• 한국프랜차이즈경영연구
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• 제9권1호
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• pp.41-51
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• 2018

Purpose - In franchise system, how to build the relationship between the franchisor and franchisee through influence strategy is very important, because it affects on the long-term orientation like recontract intentions. Thus, this study examines the effect of mandatory influence strategy on relationship satisfaction, relationship trust, and recontract intentions in the context of food-service franchise industry. This study suggests the guidelines on how franchisor uses their influence strategy on franchisee to maintain and increase the recontract intentions. Research design, data, and methodology - This study examines the structural relationship between mandatory influence strategy, relationship satisfaction, relationship trust, and recontract intentions from the franchisee's perspective. Mandatory influence strategy divide into three sub-dimensions such as request, legalistic plea, threat. In order to test the purposes of this study, research model and hypotheses were developed. Every constructs were measured by multiple items tested and developed in the previous research. Also, the constructs utilized in this research are measured using 7-point scales anchored by "1=strongly disagree" and 7=strongly agree". The data were collected from 496 owner and owner manager franchisees and were analyzed using SPSS 21.0 and Smart PLS 3.0. program. Analysis of frequency was conducted to identify the demographics and general characteristics of the survey subjects. In order to measure the reliability and validity of the measurement tools, confirmatory factor analysis and correlation analysis were conducted and structural model analysis was conducted to verify the proposed research model. Result - The results of this study are as follows. First, this research found that mandatory influence strategy is positively related to relationship satisfaction and relationship trust, but not to recontract intention directly. Second, this research also found that the full mediating role of relationship satisfaction and relationship trust between the mandatory influence strategy and recontract intention. Conclusions - The findings of this research indicate that franchisor should use properly mandatory influence strategy to improve recontract intentions through relationship satisfaction and relationship trust. Due to the nature of food-service franchise industry, which needs high relationship quality, franchisor must manage their franchisee using influence strategy in order to improve satisfaction and trust. If franchisee perceives higher relationship quality, they will show higher intention to recontract. At the end of this paper, limitations and future research directions were suggested.

• 유통과학연구
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• 제14권6호
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• pp.53-63
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• 2016

Purpose - This study examines the effects of the influence strategies on sales representative and headquarter trust, and investigates how sales representative trust plays a mediating role in the relationship between influence strategies and headquarter trust. For these purposes, a structural model which consists of several constructs was developed. In this model, influence strategies that consist of relational influence strategies (information exchange, recommend, promise) and mandatory influence strategies (legal plea, request, threat) were proposed to affect the sales representative trust and in turn, increase the headquarter trust. Thus, this study proposed that sale representative trust plays a core mediating role in the relationship between relational and mandatory influence strategies and headquarter trust in B2B food materials distribution context. Research design, data, and methodology - For these purposes, the authors collected the data from 208 B2B specialized complex agents. We used the 2,200 B2B specialized complex agents which trade with CJ, Ottogi, and Daesang firms and supply food materials to restaurant, school cafeteria, supermarket and traditional market as a sample frame. Once we identified 330 B2B specialized complex agent owners, CEOs, and/or Directors who had agreed to participate in this study, we dropped off a questionnaire at each B2B specialized complex agent and explained the purpose of this study. The survey was conducted from October 1, 2015 to December 15, 2015. A total of 230 questionnaires were collected. Of these collected questionnaires, 28 questionnaires excluded since they had not been fully completed. The data were analyzed using frequency test, reliability test, measurement model analysis, and structural equation modeling with SPSS and SmartPLS 2. Results - First, information exchange, recommendation, and promise of relational influence strategies had positive effects on sales representative trust. The threat of mandatory influence strategies had a negative effect on sales representative trust, but legal plea and request did not have a significant effect on sales representative trust. Second, information exchange and recommendation of relational influence strategies had positive effects on headquarter trust, but promise did not. Also, legal plea, request, and threat of mandatory influence strategies did not have a significant effect on headquarter trust. Third, this findings show that sales representative trust plays a partial mediator between information exchange and headquarter trust, and threat and headquarter trust, and a full mediator between promise and headquarter trust, and recommendation and headquarter trust. Conclusions - The aim of this study was to examine the effects how diverse dimensions of relational and mandatory influence strategies relate to sales representative trust and headquarter trust. To do so, we integrated the influence strategies and the trust transfer theory to hypothesize that various influence strategies increase sales representative and headquarter trust. The findings of this study suggest that headquarter firms should establish and enforce proper influence strategies guidelines to make clear what proper actions sales representatives should implement in relationship with B2B specialized complex agents. Also, relational and mandatory influence strategies must be regarded as a long-term and ongoing strategy that eventually build a long-term orientation with B2B specialized complex agents and guarantee a company's sustainable growth and success.

• 한국산업정보학회논문지
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• 제25권2호
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• pp.73-85
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• 2020

우리나라는 최근까지 양적투입 위주의 제조업 성장 방식을 취해왔을 뿐만 아니라 Fast-follower 전략으로 제조 강국 반열에 올라섰지만 선진국의 제조업 부흥 정책과 신흥국의 산업구조 고도화로 인해 한계에 직면하게 되었다. 최근 4차산업혁명의 도래와 수요의 복잡화로 인해 시장의 변화를 사전에 빠르게 감지해 생산전략에 반영하는 체제가 요구됨에 따라 ICT를 활용하여 제조업의 경쟁력 강화를 위해 스마트 팩토리를 도입은 선택이 아닌 필수가 되어가고 있다. 본 연구는 정보기술혁신 제품인 스마트 팩토리의 지속사용의도에 영향을 미치는 주요 요인들이 무엇인지를 기술수용모형을 토대로 살펴보고자 한다. 이를 위해 본 연구는 스마트 팩토리를 운영 중인 기업들을 대상으로 온라인과 오프라인으로 설문조사를 실시하였으며 122부의 표본으로 분석하였다. 구체적으로 CEO의 리더십, 조직학습, 지각된 전환비용이 기술수용모형의 주요 신념변수인 지각된 사용 용이성과 지각된 유용성을 매개하여 지속사용의도에 미치는 영향을 살펴보았다.

• 자원ㆍ환경경제연구
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• 제26권4호
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• pp.577-612
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• 2017

한국은 시장 메커니즘에 기반한 탄소가격정책 도입을 통해 에너지 및 기후 변화 정책의 패러다임 전환을 시도하고 있다. 그러나 정책 도입이 진행되는 동안 탄소가격정책은 정책 대상인 산업계로부터의 큰 반대에 직면해 왔다. 본 연구는 국내 배출권거래제도의 도입에 대한 논의가 활발했던 2012년 초에 에너지 다소비 기업을 대상으로 실시한 설문 조사 결과를 토대로 한국 기업의 탄소가격정책에 대한 이해도와 수용정도를 측정하였다. 또한 기업의 탄소 및 에너지 관리를 위한 활동과 정책 이해 및 수용 정도와의 관계, 나아가 주요 결정요인을 분석하여 정책 시사점을 제시하고자 하였다. 분석 결과에 따르면, 한국 기업은 에너지 절약 및 온실가스 저감을 위한 경제적 인센티브 정책에 보다 우호적이며 기존의 관련 규제정책을 일부 수용하나, 탄소가격정책에 대해서는 현 시점에서 보통정도의 이해도와 낮은 수용정도를 보였다. 각 기업의 정책 이해 정도는 외부 압력보다는 기업의 특성, 즉 업종이나 규모 등과 더 관련이 있는 것으로 확인되었으며, 이는 정부 정책에 기업 특성이 고려되어야 한다는 시사점을 제시하고 있다. 한편, 이 연구는 기업의 정책 이해도는 정책 수락을 높이고 관련 활동을 촉진하는데 중요한 요소이며, 특히, 탄소 정책에 대한 높은 이해도는 기업의 탄소 관리 및 자발적 활동에 유의미한 영향을 미치고 있다는 점을 밝히고 있다. 본 연구 결과에 비추어 한국 정부는 시장 메커니즘에 대한 충분한 이해가 대상기업 전반에서 얻어지도록 지원 방안을 강구 해야 한다. 한편, 기후 변화에 대응하여 탄소가격정책을 도입하려는 국가 및 지역이 늘어나고 있는 가운데, 기업의 정책 수용과 참여를 높여 제도의 원활한 도입과 시행 그리고 본연의 성과를 거두기 위해, 본 연구의 결과는 해당 지역의 정부에게도 의미가 있는 것으로 보인다.

• Educational Technology International
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• 제6권2호
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• pp.23-41
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• 2005

One of the main factors that determine the quality of instruction is the teaching ability of the instructor administering the class. To evaluate teaching ability, methods such as peer review, student feedback, and teaching portfolio can be used. Among these, because feedback from the students is directly associated with how well the students feel they have learned, it is essential to improving instruction and teaching ability. The principal aim of instruction evaluation lies in the evaluation of instructor's qualification and the improvement of instruction quality by enhancing professionalism. However, the mandatory instruction evaluations currently being carried out at the term's end in universities today have limitations in improving instruction in terms of its evaluation items and times. To improve the quality of instruction and raise teaching abilities, instruction evaluations should not stop at simply being carried out but also be utilized as useful data for students and teachers. In other words, they need to be used to develop teaching and improve instruction for teachers, and consequently, should also exert a positive influence on students' scholastic achievements and learning ability. The most important thing in evaluation is the acquisition of accurate information and how to utilize it to improve instruction. The online instruction diagnosis item pool is a more realistic feedback device developed to improve instruction quality. The instruction diagnosis item pool is a cafeteria-like collection of hundreds of feedback questions provided to enable instructors to diagnose their instruction through self-diagnosis or students' feedback, and the instructors can directly select the questions that are appropriate to the special characteristics of their instruction voluntarily make use of them whenever they are needed. The current study, in order to find out if the online instruction diagnosis item pool is truly useful in reforming and improving instruction, conducted pre and post tests using 256 undergraduate students from Y university as subjects, and studied the effects of student feedback on instructions. Results showed that the implementation of instruction diagnosis improved students' responsibility regarding their classes, and students had positive opinions regarding the usefulness of online instruction diagnosis item pool in instruction evaluation. Also, after instruction diagnosis, analyzing the results through consultations with education development specialists, and then establishing and carrying out instruction reforms were shown to be more effective. In order to utilize the instruction diagnostic system more effectively, from planning the execution of instruction diagnosis to analyzing the results, consulting, and deciding how those results could be utilized to instruction, a systematic strategy is needed. In addition, professors and students need to develop a more active sense of ownership in order to elevate the level of their instruction.