• 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)‥‥

• 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 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 Korean Society for Quality Management Conference
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• 2006.04a
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• pp.463-468
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• 2006

구매자와 공급자의 관계는 대부분 구매자의 교섭력이 우위에 있는 경우가 대부분이지만, 병목품목의 경우는 반대로 공급자의 교섭력이 우위에 있는 상대적으로 드문 경우에 해당된다. 병목품목에 대해 힘의 열위에 있는 구매자가 주도할 수 있는 구매 및 공급관리 전략을 도출하고 실행하기는 다른 품목들에 비해 매우 어렵다. 그러나 교섭력의 부족으로 인하여 공급이 부족하게 되면 생산에 막대한 차질을 가져오고, 공급량은 부족하지 않더라도 공급가격이 인상되면 구매비용이 증가하게 되어 최종제품의 가격과 수익에 큰 영향을 미치게 된다. 본 연구에서는 그동안 상대적으로 연구가 부족하였지만 제품생산과 수익에 중요한 영향을 미치는 병목품목에 대해 구매 포트폴리오를 기반으로 하여 구매 및 공급관리 전략의 목표를 정의하고, 목표를 이루기 위한 프레임웍과 전략들을 도출하였다.

• Journal of Distribution Research
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• v.11 no.3
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• pp.23-53
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• 2006

Brands are important in the consumer market. They are the interface between consumers and the company. And consumers may develop loyalty to brands. Also, the late development of industrial marketing explains the near absence of research on brand equity in business to business. With recent change, Industrial companies have shifted from a production focus to a customer focus. Industrial brand is fast developing. The basic purpose of this study is to investigate industrial brand trust and loyalty affecting the result of business relationship between industrial buyers and suppliers. Factors hypothesized to influence trust in a brand include a number of brand characteristics, company characteristics and consumer-brand characteristics. This research presented a comprehensive constructive model consisting of components of industrial brand trust and loyalty, and then propose the research model base on prior researches and studies about relationships among components of industrial brand loyalty Data were gathered from respondents who work in industrial buying center. For this study, Data were analyzed by AMOS 4.0. The results of this research analysis were as fallow. Industrial brand trust and loyalty were positively related with a number of industrial brand characteristics, supplier characteristics and buyer-brand characteristics, relationship commitment. This research newly proposed the concept of industrial brand trust and loyalty affecting the result of business relationship between industrial buyers and suppliers.

• Journal of the Korean Geographical Society
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• v.48 no.5
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• pp.667-685
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• 2013

This paper provides an empirical analysis of the effects of trust determinants on firm performance in the buyer-supplier relationships by considering warehousing firms in Busan, South Korea. We employed AVAS transformation regressions to address the limitations of linear regressions and found nonlinear relationships between firm performance and trust determinants. Specifically, "longterm and repeated interactions," "geographical proximity," and "cultures and norms of firms and formal institutions" had positive linear relationships with firm performance, and "information sharing and reciprocity" induced an increasing pattern in firm performance. Finally, "interdependence and asset specificity" and "uncertainty removal" led to a decreasing pattern in firm performance. These results suggest that the relationship between trust and firm performance is contingent on the trust determinants that are important source of trust in buyer-supplier relationships and the influence of trust determinants on firm performance varied according to their levels.

• Journal of Navigation and Port Research
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• v.46 no.3
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• pp.259-268
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• 2022

Unlike the general buyer-supplier relationship, there are cases wherein the bargaining power of suppliers is greater than that of buyers. This relationship can be found especially in the shipbuilding industry. Thus, this paper focused on strategic items presented in Kraljic's study. The purpose of this study was to examine factors influencing buyers' purchase of strategic items in a market wherein the bargaining power of suppliers is superior. Results show that the path coefficient between environment factor and satisfaction factor was the highest. Additionally, the path coefficient between environment factor and reliability factor was the next highest. Also, as a result of analyzing if there is a difference in perception according to the superiority and inferiority of bargaining power perceived by buyers, significant results were found in some path coefficients.