• Journal of Distribution Research
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• v.4 no.1
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• pp.71-92
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• 1999

The basic purpose of this study is to investigate how the traits of the buyer-seller transaction-relationship relate to relationship performance, including relationship performance explicitly in the proposed model. The traits examined include relational norm, formalization, market uncertainty, and relationship investment. It is hypothesized that relational norm and formalization have positive impacts on relationships performance while market uncertainty has a minus impact. In addition, it is hypothesized that relational norm has a positive moderating impact on the effect of relationship investment--the investment and efforts for maintaining a relationship to relationship performance. A mail-survey to the manufacturers of machinery and equipment about their relationships with the parts suppliers was performed. Data provided a strong support for the hypotheses. As hypothesized, relationship performance and formalization generally had positive impacts on relationship performance and formalization generally had positive impacts on relationship performance while market uncertainty showed negative impacts. Also, there is a good evidence for the positive moderating effect of relational norm to the impact of relationship investment on relationship performance.

• Journal of Distribution Research
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• v.2 no.1
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• pp.115-141
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• 1997

This study examines the effects of economic and relational dimensions of supplier-distributor relationship on distributors intents to leave. A survey of 121 computer hardware distributors revealed that distributors commitment to the relationship and their transaction-specific investment would decrease directly the level of withdrawal intention. Other relational dimensions such as the procedural and distributive fairness, the morality of aspiration, and economic dimensions such as the transaction-specific investment made by the supplier and distributors expectations fo future performance increase indirectly the level of withdrawal intension via affecting either trust or commitment. The present study also found that perceived uncertainty and relative dependence might moderate the effects the economic and relational dimensions on distributors intents to leave. Relational dimensions, when compared to economic dimensions, tend to have stronger impacts on withdrawal intentions under high levels of uncertainty and relative dependence.

• International Journal of Contents
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• v.6 no.4
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• pp.69-78
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• 2010

In recent years, many leading corporations are actively adopting IT as competitive resources to improve productivity and processes efficiency with strategic alignments. In effect, IT investment also continues to increase. As a vast growth of IT investment, questions and criticism on recent IT investment results are also rapidly being raised. Especially, improper decision making and management on IT investment may cause negative impact on the company's reputation and finances, therefore companies need reasonable and wise investment decision making on new IT projects. This study applies the conceptual framework of IT governance to IT investment decision making cases to examine how IT investment governance influences the quality of IT investment decision making and how business-IT strategic alignment affects the quality of IT investment decision making. This paper contributes to identify the main factors for reasonable and effective IT investment decision making and expected to provide proper guidelines for IT investment decision making.

• Korean Management Science Review
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• v.9 no.1
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• pp.53-65
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• 1992

Decision Support System(DSS) is an advanced information system concept prevailing since 1980s. It supports managers' decision making activities by providing not only information but decision alternatives. It essentially consists of the components of database, modelbase and dialogue systems. With the development of its databases, POSCO needs a number of modelbases in establishing DSSs in various areas such as production planning and investment. This research particularly focuses on establishment of a mid-and long-range investment DSS and investigates the necessity and the problems of an investment DSS and the decision criteria for investment priority. We (1) propose a modelbase which uses the concepts of Analytic Hierarchy Process(AHP) and Zero-Base Budgeting(ZBB), along with an appropriate scoring method, database and dialogue system to support the investment manager in evaluating investment proposals ; (2) implement the system using relational database management system ; and (3) discuss the results of implementing the investment DSS.

• Knowledge Management Research
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• v.13 no.3
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• pp.37-54
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• 2012

The purpose of this study is to investigate determinants of partner opportunism in Korean discount store distribution channels. In addition, this study also try to examine moderating role of relational learning in the relationship. This study deals with transaction specific investment asymmetry, mutual hostages, payoff inequity, cultural diversity, and goal incompatibilities as determinants of partner opportunism. For empirical testing, 293 respondents of suppliers of discount store in Korea were surveyed and the analysis utilizing partial least square model indicated that TSI asymmetry, payoff inequity, and goal incompatibilities had positive effects on partner opportunism. On the other hand, mutual hostages had negative effect on partner opportunism. In addition, relational learning had moderating effect on the relationship between TSI asymmetry, mutual hostages, and payoff inequity and partner opportunism.

• Knowledge Management Research
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• v.10 no.2
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• pp.1-14
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• 2009

This study has investigated the effects of promoting and inhibiting factors on information sharing between buyers and sellers in Korean distribution industry. Based on intensive literature reviews, eight promoting factors(satisfaction, relational norms, trust, commitment, fairness, formalization, participation, transaction specific investment) and five inhibiting factors(opportunism, environmental uncertainty, conflict, concentration, monitoring) were included in the research model. For the purpose of empirical testing, 320 respondents of retailers in Korea were surveyed and the analysis utilizing structural equation model indicated that satisfaction, relational norms, trust, commitment, fairness, formalization, and participation had positive effects on information sharing. And concentration and monitoring had negative effects on it. However transaction specific investment, opportunism, conflict, and environmental uncertainty had no significant effects.

• International Commerce and Information Review
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• v.13 no.2
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• pp.121-148
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• 2011

Korean small and medium sized firms are dramatically expanding during the past two decades. Since small and medium sized firms begun to invest overseas to cope with the external and internal business environment. the influencing factors should defined for the successful foreign investment. This paper presents the research model explaining successful knowledge transfer between Korean small and medium sized firms and partners for foreign investment. This model examines investing companies' organizational characteristics, partners' learning capability and relational characteristics between two partners. Detail variables include the learning culture and codifiability of investing companies, and absorptive capability of partners, and communication and trust as a relational factors between investing companies and partners. The result of empirical analysis of sample companies shows that knowledge culture and codifiability of investing companies, and communication from the relational factors are important for knowledge transfer. These results provide some implications for the successful foreign investment of small and medium sized firms. Firstly the investing company should develop its own learning culture and internal procedure for the successful foreign investment. And frequent communication channel is necessary for knowledge transfer and the trustful relationship between investors and partner.

• Asia Marketing Journal
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• v.17 no.1
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• pp.123-148
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• 2015

Built on regulatory focus theory, this article develops a research model proposing the relationship between management controls (outcome, activity and capability), sales employees' prevention and promotion focus and their behavioral responses (feedback seeking from different sources and relationship investment). The model also suggests that salesperson perceived organizational fit (P-O fit) contributes by influencing the situational self-regulatory mechanism based on regulatory fit theory. To analyze the data, a structural equation model procedure using LISREL 8.5 was employed. To access the potential common method bias, the MV" marker method was applied using a scale theoretically unrelated to at least one scale in the analysis as the MV marker. The results showed that the greater the salesperson's perceived activity control system, the greater the extent of employee prevention focus. The findings also showed that output control and capability control system are positively related to the promotion focus of salespeople. Salespeople's prevention focus relates negatively to the relational investment and positively to organization feedback seeking. The results indicate that salespeople who have promotion focus exhibit the predicted positive influence on their relationship investment. A significant contribution of this research framework is suggesting salesperson regulatory focus as a mediator and its' effects on different types of sales-related behaviors. The author suggests that the motivational orientations of salespeople play key roles in shaping feedback seeking behaviors from different sources; broadly, that employees with a promotion focus will be more sensitive to customers' feedback, and employees with a prevention focus will seek more feedback from the organization. Furthermore, salespeople with a promotion focus will invest more resources to build relationships with customers than salespeople with a prevention focus. This research also explains the moderating role of person-organization fit on the effect of salespeople's regulatory focus and behavioral responses based on regulatory fit theory

• Proceedings of the Korean DIstribution Association Conference
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• 2005.11a
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• pp.53-83
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• 2005

This study focuses on finding out the determinants of relational quality between the supplier and the retailer in the Chinese cosmetics market. A total of 72 questionnaires were collected by surveying beauty shops which mainly do business with the foreign cosmetics suppliers in Shanghai area. The findings support the premise that a retailer's trust in a supplier is positively related to the retailer's commitment. Supplier's ability, guanxi and cultural sensitivity have positive impacts on trust. Formalization, supplier's specific investment and cultural sensitivity affect commitment positively. But the formalization is not significantly related to the retailer's trust. The guanxi is not found to be significantly related to the retailer's commitment yet.

• Journal of Korea Trade
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• v.23 no.6
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• pp.14-32
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• 2019

Purpose - This study is designed to provide new insights on trade claim management by typifying trade claims from a relational perspective, which defines trade as an organic combination that exchanges relationships based on a mutual goal instead of conflicts between obligations and rights of the contracting parties. Design/methodology - This is a phenomenological study that aims to typify trade claims based on a relational perspective and extract implications for trade claim management. The research procedures of this study are as follows. First, international commercial dispute cases applying the CISG are collected. Second, the cases collected are quantified through content analysis. The variables for quantification are developed based on a relationship perspective. Third, cluster analysis is conducted on coded data to typify cases. And finally, this study compares the characteristics of each type using analysis of variance and suggests implications for the strategic management of trade claims from a relational perspective. Findings - Results show that trade claims are divided into four clusters, depending on whether flexibility is accepted or not and which party violates mutuality. There is also a difference between the claimant and the cause of the claim, according to the cluster. Based on the results, this study suggests that the buyer and the seller should employ different strategies depending on the type of trade claim and presents proposals for strategic claim management. Originality/value - Firstly, this study extends the theoretical discussion on trade claims by applying relational contract theory. Prior studies on trade claims have been primarily based on traditional contract theory. The second is to analyze trade claims quantitatively. Prior case studies on trade claims have mainly relied on qualitative research. Finally, the study contributes to international commercial practice by typifying trade claims and presenting options for strategic management.