• 유통과학연구
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• 제14권6호
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• pp.53-63
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• 2016

Purpose - This study examines the effects of the influence strategies on sales representative and headquarter trust, and investigates how sales representative trust plays a mediating role in the relationship between influence strategies and headquarter trust. For these purposes, a structural model which consists of several constructs was developed. In this model, influence strategies that consist of relational influence strategies (information exchange, recommend, promise) and mandatory influence strategies (legal plea, request, threat) were proposed to affect the sales representative trust and in turn, increase the headquarter trust. Thus, this study proposed that sale representative trust plays a core mediating role in the relationship between relational and mandatory influence strategies and headquarter trust in B2B food materials distribution context. Research design, data, and methodology - For these purposes, the authors collected the data from 208 B2B specialized complex agents. We used the 2,200 B2B specialized complex agents which trade with CJ, Ottogi, and Daesang firms and supply food materials to restaurant, school cafeteria, supermarket and traditional market as a sample frame. Once we identified 330 B2B specialized complex agent owners, CEOs, and/or Directors who had agreed to participate in this study, we dropped off a questionnaire at each B2B specialized complex agent and explained the purpose of this study. The survey was conducted from October 1, 2015 to December 15, 2015. A total of 230 questionnaires were collected. Of these collected questionnaires, 28 questionnaires excluded since they had not been fully completed. The data were analyzed using frequency test, reliability test, measurement model analysis, and structural equation modeling with SPSS and SmartPLS 2. Results - First, information exchange, recommendation, and promise of relational influence strategies had positive effects on sales representative trust. The threat of mandatory influence strategies had a negative effect on sales representative trust, but legal plea and request did not have a significant effect on sales representative trust. Second, information exchange and recommendation of relational influence strategies had positive effects on headquarter trust, but promise did not. Also, legal plea, request, and threat of mandatory influence strategies did not have a significant effect on headquarter trust. Third, this findings show that sales representative trust plays a partial mediator between information exchange and headquarter trust, and threat and headquarter trust, and a full mediator between promise and headquarter trust, and recommendation and headquarter trust. Conclusions - The aim of this study was to examine the effects how diverse dimensions of relational and mandatory influence strategies relate to sales representative trust and headquarter trust. To do so, we integrated the influence strategies and the trust transfer theory to hypothesize that various influence strategies increase sales representative and headquarter trust. The findings of this study suggest that headquarter firms should establish and enforce proper influence strategies guidelines to make clear what proper actions sales representatives should implement in relationship with B2B specialized complex agents. Also, relational and mandatory influence strategies must be regarded as a long-term and ongoing strategy that eventually build a long-term orientation with B2B specialized complex agents and guarantee a company's sustainable growth and success.

• Asia pacific journal of information systems
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• 제19권1호
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• pp.147-165
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• 2009

Virtual community(VC) will increasingly be organized as commercial enterprises, with the objective of earning an attractive financial return by providing members with valuable resources and environment. For example, Cyworld.com in Korea uses several community services to enable customers of Cyworld to take control of their own value as potential purchasers of products and services. Although initial adoption is important for online network service success, it does not necessarily result in the desired managerial performance unless the initial usage is continuously related to the continuous usage and purchase. Particularly, the customer who receives relevant online services and is well equipped with online network services, will trust the online service provider and perceive less risk and experience more activities such as continuous usage and purchase. Thus, how to promote continued online service usage or, alternatively, how to prevent discontinuance is a critical issue for VC service providers to consider. By aggregating a wide range of information and online environments for customers and providing trust to its members, the service providers of virtual communities help to reduce the perceived risk of continuous usage and purchase. Drill down, online service managers realize that achieving strong and sustained customers who continuously use online service and purchase on it is crucial. Therefore, the research into this online service continuance will identify the relationship between the initial usage and the continuous usage and purchase. The research of continuous usage or post adoption has recently emerged as an important issue in the IS literature. Individuals' information systems(IS) continuous usage decisions are congruent with consumers' repeat purchase decisions. The TAM(Technology Acceptance Model) paradigm has been strongly confirmed across a wide range from product purchase on EC to online service usage contexts. The analysis of IS usage based on TAM has proven to be successful across almost online service contexts. However, most of previous studies have focused on only an area (i.e., VC or EC). Just little research has tried to analyze the relationship between VC and EC. The effect of some factors on user intention, captured through several theories such as TAM, has been demonstrated. Yet, few studies have explored the salient relationships of VC users' EC acceptance. To fill this gap between VC and EC research, this paper attempts to develop a research model that extends the TAM perspective in view of the additional contributions of trust in the service provider and trust in members on some factors that affect EC and VC adoption. In this extension, we applied the TAM-to-TAM(T2T) model, and analyzed the transfer effect of trust between these two TAMs. The research model was empirically tested on the context of a social network service. The model was to extend TAM with the trust concept for the virtual community environment from the perspective of tasks. By building an extended model of TAM and examining the relationships between trust and the existing variables of TAM, it is aimed to explain a user's continuous intention to use VC and purchase on EC. The unit of analysis in this paper is an individual user of a virtual community. The population of interest is the individual with the experiences in virtual community. The data for this paper was made available via a Web survey of VC users. In total, 281 cases were gathered for about one week, but there were some missing values in the sample and there were some inappropriate cases. Thus, only 248 cases were finally analyzed. We chose the structural equation analysis to test the hypotheses and it is better suited for explaining complex relationships than the other methods. In this test, AMOS was used to test the Structural Equation Model (SEM). Noticeable results have been found in the T2T model regarding the factors affecting the intention to use of virtual community and loyalty. Our result showed that trust transfer plays a key role in forming the two adoption beliefs. Overall, this study preliminarily confirms the salience of trust transfer in online service.

• 한국전자거래학회지
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• 제19권1호
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• pp.159-175
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• 2014

신뢰는 전자상거래 사이트의 지속적 사용에 있어서 중요한 요소로 인정되어오고 있다. 신뢰란 상호작용적임에도 불구하고 대부분의 연구는 고객의 전자상거래 사이트에 대한 신뢰에만 초점을 두어오고 있었다. 신뢰의 상호작용성 관점에서 볼 때, 고객이 특정 전자상거래 사이트가 자신에 대해 얼마나 신뢰하고 있다고 지각하는지도 지속적 사용에 영향을 줄 것으로 보이나 이를 실증 분석한 연구는 그 중요성에도 불구하고 거의 드물다. 따라서 본 연구는 고객이 사이트에 대해 얼마나 자신을 신뢰하고 있느냐 하는 지각이 그 사이트의 지속적 사용에 영향을 미치는지를 규명하고자 한다. 특히 전자상거래 사이트들이 고객으로부터 신뢰를 얻기 위해 취하는 행동이 신뢰에 어떠한 영향을 주는지에 대해서도 조사하였다. 본 연구는 전자상거래 사이트의 신뢰 구축 행동이 신뢰 및 신뢰를 받고 있다는 자각에 각각 중요한 요인임을 보였다.

• 한국콘텐츠학회논문지
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• 제9권7호
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• pp.325-332
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• 2009

우리나라의 부동산거래는 매매당사자가 거래조건에 합의한 후 계약서를 작성한다 매수인은 매도인에게 계약금을 지급하고 잔금지급일과의 사이에 중도금을 지불 한 후 잔금지급과 등기이전서류를 동시에 교부하여 등기를 하는 방식으로 거래가 이루어지고 있다. 그러나 부동산거래는 계약일로부터 등기이전을 마칠 때까지의 사기, 횡령, 배임에 의한 이중매매 등 여러 가지 사고가 잠재되어 있다. 그럼에도 불구하고 매수인은 등기이전을 완료하기 전까지 정보의 비대칭으로 인하여 매도인에게 일방적으로 당하게 되어 있다. 이러한 책임 공백상태를 ESCROW제도를 이용하면 매도인의 배임에 의한 이중매매를 효과적으로 방지할 수 있을 것이다.

• 지식경영연구
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• 제11권1호
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• pp.1-17
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• 2010

As information technology had shown tremendous development in late 20th century, various service opportunities appeared in many industries. Also, new types of service are becoming available such as, reservation, teleconsultation, telemedicine. In health care industry, in which, many hospitals are faced operational difficulties and competing impetuously, a web site has become a effective tool to attract patients and transfer tremendous health information to the patients. This study is based on many previous researches on online service quality, try to figure out e-service quality factors of health information sites, and the factors' effect on users' satisfaction on the web site via providing knowledge and trust on the web site. As a result, usability, site aesthetic, responsiveness and security are the 4 factors to measure e-service quality of health information web site. All factors except site aesthetic have significant effects on providing knowledge, security only effects on trust on the web site.

• 대한전자공학회:학술대회논문집
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• 대한전자공학회 1999년도 하계종합학술대회 논문집
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• pp.993-996
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• 1999

A mobile agent is a program which is capable of migrating autonomously from host to host in the heterogeneous network, to perform some computation on behalf of the user. Mobile agents have many advantages in the distributed computing environment. But they are likely to suffer many attacks on the security due to the mobility. In order to make use of a mobile agent in the real applications, the security issues must be addressed. We deal with the problem which is concerned with protecting a mobile agent in transit and detecting a mobile agent clone. In this paper we propose a trust center based secure mobile agent transfer protocol. This protocol transfers a mobile agent securely from host to host and detects a mobile agent clone. We further show the security of the protocol against many attacks.

• 인터넷정보학회논문지
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• 제21권5호
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• pp.87-95
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• 2020

Highly competitive environment has been forcing e-commerce industries to seek strategies to achieve competitive advantages. Mobile payment is a kind of service that allows mobile phone user to easily and conveniently initiate payments and transfer funds using their mobile phone anytime, and anywhere. This study is designed to identify factors that affect the intention of continued use of mobile payment services between users in Korea and Laos. As a result, first, in the case of Korean consumers, system quality, information quality and service quality were shown to have a positive effect on trust and satisfaction. In addition, trust and satisfaction were shown to have a positive effect on continuance intention. Second, in the case of Laotian consumers, system quality and service quality were shown to have a positive effect on trust, and system quality and information quality were shown to have a positive effect on satisfaction. In addition, trust and satisfaction were shown to have a positive effect on continuance intention. The study has its implications by analyzing factors affecting the continuance intention with the comparison of the customers from a developed nation and a developing nation, providing a direction of development for developing competitive advantages for those in development. For the developed, the study provides a guideline of what to modify and supplement in cases of entering the markets of developing nations.

• Asia pacific journal of information systems
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• 제15권3호
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• pp.9-39
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• 2005

Recently, knowledge transfer has been recognized as one of the major factors for success of IT projects but little investigated in Information Systems research. IT project, which needs collaboration between organization's IT project team and external partner, is an critical source for a firm to acquire external knowledge and to achieve its competitive advantage. Based on this recognition on knowledge transfer under IT project, we investigate a mediation role of knowledge transfer to IT project performance after identifying its antecedents such as project team capabilities and partner capabilities. The research model is tested by analyzing 161 sample data gathered from firms' employees who have participated IT projects within last two years. The results reveal that knowledge transfer has full-mediation effect between its antecedents and IT project performance. Moreover, project team capabilities have more impacts on knowledge transfer than partner capabilities do.

• 정보관리학회지
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• 제24권1호
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• pp.227-250
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• 2007

온라인 커뮤니티 사이트는 최근 크게 발전하고 있다. 그 이유는 인터넷이 개인생활 속에 깊숙이 침투하면서 사회 연결망, 즉 social networking 현상이 활성화되고 그에 따라 많은 사용자들이 특정 온라인 커뮤니티 사이트에서 다양한 정보활동을 하고 있기 때문이다. 본 연구에서는 이러한 온라인 커뮤니티 사이트에 대한 중개자 신뢰와 시스템 신뢰가 해당 커뮤니티 내에서의 포럼활동에 대한 신뢰 및 정보품질 만족에 미치는 영향에 관한 실증분석을 하고자 한다. 실증분석을 위한 자료수집은 삼성경제연구소의 온라인 커뮤니티 사이트인 SERI (www.seri.erg)를 대상으로 하였으며 해당 SERI 사이트 내에서 SERI 포럼활동을 하고 있는 사용자들을 대상으로 하여 591명의 유의한 설문자료를 수집하였다. 실증분석 결과 다음과 같은 결과를 얻을 수 있었다. 첫째, SERI의 중개자 신뢰와 시스템 신뢰는 해당 SERI 포럼의 정보품질과 시스템품질, 그리고 인지효과성에 긍정적인 영향을준다. 둘째, SERI의 중개자 신뢰는 해당 SERI 포럼의 인지위험을 줄이는데 기여를 한다. 반면, SERI의 시스템 신뢰는 해당 SERI 포럼의 인지위험에는 유의한 영향을 주지 못한다. 이는 아무리 온라인 커뮤니티 사이트의 지명도가 높다고 하더라도 이는 해당 온라인 커뮤니티 내의 포럼 사용자가 느끼는 인지위험에는 유의한 영향을 주지 못하다는 것을 의미한다. 셋째 그러나 SERI의 중개자 신뢰와 시스템 신뢰가 높을수록 해당 SERI 포럼의 신뢰와 정보품질만족에는 긍정적인 영향을 준다.

• 한국경영과학회지
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• 제35권2호
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• pp.89-114
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• 2010

This study empirically investigated the effects of the target costing system as well as information technology(IT) infrastructure on the knowledge management processes(i.e., socialization, externalization, combination and internalization) and the performance of a firm. This study also examined an impact of the social capital(i.e., inter-departmental communication, trust, cooperation and integration) on the adoption and development of the target costing and the IT infrastructure. The results of this study showed that inter-departmental communication, trust and integration have a significant positive impact on the adoption of the target costing. It was also found that the effects of inter-departmental communication and integration on the development of storage and transfer infrastructure are significant and positive. However, in the adoption of search infrastructure, only the impact of inter-departmental integration was significant. The results of regression analyses presented that the target costing has significant influence on the four processes of knowledge management. It was also observed that the effects of storage and transfer infrastructure on combination are significant and positive. In search infrastructure, the impact on combination and internalization was significant. According to the results of this study, it was found that when the adoption level of the target costing is high, search infrastructure mainly affects the three processes(i.e., socialization, combination and internalization). However, under a low adoption level of the target costing, the impact of storage and transfer infrastructure on the whole processes was significant and positive. Thus, it is assumed that storage and transfer infrastructure complements a low level of the target costing adoption through the active transfer and sharing of explicit and tacit knowledge.