• 한국경영과학회:학술대회논문집
• /
• 한국경영과학회 2007년도 추계학술대회 및 정기총회
• /
• pp.90-96
• /
• 2007

In multi-location inventory systems, lost sales due to stockout decreases not only retailers' profit but also whole supply chain's profit. Transshipment between retailers has been considered to be a major solution to the stockout problem, and many supply chains implement transshipment coalition among retailers. However, in practical situations, retailers occasionally refuses to accept the transshipment requests, mainly because they concern the future stockout possibilities of their own. Thus, the objective of this research is to analyze the effect of retailers' interaction under the transshipment coalition environment based on the simulations, and to provide effective policies to promote retailers' transshipment cooperation. Policies using penalty and incentive scheme are proposed, and it is shown that using proposed policies both the retailers' and the headquarter's profit can be increased.

• 유통과학연구
• /
• 제9권2호
• /
• pp.13-24
• /
• 2011

With the increasing market share of retailer brands, many authors have paid considerable attention to retailer brands. Before market liberalisation in 1996 in Korea, retailer brand market was led by the supermarket retailing format, although the first retailer brand product was developed by the department store format. In parallel with the entry of foreign multiple retailers, the retailer brand market has experienced rapid growth. Particularly, the expansion of Tesco UK with well-established retailing know-how into Korea has encouraged Tesco Korea to actively get involved in retailer brand program. As a result, Tesco Korea has led retailer brand market in the Korean marketplace. The research starts with the question of why Tesco Korea has achieved such a higher retailer brand share. Accordingly, this study is to explore how Tesco UK has transferred its own retailing knowledge into Tesco Korea, in terms of retailer brand program development. In order to explore why the retailer brand share of Tesco Korea is higher than that of its counterparts, the author adopted in-depth interview with prepared-questions and store observation as a research methodology. To examine working process as well as information flows within Tesco Korea and from UK to Korea, in-depth interview method is one of the most suitable research methodologies, because of the difficulty of quantifying information or data related to work flows. In addition, to increase the validity of information, the researcher had interviews with Tesco Korea supplier and store personnel. Based on these research techniques, this research explored how Tesco UK has influenced or advised Tesco Korea, particularly, from the point of view of knowledge transfer. Since the entry of Tesco UK into Korea as a joint-venture, the retailer brand market share of Tesco Korea has continuously increased. It would be expected that Tesco UK has helped Tesco Korea to settle down in the Korean market. During interviews with Tesco and a Tesco supplier, the researcher found that Tesco Korea has obviously taken an advantage of retailing know-how created by Tesco UK. Furthermore, the retailer brand development and handling process of Tesco Korea has been operated with the help of Tesco UK. This might mean that Tesco UK has directly or indirectly an impact on the improvement of Korean retailer brand development skills. As a mechanism to transfer retailing knowledge developed in the home market into the host market, one of the international retailers, Tesco UK has adopted many different ways such as annual meeting, trading meeting to import or export own retailer brand products, offering of operation manual developed by Tesco UK and buyer cooperation between Tesco UK and Korea, in order to share information. Through these communication techniques, the knowledge of Tesco UK has been transferred to Tesco Korea. This research accordingly suggests that retailer brand market share is apparently related to how sophisticated or advanced the knowledge of the retailer brand development and handling process of retailers are. It is also demonstrated by this research that advanced development and handling skills make a considerable contribution to increasing retailer brand share in markets with a lower share or no presence of retailer brands.

• 한국유통학회지:유통연구
• /
• 제15권2호
• /
• pp.35-70
• /
• 2010

1980년대 후반 관계마케팅이 소개된 후로 많은 연구자들에 의해 관계의 질을 향상시킬 수 있는 방안을 찾으려는 노력들이 있었으나 B2C와 달리 B2B에서는 주로 분석적이고 인지적인 요인에 초점을 두었을 뿐, 구성원들의 정서적인 요인을 검토하려는 노력은 부족하였다. 또한 관계에서 발생하는 다양한 현상들을 충분히 이해하기 위해서는 관계를 유지하는 동기가 무엇인가를 알아야 할 필요가 있다. 이러한 필요성에 의해 본 연구는 통합모형을 사용하여 공급자 특유투자(인지요인)와 소매상의 정(감정요인), 의존도(동기요인)가 관계의 질과 관계성과에 어떤 영향력을 미치고 있는가를 검토하고자 하였다. 전국의 작물보호제 소매상으로부터 설문자료 272부를 수집하여 분석한 결과, 인지적 요인인 공급자 특유투자의 영향력이 가장 크게 나타났으며, 다음으로 정서적 요인인 정, 동기적 요인인 의존도의 순서로 나타났다. 또한 신뢰와 몰입은 협력행동과 장기지향성을 증가시키고 관계갈등을 감소시키는 효과가 있는 것으로 확인되었다. 이러한 결과에서 공급자는 관계의 질을 향상시키기 위해 특유투자를 증가시켜야 한다는 결론을 얻을 수 있다. 그러나 특유투자는 금전적인 자원을 필요로 하기 때문에 무한정 증가시킬 수 없다는 제약을 가지고 있다. 따라서 기업은 관계의 질을 향상시키는 유력한 변수로 밝혀진 정의 중요성을 인식하고 이를 잘 활용할 필요가 있다. 본 연구는 이론적인 측면에서 통합모형을 사용하여 관계의 질에 대한 각 선행요인들의 영향력을 포괄적으로 검토함과 동시에 B2B에서 최초로 한국인의 정을 실증하였다는 것에서 의의를 찾을 수 있다. 또한 실무적으로는 유통경로 구성원들의 관계 관리에 대한 새로운 방안을 제공하였다.

• Industrial Engineering and Management Systems
• /
• 제14권1호
• /
• pp.44-57
• /
• 2015

In recent years, for the purpose of solving the problem regarding environment protection and resource saving, certain measures and policies have been promoted to establish a reverse supply chains (RSCs) with material flows from collection of used products to reuse the recycled parts in production of products. It is necessary to analyze behaviors of RSC members to determine the optimal operation. This paper discusses a RSC with a retailer and a manufacturer and verifies the behavior strategies of RSC members which may change over time in response to changes parameters related to the recycling promotion activity in RSC. A retailer takes two behaviors: cooperation/non-cooperation in recycling promotion activity. A manufacturer takes two behaviors: monitoring/non-monitoring of behaviors of the retailer. Evolutionary game theory combining the evolutionary theory of Darwin with game theory is adopted to clarify analytically evolutionary outcomes driven by a change in each behavior of RSC members over time. The evolutionary stable strategies (ESSs) for RSC members' behaviors are derived by using the replicator dynamics. The analysis numerically demonstrates how parameters of the recycling promotion activity: (i) sale promotion cost, (ii) monitoring cost, (iii) compensation and (iv) penalty cost affect the judgment of ESSs of behaviors of RSC members.

• 기업가정신과 벤처연구
• /
• 제19권2호
• /
• pp.37-52
• /
• 2016

신제품 개발 과정에서 성공적인 혁신을 창출하기 위해서는 외부 파트너와의 원활한 협력관계 뿐만 아니라 부서 간 장벽을 허무는 노력도 요구된다. 이 연구는 대중소 기업간 신제품 개발 협력과정에서 혁신창출의 성공요인들이 어떻게 작용하는지 분석하였다. 대형 소매업체와 두 개의 중소협력사들의 협력관계 구축을 통한 신제품 개발 과정에 대한 사례 분석을 실시한 결과 적어도 단기적으로는 중소협력사들이 매우 큰 성장율을 달성하였음을 발견하였다. 기업 간 협력을 통한 혁신의 성공요소들 가운데, 대기업의 관계 특정적 투자가 중소협력업체의 참여 동기에 결정적 영향을 미쳤음을 발견하였다. 또한 두 개의 중소협력사들이 직접 상호작용하는 이른바 '폐쇄적' 네트워크를 구축하여 신제품 개발에 필요한 지식을 창출함으로써 짧은 시간에 고품질의 상품개발에 성공할 수 있었다. 식품산업에서 소매업체와 공급업체간 협력에 의한 신제품 개발에 관한 기존 연구들이 커뮤니케이션 문제를 야기하는 상호 입장 차이를 성패결정의 핵심요소 중 하나로 보았으나 본 연구에서는 대기업과 중소기업간 협력의 경우 대형 소매업체의 주도적 역할이 오히려 핵심적 기능을 한 것으로 나타났다.

• 유통과학연구
• /
• 제11권12호
• /
• pp.25-37
• /
• 2013

Purpose - The structure of retailing has changed as retailers develop markets in response to business environment changes. This study aims to analyze the general situation of retailers in order to predict future global strategy using case studies of overseas expansion strategy and the Metro Group's global strategy. Research design, data, and methodology - The backgrounds to the new retail business model and retailer classification are analyzed as theoretical data. In addition, the key success point of the Metro Group's "cash and carry" strategy is analyzed as is the Metro Group's global CFAR (collaborative planning, forecasting, and replenishment) strategy. Finally, the plan for cooperation and precise forecasting under the Metro Group's supply chain management are analyzed from the promotion environment viewpoint. Related materials analyzed included the 2012 annual report, the Metro Group's web page, and a video interview with the executive in charge of global strategy and the new market development department. Some data were revised to avoid disrupting essential aspects of the case studies. Results - The important finding was that the Metro Group could be a world-class retail company with its successful global expansion strategy. The Metro Group's global strategy's primary goal is to have a leading business position in Eastern and Western Europe. The "cash and carry" strategy is highest priority in its overseas expansion strategy. Moreover, the Metro Group has standardized product planning capacity, which could be applied in various countries with different structural and cultural backgrounds. This is the main reason that the Metro Group could rapidly become successful in the Eastern Europe and Asian markets through its structural overseas expansion strategies. In addition, the Metro Group emphasizes the importance of supply chain management. Conclusions - First, retailers should create additional value through utilizing the domestic market, market power, and economies of scale to launch a global strategy to maximize benefits from diversification. Second, the political, economic, and cultural background of the target country needs to be understood to successfully implement the overseas expansion strategy. Third, the main factor of successful cooperation with a local partner is how quickly the company gains total understanding of the business resources and core competence of its partner. All organizations should focus on the achievement of goals in order to successfully operate the partnership. Fourth, retailers should improve their business, financial and organizational structure. Moreover, the work processes and company culture should also be improved to respond strongly in the competitive global market. Fifth, the essential point of a successful retail business is the control capacity of its branding and format. The retailer could avoid forecasting errors through supply chain management by perfectly distributing the actual amount of its inventory. In addition, the risks along the supply chain are effectively shared between the supply chain partners. Finally, the central tendency of the market is to gain in strength with this taking place across all parts of the business.

• 유통과학연구
• /
• 제14권6호
• /
• pp.65-73
• /
• 2016

Purpose - Recently, the management conditions of small independent retailers are getting worse everyday as large-scale marts and franchised convenience stores are increasing. The objective of this research is to find out the antecedents and consequences of cooperation in voluntary chain in order to enhance small independent retailer's competitiveness. Voluntary chains, also called affiliation or symbol groups, or allied group represent a high market shared in some European countries like Italy, France, and Germany. Nevertheless, there are still limitations in this research from academic fields. Drawing from network theory, the author investigates the relationship between antecedent factors in voluntary chain cooperation, such as participation benefits, justice of compensation, and autonomy in voluntary chain, and relationship specific asset. The author also attempts to examine the relationship between the relationship specific asset and cooperation of voluntary chain member shop and cooperation and consequence factors of voluntary chain cooperation, such as efficiency, group cohesiveness, and long-term relationship. Research design, data, and methodology - The author presented conceptual framework integrating the major antecedents and consequences of voluntary chain cooperation. The data were collected from 174 independent small retailers who joined K-voluntary chain. K-voluntary chain consists of small independent retailers. In accordance with their status, each entrepreneur associated with the voluntary group can own one or more outlets and can be a part of the life and the decision-making process of the group. This participation is not based on company turnover or on the number of outlets, but based on a one member, one vote system. To verify the research model and test hypotheses, the author carefully investigated the reliability, content validity, convergent validity, and discriminant validity of the proposed model. The data were analyzed by using SPSS 18.0 and AMOS structural equation modeling program. Results - The results of this study are as follows. First, as antecedent variables, participation benefits and justice of compensation have positive effect on the relationship specific assets of voluntary chain members. Second, voluntary chain members' relationship specific asset also directly related to the level of its cooperation to chain headquarter. Third, cooperation of voluntary chain member shop facilitates efficiency, group cohesiveness, and long-term relationship. Unexpectedly, there are no effect autonomy in voluntary chain to relationship specific asset. Conclusions - This research shows several theoretical and practical implications to both marketing scholars and marketers. In terms of theoretical implications, this study applies to network theory and network theory variables to explain the antecedent and consequence factors of cooperation in voluntary chain. From the point of view from business management, most of all, this study shows the way how to reinforce competitiveness of voluntary chain. Specifically, it is necessary for voluntary chain headquarter to give higher level of participation benefit and justice of compensation to its members. Second, the results also indicate what the consequence factors of cooperation in voluntary chain. In other words, to increase the level of marketing efficiency, group cohesiveness, long-term orientation in retail voluntary chain, and chain headquarter need to facilitate participants' cooperation.

• 한국산학기술학회논문지
• /
• 제12권5호
• /
• pp.2099-2107
• /
• 2011

본 유통업계의 변화에 따라 전략적 우위요소로 도입된 PB의 확산에 불구하고, 소비자의 PB 품질 지각 연구는 부족한 편이다. 이에 본 연구는 PB에 대한 지각된 품질의 영향 요인을 총체적으로 분석하여 유통업체 속성, 제품 속성으로 도출하였다. 또한 지각된 품질에 미치는 영향 속성을 찾고 지각된 품질을 통한 고객만족 및 선호도로 이어지는 영향력을 분석하였다. 본 연구 검정 결과 각 속성은 지각된 품질을 통해서만 고객만족으로 이어지는 것을 알 수 있었다. 연구를 통해 PB의 전략적 판매 우위는 소비자에게 총체적인 지각된 품질을 제공을 통하여 제시되어야 하며, PB에 대한 소비자의 선호도를 높일 수 있는 것으로 나타났다.

• Management Science and Financial Engineering
• /
• 제11권3호
• /
• pp.1-17
• /
• 2005

Agent technology has been widely applied in today's electronic business, such as mobile agents, multi-agent information systems, etc. In particular, multi-agent systems have been applied as powerful simulation tools to study complex business networks composed of various self-interested trading firms and/or human beings. In this paper, we build an integrated model that consists of a multi-agent B2C market model and a B2B trade network model, and incorporate more reality than much of prior work. Then with this model, we carry out experimental studies on two different strategies that are common in electronic business - 'loyal' strategy (retailers try to build stable cooperation with suppiers to ensure material supply) and 'cost-saving' strategy (retailers try to reduce cost by choosing suppliers with lower wholesale price).

• The Journal of Asian Finance, Economics and Business
• /
• 제7권11호
• /
• pp.413-419
• /
• 2020

This research focuses on the analysis of factors affecting the market share of retailers in Vietnam. This research uses Smith and Chaffey's (2005) 5Ss e-marketing model for analysis, which include Sell, Serve, Speak, Save, and Sizzle. Both quantitative and qualitative methods will be used to conduct the study. The researchers collected information from customers, managers, and directors in 25 retailers in Vietnam. A survey questionnaire was delivered to 15 people in each of the retailers who are customers, managers and directors. The researcher used the SPSS 16.0 software to analyze the data collected and in-depth interviews were carried out with the purpose of testing the hypothesis as well as the overall framework of the research. Out of the 375 questionnaires delivered, 360 were returned. The means of 23 items in the survey questionnaire ranged from 3.3733 to 4.3533 representing the outcome of the descriptive analysis. Research results showed that Cronbach's Alpha coefficient of five factors affecting the market share of the retailers is sizzle, save, sell, serve and speak. This research has proposed some implications for the market share of retailers, including technology enhancement for full message delivery, ways to approach target customers, and improving product diversity.