• Journal of the Korea Academia-Industrial cooperation Society
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• v.13 no.7
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• pp.2921-2929
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• 2012

This study aims to empirically analyze the structural effects of partnership characteristics between buyers and suppliers on the performance in supply chains. To this end, an in-depth literature review was performed in advance and four partnership characteristics involving information sharing, participativeness, interdependence, solidarity were identified, and a research model was validated by incorporating collaboration, trust, satisfaction. To analyze data collected from 124 companies, structural equation modeling was employed to test hypotheses proposed in this study and the findings are shown as follow. First, the partnership between buyers and suppliers was confirmed to have a positive effect on collaboration, trust and satisfaction. Second, both of trust and satisfaction were found to positively influence collaboration. Third, our findings also validated that collaboration and trust between buyers and suppliers had significant influences on supply chain performance, however, we found no evidence of a statistically significant relationship between satisfaction and performance. Based on these findings, discussions on the implications of this study and suggestions for further research were given finally.

• Journal of Korean Society of Industrial and Systems Engineering
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• v.43 no.3
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• pp.191-203
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• 2020

This study aims to present the differentiating factors of B2B salesperson competency through comparing the suppliers and buyers in Korean steel industry in their perception on the importance and priority of B2B salesperson competency. Based on previous studies, analysis on B2B salesperson competency has been analyzed using the B2B salesperson performance competency measure factors and appropriately reorganizing them for better application to the steel industry. The required performance competencies of B2B salesperson can be categorized into 3 different types, namely social exchange competency, advisory sales competency, and skill & knowledge competency. AHP analysis was performed for analyzing the relative importance of B2B salesperson competency based on the factors of previous studies, in which categorization of the aforementioned types had been done. As the result, first, it has been confirmed that there is a difference in 1st layer main factors between the supplier group and buyer group. The supplier group valued the advisory sales competency, while the buyer group valued skill & knowledge competency. Second, it has been proved that there is same result of relative importance in 2nd detailed factors between the supplier group and buyer group. Both group confirmed that customer member, identify customer needs and communication skill are very important factors. Third, as the result of analysis on the gap between B2B salesperson competency of the suppliers and buyers, the gap in the product knowledge and sales team member need improvement for buyer's satisfaction according to overall results of relative importance and priority. The steel supplier was able to develop B2B salesperson competency according to the buyers' needs based on the result of this study, and furthermore it is expected that this study will be able to contribute to increase in buyer competitiveness through differentiation in B2B salesperson competency.

• Journal of the Korea Fashion and Costume Design Association
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• v.21 no.1
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• pp.17-33
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• 2019

The purpose of this study is to understand the present status of the international textile fashion conventions and the Korean textile fashion conventions in order to secure competitiveness in the textile fashion industry and to discover the satisfaction of the convention and to develop an improvement plan of the current textile and fashion conventions in Korea. For the method of study, five representative conventions of domestic and foreign textiles and fashion were selected and case analyses were conducted focusing on relevant reports. Also, the satisfaction and improvement of the conventions for companies, buyers and visitors attending the Preview in Seoul(PIS) convention were surveyed. The first result of the study was that international textile and fashion conventions have clarified their identity according to changes in the market environment and buyer's interest. For example, the professional exhibition changed the nature of the comprehensive convention or made it easier for many related businesses and buyers to attend the convention by sharing the same convention period and location with other conventions. In addition, the convention hall has been constructed to display promising items, such as eco-friendly materials and smart materials. Second, participating companies, buyers and visitors of the Preview in Seoul (PIS) convention were generally satisfied with the convention, but were aware of the need for change. In particular, the satisfaction level with the number and level of new buyers at home and abroad, the number of counseling sessions and the quality level were also found to be low.

• The Journal of Information Systems
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• v.32 no.1
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• pp.23-51
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• 2023

Purpose: Live commerce is a new type of electronic commerce in combination with live streaming services. It is expected to increase virtual presence in the context of online shopping by overcoming a lack of social interactions between sellers and buyers which have been raised as a limitation in electronic commerce. Drawing on the studies of communication media, this study examines how live commerce contributes to the increase of virtual presence which consists of telepresence and social presence. Telepresence refers to a buyer's perception that he or she is present at the physical shopping mall during live shopping streaming whereas social presence refers to a buyer's perception of social interaction with a seller which is human warm, social, sensitive, and personal. In this study, we verify key determinants of virtual presence and its consequences. More specifically, this study proposes virtual presence contributes to the increase of buyers' trust in products and further purchase intentions. Furthermore, we verify influential factors of virtual presence from the technical and influencer perspectives of live commerce. Design/methodology/approach: To test the proposed hypotheses, the partial least squares (PLS) analysis is conducted with a total of 250 data collected on users with experience in the TaoBao live streaming shopping platform. Findings: The results show that first, telepresence and social presence are increased by visibility, media richness and attractiveness in the context of live shopping streaming. Second, buyers' trust in product trust and purchase intentions are positively influenced by telepresence and social presence. Finally, buyers' trust in product has a direct, positve effect on their purchase intentions. Overall, the findings offer new insights into the studies of electronic commerce by introducting the concepts of virtual presence and media richness from the literature of communication media in the field of live commerce.

• Journal of Families and Better Life
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• v.28 no.6
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• pp.35-46
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• 2010

The purpose of the study was to identify the potential buyers' consciousness of single-family housing to provide useful data to help future single-family housing supplies in Ulsan. The study selected residents in Ulsan, who were over twenty and had an interest in living in a single-family housing. A survey was conducted from September 11, 2008 to September 25, 2008. The sample consisted of 364 persons who are currently live in Ulsan metropolitan area. The results are as following. About two thirds of the sample had the desire to live in a single-family housing. Moving into a single-family housing had financial preparation as the greatest issue. When moving into a single-family housing, the convenience of the residential district was the greatest consideration, whether or not it is a green environment, pollution level, etc. The potential buyers valued environment-friendly features and also had a very strong desire to own their own house. Many of them wanted to design and build their own single-family housing within a budget of 100-200 million KRW. In terms of the location, there was a higher preference for the riverside or lakeside rural areas outside the city. In terms of size, the preference was less than $330m^2$, which includes $99-132m^2$ for residential. When considering a single-family housing the direction was the most important feature, along with eco-friendly and safer materials and equipments. When building the single-family housing the potential buyers considered the community spaces first with a preference for having three bedrooms and two bathrooms. For the exterior, they wanted a unique shape of roof and there were high preferences for brown and beige colors. In terms of housing complexes, the potential buyers preferred individual unit types over complexes. If they preferred housing complexes, they wanted the cluster form complex with about 10-30 units. The complex also required a park-like setting with a guard system, which shows that convenience and safety were the most important features. In terms of complex management, they considered environmental management as the most important feature. The potential buyers were willing to pay belw 200,000 KRW, which showed their desire to minimize financial burdens.

• Journal of Fashion Business
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• v.7 no.4
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• pp.26-42
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• 2003

On-line clothes sale are on the increase, and the returns(for replacements or refunds) of the clothes are also increasing. Many studies on off-line consumers' complaints were made before, but few studies on the returns of clothes sold on-line have been made. From this viewpoint, this study was conducted to know what effect returns of clothes sold on-line have on their brands. Therefore, this study was first focused on the factors affecting complaint acts(return intention or return acts) such as lack of information and recognition of product, delivery errors and product defects concerning on-line sales, and second investigated the changes of buyers' attitude toward the brand following the their acts of returning the buyers, and third looked into the changes of on-line buyers' attitude toward the brand. The study is carried out by subdividing the objects of the study into return action(replacement, refundment) and purchasers who experienced return intention. Such experience is demonstratively analyzed to find how it has affected the attitude toward the brand. The study comes up with the following outcomes. First, the effect factor causing complaint action(return action, return intention) on-line is shown as the lack of the information and recognition of the product. Second, it is revealed that the effect factor causing complaint(return action, return intention) does not lie in an error in delivery or a defect of a product. Third, the positive response of a brand to a return action does not raise the repurchasing intention and positive attitude of purchasers who experienced returning a product, but lowers their private complaint action intention. Fourth, the repurchase intention of purchasers who experienced return intention for the brand is lowered, but their negative attitude and private complaint action intention is not raised.

• Korean Management Science Review
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• v.21 no.1
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• pp.113-129
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• 2004

Nowadays many enterprises build e-procurement systems. An e-procurement is a Web-based procurement process and its functionalities are considered important in the B2B e-commerce. Buyers should select competent suppliers for a successful e-procurement. Therefore, this study proposes a method using the analytic hierarchy process(AHP) for building a Web-based supplier selection system. In detail, the purpose of this study is (1) to review methods previously used when buyers selecting suppliers and to extract important selection criteria： (2) to explain extended AHP method adopted by this study among supplier selection methods： (3) to describe the supplier selection steps using extended AHP ： and (4) to propose a decision support system embedding the methodology described above. The proposed system comprises of three phase： first phase is to evaluate suppliers on enterprise level： second phase to evaluate them on each transaction level： third phase to post-evaluate them.

• Korean Management Science Review
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• v.21 no.2
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• pp.215-234
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• 2004

With enormous changes in market condition, firms try to collaborate with their transaction partners. Recently, the diffusion of the Internet has made it possible for firms to directly collaborate with their partners. Accordingly, the importance of the Collaborative Commerce( C-Commerce) based on the Internet and IT has been emphasized. The literature in relational marketing and strategic alliance, however, has focused on the relational characteristics among firms. Therefore, the fundamental objective of this study is to investigate whether C-Commerce can enhance the positive relationships among firms. Based on theoretical and empirical research, some meaningful discussions can be made. First. the asymmetric commitment between buyers and suppliers decreases the C-Commerce utilization. Second, when specific investment is made to facilitate transactions, firms try to trade efficiently and depend on partners in a long-term period.

• The Journal of Society for e-Business Studies
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• v.6 no.3
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• pp.41-61
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• 2001

Many markets are forecast to see significant changes due to the growth of electronic commerce made possible by the internet. The way of doing business with internet affects the market mechanism. It is now over 10 years since Malone et al(1987) set out their hypothesis on electronic markets, and electronic hierarchies. An electronic market is an interorganizational information system through which multiple buyers and sellers interact to accomplish one or more of the following market-making activities. And they predicted that markets evolve toward electronic markets, by reducing search cost, which may result in significantly. higher price competition among sellers and therefore lower prices for buyers. And the degree of two factors; asset specificity and uncertainty, affect the market mechanism. Products with low asset specificity and low uncertainty are compatible with a market relationship while the greater the asset specificity and uncertainty, the more likely it is to favour a hierarchical structure. Based on the these researches, we observed and analyzed a case study of market mechanism in Internet business. We found the fact that even though Internet could make the business environment in which lots of buyers and suppliers participate, electronic market will evolve market mechanism. 1 analyzed two factors, which affected market evolution. First, When Asset specificity is low in electronic commerce, market structure should be preferred to hierarchical structure. Second, When transaction uncertainty is low in electronic commerce, market structure should be preferred In hierarchical structure. This research covers conceptual and empirical aspects on electronic market structure. Future research should be variously done about the influential factors of electronic market mechanism.

• Journal of Global Scholars of Marketing Science
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• v.7
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• pp.209-238
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• 2001

Objectives of this study were: First, to review the effect of buyer position in power retailer on job performance and store performance. Second, to set up research model specifying relationships between the PAQ dimensions of retailer's buyer, job performance and store performance. Third, to test hypotheses derived from the research model of this study and to establish strategy for managing discount store and department store. Marketing Implications of this study were: First, buyers of power retailers should respond more actively to rapidly changing purchasing situation. Second, job content of buyers in power retailers can be redesigned based upon results of this study. Third, as the size and the length of operation of retailers increase, an innovative system should be invented to enhance the effectiveness of power retailers. Limitations of this study were: First, validity and reliability of data collection methods used in this study were questionable for the lack of past researches in Korea. Second, static research method was employed in this study. Generalization over different time interval was almost impossible from results of this study.