• 산경연구논집
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• 제14권9호
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• pp.21-30
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• 2023

Purpose: Focusing on the role of the special contract to collaborate the supply chain operations, this study investigates how the revenue sharing contract affects the performance of Vendor Managed Inventory (VMI). Research design, data, and methodology: The optimization model is formulated to represent two stage supply chain system where the supplier and retailer manage the operations to maximize their own profits. Three supply chain models including the traditional system, VMI, and VMI with revenue sharing contract are compared in the numerical examples. Results: According to the numerical analysis, the entire supply chain system has greater profit under VMI than the traditional system, while VMI alone sacrifices the supplier's profit. With the proper sets of revenue share ratio and wholesale price discount rate, VMI with revenue sharing contract results in the increased profit for both supplier and retailer compared with VMI alone as well as the traditional system. Conclusions: The numerical examples imply that VMI, when it is combined with the revenue sharing contract, can be the effective collaboration program that satisfies every supply chain member. To make VMI with revenue sharing contract to be fair to all supply chain members, they need to agree on the appropriate contract content.

• Industrial Engineering and Management Systems
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• 제11권2호
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• pp.165-169
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• 2012

There has been a growing interest in firms' environmental sustainability activities to improve environmental practices in their supply chain. This study aims to deal with supplier evaluation of firm's green supply chain management (GSCM) criteria with incomplete information. Nevertheless, the suitable supplier is a key strategic direction in eliminating environmental impact on supply chain management for manufacturing firms. The firm's GSCM criteria and supplier selection need to be unified as a system to improve the firm's performance.

• 경영정보학연구
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• 제3권1호
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• pp.191-203
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• 2001

The purpose of this research is to investigate success factors for supply chain management. According to the statistical analysis of 98 survey data, we find that the success factors mentioned in this literature(Supplier-Buyer relations, Inter-organizational Coordination, Planning & Control, Information Technology) positively affect the corporate performance. This research also indicates that supply chain management should be implemented according to dependent industrial characteristics and external conditions. We used three key environmental factors: (1) The product exchanged and its technology, (2) the competitive condition in downstream market, (3) capabilities of the suppliers available.

• Industrial Engineering and Management Systems
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• 제11권1호
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• pp.1-10
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• 2012

Supplier selection is an essential task within the purchasing function of supply chain management because it provides companies with opportunities to reduce various costs and realize stable and reliable production. However, many companies find it difficult to determine which suppliers should be targeted as each of them has varying strengths and weaknesses in performance which require careful screening by the purchaser. Moreover, information required to assess suppliers is not known precisely and typically fuzzy in nature. In this paper, therefore, fuzzy multi-objective linear programming (fuzzy MOLP) is presented under fuzzy goals: cost minimization, service level maximization and purchasing risk. To solve the problem, we introduce an enhanced two-phase approach of fuzzy linear programming for the supplier selection. In formulated problem, Analytical Hierarchy Process (AHP) is used to determine the weights of criteria, and Taguchi Loss Function is employed to quantify purchasing risk. Finally, we provide a set of alternative solution which enables decision maker (DM) to select the best compromise solution based on his/her preference. Numerical experiment is provided to demonstrate our approach.

• 산업경영시스템학회지
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• 제43권3호
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• pp.191-203
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• 2020

This study aims to present the differentiating factors of B2B salesperson competency through comparing the suppliers and buyers in Korean steel industry in their perception on the importance and priority of B2B salesperson competency. Based on previous studies, analysis on B2B salesperson competency has been analyzed using the B2B salesperson performance competency measure factors and appropriately reorganizing them for better application to the steel industry. The required performance competencies of B2B salesperson can be categorized into 3 different types, namely social exchange competency, advisory sales competency, and skill & knowledge competency. AHP analysis was performed for analyzing the relative importance of B2B salesperson competency based on the factors of previous studies, in which categorization of the aforementioned types had been done. As the result, first, it has been confirmed that there is a difference in 1st layer main factors between the supplier group and buyer group. The supplier group valued the advisory sales competency, while the buyer group valued skill & knowledge competency. Second, it has been proved that there is same result of relative importance in 2nd detailed factors between the supplier group and buyer group. Both group confirmed that customer member, identify customer needs and communication skill are very important factors. Third, as the result of analysis on the gap between B2B salesperson competency of the suppliers and buyers, the gap in the product knowledge and sales team member need improvement for buyer's satisfaction according to overall results of relative importance and priority. The steel supplier was able to develop B2B salesperson competency according to the buyers' needs based on the result of this study, and furthermore it is expected that this study will be able to contribute to increase in buyer competitiveness through differentiation in B2B salesperson competency.

• 산경연구논집
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• 제9권9호
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• pp.53-62
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• 2018

Purpose - The focus of this study is to investigate the structural influences such as brand value, relationship value, market orientation, long-term orientation, and performance. The effects of brand value and relationship value on the differences on transaction performance in b2b was investigated. Research design, data, and methodology - The subject of this study was a liquor and beverage distribution company that deals in b2b. The research hypothesis is based on literature of the preceding research analysis of brand value, relationship value, market orientation and long-term orientation. This study has constructs that was defined operationally by referencing previous studies. Operational questionnaire was used to investigate the target key staff who work in the liquor and beverage distribution company. 178 survey data were used for empirical analysis to prove the hypothesis. This study used structural equation techniques(AMOS) to prove the research hypothesis. Results - The main results of this empirical study were as follows. First, supplier's brand awareness has a positive effect on market orientation, but did not affect long-term orientation. Brand awareness of suppliers indicates that they are not directly related to long-term orientation. Second, supplier's brand image has a positive effect on market orientation and long-term orientation in b2b transaction. So, the brand image and reputation of the supplier suggest that it is important for the b2b transaction to have a market orientation tendency or a long-term orientation. Third, supplier's relationship value has a positive effect on long-term orientation, but does not affect market orientation. Relationship value indicates that they are not directly related to market orientations of the buyer. Fourth, Market orientation has a positive effect on long-term orientation and marketing performance and long-term orientation has a positive effect on marketing performance in b2b. Additionally, the buyers market and long term orientation are important factors in marketing performance in b2b. ' Conclusions - Based on empirical results, this study confirmed that brand image rather than brand awareness positively influenced long-term orientation as well as market orientation in b2b. Relationship value can be found in transactions, which is important for long-term orientation. Especially, these findings are suggestive in the consumer goods distribution market.

• 한국콘텐츠학회논문지
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• 제21권10호
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• pp.388-408
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• 2021

본 연구는 B2B맥락에서 공급기업의 CSR명성이 영업사원의 소진에 미치는 영향을 밝히고자 했다. 최근 B2B마케팅 연구들은 CSR이 기업성과에 미치는 영향에 주목하고 있다. 동시에 영업사원은 B2B마케팅의 핵심자원으로서 많은 연구들에서 다루어져 왔다. 하지만 B2B 맥락에서 CSR명성이 영업사원에게 주는 영향 메커니즘을 밝히는 연구는 아직 미흡하다. 이에 본 연구는 B2B CSR 효과에 관한 새로운 시각을 제공하는 것을 목적으로 영업사원의 소진을 도입하여 연구모형을 수립하였다. 본 연구에서는 공급기업의 CSR명성이 구매기업의 고객시민행동과 장기지향성을 증가시키고, 이러한 고객에게서 영향을 받는 영업사원은 낮은 수준의 소진을 경험할 것으로 예상하고 실증분석을 위해 양자적 자료(dyadic data)를 수집하였다. 고객기업의 구매담당자 161명은 공급기업의 CSR명성, 고객시민행동, 장기지향성을 평가하였고 이들을 담당하는 영업사원은 소진 경험에 대한 설문에 응답하였다. 분석결과 공급기업의 CSR명성은 2개의 다중매개 경로를 통해서 영업사원의 소진을 낮추는 것을 확인하였다. 연구의 결과는 CSR이 고객에게 주는 영향뿐만 아니라 영업사원의 소진으로까지 연결되는 통합적 메커니즘을 제시했다는 점에서 이론적 이해를 넓혔으며, B2B CSR의 전략적 활용에 대한 실무적 시사점도 제공하였다.

• International Journal of Quality Innovation
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• 제5권1호
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• pp.85-109
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• 2004

Supplier quality management (SQM) is considered as a proactive approach in the buyers' perspective to seek for continuous supply quality improvement and collaborative ongoing alliance between buyers and suppliers. Therefore, it is important for the buyers to understand their circumstances for managing their suppliers, and thereby to search for an improved way to rectify managerial deficiencies, if any. This paper aims to identify the critical factors of SQM, and then propose a hierarchical framework which can facilitate the assessment of their SQM performance in the buyers' perspective and also serve as a working tool for managing supply quality performance.

• 벤처창업연구
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• 제13권1호
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• pp.119-129
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• 2018

어느 때보다도 불확실해진 시장환경과 더욱더 복잡해지는 소비자의 요구는 신제품 개발의 중요성을 증대시키고 있다. 하지만, 점차 좁아지는 기술격차와 빨라지는 제품의 수명주기는 기업들로 하여금 외부조직과 연합을 통해 부족한 지식을 보완하는 현상을 가져왔다. 그러나 이러한 현상은 다른 조직과 지식의 교환과 조합이란 새로운 문제를 부각시키게 되었다. 신제품을 개발하기 위한 지식의 교환과 조합을 통해 가치있는 지식을 만들기 위해서는 지식 수령자의 흡수역량이 중요하게 고려되어야 하지만, 동시에 지식 전달자의 특징인 지식보호성향도 놓쳐서는 안된다. 하지만 이러한 요소를 동시에 고려한 연구는 매우 제한적이었다. 본 연구는 신제품 공동개발 과정에서 공급자의 흡수역량과 구매자의 지식보호성향이 신제품 개발성과에 어떠한 영향을 미치는지 알아보았다. 더불어 공급자의 흡수역량과 구매자의 지식보호성향의 상호작용효과에 대해서도 연구하였다. 이를 위해 신제품 공동개발이 자주 발생하는 자동차산업, 전자산업, 방위산업을 대상으로 자료를 수집하였으며 조절회귀분석으로 통계적 검증을 실시하였다. 연구결과 공급자의 흡수역량은 신제품 개발성과와 긍정정 관계가 있었으며, 구매자의 지식보호성향은 신제품 개발성과와 부정적 관계가 있는 것으로 밝혀졌다. 아울러 공급자의 흡수역량과 구매자의 지식보호성향이 신제품 개발결과에 상호작용 효과를 갖는 것으로 나타났다. 이러한 결과는 신제품 공동개발 시 공급자의 흡수역량이 중요한 요소로 작용하지만, 우수한 흡수역량을 가진 공급자라도 구매자가 지식 전달에 부정적인 자세를 가질 경우 신제품 개발성과에 부정적 영향을 미칠 수 있음을 시사한다.

• 유통과학연구
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• 제16권6호
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• pp.25-35
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• 2018

Purpose - Although marketing networks are crucial competitive advantage in terms of firm's new information and resource acquisition ability, their impact on new product development performance remains vague, especially under environmental uncertainty. The principal objective of this research is to provide a better understanding of effects of technological uncertainty and volume uncertainty on first tier supplier's perceived performance of new product development under conditions reflecting varying levels of structural holes. Specifically, this research examines the moderating effect of structural holes on the relationship between environmental uncertainty and new product development performance. Research design, data, and methodology - To test the hypotheses, a questionnaire survey was conducted with a Korean engineering firm's major first-tier suppliers in the context of internal network entities, manufacturer-supplier-subsupplier relationships, and to verify the proposed hypotheses, structural equation modeling was established. Construct measures were based on existing measures and previous research. Results - The survey results indicate that technological uncertainty and volume uncertainty differentially affect NPD performance under conditions of high and low structural holes. Conclusions - This study offer some theoretical and practical implications among distribution channel members, especially, this study suggests that interfirm networks have critical competitive advantage in uncertain environments. The distinctiveness of engineering industry might limit the generalizability of the results. Thus, future research should consider a wider range of industries.