• The Research Journal of the Costume Culture
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• v.18 no.3
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• pp.588-598
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• 2010

Purposes of this research were to examine characteristics of contractors and the relationship between contractors and wholesalers of apparel products. Influence of such variables on wholesalers' satisfaction was also assessed. Location, reputation and service were factors of contractor characteristics. Dependence, cooperation and power were three factors that were considered for contractor-wholesaler relationship variable. Survey data from 109 wholesalers located in Dongdaemun Fashion Town in Korea was used for analysis. Empirical results confirmed the importance of service factor of contractor characteristics. Service and location of the contractor had positive influence on cooperation. Location had negative influence on power. Reputation had positive direct influence on wholesaler satisfaction. Cooperation between contractors and wholesalers had significant influence on wholesaler satisfaction.

• The Journal of Fisheries Business Administration
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• v.53 no.4
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• pp.1-13
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• 2022

The introduction of the wholesalers system is being considered from various aspects in order to improve the problems of the listed auction system of wholesale corporations. The wholesalers system is a corporation that receives designation from the creator and purchases or consigns agricultural and fishery products to wholesale or broker sales, and has the advantage of reducing the distribution stage and distribution costs. The purpose of this study is to evaluate the wholesalers system introduced to improve the problems of the listed auction system of wholesale corporations through a case study of market wholesalers handling fishery products.

• Journal of Korea Society of Digital Industry and Information Management
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• v.12 no.3
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• pp.299-309
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• 2016

This study proposed a logistics plan for sending supply to be distributed to areas other than producing areas to wholesalers and allocating supply to be distributed to areas near producing areas to local distribution center in the vicinity instead of shipping the entire quantity to wholesalers for fruits auction to increase the competitive edge of the domestic fruits and vegetables logistics market in the ear of infinite competition. A video auction-based short distance division logistics operation model was developed to enhance competitiveness related to the circulation of fruits and vegetables, reduce logistics costs, and rationalize logistics by distributing the items sent to wholesalers through field auction and the shipments at local distribution center to neighboring areas through video auction connected to wholesalers real-time. The study especially came up with a logistics rationalization plan by examining and analyzing the stages and costs of transportation between producing areas and wholesalers on the circulation routes of fruits.

• Journal of Distribution Science
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• v.13 no.12
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• pp.13-21
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• 2015

Purpose - The purpose of this research paper is twofold. First, this paper attempts to grasp the damage caused to small and medium-size retail traders from online wholesalers in the field. Second, this paper engages in a psychological characterization of the enterprise spirit and the management of small and medium-size entrepreneurs in the retail trade business that are harmed by online wholesalers. Research design, data, and methodology - Data on three large Korean wholesalers engaged in ongoing litigation during the first half of 2014, including E-Mart Traders E-Club, and regarding applications for business adjustments from three large wholesalers were used. Results - The results show that small and medium-size distribution merchants seek political support for facility modernization, policy-specific funds, development of the distribution of PB products, advanced distribution techniques, joint logistics systems, establishment of distribution and logistics centers, sharing of parking facilities, and joint ordering systems. Conclusions - This study examined the damage to, and the government's support of policy demands from, small retail traders.

• The Journal of Fisheries Business Administration
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• v.40 no.3
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• pp.107-125
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• 2009

Research on culture has been widespread across social science researches. But there has not been any cultural research in the fisheries industry. This study tried to identify whether the culture of the fishery organization had a convergent or divergent characteristic. To do so, fishery distributors and wholesalers, who affiliated with their professional associations or wholesale seafood markets, were surveyed across supplying and consuming areas(Busan and Seoul). If fishery organizations have always been culture-bound, rather than culture free, then their members show the divergent characteristic of culture. Despite a similarity in tasks, size and market segments, if this fact is proved, fishery distributors and wholesalers in different areas will differ in many of their managerial practices such as marketing policies, communication patterns, motivation techniques, etc. And it is expected that national and industrial cultures are major determinants of their behaviors. Depending on the results of this study, fishery distributors and wholesalers had a divergent characteristic. So, it was concluded that fishery distributors and wholesalers of wholesale seafood markets in supplying area were different from those in consuming area. It was found that this difference was attributed to individualism/collectivism and masculinity/femininity dimensions. In individualism/collectivism dimension, fishery distributors and wholesalers of consuming area were stronger than those of supplying area. That is, fishery distributors and wholesalers of consuming area were more collective than those of supplying area. But in masculinity/femininity dimension, fishery distributors and wholesalers of supplying area were stronger than those of consuming area. And the divergent characteristic was moderated by demographic variables (gender, age, education level, career). Especially, masculinity/femininity dimension was more moderated by demographic variables than individualism/ collectivism dimension.

• The Journal of Fisheries Business Administration
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• v.22 no.1
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• pp.53-75
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• 1991

The objectives of this study are to conceptualize theoretically and to examine empirically the interrelationships among channel member's satisfaction, dependence, and performance being immanent between dealing partners, by integrating behavioral and economic approach to explain comprehensively the interrelationship between dealing partners in conventional marketing channel which have not studied in previous studies. To attain above objectives, latent variables and observed variables which had been immanent between licenced dealers and wholesalers in fish marketing channel were found out by exploratory study, and pre-test was conducted to select the proper variables, and then the model which could explain the interrelationships among the variables was set up. Three categories of varables were considered in this study. Namely, economic and noneconomic factors were identified as independent variable, the degree of satisfaction and dependence to dealing partner as intervening variable, and performance as dependent variable. The data for the study was obtained from a survey questionnaire of 214 licenced dealers who work in Pusan, Yusoo, and Kunsan and 190 wholesalers who work in whole country. Among them, 264 anayzable questionnaires(including 154 licenced dealers and 110 wholesalers)were collected. Statistical procedure to analyze the data was carried out by LISREL version 7. Major findings obtained from the results of the analysis are as follows. First, economic variables have a great influence on the degree of both licenced dealers' and wholesalers' satisfaction. Among economic variables, the degree of keeping wholesalers' payment date have greater influence on the degree of licenced dealers' satisfaction, and licenced dealers' faculty being able to send good fish in quality have greater influence on the degree of wholesaler's satisfaction than other variables. In short, licenced dealers make great account of wholesalers' payment, and wholesalers make great account of licenced dealers' faculty being able to send good fish in quality in dealing relationship. Second, noneconomic variables have more relevance to the degree of dependence in both sides than economic variables. This means that noneconomic variables as well as economic variables can be a factor to keep up the dealing relationship. Third, the degree of satisfaction and dependence have influence on performance in both sides. In the licenced dealers' side, the degree of dependence have greater influence on performance than the degree of satisfaction, on the other hand, in wholesalers' side, the degree of satisfaction have greater influence on performance than the degree of dependence. This means that wholesalers can easily substitute their dealing partner for another licenced dealer comparatively.

• The Research Journal of the Costume Culture
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• v.17 no.5
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• pp.819-833
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• 2009

The current research focused on exploration of a well known Korean fashion and clothing industry cluster, Dongdaemun Fashion Town(DFT). Many clothing and fashion wholesalers in DFT with various business formats are trying to obtain competitive advantages. For the empirical study, a questionnaire was developed. Items measuring descriptive statistics for each business and contractor selection criteria were included in the survey. 161 data from Employees of various wholesalers of DFT were used for statistical analysis. Majority of DFT customers were buyers of Internet shopping malls and street retail shops. 64% of them used domestic contractors for sourcing products. Most of them managed less than three contractors. Contractor selection criteria were factorized as flexibility, production ability, stability, fame and location. Wholesalers were segmented into three groups: product oriented, flexibility oriented and stability oriented groups. Group differences in terms of business practices were assessed and strategic implications were included.

• Journal of Distribution Research
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• v.16 no.3
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• pp.1-32
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• 2011

I. Introduction: In Chinese electronics industry, the local wholesalers are still dominant but power is rapidly swifting from wholesalers to retailers because in recent foreign big retailers and local mass merchandisers are growing fast. During such transient period, conflicts among channel members emerge important issues. For example, when wholesalers who have more power exercise influence strategies to maintain status, conflicts among manufacturer, wholesaler, and retailer will be intensified. Korean electronics companies in China need differentiated channel strategies by dealing with wholesalers and retailers simultaneously to sell more Korean products in competition with foreign firms. For example, Korean electronics firms should utilize 'guanxi' or relational quality to form long-term relationships with whloesalers instead of power and conflict issues. The major purpose of this study is to investigate the impact of conflict, dependency, and influence strategies between local Korean-products-selling retailers and wholesalers on performance in Chinese electronics distribution channels. In particular, this paper proposes effective distribution strategies for Korean electronics companies in China by analyzing moderating effects of 'Guanxi'. II. Literature Review and Hypotheses: The specific purposes of this study are as follows. First, causes of conflicts between local Korean-products-selling retailers and wholesalers are examined from the perspectives of goal incongruence and role ambiguity and then effects of these causes are found out on perceived conflicts of local retailers. Second, the effects of dependency of local retailers upon wholesalers are investigated on local retailers' perceived conflicts. Third, the effects of non-coercive influence strategies such as information exchange and recommendation and coercive strategies such as threats and legalistic pleas exercised by wholesalers are explored on perceived conflicts by local retailers. Fourth, the effects of level of conflicts perceived by local retailers are verified on local retailers' financial performance and satisfaction. Fifth, moderating effects of relational qualities, say, 'quanxi' between wholesalers and retailers are analyzed on the impact of wholesalers' influence strategies on retailers' performances. Finally, moderating effects of relational qualities are examined on the relationship between conflicts and performance. To accomplish above-mentioned research objectives, Figure 1 and the following research hypotheses are proposed and verified. III. Measurement and Data Analysis: To verify the proposed research model and hypotheses, data were collected from 97 retailers who are selling Korean electronic products located around Central and Southern regions in China. Covariance analysis and moderated regression analysis were employed to validate hypotheses. IV. Conclusion: The following results were drawn using structural equation modeling and hierarchical moderated regression. First, goal incongruence perceived by local retailers significantly affected conflict but role ambiguity did not. Second, consistent with conflict spiral theory, the level of conflict decreased when retailers' dependency increased toward wholesalers. Third, noncoercive influence strategies such as information exchange and recommendation implemented by wholesalers had significant effects on retailers' performance such as sales and satisfaction without conflict. On the other hand, coercive influence strategies such as threat and legalistic plea had insignificant effects on performance in spite of increasing the level of conflict. Fourth, 'guanxi', namely, relational quality between local retailers and wholesalers showed unique effects on performance. In case of noncoercive influence strategies, 'guanxi' did not play a role of moderator. Rather, relational quality and noncoercive influence strategies can serve as independent variables to enhance performance. On the other hand, when 'guanxi' was well built due to mutual trust and commitment, relational quality as a moderator can positively function to improve performance even though hostile, coercive influence strategies were implemented. Fifth, 'guanxi' significantly moderated the effects of conflict on performance. Even if conflict arises, local retailers who form solid relational quality can increase performance by dealing with dysfunctional conflict synergistically compared with low 'quanxi' retailers. In conclusion, this study verified the importance of relational quality via 'quanxi' between local retailers and wholesalers in Chinese electronic industry because relational quality could cross out the adverse effects of coercive influence strategies and conflict on performance.

• East Asian Journal of Business Economics (EAJBE)
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• v.4 no.4
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• pp.24-32
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• 2016

There hardly have been support policies for small wholesale vendors or any materials such as proper statistical standards and figures compared to diversity of support policies and size of budget for small and medium manufacturing business. The biggest concern coming from it is that there have never been any policies for small and medium wholesale vendors. This study proposes some ways to improve support policies through investigating the current status of those vendors as their true values haven't been properly recognized, while diverse support systems have been devised for manufacturing business thanks to the traditional industrial development process. According to the study on support policies for domestic and international small and medium wholesale vendors, I realized that those vendors need a policy to ensure them to be promptly adjusted to the rapidly changing distribution environment and to be competitive to access to the global distribution market to finally become hidden champions through systematical operations of small and medium wholesale vendors and implementing educational business through sales management. Therefore, I propose five ways to improve support policies for small and medium wholesale vendors by considering social and economic value, systematizing small wholesalers and scaling small and medium wholesale vendors, reinforcing support for wholesalers, support policies for new online market opening and offline market opening.

• Journal of Global Scholars of Marketing Science
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• v.13
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• pp.183-208
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• 2004

Recently, there is increasing interest in strengthening wholesaler functions and building cooperative relationships between wholesalers and small and medium pharmacy stores in medical supplies channel. Building cooperative relationships between wholesalers and small and medium pharmacy stores is a prior condition to normalize and modernize medical supplies channel. This study tries to understand relationship characteristics and examines the relationships between relationship characteristics and cooperation in medical supplies channel. Drawing from the previous studies, this article identifies relationalisrn, reward power, trust, and dependency as the relationship characteristics and empirically investigates their relationships. The study results confirm that relationship characteristics have significant effects on cooperation and satisfaction. Also cooperation influences satisfaction. Based on these study results, various plans to build cooperative relationships between wholesalers and small and medium pharmacy stores are suggested.