• Journal of Arbitration Studies
• /
• v.31 no.4
• /
• pp.99-117
• /
• 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.

• Journal of Distribution Science
• /
• v.14 no.9
• /
• pp.15-24
• /
• 2016

Purpose - Key account management is a supplier company initiated relational approach that has received great attention from both academics and practitioners manifested in the business-to-business relationship literatures. However, there is widespread debate and contention on what should be the underlying theoretical base for defining this vital part of relationship marketing. With the insights from the social exchange theory, present paper explores how social exchange affects the dynamic nature of key account management relationship at the organizational level. Research design, data, and methodology - The paper follows a comprehensive review approach to examine the relationship between social exchange theory and key account management approach. Conceptual arguments and findings are assessed across studies with the main objective of showing how social exchange theory develops the governance mechanism in maintaining the key account relationship. Results - Since relational norm is considered as a glue for the maintenance of buyer-seller relationship in social exchange theory, factors develop the non-contractual governance mechanism 'relationship' in business-to-business relationship and this norm replaces or supplements more formal governance mechanisms such as contracts are explored. Conclusions - This paper advances central relational norm to manage the company's most important key customers and demonstrates how this norm can be developed in buyer-seller key account relationship. Implications from this new perspective are forwarded.

• The Journal of Industrial Distribution & Business
• /
• v.4 no.2
• /
• pp.31-40
• /
• 2013

Purpose - This study attempted to identify the value promotion clues that may operate as a consumer's motive, by shedding new light on consumer value and by reconstructing each variable analyzed through the means-end chain (MEC) theory. Research design, data, and methodology - In this study, 202 copies of effective questionnaires using the data of Yang and Ju (2012) were subjected to correlation, regression, and SEM. Results - All store selection attributes were verified as having a positive influence on the relationship quality. Although the store selection attributes were verified as exerting a positive influence on the relationship quality, according to the verification result of the mediating effect, consumer value was verified to be influenced only by the relationship quality instead of by the store selection attributes. Conclusion - As a result of path analysis on the proposed model after modification, it was verified that only product factor had a statistically significant positive influence and that social value was completely mediating between relationship quality and emotional value. It may be highlighted that the MEC theory concept would be applicable to the cause-and-effect relationship model.

• Journal of Arbitration Studies
• /
• v.30 no.2
• /
• pp.165-184
• /
• 2020

In this study, the factors affecting opportunism in the relationship between suppliers and key accounts were analyzed from the viewpoint of transaction cost theory, market power theory, and relationship marketing theory. As a result of the hypothesis test, Hypothesis 1 stating that demand volatility will have a positive effect on opportunism and Hypothesis 2 that transaction-specific investment will have a positive effect on opportunism were also supported. In addition, Hypothesis 3 stating that channel power will have a positive effect on opportunism was also supported. Lastly, Hypothesis 4 stating that relational commitment will have a negative effect on opportunism was not supported, along with Hypothesis 5 stating that transaction satisfaction will have a negative effect on opportunism. The theoretical and practical implications of this study are as follows. This study has identified the antecedents of opportunism by comprehensively applying the transaction cost theory, market power theory, and relationship marketing theory. In addition, this study can identify what a company should manage specifically to lower opportunism by identifying the antecedents of opportunism. The limitations of this study and the directions for future studies are as follows. First, not all of the antecedents of opportunism of key accounts have been extensively investigated from the viewpoint of the transaction cost theory, market power theory, and relationship marketing theory. In the future, it is necessary to identify additional factors. Second, the study was conducted only in the supplier's viewpoint. In future studies, it is expected that more accurate research results can be obtained by simultaneously examining not only the supplier's point of view but also the buyer's point of view.

• Cross-Cultural Studies
• /
• v.52
• /
• pp.111-132
• /
• 2018

The way of approaching 'the relationship between love and justice' varies from person to person. We can argue for superiority of love or for superiority of justice by understanding the relationship between the two as conflicting. We can also argue that we need each other by understanding each other as a complementary relationship rather than an oppositional relationship. Hegel, however, sees love and justice as independent constitutive principles valid in different areas and does not regard the two as opposing nor complementary. This can only be understood when the structure of Hegel's theory of recognition is properly assumed. The relationship between love and justice will be considered mainly in Hegel's theory of recognition. Key philosophical points of Hegel's theory of recognition and consequences drawn on the relationship between love and justice on the basis of the theory will be examined. This can be summarized in the form of a thesis, roughly as follows. - Hegel presents love, justice and solidarity, that are various forms of recognition, to a family, a civil society and a state, that are three forms of social relations, as their constitutive principles. He does not grasp the relationship between love and justice as oppositional nor as complementary, that is different from many people's general perspective on the relationship of the two. - In Hegel's theory of recognition, love and justice differ in the areas in which they are valid. Love is a valid principle in the intimacy, and justice is a valid principle in non-intimacy. So, if justice and rights are asserted in intimacy, the area of intimacy is destroyed. Conversely, if love is asserted in non-intimacy, it cannot exercise real influence. - In the political community such as a state, where intimacy and non-intimacy overlap each other, the principle of solidarity is needed as a new constitutive principle, since a state does not stand on the principle of love as in a family nor on the principle of justice as in a civil society.

• Journal of the HCI Society of Korea
• /
• v.6 no.1
• /
• pp.17-20
• /
• 2011

The contingency theory of leadership was proposed by F. Fiedler. In his theory, he divided the group into Task oriented and Relationship-oriented people based on work-style by LPC(Least Preffered Co-workers) test. This survey searches significance of interaction usage depending on which group has more aggressive interaction on the address list with mobile phones focusing on the differences between mainfunctions (name, cell phone, group name) and sub-functions (birthday, Photo, E-mail). Itis the hypothesis that the relationship-oriented group has more interaction than the task-oriented group which was identified through the analyzed usage of the address list. Results show that the contingency theory was not appropriately related with the research. Interaction usage by the following task based on Fiedler's contingency theory of leadership isn't related much. However, by discovering the interesting patterns by the test, this research is able to guide human-centered address design directions.

• Asia Marketing Journal
• /
• v.15 no.4
• /
• pp.161-186
• /
• 2014

There are many cases of rebranding and its numbers are growing. However, rebranding is still under research in the academic field, and there is no guideline on the effective way to change brand name. The objective of this paper is to integrate two inconsistent predictions from categorization theory and schema incongruity theory: a negative linear relationship (categorization theory) versus an inverted-U-shape relationship (schema incongruity theory) between brand name incongruity and consumer evaluation into one framework. Specifically, this study examines how the effect of incongruity between an existing brand name and a new brand name (hereafter called "brand name incongruity") on the new brand name attitude differs depending on a consumer's individual characteristics (need for cognition). The experiment demonstrates that consumers with a high need for cognition show a better attitude towards a new brand name when the brand name was rebranded moderately incongruent compared to congruent or extremely incongruent. Thus, the experiment demonstrates that there is an inversed U-shape relationship between brand name incongruity and new brand name evaluation for consumers with a high need for cognition. On the contrary, consumers with a low need for cognition show a better attitude towards a new brand name when the brand name is rebranded congruently compared to incongruent conditions (moderate incongruity and extreme incongruity). This result indicates that there is a negative linear relationship between brand name incongruity and new brand name evaluation. Key theoretical and managerial implications of the present study are as follows. This study integrates two alternative views of research on incongruity evaluation into one framework by demonstrating that need for cognition moderates the relationship between brand name incongruity and consumer evaluation. This present study provides a conceptual basis for understanding consumer evaluation towards a new brand name. Next, though rebranding is a very important decision making of brand management, there is no guideline on how to change a brand name. The findings of this research can suggest which degree of change is optimal when rebranding in order to utilize and strengthen existing brand equity. More specifically, when our target customer has high need for cognition, moderately incongruent rebranding can be optimal, whereas for those with low need for cognition, rebranding in accordance with existing brand name will be optimal.

• International Journal of Human Ecology
• /
• v.3 no.1
• /
• pp.111-126
• /
• 2002

The purpose of this study was to investigate the role of anxiety in mediating the influence of family of origin characteristics on subsequent relationship processes. Using Bowenian theory as a foundation, this study examined the causal relationships among gender, religion, family of origin-fusion, intimacy, intimidation, personal-trait-anxiety, couple open communication and relationship satisfaction. Results of the path analysis indicated that: (a) gender, religion, family of origin-fusion, and family of origin-intimidation were directly related to personal-trait-anxiety, (b) personal-trait-anxiety was directly related to couple open communication and not related to relationship satisfaction, (c) couple open communication was directly related to relationship satisfaction, and (d) family of origin factors were not directly related to couple open communication and relationship satisfaction; rather, as it was expected, indirect associations, through the mediation of anxiety, were found. The results generally support Bowen's intergenerational process theory, which asserts that anxiety is the mediator of the process. Limitations of the current study and suggestions for further research were discussed.

• The Journal of Information Systems
• /
• v.21 no.3
• /
• pp.163-186
• /
• 2012

With the development of Internet and transition to information society, social capital is expanding to online from the traditional offline context. Especially with the widespread of social network service(SNS) the number of SNS users is increasing sharply and the importance of online social capital has been more and more significant. Most studies on social capital focused on organizational aspects but few studies have payed attention to personal aspect. Empirical studies on the relation between SNS and social capital were seldom conducted in previous studies. Based on the theory of social capital this study targets on the relationship formed through SNS and analyzes on how the relationship affects the perceived social capital. In this study 'self-presentation', 'playfulness' and 'critical mass' are posited as the antecedent factors of 'SNS usage'. This study proposes a research model to examine the effect of 'SNS usage' on 'relationship reinforcement', 'relationship building' and 'perceived social capital'. According to the results of empirical analysis, 'self-presentation', 'playfulness' and 'critical mass' can generate significant positive influence on 'SNS usage'. It also confirms not only the effect of 'relationship reinforcement' and 'relationship building' formed through SNS on 'perceived social capital' but also relationship between the social capital formation and SNS usage. The outcome obtained in this study can be applied in developing SNS services.

• The Journal of Korean Academic Society of Nursing Education
• /
• v.3 no.2
• /
• pp.246-254
• /
• 1997

Nursing have been caught between the paradigm of medical science with a body part view of a person and the paradigm of medical science with an emphasis on unsurpassable control, rigor, objectivism, and neutrality of value. But it is inappropriate to apply impersonal, objective model of science for the personal unique and gestalt experiences of nursing phenomena. Jean Watson proposed a theory of human caring based on human science paradigm to explain human phenomena. This study reviewed the theory of nursing by Jean Watson and the researches based on Waton's theory. In this study the researcher examined the philosophical back ground, value system and key concepts of Watson's theory Watson's perspective of person and human existence includes humanistic and phenomenological characteristics. She also emphasized nurse-patient relationship as an intersubjective(transpersonal) caring relationship. Examination of the studies based on Watson's theory consistantly revealed Watson's theory of human caring based on the human science paradigm is more appropriate than traditional medical science paradigm for explaining nursing phenomena. For the purpose of refining the theory and promoting usefulness of the theory, it would be desirable to test the theory to the nursing phenomena and to apply the theory to practice and education.