• 제목/요약/키워드: Relational Trust

검색결과 143건 처리시간 0.027초

라이브커머스의 지각된 관계혜택이 소비자 신뢰 및 구매의도에 미치는 영향 (Effects of Perceived Relational Benefits in Live Commerce on Consumer Trust and Purchase Intention)

  • 박신영;신수연
    • 한국의류학회지
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    • 제45권3호
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    • pp.464-476
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    • 2021
  • This study empirically investigated the relationship benefits perceived by consumers from a live commerce channel and verified effects on trust in seller/product relationship and purchase intention to establish a strategy for a live commerce channel. An online survey was conducted among 204 women residing in Korea who had watched a video on fashion products shown by the NAVER Shopping channel. The perceived relational benefits from the live commerce channel were extracted into four groups: psychological, social, economic, and customerization benefits. Psychological benefits were found to have a positive effect on trust in seller but not trust in product. Social benefits and customization benefits had a positive effect on both trust in seller and product, but economic benefits had no effect. Trust in seller and in product had positive effects on purchase intention. Understanding consumer response in relation to perceived relationship benefits in live commerce can contribute strengthen consumer behavior research on live commerce channels. These results can guide fashion companies as they develop live commerce marketing strategies.

Time Lost forever: Relational bonds of watch manufacturers with retailers in India

  • AMAWATE, Vibhas
    • 유통과학연구
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    • 제19권5호
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    • pp.23-34
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    • 2021
  • Purpose: This study identifies the critical elements of relationship management required to be studied in distribution sciences to create a relational bond of watch manufacturers with their retailers in India. The offline watch retail market is undergoing a rapid transformation due to technology intervention in the product portfolio and the advent of online retailing. The study identifies the interrelationships amongst the constructs of interdependence, trust, affective commitment, and information exchange to form long-lasting relational bonds in the watch industry. Research design, data and methodology: We used a path analysis to investigate the relationship between interdependence, trust, affective commitment, and information exchange. Data has been collected from 143 watch retailers using judgmental sampling method. Results: The data analysis suggested the establishment of measurement and structural model. The absolute and relative goodness of fit models in the causal analysis are 0.628 and 0.959 suggesting a sufficient fit index. Based on the analysis of direct and indirect effects, the results indicate that trust fully mediates the effect of interdependence and information exchange of retailers with the manufacturer. Conclusions: Trust plays an important role in driving commitment and information exchange between watch manufacturers and retailers. Interdependence in the manufacturer-channel relationships would lead to affective commitment only when trust exists in the relationship. [AMAWATE, Vibhas.] in Web of Science and Scopus).

A Trust Model in a Distributor-Supplier e-Partnership: The Mediating Role of Perceived Risk

  • Kim, Jin-Baek
    • Asia pacific journal of information systems
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    • 제20권4호
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    • pp.1-23
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    • 2010
  • Some researches insist that, to participate in an e-partnership, a distributor needs a given level of trust to reduce the perceived risk of an e-partnership to his/her own threshold. However, other researches insist that if a distributor has only a given level of trust in his/her suppliers, irrelevant of the perceived risk level, he/she participates in the e-partnership. Thus, from the perspective of a distributor, this study built a trust model in which these two viewpoints were reflected. And then this study examined whether or not perceived risk mediates an influence of trust to e-partnership. The proposed trust model was tested with 265 questionnaires about a distributor-supplier e-partnership in food wholesale markets. The analysis results Indicated that perceived risk partially had a mediating effect between trust and e-partnership Intention. That is, of the two risk types, only perceived performance risk mediated an influence from competence trust to e-partnership intention. Relational risk did not play a mediating role between goodwill trust and e-partnership intention. This result Implies two managerial meanings. First, a distributor Intends to engage In e-partnership with his/her supplier, irrelevant of relational risk's level if goodwill trust level surpasses his/her own threshold. Thus, suppliers should concentrate more effort in developing goodwill trust than in reducing relational risk. To develop goodwill trust, they should endeavor to establish mutual interests and individual trust with their distributor, and to utilize institutional trust bases. Second, a distributor requires a certain competence In his/her suppliers to sufficiently reduce performance risk caused bye-partnership. Thus, to develop competence trust in e-partnership, suppliers should improve on any lack of competence and build a good reputation.

BtoB 관계에서 신뢰의 내용 및 대상 차원이 관계몰입 및 시민행동에 미치는 영향 (The Influence of the Nature of Trust on Commitment and Relational Citizenship Behavior in BtoB Exchanges Relationships)

  • 최지호;김재욱;이성근;한계숙
    • 한국유통학회지:유통연구
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    • 제9권3호
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    • pp.97-118
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    • 2004
  • 본 연구에서는 기업 간 관계에서 핵심 개념 중의 하나인 신뢰를 호의 및 역량과 같은 내용별 차원과 더불어 기업 신뢰 및 영업사원 신뢰와 같은 대상별 차원을 동시에 고려하여 이들 차원이 관계몰입 및 시민행동에 영향을 미치는 차별적 효과를 검증하였다. 수도권에 소재하고 있는 유통업체의 구매담당자를 대상으로 수집된 자료를 가지고 분석한 결과, 공급업체의 경우 역량 차원은 구매업체의 관계몰입에 유의한 영향을 미치고 있으며, 호의 차원은 유의하지 않은 것으로 나타났다. 반대로 영업사원의 경우 호의 차원은 구매업체의 관계몰입에 유의한 영향을 미치고 있지만 역량 차원은 유의하지 않은 것으로 밝혀졌다. 또한 관계몰입은 협력적 행동, 비불평성, 공익성과 같은 관계적 시민행동에 모두 유의한 영향을 미치고 있는 것으로 나타났다. 끝으로 이러한 결과의 이론적 및 실무적 시사점이 논의되고 연구의 한계점과 미래의 연구방향이 제시되었다.

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고객파트너십이 CRM성과에 미치는 영향에 관한 연구 - 관계시스템과 신뢰의 역할 - (The Impact of Customer Partnership on CRM Success and New CRM Success: The Role of Relational Systems and Trust)

  • 이현수;이유진;서영호
    • 품질경영학회지
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    • 제32권1호
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    • pp.21-39
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    • 2004
  • In recent studies, there has been much interest in the relationship between customer partnership and its effect on CRM success. Yet, there is little empirical work on it. This study empirically examines the relationship between customer partnership and CRM success in Korean companies. The findings indicate that the success of the relational systems(information technology and education/reward) is significantly related to trust to customer and customer partnership. The study also provides empirical evidence that trust and customer partnership is positively related to the new CRM success and the traditional CRM success.

컨설턴트의 친사회적 서비스가 관계적 배태성, 관계신뢰, 관계만족, 장기관계지향성에 미치는 영향에 관한 연구 (A Study on the Consultant's Pro-social Service Behavior on Relational Embeddedness, Relationship Trust, Relationship Satisfaction and Long-term Relationship Orientation)

  • 신동주;홍정완;유연우
    • 디지털융복합연구
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    • 제13권3호
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    • pp.95-106
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    • 2015
  • 본 연구에서는 이미 마케팅, 심리학 분야에서 연구가 활발히 이루어지고 있는 관계배태성 이론을 컨설팅 산업에서 적용해 보고자 하였다. 서비스 제공자의 다양한 노력과 친사회적 서비스가 고객관계와 그에 대한 효과에 대해 중요성을 확인해 보고자 하였다. 또한, 컨설팅 분야에서도 컨설턴트의 친사회적 서비스로 하여금, 고객과의 관계에 있어서 배태성이 적용되는지에 대한 확인을 하고자 하였다. 이를 통해 컨설팅 기업의 마케팅 방향을 제시하고자 함이 본 연구에 목적이다. 연구 결과를 요약하면 다음과 같다. 컨설턴트의 친사회적 서비스는 고객과의 관계신뢰, 관계만족에 긍정적인 영향이 있음을 검증하였고, 관계적 배태성은 관계신뢰와 관계만족에도 긍정적인 영향을 주는 것으로 확인되었다. 또한, 관계적 배태성과 관계신뢰, 관계만족은 장기적인 관계 지향에 긍정적 영향을 주는 것으로 확인되었다.

기업간 거래에서 정보기술을 활용한 전자적 협력의 범위와 선행요인에 관한 연구 (A Study on the Scope and Determinants of Electronic Collaboration based on IT in Interorganizational Relationships)

  • 최수정
    • Journal of Information Technology Applications and Management
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    • 제15권4호
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    • pp.159-188
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    • 2008
  • This study suggests strategies which can enable to creation of new opportunities of competitive advantages while operating a long lasting and consistent business with major trading partners, based on interorganizational information systems (IOISs) specially established and installed for interorganizational transactions. Nowadays, IOISs based mechanism having been widely expanded as a conventional business infrastructure for the interorganizational transactions and/or exchanges, it is customary difficult to obtain any strongly sound advantage over the competitors who have adopted even the simplest deployment of the IOIS mechanisms. In this connection, this study intends to investigate the interorganizational collaborative activities conducted by under the auspicious of IOISs, focused on the prospect of the exploitation of IOISs rather than the implementation of the IOISs. In this study, we, firstly, suggest the concept of Electronic Collaboration which can be defined by the collaborative activities conducted by IOISs, compared to the ones conducted on off-line. In addition, we suggest the Electronic Collaboration as a multi-dimensional concept, constituted by three sub-constructs, the Electronic Information Sharing (EIS), the Electronic Joint Activity (EJA), and the construction of the Electronic Relational Knowledge Store (ERKS). Secondly, we empirically verify the effects of relational and environmental determinants on the Electronic Collaboration. In this study, the relational determinants relate to the variables created in interorganizational relationship like Trust, Influence, Relational Specific Asset-asset invested for the transaction-, and Continuity of the relationship. On the other hand, the environmental determinants relate to the variables surrounding the relationship which are difficult to control. We consider Product Complexity, Technological Uncertainty, and Market Variability as the domain of the environmental determinants. To test our hypotheses, we conducted both paper-based survey and online-based survey. After refining the data with missing responses, a total of 150 data was used for analysis. The results were as follows : Firstly, it is statistically significant that the Electronic Collaboration is composed of EIS, EJA, and ERKS. In particular, the results imply that the firms are able to accumulate relational knowledge base as well as to exchange information or knowledge, and to conduct joint activities through effort to further expand the Electronic Collaboration. Secondly, we have verified the individual effects of the relational and the environmental determinants on the Electronic Collaboration. Product Complexity has been revealed as the most influential variable affecting the Electronic Collaboration. Next, Interorganizational Trust and Technological Uncertainty, in that order, have been seen to have significant effects on the Electronic Collaboration. In other words, when products or services seem to be difficult to standardize, and the core technologies seem to rapidly change, the need for the Electronic Collaboration increase. In addition, the observation dictates that the interorganizational trust turns out to be a critical variable in building a relationship and in seeking further collaboration. The results, further, illustrate that the environmental determinants are relatively more effective than the relational determinants, which is not consistent with a few prior researches relational determinants emphasized. It is because this study doesn't consider the size of the firm. A few researchers have given an emphasis on the relational determinants like trust and influence, especially from the perspective of small firms in interorganizational relationship. However, in our study, where all the sizes of the firms are contained, electronic collaboration is considerably affected by the environmental determinants.

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의료서비스에 대한 환자신뢰가 관계몰입에 미치는 영향 (The effects of Patient Trust on Relationship Commitment in Healthcare Settings)

  • 최진희;임정도
    • 보건의료산업학회지
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    • 제4권1호
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    • pp.1-10
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    • 2010
  • The purpose of this study is to investigate the effects of provider and consumer characteristics, and patient trust on relational commitment among healthcare customers of an university hospital, and to suggest some implications for improving customer relation management of hospitals. Data were collected from 250 patients of an university hospital located in Ulsan using structured self-administered questionnaire. Major result of the analysis is as follows: First, study variables are significantly varied by age and income among socio-economic factors. Second, assurance, and empathy among provider characteristics and customer satisfaction and reputation among consumer characteristics are found to be significant affecting factors on patient trust. Third, trust affects significantly both on re-visit and recommendation among relationship commitment, while reputation affects on re-visit and customer satisfaction and reputation affect on recommendation. Above results imply that relationship management strategy for enhancing patient trust is crucial to improve competitiveness of hospitals in turbulent competition environment.

국내 의류업체와 협력업체간의 관계결속이 장기거래관계에 미치는 영향 (The Effect of Relational Commitment on Long-Term Relationship among Domestic Apparel Firms & Cooperative Companies)

  • 황선진;조현주;변유선
    • 대한가정학회지
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    • 제45권2호
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    • pp.23-31
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    • 2007
  • The purpose of this study was to investigate relational commitment variables-trust & commitment- effect on long-term relationship between domestic apparel firms & cooperative companies. Also this study was to examine the significant of the relationship among communication, conflict, satisfaction, & trust & commitment. The data used to teat the model were collected in a survey from 172 domestic apparel firm's outsourcing managers & was analyzed by confirmatory factor analysis & path analysis. The major results of the study were summarized as follows: 1. Communication & conflict were found to be significantly related to the satisfaction. Also, communication hade a negative effect on conflict. 2. Satisfaction was found to be significantly related to trust & commitment. & the more trust the firms had with their cooperative companies, the more commitment the firms had in the outsourcing. 3. Trust & commitment were found to be significantly related to the long-term relationship.

구조적 및 관계적 사회 자본이 SNS 이용자 만족도와 지속적 정보공유 의도에 미치는 영향 (The Impact of Structural and Relational Social Capital on SNS User Satisfaction and Continuous Information Sharing Intention)

  • 김유정
    • 한국컴퓨터정보학회논문지
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    • 제19권12호
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    • pp.287-298
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    • 2014
  • 본 연구에서는 SNS 공간에서 사회적 자본이 어떻게 형성되고 이용되고 있는지에 대해 규명하고, 나아가 구조적 및 관계적 사회 자본이 이용자만족도와 지속적 정보공유의도에 미치는 영향을 조사하였다. 연구결과, 사회적 상호작용 연대감(구조적 사회 자본)은 관계적 사회 자본(SNS 사이트 신뢰, SNS 이용자 신뢰 및 상호호혜성)의 주요 결정 요인으로 검증되었다. 또한 관계적 사회 자본 중 SNS 사이트 신뢰가 이용자 만족도와 관련성이 높게 나타난 반면, SNS 이용자 신뢰 및 상호호혜성은 이용자 만족도와 관련성이 없는 것으로 나타났다. 마지막으로 관계적 사회 자본 중 SNS 사이트 신뢰, 상호호혜성은 지속적 정보공유 의도 형성에 중요한 역할을 하는 것으로 나타난 반면에, SNS 이용자 신뢰는 지속적 정보공유 의도와 관련성이 없는 것으로 검증되었다. 본 연구결과는 SNS 공간에서의 사회적 자본에 대한 학문적 연구와 실무적 시사점을 제공하고 있다.