• Journal of Intelligence and Information Systems
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• v.9 no.1
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• pp.109-123
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• 2003

The relationship between suppliers and customers is treated importantly not only in the traditional business-to-business (BtoB) commerce but also in today's Internet environments. On the one hand, most of Internet-based BtoB commerce services like customer-centric e-procurement, supplier-centric e-sales or intermediary-centric e-marketplace focus mainly on the selection of partners according to bidding, auction, etc. This point may result in the problem of overlooking the relationships between suppliers and customers. To overcome this problem in this paper, an intelligent agents-based supply chain operation architecture is proposed and appraised considering the relationship and its adaptation.

• Proceedings of the Korean Institute of Navigation and Port Research Conference
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• 2021.11a
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• pp.99-100
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• 2021

일반적인 구매자와 공급자의 관계는 구매자가 우위인 형태가 대부분이다. 그러나 일부 산업에서는 공급자의 교섭력이 우위를 차지하고 있는 경우를 확인할 수 있다. 따라서 본 연구에서는 장기적 관계를 유지하기 위한 거래방안을 살펴보고자 한다. 구매자가 자사의 교섭력을 공급자보다 ‥‥(중략)‥‥

• Journal of the Korean Data Analysis Society
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• v.20 no.6
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• pp.2967-2980
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• 2018

In this study, we intended to find out how to improve the relationship performance between a hospital who is a buyer and its suppliers in the medical supply chain. For specific, in control of the transaction period and the number of bed, we investigated the effect of information sharing between a buyer and its suppliers along with the trust for the suppliers' capabilities perceived by the buyer on the buyer's relationship performance. In addition, in control of the transaction period and the number of bed, we also examined the influences of moderating effect of the interactional justice on the relations between information sharing and relationship performance, and between capability-trust and relationship performance. For this, we conducted reliability analysis, exploratory/confirmatory factor analyses, discriminant validity analysis, and moderated multiple regression analysis including control variables. Our results showed that there are positive effects of information sharing between a buyer and suppliers, and the buyer's perceived trust for the suppliers' capability on the relationship performance while controlling the transaction period and the number of bed. Besides, we empirically confirmed that there was the moderating effect of the interactional justice on the relations between capability-trust and relationship performance, whereas we could not find that statistically significant moderating effect of the interactional justice on the relations between information sharing and relationship performance.

• Journal of Distribution Research
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• v.8 no.1
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• pp.1-19
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• 2003

Given the recent trend in business markets to seek and conscientiously develop long-term relationships, it has become increasingly important to understand why such long-term relationships are developed and how they are maintained. Despite their obvious importance, the antecedent conditions and processes of long-term relationships between industrial buyers and suppliers have not been systematically studied. In this research, I report a study of the antecedents of industrial buyer-seller relationships and the relational performance. What kinds of factors contribute to the development of long-term relationships\ulcorner How do these factors influence the corporate performance in the business markets\ulcorner The primary motivation of this study was drawn from an interest in answering these research questions. Managerial implications of the study results are also discussed.

• Journal of Korea Society of Industrial Information Systems
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• v.22 no.4
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• pp.97-115
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• 2017

The Purpose of this is to Examine the Effects of Collaborative Relations of Supplier- Buyer, Sustainable Supply Chain Management(SCM) Sctivities, and Collaborative Performance in Automobile-part Companies. The Proposed Research Model is Tested using Structural Equation Modeling for Hypotheses based on the Data Collected from 274 Firms. The Results Indicate that Collaborative Relations of Supplier-buyer Positively Affect Sustainable SCM Activities. In Addition, Sustainable SCM Activities Positively Affects Collaborative Performance. The Results of the Study Show that Collaborative Relations of Supplier-buyer is Positively Associated with Sustainable SCM Activities in both Supplier and Buyer Firms. Sustainable SCM Activities have a Significant Impact on Collaborative Performance in both Parts. In Addition, Collaborative Relations of Supplier-buyer have a Significant Impact on Collaborative Performance of Buyer Firms but Supplier. This Study would Provide Useful Information for Collaboration between Supplier and Buyer to have a Long-term Strategic Relationship on Sustainable SCM Activities, which Impact on Collaborative Performance and Competitive Advantages.

• Journal of Global Scholars of Marketing Science
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• v.17 no.1
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• pp.51-75
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• 2007

Dongdaemun fashion market has been successfully positioned as a main hub for non-brand fashion product distribution in Korea. One of important competitive advantages of Dongdaemun market often quoted by retail researchers is an efficiently managed network system among supply chain members. This study aimed to examine the importance of buyer-supplier relationship elements and supplier properties from buyers' perspectives (small & very small-sized fashion stores in Dongdaemun market), and to identify the determinants of the relationship length between suppliers and buyers. Survey responses of 233 stores were analyzed using EQS 6.1 for Window and SPSSWIN 10.0. The findings could be summarized as follows: First, fashion stores perceived that right delivery as the most important factor, and geographically closeness, design capability, quality, and lower price followed in order. Second, the characteristics of stores such as location, wholesaling versus retailing focusing, monthly sales, and total business length all affected the perceived importance of buyer-supplier relationship. Third, design capacity, communication, power was identified as determinants of actual relationship length with a supplier, while communication and trust were found to be determinants of future expected relationship length.

• Proceedings of the Korea Inteligent Information System Society Conference
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• 2006.06a
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• pp.402-406
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• 2006

주문생산 기업은 공급체인망의 협력적 관계에 있는 협력공급자로 부터 안정적으로 부품을 조달받거나, B2B 조달시장에서 다수 입찰공급자의 가격경쟁을 통하여 부품를 구매한다. 그런데 하나의 제품이 다수 부품으로 구성된 경우, 부품조달은 한가지 방법에만 의존하기는 힘들다. 또한 한 제품을 구성하는 부품들은 서로 일정 비율로 사용되는데 공급자들의 자원 한계로 인해 부품조달에 원활하지 못할 때, 부품들은 서로 납품량에 영향을 미친다. 이 경우, 협력공급자와 입찰공급자들을 동시에 고려하여 협력공급자의 납품수량과 입찰공급자의 낙찰 및 납품수량을 결정하는 효율적인 최적공급자 선정방법이 필요하다. 이에 본 연구는 주문생산 기업이 부품조달을 위한 최적공급자 선정을 위해 최대이윤을 목적으로 하면서 협력적 요인, 경쟁적 요인, 통합요인의 구매조건을 만족하는 협력공급자 기반의 입찰공급자 낙찰을 위한 최적화 통합모형을 제안한다.

• 한국경영정보학회:학술대회논문집
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• 2007.06a
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• pp.177-183
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• 2007

기업의 경쟁단위가 그 기업이 포함된 공급사슬로 확장되고 구매에 대한 전략적 측면이 강조되면서 구매자-공급자 기업간의 관계가 정예화된 장기적인 협력을 추구하는 경향으로 나타나고 있다. 따라서 구매자와 공급자간 협력의 요인과 행태에 대한 다각적인 분석과, 구매자와 공급자 양측의 관점을 포괄적으로 이해하는 것이 필요하다. 본 연구는 통신산업에서의 구매자와 공급자의 개별적인 측면에서 측정된 결과를 이용하여 구매자-공급자 비교연구를 실시하였다. 이를 통하여 구매자와 공급자가 가지고 있는 협력에 대한 인식과 행태의 차이를 발견할 수 있었다. 구매자 측면에서는 전환비용, 목적 호환성, 조직간의 신뢰가 중요한 협력의 설명 요소로 나타났으며, 공급자 측면에서는 기술적 예측불확실성, 목적 호환성, 공정성 인지가 중요한 협력의 설명 요소로 파악되었다.

• Journal of Korea Society of Industrial Information Systems
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• v.23 no.1
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• pp.65-86
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• 2018

This study focuses on the relationship structure of SMEs with outsourcing based on buyer-supplier relationships and aims to test the role of trust management and mutual growth in the activities of SMEs. Trust management and mutual growth have a context in which the outsourcing type is determined through the company's slack resources, partnership relations, and buyer-supplier relationship. In this context, research hypotheses were set up, research model was designed and an empirical analysis was conducted by using structural equation modeling. For the empirical analysis, hypotheses were tested using data obtained from questionnaires of 206 SMEs nationwide. As a result, trust management and mutual growth have a significant effect on outsourcing type and performance, and mediation effect of cooperation relationship and buyer-supplier relationship was in the process.

• Journal of Korea Society of Industrial Information Systems
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• v.24 no.4
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• pp.37-52
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• 2019

This study examines the effects of supplier dependence on supply chain relationships, communication practices, and relationship performance in manufacturing-part companies. The structural equation modeling technique with AMOS 23.0 was used to test hypotheses using data collected in the research model. The results show that supplier dependence positively affects supply chain relationships and communication practices. In addition, the results confirm the effect of supply chain relationships and communication practices on relationship performance. It is also demonstrated that supply chain relationships and communication practices through supplier dependence play a key role in improving relationship performance for supply chain management. Furthermore, it contributes to the practice of supply chain management as well as to efficiency through collaborative activities of supplier-buyer in the supply chain processes.