• 한국경영과학회지
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• 제33권4호
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• pp.13-30
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• 2008

We explore the determinants of long-term relationship between the buyer and the supplier to help suppliers develope a strategy to build long-term relationship with their buyers. Based upon an extensive literature review, we propose three droops of independent variables which may affect long-term relationship, including (a) environmental factors (product complexity, product importance, source dependence, price sensitivity), (b) relational factors(trust, commitment, satisfaction, intention of expansion), (c) operational performance(quality, delivery, cost capability, technical knowhow). The buyer's actual period of relationship with its main supplier is used as a dependent variable. Using hierarchical multiple regression analysis, we empirically test hypotheses, analysing a sample of 290 manufacturing firms in the U.S. The statistical results indicate that the buyer's source dependence, price sensitivity and the supplier's commitment play a significant role in establishing long-term relationship between the buyer and the supplier. However, the supplier's cost capability and technical knowhow in operational performance negatively affect long-term relationship in contrast with our hypotheses. Due to this controversial result, we divide the sample group Into dual sourcing and multiple sourcing environments and reconduct regression analysis in a post hoc manner. The findings show that the supplier's cost capability and technical knowhow are negatively associated with the length of relationship only in the multiple sourcing environment. The results may confirm that both parties' opportunistic behavior is more salient in the multiple sourcing environment than in the single sourcing environment.

• 한국의류학회지
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• 제32권9호
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• pp.1407-1417
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• 2008

This study intended to compare the effects of fashion emotional and relationship experience of middle and old aged women on their long-term relationship orientation. The survey was conducted in September and October in 2006 on 579 middle old aged women whose age varied from 40 to 70 years old, who lived in Seoul and the metropolitan area and had experienced fashion shopping. The SPSS 12.0 was used to do an analysis of frequency, an exploratory factor analysis, and a multi-regression analysis and Lisrel 8.14 was applied to make a path analysis. The result of this study was as follows: Comparing the two age groups, the most important fact was that fashion related experience had more affective on long-term relationship orientation for old aged than middle aged women. Secondly, the effects of fashion emotional experience of middle and old aged women affected the long-term relationship orientation were the same. This analysis suggested that intensive marketing strategy effort of emotional experience for middle aged women and relational experience for old aged women should be more effective in fashion market.

• 산경연구논집
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• 제9권9호
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• pp.53-62
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• 2018

Purpose - The focus of this study is to investigate the structural influences such as brand value, relationship value, market orientation, long-term orientation, and performance. The effects of brand value and relationship value on the differences on transaction performance in b2b was investigated. Research design, data, and methodology - The subject of this study was a liquor and beverage distribution company that deals in b2b. The research hypothesis is based on literature of the preceding research analysis of brand value, relationship value, market orientation and long-term orientation. This study has constructs that was defined operationally by referencing previous studies. Operational questionnaire was used to investigate the target key staff who work in the liquor and beverage distribution company. 178 survey data were used for empirical analysis to prove the hypothesis. This study used structural equation techniques(AMOS) to prove the research hypothesis. Results - The main results of this empirical study were as follows. First, supplier's brand awareness has a positive effect on market orientation, but did not affect long-term orientation. Brand awareness of suppliers indicates that they are not directly related to long-term orientation. Second, supplier's brand image has a positive effect on market orientation and long-term orientation in b2b transaction. So, the brand image and reputation of the supplier suggest that it is important for the b2b transaction to have a market orientation tendency or a long-term orientation. Third, supplier's relationship value has a positive effect on long-term orientation, but does not affect market orientation. Relationship value indicates that they are not directly related to market orientations of the buyer. Fourth, Market orientation has a positive effect on long-term orientation and marketing performance and long-term orientation has a positive effect on marketing performance in b2b. Additionally, the buyers market and long term orientation are important factors in marketing performance in b2b. ' Conclusions - Based on empirical results, this study confirmed that brand image rather than brand awareness positively influenced long-term orientation as well as market orientation in b2b. Relationship value can be found in transactions, which is important for long-term orientation. Especially, these findings are suggestive in the consumer goods distribution market.

• 한국의류학회지
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• 제31권7호
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• pp.1107-1118
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• 2007

Relationship marketing research has traditionally focused on the relationship among customer satisfaction, trust, and customer commitment, while assuming that the causal relationship of customer $satisfaction{\rightarrow}trust{\rightarrow}commitment$ is well understand. However, recently many scholars argue that customer satisfaction, trust, commitment can not explain long-term orientation fully, and suggest the need for more extensive researches investigating the determinants of long-term relational retention. The purpose of this study was to explained the relationship development process through the mediation effect of contact intensity and relationship termination cost between customer satisfaction and trust, and between trust and commitment, and an analysis the causal relationship among these variables. The results were as follows. First, the customer satisfaction had both direct and indirect effects on trust mediated by contact intensity. Second, the trust had both direct and indirect effects on commitment mediated by relationship termination cost. Third, the commitment influenced long-term orientation. Finally, the empirical results confirmed that the model add to the concept of mediation with contact intensity and relationship termination cost plays a strong, central role in explaining relationship development process between customer and fashion retail stores.

• 대한가정학회지
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• 제47권7호
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• pp.97-107
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• 2009

This study investigated the impact of long-term relationship orientation on emotional characteristic in fashion stores and relationship characteristic between middle-aged and senior women and salespeople. This study employed survey method with questionnaire. Data were collected from 579 women who were from the age of forty to seventy. The data were analyzed using statistic methods(SPSS 15.0 and Amos 5.0) such as frequency analysis, cronbach $\alpha$, exploratory factor analysis, second-order confirmatory factor analysis, confirmatory factor analysis and structural equation modelling. The findings of this study were concluded as follows; Firstly, the income significantly affected on emotional characteristics(p < 0.01), but had no significant effect on long-term relationship orientation(p < 0.05). The higher income, the more respondents exhibited positive attitude and sensitive emotional characteristics as a sense of sight, hearing, smell, tactile and feeling to salespeople in the fashion stores. The path of structural equation was implemented as income variables $\rightarrow$ emotional characteristics $\rightarrow$ (relationship with salespeople variables $\rightarrow$ )commitment $\rightarrow$ long-term relationship orientation which turned out to be statistically significant at the 95% confidence level. Secondly, senior group(55~70yrs) was more positive relationship with salespeople compared to middle-aged group(40~54yrs). The precondition of get satisfaction and feeling of being cared from the salespeople were critical for long-term relationship orientation. The path of structural equation was carried out as age variables $\rightarrow$ relationship with salespeople variables $\rightarrow$ commitment $\rightarrow$ long-term relationship orientation which turned out to be statistically significant at the 95% confidence level.

• 로봇학회논문지
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• 제5권1호
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• pp.1-6
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• 2010

For the personal robot to serve humans as a companion in our daily life, it is obviously important that the robot should have a long-term relationship to users. In this paper, we introduce a simple idea on how to make the long-term relationship by using just low-cost and simple robots. We also describe the robotic artificial creature system to implement this idea. The artificial creature robots respond not only physical environment changes but also the logical information changes in the virtual world such as the Web. They consist of a control robot and several simple robots, which show users various group behaviors. Users have a relationship with them by observing these behaviors, rather than interacting with them. We separate physical robots and software applications in order that artificial creature robots can have more various behaviors made by various software applications. Finally, we implemented the system using a robot simulator to show some example cases.

• 유통과학연구
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• 제20권10호
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• pp.79-91
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• 2022

Purpose: As the shared kitchen sector evolves into a new trend in the restaurant industry, not only operational support but also the physical environment for services is ranked as an important success factors. Therefore, the purpose of this thesis is to study the effect of shared kitchen service quality on experiential value, relational commitment, and long-term orientation. Research design, data, and methodology: In this study, a questionnaire was used to verify the structural relationship between shared kitchen service quality, experiential value, relational commitment, and long-term orientation for tenant companies in shared kitchen companies. The data were analyzed by using Partial Least Square-Structural Equation Modeling (PLS-SEM). Result: Facilities and support for the service quality of the shared kitchen had a positive (+) effect on the experiential value, and the environment did not. In addition, experiential value showed a significant positive (+) effect on relationship commitment and long-term orientation, and relationship commitment showed a significant positive (+) effect on long-term orientation. Conclusions: It was confirmed that the support quality among service quality affects the relationship formation. Thus, attention should be paid to activities to support stable business activities from the perspective of B2B services.

• 유통과학연구
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• 제22권1호
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• pp.105-113
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• 2024

Purpose: This study sheds light on the need for trust in buyer-seller relationships in supply chains and explores why long-term orientation is important. It also investigates the effect on relationship performance. This study provides implication on how to build robust supply chains. Methodology: A survey was conducted with firms with supply chains in South Korea. A total of 350 valid questionnaires were analyzed through Entrust Survey-a sampling company. Structural equation modeling (SPSS 18.0 and AMOS) was employed to test the hypotheses. Results: Cognitive trust had a positive effect on emotional trust. Emotional trust had a positive effect on long-term orientation but did not have a significant effect on relationship performance. Long-term orientation was proportionate to relationship performance. Conclusions: Trust is a critical factor in supply chains. As business environments are rapidly changing, the uncertainties are also meaningful. Supply chains have collapsed owing to COVID-19, the Russia-Ukraine war, and the U.S.-China trade war, and they are only just recently being rebuilt. Maintaining relationships with supply-chain partners is vital, and promoting cognitive and emotional trust is necessary.

• 벤처창업연구
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• 제13권2호
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• pp.125-137
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• 2018

동일 지역, 직장, 단체에 소속된 사람들에 의하여 조직되고, 운영되는 신협은 고객이 곧 소유자가 되는 협동조합기업으로서 고객이 단순한 거래자 관계가 아니라 신협에 소속되는 특징이 있다. 이러한 신협의 조직적인 특성은 고객과의 관계에 유리한 영향을 미치기 때문에 다양한 관계마케팅 전략을 펼쳐나가는 것이 중요하다. 이에 관계마케팅의 주요 변수인 관계혜택, 고객만족, 장기적 관계지향성을 이용하여 신협에서의 구조적 관계를 살펴보았다. 구체적으로 관계혜택을 확신적 혜택, 사회적 혜택, 특별대우 혜택의 3가지 차원으로 구분하고 고객만족과 장기적 관계지향성과의 인과적 모델을 구조화하여 연구를 수행하였다. 연구를 수행하기 위해 신협 고객을 대상으로 2017년 12월 26일부터 2018년 1월 26일까지 설문을 실시하여 총 360부를 회수하였다. 이중 통계에 활용하기 어려운 14부를 제외하고 346부를 최종 표본으로 선정하였다. 자료는 SPSS 24.0을 활용하여 신뢰도 분석, 탐색적 요인분석, 회귀분석을 하였고, AMOS 24.0을 활용하여 확인적 요인분석, 구조방정식 모형분석을 하였으며, 그 연구결과는 다음과 같다. 첫째, 확신적 혜택은 장기적 관계지향성에 직접적인 영향을 미칠 뿐만 아니라 고객만족을 매개로 간접적인 영향을 미치는 것으로 나타났다. 둘째, 사회적 혜택은 장기적 관계지향성에 직접적인 영향을 미치나, 고객만족을 매개로 간접적인 영향은 없는 것으로 나타났다. 셋째, 특별대우 혜택은 장기적 관계지향성에 직접적인 영향은 없으나, 고객만족을 매개로 간접적인 영향을 미치는 것으로 나타났다. 넷째, 고객만족은 장기적 관계지향성에 긍정적인 영향을 미치는 것으로 나타났다. 본 연구의 시사점으로 신협 고객에게 확신적 혜택을 제공하여 신뢰감과 확신감을 들게 하고, 사회적 혜택을 제공하여 친밀감과 우정의 관계를 구축하며, 특별대우 혜택을 제공하여 욕구를 충족시켜 주면 고객이 단기적이고 일시적인 관점이 아닌 장기적인 측면에서 고객만족을 하게 되고, 결과적으로 신협과 고객과의 장기적인 관계가 구축될 것이라는 점을 제시하였다.

• 유통과학연구
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• 제13권11호
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• pp.39-46
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• 2015

Purpose - In Korea, there has been a recent trend that shows housing prices have risen rapidly following the International Monetary Fund crisis. The rapid rise in housing prices is spreading recognition of this as a factor in housing price volatility. In addition, this raises the expectations of housing prices in the future. These expectations are based on the assumption that a relationship exists between the current housing prices and expected housing prices in the real estate industry. By performing an empirical analysis on the validity of the claim that an increase in current housing prices can be correlated with expected housing prices, this study examines whether a long-term equilibrium relationship exists between expected housing prices and existing housing prices. If such a relationship exists, the recovery of equilibrium from disequilibrium is analyzed to derive related implications. Research design, data, and methodology - The relationship between current housing prices and expected housing prices was analyzed empirically using the Vector Error Correction Model. This model was applied to the co-integration test, the long-term equilibrium equation among variables, and the causality test. The housing prices used in the analysis were based on the National Housing Price Trend Survey released by Kookmin Bank. Additionally, the Index of Industrial Product and the Consumer Price Index were also used and were obtained from the Bank of Korea ECOS. The monthly data analyzed were from January 1987 to May 2015. Results - First, a long-term equilibrium relationship was established as one co-integration between current housing price distribution and expected housing prices. Second, the sign of the long-term equilibrium relationship variable was consistent with the theoretical sign, with the elasticity of housing price distribution to expected housing price, the industrial production, and the consumer price volatility revealed as 1.600, 0.104,and 0.092, respectively. This implies that the long-term effect of expected housing price volatility on housing price distribution is more significant than that of the industrial production and consumer price volatility. Third, the sign of the coefficient of the error correction term coincided with the theoretical sign. The absolute value of the coefficient of the correction term in the industrial production equation was 0.006, significantly larger than the coefficients for the expected housing price and the consumer price equation. In case of divergence from the long-term equilibrium relationship, the state of equilibrium will be restored through changes in the interest rate. Fourth, housing-price volatility was found to be causal to expected housing price, and was shown to be bi-directionally causal to industrial production. Conclusions - Based on the finding of this study, it is required to relieve the association between current housing price distribution and expected housing price by using property taxes and the loan-to-value policy to stabilize the housing market. Further, the relationship between housing price distribution and expected housing price can be examined and tested using a sophisticated methodology and policy variables.