• 사회복지연구
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• 제48권3호
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• pp.117-143
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• 2017

본 연구는 다른 사람들과의 상호교류를 통해 획득되면서, 가족이나 타인과 함께 하는 경우에만 즐길 수 있는 재화인 관계재(relational goods) 개념에 주목하여 그것의 실태와 영향요인, 그리고 관계재의 격차를 심화시키는 요인을 분석하였다. 분석의 결과는 다음과 같다. 첫째, 하루 24시간 중에서 가족이나 타인과 함께하는, 관계재를 형성하는 시간은 평균 158분인 것으로 나타났다. 둘째, 토빗모형을 통하여 관계재의 영향요인을 분석한 결과, 가구원 수가 많을수록, 그리고 자가를 소유하고 현재 고용 중에 있을 경우 관계재가 증가하는 반면, 여성이고 맞벌이이면서 배우자가 없고, 연령이 증가할수록, 그리고 임금노동시간이 증가할수록 관계재가 감소하는 것으로 나타났다. 이 때 가구소득과 연령의 영향력은 관계재의 하위 구성에 따라 영향력의 방향이 상반되었는데, 연령이 증가할수록 가족관계재는 감소하지만, 타인관계재는 증가하였다. 또한 가구소득의 증가는 가족관계재를 감소시키는 반면, 타인관계재는 증가시키는 것으로 나타났다. 마지막으로 분위회귀분석을 통해 관계재 요인을 분해한 결과, 성별, 연령, 고용여부, 임금노동시간, 가구 규모, 혼인상태 등의 조건은 관계재 격차를 심화시키는 요인으로 분석되었다. 이러한 분석 결과를 토대로 본 연구에서는 의미 있는 사람들과의 관계재를 향유하는 방안으로서 장시간 노동문화와 노동환경의 개선을 제안하였다.

• Journal of Korea Trade
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• 제27권4호
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• pp.1-18
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• 2023

Purpose - The purpose of this paper is to study how flexibility and mutuality in determining trade terms impact logistics efficiency in the context of relational theory. Additionally, the effect of relational contracts on logistical efficiency relative to the value of the goods being traded is investigated. Design/methodology - According to the relational contract theory, we developed 17 factors utilizing a 7-point Likert scale to measure variables related to flexibility, mutuality, logistics efficiency, and the added value of goods. The survey occurred over four months, and was distributed directly, and via email, phone, and online Google surveys. A total of 403 surveys were collected out of 1,800 distributed, and 380 were analyzed. The principal respondents were import/export companies and members of the Korea International Trade Association and the Korea Small and Medium Business Export-Import Association. The collected data were analyzed using frequency analysis, exploratory factor analysis, and correlation analysis using SPSS ver. 26.0 statistical software, and hypothesis test results were derived using Process Macro ver. 3.5. Findings - This study provides evidence that negotiation flexibility for trade terms affects the efficiency of the logistics process, and the mutuality of such arrangements is shown to be associated with the flexibility and efficiency of logistics processes. Additionally, it has been established that companies whose trade goods possess a low degree of added value may experience increased efficiency in logistics operations if they agree to trade terms that are both flexible and mutually beneficial with their counterparts. Originality/value - This study suggests that in an environment of rapidly shifting global logistics and unpredictable related costs, trade companies may be able to improve logistics efficiency by establishing flexible, mutually beneficial trade terms when entering into contracts. Furthermore, it is suggested that companies dealing in low-value-added products may improve the logistical performance of approaching trade from a perspective of relational contracts.

• 한국사회복지학
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• 제62권4호
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• pp.79-102
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• 2010

본 연구는 최근 한국 사회복지서비스의 변화를 민영화이론, 복지혼합, 소비자주의 접근으로 설명하는 것이 제한적이라고 보고 서비스 행위자간 관계분석으로 변화를 설명하고자 하였다. 사회복지서비스의 네 행위자인 이용자, 전달자, 제공자, 정부가 맺는 여섯 차원의 관계에서 변화를 공식성과 평등성 이라는 기준으로 분석하였다. 이 결과 한국 사회복지서비스에서 행위자들의 관계가 온정적이고 시혜적인 성격의 비공식적이고 위계적인 관계에서 공식성과 평등성을 강화하는 방식으로 제도화되고 있음을 포착하였다. 이러한 관계는 계약적 방식에 기초하고 있으며 행위자 권리의 제도적 기초가 형성된 점이 의미 있는 변화로 발견되었다. 반면, 정부와 다른 행위자들과의 관계가 가지는 불명료성이 딜레마로 분석되었다. 이 딜레마는 사회복지서비스 공급에서 서비스 질 관리라는 정부의 역할을 구체화하면서 해결되어야 함을 제안하였다.

• Fashion, Industry and Education
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• 제15권1호
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• pp.12-28
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• 2017

In the era of social media, marketers have struggled to understand and serve participants' diverse and multifaceted needs in a novel form of online brand community in the social-networking sites such as Facebook. Thus, this study identifies different groups of participants affiliated with Facebook brand pages based on their needs for brand connection. The need-based segments are validated by comparing results across foodservice and consumer goods. Results of cluster analysis reveal three distinct segments (i.e., residents, lurkers, and peepers) based on participants' functional, experiential, and incentive needs. Results of multivariate analysis of variance illustrate significant differences in relational tendencies for a brand of interest among these three groups. The three groups are profiled based on participants' engagement level. Findings of this study are expected to help marketers better understand the needs of diverse participants in their SNS-embedded brand community so they can develop tailored communication strategies for targeted groups.

• 무역상무연구
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• 제56권
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• pp.3-27
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• 2012

The purpose of this thesis is to develop a relational model which can explain consumer selection for exporting goods and analyze the effect of corporate image on the relations between country image and consumer selection under global trade environment. The specific objectives are as follows: 1) to suggest a concept of consumer selection and measurement criteria, 2) to analyze correlations among country image, corporate image and consumer selection and 3) to find out the effect of corporate image on the relations between country image and consumer selection. The SPSS program for window and LISREL program were used to analyze the data for this study. The statistical method used in this study was the covariance structure analysis estimating parameters by maximum likelihood method. Path coefficients were tested for t-tests with a statistical significance level of .05. The conclusions of this study are as follows. First, significant correlations were observed among all sub-variables proposed in this study. In addition, significant correlations were detected among country image, consumer selection and corporate image. Second, a hypothetical model proposed in this study was mostly appropriate. Country image had a positive direct effect on consumer selection and corporate image with statistical significance. In addition, it has an indirect impact on consumer selection with statistical significance with corporate image as an intervening variable. Third, corporate image had a significant moderation effect in country image-consumer selection relations. As corporate image levels increased, the effect of country image on consumer selection increased as well. In other words, it has been confirmed that if corporate image levels are high, country image could end up with consumer selection.

• 가족자원경영과 정책
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• 제16권1호
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• pp.67-83
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• 2012

Baby boomers are often defined by their support of their parents and their devotion to their children's educational success by providing financial and emotional aids. Now, 7.12 million baby boomers in South Korea are retiring, or are about to retire, without any retirement plans. Similar to financial stability, health, and leisure life, social capital is another important element in the quality life after retirement. This is because social capital can function as a potential resource network. Social capital is a source that provides money, information, goods, services, emotional aids, social relational opportunities etc. In the past, family and community provided social capital for the aged. However, the baby boomer generation cannot expect the same. The baby boomers have the task of creating new social capital that can assure their quality of life. Therefore, this study examines cohort characteristics of the baby boomer generation and, based on the examination, seeks an alternative for social capital. The results are as follows: First, social capital from the local community can be an alternative source of caring for the baby boomers in old age. Second, among the social capital of the local community, elderly care supported by a family friendly community is proposed. In addition, baby boomers must become the primary social capital that contributes to a mature civil society rather than a beneficiary of welfare for the aged.

• 마케팅과학연구
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• 제19권4호
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• pp.32-43
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• 2009

信任在心理学, 经济学, 社会学中已被广泛研究, 其重要性不仅在市场营销中被强调, 在一般商业原则中也被强调. 供应商和买家之间的关系与过去不同, 过去的关系需要相当大的私人网络优势, 并可能涉及不道德的商业行为. 而在以工业营销成功的为核心的二十一世纪激烈的全球竞争中, 供应商和买家之间的关系是伙伴关系. 在相互合作的高级别信任的基础上, 通过交换的关系, 这会给买家和供应商带来长期的利益, 竞争力增强和交易成本的降低以及其他福利. 尽管现有的研究有信任的重要性, 但是在购买与供应关系中却忽视了信任的作用, 也没有系统地分析信任对关系的影响. 因此, 深入研究, 确定买家和商业服务供应商之间信任和关系绩效之间的联系是绝对需要的. 本研究中的商业服务, 包括那些支持制造业, 正作为下一代经济增长的引擎而吸引着人们的注意. 韩国政府已选择其作为制造业发展的战略领域. 由于商业服务开放市场的需求日趋激烈, 商业服务业的竞争力应该比以往得到更多的提倡. 本研究的目的是探索相互信任对买家和供应商之间的关系绩效的影响. 具体来说, 本研究在商业服务交易中提出了一个关于信任-关系绩效的理论模型, 并实证检验根据模型而提出的假设. 这项研究表明, 研究结果有战略意义. 本研究通过多种方法收集经验数据. 这些方法包括通过电话, 邮件和面试. 作为样本的公司是在韩国供应和购买商业服务的以知识为本的公司. 本研究收集的是二进的基础数据. 每个样本公司对包括购买公司及其相应的供应公司. 并跟踪调查每个公司对的相互信任. 本研究为商业服务的买卖双方提出了信任-关系绩效的模型. 该模型由信任和它的前因和后果. 买家的信任分为对供应公司的信任和对销售人员的信任. 根据Doney 和Cannon (1997)的研究我们在个人水平和组织水平上观察信任. 通常情况下, 买方是信任的受体, 但这项研究我们建议以供应商为观察受体. 因此, 它独特的关注了双边角度的知觉风险. 换言之, 供应商和买家一样, 是信任的主体, 因为交易通常是双边的. 从这个角度来看, 供应商对买家信任和买方对供货商的信赖一样重要. 供应商的信任从某种程度上受它信任的买方公司和买家的影响. 这种使用个人水平和组织水平的信任分类是根据Doney 和Cannon (1997)的研究. 信任影响供应商的选择, 这是一项双向放的工作. 供应商们积极参与供应商选择过程中, 和买家密切的一起工作. 此外, 该过程从某种程度上受每一方信任的合作伙伴的影响. 挑选过程包括一些步骤: 识别, 信息检索, 供应商选择和绩效评价. 作为这一进程的结果, 买家和供应商都进行绩效评估, 并就这些结果为基础, 采取有形或无形的纠正行动. 本研究中使用的关于信任的测量问项是根据Mayer, Davis 和 Schoorman (1995) 以及Mayer和Davis (1999)的研究发展起来的. 根据他们的建议, 有关信任的三个方面的研究包括有能力, 善和完整. 根据商业服务这个背景我们调整了原来的问题. 例如, 如 "他/她的专业能力" 已被改为 "当我们讨论我们的产品时销售人员表现出专业能力. "这项研究使用的测量问项不同于在以往的研究中使用的问项（Rotter 1967; Sullivan和Peterson 1982; Dwyer和Oh 1987. 本研究中有关信任的前因后果的测量问项是根据Doney和Cannon (1997)的研究为基础制定的. 根据商业服务这个背景我们调整了原来的问题. 特别是, 问题被设计为对买家和供应商以解决下列因素: 信誉 (诚信, 客户服务, 良好意愿), 市场地位 (公司规模, 市场份额, 在行业中的地位), 愿意定制（产品, 过程, 交付), 信息共享(专有信息, 个人信息), 愿意保持良好关系, 认为专业, 权威授权, 买方与卖方的相似性, 以及接触频率. 作为信任相应的变量, 我们对关系绩效进行了测试. 关系绩效分为有形的影响, 无形影响, 和副作用. 有形的影响包括财务业绩;无形的影响, 包括关系的改善, 网络开发, 以及内部员工的满意度;副作用包括既不是有形影响也不是无形影响的影响. 我们联系了350对公司, 105对公司答复了我们. 由于不完整我们删除了5对公司, 105对公司被用于数据分析. 用于数据分析的回应率为30%(三百五十零分之一百零五), 高于工业营销的平均回复比率. 至于回复的公司的特点, 大多数的公司运作的商业服务既为买方(85.4%)也为供应商(81.8%). 大部分买家是做消费品贸易(76%), 而供应商的大部分(70%)是做工业品贸易. 这可能意味着买家的过程是购入材料, 部件和组件从而生产消费品成品. 正如他们对他们与合作伙伴关系的长度的报告表示, 供应商比买家有更长的商业关系. 假设1测试买方-供应方特点对信任的影响. 销售人员的专业度(t=2.070, p<0.05)和权威授权(t=2.328, p<0.05)积极影响买方对供应方的信任. 另一方面, 权威授权(t=2.192, p<0.05)积极影响供应方对买方的信任. 对买方和供应方来说, 权威授权的程度对保持对彼此的信任有关键作用. 假设2测试买卖双方关系特点对信任的影响. 买家倾向于信任供应方, 因为供应方总是尽全力联系买方(t=2.212, p<0.05)这种倾向性在供应方方面也表现得很强(t=2.591, p<0.01). 另一方面, 供应商对买方的信任是由于供应商感知买家与自己的相似性(t=2.702, p<0.01). 这一发现证实了Crosby, Evans, 和Cowles(1990)的研究结果. 他们的结果表明供应方和买方通过商务或私务的定期会议来建立彼此的联系. 假设3测试信任对感知风险的影响. 结果表明无论对买方还是供应方, 信任越低, 感知风险就越大(买方: t =-6.621, p<0.01; 供应方: t=-2.437, p<0.05). 有趣的是, 这一趋势已被证明对买方更强. 这种较高水平的感知风险的一个可能的解释是在商业服务交易中买方通常比供应方感知到更大的风险. 为此, 有必要对供应商对买方实施减少风险的战略. 假设4测试信任对信息搜集. 根据结果, 对供应方和买方, 与预期相反, 信任取决于他们合作伙伴的名誉(买方t=2.929, p<0.01; 供应方t=2.711, p<0.05). 这一发现表明, 具有良好信誉的供应商往往是可信的. 以往的经验并没有显示出任何与买家或供应商信任的重要关系. 假设5测试信任对供应方/买方选择的影响. 与买方不同, 当供应方认为以往与买方的交易重要时, 供应方倾向信任买方(t=2.913 p<0.01). 但是, 本研究并没有现实资源忠诚和买方对供应方的信任之间有显著关系. 假设6测试的是信任对关系绩效的影响. 对买方和供应方, 当财务表现被报告提高时, 他们比较信任他们的合作伙伴(买方: t=2.301, p<0.05;供应方: t=3.692, p<0.01). 有趣的是, 这种趋势在供应方比较明显. 类似的, 当竞争力被报告提高时, 买卖双方比较信任他们的合作伙伴(买方t=3.563, p<0.01 ; 供应方t=3.042, p<0.01). 对供应方来说, 当对买方信任时效率和生产力会提高(t=2.673, p<0.01). 其他绩效指标与信任没有显著关系. 这项研究结果有一定的战略意义. 首先和最重要的是, 以信任为基础的交易对供应商和买家而言都是有益的. 根据研究证实, 通过努力建立和保持相互信任可以使财务表现提高. 同样, 可以通过同样的努力提高竞争力. 第二, 以信任为基础的交易能够减少购买情况中的感知风险. 这对供应商和买家都有启示. 人们普遍认为, 在一个高度参与的采购情况中买家感知到更高的风险. 为了减少风险, 以往的研究已建议供应商制定降低风险的策略. 而本研究的特点是从双边角度关注知觉风险. 换言之, 供应商也容易存在风险, 特别是当他们提供的服务, 需要非常先进的技术, 操作和维护. 因此, 购买者和供应商必须一起密切合作解决问题. 因此, 相互信任在问题解决过程中起着关键作用. 第三, 在这项研究中发现, 销售人员有更多的授权, 他或她越被信任. 这一发现从战术角度看是非常重要的. 建立信任是一个长期的任务, 然而, 当互信尚未开发, 供应商能够通过授权销售人员做出某些决定来克服遇到的问题, 这一结论也适用于供应商.

• International Journal of Advanced Culture Technology
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• 제9권3호
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• pp.92-99
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• 2021

In this research, it was investigated the competence of Korean salesmen in the insurance business(B2C, consumer goods marketing) and information communication industry(B2B, industrial goods marketing) at the individual level rather than the organizational level. The salesperson's Guanxi ability means the salesperson's ability to create, maintain, develop the Guanxi ability. Namely, it was investigated whether the Korean salesman's Guanxi ability is the effective and persuasive concept in explaining the sales performance(company performance, business performance). The purpose of this paper was to verify which variables, among Guanxi ability and customer orientation, better explain the sales performance of salespeople. The Western concept of marketing that is closest to Guanxi is the concept of the customer-orientation that is based on the theory of relationship exchange. Confucian culture in the East is the construct concept, Guanxi is the measurement. The relational exchange theory in the West is the construct concept, customer orientation is the measurement. As the result of the analysis, we found that the Guanxi proved a greater correlation with sales performance than customer orientation. In the information technology industry, there was a big difference compared to insurance industry, whereas Guanxi and customer orientation had a similar level of correlation with sales performance. In the case of the insurance industry, we found that the Guanxi and sales performance were significant but the customer orientation and sales performance were not. This means that sales performance can be accurately and sufficiently explained only by adding the Guanxi ability in addition to customer orientation. The result of analyzing the mediating effect of the Guanxi ability between customer orientation and company performance, customer orientation was significant with Guanxi, and customer orientation and company performance were also significant. But, when the Guanxi was used as the parameter, the Guanxi was significant with company performance, but the customer orientation was not. Even when the dependent variable was business performance, when the Guanxi was used as the parameter, we found that the Guanxi was significant with the business performance, but the customer orientation was not. Namely, it proved Guanxi ability and customer orientation are completely independent concepts. In addition, we found that the information technology industry, unlike the insurance industry, mediated the Guanxi ability between customer orientation and sales performance. We confirmed that in the future, salespeople should not only rely on rational methods to maintain and reinforce customer relationships, but must consider the emotional factors through empathy with customers.

• 한국산학기술학회논문지
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• 제15권4호
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• pp.1923-1931
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• 2014

시장에서 공급자와 고객의 가치창출은 학계와 산업계에서 중요한 비즈니스 전략으로 인식되고 있지만 이 현상에 대한 체계화된 연구가 부족하다. 본 연구에서는 해외 저널 및 국내 저널을 포함한 기존의 문헌에 대한 탐색적 연구 및 귀납적 추리를 바탕으로 가치연구의 발전 동향을 시기별, 주제별로 정리하였고 공급자와 고객의 가치창출 현상의 연구를 위한 자원 및 역량 기반 연구체계를 구축하였다. 가치 연구의 연구동향에 대해 주제별로 살펴본 결과 2004년 이전에는 크게 제품 및 서비스의 가치에 대한 연구와 고객과의 관계가치에 대한 연구로 나눌 수 있었고 2004년 이후 각각은 서비스 지배적 논리 및 관계의 효용, 네트워크 및 공급자 체인상의 관계로 발전하였다. 자원과 역량 기반 관점에서 기존의 문헌들을 연구한 결과 4가지의 자원(재무적 자원, 지식 자원, 효율성 자원, 지적 재산 자원)과 4가지의 역량(관계 역량, 협력 역량, 혁신 역량, 관리 역량)을 도출하였고 이를 기반으로 한 연구체계를 수립하였다.

• 한국실내디자인학회논문집
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• 제24권4호
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• pp.3-13
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• 2015

For last decades, the interests and efforts to enhance healthcare facility users' experience is focused on improving facility environments for healing (Delvin, 2003) and servicescapes in order to meet the users' needs (Becker, 2008; Seunghee, 2011). In the emerging experience economy, customer want experiences and they're willing to pay for the experiences and memories not goods. (Pine, J. & Gillmore, J., 1999). It is important to identify what supports customer experiences and how they perceive the experiences in healthcare environments and it will provide important information for healthcare planners, managers, architects, and interior designers. This study examines the service user experience design elements from a User Experiences design perspective. It focuses on healthcare facilities as user experience elements and build up a conceptual framework that outlines service user experience design elements in healthcare facilities. Literature review and case studies were conducted to build the service user experience design elements according to affordance theory. Findings from this study shows that service user experience design elements were introduced and newly developed which can be categorized into three factors; 1) Functional experiences in the physical environments (safety, accessibility, self-directiveness), 2) emotional expression and cognitive experiences (identifiability/clarity, natural features/pleasant environment, aesthetic elements/playful space, media richness), 3) social relational experiences(closeness, privacy, communication with staff, integrated system). These service user experience design elements will help healthcare facility designers to understand what customer experiences, how they increase the satisfaction, and how they improve facilities for modeling the industry's best practices.