• The Journal of Information Systems
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• v.15 no.4
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• pp.23-53
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• 2006

The main purpose of this paper is to setup a integrated model and verify the integrated model for a customer loyalty in the internet shopping environments. The results of a structural equation model (SEM) using AMOS and LISREL include: First, hypothesis that Internet environment characteristics in outside factors has a positive effect on satisfaction, trust and commitment is partially supported. However, mutual communication to satisfaction, community to commitment and open-ubiquity to trust did not reveal a positive effect. Second, hypothesis that Internet showing mall environment has a positive effect on satisfaction is partially supported. However, transaction to commitment and transaction to trust did not reveal a positive effect. Third, hypothesis that relational benefits has a positive effect on both satisfaction and commitment is partially supported. However, confident honest to commitment and economic honest to trust did not reveal a positive effect. Forth, satisfaction trust and commitment have a strong effect upon loyalty. Fifth, satisfaction has a positive effect on trust and commitment. However, trust did not show a positive effect on commitment. Outside factors(Internet environment characteristics, showing mall characteristics, and relational benefit) partially revealed a positive effect on satisfaction trust, and commitment. Mediating variables such as satisfaction, trust, and commitment again have positive effect on loyalty. But, the relationship for trust to commitment did not reveal the significant effect in this study while other studies revealed significant effect.

• 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.

• International Area Studies Review
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• v.15 no.3
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• pp.3-28
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• 2011

The present study empirically tested hypotheses delineated from a proposed model of trust-forgiveness-performance of business services, Empirical data was collected from 506 business service companies in Korea, Japan and China. The structural equation model analysis confirmed the significant effect of forgiveness on relational performance and trust on forgiveness, and also found there exist meaningful cross-national differences and similarities both in intensity and directionality of the relations.

• Korean Journal of Culture and Social Issue
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• v.12 no.3
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• pp.85-127
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• 2006

This study examines the formation and change of relational trust among Korean adolescents using indigenous psychological perspective. Among adolescents, we examine the basis of trust of their parents, friends and teacher and also their trust in people and institutions. A total of 968 adolescents (227 elementary, 284 middle school, 213 high school, and 244 university students) completed a questionnaire that contains the Relational Trust Scale developed by Kim and Park (2004a), Generalized Trust Scale developed by Yamagishi (1998) and a scale measuring trust of people and institutions (Kim, Helgesen & Ahn, 2002). The results are as follows. First, adolescents trust their parents due to their sacrifice, followed by their counsel and advice, dependability, consanguinity and respects. They trust their teachers due to their counsel and advice, followed by respect, sacrifice, and mutual trust. They trust their friends due to their advice, followed by empathy, mutual trust, dependability, friendship and sacrifice. Second, trust of their parents are highest among the elementary school students and lowest for the middle school students and lower for older age groups. The trust in teachers are highest among the elementary school students and lowest among the middle school and university students. In contrast, trust in friends increase from elementary school students to older age groups. Third, among trust in people and institutions, they are highest for parents and family and lowest for politicians and political parties. Except for trust in friends, trust of significant others and institutions (family, teachers, neighbors, company executives and politicians) is highest among the youngest age group and it decreases with older age group. Fourth, Yamagishi's generalized trust was highest among the older age groups (high school and university students). The patterns of results for relational trust and generalized trust is different and it points to the importance of understanding trust from the indigenous psychological perspective.

• Journal of Digital Convergence
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• v.12 no.4
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• pp.227-235
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• 2014

Supply chain management for complex project requires continuous integration activities with the suppliers and subcontractors. This study proposes the firm performances, trust, relational norms, interfirm conflict and cooperation as major research variables, and collected the survey responses from the suppliers and subcontractors having experiences with complex projects. The statistical results indicate that the cooperation and conflict influence the firm performances, and that the inter-firm trust have some impact on the level of cooperation and conflict. It was also found that the inter-firm cooperation is influenced by relational norm. But on the contrary to our expectation, the relational norm has no significant impact on the inter-firm conflict. These findings may offer the significant implications leading to successful implementation of collaborative supply chain management in the context of project engineering area.

• Asia Marketing Journal
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• v.11 no.3
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• pp.31-56
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• 2009

As the competition intensifies and the market matures, marketers are more and more concerned with the relationship marketing. Many of the previous researches have pointed out that not all of the consumers are relationship-oriented. But none of the previous research has systematically investigated this issue. This research investigated the relationship among the three concepts: consumers' intrinsic characteristics, perceived importance of relational benefits, and relationship building intention with the salesperson. In this research the perceived importance of relational benefits is treated as mediating variable in the relationship between consumers' intrinsic characteristics and relationship building intention with the salesperson. The conceptual model in this study can be depicted as follows. From the consumers' perspective relational benefits can be defined as "the additional benefits consumers can receive in addition to core services through the long-term relationship with the service provider." And in this study two kinds of relational benefits are adopted by reviewing the previous research: confidence benefits and social benefits. Relational benefit received from the salesperson is very important to predict consumers' relationship building intention with the salesperson. The more relational benefits consumer wants from the salesperson, the more relationship building intention he/she has. From this point two hypotheses are derived as follows. Hypothesis 1: As the perceived importance of confidence benefit from the salesperson increases, the relationship building intention with the salesperson increases. Hypothesis 2: As the perceived importance of social benefit from the salesperson increases, the relationship building intention with the salesperson increases. In this study four individual characteristics(risk taking tendency, variety-seeking tendency, product knowledge, trust orientation) are hypothesized to influence the perceived importance of confidence benefits from the salesperson. And three individual characteristics(interpersonal orientation, price consciousness, trust orientation) are hypothesized to influence the perceived importance of social benefits from the salesperson. These 7 hypotheses are as follows. Hypothesis 3: As the risk taking tendency increases, the perceived importance of confidence benefits from the salesperson decreases. Hypothesis 4: As the variety-seeking tendency increases, the perceived importance of confidence benefits from the salesperson decreases. Hypothesis 5: As the product knowledge increases, the perceived importance of confidence benefits from the salesperson decreases. Hypothesis 6: As the trust orientation increases, the perceived importance of confidence benefits from the salesperson increases. Hypothesis 7: As the interpersonal orientation increases, the perceived importance of social benefits from the salesperson increases. Hypothesis 8: As the price consciousness increases, the perceived importance of social benefits from the salesperson decreases. Hypothesis 9: As the trust orientation increases, the perceived importance of social benefits from the salesperson increases. The whole model in this study can be depicted as follows: Data were collected from the 396 consumers who actually trade stocks through the salesperson and were analyzed using structural equation model. The analysis results show that consumers' perceived importance of relational benefits(confidence benefit and social benefit) play the roles of mediating variables in the causal relationship between consumers' inherent characteristics and their relationship building intention with the salesperson. As for the individual characteristics, the influences of variety-seeking tendency, trust orientation, and price consciousness are statistically significant. It was found that variety-seeking tendency has a significant negative effect on the perceived importance of confidence benefit, and that trust orientation has a significant positive effect on the perceived importance of both of confidence and social benefit. Finally it was also found that, on the contrary to the influence direction suggested in the hypothesis, price consciousness has a significant positive effect on the perceived importance of social benefit.

• Journal of Distribution Science
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• v.12 no.1
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• pp.5-12
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• 2014

Purpose - The general objective of this study is to explain the governance mechanisms of relational exchanges by considering both economic and relational factors. As regards the relationship between opportunism and governance mechanisms, opportunism was hypothesized as being positively related to the use of the authority mechanism, and negatively related with use of the trust mechanism. Research design, data, and methodology - Purchasing relationships between original equipment manufacturers (OEMs) and their component suppliers were chosen as the empirical setting. Purchasing specialists in each company, who interact regularly with suppliers and have the major responsibility for managing the exchange relationships with suppliers, were used as the respondents for this study. A mail survey methodology was employed to collect data in the final field survey. Results - As predicted, opportunistic behavior is found to be negatively related to the use of the trust mechanism and positively related to the use of the authority mechanism. Therefore, the result supports the proposed hypotheses. Conclusions - By integrating research streams, this study contributes to the marketing discipline by improving our understanding of when and why different mixtures of governance mechanisms are used.

• Journal of the Korean Institute of Educational Facilities
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• v.26 no.6
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• pp.3-17
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• 2019

During adolescence, youths may experience many unexpected changes due to sudden variances. At that time, youths were found to show rebellious or abnormal behaviors due to psychological wounds. These are often caused by psychological wounds oriented at home or at school, which may make some problems in adolescents' self-respect and attachment. In this study, we plan to conduct an analysis of the case of the interior therapy of educational facilities through TBRI (Trust-Based Relational Intervention) to discover how psychological therapy for youths is applied to an interior environment. The cases analysis are conducted based on the three principles of TBRI and the twenty seven detailed keywords within each principle. The research method is oriented on the research of literature focusing on TBRI-related external studies and domestic/external studies of interior therapy. The ranges of the case study are studied in six educational facilities retrieved and extracted from the website 'Archdaily' and from the 2019 Journal of the Korean Institute of Educational Facilities. The research article are concluded that TBRI's principles were applied to shape, finish material, color, lighting, furniture layout, plan layout, sculpture, and built-in-furniture by analyzing the interior therapy of educational facilities according to the elements of TBRI.

• Journal of the Korean Society of Clothing and Textiles
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• v.29 no.2
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• pp.328-339
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• 2005

The purpose of this study were to extract and empirically examine the effect variables on phase performance of relationship development process by identifying relationship development process between apparel store and customer. The questionnaires was asministered to 333 women frequency use of a department store, big shopping mall, discount store in Gwang-ju city during March 4-11, 2003. The data was analyzed by factor analysis, correlation analysis, and Structural Equation Model using LISREL 8.30 program. As the results, the perceived service quality with attractive factor of relationship explration phase direct positively influenced customer satisfaction among relationship expansion phases. However, relational benefit directly influenced customer satisfaction with the primary phase of relationship maintain as well as trust, customer commiment and long-term orientation. Also, customer satisfaction direct positively influenced trust, and customer' trust direct positively influenced customer commitment. Finally, the customer commitment direct positively influenced long-term orientation.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.15 no.4
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• pp.245-261
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• 2020

The aim of this study is to investigate the correlation between the support activities provided by the franchiser and how they affect the intention of the contract renewal and business performances made by franchisees, developing dynamic trust between these transactional partners. Various supportive activities between franchiser and franchisees were divided into financial and non-financial activities and dynamic trust into Transitional-based trust, Calculative-based trust, Relational-based trust, and Balanced-based trust. These trust types, which are variable and adjustable based on the opportunistic behaviors of business parties, were applied to define the impact of the support activities on the contract renewal intention and the performances. This study was developed around domestic franchisees. An investigator visited business owners and manager level-employees, explained the purpose of the survey prior to the response, and the answers were directly written by hands. A total of 348 copies were used for the analysis. As the results of the analysis, first, financial support activities were found to have a positive(+) effect on transitional-based trust, calculative-based trust, and balanced-based trust. On the other hand, non-financial support activities were found to have a positive(+) effect on calculative-based trust, relational-based trust, and balanced-based trust, and there was no significant relationship on transitional-based trust. Second, the dynamic trust had a statistically significant positive(+) effect on inducing the contract renewal. Lastly, in the relationship between the dynamic trust and its impact on business performances, only transitional-based trust, and relational-based trust were found to have a positive(+) effect on the financial performances. In addition, relational-based trust showed a meaningful positive(+) relationship on the non-financial performances, and non-financial performace showed a meaningful positive(+) relationship on the re-contract intention. From the results, it can be concluded that the financial and non-financial activities for a win-win partnership between franchiser and franchisees are essential in not only forming dynamic trust but also boosting business performances as well as maintaining the business relationship. Thus, it suggests that building a win-win partnership can be promoted more efficiently by specifying activities best suitable for a particular relationship. In addition, a specific set of activities could be presented for establishing the level of trust that is formed in situations that vary depending on transaction risks and interdependency arising from having the transactional relationship based on the contract as the franchise industry features. Eventually, it is expected that this study can provide a way to promote the qualitative improvement of the franchise industry by identifying factors essential to establishing a sustainable win-win system and relationships that can improve the business performance of franchisees.