• Journal of Distribution Research
• /
• v.17 no.4
• /
• pp.55-80
• /
• 2012

I. Introduction Developing the relationships between companies is very important issue to ensure a competitive advantage in today's business environment (Bleeke & Ernst 1991; Mohr & Spekman 1994; Powell 1990). Partnerships between companies are based on having same goals, pursuing mutual understanding, and having a professional level of interdependence. By having such a partnerships and cooperative efforts between companies, they will achieve efficiency and effectiveness of their business (Mohr and Spekman, 1994). However, it is difficult to expect these ideal results only in the B2B corporate transaction. According to agency theory which is the well-accepted theory in various fields of business strategy, organization, and marketing, the two independent companies have fundamentally different corporate purposes. Also there is a higher chance of developing opportunism and conflict due to natures of human(organization), such as self-interest, bounded rationality, risk aversion, and environment factor as imbalance of information (Eisenhardt 1989). That is, especially partnerships between principal(or buyer) and agent(or supplier) of companies within supply chain, the business contract itself will not provide competitive advantage. But managing partnership between companies is the key to success. Therefore, managing partnership between manufacturer and supplier, and finding causes of conflict are essential to improve B2B performance. In conclusion, based on prior researches and Agency theory, this study will clarify how business hazards cause conflicts on supply chain and then identify how developed conflicts have been managed by two control mechanisms. II. Research model III. Method In order to validate our research model, this study gathered questionnaires from small and medium sized enterprises(SMEs). In Korea, SMEs mean the firms whose employee is under 300 and capital is under 8 billion won(about 7.2 million dollar). We asked the manufacturer's perception about the relationship with the biggest supplier, and our key informants are denied to a person responsible for buying(ex)CEO, executives, managers of purchasing department, and so on). In detail, we contact by telephone to our initial sample(about 1,200 firms) and introduce our research motivation and send our questionnaires by e-mail, mail, and direct survey. Finally we received 361 data and eliminate 32 inappropriate questionnaires. We use 329 manufactures' data on analysis. The purpose of this study is to identify the anticipant role of business hazard (environmental dynamism, asset specificity) and investigate the moderating effect of control mechanism(formal control, social control) on conflict-performance relationship. To find out moderating effect of control methods, we need to compare the regression weight between low versus. high group(about level of exercised control methods). Therefore we choose the structural equation modeling method that is proper to do multi-group analysis. The data analysis is performed by AMOS 17.0 software, and model fits are good statically (CMIN/DF=1.982, p<.000, CFI=.936, IFI=.937, RMSEA=.056). IV. Result V. Discussion Results show that the higher environmental dynamism and asset specificity(on particular supplier) buyer(manufacturer) has, the more B2B conflict exists. And this conflict affect relationship quality and financial outcomes negatively. In addition, social control and formal control could weaken the negative effect of conflict on relationship quality significantly. However, unlikely to assure conflict resolution effect of control mechanisms on relationship quality, financial outcomes are changed by neither social control nor formal control. We could explain this results with the characteristics of our sample, SMEs(Small and Medium sized Enterprises). Financial outcomes of these SMEs(manufacturer or principal) are affected by their customer(usually major company) more easily than their supplier(or agent). And, in recent few years, most of companies have suffered from financial problems because of global economic recession. It means that it is hard to evaluate the contribution of supplier(agent). Therefore we also support the suggestion of Gladstein(1984), Poppo & Zenger(2002) that relational performance variable can capture the focal outcomes of relationship(exchange) better than financial performance variable. This study has some implications that it tests the sources of conflict and investigates the effect of resolution methods of B2B conflict empirically. And, especially, it finds out the significant moderating effect of formal control which past B2B management studies have ignored in Korea.

• Journal of Global Scholars of Marketing Science
• /
• v.17 no.2
• /
• pp.31-54
• /
• 2007

The exchange between buyers and sellers in the industrial market is changing from short-term to long-term relationships. Long-term relationships are governed mainly by formal contracts or informal agreements, but many scholars are now asserting that controlling relationship by using formal contracts under environmental dynamism is inappropriate. In this case, partners will depend on each other's flexibility or interdependence. The former, flexibility, provides a general frame of reference, order, and standards against which to guide and assess appropriate behavior in dynamic and ambiguous situations, thus motivating the value-oriented performance goals shared between partners. It is based on social sacrifices, which can potentially minimize any opportunistic behaviors. The later, interdependence, means that each firm possesses a high level of dependence in an dynamic channel relationship. When interdependence is high in magnitude and symmetric, each firm enjoys a high level of power and the bonds between the firms should be reasonably strong. Strong shared power is likely to promote commitment because of the common interests, attention, and support found in such channel relationships. This study deals with environmental dynamism in high-tech industry. Firms in the high-tech industry regard it as a key success factor to successfully cope with environmental changes. However, due to the lack of studies dealing with environmental dynamism and supply chain commitment in the high-tech industry, it is very difficult to find effective strategies to cope with them. This paper presents the results of an empirical study on the relationship between environmental dynamism and supply chain commitment in the high-tech industry. We examined the effects of consumer, competitor, and technological dynamism on supply chain commitment. Additionally, we examined the moderating effects of flexibility and dependence of supply chains. This study was confined to the type of high-tech industry which has the characteristics of rapid technology change and short product lifecycle. Flexibility among the firms of this industry, having the characteristic of hard and fast growth, is more important here than among any other industry. Thus, a variety of environmental dynamism can affect a supply chain relationship. The industries targeted industries were electronic parts, metal product, computer, electric machine, automobile, and medical precision manufacturing industries. Data was collected as follows. During the survey, the researchers managed to obtain the list of parts suppliers of 2 companies, N and L, with an international competitiveness in the mobile phone manufacturing industry; and of the suppliers in a business relationship with S company, a semiconductor manufacturing company. They were asked to respond to the survey via telephone and e-mail. During the two month period of February-April 2006, we were able to collect data from 44 companies. The respondents were restricted to direct dealing authorities and subcontractor company (the supplier) staff with at least three months of dealing experience with a manufacture (an industrial material buyer). The measurement validation procedures included scale reliability; discriminant and convergent validity were used to validate measures. Also, the reliability measurements traditionally employed, such as the Cronbach's alpha, were used. All the reliabilities were greater than.70. A series of exploratory factor analyses was conducted. We conducted confirmatory factor analyses to assess the validity of our measurements. A series of chi-square difference tests were conducted so that the discriminant validity could be ensured. For each pair, we estimated two models-an unconstrained model and a constrained model-and compared the two model fits. All these tests supported discriminant validity. Also, all items loaded significantly on their respective constructs, providing support for convergent validity. We then examined composite reliability and average variance extracted (AVE). The composite reliability of each construct was greater than.70. The AVE of each construct was greater than.50. According to the multiple regression analysis, customer dynamism had a negative effect and competitor dynamism had a positive effect on a supplier's commitment. In addition, flexibility and dependence had significant moderating effects on customer and competitor dynamism. On the other hand, all hypotheses about technological dynamism had no significant effects on commitment. In other words, technological dynamism had no direct effect on supplier's commitment and was not moderated by the flexibility and dependence of the supply chain. This study makes its contribution in the point of view that this is a rare study on environmental dynamism and supply chain commitment in the field of high-tech industry. Especially, this study verified the effects of three sectors of environmental dynamism on supplier's commitment. Also, it empirically tested how the effects were moderated by flexibility and dependence. The results showed that flexibility and interdependence had a role to strengthen supplier's commitment under environmental dynamism in high-tech industry. Thus relationship managers in high-tech industry should make supply chain relationship flexible and interdependent. The limitations of the study are as follows; First, about the research setting, the study was conducted with high-tech industry, in which the direction of the change in the power balance of supply chain dyads is usually determined by manufacturers. So we have a difficulty with generalization. We need to control the power structure between partners in a future study. Secondly, about flexibility, we treated it throughout the paper as positive, but it can also be negative, i.e. violating an agreement or moving, but in the wrong direction, etc. Therefore we need to investigate the multi-dimensionality of flexibility in future research.

• The Journal of the Korea Contents Association
• /
• v.14 no.4
• /
• pp.110-122
• /
• 2014

Korea's film industry has been growing over the last 10 years, and there has been much attention to the antecedents of film box office sales both academic and business communities. So far, previous research which explained success factors of film or movie mainly focused on 3 stages, production, distribution and screening. However, these 3 steps are heavily vertically integrated in Korea's firm industry unlike United States. Almost 130% of movie theaters are multiplex chain and operated by film production companies such as CJ and Lotte Entertainment In this situation, film sales are likely to he affected by movie theaters own facilities or location factors rather than movie contents. Based. on resource-based view and S-C-P paradigm, the authors examined "whether movie theater's facilities factors and trade area factors such as accessibility, competitive situation, and population have effect to movie theater's sales revenues. The results showed that the average occupancy of theater is the most important factor to movie theaters sales in both large and small cities. In large cities, movie theater's facilities factors which included vibration seat special sound system, premium movie theater, VIP lounge are relatively important than trade area factors. In contrast, in small cities, location factors and accessibility are the most important factors to movie theaters sales. We discuss the managerial and theoretical implication for the results and the specific limitations are suggested at the end of the paper.

• 한국신재생에너지학회:학술대회논문집
• /
• 2010.11a
• /
• pp.131.1-131.1
• /
• 2010

This study was conducted for engineering optimization for the gasification process which is the key factor for success of Taean IGCC gasification plant which has been driven forward under the government support in order to expand to supply new and renewable energy and diminish the burden of the responsibility for the reduction of the green house gas emission. The gasification process consists of coal milling and drying, pressurization and feeding, gasification, quenching and HP syngas cooling, slag removal system, dry flyash removal system, wet scrubbing system, and primary water treatment system. The configuration optimization is essential for the high efficiency and the cost saving. For this purpose, it was designed to have syngas cooler to recover the sensible heat as much as possible from the hot syngas produced from the gasifier which is the dry-feeding and entrained bed slagging type and also applied with the oxygen combustion and the first stage cylindrical upward gas flow. The pressure condition inside of the gasifier is around 40~45Mpg and the temperature condition is up to $1500{\sim}1700^{\circ}C$. It was designed for about 70% out of fly ash to be drained out throughout the quenching water in the bottom part of the gasifier as a type of molten slag flowing down on the membrane wall and finally become a byproduct over the slag removal system. The flyash removal system to capture solid particulates is applied with HPHT ceramic candle filter to stand up against the high pressure and temperature. When it comes to the residual tiny particles after the flyash removal system, wet scurbbing system is applied to finally clean up the solids. The washed-up syngas through the wet scrubber will keep around $130{\sim}135^{\circ}C$, 40~42Mpg and 250 ppmv of hydrochloric acid(HCl) and hydrofluoric acid(HF) at maximum and it is turned over to the gas treatment system for removing toxic gases out of the syngas to comply with the conditions requested from the gas turbine. The result of this study will be utilized to the detailed engineering, procurement and manufacturing of equipments, and construction for the Taean IGCC plant and furthermore it is the baseline technology applicable for the poly-generation such as coal gasification(SNG) and liquefaction(CTL) to reinforce national energy security and create new business models.

• The Journal of Industrial Distribution & Business
• /
• v.9 no.3
• /
• pp.81-87
• /
• 2018

Purpose - The perception of the quality of the consumer's distributor's brand(PBs) is generally perceived to be lower than that of the manufacturer's brand(NB), although it is a critical factor in determining the success of PBs. Accordingly, this study examines the characteristics of the convenience store PB products and their correlation with brand trust and purchase intent in the consumers who have had experience purchasing the convenience store PBs to expand the sales variables. Further, this research shows that the marketing strategy is to increase the share of PBs by providing an empirical analysis on the effect of the product attribute factors on the sales volume associated with brand trust, purchase intent, and others. Research design, data, and methodology - The survey period of this study was approximately three weeks from December 1, 2017 to December 21, 2017. The study samples that were taken from 100 random people extracted. The statistical analysis was carried out with multiple regression analysis using the SPSS statistical package. Results - The analysis shows that the brand credibility and purchasing intention were statistically significant differences between the private convenience store private brand products. Specifically, brand trust showed a statistically significant relationship the brand images and quality levels, but the perceived value was not affected statistically. Although the intent of the purchase showed a statistically significant relationship the quality level and the perceived value, the brand image was not statistically significant in its relationship. Conclusions - Overall, it has been established that the perception value does not statistically affect brand trust for convenience store PB products, and that the brand image has no statistically significant effect on the purchase intent. These results are analyzed to be due to the influence of brand in convenience stores themselves rather than brand trust and purchase intentions that affect sales performance, which is the property of private brand food and beverage products, the perceived value of their products. Accordingly, the study found that not only did the marketing performance of the convenience store PB products be improved statistically, but also the cause of the product attributes that were not statistically significant was identified.

• Journal of Distribution Science
• /
• v.11 no.2
• /
• pp.57-70
• /
• 2013

Purpose - The objective of this paper is to explain the successful methods for the revitalization of distribution and logistics of the least developed FEZs (Saemangum, Yellow-sea, and Deagu-Kyengbuk) in Korea. With the recent changes in the economic terrain of Northeast Asia as with the rise of China, Korea has developed a logistics hub concept for improving the efficiency of logistics and distribution industry and its distribution and logistics policy has received positive worldwide evaluation. Therefore, we face severe competition and must always look for ways to address these problems. Research design, Data, Methodology - This study adopts two methods to propose successful revitalization of distribution and logistics in the least developed FEZ. The first method investigates the limitation of these FEZs by analyzing the statutes, and the second one follows comparable cases. Thus, we first reviewed the efficient strategic political alternatives for the least developed FEZ, Yellow-sea, Seamangum-Gunsan, and Deagu-Kyeongbuk, through the relative institution system, law, and future plans. Next, we studied the Bin-hai Economic Free Section (Zone) in China as a comparable example. In order to analyze the competitiveness of logistics in the three FEZs (Yellow-sea, Seamangum-Gunsan, and Deagu-Kyeongbuk), the total factor productivity growth of regional manufacturing industries is divided into three sources: the external trade effect, scale effect, and technical change effect. However, this paper does not test for a positive contribution of external trade, which is a reason of non-building on these FEZs. A FEZ that shows a larger external trade effect than the others will have a comparative advantage in the logistics infrastructure and policy support. This study presented the newly applied Bin-hai FEZ in China, in order to make the studied FEZ as successful by applying the strategy of its distribution and logistics center. Results - In Korea, there is an increased focus on the benefit of the regional development of regions such as the Free Economic Zones (FEZ). We have six FEZs, Inchon, Busan-Jinhae, Guangyang, Yellow-sea, Seamangum-Gunsan, and Deagu-Kyeongbuk. However, our FEZs do not have various supporting factors needed for the logistics and distribution industry. Korea designated the above six places as FEZ and has operated to enhance national competitiveness and ensure a balanced regional development since 2003. However, most FEZs did not receive favorable feedback in the first business performance evaluation and it is necessary to take action for substantial improvements. Conclusions - Especially, over the past 10 years, even though the FEZ policy has been implemented in an effort to promote success in distribution and logistics, there are still many underdeveloped industries in logistics. The main problem is the absence of revitalization of the high value added performance in the distribution and logistics industry. However, there is a limitation to this study. We have used non-empirical method based on a case study to arrive at our findings. Future studies should use appropriate statistical methods to supplement our results and provide a solution to this problem.

• Management & Information Systems Review
• /
• v.23
• /
• pp.25-40
• /
• 2007

In the highly competitive and divers world of financial market, customer is the single most important factor to company's survival. Especially, creating a relationship with valued customers is a key to success. CRM provides the mean to retain high value customers. It takes a prospect of what customers expect. Utilizing those knowledge can help the products and service meet the customers' needs, thereby maximizing customer satisfaction and company's profit. In this report, I am going to suggest a few ways to develop successful CRM in the life insurance industry. First, CRM should innovate the way of communication to keep pace with Web 2.0 era. In other words, the customer's needs should be caught by real-time communication than traditional off-line market research. Thus, the functionality and specification of products can be decided by customer's direct choice so that the customers are able to purchase the understanding and experience of the products. Second, CRM project should consider whether the initial strategy plan can promise the stable growth of customer at the first step. When planning strategy, the project needs to identify what customer wants and how to fulfill the needs with stable growth of the customer. In addition, the CRM should be developed by realizing that customer centric benefits ultimately guarantee the growth of the organization. Third, CRM systems should enhance the organization's ability to take the customer's insight in a 360 degree view and to capture the voice of the customer directly. In order to develop the best matched product package, more precise customer segmentation should be ahead of market segmentation strategy. Forth, the biggest reward from CRM will be a customer royalty program. Many successful banks are already planning and practicing customer royalty strategy. A comprehensive analysis of customers and their behavior allow organization to identify high value potential customers' needs and determine a strategy required to meet those needs. Even life insurance companies such as Prudential Korea are developing products designed for royal customers. Fifth, understanding and managing the experience of customer called Customer Experience Management also can increase customer satisfaction. Measuring only customers' experience and adapting it to marketing strategy make products position in the gap between the customers' expectation and experience not required by market. A key component of CEM is its application across all organizational functions. At last, the direction of change and development of CRM can be defined from the conceptualization of information technology represented by Ubiquitous and Web 2.0. Instead of just managing customer information, companies should take the initiative in personalized system with customer oriented strategy. Furthermore, with the regular communication between CRM stakeholders (Sales-Marketing-IT), customer's demand should be directly reflected to enterprise strategy in real time.

• Culinary science and hospitality research
• /
• v.16 no.1
• /
• pp.78-91
• /
• 2010

This study aims to find a way of developing the local food industry by examining CEOs who run local food restaurants. As a result of researching the local food of Daejeon and the Chungnam province, there were 106 kinds of local food. However, all the CEOs of local food restaurants were having difficulty in operating. In order to survey the local food restaurants for development devices, 450 copies of the questionnaire were distributed to man- or woman-CEOs who operate a local food restaurant in Daejeon city and the Chungnam province. Among 450 copies of the distributed questionnaire, 390 copies were collected for this study. It used a total of 370 copies as the effective samples for an empirical analysis except 20 copies with false entries among them. The result of the empirical analysis showed as follows: 1) For the recognition of the local food, there was not difference between males and females. 2) For the factor of success on the local food restaurants, both males and females answered food taste was most important. 3) For the reason why chain business of the local food restaurants was difficult, both males and females answered there were too many side dishes coming with a main dish. 4) For the way of reinforcing competitive power of the local food restaurants, most of the male respondents and all females thought there should be financial support.

• Journal of the Korean Institute of Landscape Architecture International Edition
• /
• no.1
• /
• pp.230-236
• /
• 2001

The usual definition of and urban resort was a place vastly different from places of daily life such as a theme park or other tourist destination. At the same time, revival of the combination of usual and unusual spaces, in a way like the mixed "Hare"(Special occasion of public event) and "Ke"(Daily life) spaces of communities of old Japan, is part of the idea of urban resorts. And they are places, which start by making a comfortable urban environment for citizens, providing a daily life full of culture and promoting a city′s identity to visitors. if we think about the kinds of structural elements of urban resorts, the usual elements include community, local culture and industry, while the unusual elements include symbols, festivities and interaction. Kobe Wing Stadium is a venue for the 2002 FIFA World Cup hosted by Korea and Japan. The city will build the stadium, but after construction management will be given over to private enterprise, hoping to utilize that sector′s business know how. A competition was held to determine the private executor who would be entrusted with the planning, design, construction and management of the project, considering the conditions of the area, the stadium′s relationship to it and local revitalization. The competition was won by a private enterprise (Kobe Steel Obayashi Group). The them of "Creation of a Sports Community Park" grapples with the large issue of the facility′s relationship with the community. American geographer Yi-fu Tuan coined the word "topophilia" to indicate love of a place. No other word could better describe the desired urban resort nature of the stadium. From this historical perspective it seems that stadiums have great potential as urban resorts. The factor that will determine their success is the attitude of citizens toward them, in short whether they develop topophilia for them or not. We examined the urban resort nature of Kobe Wing Stadium. Regarding daily life, we saw the attempts to revive the local community, the possibility of deepening the local culture and the weakened state of local industry. As a place that is for more than daily life, we saw the certainty of the stadium′s symbolism, its potential as a place for festivities and the test it will face as a space for interaction. Even though several issues are left for future resolution, evaluating Kobe Wing Stadium through these elements of an urban resort, it is clearly founded in the daily life of the community while providing a venue for "Hare"occasions. Fulfilling the roles of an urban resort, it provides many opportunities for local residents to enjoy their and gives visitors a reason to come repeatedly.

• Asia pacific journal of information systems
• /
• v.17 no.3
• /
• pp.131-146
• /
• 2007

Recently, the role of IT service providers has been enlarged from managing a single function or system to reconstructing entire information management processes in new ways to contribute to shareholder value across the enterprise. This movement toward extensive and complex outsourcing agreements has been driven by the assumption that outsourcing information technology functions is a reliable approach to maximizing resource productivity. Hiring external IT service providers to manage part or all of its information-related services helps a firm focus on its core business and provides better services to its clients, thus obtaining sustainable competitive advantage. This practice of focusing on the strategic aspect of outsourcing is referred to as strategic sourcing where the focus is capability sourcing, not procurement. Given the importance of the strategic outsourcing, however, to our knowledge, there is little empirical research on the relationship between the strategic outsourcing orientation and outsourcing performance. Moreover, there is little research on the factor that makes the strategic outsourcing effective. This study is designed to investigate the relationship between strategic IT outsourcing orientation and IT outsourcing performance and the process through which strategic IT outsourcing orientation influences outsourcing performance, Based on the framework of strategic orientation-performance and core competence based management, this study first identifies core competency orientation as a proper strategic orientation pertinent to IT outsourcing and IT outsourcing process management capability as the mediator to affect IT outsourcing performance. The proposed research model is then tested with a sample of 200 firms. The findings of this study may contribute to the literature in two ways. First, it draws on the strategic orientation - performance framework in developing its research model so that it can provide a new perspective to the well studied phenomena. This perspective allows practitioners and researchers to look at outsourcing from an angle that emphasizes the strategic decision making to outsource its IT functions. Second, by separating the concept of strategic orientation and outsourcing process management capability, this study provides practices with insight into how the strategic orientation can work effectively to achieve an expected result. In addition, the current study provides a basis for future studies that examine the factors affecting IT outsourcing performance with more controllable factors such as IT outsourcing process management capability rather than external hard-to-control factors including trust and relationship management. This study investigates the major factors that determine IT outsourcing success. Based on strategic orientation and core competency theories, we develop the proposed research model to investigate the relationship between core competency orientation and IT outsourcing performance and the mediating role of IT outsourcing process management capability on IT outsourcing performance. The model consists of two independent variables (core-competency-orientation and IT outsourcing process management capability), and two dependent variables (outsourced task complexity and IT outsourcing performance). Comprehensive data collection was conducted through an outsourcing association. The survey data were analyzed using a structural analysis method. IT outsourcing process management capability was found to mediate the effect of core competency orientation on both outsourced task complexity and IT outsourcing performance. Further analysis and findings are discussed.