• Journal of Distribution Research
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• v.12 no.2
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• pp.51-78
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• 2007

This study investigates what effects both customer trust in the headquarters and perceived customer justice(interactional, procedural and distributive) in agencies have on customer loyalty to the agency via customer trust and satisfaction with the agency. The data for analysis are obtained from 266 customers who are experienced in dealing with agencies. The results show the following : first, customer perceived justice has a significant positive influence on customer trust and satisfaction with the agencies. Second, customer trust in the headquarter has a significant positive influence on customer trust with the agencies. Third, customer satisfaction with the agencies has a significant positive influence on customer trust in the particular agency Fourth, both customer trust in and satisfaction with the agencies are found to have significant positive impacts on customer loyalty to the agencies. Finally, we presented suggestions for enhancing customer loyalty to the agencies.

• Korea lubricating oil industries association bulletin
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• no.18
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• pp.12-22
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• 1986

국내정유산업의 후방부문인 윤활유사업은 산업의 발전과 함께 국내 진출, 다국적석유기업에 의하여 원료 및 첨가제의 공급에 의한 단순생산과 마아케팅을 하여 국내시장을 지배하여 왔다. 또한 중화학공업의 발달과 함께 산업기계에 요구되는 윤활유제품도 다양화와 품질고급화로 시장구조가 점점 변화되고 있다. 국내윤활유총생산량중 65$\%$의 시장을 가지고 있는 고급윤활유시장은 4개 제조회사에 의하여 96$\%$의 시장을 유지하고 있다. 각 제조회사의 시장확대정책에 의하여 각대리점에 대한 유통경로의 관리가 중요 마아케팅전략음 되고 있는 실정이다. 제조회사의 대형 소비자에 대한 직매, 직영대리점, 일반대리점에 대한 유통기구중 많은 판매비중을 차지하고 있는 일반대리점에 대하여 4P를 기준하여 대리점측 입장에서 마아케팅 믹스를 분석하였다. 제조회사가 판매대리점에 취하는 마아케팅 전략중 직접적인 방법과 간접적인 방법이 시장관리에 나타나는 갈등정도를 가설로 설문지를 작성하여 6월 10일부터 6월 19일까지 경인지역은 조사원에 의한 직접방문과 지방은 등기우편에 의하여 50개 일반대리점에 송부하여 60$\%$의 회수율을 보였다. 응답자료를 통하여 제조회사의 직접적인 시장관리방법과 간접적인 시장관리방법을 사용시 일반대리점에 대한 갈등해소 정도를 상관분석을 통한 통계처리를 하였다. 본 연구결과는 다음과 같은 사실을 얻을수 있었다. 제조회사가 일반대리점에 실시하는 직접적 또는 간접적인 시장관리는 일반대리점에 대하여 갈등해소에 커다란 작용을 하지 못한다. 따라서 제조회사는 유통경로에 대한 전략을 첫째, 일반대리점과 직영대리점과의 시장에 대한 마찰해소 둘때, 대리점에 대한 안정적인 판매이윤제공 셋째, 계획적인 판매대리점간 시장경쟁조정 넷째, R & D 투자강화로 제조회사 차원에서 공동으로 산학협동하여 첨가제 및 상표의 국내개발을 이루어 제품가격인하로 장기적인 시장개발이 요청된다는 결론을 얻었다.

• Proceedings of the Korea Information Processing Society Conference
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• 2021.05a
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• pp.175-178
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• 2021

예로부터 보험은 보험사가 전담하여 판매하였었다. 보험사에 설계된 보험사가 오직 그 보험사만의 보험 상품을 판매하는 형태로 판매가 진행되었었다. 하지만 현재는 2005 년 보험대리점이 생겨나고서 보험대리점에서 다양한 보험사들의 보험 상품들을 판매하면서 보험사로부터 수수료를 받는 새로운 형태의 판매가 진행되고 있다. 그런데 이 수수료를 지급하는 방식에 대해, 지급 내역을 보험사에서 보험대리점으로 메일로 전송하는 식으로 보안성이 떨어지는 방식을 취하고 있으며 데이터의 형식도 모두 달라 보험대리점에서 따로 취합을 해줘야 하는 일이 발생한다. 본 논문에서는 이것을 블록체인을 통해 신뢰성 높은 방식의 데이터 전송을 지원하며 전송 형식 또한 규격화 하면서 보험대리점에서의 부담 또한 덜어주는 시스템을 구현하였다. 이 시스템을 통해 보안 및 업무의 낭비가 줄어드는 것을 기대한다.

• Journal of Venture Innovation
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• v.5 no.3
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• pp.19-40
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• 2022

The purpose of this study is to analyze and evaluate the role and merits and demerits of insurance agencies, which are the main sales channels of the domestic insurance market, from a neutral standpoint, and to present a roadmap by finding ways and tasks for the sustainable development of the insurance agency industry. Recently, criticisms and regulations on independent distribution channels have been strengthened due to deterioration in growth potential and profitability, and increase in civil complaints of insurance companies. In the 2000s, as the center of insurance sales channels shifted to GA and bancassurance, the supervisory authorities regarded the irrationality of project costs and recruitment fees as the root causes and announced a regulatory improvement plan. In view of these circumstance, the operating status, problems of domestic insurance agencies and their contribution to the insurance industry were reviewed. In addition, we tried to find a mid-to-long term development plan by analyzing the case of insurance agency operation in Japan. This study identified the operating status and contribution of insurance agencies in South Korea, and focused on the major status of the Japanese insurance agency industry, ways to improve management efficiency, and the status and role of self-regulatory organizations for insurance agencies. Based on this, it was proposed to improve the professionalism of the sales organization, introduce a company specializing in insurance sales, and to strengthen the status of the association of the insurance agency as for the development plan of the insurance agency industry in South Korea.

• Journal of Digital Convergence
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• v.13 no.4
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• pp.89-100
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• 2015

This study focused on analyzing the effects of characteristics of marketing mix on brand image, perception, switching barrier and loyalty of authorized dealers in the Korean CCTV converging channels. This study formulated a structural equational model, in which characteristics of marketing mix was adapted as an exogenous variable and in which brand image, perception of authorized dealer, switching barrier were included as mediator variables, having influences to the endogenous variable such as loyalty of authorized dealers. In this study, 8 hypotheses were formulated, on which this research models were based, in order to test the significance of mediator effects, suggested in the previous articles, that having high significance. This study collected the effective questionnaires of 191 respondents who were the authorized dealers in nationwide and then analyzed with AMOS20 and SPSS20 to test the hypotheses. This study concluded as follows: Product and price in marketing mix had a significant effect on the brand image but only advertising had some effects on the perception of providing parties.

• Proceedings of the Korea Information Processing Society Conference
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• 2003.05c
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• pp.1867-1870
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• 2003

Mobile 유통은 전국에 약 3,000여개의 대리점과 7,000여개의 판매점등 10,000여개의 업체가 Mobile의 물류, 판매에 관여하고 있으며, 이동통신사업자의 매월 정책변경에 의해 가격구조의 변동이 발생하며, 타 제품군에 비해 상대적으로 변동폭이 넓어 물류 System의 정착이 이루어지지 못하고 있다. CRM측면에서도 이동통신사업자의 CRM Center에 의지하고 있으나, 고객 관리의 책임이 이동통신 대리점에 귀책되고 있어, 물류주체인 대리점과 판매점주가 사용할 수 있는 편의성이 뛰어나며 확장성이 있는 Logistics & CRM Management System의 필요성이 그간 꾸준히 제기되어 왔다. 본 논문에서는 물류와 고객 CRM의 1차 주체인 대리점과 판매점의 Logistics & CRM 통합관리 System을 e-MLBM과 e-CRM을 이용하여 설계하며, e-MLBM & e-CRM의 경제성분석을 통하여 향후 국내 이동통신 대리점들의 발전방향에 대해 논한다.

• Management & Information Systems Review
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• v.29 no.3
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• pp.23-50
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• 2010

This study is that the manufacturer's sales policy power appeared on the source of local distributors through the sale willingness impact on research for coexistence between the manufacturer and dealer sales for developing policy. Dealers in terms of the sale of regional sales willingness says "manufacturers and retailers to connect to the regional distribution on the path to regional sales representative for manufacturers based on trust companies that supply products or products manufactured by local retailers for about a unilateral will sale whether the continued willingness and indicates the degree of business". This study topics are the results of this measure will sell a total of 24 entries are four factors. In variety sales policy of each power source, First, sales policy in Reward Power, compensatory power as the manager of promotion support, sales support and sales activities will significantly impact respectively. Second, sales policy of Coercive Power, reduction of credit limits act as an element of discontent and the sales will appear in the negative hypothesis of the influence was partially supported. Third, sales policy in Referent Power, the information trust, the most significantly impact of trade policy, respectively. Fourth, sales policy in Professional Power, delay time delivery of goods, sales of our product and sales knowledge will have a significantly effect appear to be related.

• Proceedings of the Korean DIstribution Association Conference
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• 2006.02a
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• pp.43-78
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• 2006

While trust and commitment, essential ingredients of the relationship quality variables, are core mediating variables for the purpose of maintaining the long-term relationship, in the context of the internal political economy of company and the relational performance of its members, there have been limited studies which explore as to how each of the dimensions have affect differently. The basic purpose of this study is to examine the relationship between an automobile manufacturer and its agencies. The main purpose of this study is to examine how each different dimension of trust and commitment on the automobile manufacturer have different mediating effects in the context of internal political economy variables and relational performance perceived by its agents. Another purpose is to investigate the mechanism by which the relational performance of the agencies is improved. An empirical study surveying 115 sales office managers at a leading automobile manufacturer in Korea was conducted. An analysis of the collected data indicates that while internal political economy variables have a positive influence on the agencies' relational performance through the mediating role of trust and commitment, agencies' benevolence on its headquarter has a different influence on the dimensions of commitment. Currently, an automobile manufacturer is advised to implement the relational management philosophy in dealing with its agencies with an hope of innovative orientation for customers. In this sense, this study is a big stride in providing ample implications for the automobile manufacturer in establishing trust and commitment, which are the prerequisite conditions in developing and maintaining a successful long-term relationship with its agencies, and in improving the agency's relational performance.

• 프린팅코리아
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• v.14 no.3
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• pp.88-89
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• 2014

(주)프린벨트(대표이사 이근성)는 지난 2월 5일 기자간담회를 갖고, 최근 대리점 계약을 맺은 인라인 포장박스(Folding Carton) 인쇄 및 후가공 분야 최강자인 스위스 갤루스의 최신 인쇄설비를 우리나라에 독점 공급할 것이라고 밝혔다.

• 우유
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• s.48 spring
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• pp.30-36
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• 1992

경영환경이 빠르게 변하고 있다. 경영자는 이 변화하는 여건에 항상 즉각 대응하는 유연성을 지녀야 한다. 요즘 들어 상장회사의 부도 사태가 충격을 주고 있는데 이러한 사실은 큰 회사에 관한 문제만은 아니다. 모든 경영인이 타산지석으로 삼아야 할 일들이다. 우선, 우유대리점이나 유가공품 대리점은 어떻게 경영하는 것이 옳은가, 또한 가장 올바른 방법은 어떤 것인가 하는 것을 생각해 보자