• 유통과학연구
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• 제13권11호
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• pp.47-58
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• 2015

Purpose - This study aims to seek determinants of department store sales commission rates under consignment contracts based on transaction cost theory, the power-dependence view, and the resource-based view. A consignment contract is a unique contract where the retailer, over a given period, takes possession of goods owned by a supplier, promotes the sales of these goods, and receives a profit share from their sales. Under this contract, the supplier owns the goods until they are sold. In department stores in South Korea, over 70% of overall sales comes through consignment contracts. In other words, this is the most popular contract agreement between large retailers and vendors in South Korea. Consignment contracts yield high profits to department stores with minimal sales uncertainty, stock cost, and marketing investment. Many suppliers believe the consignment contract commission rates are too high. However, department stores disagree. They state that the commissions are not high as they generate new value for the suppliers by accumulating up-to-date merchandise and supporting various marketing programs on their behalf. Recently, consignment contracts have been critically examined and scrutinized by politicians, mass media, and the public of Korea. This study further intends to derive implications reflecting both buyer and seller perspectives as well as offer insights to policy makers in making appropriate decisions. Research design, data, and methodology - To verify the proposed research model and test hypotheses, the authors selected 164 suppliers, which currently have relationships with department stores. This study carefully investigated the reliability, content validity, convergent validity, and discriminant validity of the proposed model. The data were analyzed using SPSS 18.0 and AMOS structural equation modeling program Results - For the transaction cost theory and the power-dependence view, the results indicated that product diversity and demand volatility had a positive impact on the sales dependence on a department store. Dependence in turn had a positive effect on the sales commission under the consignment contract. Based on the resource-based view, the department store's marketing capability, the supplier's perception toward merchandising, and supporting activities could enhance the department store's channel leadership in the buyer-seller relationship. Subsequently, the channel leadership had a positive effect on the sales commission. However, product complexity had no relationship with department store dependence. Conclusions - This is the first empirical research that investigates the determinants of sales commissions under consignment contracts in the domestic retail industry. This study reveals several theoretical and practical implications for both marketing scholars and marketers. In terms of theoretical implication, this study integrated and enlarged certain theoretical background, such as transaction cost theory, the power-dependence view, and the resource-based view, to explain the determinants of sales commissions under consignment contracts that include sales revenue. From a business management viewpoint, this research offers useful insights for policy makers by applying two different perspectives, both the manufacturer and the retailer, in terms of the sales commission issue under a consignment contract.

• 한국유통학회지:유통연구
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• 제8권1호
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• pp.1-19
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• 2003

본 연구에서는 산업재시장의 특성상 구매자-공급자 관계 형성요인이 나아가 그들의 거래성과에 영향을 미칠 것이라는 가설을 세우고 그 동안 이 분야의 연구에서 많이 다루어지지 않았던 구매자-공급자 관계와 마케팅 성과와의 관계를 고려하여 시장에서의 거래관계가 기업운영의 관계적 성과에 어떤 영향을 미치는지를 함께 분석하고자 하였다. 연구결과 산업재 거래관계에서 기회주의 성향, 거래특유투자, 기술수준, 환경불확실성과 같은 거래특성요인이 구매자와 공급업자간의 몰입이나 신뢰라는 결과변수를 통하여 거래성과에 미치는 영향을 실증 분석하였으며 몰입의 수준이 경제적 성과와 관리적 성과 모두에 긍정적인 영향을 주는 것으로 나타났다. 결국 구매자-공급자 거래관계에 영향을 미치는 주요변수들과 이에 따른 거래 성과를 비교 분석하고 연구에 따른 경영관리적 의미와 시사점도출을 통하여 보다 더 효과적인 산업재 거래를 향한 이론적, 실무적 틀을 제공해 줄 수 있다는 데서 본 연구결과의 의의를 찾아볼 수 있겠다.

• 한국유통학회지:유통연구
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• 제16권3호
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• pp.77-104
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• 2011

본 연구는 판매원 신뢰의 차원을 신용과 호의로 구분하여 이들이 기업충성도에 미치는 영향이 업종과 개인주의에 따라 달라짐을 실증하였다. 제품 구매에 있어 판매원의 역할이 상대적으로 중요한 역할을 하는 대표적 업종인 자동차와 보험 산업에서 구매(가입)경험이 있는 중국 소비자 1,060명을 분석 대상으로 하였다. 분석 결과, 판매원 신용과 호의 모두 기업 충성도에 유의한 영향을 미치는 것으로 확인되었다. 또한 판매원 신용은 보험 업종에서 기업 충성도에 더 큰 영향을 미치는 것으로 나타났으며, 반대로 호의는 자동차 업종에서 기업 충성도에 더 큰 영향을 미치는 것으로 확인되었다. 한편, 개인주의의 조절효과 분석 결과 개인주의적 성향이 낮은 소비자일수록 판매원 호의가 기업 충성도에 더 큰 영향을 미치는 것으로 확인되었다. 끝으로, 이러한 결과의 시사점에 대해 논의하였고, 연구의 한계점과 더불어 향후 연구방향을 제시하였다.

• 통상정보연구
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• 제7권3호
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• pp.195-212
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• 2005

International trade has been changed from traditional trade to e-trade due to the fast expanding of information technology like e-marketplace, EDI (Electronic data interchange) using Internet since mid of 1990's. e-Trade, as a new trade method, could handle every trade procedure such as market research, contract, customs clearance, logistics and payment using IT like internet without restriction of time and space. The evolution of transaction-based business model is upon us. The business models of many e-Marketplace in their early stages have typically been based on transaction fees. Many e-Marketplaces have even called out transaction revenues as a core element of their business plans. The transaction business represents the most simple of business models, but it does not provide a long-term sustain able advantage. For buyer's convenience, wide selection and test price hold appeal. For suppliers, the extended global market reach and direct access to customers and consortiums of customers is powerful. To maximize leverage of these new e-marketplace, you must from both a buyer perspective as well as a supplier perspective. Also required is a strategy that takes in account all of the various e-Marketplace transaction standards and one that allows the easy accomodation to new e-marketplace as the market change. These new e-marketplace will need to be factored into the sales channel strategies. To be successful, integration with these e-marketplaces should occur at a complete business process level. This study would suggest on the role of buyers and sellers for e-trade which could maximize effect of e-trade in order to cope with rapid changing IT environment and global trade environment. Therefore, this study suggests top priority tasks for implementing on the specialization strategy of e-trade process.

• 한국전자거래학회지
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• 제19권1호
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• pp.43-61
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• 2014

본 연구는 공급망 운영에서 가장 기본적이고 필수적인 연구 분야인 공급자의 선정과 수요의 할당 문제를 해결하기 위한 방법으로 게임이론을 적용하였다. 특히, 가장 보편적으로 사용되고 있는 점진적 역경매 메커니즘을 비율적 형평성을 보장하는 구매 게임 방식과 공급망 전체 운영의 수익성이라는 관점에서 비교 분석하였다. 서로 다른 두 메커니즘의 정교한 비교 분석을 위한 전체 알고리즘을 제시하였으며, 구매게임을 이용한 공급자 선정 및 주문 배분의 최적해는 유전자 알고리즘을 통해 도출하였다. 전체 공급망의 수익성은 공급자와 구매자의 수익함수와 수익-비용 비율을 통해 평가하였다. 실제 현실의 공급망을 단순화한 모형을 바탕으로 본 연구에서 제안하는 방법이 전체 공급망의 수익성을 어떻게 향상시킬 수 있는 지를 간단한 실험과 통계 분석을 통해 설명하였다. 이를 통해 구매게임의 해가 역경매 방식에 비해 구매자의 수익성 감소를 통해 공급자와 구매자를 모두 포함하는 공급망 전체의 수익성을 크게 향상시킬 수 있음을 보였다.

• Asia pacific journal of information systems
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• 제15권4호
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• pp.135-152
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• 2005

As the most widely used media of BtoB e-business, the e-Marketplace can be a way of BtoB e-buisness continuously in the age of c-Commerce with the functional collaborative integration between the e-Marketplace and corporate systems. Moreover, collaborative operations like QR, VMI and so on have shown a great efficiency in the area of BtoB supply chain management. However, some critical considerations are discussed in the selection of trade partners between the e-Marketplace and the SCM. In e-Marketplaces, the intermediation to select partnersusually focuses on the competitive process for lower price. However, in the SCM, the relationship with strategic alliance is more importantly addressed for efficiency. Considering the trend to c-Commerce in Internet commerce, the approach to the collaborative relationship in BtoB commerce has important meanings. In this paper, we proposed and appraised an architecture where the e-Marketplace can be an elelctronic functional method for the relationship based BtoB e-business from the viewpoint of SCM and c-Commerce.

• 품질경영학회지
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• 제40권2호
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• pp.156-165
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• 2012

The objective of this study is to identify the critical dimensions of comprehensive quality and to prioritize them for improvement of the quality competitive advantage. The critical dimensions, sub-dimensions and measurement items of comprehensive quality were abstracted from literature of quality, and constructed a model of hierarchical structure. 115 experts in four groups(supplier, buyer, consultant, and professor) were participated in pair-wise comparison of quality dimensions, but some of these responses were removed because the overall consistency of evaluator judgements exceed the acceptable ratio of 0.10. The priorities of quality dimensions for industrial and consumption goods were calculated respectively using the analytic hierarchy process(AHP) approach. As a result, product quality had the highest weight of 0.65, followed by support quality(0.18) and service quality(0.17) for industrial goods while product quality also had the highest weight of 0.62, but service quality(0.22) was preferred over support quality(0.16) for consumption goods.

• 한국전자거래학회:학술대회논문집
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• 한국전자거래학회 2003년도 종합학술대회 논문집
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• pp.172-177
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• 2003

As the electronic commerce in industry is spreading rapidly, the invitation and investment of e-marketplace is becoming a necessary condition for the industry's competition power insurance and existence. The successful conditions of e-marketplace are many supplier, many buyer, a globalism through the association and cooperation of a foreign marketplace. For that, the connection action inter industries and marketplaces is very necessary, In a condition of the study about the systematic connection type's classification is not exist, the paper aims at classifying the connection type that influences of e-marketplace playing a leading role. So, the connection type classifies into the list offering type, the trade mediation type, the supplementation type, the collaboration type, the information linking type. When we go ahead with a e-marketplace's plan, the paper will guide how to approach and analyze it.

• 대한산업공학회지
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• 제30권1호
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• pp.1-10
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• 2004

Advance in Internet technology has changed traditional production planning and control methods. In particular, collaborations between participants in supply chains are being increasingly addressed in industry for enhancing chain-wide productivity. A representative paradigm that emphasizes collaboration in production planning and control is CPFR(Collaborative Planning, Forecasting and Replenishment). In this paper, we present a multi-agent system architecture that supports the collaborations specified in CPFR. The multi-agent system architecture consists of event manager, data view agent, business rule agent, and collaboration agent. The collaboration agent systematically controls negotiation between supplier and buyer with the aid of collaboration protocol and blackboard. The multi-agent system has been implemented with EJB(Enterprise Java Beans).

• 한국정보시스템학회지:정보시스템연구
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• 제23권2호
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• pp.25-47
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• 2014

Based on the levels of inter-organizational information flow and the degrees of suppliers' power, this study aims to develop a framework useful for classifying four types of the buyer's e-commerce strategies in manufacturing firms: e-marketplace, e-partnership, e-procurement and supplier's e-marketplace (e-distribution). We adopted a multi-methodological approach by mixing both qualitative and quantitative methods. After developing a framework, through the cases of Cisco, JAL, Toyota Motor, KIST, AMP, and 3M, this paper aims to confirm the actual existence of the four forms of e-commerce. The results from the cases supported the four types of e-commerce strategies in manufacturing firms. With the empirical data, we also demonstrated the configuration of the framework and the four types of e-commerce strategies, and identified the characteristics (i.e., size, age, actual adoption rate of the each type of e-commerce, and supply-chain performance) of the organizations employing each strategy.