• 한국정보시스템학회:학술대회논문집
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• 한국정보시스템학회 2005년도 추계학술대회 발표 논문집
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• pp.381-387
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• 2005

As the most widely used media of BtoB e-business, the e-Marketplace (EM) can play an important role in the age of c-commerce (collaborative commerce). In supply chain management (SCM) area, the relationship-based collaboration among partners has shown great efficiency. Although the collaboration is important in both areas of EM and SCM there has been a critical difference in the selection of trade partners between them. In this paper, the EM's collaborative stages for integration with its customer system are reviewed and a system architecture is proposed for EM's electronic functional role within the perspective of collaborative commerce and buyer-supplier relationship. The relationship-based BtoB commerce through EM is reviewed to explain that it can be more beneficial than the commerce based on the price competitive selection of trade partners. With the proposed system architecture, an EM can be the functional medium for the collaborative IOIS system architecture.

• 한국경영과학회:학술대회논문집
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• 한국경영과학회 1998년도 추계학술대회 논문집
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• pp.83-86
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• 1998

In many industries, competitive advantage is rapidly shifting to the management of suppliers. Especially, in the automotive industry, suppliers' manufacturing performance influences the quality of automobiles which are assembled by motor companies. This study seeks to identify dominant types of buyer-supplier relationships and to examine suppliers' performance difference according to types of buyer-supplier relationships. The findings indicate that the supplier's production performance in the cooperative relationship is higher than that of the suppliers in the other relationships. And then this study examines the relationships between interfirm asset specificity and suppliers' performance. The findings indicate that the greater the interfirm human asset cospecialization and physical asset specialization, the higher the supplier's market and production performance.

• 한국벤처창업학회:학술대회논문집
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• 한국벤처창업학회 2007년도 추계학술대회
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• pp.291-325
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• 2007

• 통상정보연구
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• 제18권4호
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• pp.285-310
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• 2016

본 연구는 복잡한 공급사슬에서 1차 협력사의 공급사슬통합에 초점을 두고 있다. 즉, 1차 협력사와 공급기업(2차 협력사)과의 전략적 운영적 통합 그리고 1차 협력사와 구매기업(완제품업체)의 전략적 운영적 통합이 1차 협력사의 운영성과(유연성)에 미치는 영향을 실증적으로 규명하고 있다. 이를 위해, 1차 협력사에 해당하는 284개 기업을 대상으로 구조방정식(PLS)을 이용하여 신뢰성, 타당성 및 경로를 검정하였다. 분석결과 1차 협력사와 이해당사자들(완제품업체와 2차 협력사)의 운영적 통합은 생산 프로세스 유연성에 긍정적 영향을 미쳤다. 한편, 1차 협력사와 완제품업체와의 전략적 통합은 생산 유연성에 정의 영향을 미쳤지만, 1차 협력사와 2차 협력사와의 전략적 통합은 생산 유연성에 부정적 영향을 미쳤다. 마지막으로 1차 협력사의 생산 프로세스 유연성은 자사의 생산 유연성에 긍정적 영향을 미쳤다. 본 연구의 시사점은 공급사슬통합의 수준과 범위 그리고 기업 성과에 직 간접적인 영향을 세분화하여 규명하였다는 점에서 의의가 있다.

• 경영과학
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• 제25권1호
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• pp.11-27
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• 2008

Through collaboration between buyers and suppliers, their companies try to achieve their own objectives and competitive advantages. And it is known that trust between them also would influence the effects of collaboration, which would increase their performances. In this study, above three domains of constructs : trust, collaborative behavior, performance are handled. From gathering data about a mobile networks industry and building a research model, we acquire the results of the study. Through nine hypotheses, the study show the results. The end of this paper describes managerial implications for collaborative performance and SCM strategy.

• 한국중재학회지:중재연구
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• 제31권4호
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• pp.99-117
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• 2021

In this study, the effect of reducing and increasing factors in relationship conflict on the relationship exit between auto parts suppliers and buyers was analyzed based on transaction cost theory and relational exchange theory. As a result of the hypothesis test, Hypothesis 1, which states that relationship commitment will hurt relationship exit, and Hypothesis 3 that replacement will harm relationship exit were supported. In addition, Hypothesis 2 which states that transaction-specific investment will positively affect relationship exit was not supported. The theoretical and practical implications of this study are as follows. This study has identified the antecedents of relationship exit by comprehensively applying the transaction cost theory and relational exchange theory. In addition, this study can identify what a company should manage specifically to lower conflict and relationship exit by identifying the antecedents of relationship exit. The limitations of this study and the directions for future studies are as follows. First, not all of the antecedents of relationship exits between auto parts suppliers and buyers have been extensively investigated in the viewpoint of the transaction cost theory and relational exchange theory. In the future, it is necessary to identify additional factors. Second, the study was conducted only from the supplier's viewpoint. In future studies, it is expected that more accurate research results can be obtained by simultaneously examining the supplier's point of view and the buyer's point of view.

• 산경연구논집
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• 제9권4호
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• pp.53-62
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• 2018

Purpose - In the development of new products, suppliers involvement and developing products jointly can be said to be strategic activities that utilize the lack of knowledge from external organizations. In this new product development, supplier involvement has been proven to have a positive impact on new product development performance for a long time by previous research. However, sufficient academic research has not been conducted on the influence of supplier involvement in various product strategies or sales strategies that buyers make in order to secure a competitive advantage in the market. This study argues that product strategy and sales strategy used by buyers in the development of new products will control the effect of supplier involvement on new product development performance in order to compensate the lack of these academic aspects. Research design, data, and methodology - Specifically, we selected the modularization strategy of the product as the product strategy, which is considered as an important strategy in the new product development through the preceding research, and the mass customer satisfaction strategy was chosen as the sales strategy. In order to achieve these research objectives, regression analysis was conducted using data from manufacturing productivity panel collected jointly by the Ministry of Industry, Trade and Industry and the Korea Productivity Center. Results - As a result, supplier involvement and new product development performances (development cost efficiency, customer satisfaction) were positively related. The product modularity strategy proved to have an interactive effect on the relationship between supplier involvement and new product development performances (development cost efficiency, customer satisfaction). However, it has not been confirmed that there is a statistically significant interaction effect between supplier involvement and new product development performances. Conclusions - Supplier involvement has positive relationships with NPD performance. In addition, product modularity strategies have interaction effects with supplier involvement and affect new product development performance (development cost efficiency and customer satisfaction). The results of this study are of academic significance in the case of lack of empirical studies on the effect of supplier participation on the effect of buyer 's strategy when a supplier participates and develops new products jointly.

• 대한지리학회지
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• 제48권5호
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• pp.667-685
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• 2013

본 연구는 부산시 물류창고업을 대상으로 구매자-공급자간 관계에서 신뢰의 결정요인이 기업의 성과에 미치는 영향을 밝히는데 목적이 있다. 이를 위해 설문자료를 이용하여 선형 회귀의 제한 점을 처리하는 AVAS 변환 분석을 하였으며 그 결과는 다음과 같다. 첫째, 기업의 성과는 "장기적 반복적 상호작용", "지리적 근접성", "기업의 문화 및 규범과 공식적 제도" 등의 요인과 대체적으로 정(+)의 비례관계를 형성한다. 둘째, 기업의 성과는 "정보공유와 호혜성"과 체증적 정(+)의 관계를 보인다. 마지막으로, 기업의 성과는 "상호의존과 자산전용성" 및 "불확실성 제거"와는 체감적 정(+)의 관계를 형성한다. 이러한 결과는 신뢰와 기업의 성과 간 관계는 구매자-공급자 관계에서 신뢰의 중요한 요인인 신뢰 결정요인에 의해 결정되며, 기업의 성과에 대한 신뢰 결정요인의 영향은 신뢰 결정요인의 수준에 따라 다르게 나타남을 보여준다.

• 한국경영과학회:학술대회논문집
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• 한국경영과학회 2000년도 추계학술대회 및 정기총회
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• pp.95-98
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• 2000

The rapid expansion of the WWW is well known and has huge potential for enabling companies, large and small, to gain new marketplaces globally at low cost, or to be disintermediated by others doing so. A totally new competitive environment opening up new opportunities is upon us. As a result, the electronic commerce is growing quickly and the importance of electronic marketplace is emphasized. From the view of SCM, applying the business-to-business electronic commerce to the relationship between firms is expected to make major changes. This study focuses on the effects of the introduction of web-based purchasing systems on the buyer-supplier relationship. We conduct a case study on the Korean firms The major findings of this study are summarized as follows. First, in introductory phase, some buying firms fail to design the appropriate mechanism for business relationships. It can weaken the cooperation between buyers and suppliers. Second, for critical or customized parts, it is possible to gather the information about potential suppliers and to make business relations using it. Third, using web-based purchasing systems, capable suppliers can take more opportunities to leverage its competence for business relations. So we can expect the positive feedback.

• Asia Marketing Journal
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• 제8권1호
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• pp.49-76
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• 2006

본 연구에서는 비즈니스서비스 공급-구매 상황에서 공급자의 시장지향성이 수혜자의 소싱과정과 구매성과에 미치는 영향을 국내 지식기반서비스(knowledge-based services) 공급기업과 구매기업을 1:1로 쌍대분석(dyadic analysis)하여 실증적으로 검증하였다. 제시된 지식기반서비스 시장지향성 모형에 기초하여 선행변수, 시장지향성, 결과변수간의 관계를 개념화하고, 10개 연구가설을 도출하여 검증하였다. 가설 검증결과, 수혜자의 성과에 미치는 영향력에 있어 공급자의 고객지향성과 경쟁지향성이 협조지향성 보다 상대적으로 강하게 나타났다. 또한 공급자의 고객지향성과 경쟁지향성은 수혜자가 서비스를 구매하는 과정에서 서비스 성능평가의 난이도를 낮추고 지각위험을 감소시켜주는 긍정적인 역할을 하는 것으로 나타났다. 아울러 최근 B2B 구매가 온라인을 통하여 이루어지면서 공급자-수혜자간 물리적 거리의 중요성이 감소할 것으로 예상했으나, 흥미롭게도 수혜자의 시장지향성이 높은 경우 공급자가 지각하는 물리적인 거리에 대한 중요도는 여전히 높은 것으로 나타났다. 가설 검증결과에 기초하여 학문적, 실무적 시사점, 그리고 향후 연구과제 등을 논하였다.