• 무역학회지
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• 제43권5호
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• pp.93-113
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• 2018

수출업자와 수입업자간의 신뢰(trust)형성을 촉진하는 선행요인으로서 수입업자에게 제공되는 금전적 또는 비금전적 인센티브의 효과를 조사하였다. 수출업자는 수입업자의 통제 수단으로서 인센티브라는 성과와 연계된 보상시스템을 사용한다. 110개의 수출중소기업 표본을 대상으로 가설 검증을 한 결과, 금전적 인센티브 보다는 비금전적 인센티브가 신뢰 구축에 더 효과적인 적으로 나타났다. 금전적 인센티브는 신뢰 형성에 통계적으로 유의한 관계를 보이지 않았다. 또한, 신뢰의 매개효과인 <비금전적 인센티브 ⇒ 신뢰 ⇒ 수입업자의 역할수행 제고>의 관계는 유의한 것으로 나타났다. 비금전적 인센티브가 신뢰형성을 촉진하고, 이렇게 형성된 신뢰관계는 수입업자가 자신의 맡은바 역할을 충실히 하는데 기여한다는 것이다.

• 무역학회지
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• 제44권5호
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• pp.93-106
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• 2019

The purpose of the study is to investigate whether monetary and non-monetary incentives paid to exporters influence the level of compliance and tendency to behave opportunistically. As one of the most common ways to export one's products overseas is to establish relationships with foreign agents, numerous research has aimed to identify types of incentives to motivate foreign agents to bring the most efficient outcomes. Stemming from previous studies, this research hypothesizes that the type of incentives affects exporter's level of compliance, and tendency to act opportunistically which determine the level of exporter's satisfaction on foreign agency role performance. Data was collected from 196 Korean exporters, and the findings suggest that exporters should actively engage in providing non-monetary incentives to their agents to motivate importers to comply with exporter's rules. Conversely, agents tend to act more opportunistically when they receive monetary incentives only. These phenomena lead to the conclusions that the satisfaction level of foreign agency role performance is improved when non-monetary incentives are actively in place, and at the same time, foreign agent's level of compliance and opportunism play mediating roles.

• ETRI Journal
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• 제29권2호
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• pp.219-230
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• 2007

In this paper, we investigate the determinant factors of performance of global standardization experts in their standardization activities. Standards experts of various nationalities were surveyed to assess incentives that may positively influence the performance of standards professionals. As a basis for this study, we make three main assumptions. First, incentives can be important determinant factors of performance among standards experts. Second, standardization is in the public interest, insofar as the efficiency gains resulting from standardization benefit society as a whole. Third, based on this assumption that standardization is in the public interest, we propose that performance determinants for standardization activities tend to be non-monetary in nature rather than monetary. We find that, in order to improve performance among international standards experts, a better understanding of their aspirations and needs must be gained so that appropriate incentives may be proposed to them. Our analysis reveals that the two most important determinant factors of performance are the recognition of the professional status of international standards experts, and an environment providing support systems to help them perform to their fullest potential.

• The Journal of Asian Finance, Economics and Business
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• 제9권5호
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• pp.507-518
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• 2022

This study aimed to measure the monetary and non-monetary effects on brand awareness at hypermarkets in Riyadh. The independent variable consists of three sub-variables: price reductions, free samples, and purchasing vouchers. The research population has all Saudi and non-Saudi buyers in Riyadh. The figures show that the population size reached 3.87 million in 2019. The proportional stratification sampling technique and the recommended sample size were 387 buyers. The five-point Likert scale with the fully structured questionnaire was used. The study concldes the effect of free samples on brand awareness while there was no effect of monetary instruments. The results show that the three sales promotion incentives (price reduction, free samples, and purchasing vouchers) moderately affected brand awareness and a key role in explaining consumer behavior, so the significant impact was proved. In summary, this study showed that price reductions have the power of creating the perception of buyers at hypermarkets in Riyadh. Non-cash instruments were more effective than cash instruments in enhancing brand awareness at the hypermarkets in the Saudi market. So, the price reductions and purchasing vouchers have less power in conducting communication-based awareness. Building awareness and improving brand image through free samples were most visible in communication strategy.