조직간 관계의 질 형성과 거래지속 기간의 조절효과에 관한 연구: 수출업체와 수입업체를 중심으로

이동진,이형탁,박진용 한국마케팅학회 2005 ASIA MARKETING JOURNAL Vol.7 No.2

본 연구는 거래지속기간에 따른 수출-수입업체간의 관계의 질에 대한 연구모형을 검토한 것이다. 연구모형은 지각된 유사성, 관계성과, 기회주의가 관계의 질에 영향을 주며, 거래 지속기간이 이들 관계에 조절변수로 작용하는 것으로 설정하였다. 또한 관계의 질은 결속에 영향을 주는 것으로 설정되었다. 연구가설의 검정을 위해 해외수출업체와 관계있는 수입업체 201개를 대상으로 설문조사를 실시하였다. 연구결과 대부분의 가설이 지지되었으며, 특히 지각된 유사성은 거래초기에는 관계의 질에 영향을 주지만, 거래후기에는 관계의 질에 유의한 영향을 미치지는 못하는 것으로 나타났으며, 기회주의는 거래초기보다 거래후기에 더욱 부정적인 역할을 하는 것으로 나타났다. This paper reports on a study testing a model of relationship quality in the context of new versus mature export-import relationships. The model posits that perceived similarity, relationship performance, and opportunism predict relationship quality, moderated by relationship duration. The model also posits relationship quality affects commitment. A survey of importers with regard to their relationships with foreign exporters was conducted to test the model. It has been found that perceived similarity has a significant effect on relationship quality at the early stage of the relationship. but not at the later stage of the relationship. It also has been found that relationship performance and opportunism have significant influence on relationship quality. Regardless of relationship duration, the study results provided good support for our model. Theoretical and managerial implications of the study results are discussed.

ON RELATIONSHIP VALUE IN INTERNATIONAL MARKETING CHANNELS

Dionysis Skarmeas,Paraskevas Argouslidis,Flora Kokkinaki,Alexis Mavrommatis,Ana Lisboa 글로벌지식마케팅경영학회 2018 Global Marketing Conference Vol.2018 No.07

Value creation is the purpose and end result of business relationships. However, there has been little research on the sources of relationship value in cross-border interfirm relationships. This is surprising given that value creation and delivery is arguably a more complex and difficult task in international markets than in domestic ones due to the differences in culture, language, management styles, and economic, social, and legal systems between exchange partners. This study investigates the drivers of relationship value in manufacturer–foreign distributor relationships. The focus is on distributor-perceived relationship value because it is typically the customer firm the final arbiter of value. The study develops a research model that consists of four different groups of predictors of relationship value: (1) exporter capabilities (i.e., marketing and technological); (2) importer capabilities (i.e., market-sensing and customer relationship management); (3) relational factors (i.e., relationship learning and cultural compatibility); and (4) market factors (i.e., competitive intensity and market growth). The identification and specification of these prognostic factors of relationship value formation was based on the review of extant literature and exploratory interviews with import and export managers. The study employs partial least squares-structural equation modeling to test model relationships. The results indicate that exporter marketing and technological capabilities, importer market-sensing and customer relationship management capabilities, relationship learning, cultural compatibility, and market growth are potent determinants of relationship value in manufacturer–foreign distributor relationships, while competitive intensity has no detectable effect. Several managerial implications are extracted from the study, as well as suggestions for future research.

소매점의 관계마케팅활동노력과 관계품질 및 관계성과 간 관계에서 관계강도의 매개역할

민대규,최철재 한국유통경영학회 2019 유통경영학회지 Vol.22 No.5

Purpose: This study examined the effect of factors of relationship marketing effort on relationship quality for customers with department store experience and confirmed whether they directly affect relationship quality and customer loyalty. We also found that customer loyalty was influenced by cognitive strength and emotional strength, which are the main components of relationship intensity. In addition, we examined the variables that have more influence on customer loyalty among these two relationship strengths. Research design, data, and methodology: This study used statistical package SPSS20.0 and AMOS20.0 to analyze the empirical analysis data of 270 customers who have used department store. The variables used were three relationship marketing activity effort variables and relationship satisfaction, trust, emotional relationship strength, cognitive relationship strength, and customer loyalty. Results: As a result of analyzing the research hypothesis presented in this study, structural relationship marketing activity effort did not affect trust, social relationship marketing activity effort did not affect relationship satisfaction, and customer satisfaction did not affect customer loyalty. It did not directly affect customer loyalty. All other pathways were found to have a significant effect. Conclusions: The results of this study are as follows: First, there are different influences on the relationship between relationship marketing efforts and relationship quality factors that department store thinks important for customer relationship formation. Second, there is a difference in the effect on the customer loyalty by the relationship quality dimension perceived by the customer. A Third, consumers who have relationship satisfaction and trust, which is a positive relationship quality factor of retailers, have different effects on customer loyalty depending on the relationship strength. Through relationship marketing efforts, customers who have satisfied the relationship have confirmed that they lead to repeated purchases or WOM through the strength of the relationship. In particular, the comparison of cognitive and emotional aspects of relationship strength showed that customers had more influence on relationship satisfaction and trust in purchasing situations, and emotional relationship strength also had a greater effect on customer loyalty Respectively.

파라텍스트와 주텍스트의 상호텍스트성 연구-중국어학 학술논문 문체를 중심으로-

신근영 한국중국언어학회 2022 중국언어연구 Vol.- No.98

This paper examines the intertextual relationship between the main text and the para-text that completes the text of an academic thesis among text types classified according to the standard of style and its system. All text systems are composed of main text and para-text, and their boundaries are spatially separated. Para-text also has the characteristic of being structured in stages in the text system. Para-text is composed in stages in the main text and functions suitable for the purpose of the text are exhibited. As a result, the text is completed as a single whole. In this paper, the intertextual relationship between the main text and the para-text is largely divided into two categories: ‘repetition’ and ‘transformation’. In addition, specific sub-ranges were presented in addition to the two categories. According to this standard, the intertextual relationship between the para-text and the main text of an academic thesis is specified. 본고는 문체라는 기준에 따라 분류된 텍스트 유형 중 학술논문 텍스트를 대상으로 하여 텍스트를 완성하는 주텍스트와 파라텍스트의 상호텍스트 관계와 그 체계에 대해서 살펴보았다. 모든 텍스트 체계는 주텍스트와 파라텍스트로 구성되며, 이들의 경계는 공간적으로 분리되어 있다. 또한 파라텍스트는 텍스트 체계에서 단계적인 구성 특징을 갖고 있다. 주텍스트에 파라텍스트가 단계적으로 구성되며 텍스트의 목적에 맞는 기능들을 발휘하게 된다. 이로인해 텍스트는 하나의 총체로 완성된다. 본고에서는 주텍스트와 파라텍스트의 상호텍스트 관계를 크게 ‘반복’과 ‘변형’이라는 두 범주로 나누었다. 또한 두 범주에서 더 나아가 구체적인 하위 범위들을 제시하였다. 이 기준에 따라 학술논문의 파라텍스트와 주텍스트의 상호텍스트 관계를 명시하였다.

청소년이 지각한 대인관계 양상, 학업성취, 삶의 만족도의 관계 -성별, 학교급별 비교-

최유선,손은령 한국상담학회 2015 상담학연구 Vol.16 No.2

The purpose of this study was to find out the relationships between interpersonal aspects(relationships with parents and peers), academic achievement, and life satisfaction perceived by youth. For this, we demonstrated the correlation between the variables, multiple regression analysis, and t-test using the 4th grade panel 2nd year(2011), 5th grade(early youth, n=2253) files, 7th grade panel 3rd year(2012), 9th grade(middle youth, n=1940) files. As a result, first, among parent relationships, peer relationships, academic achievement, life satisfaction - peer relationship showed the highest correlation with the life satisfaction. Second, parent relationships, peer relationships, academic achievement all had a positive effect on life satisfaction. In the case of early youth, peer relationships mostly influenced the life satisfaction, and so did the middle youth. Third, boys' life satisfaction was higher than that of girls, and girls' parent relationships, peer relationships, academic achievement was higher than those of boys in both cases: early and middle youth. The difference between the early and middle youth was the thing that early youth's life satisfaction was higher than the other. In the other hand, no difference was shown in peer relationships. It showed that peer relationships played a large role on youths' satisfaction in life that leads the satisfaction in whole life. Also the interpersonal relationships tend to be more overall important rather than academic achievements. This is assumed to be the result in understanding the joyful life that youths perceives, so it can be helpful to right approach for enhancing the life satisfaction of adolescents in home, school, and society. 본 연구는 청소년이 지각한 대인관계 양상(부모와의 관계, 또래와의 관계)과 학업성취, 삶의 만족도의 관계를 알아보고자 하였다. 이에 한국청소년정책연구원의 ‘한국아동․청소년패널조사’ 초4패널 2차년도(2011년) 초등학교 5학년(초기청소년, 2,253명) 자료와 중1패널 3차년도(2012년) 중학교 3학년(중기청소년, 1,940명) 자료를 활용하여 변인들간의 상관분석, 중다회귀분석, t검증을 실시하였다. 그 결과 첫째, 부모관계, 또래관계, 학업성취, 삶의 만족도가 서로 정적상관을 나타냈고, 초기청소년, 중기청소년 동일하게 또래관계가 가장 높은 상관관계를 나타냈다. 둘째, 부모관계, 또래관계, 학업성취가 삶의 만족도에 정적영향을 미쳤으며, 초기청소년은 또래관계, 부모관계, 학업성취 순으로, 중기청소년은 또래관계, 학업성취, 부모관계 순으로 모두 또래관계가 가장 큰 영향을 미쳤다. 셋째, 초기청소년과 중기청소년이 동일하게 삶의 만족도에서 남학생이 여학생보다 높게 나타났으며 부모관계, 또래관계, 학업성취는 남학생이 여학생보다 낮게 나타났다. 초기청소년과 중기청소년의 차이에서는 초기청소년이 중기청소년보다 삶의 만족도가 높게 나타났으며 또래관계에서는 차이를 나타내지 않았다. 평생의 삶의 만족에 대한 토대가 형성되는 청소년 시기에 지각된 삶의 만족에 있어 또래관계의 영향이 큼을 알 수 있었으며, 전반적으로 학업성취보다는 대인관계가 중요함을 알 수 있었다. 이는 청소년들이 지각하고 있는 즐거운 삶에 대한 이해를 주는 결과로 가정, 학교, 사회에서 청소년들의 삶의 만족도를 높이기 위한 바른 접근을 도울 수 있다는데 의의가 있다.

관계평가좌표: 상담자를 위한 제안

김용민 한국목회상담학회 2017 목회와 상담 Vol.29 No.-

Relationships are among the most important factors in counseling and psychotherapy. The counseling relationship or therapeutic alliance is a particularly important resource for counseling as well as in understanding the relationship between counselor and client. The relationship between the counselor and the client is not only a problem for the client but also a clue to solve the problem. However, the tools to measure these relationships are poor. Thus, after many years of trial and error, I have developed relationship assessment coordinates. These relationship assessment coordinates are based on a variety of counseling theories, such as the time structuring in Eric Berne’s transactional analysis, the automatic thinking of Aaron Beck's cognitive therapy, and the individuality and unity of Murray Bowen's family therapy. Also, since a mathematical diagram is used, the relationship of the client can be grasped easily and conveniently. In particular, by using polar coordinates, the relationship with an important person can be grasped clearly by two eyes through one plane. These relationship assessment coordinates are useful not merely to assess relationships, but beyond that to improve relationships. The expression of relationship assessment coordinates is an assessment of relationship recognition rather than of the relationship itself. This paper consists of four parts: theory applied to relationship assessment coordinates, preparation of relationship assessment coordinates, the interpretation method of relationship assessment coordinates, and actual cases. Relationship assessment coordinates can be used effectively by counselors. However, they are based on my personal clinical trials, so further research should be conducted to verify the validity and reliability of the data more objectively. 상담 및 심리치료에서 관계는 무엇보다도 중요한 요소 가운데 하나이다. 특히 상담 및 심리치료에서 상담관계 또는 치료동맹은 상담자와 내담자의 관계에 대한 이해뿐만 아니라 상담 자체를 위한 중요한 자원이 되고 있다. 실제로 상담자와 내담자가 각각 맺고 있는 관계는 내담자에게 문제를 유발할 뿐만 아니라 그 문제를 해결하는 실마리가 된다. 그러나 이러한 관계를 측정할 수 있는 도구는 빈약하다. 필자는 이런 필요에서 다년간의 시행착오를 거쳐 관계평가좌표를 만들었다. 관계평가좌표는 번의 교류분석의 시간의 구조화, 벡의 인지치료의 자동적 사고, 보웬의 가족치료의 개별성과 연합성 등 다양한 상담이론에 근거해 있다. 또한 수학도식을 사용하기 때문에 내담자의 관계를 쉽고 편리하게 파악할 수 있다. 특히 극좌표를 사용함으로써 중요한 인물과의 관계를 한 평면을 통해 두 눈으로 분명하게 파악할 수 있다는 장점이 있다. 이러한 관계평가좌표는 단순히 관계를 평가하는 수준을 넘어 관계를 개선하는 데도 유용하다. 관계평가좌표는 정확히 표현하면, 관계자체에 대한 평가라기보다 관계인식에 대한 평가라고 할 수 있다. 본 논문은 관계평가좌표에 적용된 이론, 관계평가좌표의 작성, 관계평가좌표의 해석방법, 실제 사례 등 크게 네 가지 부분으로 구성되었다. 관계평가좌표가 상담자에게 효과적으로 사용될 수 있다. 그러나 이것은 필자의 개인적 임상에 근거하고 있는 만큼 추후 연구를 통해 좀 더 객관적으로 타당도와 신뢰도를 검증할 필요가 있다.

랜드오퍼레이터 관계마케팅이 관계품질과 재구매의도에 미치는 영향에 관한 연구

신재원,이재섭 관광경영학회 2018 관광경영연구 Vol.86 No.-

The Purpose of this study was to investigate the relationship among Relationship marketing, Relationship quality, Repurchase intention. The Self-Communication method was adopted to collect the data during December 2017. Unworkable date was eliminated, and final 282 usable responses were obtained for an empirical analysis. Frequency analysis, exploratory factor analysis, reliability analysis, correlation analysis and regression analysis were measured by using SPSS 18.0, respectively. It was found as follows: First, regarding the relationship between Relationship marketing and Relationship quality , those of Relation factors, Customer orientation, Communication, Professionalism positively affect Trust. Those of Relation factors and Communication positively affect Satisfaction. Second, regarding the relationship between Relationship marketing and Repurchase Intention, Those of Relation factors, Professionalism and Customer orientation positively affect Repurchase Intention. Third, regarding the relationship between Relationship quality and Repurchase Intention, Those of Trust and Satisfaction positively affect Repurchase Intention. This study examined the necessity of customer retention based on relationship between Land operator and Travel agent, understanding needs of travel agent for longer and regular relationship. This study suggests operational and theoretical implications on the aspects of marketing management for distribute channel in travel industry.

영업사원의 관계판매행동이 관계품질과 고객자산 구성요소에 미치는 영향

이경미(Kyung Mee Lee),김상현(Sang Hyun Kim) 한국경영학회 2015 經營學硏究 Vol.44 No.6

Marketing is no longer regarded as a series of independent transactions, but as a dynamic process of establishing and maintaining relationships. In this respect, relationship selling behavior and customer equity became the key constructs in obtaining competitive advantage. Selling behavior is the most important aspect of a company performance because his/her behaviors motivate and promote the purchasing behaviors of customer. Selling behavior of salesperson has become a major factor which can differentiate a company from competitors. Effective selling behaviors of salesperson are critical in improving individual and firm performance as well as increasing customer satisfaction and trust.. In spite of the acknowledged importance of relationship selling in increasing customer equity, relational selling behavior and skills appear to be understudied. The authors examine how relationship selling behavior and skills affect relationship quality and customer equity drivers. Relationship selling behaviors as examined in this study include customer orientation, ethical selling behavior, and adaptive selling. And customer equity drivers include brand equity, relationship equity, and value equity. This article develops a model and research hypotheses based on literature review, and reports the results of the study. The insurance industry was selected as a suitable setting to test the proposed model. Survey data were collected from a sample of insurance salespersons. The unit of analysis in this study was the dyadic relationship between salesperson and their customers. This study used structural equation modeling with AMOS 18.0 to test for causal relationships and the hypotheses. Findings suggest that relationship selling behavior and skills have significant effects on relationship quality and customer equity, and relationship quality also has significant effects on customer equity.

관계중독 연구 활성화 위한 동향 분석 : 2005년부터 2019년까지

황명구,송현정 한국콘텐츠학회 2019 한국콘텐츠학회논문지 Vol.19 No.10

This study suggests a proper studying direction of research on relationship addiction problem. And it presents fundamental research data by analysing domestic research trends of relationship addiction among various crises of people have addiction problem. For analysis of trends on relationship addiction, I searched almost all master's and doctoral dissertations and academic journals which were studied on 「addiction」, 「relationship addiction」, 「addiction relationship」 from 2005 to 2019 in Korea. Also I have surveyed various publications in the data base of Research Information Sharing Service, academic research data base, the National Assembly Library and the National Central Library in Korea. And for the reasonable results, I have studied the research according to 4 steps such as 「collecting data and analyzing precedent research」, 「building analysis criterion」, 「cording and analysis」, 「making conclusion and suggesting the development direction」 The results of this study are like these. The total number of researches on relationship addiction is 67. The object of those studies were limited adult’s or undergraduate students’s relationship addiction. So it is necessary that the fields of relationship addiction research are expanding gradually. And the research shows that the relationship addiction problem is directly related with sexual prostitution. Therefore, there are enough needs to study more in diverse, different point of view. Also it is suggested that the proper analyses methodology of relationship addiction shoud be used and new analysis criterions should be developed. In this study, the necessity of further more study is proposed in various ways of methodology about the relation of social problem and relationship addiction. And from this study, it is proved that expending the objects and fields of the study on relationship addiction, the factors analysis on addiction, study models of addiction must be necessary to be studied. 본 연구는 인간이 겪는 다양한 문제 중 관계중독 관련 국내 연구의 동향을 분석하여 차후 관계중독 연구 활성화를 위한 기초자료 및 새로운 연구방향을 제시하고자 하였다. 2005년부터 시작된 관계중독 연구 현황을 국내학술연구정보서비스, 학술데이터베이스, 국회도서관, 국립중앙도서관, 한국학술정보의 검색 서비스에 「중독」, 「관계중독」, 「중독관계」 등 키워드를 통해 검색된 국내 석박사 논문과 학술지를 중심으로 분석하였다. 합리적 연구결과를 도출하기 위해 『자료수집 및 선행연구 분석 – 분석기준 설정 – 자료코딩과 분석 – 연구결과 도출 및 발전방향 제시』의 4단계를 거쳤다. 연구결과 그동안 관계중독 연구가 총 67 편으로 아주 미미하였고, 연구대상이 성인초기 대학생 관계중독 중심으로 한정적이었다. 관계중독 연구 분야가 점점확대 되어 가고 있으며 탈 성매매 등 사회문제와 직접적 관계가 있음도 밝혀졌다. 또한 연구방법론과 사용척도에 있어서도 질적양적 다양한 방법론 활용 필요성과 국내정서에 맞는 새로운 척도 개발의 필요성도 제기된다. 이에 연구대상 및 분야 확대, 사회문제 관련성 연구 등 관련 이론과 요인분석, 연구모형 등 차후 관계중독의 다양한 연구의 필요성과 가치가 있음이 증명되었다.

관계특유투자 및 관계자본이 관계학습 및 만족, 장기지향성에 미치는 영향: 대기업과 중소기업 간의 관계를 중심으로

이성호,이명성 한국기업경영학회 2015 기업경영연구 Vol.22 No.2

As today business environment is changing rapidly and competition is more intensive in the market, it is more important to adapt to the rapidly changing market environment. And also, companies think that they need to have win-win cooperation as they aware that there is a limit to adapt the today market environment alone. But there are asymmetric structures in market because small and medium business have relied on large companies so far. Therefore, it is very important to study the small and medium businesses protection mechanism for maintaining healthy business relationships in this asymmetric structures. This research focus on social exchange theory as a academic background to facilitate mutual cooperation and accompanied growth. Therefor, we set up a small and medium business protection mechanism to facilitate mutual cooperation and mutual growth of large companies and small and medium businesses with social exchange theory, not transaction cost theory. That is, we want to demonstrate whether social exchange theory is appropriate protective mechanisms for small and medium businesses or not through a literature review and hypothesis testing. Therefore, this study attempts to investigate the impact of relationship specific investment and relational capital between large companies and small and medium businesses on relationship learning. The purpose of this study is to find out whether relationship specific investment, relational capital, and relationship learning can be an antecedent of relationship satisfaction and long-term relationship. For this study, data were gathered by survey and analyzed by structural equation modeling. The sample size in the present study was 245. The reliability of the all seven dimensions was estimated with Cronbach’s alpha, composite reliability values and average variance extracted values. We determined whether the measurement model supports the convergent validity and discriminant validity by Exploratory factor analysis and Confirmatory Factor Analysis. For each pair of constructs, the square root of the average variance extracted values exceeded their correlations, thus supporting the discriminant validity of the constructs. Hypotheses were tested using the AMOS 19.0. As expected, the all hypotheses were supported. The greater degree of relationship specific investment and relational capital between large companies and small and medium businesses were the more favorable to relationship satisfaction and long-term relationship. In addition, relationship satisfaction affected long-term relationship. In summary, the large cooperations could reduce the opportunistic behavior of small and medium businesses by one-sided transaction specific investments, however the small and medium businesses can not reduce the opportunistic behavior of large companies. because of the transaction specific investments, the small and medium businesses was only respond to unreasonable demands, such as price cuts targeted at small and medium businesses. This is not a valid win-win cooperation, resulting in lowering of the products quality of these small businesses to meet the unreasonable demands which large companies want. As a result, it aggravate large companies’ management performance. Relationship capital being built through the relationship specific investment and the relationship between large companies and small and medium businesses facilitate to learn from each other between trading partners, and eventually leads to a long-term orientation. This study demonstrated the justification and rationale for the mutual cooperation of large companies and small and medium businesses, which we would like to mention in this study. This means that the social exchange theory is an important theoretical background to have a win-win effect through transaction of large companies and small and medium businesses. And also we could identify that relationship specific investment and relational capital based on socia... 빠르게 변화하는 시장 환경에 기업이 적응하려 할 때, 독자적인 대응에는 한계가 있음을 인지하게 되면서 상생협력을 통한 기업 간의 유기적인 대응이 점점 중요해지고 있다. 기존의 기업 간 거래에 있어서 기업거래 관점은 거래비용 이론으로 제시되어 왔다. 즉, 기업 간 거래에 있어서 거래 기업의 기회주의적 행위를 제한하기 위해 계약 및 제도, 지배구조 등을 이용하여 상대 기업의 협력적 행동을 이끌어 내야 한다고 언급하고 있다. 그러나 이러한 관점은 의존도가 상호 간 유사할 경우 가능하며, 의존도가 비대칭적일 경우에는 의존도가 높은 기업이 낮은 기업의 기회주의 행동을 제한할 수 없게 된다. 대기업과 거래를 하는 중소기업의 경우 대기업에 비해 상대적으로 의존성이 크며, 따라서 대기업과 중소기업 의존구조는 비대칭적으로 이루어진다. 즉, 거래비용 이론은 중소기업의 입장에서 대기업을 협력적 관계로 통제하는데 한계가 있다. 이러한 한계점을 극복하기 위해 본 연구에서는 사회교환 이론의 관점으로 중소기업과 대기업 간의 거래를 살펴보고자 하였으며, 실증적 분석을 통해 국내 대 중소기업의 성공적인 거래관계의 방향과 학술적 시사점을 제공하고자 한다. 본 연구의 결과를 요약하면, 관계특유투자와 관계자본은 관계학습에 긍정적인 영향을 미치고, 관계학습은 거래관계 만족과 장기지향성에 긍정적으로 영향을 미치는 것을 확인할 수 있었다. 이러한 연구결과는 사회교환 이론의 관점에서 관계특유투자 및 관계자본과 같은 관계중심의 접근법이 결국에는 중소기업의 장기지향성에 긍정적으로 작용함을 보여준다. 이는 의존구조가 비대칭적인 기업거래 상황에서, 의존구조가 낮은 거래관계의 강자가 지배구조 등을 통한 강압적인 관점이 아닌 관계적 접근법으로 다가서도 의존도가 높은 거래상의 약자는 장기적으로 관계를 맺고자 함을 보여준다. 기존의 대기업은 중소기업과의 거래에서 효율성과 효과성을 중시하여 불공정거래 논란이 일고, 우월적 지위를 남용하는 사례가 다수 발생하였다. 본 연구결과에서는 대기업의 이러한 정책이 궁극적으로는 대기업의 성과적 측면에서 바람직하지 못함을 반증한다. 따라서 중소기업과의 관계특유투자와 관계자본을 강화함으로서 관계품질을 높이기 위한 상호작용의 프로세스를 강화시킬 필요가 있다.