수급사업자의 기업가정신과 원사업자와의 관계몰입요인

최낙환(Nak-Hwan Choi),박정기(Jeong-Ki Park) 한국산업경영학회 2010 經營硏究 Vol.25 No.4

이 연구는 수급사업자의 관계몰입에 대한 기업가정신의 역할의 탐색에 초점을 두고, 원사업자의 거래특유자산투자와 기술지원을 매개변수로 연구하였다. 연구한 결과는 다음과 같다. 첫째, 수급사업자의 신뢰는 성공적인 관계마케팅활동에서 중요한 역할을 하는 변수로 몰입에 영향을 미친다는 기존의 연구와 동일한 결과를 얻었다. 둘째, 원사업자의 기술적 지원과 거래특유자산투자는 수급사업자의 신뢰를 촉진하여 원사업자와의 관계몰입을 유도하는 것으로 나타났다. 셋째, 수급사업자의 기업가정신은 고객지향성을 실현하여 원사업자의 거래특유자산의 투자를 촉진하고, 또 신뢰에 영향을 미처 관계몰입을 유도하는 것으로 탐색되었다. 넷째, 수급사업자의 기업가정신은 자신의 거래특유자산 투자를 촉진하여 관계몰입을 유도하는 것으로 탐색되었다. Focusing on searches for roles of subcontractor's entrepreneurship and contractor's transaction-specific asset investment on the relationship commitment, this study assumed that entrepreneurship of subcontractor leads customer orientation of subcontractor assumed to have positive influences on technology support and transaction-specific asset investment of contractor that affects on trust toward contractor, and assumed that transaction-specific asset investment and technology support of the contractor may increase level of relationship commitment by raising transaction-specific asset investment and trust level of the subcontractor that subcontractor's entrepreneurship has direct influences on. Results of empirical analyses on the established hypotheses are as follows: First, it seems that trust of subcontractor affects on relationship commitment of the subcontractor positively. Trust and transaction-specific asset investment of the subcontractor are the variables that play an important role for developing successful relationships. Second, it was shown that contractor's technology support and transaction-specific asset investment promote trust of subcontractor. Efforts and investment of the contractor to change production facility or line for utilizing parts provided by a specific supplier(subcontractor) are indirect factors to unite relationship commitment of the subcontractor with trust toward contractor. Third, there was no influence of technology support and transaction- specific asset investment by the contractor on transaction-specific asset investment of the subcontractor. For the tie, the investments of both the contractor and the subcontractor on transaction-specific asset are required. However, it is the result showing lack of mediation on investment between contractor and subcontractor for structural tie. Fourth and finally, entrepreneurship of the subcontractor promotes investment of transaction-specific asset on its own enterprise and commitment for the contractor is leaded with it as the carrier. Also, entrepreneurship of the subcontractor affects on customer orientation positively and customer orientation of the subcontractor promotes technology support and investment of transaction-specific asset by the contractor.

한국 수출기업의 해외수입업자 동기부여 방안 연구

최창범(Choi, Chang-Bum),박찬균(Park, Chan Kyun) 대한경영학회 2020 大韓經營學會誌 Vol.33 No.5

대형마트-벤더업체 간 거래특유투자가 수직적 준통합과 공동 영업성과에 미치는 영향

김상덕(Sang Duck Kim) 한국경영학회 2019 經營學硏究 Vol.48 No.4

According to transaction cost theory, under buyer-seller relationship conditions of asset specificity, they have to choose vertical integration rather than outsourcing, the most efficient and preferable governance structure to safeguard against partner’s opportunism. Numerous studies have so far investigated transaction specific investments as safeguarding mechanisms. The studies, however, have come up with implications for outsourcing relationship performance in the presence of transaction specific investments. Moreover the effects of transaction specific investments were biased towards explaining the performance of either one rather than both of transaction partners. This study tried to investigate the relationship between three types of transaction specific investments and performances. Especially the study suggest that transaction specific investment in the buyer-seller context can be conceptualized in terms of three types, ‘physical asset TSI’, ‘business process TSI’ and ‘domain knowledge TSI’. And the study. And the study focused on vertical quasi-integration and joint operation performance as performance variables. In short, the purposes of the study are to investigate the effects of three types of TSIs on vertical quasi-integration and joint operation performance. The study derived a set of detailed hypotheses and tested them on the relationship between buyers and vendors in Korean discount store distribution channels in which various types of TSIs are actively occurring. To test the research model empirically, data were collected from 143 buyer-vendor dyads of a discount store company in Korea. Path analysis was used to test main effects of three types of TSIs and two group tests were used to test moderating effects of relational variables, such as vendor’s trust toward buyer, buyer’s distributive fairness, and buyer’s procedural fairness. In general, the results provided supports for the main effects while moderating effect tests showed different results. As expected, physical asset TSI and business process TSI had positive effects on vertical quasi-integration and quasi-integration also had a positive on joint operation performance. domain knowledge TSI, however, had no significant effect on quasi-integration. In addition, there were several interaction effects, such as physical asset TSI with vendor’s trust, physical asset TSI with buyer’s distributive fairness, and business process TSI with buyer’s distributive fairness in the relationship between TSIs and vertical quasi-integration. Buyer’s procedural fairness, however, had no interaction effects with all types of TSIs.

관계해지의도의 결과변수에 관한 탐험적 연구

강보현 한국전략마케팅학회 2011 마케팅논집 Vol.19 No.1

지금까지의 관계해지에 관한 연구들은 관계해지의도를 최종 결과변수로 간주하여 연구를 수행하였으며, 관계해지의도가 형성된 이후에 관해서는 연구된 바가 전혀 없었다. 즉, 관계해지의도를 완전한 관계해지와 동일시함으로써 관계해지의도의 형성으로부터 일어나는 관계해지의 모습을 간과한 문제점을 가지고 있었다. 본 연구는 이에 대한 문제점을 해소하고 관계해지의도가 형성된 후에 어떤 경로를 통해 완전한 관계해지로 나아가는 지를 규명하기 위하여 탐험적 시도로서 수행되었다. 즉, 관계해지의도가 형성된 이후부터 완전한 관계해지가 일어나기 전까지의 영역을 대상으로 하여 관계해지의도의 결과변수들이 기회주의의 증가와 거래특유투자의 감소, 그리고 협력의 감소임을 밝히고 관계해지의도와 결과변수들 간의 관계를 제시함으로써 관계해지의도로부터 완전한 관계해지로 이루어지는 과정에서 나타나는 변수들의 인과관계를 실증적으로 살펴보았다. 국내신문사(판매자)와 신문지국(구매자)의 관계에서 신문지국의 관점을 대상으로 설문조사를 수행하여 실증분석을 한 결과, 본 연구에서 제시한 5개의 가설들이 모두 지지되었다. 즉, 관계해지의도를 가지게 된 주체는 기회주의가 증가되고 거래특유투자를 감소시킴으로써 판매자와의 협력이 붕괴되는 과정을 통해 완전한 관계해지로 나아감을 밝혔다. 마지막에는 본 연구의 이론적 공헌점 및 관리적 시사점을 논의하였고 연구의 한계점 및 향후의 연구방향을 제시하였다. So far, research on the dissolution of relationship has regarded dissolution intention as a final variable. Therefore, it has not investigated phenomena after the formation of dissolution intention. This study is an exploratory effort which shows the mechanisms of deterioration of dissolution intention toward complete dissolution. This study has a scope from the formation of dissolution intention to right before the complete dissolution. This study has investigated the consequences of dissolution intention(increasing opportunism, decreasing transaction specific investment, and decreasing cooperation) and the causal relationships among them empirically. As a result of testing hypotheses, using data collected from 179 newspaper branch managers, all the hypotheses are supported. Dissolution intention has a positive effect on opportunism and negative effect on transaction specific investment. Opportunism decreases transaction specific investment and cooperation. Transaction specific investment has a positive effect on cooperation. Finally, the author discussed theoretical contributions, managerial implications, and limitations of this study and presented future research directions.

거래특유투자가 공급사슬의 협업과 SCM 성과에 미치는 영향

김재정 ( Chae Jeong Kim ),정대현 ( Dea Hyun Jung ) 한국물류학회 2014 물류학회지 Vol.24 No.5

조직은 경쟁환경에 적합한 전략을 수립하고 그러한 목적을 달성하는데 적합한 IT의 도입을 통해 높은 조직성과를 달성하고자 한다. 국내 제조기업들이 제품판매에서 발생 하는 영업이익이 낮아지게 됨에 따라 서비스를 혁신하고 고객가치를 높이기 위해 필요 한 부품과 서비스를 신속하게 공급하기 위한 수단이 요구되는데, 대표적인 것이 SCM을 통한 것일 것이다. 본 연구에서는 산업재시장에서 거래특유투자가 협업과 SCM 성과에 미치는 영향을 실증연구를 통하여 분석하였다. 거래특유투자라는 자원의 투입이 SCM 성과로서의 민첩성으로 이어지는 과정을 모형화하고, 연구모형의 검증을 위해 국내 제 조업체를 대상으로 자료를 수집하여 실증분석한 것이다. 실증연구를 통해 거래특유투자 는 정보공유에 유의한 영향을 미치며, 정보공유와 공동 문제해결은 민첩성에 유의한 영 향을 미친다는 결과가 도출되었다. 정보공유는 공동문제해결에 유의한 영향을 미쳤으나, 거래특유투자가 공동문제해결에 직접적인 영향을 미치지는 못하는 결과가 도출되었다. 그러나 거래특유투자는 정보공유가 매개역할을 함으로써 공동문제해결에 영향을 미치 고 있었다. 따라서 파트너기업간 정보공유의 중요성이 무엇보다 필요함을 시사받을 수 있었다. 이 연구를 통하여 기업으로 하여금 거래특유투자와 협업의 중요도를 인식하게 하고 나아가서 기업들이 보다 전략적 투자를 할 수 있도록 지침을 제시하고자 한다. The organization is intended to develop a strategy for the competition and to achieve high performance through the introduction of appropriate IT organization. The purpose of this study is to examine the effects of transaction specific-investment on organizational collaboration and SCM performance. To test the proposed model, we used a data set generated from survey. The survey instrument was designed on the basis of comprehensive literature review. Data analysis was conducted using 122 Korean firms. We used structural equation model(SEM) implemented in partial least square(PLS). The results of this study are summarized. Transaction specific-investment had a significant impact on information sharing. Information sharing had a significant impact on joint problem solving. Information sharing and joint problem solving had a significant impact on agility.

온라인 쇼핑에서 영업 성과에 대한 거래특유투자의 영향 -기회주의의매개효과를중심으로-

추동우,박진용 한국유통물류정책학회 2023 유통물류연구 Vol.10 No.2

This study was conducted to understand the effect of suppliers’ transaction-specific investment on sales performance through opportunism in an online shopping environment. Specifically, transaction specific investment (TSI) was divided into four categories: tangible product TSI and logistics TSI, intangible business process TSI, and domain knowledge TSI, and each impact was confirmed. In order to test the hypothesis, a survey was conducted on the suppliers providing the merchandise to the specific online shopping malls in Korea, and 320 survey data were secured to analyze the structural equation model. As a result of the analysis, it was found that tangible products and logistics TSI did not significantly affect sales performance or opportunism reduction in the online shopping environment, and intangible business processes and domain knowledge TSI had a positive effect on sales performance and opportunism reduction. In addition, in the analysis of the mediating effect of opportunism, only intangible business processes and domain knowledge TSI had a positive effect on sales performance. It suggested that intangible TSI, which identifies the customer characteristics or operational characteristics of the shopping mall by changing its work or deploying dedicated staff, is effective in improving sales performance, and that intangible business processes and domain knowledge TSI are useful to reduce opportunism and continuously improve online shopping. 본 연구는 온라인 쇼핑 환경에서 공급업체의 거래특유투자가 기회주의를 매개로 영업 성과에 미치는 영향을 파악하고자 진행되었다. 구체적으로 거래특유투자 (TSI: Transaction Specific Investment)를 유형의 상품TSI 및 물류 TSI로, 무형의 사업 프로세스 TSI 및 도메인 지식 TSI로 총 네 가지로 구분하여 각각의 영향을 확인하였다. 가설검정을 위해 국내 특정 온라인 쇼핑몰과 거래하고 있는 공급업체를 대상으로 설문조사를 진행하여 320개의 설문 데이터를 확보하여 구조방정식모형을 분석하였다. 분석 결과 온라인 쇼핑 환경에서 유형의 상품과 물류 TSI는 영업 성과나 기회주의 감소에 유의한 영향을 미치지 못하였고, 무형의 사업 프로세스와 도메인 지식 TSI는 영업 성과와 기회주의 감소에 긍정적 영향을 미치는 것으로 파악되었다. 또한 기회주의의 매개 효과 분석에서도 무형의 사업 프로세스와 도메인 지식 TSI만이 영업 성과에 긍정적 영향을 미쳤다. 온라인 쇼핑몰의 거래 프로세스에 맞게 자사의 업무를 변경하거나 전담 직원을 배치하여 쇼핑몰의 고객특성이나 운영 특성을 파악하는 무형의 TSI가 영업 성과 개선에 효과적이라는 것, 그리고 기회주의를 감소시키고 온라인 쇼핑의 지속적인 영업 성과 개선을 위해서는 무형의 사업 프로세스와 도메인 지식 TSI가 유용하다는 점을 시사점으로 제시하였다.

수급사업자의 기업가정신이 관계몰입을 유도하는 경로

최낙환,변철섭,이용균 한국마케팅학회 2011 ASIA MARKETING JOURNAL Vol.13 No.1

It seems essential to examine the factors that may affect relationship commitment of subcontractors to parent companies in the industrial market in Korea in an effort to construct a win-win-type cooperative network among them. Lots of studies have been focusing on the consumer goods market. Relatively few studies have been focused on industrial market. In the industrial goods market subcontractors used to sell their parts or services only to a small number of parent companies in a large quantity, resulting in decisive control of subcontractors over the quality of parent companies' finished goods. This is why relationship between subcontractors and parent companies is extremely important. From this viewpoint, this study aims to survey and analyze empirically the paths leading to relationship commitment of subcontractors toward the parent companies which are required to incite them to build up a collaborative network by means of subcontractors' entrepreneurship. For this aim, market orientation effects of entrepreneurship as well as factors of performance and trust are particularly set forth as the bases of developing hypotheses in this study in order to explore the paths from entrepreneurship to relationship commitment as follows. First, the path of entrepreneurship-market orientation-communication-trust- relationship commitment; second, the path of entrepreneurship-market orientation-performance- relationship commitment; third, the path of entrepreneurship-market orientation-transaction specific asset investment -trust-relationship commitment; and fourth, the path in which the entrepreneurship is expected to promote direct transaction specific asset investment by parent companies to induce their trust and, eventually, relationship commitment of subcontractors. The outcomes of the empirical analysis in this study may be summed up as follows:First, the conclusions of preceding studies are also supported here by the fact that the entrepreneurship of subcontractors promotes their market orientation (hypothesis 9), indicating that the entrepreneurship can facilitate collection, proliferation of and response to market informations. On the contrary, however, the assumption that the entrepreneurship of subcontractors might directly accelerate transaction specific asset investment by parent companies (hypothesis 8) is rejected. Second, although the influence of subcontractors' entrepreneurship on parent companies' investment of assets peculiar to their transactions is not affirmed, the assumption is found to be supported that subcontractors' market orientation would expedite the parent companies' investment of assets peculiar to their transactions. Moreover, it is also confirmed that parent companies' investment of assets peculiar to transactions would promote subcontractors' trust toward the parent companies (hypothesis 6), signifying that parent companies may level up their trust in subcontractors when they make great amount of efforts to invest in the assets peculiar to transactions, not behaving opportunistically,Third, the hypotheses 4 and 5 also turn out to be supported by the analysis as the former assumes that market orientation could promote communication and the latter relates that the communication between subcontractors and parent companies would prompt trust, both results in affirming that market orientation could introduce open communication to speed up sharing of information and that sharing of information by way of communication might give an impetus to trust. Fourth, the assumption that subcontractors' market orientation would expedite performance (hypothesis 3) is also proved favorably to the significant level equivalent to that of preceding studies. Fifth, same as preceding studies, it is also verified in this study that the benefit (outcomes) awarded by parent companies to subcontractors will be a direct cause exercising a positive impact upon relationship commitment(hypothesis 2) and that the trust of subcontra... 이 연구는 기업가정신이 유발하는 시장지향성이 성과를 유도한다는 기존연구를 확장하여 시장지향성을 매개변수로 하고 성과와 신뢰 요인을 도입하여, 수급사업자의 기업가정신이 원사업자와의 관계를 견인하고 협업적 네트워크를 구축하는데 필요한 수급사업자의 관계몰입을 유도하는 경로를 탐색하고 실증 분석하였다. 시장지향성이 구조적 결합요인인 거래특유자산의 투자를 촉진할 수 있고, 또 사회적 결합요인인 커뮤니케이션에 긍정적 영향을 미칠 수 있음을 식별하고, 기업가정신-시장지향성-커뮤니케이션-신뢰-관계몰입의 경로, 기업가정신-시장지향성-성과-관계몰입의 경로, 기업가정신-시장지향성-거래특유자산투자-신뢰-관계몰입의 경로를 식별하였다. 그런데 기업가정신이 원사업자의 거래특유자산투자에 대한 효과가 없는 것으로 분석되었다. 즉 수급사업자의 기업가정신은 시장지향성을 통해 관계몰입에 영향을 미치는 것으로 탐색되었다. 따라서 원사업자는 수급사업자에게 거래특유자산을 투자하고 커뮤니케이션을 통하여 신뢰를 확보해야 한다. 그리고 수급사업자는 투철한 기업가정신으로 시장지향성을 실현하고 원사업자의 거래특유자산투자와 커뮤니케이션을 유도하고, 또 이익을 실현해야 한다. 이러한 수급사업자의 이익성과와 신뢰, 그리고 원사업자의 거래특유자산투자가 B2B시장에서 원사업자에 대한 수급사업자의 관계몰입을 유도하고 유기적인 기업계열화를 촉진하는 요인이기 때문에 정부도 원사업자의 거래특유자산투자를 유도하여 원사업자와 수급사업자의 신뢰를 촉진하는 정책이 필요하다.

관계해지의도의 결과변수에 관한 연구

강보현(Bohyeon Kang),오세조(Sejo Oh) 한국유통학회 2005 한국유통학회 학술대회 발표논문집 Vol.- No.-

지금까지의 관계해지에 관한 연구들은 관계해지의도를 최종 결과변수로 간주하여 연구를 수행하였으며 관계해지의도가 형성된 이후에 관해서는 연구된 바가 전혀 없었다. 즉, 관계해지의도를 완전힌 관계해지와 동일시함으로써 관계해지의도의 형성으로부터 일어나는 관계해지의 모습을 간과한 문제점을 가지고 있었다. 본 연구는 이에 대한 문제점을 해소하고 관계해지의도가 형성된 후에 어떤 경로를 통해 완전한 관계해지로 나아가는 지를 알아보기 위한 최초의 시도로써 수행되었다. 즉, 관계해지의도가 형성된 이후부터 완전한 관계해지가 일어나기 전까지의 영역을 대상으로 하여 관계해지의도의 결과변수들이 기회주의의 증가와 거래특유 투자의 감소, 그리고 협력의 감소임을 밝히고 관계해지의도와 결과변수들 간의 관계를 제시함으로써 관계해지의도로부터 완전한 관계해지로 이루어지는 과정을 실증적으로 살펴보았다. 국내신문사(판매자)와 신문지국(구매자)의 관계에서 신문지국의 관점을 대상으로 설문조사를 수행하여 실증분석을 한 결과, 본 연구에서 제시한 5개의 가설들이 모두 지지되었다. 즉, 관계해지의도를 가지게 된 주체는 기회주의가 증가되고 거래특유투자를 감소시킴으로써 판매자와의 협력이 붕괴되는 과정을 통해 완전한 관계해지로 나아감을 밝혔다. 마지막으로, 본 연구의 이론적 공헌점들 및 관리적 시사점들이 논의되었고, 연구의 한계점들 및 향후의 연구방향들이 제시되었다. So far, the studies on the dissolution of relationship have regarded dissolution intention as the final consequence, therefore have not investigated phenomena after the formation of dissolution intention. This study is a seminal work which shows the mechanisms of deterioration of dissolution intention toward complete dissolution. So, this study has the scope from the formation of dissolution intention and to the right before of the complete dissolution. This study has investigated the consequences of dissolution intention(increasing opportunism, decreasing transaction specific investment, and decreasing cooperation) and the relationships of them empirically. As the result of hypotheses test using data collected from 179 newspaper branch office samples, all hypotheses are supported. Dissolution intention has the positive effect on opportunism and negative effect on transaction specific investment. Opportunism decrease transaction specific investment and cooperation. And, transaction specific investment has the positive effect on cooperation. Finally, the authors discussed the theoretical contributions, managerial implications, and limitations of this study and presented the future research directions.

Antecedents of Korean Importers’ Commitment to Overseas Exporters

최창범 한국무역학회 2014 Journal of Korea trade Vol.18 No.1

Importer commitment is crucial to the performance of exporters. More committed importers contribute more to the export performance of overseas exporters than less committed importers. The purpose of the study is to examine the factors that motivate importers to be committed to the relationship with their overseas exporters. Drawing on social exchange theory, importer commitment is modeled as a function of (1) the importer’s perception of the exporter’s commitment, (2) the importer’s dependence on the exporter, (3) the importer’s transaction-specific investments, (4) the importer’s trust of the exporter, and (5) the interaction between (2) dependence on the exporter and (4) trust of the exporter. The model is tested using data collected from 120 Korean importers. The results indicate that Korean importers’ commitment to their overseas exporters is affected not only by the Korean importers’ perceived commitment of overseas exporters, but also by the Korean importers’ dependence on overseas exporters. Further, Korean importers’ transaction-specific investments have a positive effect on Korean importers’ commitment to their overseas exporters. Korean importers’ commitment to their overseas exporters is also affected by the Korean importers’ trust of the overseas exporters. Finally, dependence on the exporter and trust of the exporter turn out to affect importer commitment jointly as well as independently. The findings of the study have implications for Korean exporters as to how they can elicit foreign importers’ commitment in their relationships.

Antecedents of Korean Importers’ Commitment to Overseas Exporters

Chang-Bum Choi 한국무역학회 2014 Journal of Korea trade Vol.18 No.1

Importer commitment is crucial to the performance of exporters. More committed importers contribute more to the export performance of overseas exporters than less committed importers. The purpose of the study is to examine the factors that motivate importers to be committed to the relationship with their overseas exporters. Drawing on social exchange theory, importer commitment is modeled as a function of (1) the importer’s perception of the exporter’s commitment, (2)the importer’s dependence on the exporter, (3) the importer’s transaction-specific investments, (4) the importer’s trust of the exporter, and (5) the interaction between(2) dependence on the exporter and (4) trust of the exporter. The model is tested using data collected from 120 Korean importers. The results indicate that Korean importers’ commitment to their overseas exporters is affected not only by the Korean importers’ perceived commitment of overseas exporters, but also by the Korean importers’ dependence on overseas exporters. Further, Korean importers’ transaction-specific investments have a positive effect on Korean importers’ commitment to their overseas exporters. Korean importers’ commitment to their overseas exporters is also affected by the Korean importers’ trust of the overseas exporters. Finally, dependence on the exporter and trust of the exporter turn out to affect importer commitment jointly as well as independently. The findings of the study have implications for Korean exporters as to how they can elicit foreign importers’ commitment in their relationships.