• Journal of Distribution Science
• /
• v.14 no.6
• /
• pp.53-63
• /
• 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.

• Journal of Fisheries and Marine Sciences Education
• /
• v.24 no.6
• /
• pp.793-805
• /
• 2012

This study investigated the influence of mother and peer attachment on conflict resolution strategies of children. Following research questions were established. First, what is the influence of mother and peer attachment on conflict resolution strategies of children? Second, does the influence of mother and peer attachment on conflict resolution strategies of children differ according to sex? Third, what is the relative influence of mother and peer attachment on conflict resolution strategies of children? 485 fifth graders(male, 184; female, 163) from elementary schools located in Busan participated in this study and completed Inventory of Parent and Peer Attachment and Conflict Resolution Strategies Scale. Collected data were analyzed using t-test, Pearson Correlation Coefficient, Simple Regression and Multiple Regression Analysis. Major findings of this study were summarized as follows: First, both mother and peer attachment influenced on compromising and integration, avoiding and obliging strategies although the degree of influence were different. Second, the influence of mother and peer attachment on conflict resolution strategies differ according to gender. Third, the influence of peer attachment on conflict resolution strategies were greater than the one of mother attachment. Finally the significance of this study were presented with comments on limitations of this study.

• International Commerce and Information Review
• /
• v.12 no.2
• /
• pp.183-211
• /
• 2010

This paper empirically investigated whether the dependence of manufacturing firms effects the influence strategies and long-term orientation based on the data from manufacturing firms in Korea. U.S., and Japan. Also, the proposed model was proven by the structural equation model with the data gathered from 105 manufacturing firms in Korea, 103 in U.S., and 83 in Japan. The findings were as follows. First, the dependence of all of manufacturing firms, regardless of country, positively affected the coercive influence strategies of distributors, whereas the dependence positively affected the noncoercive influence strategies in U.S. and Japan but in the case of Korea, it showed the reverse direction and were not statistically significant. Second, the dependence of Korean manufacturing firms positively affected the long-term orientation but American manufacturing firms showed the reverse direction and it was not statistically significant. In the case of Japanese manufacturing firms, the direction predicted in the paper was shown but was not statistically significant. Third, the coercive influence strategies positively affected the long-term orientation in Korea but it showed the negative relationship in Japan. Fourth, the noncoercive influence strategies positively affected the long-term orientation in all countries. Lastly, a few implications, limitations and future study issues were discussed.

• Journal of Distribution Science
• /
• v.21 no.5
• /
• pp.93-102
• /
• 2023

Purpose: This study aims to investigate a meaningful connection between the service supply chain and the power to influence potential customers for airline booking. This investigation will cover various topics, including customer service, product quality, and marketing strategies. Additionally, the literature review will examine the various strategies and tactics airlines use to influence customer behavior. Research design, data, and methodology: The data collection process conducted by the author could obtain the justification and establish the quality of the instrument between independent factor (Service Supply Chain) and dependent factor (Power to Influence Potential Customers), selecting peer-reviewed articles mostly for the current study. Results: The findings section thoroughly studied the research findings indicating a potential link between service supply chain management and the ability to persuade potential consumers to book an airline. The research findings will be explored concerning the numerous variables that may affect customers' decision-making in the airline business, the techniques used by airlines to sway consumers. Conclusions: The research has provided evidence that airlines use a variety of strategies to influence potential customers and that these strategies are generally successful in increasing customer loyalty and satisfaction, as well as sales. By utilizing these strategies, airlines can increase their customer base and profitability.

• Culinary science and hospitality research
• /
• v.13 no.2
• /
• pp.174-187
• /
• 2007

The purpose of this research is to analyse the cause and effect relations among management strategies, performance assessment and management performance in the hotel industry. The research result is as follows. A management strategy of the hotel industry has influence directly on a performance assessment through the non-financial factor, the financial factor and the study evaluation factor. And a financial performance assessment and a non-financial performance assessment have influence directly on the management performance. Total effects on a management performance of the hotel industry were 0.769 in a management strategies and 1.755 in a performance assessment. In comparison in the direct effects, the management strategies do not influence the management performance directly, and management performance is revealed through a performance assessment.

• International Journal of Highway Engineering
• /
• v.17 no.4
• /
• pp.117-126
• /
• 2015

PURPOSES : This study aims to investigate the direct and indirect influence areas from incidents on urban interrupted roadways and to develop traffic management strategies for each influence area. METHODS : Based on a literature review, various traffic management strategies for certain incidents were collected. In addition, the relationship between the measure of effectiveness and the characteristics of incidents was explored using an extensive simulation study. RESULTS : From the simulation studies, traffic delays increased as the number of lane closures increased, and the impact of lane closures was reduced to the direction upstream from the incident site. However, the magnitude of the delay change depended on the degree of saturation. Using these characteristics, the direct and indirect influence areas resulting from incidents were defined, and traffic management strategies were established for each direct and indirect influence area and for each level of incident. CONCLUSIONS: The results of this study will contribute to the improvement of national traffic safety by preventing secondary incidents and by effective adaptation to incident events.

• Korean Journal of Child Studies
• /
• v.36 no.2
• /
• pp.131-143
• /
• 2015

This study sought to investigate the influence of mother's marital conflict and avoidance coping strategies with marital conflict on school aged child-rearing stress, on the focus of interaction mother's marital conflict and avoidance coping strategies with marital conflict. The subjects comprised 234 mothers of school aged children in Daegu and Keoungbok. The collected data were analyzed by mean of t-test, Pearson Correlation, and Hierarchical regression using SPSS Win 19.0. The results were as follows. (1) Mother's marital conflict significantly influenced on school aged child-rearing stress. However mother's avoidance coping strategies with marital conflict on school aged child-rearing stress did not. (2) The interaction effects of mother's marital conflict and avoidance coping strategies with marital conflict on school aged child-rearing stress was observed.

• Journal of Family Resource Management and Policy Review
• /
• v.21 no.2
• /
• pp.73-93
• /
• 2017

The purpose of this study was to investigate the influences of work-family conciliation strategies on work-family conflict and enrichment in dual-earner couples who live in Daegu with children. The subjects of this study were 176 dual-earner couples, who have under 16 youngest children and work over 15 hours each week. The research tool was questionnaires. For data analysis, factor analysis, Cronbach ${\alpha}$, paired t-test and multiple regression were performed. The main results of this study were as following. First, there were significant differences in management and planning skill strategy, work-family conflict and enrichment according to gender. Second, positive attitudes strategy toward multiple responsibilities, wives use, had an influence on work${\rightarrow}$family conflict in wives. Also, partner coping, management and planning skill, and positive attitudes strategy, wives use, and management and planning skill strategy, husbands use, had an influence on family${\rightarrow}$work conflict in wives. And management and planning skill and professional adjustment strategy, husbands use, had an influence on family${\rightarrow}$work conflict in husbands. work-family conciliation strategies had no influence on work${\rightarrow}$family conflict. Third, positive attitudes strategy toward multiple responsibilities, wives use, had an influence on work${\rightarrow}$family enrichment in wives. Also, partner coping strategy, wives use, and management and planning skill strategy, husbands use, had an influence on family${\rightarrow}$work enrichment in wives. And positive attitudes strategy toward multiple responsibilities, husbands use, had an influence on work${\rightarrow}$family enrichment in husbands. Also management and planning skill strategy, wives use, and partner coping, professional adjustment and management and planning skill strategy had an influence on family${\rightarrow}$work enrichment in husbands.

• Asia Marketing Journal
• /
• v.11 no.2
• /
• pp.1-20
• /
• 2009

Feng Shui practice is very popular in East Asia and has been rapidly adopted by the population of the West. As Feng Shui involves knowledge of object placement, it opens opportunities to market Feng Shui knowledge and products. This paper presents an analysis of a successful Feng Shui enterprise, World of Feng Shui (WOFS), that has been established by a well-known Feng Shui expert Lillian Too and her daughter Jennifer Too. The enterprise's marketing strategies and tactics are tied to the theoretical concept of social influence, widely researched in the consumer behavior literature. The three types of social influence (informational, utilitarian, and value-expressive) are examined in relation to WOFS' marketing strategies using secondary data material. The main results indicate that the strategies of WOFS enterprise address all three types of social influence. The articles generated on-and off-line can be mostly associated with the informational influence. The off- line activities such as events, courses/workshops, and TV shows are also informational in nature. The Q & A sections/postings can be considered as representative of the utilitarian influence. They give experts (e.g., Lillian Too) the opportunity to provide individuals with problem-specific recommendations. Mega-mall website provides the value-expressive influence as purchase and consumption of the Feng Shui products is most susceptible to this type of influence. In terms of implications, WOFS enterprise strategies are suitable not only for consumes but also for business executives in Asia and in the West as architects, designers, and homeowners across continents use Feng Shui practices for building placements and decoration of dwellings and workplaces. Feng Shui practice has some limitations such as conflicting opinions of experts and increased complexity when the dimension of time is taken into consideration. Still, Feng Shui as a practice is growing globally adjusting itself to regional and cultural challenges.

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