B2B시장에서 구매자와 공급자의 내재된 유대관계가 관계품질과 관계성과 및 혁신성과에 미치는 영향에 관한 연구 = The Research of the Effect of Embedded Ties in Buyer-Supplier Relationships on Relationship Quality, Relationship Performance and Innovation Performance in B2B Market

다국어 초록 (Multilingual Abstract)

This research is to analyze the effect of embedded ties in buyer-supplier relationships on innovation performance through relationship quality and relationship performance, with the aim of increasing competitiveness of domestic businesses in a global circumstance. In addition, we verify the causality between independent variable and subordination variable, using the influence of embedded ties in buyer-supplier relationships and control variable. We conducted a survey to domestic companies, and utilized 270 results for an analysis.
We have found four results in this research. First, the embedded ties in buyer-supplier relationships, including knowledge sharing, complementary resources, and idiosyncratic investments have an effect on relationship quality. Second, relationship quality affects the relationship performance. Third, relationship performance affects innovation performance. Forth, the comparison test between the model with control variable and the one without control variable produces the same result. It is the supplier's business scale which affects the innovation performance rather than the other factor of control variable, including the buyer's business scale and the duration of transaction. The results of the research show that the embedded ties in buyer-supplier relationship influence innovation performance through the relationship quality and relationship performance.
There are several implications to buyers and suppliers in this research. They should plan and conduct the sharing and investing in expertise, innovative ideas, assets, and capability with the basis of credit. In addition, they obtain the general satisfaction, credit, and commitment in order to improve the cooperative relations and maintain the long-term transaction. Moreover, it is important to develop process innovation and product innovation with stable relationship performance, and maximize innovation performance by taking the product competitiveness in the marketplace.

국문 초록 (Abstract)

본 연구의 목적은 글로벌 경영환경에서 국내기업의 경쟁력 확보를 위해 구매자와 공급자의 내재된 유대관계 요소인 지식공유, 보완자산, 특유투자가 관계품질과 관계성과를 통해 혁신성과에 미치는 영향에 대해 실증분석을 하였다. 또한 내재된 유대관계 요소의 영향력 그리고 통제변수를 사용하여 연구모델의 독립변수와 종속변수 사이의 인과관계를 검증해 보았다. 실증분석을 위해 국내기업을 대상으로 설문조사를 실시하였으며, 총 270부의 설문지를 분석에 사용하였다.
연구결과, 첫째, 내재된 유대관계(지식공유, 보완자산, 특유투자)는 관계품질에 유의한 영향을 미치는 것으로 나타났다. 둘째, 관계품질은 관계성과에 유의한 영향을 미치는 것으로 나타났다. 셋째, 관계성과는 혁신성과에 유의한 영향을 미치는 것으로 나타났다. 넷째, 통제변수를 사용하지 않은 연구모델과 통제변수를 사용한 연구모델의 비교 분석 결과는 동일하게 나왔으며, 통제변수인 기업규모(거래기업), 거래기간, 기업규모(자사) 중 기업규모(자사)만이 혁신성과에 유의한 영향을 미치는 것을 발견하였다. 이러한 연구결과를 종합해 보면, 구매자와 공급자의 내재된 유대관계가 관계품질과 관계성과를 통해 혁신성과에 영향을 미친다는 것을 알 수 있다.
본 연구를 통해 구매자와 공급자에게 주는 시사점은 첫째, 신뢰를 바탕으로 전문지식과 혁신적 아이디어 그리고 자산과 역량의 공유와 투자가 계획되고 실행되어야 한다. 둘째, 전반적인 만족과 신뢰 그리고 몰입을 통해 협력관계를 향상시키고, 지속적인 거래관계가 유지될 수 있도록 노력하여야 한다. 셋째, 안정적인 관계성과를 바탕으로 혁신활동을 전개하여 공정혁신과 제품혁신을 달성하고, 우수한 제품 경쟁력을 확보하여 혁신성과가 극대화되도록 동반성장해 나가야 한다.

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