• 한국유통학회지:유통연구
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• 제4권1호
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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.

• 한국유통학회지:유통연구
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• 제2권1호
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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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• 제6권4호
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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.

• 경영과학
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• 제9권1호
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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.

• 지식경영연구
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• 제13권3호
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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.

• 지식경영연구
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• 제10권2호
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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.

• 통상정보연구
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• 제13권2호
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• pp.121-148
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• 2011

우리 중소기업의 사업규모는 지난 20년간 질적인 면과 양적인 변의 동반성장을 거듭하여 왔다. 최근에는 우리나라 전체 사업체수의 99.9%를 넘어서고 있으며 산업 부가가치총액 측면에서도 50% 수준에 이를 정도로 비약적으로 신장되었다. 중소기업이 국가경제에서 차지하는 비중이 높아짐에 비례하여 해외투자 규모도 역시 동반 성장하고 있다. 특히 세계경제가 개방화되고 블록경제가 심화되는 추세와 더불어 임금상승, 통상마찰 증대 등 대내외 환경변화 속도도 가속화되고 있어 이제 중소기업의 해외 진출은 생존 번영을 위한 핵심적 전략으로까지 부각되고 있다. 본 연구에서는 중소기업의 성공적인 해외진출을 위한 전략적 도구의 하나인 지식이전에 대하여 고찰하였다. 특히 해외 현지기업으로의 성공적인 지식이전에 영향을 미치는 요인을 파악함으로써 우리 중소기업 해외진출에 도움을 줄 수 있는 시사점을 도출하였다. 해외 진출 경험이 있는 표본 중소기업에 대한 실증분석 결과 국내기업과 해외 현지기업간의 커뮤니케이션 요인이 성공적인 지식이전에 유의한 영향을 미치는 것으로 확인되었다. 결론적으로 해외 진출을 계획하거나 추진 중인 중소기업은 성공적인 해외투자를 위해 경제적 수익성 모델 검토와 커뮤니케이션 모델 검토를 병행할 필요가 있다. 구체적으로는 본사의 조직 문화와 관련 업무 프로세스를 명문화하는 제도적 장치를 보완하고, 협력업체와의 원활한 커뮤니케이션 채널 구축이 필요하다.

• Asia Marketing Journal
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• 제17권1호
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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

• 한국유통학회:학술대회논문집
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• 한국유통학회 2005년도 추계학술대회 발표논문집
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• pp.53-83
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• 2005

본 연구는 중국 화장품 시장에서 외국계 공급업체와 자국내 소매업체간 관계의 질에 영향을 미치는 변수들을 규명하는데 초점을 맞추었다. 연구대상은 중국 상하이 지역에서 외국 화장품 공급업체와 주로 거래하고 있는 뷰티샵으로 선정하였다. 연구결과, 거래 파트너의 신뢰형성은 상대방에 대한 결속을 강화하고 있다. 신뢰에 영향을 미치는 변수는 공급업자의 능력, 관시, 문화적 민감성으로 나타났다. 결속에 영향을 미치는 변수는 공식화, 공급업체의 거래특유투자 및 문화적 민감성으로 나타났다. 공식화가 신뢰에 긍정적인 영향을 미치는 가설은 기각되었다. 관시가 신뢰에는 긍정적인 영향을 주지만 결속에는 직접적인 영향을 미치지 않았다.

• Journal of Korea Trade
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• 제23권6호
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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.