• Journal of Distribution Science
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• v.13 no.6
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• pp.79-86
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• 2015

Purpose - The cosmetics industry is a traditional high value-added industry in terms of the domestic demand, small batch production systems, exclusive competition, and raw materials highly dependent on overseas countries as well as an oligopolistic market structure. However, new foreign brands and growing consumer awareness of inexpensive products, has triggered a shift. In line with changing lifestyles and the polarization of consumption, the industry faces a new market structure. Among its key characteristics is the cosmetics industry's numerous distribution channels (i.e., department stores, door-to-door sales, online shopping malls, brand shops, and discount stores). Therefore, the study of its distribution channels is essential. Research design, data, and methodology - The study analyzed channel distribution power divided into coercive and non-coercive power. The factors of coercive power included: unilateral request of an increase in commissions, interference in sales by taking advantage of a superior status, unilateral buck-passing at the time of a problem, unilateral request to stop sales activities, and a unilateral business contract; the factors of non-coercive power included favorable payment conditions, offers of various kinds of information, policy on commission reduction, pride in market entrance, and promotion support. In addition, the mediating variable "interdependence" was applied to the execution of department store (or mart) power and their shop conflicts and satisfaction to examine direct and indirect influential power. The methodology was a survey of managers of cosmetics shops in department stores (or marts). The questionnaire, based on a five-point Likert scale, included questions about basic personal information, execution of power, interdependence, conflict, and satisfaction. The study distributed 198 questionnaires and collected 131. Ten questionnaires with missing or hard to analyze data were excluded. Thus, 121 copies were analyzed. Results - According to the analysis, the execution of coercive power by department stores (or marts) did not affect interdependence, but the execution of non-coercive power did. Interdependence did not influence conflict, but did affect satisfaction. Additionally, the analysis revealed direct influential power: the execution of coercive power positively affected conflict and negatively influenced satisfaction; the execution of non-coercive power positively affected satisfaction. Conclusions - To offer suggestions for distribution business relations in the cosmetics industry, this study investigated how the execution of power by department stores (or marts) affected their shops. More specifically, it examined how much the execution of both coercive power and non-coercive power influenced conflict and satisfaction, and analyzed the mediating role of interdependence. In line with previous study results in various areas, coercive power was shown to be the source of conflict, leading to a decrease in satisfaction, whereas non-coercive power significantly positively influenced satisfaction. Moreover, non-coercive power increased interdependence, which led to greater satisfaction. As a result, interdependence had a mediating effect on non-coercive power and satisfaction. Based on the results, department stores (or marts) should look for improvements plans that increase interdependence. Such plans could alleviate conflict with the shops, increasing their satisfaction.

• Journal of Global Scholars of Marketing Science
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• v.18 no.1
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• pp.81-114
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• 2008

The purpose of this study was to analyze how economic factors (economic satisfaction, economic conflict) and non-economic factors (non-economic satisfaction, non-economic conflict) differentially influence Korean retailers' long-term orientation with manufacturers, and how they are influenced by manufacturers' power sources under different levels of retailer dependence. After Korean retailers were divided into high and low dependence groups, path differences between the two groups were compared. The results suggested that manufacturers' coercive and non-coercive power sources do not differentially influence high and low dependence retailers' economic and non-economic satisfaction, and economic and non-economic conflict. However, the economic satisfaction of low dependence retailers more strongly affects their long-term orientation than that of high dependence retailers. Also, the economic conflict of highly dependent retailers more strongly affects their long-term orientation as compared to low dependence retailers. Finally, the impact of non-economic conflict negatively influences a long-term orientation for both retailer groups.

• Journal of Global Scholars of Marketing Science
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• v.7
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• pp.375-390
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• 2001

Currently the super power of department stores over their tenants has mentioned in Korean apparel newspapers very often. It may be the one that the government in fashion industry has not delved into the relationship between department stores and their tenants. The aim in here is to look at the conceptual framework of power based on the retail power oriented and to explain current issues with its theoretical backgrounds. Due to the inherent of retailer power oriented, this study involves not only in French and Raven's power sources but also in positioning power source that is the ability of allocating the location and adjusting size of the store. 235 samples are tested through Lisrel. The results of statistical analysis show that: The power of department store over that perceived by the tenant has negatively influenced countervailing power of the tenant upon department store. The coercive power sources of department store have positively influenced the power of department store over that perceived by the tenant while the non-coercive power sources have not significantly influenced on it. The countervailing power of the tenant has positively influenced the non-coercive power sources of department store perceived by the tenant. On the other hand, the countervailing power of the tenant has not significantly influenced the coercive power sources of department store perceived by the tenant. The implication of these results is that the retailer oriented power sources and its implements differs from the manufacturer oriented ones in the framework of power. A great deal more research is required in order that the relationship between department store and its tenants can be better understood.

• The Journal of Economics, Marketing and Management
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• v.4 no.1
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• pp.9-22
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• 2016

This study tried to examine how interdependence, communication, and the exercise of power in cosmetics distribution channel would affect satisfaction. In this study we investigated the effects of their communication and the exercise of noncoercive power of department store (or mart). We conducted with managers of the shops which were entered to department store (or mart). 131 copies were collected and 119 copies were used for analysis after the exclusion of 12 copies. Brand image and sales policy influenced satisfaction, but customers were not statistically significant. In addition, communication in distribution path had the moderating effect on the relationship between interdependence and satisfaction, and on the relationship between interdependence and noncoercive power. Sales policy and brand image in the relationship between department store(or mart) and the shops opened inside are critical factors for satisfaction, but customers are highly likely to become a factor with different meaning.

• Journal of the Korean Institute of Electrical and Electronic Material Engineers
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• v.11 no.5
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• pp.413-417
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• 1998

In this paper, we investigate frequency dependance of inductance of FeCoB amorphous magnetic films. $(Fe_{1-x}Co_x)_{79}Si_2B_{19}$ was used as the basic composition of amorphous magnetic film having near zero magnetostriction. The amorphous magnetic films were fabricated with x=0.94 and x=0.95 by using sputtering method at high frequency. The films were anneald under non-magnetic field and near crystallization temperatures(30min at $280^{\circ}C$, 30min and 1hr at $400^{\circ}C$, respectively). As the results of the experiments with the fabricated films, the lowest coercive force was 0.084[Oe] at 400[W] of the input power and the crystallization temperature was $360^{\circ}C$ . In the case 30min at 40$0^{\circ}C$ the inductance value in the low frequency with x=0.95 was higher by 488% than that with x=0.94. The quality factor Q was below 0.7 for all samples. We obtained the highest quality value at 400[KHz] with 30min at $280^{\circ}C$ and x=0.94. The value was about 0.62. Also, the quality factor value was about 0.35 at 1[MHz] with 30min at $280^{\circ}C$ and x=0.95.

• The Journal of Information Systems
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• v.23 no.2
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• pp.1-23
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• 2014

Companies are required to have adequate understanding and awareness of a partner company within the supply chain, together with the understanding of the imbalance consequent on power types. Therefore, this study intends to look into the power types and make clear their influence on confidence & commitment and causal relationship that is linked to SCM user satisfaction. The concrete research results are as follows. First, the result showed that none of the behavioral coercive, high-handed reward, and relative legitimacy in terms of Mediated power had a significant influence on confidence and commitment. Like this, the result explains that there is a limit to forcibleness power in forming a continuous, long-term relationship. Second, business expertise, professional information and value reference in terms of Non-Mediated power were all found to have a significant influence on confidence and commitment. This could be judged as having an intention of aggressively accepting a partner company's expertise, information strength and imitable culture, etc. Third, both confidence and commitment was found to have a significant influence on SCM user satisfaction.

• Journal of Contemporary Eastern Asia
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• v.17 no.1
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• pp.5-26
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• 2018

Joseph S. Nye defined soft power as the power of attraction to affect the behavior of other states through the use of non-coercive instruments including culture, political values and foreign policy. Over the last two decades, environmental issues have grown in importance on the international agenda and become critical components of states' foreign policy-making. This paper aims to analyze environmental foreign policy as a soft power instrument focusing on two major rising powers: China and India. Traditionally, China and India had been reluctant to make any commitments in the field. However, they have shown greater willingness to act in global environmental governance in the past decade. They started playing more active roles in global climate change negotiations and supported a number of initiatives. Their current rise in global environmental governance has even been praised by the international community as the Paris agreement case demonstrated. This study evaluates China's and India's recent efforts in global environmental governance with a focus on climate change negotiations linking their constructive position to their soft power potential. It is argued that environmental issues are used by these two states as foreign policy strategy to gain more influence in international politics. This study finds out that China's climate-related environmental diplomacy has been more ambitious than that of India and thus has been closer to fulfill its potential as a soft power asset.

• Journal of Distribution Research
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• v.16 no.3
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• pp.1-32
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• 2011

I. Introduction: In Chinese electronics industry, the local wholesalers are still dominant but power is rapidly swifting from wholesalers to retailers because in recent foreign big retailers and local mass merchandisers are growing fast. During such transient period, conflicts among channel members emerge important issues. For example, when wholesalers who have more power exercise influence strategies to maintain status, conflicts among manufacturer, wholesaler, and retailer will be intensified. Korean electronics companies in China need differentiated channel strategies by dealing with wholesalers and retailers simultaneously to sell more Korean products in competition with foreign firms. For example, Korean electronics firms should utilize 'guanxi' or relational quality to form long-term relationships with whloesalers instead of power and conflict issues. The major purpose of this study is to investigate the impact of conflict, dependency, and influence strategies between local Korean-products-selling retailers and wholesalers on performance in Chinese electronics distribution channels. In particular, this paper proposes effective distribution strategies for Korean electronics companies in China by analyzing moderating effects of 'Guanxi'. II. Literature Review and Hypotheses: The specific purposes of this study are as follows. First, causes of conflicts between local Korean-products-selling retailers and wholesalers are examined from the perspectives of goal incongruence and role ambiguity and then effects of these causes are found out on perceived conflicts of local retailers. Second, the effects of dependency of local retailers upon wholesalers are investigated on local retailers' perceived conflicts. Third, the effects of non-coercive influence strategies such as information exchange and recommendation and coercive strategies such as threats and legalistic pleas exercised by wholesalers are explored on perceived conflicts by local retailers. Fourth, the effects of level of conflicts perceived by local retailers are verified on local retailers' financial performance and satisfaction. Fifth, moderating effects of relational qualities, say, 'quanxi' between wholesalers and retailers are analyzed on the impact of wholesalers' influence strategies on retailers' performances. Finally, moderating effects of relational qualities are examined on the relationship between conflicts and performance. To accomplish above-mentioned research objectives, Figure 1 and the following research hypotheses are proposed and verified. III. Measurement and Data Analysis: To verify the proposed research model and hypotheses, data were collected from 97 retailers who are selling Korean electronic products located around Central and Southern regions in China. Covariance analysis and moderated regression analysis were employed to validate hypotheses. IV. Conclusion: The following results were drawn using structural equation modeling and hierarchical moderated regression. First, goal incongruence perceived by local retailers significantly affected conflict but role ambiguity did not. Second, consistent with conflict spiral theory, the level of conflict decreased when retailers' dependency increased toward wholesalers. Third, noncoercive influence strategies such as information exchange and recommendation implemented by wholesalers had significant effects on retailers' performance such as sales and satisfaction without conflict. On the other hand, coercive influence strategies such as threat and legalistic plea had insignificant effects on performance in spite of increasing the level of conflict. Fourth, 'guanxi', namely, relational quality between local retailers and wholesalers showed unique effects on performance. In case of noncoercive influence strategies, 'guanxi' did not play a role of moderator. Rather, relational quality and noncoercive influence strategies can serve as independent variables to enhance performance. On the other hand, when 'guanxi' was well built due to mutual trust and commitment, relational quality as a moderator can positively function to improve performance even though hostile, coercive influence strategies were implemented. Fifth, 'guanxi' significantly moderated the effects of conflict on performance. Even if conflict arises, local retailers who form solid relational quality can increase performance by dealing with dysfunctional conflict synergistically compared with low 'quanxi' retailers. In conclusion, this study verified the importance of relational quality via 'quanxi' between local retailers and wholesalers in Chinese electronic industry because relational quality could cross out the adverse effects of coercive influence strategies and conflict on performance.