• Proceedings of the Korean DIstribution Association Conference
• /
• 2005.11a
• /
• pp.53-83
• /
• 2005

This study focuses on finding out the determinants of relational quality between the supplier and the retailer in the Chinese cosmetics market. A total of 72 questionnaires were collected by surveying beauty shops which mainly do business with the foreign cosmetics suppliers in Shanghai area. The findings support the premise that a retailer's trust in a supplier is positively related to the retailer's commitment. Supplier's ability, guanxi and cultural sensitivity have positive impacts on trust. Formalization, supplier's specific investment and cultural sensitivity affect commitment positively. But the formalization is not significantly related to the retailer's trust. The guanxi is not found to be significantly related to the retailer's commitment yet.

• Asia Marketing Journal
• /
• v.4 no.3
• /
• pp.1-22
• /
• 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 Arbitration Studies
• /
• v.31 no.4
• /
• pp.99-117
• /
• 2021

In this study, the effect of reducing and increasing factors in relationship conflict on the relationship exit between auto parts suppliers and buyers was analyzed based on transaction cost theory and relational exchange theory. As a result of the hypothesis test, Hypothesis 1, which states that relationship commitment will hurt relationship exit, and Hypothesis 3 that replacement will harm relationship exit were supported. In addition, Hypothesis 2 which states that transaction-specific investment will positively affect relationship exit was not supported. The theoretical and practical implications of this study are as follows. This study has identified the antecedents of relationship exit by comprehensively applying the transaction cost theory and relational exchange theory. In addition, this study can identify what a company should manage specifically to lower conflict and relationship exit by identifying the antecedents of relationship exit. The limitations of this study and the directions for future studies are as follows. First, not all of the antecedents of relationship exits between auto parts suppliers and buyers have been extensively investigated in the viewpoint of the transaction cost theory and relational exchange theory. In the future, it is necessary to identify additional factors. Second, the study was conducted only from the supplier's viewpoint. In future studies, it is expected that more accurate research results can be obtained by simultaneously examining the supplier's point of view and the buyer's point of view.