• Journal of Distribution Science
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• v.21 no.9
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• pp.55-66
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• 2023

Purpose: Specialized marketing strategies are needed by limited resources, such as Entrepreneurial Marketing (EM), a marketing activity based on specific conditions characterizing village-owned enterprises (VOEs). Therefore, this research aimed to examine the effect of EM on the financial and non-financial performance of VOEs in Indonesia. Research design, data and methodology: Data were collected by distributing questions on a 5-point Likert scale to 153 VOEs directors in Rokan Hulu District, Indonesia. The collected data were analyzed using the partial least squares structural equation model with SmartPLS 3.0. Results: The results showed that EM positively and significantly affected the financial and non-financial performance of VOEs, as well as on operational performance. Conclusions: EM played an important role in the improvement of many aspects of the performance of VOEs. The Indonesian government also need to consider EM various characteristics when recruiting directors. It is important to note that this research is the first to examine the impact of EM on VOEs.

• The Journal of Industrial Distribution & Business
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• v.6 no.4
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• pp.23-26
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• 2015

Purpose - To mislead shareholders about a firm's actual economic performance, managers frequently manage dividends. Earnings management also affects performance reviews. Managers attempt to manage reported earnings caused by current economic events to accurately reflect their current performance. Research design, data, and methodology - The sample consisted of 312 company-years from companies in the pharmaceutical distribution industry listed on the Tehran Stock Exchange. A study period from 2004 to 2014 was selected. In this study, a model for measuring the performance of the net profits to total assets of a division of Jones was used to measure earnings management. Results - This study found a negative correlation between corporate performance and earnings management. Conclusions - The results for the earnings management company indicated a significant inverse relationship. Therefore, the company's performance weakened as its earnings management activity increased. In other words, the results showed that the company's performance-based accruals earnings management, the actual management of profits, and the general level of earnings management had significant inverse relationships. Thus, as the company's profits declined, earnings management activity increased.

• Journal of Distribution Science
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• v.19 no.8
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• pp.101-112
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• 2021

Purpose: This study aims to explain the effect distribution strategy and competitiveness of entrepreneurial personality on marketing capabilities and performance, the effect of marketing capabilities on marketing performance, the role of marketing capabilities as a mediating variable on the effect of entrepreneurial personality on marketing performance, and the role of credit access moderating effect of entrepreneurial personality on marketing capabilities and performance. Research design, data, and methodology: This research was conducted in Bali, on a small clothing industry. The sample size was set at 150 respondents, using a cluster random sampling approach. Data were analyzed using descriptive analysis techniques and partial least square. Result: The findings show that; entrepreneurial personality and marketing capabilities have a significant effect on marketing performance, entrepreneurial personality has a significant effect on marketing capabilities. Another result shows that marketing capability mediates the effect of entrepreneurial personality on marketing performance, access to credit acts as a moderating predictor, and as quasi moderating the effect of entrepreneurial personality on marketing performance. Conclusions: Entrepreneurs should try to increase their knowledge and skills in marketing formally or informally. Competence in terms of individual knowledge and skills can indicate social capital investment, which indirectly contributes to one's mindset and insight.

• Journal of Distribution Science
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• v.19 no.5
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• pp.35-48
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• 2021

Purpose: This research aims to analyze the influence of relational penetration capability on salesperson performance and the influence of customer orientation, customer knowledge accessibility, and salesperson-customer relationship quality on the relational penetration capability of the insurance service industry in Central Java. Research design, data, and methodology: This explanatory research involved 211 respondents. Path analysis was used to analyze the primary data obtained. Results: The customer orientation positively influences relational penetration capability and customer knowledge accessibility which can improve salesperson performance. The salesperson-customer relationship quality shows a positive impact on the salesperson's relational penetration capability, salesperson performance, and relational penetration capability which will lead to an improved salesperson-customer relationship. Higher knowledge levels of customer necessity have important implications for a salesperson's capability of finding potential customers and of fulfilling customers' requirements through careful analysis of necessity. Conclusions: The salespeople should be capable of building and maintaining a good relationship with their customers as an indication that salespeople of Insurance Service Company Distribution in Central Java have good performance.

• Journal of the Korean Society of Clothing and Textiles
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• v.32 no.11
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• pp.1760-1770
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• 2008

The purpose of this study was 1) to find effects of private Guanxi and organizational relationship on quality of organizational relationship, 2) to find effects of private Guanxi and organizational relationship on performance of distribution channel, and 3) to also find effects of quality of organizational relationship on performance of distribution channel. Apparel manufacturers and distributors in China participated in the study. Random sampling method was used to collect the data. Data from 173 questionnaires were used for the statistical analysis. Factor analysis, Cronbach's alpha coefficient, and regression analysis was conducted. Two factors of private Guanxi were classified(i.e., affective Guanxi, instrumental Guanxi). Three factors of organizational relationship type were identified(i.e., opportunistic relationship, cooperative relationship, vertical relationship). The result indicated that affective Guanxi in terms of private Guanxi positively affected on quality of organizational relationship. Cooperative relationship and vertical relationship in terms of organizational relationship positively affected on quality of organizational relationship. Affective Guanxi positively affected on non-financial performance and financial performance in terms of performance of distribution channel. Instrumental Guanxi in terms of private Guanxi positively affected on financial performance only. Cooperative relationship in terms of organizational relationship positively affected on non-financial performance and vertical relationship positively affected on financial performance. Quality of organizational relationship positively affected on non-financial performance and vertical relationship positively affected on financial performance.

• Journal of Applied Reliability
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• v.12 no.3
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• pp.131-138
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• 2012

A design of reliability qualification test based on performance distribution is developed. In general, the performance of an item degrades as the time goes by and the failure of an item occurs when the performance degradation reaches the pre-determined critical level. This article considers the reliability qualification test based on a more tightened critical value at the earlier stage to reduce the evaluation testing time and cost. A numerical example is provided to illustrate how to use the developed reliability qualification test.

• Journal of Distribution Science
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• v.20 no.2
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• pp.101-108
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• 2022

Purpose: In this logistics disturbance period, this study conducts research of distribution and logistics firms in Korea. The purpose of this exploratory research is to analyze global competitive capability influence on business performance. And give managerial implications and contribute to academics. Research design, data, and methodology: This research empirically analyzes the relationship between global competitive capability and business performance. As for business performance this research considered non-financial performance and measured with business performance fulfillment. As for antecedent variables, this research measured three global competitive capability constructs; preparation, utilization, intensive capability. And each construct includes two capability concepts. This study used 2,316 executing direct export distribution and logistics industry firmsfrom KOTRA's GCL data. This research used frequency analysis, reliability analysis, correlation analysis, and step-wise regression analysis by SPSS26. Results: The result shows that all the variables except export infra showed statistically significant. As results show, mid/long strategy & global mind of preparation capability, both communication and marketing of utilization capability and market strategy and product/goods/service of intensive capability give a positive influence on business performance fulfillment. Conclusions: Based on the results, this research provide implication for practical management, contribution to academic, and suggestion for feature research.

• Journal of Distribution Science
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• v.20 no.9
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• pp.29-38
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• 2022

Purpose: The purpose of this study to determine the effect of distribution transformational and transactional project manager leadership style on the extra-role performance of project team members using multi-level modelling analysis. Research design, data and methodology: The role of psychological factors as the mediating variable namely is self-efficacy in the effect of project manager's leadership style on the project team members' performance was also studied using the Monte Carlo bootstrapping method. The sample of the study consisting of 370 project team members from 74 contractors registered with the Construction Industry Development Board in the Klang Valley was selected using a simple random sampling and a survey using a questionnaire. Results: The findings showed that the transformational leadership of project managers was a dominant predictor of extra-role performance of project team members. Furthermore, the study show the self-efficacy of project team members acted as a mediator in the relationship between transformational and transactional leadership of project manager leadership on the extra-role performance of project team members. Conclusions: The findings are expected to be used by the relevant parties in planning, arranging and implementing efforts to improve the work performance and ensure that projects are implemented according to the specified specifications.

• Journal of Distribution Science
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• v.22 no.3
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• pp.105-112
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• 2024

Purpose: This study analyzed the relationship between corporate capacity and management performance in the Korean distribution industry during the COVID-19 pandemic. Research design, data and methodology: The data for this study used the 2021 KOTRA GCL Test Data, and multiple regression analysis was performed using SPSS 26. As corporate competency, human capital and related capital of intellectual capital theory were utilized, and the global network level of social network theory was also utilized. As an additional analysis, corporate characteristics factors were used. Results: First, the level of global mindset of human capital acted as a positive factor in management performance, and the level of professional manpower did not achieve significant results. Second, related capital acted as a positive factor in corporate performance. Third, from the perspective of social network theory, the global network level of companies acted as a positive factor in management performance. Finally, the relationship between corporate characteristics and management performance was marginally significant. Conclusions: In order to improve the business performance of a company in a market shock such as the COVID-19 pandemic, it is required to strengthen the level of network construction with customers and increase the level of intellectual capital that a company has.

• Journal of Distribution Science
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• v.21 no.3
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• pp.1-12
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• 2023

Purpose: This study discusses the creative industry phenomenon which has different business characteristics both from resources and production processes to distribution. The study intends to analyze the effect of entrepreneurial orientation and market orientation on business performance by using absorptive capacity as a mediator. Research design, data, and methodology: Using the quantitative method, data were collected from 97 respondents, who are managers or owners of creative industry businesses in Makassar City, South Sulawesi, Indonesia. Data analyzed used Partial Least Square - Structural Equation Model. Results: The results of this study reveal that entrepreneurial orientation has no significant effect on business performance and has indirectly a trough absorptive capacity. Market orientation has a significant effect on business performance and indirectly through absorptive capacity. Another result is that absorptive capacity has a significant effect on business performance. Conclusions: When absorptive capability stresses the assimilation and exploitation of knowledge and market intelligence that has been learned to boost business performance improvements, market orientation and entrepreneurial orientation offer knowledge and experience to business processes including the creation of value distribution in the creative industries.