• Journal of Korea Society of Industrial Information Systems
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• v.22 no.4
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• pp.97-115
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• 2017

The Purpose of this is to Examine the Effects of Collaborative Relations of Supplier- Buyer, Sustainable Supply Chain Management(SCM) Sctivities, and Collaborative Performance in Automobile-part Companies. The Proposed Research Model is Tested using Structural Equation Modeling for Hypotheses based on the Data Collected from 274 Firms. The Results Indicate that Collaborative Relations of Supplier-buyer Positively Affect Sustainable SCM Activities. In Addition, Sustainable SCM Activities Positively Affects Collaborative Performance. The Results of the Study Show that Collaborative Relations of Supplier-buyer is Positively Associated with Sustainable SCM Activities in both Supplier and Buyer Firms. Sustainable SCM Activities have a Significant Impact on Collaborative Performance in both Parts. In Addition, Collaborative Relations of Supplier-buyer have a Significant Impact on Collaborative Performance of Buyer Firms but Supplier. This Study would Provide Useful Information for Collaboration between Supplier and Buyer to have a Long-term Strategic Relationship on Sustainable SCM Activities, which Impact on Collaborative Performance and Competitive Advantages.

• Journal of Distribution Research
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• v.16 no.1
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• pp.65-93
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• 2011

This paper aims to explore how relational constructs(supplier's idiosyncratic investment, retailer's dependence, and dyadic communication) impact the buyer's trust across the relationship lifecycle. Companies make great efforts to create trust and maintain long-term relationship with buyers. Buyer and supplier relationships evolve through distinct lifecycles. In each phase, buyers and suppliers exhibit different patterns of behaviour. Also, they have different attitudes toward, and expectation of, one another. In this study, the final outcome investigated is long-term orientation from the buyer's perspective. Data were collected from 296 survey questionnaires of retailers engaging in Crops Protected Material industry in Korea. Exploratory factor analysis and confirmatory factor analysis were used to purify the measurement scales. And structural equation analysis and Chow test were used to test the hypotheses. The result indicates that the effect of retailer's dependence on the trust is greatest. Especially, the effect of dependence is growing as the relationship has developed. Supplier's idiosyncratic investment increases trust in the early phase, while it is not found to affect trust in the maturity phase. In the early phase, the determination of trust begins to be increasingly influenced by partner's relationship investment only because other clues are not observed yet. Reciprocal communication has a positive effect on trust, and long-term orientation is directly influenced by retailer's trust. Communication's effect is greater in the build-up phase than in the maturity phase. A limitation of this study is the unequal sample size in each of the relationship phases. Literature has suggested that the effects of relational constructs on outcomes are different across relationship phases. This study shows that different relational constructs have different effects on trust depending upon the relationship phase.

• Journal of Distribution Research
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• v.17 no.4
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• pp.55-80
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• 2012

I. Introduction Developing the relationships between companies is very important issue to ensure a competitive advantage in today's business environment (Bleeke & Ernst 1991; Mohr & Spekman 1994; Powell 1990). Partnerships between companies are based on having same goals, pursuing mutual understanding, and having a professional level of interdependence. By having such a partnerships and cooperative efforts between companies, they will achieve efficiency and effectiveness of their business (Mohr and Spekman, 1994). However, it is difficult to expect these ideal results only in the B2B corporate transaction. According to agency theory which is the well-accepted theory in various fields of business strategy, organization, and marketing, the two independent companies have fundamentally different corporate purposes. Also there is a higher chance of developing opportunism and conflict due to natures of human(organization), such as self-interest, bounded rationality, risk aversion, and environment factor as imbalance of information (Eisenhardt 1989). That is, especially partnerships between principal(or buyer) and agent(or supplier) of companies within supply chain, the business contract itself will not provide competitive advantage. But managing partnership between companies is the key to success. Therefore, managing partnership between manufacturer and supplier, and finding causes of conflict are essential to improve B2B performance. In conclusion, based on prior researches and Agency theory, this study will clarify how business hazards cause conflicts on supply chain and then identify how developed conflicts have been managed by two control mechanisms. II. Research model III. Method In order to validate our research model, this study gathered questionnaires from small and medium sized enterprises(SMEs). In Korea, SMEs mean the firms whose employee is under 300 and capital is under 8 billion won(about 7.2 million dollar). We asked the manufacturer's perception about the relationship with the biggest supplier, and our key informants are denied to a person responsible for buying(ex)CEO, executives, managers of purchasing department, and so on). In detail, we contact by telephone to our initial sample(about 1,200 firms) and introduce our research motivation and send our questionnaires by e-mail, mail, and direct survey. Finally we received 361 data and eliminate 32 inappropriate questionnaires. We use 329 manufactures' data on analysis. The purpose of this study is to identify the anticipant role of business hazard (environmental dynamism, asset specificity) and investigate the moderating effect of control mechanism(formal control, social control) on conflict-performance relationship. To find out moderating effect of control methods, we need to compare the regression weight between low versus. high group(about level of exercised control methods). Therefore we choose the structural equation modeling method that is proper to do multi-group analysis. The data analysis is performed by AMOS 17.0 software, and model fits are good statically (CMIN/DF=1.982, p<.000, CFI=.936, IFI=.937, RMSEA=.056). IV. Result V. Discussion Results show that the higher environmental dynamism and asset specificity(on particular supplier) buyer(manufacturer) has, the more B2B conflict exists. And this conflict affect relationship quality and financial outcomes negatively. In addition, social control and formal control could weaken the negative effect of conflict on relationship quality significantly. However, unlikely to assure conflict resolution effect of control mechanisms on relationship quality, financial outcomes are changed by neither social control nor formal control. We could explain this results with the characteristics of our sample, SMEs(Small and Medium sized Enterprises). Financial outcomes of these SMEs(manufacturer or principal) are affected by their customer(usually major company) more easily than their supplier(or agent). And, in recent few years, most of companies have suffered from financial problems because of global economic recession. It means that it is hard to evaluate the contribution of supplier(agent). Therefore we also support the suggestion of Gladstein(1984), Poppo & Zenger(2002) that relational performance variable can capture the focal outcomes of relationship(exchange) better than financial performance variable. This study has some implications that it tests the sources of conflict and investigates the effect of resolution methods of B2B conflict empirically. And, especially, it finds out the significant moderating effect of formal control which past B2B management studies have ignored in Korea.

• IE interfaces
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• v.14 no.4
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• pp.365-373
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• 2001

It is discussed how to determine time windows for pickups and deliveries, which have been assumed to be given in all most of previous studies on traveling salesman problems with time window, vehicle routing problems with time window, vehicle scheduling and dispatching problems, and so on. First, time windows are classified into four models (DR, DA, AR, and AA) by customers‘ polices. For each model, it is shown how a time window is related to various cost terms of suppliers and customers. Under the assumption of collaborative supplier-customer relationship, an integrated cost model for both supplier and customer is constructed for determining boundaries of time windows. The cost models in this paper consists of cost terms that depend on waiting time, early arrival time, late arrival time, and rejection of receipt. A numerical example is provided and results of the sensitivity analysis for some parameters are also provided to help intuitive understanding about the characteristics of the suggested models.

• Journal of the Korea Safety Management & Science
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• v.15 no.2
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• pp.47-53
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• 2013

This study is aimed to investigate the occupational safety and health management of contractor company in the car industry. The questionnaire survey was conducted on the suppliers and contractors of car industry. Data were collected from 10 contractor companies and their 291 contractor companies(each outside and inside company). From the survey result, it was found that the level of all-round safety and health management is above the average. To strengthen the relationship for safety and health management, it is needed that the supplier company employ the person in exclusive charge to support contractor. Also it is needed the active support of the contractor company and needed that the supplier company employ the person in exclusive charge to support contractor. Finally, Many of the problems associated with the safety and health management by strengthening contractor company responsibility will have to be solved simultaneously.

• Asia pacific journal of information systems
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• v.15 no.4
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• pp.135-152
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• 2005

As the most widely used media of BtoB e-business, the e-Marketplace can be a way of BtoB e-buisness continuously in the age of c-Commerce with the functional collaborative integration between the e-Marketplace and corporate systems. Moreover, collaborative operations like QR, VMI and so on have shown a great efficiency in the area of BtoB supply chain management. However, some critical considerations are discussed in the selection of trade partners between the e-Marketplace and the SCM. In e-Marketplaces, the intermediation to select partnersusually focuses on the competitive process for lower price. However, in the SCM, the relationship with strategic alliance is more importantly addressed for efficiency. Considering the trend to c-Commerce in Internet commerce, the approach to the collaborative relationship in BtoB commerce has important meanings. In this paper, we proposed and appraised an architecture where the e-Marketplace can be an elelctronic functional method for the relationship based BtoB e-business from the viewpoint of SCM and c-Commerce.

• Journal of Arbitration Studies
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• v.30 no.2
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• pp.165-184
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• 2020

In this study, the factors affecting opportunism in the relationship between suppliers and key accounts were analyzed from the viewpoint of transaction cost theory, market power theory, and relationship marketing theory. As a result of the hypothesis test, Hypothesis 1 stating that demand volatility will have a positive effect on opportunism and Hypothesis 2 that transaction-specific investment will have a positive effect on opportunism were also supported. In addition, Hypothesis 3 stating that channel power will have a positive effect on opportunism was also supported. Lastly, Hypothesis 4 stating that relational commitment will have a negative effect on opportunism was not supported, along with Hypothesis 5 stating that transaction satisfaction will have a negative effect on opportunism. The theoretical and practical implications of this study are as follows. This study has identified the antecedents of opportunism by comprehensively applying the transaction cost theory, market power theory, and relationship marketing theory. In addition, this study can identify what a company should manage specifically to lower opportunism by identifying the antecedents of opportunism. The limitations of this study and the directions for future studies are as follows. First, not all of the antecedents of opportunism of key accounts have been extensively investigated from the viewpoint of the transaction cost theory, market power theory, and relationship marketing theory. In the future, it is necessary to identify additional factors. Second, the study was conducted only in the supplier's viewpoint. In future studies, it is expected that more accurate research results can be obtained by simultaneously examining not only the supplier's point of view but also the buyer's point of view.

• Journal of the Korean Geographical Society
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• v.48 no.5
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• pp.667-685
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• 2013

This paper provides an empirical analysis of the effects of trust determinants on firm performance in the buyer-supplier relationships by considering warehousing firms in Busan, South Korea. We employed AVAS transformation regressions to address the limitations of linear regressions and found nonlinear relationships between firm performance and trust determinants. Specifically, "longterm and repeated interactions," "geographical proximity," and "cultures and norms of firms and formal institutions" had positive linear relationships with firm performance, and "information sharing and reciprocity" induced an increasing pattern in firm performance. Finally, "interdependence and asset specificity" and "uncertainty removal" led to a decreasing pattern in firm performance. These results suggest that the relationship between trust and firm performance is contingent on the trust determinants that are important source of trust in buyer-supplier relationships and the influence of trust determinants on firm performance varied according to their levels.

• Journal of Distribution Science
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• v.14 no.9
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• pp.15-24
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• 2016

Purpose - Key account management is a supplier company initiated relational approach that has received great attention from both academics and practitioners manifested in the business-to-business relationship literatures. However, there is widespread debate and contention on what should be the underlying theoretical base for defining this vital part of relationship marketing. With the insights from the social exchange theory, present paper explores how social exchange affects the dynamic nature of key account management relationship at the organizational level. Research design, data, and methodology - The paper follows a comprehensive review approach to examine the relationship between social exchange theory and key account management approach. Conceptual arguments and findings are assessed across studies with the main objective of showing how social exchange theory develops the governance mechanism in maintaining the key account relationship. Results - Since relational norm is considered as a glue for the maintenance of buyer-seller relationship in social exchange theory, factors develop the non-contractual governance mechanism 'relationship' in business-to-business relationship and this norm replaces or supplements more formal governance mechanisms such as contracts are explored. Conclusions - This paper advances central relational norm to manage the company's most important key customers and demonstrates how this norm can be developed in buyer-seller key account relationship. Implications from this new perspective are forwarded.

• Journal of Distribution Research
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• v.11 no.3
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• pp.23-53
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• 2006

Brands are important in the consumer market. They are the interface between consumers and the company. And consumers may develop loyalty to brands. Also, the late development of industrial marketing explains the near absence of research on brand equity in business to business. With recent change, Industrial companies have shifted from a production focus to a customer focus. Industrial brand is fast developing. The basic purpose of this study is to investigate industrial brand trust and loyalty affecting the result of business relationship between industrial buyers and suppliers. Factors hypothesized to influence trust in a brand include a number of brand characteristics, company characteristics and consumer-brand characteristics. This research presented a comprehensive constructive model consisting of components of industrial brand trust and loyalty, and then propose the research model base on prior researches and studies about relationships among components of industrial brand loyalty Data were gathered from respondents who work in industrial buying center. For this study, Data were analyzed by AMOS 4.0. The results of this research analysis were as fallow. Industrial brand trust and loyalty were positively related with a number of industrial brand characteristics, supplier characteristics and buyer-brand characteristics, relationship commitment. This research newly proposed the concept of industrial brand trust and loyalty affecting the result of business relationship between industrial buyers and suppliers.