A Study on the Entrepreneurship and Marketing Activity in Distribution & Service

서근하,윤성욱 한국유통과학회 2017 유통과학연구 Vol.15 No.5

Purpose – This research identified the factors to be considered when CEOs establish small companies and improve their businesses by analyzing the effects of their entrepreneurship and marketing activities on the business performance of small companies and suggested measures to utilize them strategically. Research design, data, and methodology – The research conducted a survey for companies located in Busan, and Gyeongnam area in Korea. To verify the model and hypothesis mentioned above, relevant items were allocated to each variable. Results – the research found that the innovation of entrepreneurship negatively affects formalization and centralization along with the propensity for risk-taking which negatively affects all the characteristics of an organization’s structure. It was also found that the pro-activeness which was rejected in the selection and verification of hypothesis is the CEOs characteristics which positively affect all of the organization type are contrary to the initial hypothesis. Conclusions – The results of these efforts will positively contribute toward developing a start-up strategy helpful for small companies CEOs, to change the business environment proactively, to operate their organization efficiently and to develop market-oriented marketing activities and objectives. This research found the role of market-oriented characteristics demanded by the CEO to overcome organizational structure, business innovation and bad business situations.

Government Support for Entrepreneurship Damage to Small Retail Traders from Large Wholesalers’ Online Business Expansion

서근하,김미구,서창수 한국유통과학회 2015 유통과학연구 Vol.13 No.12

Purpose – The purpose of this research paper is twofold. First, this paper attempts to grasp the damage caused to small and medium-size retail traders from online wholesalers in the field. Second, this paper engages in a psychological characterization of the enterprise spirit and the management of small and medium-size entrepreneurs in the retail trade business that are harmed by online wholesalers. Research design, data, and methodology – Data on three large Korean wholesalers engaged in ongoing litigation during the first half of 2014, including E-Mart Traders E-Club, and regarding applications for business adjustments from three large wholesalers were used. Results – The results show that small and medium-size distribution merchants seek political support for facility modernization, policy-specific funds, development of the distribution of PB products, advanced distribution techniques, joint logistics systems, establishment of distribution and logistics centers, sharing of parking facilities, and joint ordering systems. Conclusions – This study examined the damage to, and the government’s support of policy demands from, small retail traders.

소상공인 창업성공 결정요인과 성과향상을 위한 탐색적 연구

서근하,윤성욱 동아대학교 경영대학 2002 經營硏究 Vol.- No.15

창업성공 요인에 대한 실증적 연구 : 소상공인을 중심으로 An Empirical Study

서근하,윤성욱 東亞大學校 經營問題硏究所 2001 經營論叢 Vol.22 No.-

점포충성도의 상호순차적인 영향관계에 관한 연구

서근하,윤기호,양연조,서미옥 한국마케팅과학회 2004 마케팅과학연구 Vol.14 No.-

본 연구는 관계적 관점에서 고객접점 서비스에 대하여 점포충성도를 유발하거나 매개역할을 하는 변수들의 구조적 관계를 규명하고자 하는 것이었다. 이를 위하여 고객접점 종업원의 자발적 서비스는 개인간 관계와 점포만족을 통하여 점포충성도를 유발시키는 요소라는 것을 확인하였다. 그러나 비자발적 서비스는 개인간 관계에는 유의하지 않지만 점포만족을 거쳐서 점포충성도에 영향을 미치는 요소임을 확인하였다. 이 과정에서 점포충성도는 인지적, 감정적, 의도적, 행위적 충성도로써 각각의 충성도 개념 변수간에 상호 순차적인 영향을 준다는 사실과 더불어 점포충성도는 낮은 수준의 충성도가 누적되어야 차상위의 높은 수준의 충성도로 단계적으로 발전한다는 흥미로운 사실을 발견하였다. 이러한 연구결과는 다음과 같은 전략적 시사점을 제공하여 준다. 향후 종업원에 대한 지도관리 및 평가 시에는 현재 종업원의 매출실적 및 계량적 평가방식에서 행위적 실적평가로 확대 개선 할 필요성을 제시하고 있으며, 점포충성도를 유발하기 위하여는 고객의 인지적 차원에서 점포와 브랜드 홍보 및 타 점포에 대한 차별화를 우선적으로 실시하여야 함을 보여주고 있다. 이러한 사실들은 현재 소매업체의 실태를 감안할 때 향후 정부 및 중소기업지원 유관기관 등에서 활용할 수 있는 시사점으로써 그 의미는 매우 크다고 볼 수 있다. This study is to investigate structure relationship between factors influencing or mediating store loyalty in service encounter. The result of study suggests salesperson's voluntary service has an effect on store loyalty through interpersonal relationship and store satisfaction. On the other hand, nonvoluntary service doesn't statistically influence interpersonal relationship but influences store loyalty through store satisfaction. Interestingly this results shows that store loyalty is consisted of cognitive loyalty, affective loyalty, intentional loyalty, and behavioral loyalty and each loyalty have an affect in sequence each other. Managerial implications on research result is followed as first, as an evaluation method of salesperson, it is useful to evaluate salesperson's behavioral performance. second, to build store loyalty, it must make an effort for marketer to differentiate through store promotion in terms of customer's cognitive perspectives. It is meaningful for these results to apply to current retailing situations practically.

한국의 소상공인 및 자영업 경기동향 예측 개선방향에 관한 연구

서근하,김성호,서창수 한국유통과학회 2019 한국유통과학회 학술대회 논문집 Vol.2019 No.-

한국의 자영업 문제는 정확한 예측통계와 적정성 여부에 대하여 국민 모두가 공감할 수 있는 기준점이 약해서 발생하는 부분이 많다는 것이다. 현재 우리나라에서 가장 논란이 되는 잇슈는 최저임금인상이 자영업에 미치는 영향에 관한 부분이다. 최저임금인상이 과연 선순환으로 근로자의 임금을 올려서, 내수와 생계형 자영업 경기활성화와에 도움이 될 것인가에 대한 예측타당성의 과제이다. 이러한 문제에 대하여 본 연구는 소상공인 경기동향과 자영업 적정성 분석방법의 개선방향에 대하여 제안하였다. 개선방안은 첫째는 OECD 및 국내외 경제흐름의 예측한 가능한 통계변수의 발굴이며, 둘째는 소상공인 자영업경기 동향 변수를 국민들이 이해하기 용이하게 개발하고, 셋째는 OECD 대비 한국의 자영업 적정규모 분석 및 자영업 적정성 수준을 판단할 지표를 개발하여야 한다. 국민과 언론에게 시의 적절하게 시대적 상황을 설명할 수 있도록 제작하여, 정부정책의 실효성과 파급성을 알리는 패널데이터화 된 통계 자료가 되어야 한다는 것이다. 본연구의 기대효과는 한국의 자영업의 적정성을 알 수 있는 경제지표 모형개발과 운영방법에 대한 정책적 제안이다. 이러한 노력은 우리나라 자영업 적정성 제고와 더불어 정부정책의 실효성이 제대로 현장에 접목되는 가를 명확하게 판단할 수 있는 의미있는 경제동향 분석지표가 될 것이다.

한국 재래시장상인의 창업가정신과 상품화 전략이 시장이미지와 경영성과에 미치는 영향과 재래시장 정책에 대한 시사점

서근하,윤성욱,서창수 한국유통과학회 2009 유통과학연구 Vol.7 No.3

The main purpose of this study is to define relevant factors that influence successful start-ups and management innovations of traditional markets from the point of market structures and relations. To do this, we devide an entrepreneurship of merchant into two factors, risk taking and managerial experience and choose product planning and its implementation to see merchandising of traditional markets. In this study we identify that several factors we chose are contributing to generating management performances through market promotional parameters. Also we confirm that image factors of traditional markets is consist of awareness and value of markets, and that these factors shows some sequential and continual patterns in the course of generating performances. In additions, it is identified that four independent factors have positive effects to star-up success; risk taking 0.29( t2.61), managerial experience 0.04(t 1.79), merchandising implementation 0.374(t 2.61), market value 0.47(t 5.25), market awareness 0.22(t 2.30). This study can help merchants of traditional markets to make and change their market strategies, restructure their businesses and survive in the field. This also provide some ideas and guidances to relevant government agencies in formulating traditional market policies.

A Study on the Collaboration Development between the SSM and Traditional Markets in Korean Government Policies

서근하,박승제,서창수 한국유통과학회 2012 유통과학연구 Vol.10 No.11

Purpose - This study aims to suggest policy directions for small retail markets in Korea by statistical analysis, which would help small retailers who are facing various difficulties. Research design, data, methodology - This study diagnoses the problems faced by small retail industries in Korea based on government statistics. In addition, this study identifies three areas for successful collaboration between the SSMs and traditional markets—information distribution, products, and fair trade. Results - This study makes three recommendations—information distribution, products, and fair trade. This includes activation of the existing mutual collaboration efforts, channels, CSR report writing and publicity, ethical management cooperation seminars, contract systems of no return, establishment of staff outsourcing standards, and support for suppliers’ organizations. Conclusions - Our suggestions for a collaborative system (based on the three suggestions) show that collaboration rather than confrontation between large and small markets can lead to a sales increase of 2,258.2 billion Won, which is equivalent to the sales loss in 11 traditional markets in one year in Busan.

A Study on the Differences of Performance in Small Businesses by Gender

서근하,홍미영,서창수,Choi, Cheong-Rak 한국유통과학회 2011 유통과학연구 Vol.9 No.3

There is a growing concerns for startups and management issues in the small business sector. In the Korean unique condition, female-owned small business seemed to play a crucial role in stimulating domestic demands and replacements for workforce reductions in the time of reduced birth rates and export-driven economy. Despite importance of female-owned small businesses, domestic statistics about female small businesses are not well recognized and defined. To design the current entrepreneurship training programs for female entrepreneurs more female-friendly, we need to improve overall environments surrounding training systems. We can classify the environmental improvement for women-friendly entrepreneurship training into three types as follows: First, it is needed to conduct regular surveys on difficulties female entrepreneurs may have. To develop a program for women-friendly entrepreneurship training, extensive and thorough survey is required for entrepreneurship training goals. To design women-friendly entrepreneurship training for women entrepreneurs henceforth, preliminary surveys should be carried out to detect problems within the course of the program and women's expectation regarding entrepreneurship training. Second environmental improvement is to overcome the lack of information on entrepreneurship training for women. Difficulties that women entrepreneurs experience are different from their counterparts, male. Last is about overcoming the lack of follow-up management after opening a business. To surmount the issue, we need to organize a management improvement consulting systems focused on female entrepreneurs. Establishing networks connecting female businesses should be the most urgent measure. With this regard, if follow-up services for female entrepreneurs are provided for at least three years from the time a business is opened, it may produce even more desirable results.

Foundation of Management Innovation and a Success Model of Micro Enterprise by Increasing Entrepreneurship and Organization Relationship Analysis

서근하,홍용웅,진순애,조금제 한국유통과학회 2012 유통과학연구 Vol.10 No.3

After the rapidly changing business management environment and financial crisis, high prices and domestic recession in Korea posed threats to the business survival of small and medium enterprises (SMEs). This paper looks at the potential of micro business owners for sustainable development: those who have a spirit of entrepreneurship and the potential to be a hidden champion. Our study of micro business values uses structure equation modeling by LISREL. We have done so in order to understand the foundation of management innovation and success model of micro enterprise by increasing the entrepreneurship and management performance relationship analysis. A micro-enterprise is a type of small business, found only in Korea, often registered as having ten or fewer employees. We examine the successful type of hidden champions and the influence of entrepreneurship on start-ups in business. As compared to past research on the SME entrepreneurship, this study segments small businesses even further. Small business entrepreneurship was classified into three forms that are most appropriate for the Korean situation today: innovation, risk-taking, and pro-activeness. This research is meaningful as it is Korea’s first empirical analysis on four business types: wholesale and retail sales, food and lodging business, service business, and manufacturing business. Thus far, research on small business entrepreneurship was carried out using small-scale investigative analysis. However, this research attempted to develop a model that can explain a cause-effect relation of the motivational level when it comes to the difference of entrepreneurship by each business type and small business start-up success factors. Various conceptual and operational definitions could be developed in a diverse and precise manner. Independent variables that are related to the success of small businesses can be developed additionally to examine the success factors related to the systematization in detailed manner. The research showed that the innovation, risk-taking and pro-activeness of the manifested difference in the degree of perception depending on the type of small businesses. Among the four business types, the ones that manifested the highest successful start-up rates were food, service, wholesale and retail sales and manufacturing. Results after conducting the regression analysis are shown on, which proves that the small business entrepreneurship exerts direct effect on the financial management performance of small businesses. In other words, small business entrepreneurship exerts a positive effect on the small business financial success and management performance. The R² value is 0.61. It is possible to know that the perception of systematization and variables on attitude explains the 61% of the success for small self-employed businesses management performance. We define start-up key factors that are helpful to achieve internal growth of firms by finding business survival strategies. The results also focus on Korean government policy for micro enterprise and small business support.