procedure of the study. After we classified students' physics conceptions into scientific and unscientific conceptions, presented three types of conflict situations. In this study three different cognitive conflict strategies were adopted; the first one is logical arguments(LCS: logical conflict situation), the second is actual demonstration(DCS: demonstrational conflict situation), and the third is two strategies together(DLCS). In this study, first, we investigated the change process of students' physics conceptions by three types of conflict situations. Second, we compared the effect of three conflict situations presentation, which includes positive effect by conceptual change from misconception to scientific conception and negative effect by conceptual change from scientific conception to misconception. Third, we studied characteristics of conceptual change by characteristics of conflict situations. In result, DLCS group and DCS group were more positive effect than LCS group in mechanics, DLCS group and LCS group were more positive effect than DCS group in electricity. It seems that mechanics are closely related to physical experiences, while electricity are more abstract.

• Proceedings of the Korean DIstribution Association Conference
• /
• 2004.02a
• /
• pp.107-121
• /
• 2004

• Distribution Business Review
• /
• no.2
• /
• pp.49-63
• /
• 2002

최근 인터넷 상거래가 급속히 확산되면서 기업의 경쟁이 실물세계와 가상세계에서 발생하는 현상이 전개되고 있다. 즉, 유통경로의 측면에서 볼 때 기존의 물리적 세계에 존재하는 전통적인 유통경로와 사이버공간에 존재하는 가상 유통경로가 서로 경쟁하는 형국이 벌어지고 있는 것이다. 온라인 유통경로가 활성화 되면서 두 유통경로간의 갈등양상도 나타나고 있다. 예를 들어, 자동차, 보험, 증권 등의 업종에서 온라인 경로를 통한 판매는 즉각적으로 오프라인 영업사원들의 반발을 불렀다. 컴팩의 경우는 자기 웹사이트나 대리점보다 더 싸게 자사제품을 판매하는 온라인 쇼핑몰에는 제품공급중단을 선언하기도 했다.(중략)

• Proceedings of the Korean DIstribution Association Conference
• /
• 2005.05a
• /
• pp.165-191
• /
• 2005

While a number of studies have recognized the importance of environment of channel systems and consequences of changed environment, only limited studies have dealt with this issue theoretically and practically. The purpose of this study is to empirically validate whether one dimension of environment, called dynamism, has an influence on the relationship characteristics such as transaction specific investment, opportunism and conflict or not; further, it is designed to delve into whether these relationship characteristics have any influence on one crucial relationship quality, 'trust' and its two constituent dimensions - credibility and benevolence. In order to provide empirical validation, a survey was conducted to 163 sales office managers at a major newspaper publisher in Korea. An analysis of the data retrieved from this survey indicated that while environmental dynamism has a positive influence on the publisher's opportunism and conflict perceived by the sales office managers, it did not show a direct influence on the transaction specific investment made by the publisher. Furthermore, while publisher's transaction specific investment had a positive influence on the credibility and the benevolence respectively, publisher's opportunism and level of sales office conflict had a negative influence on the credibility and the benevolence respectively. Currently, a publisher is facing an unprecedentedly dynamic environment. This study should provide ample implications for the publisher in establishing trust, which is a crucial condition in developing and maintaining a long-term successful relationship with its sales offices.

• Journal of Distribution Research
• /
• v.8 no.2
• /
• pp.67-84
• /
• 2003

This study suggests new perspective of interorganizational communication. The importance of communication quality is increasing because it affects performance of marketing channels. In perspective of information exchange, communication quality consists of accuracy, availability, timing, and credibility. In research model, the antecedents of communication quality adopt willingness of information sharing and capability of efficient communication. To examine effects of communication quality on channel performance, research model includes relation of communication quality and conflicts. For empirical test, relation of PC makers and their dealers is decided as a focal dyad. Findings indicate that overall hypotheses are supported except the relation of willingness of information sharing and communication quality.

• Journal of Distribution Research
• /
• v.11 no.2
• /
• pp.29-57
• /
• 2006

While a number of studies have recognized the importance of environment of channel systems and consequences of changed environment, only limited studies have dealt with this issue theoretically and practically. The purpose of this study is to empirically validate whether one dimension of environment, called dynamism, has an influence on the relationship characteristics such as transaction specific investment opportunism and conflict or not: further, it is designed to delve into whether these relationship characteristics have any influence on one crucial relationship quality, 'trust' and its two constituent dimensions - credibility and benevolence. In order to provide empirical validation, a survey was conducted to 163 sales office managers at a major newspaper publisher in Korea. An analysis of the data retrieved from this survey indicated that while environmental dynamism has a positive influence on the publisher's opportunism and conflict perceived by the sales office managers, it did not show a direct influence on the transaction specific investment made by the publisher. Furthermore, while publisher's transaction specific investment had a positive influence on the credibility and the benevolence respectively, publisher's opportunism and level of sales office conflict had a negative influence on the credibility and the benevolence respectively. Currently, a publisher is facing an unprecedentedly dynamic environment. This study should provide ample implications for the publisher in establishing trust, which is a crucial condition in developing and maintaining a long-term successful relationship with its sales offices.