갈등에 대한 다양한 연구가 이루어졌음에도 불구하고, 갈등해결을 통한 관계학습의 관점에서 조직적(interorganizational)으로 접근한 연구는 매우 부족한 실정이다. 본 연구에서는 갈등해결 ...
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https://www.riss.kr/link?id=A60225894
2012
Korean
KCI등재
학술저널
93-113(21쪽)
10
0
상세조회0
다운로드국문 초록 (Abstract)
갈등에 대한 다양한 연구가 이루어졌음에도 불구하고, 갈등해결을 통한 관계학습의 관점에서 조직적(interorganizational)으로 접근한 연구는 매우 부족한 실정이다. 본 연구에서는 갈등해결 ...
갈등에 대한 다양한 연구가 이루어졌음에도 불구하고, 갈등해결을 통한 관계학습의 관점에서 조직적(interorganizational)으로 접근한 연구는 매우 부족한 실정이다.
본 연구에서는 갈등해결 매커니즘을 통해, 유통경로 구성원들이 어떻게 관계학습을 구축할 수 있는지, 그리고 이것들이 경로관계의 성과에 어떠한 영향을 미치는지 살펴보고 있다.
이와 같은 목적으로 국내 유통업체의 협력업체 영업담당자 490명을 대상으로 설문조사를 실시한 결과, 갈등해결에 있어 협력행동은 관계학습의 세 가지 과정인 정보공유, 공동이해와 해석, 관계특유기억 모두를 강화한 반면, 회피행동은 정보공유만 약화시키는 것으로 나타났다. 공동이해와 해석, 관계특유기억은 유통경로의 성과인 효과성과 효율성을 강화시킨 반면, 정보공유는 성과에 영향을 미치지 않았다.
다국어 초록 (Multilingual Abstract)
Early conflict research in channel and organization area have focused on the definition of conflict construct, its cause, consequence and identified conflict resolution management. Recent studies about conflict, however, have explored new assumption o...
Early conflict research in channel and organization area have focused on the definition of conflict construct, its cause, consequence and identified conflict resolution management. Recent studies about conflict, however, have explored new assumption of complexity, a multidimensional conflict construct, contextual conflict management strategies, positive and negative conflict/consequence, and the conflict resolution strategy. Although many literatures exists on channel conflict resolution, little research has been done about relationship learning and performance from conflict resolution perspective.
This study explores how channel members can achieve a relationship learning, as a conflict resolution mechanism, which enhance co-created value in marketing channel relationship. Therefore we propose that conflict resolution strategies(collaborating behavior and avoiding behavior) influence channel performance(effectiveness and efficiency) through relationship learning processes(learning via information exchange, joint interpretation and coordination, relationship-specific knowledge memory), in view of buyer-seller relationship. The research model is shown at 〈figure 1〉.
A total of twelve hypotheses were established through prior studies dealing with conflict and relationship marketing theory. Then we drove conceptual research model. For the purpose of empirical testing, we managed to obtain the list of suppliers of 24 retailers from 5 retailer formats, such as department store, discount store, convenience store, TV home-shopping and internet shopping mall. They were asked to respond to the survey via face-to-face interview conducted by a professional research company. During the one month period of June 2009, we were able to collect data form 490 suppliers. The respondent were restricted to direct dealing authorities and manager with at least three months of dealing experience with retailers.
Structural equation modeling on the basis of the results of survey were done to analyze. As a result, eight among twelve hypotheses were supported.
The analysis result indicated that collaborating behavior had positive effect on three forms of relationship learning, but avoiding behavior has negative effect on only information exchange. Joint interpretation and coordination, relationship-specific knowledge memory had positive effect on relationship performances, but information exchange had no effect on performances.
The results support our basic thesis that the use of conflict resolution strategies have different effect on developing relationship learning, which leads to channel performances. In particular, collaborating behavior is positively related to relationship learning, and avoidance behavior is negatively related to information exchange. Relationship learning is partially contributed to channel performance.
목차 (Table of Contents)
참고문헌 (Reference)
1 오일두, "유통경로에서 업무갈등과 관계갈등이 성과에 미치는 영향" 대한경영학회 24 (24): 41-63, 2011
2 한상린, "유통경로상의 갈등원인, 갈등 및 거래성과에 관한 연구" 한국유통학회 9 (9): 93-110, 2004
3 오세조, "시장지향적 유통 관리" 박영사 2006
4 신동엽, "복제행동과 조직학습: 다각화 모드 선택에서 성과반영 의사결정" 한국경영학회 37 (37): 561-583, 2008
5 배병렬, "구조방정식모델을 위한 SIMPLIS 활용과 실습" 청목출판사 2004
6 김상덕, "관계특유투자와 관계자본이 관계학습과 성과에 미치는 영향: 자원기반관점을 중심으로" 한국마케팅학회 25 (25): 81-106, 2010
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1 오일두, "유통경로에서 업무갈등과 관계갈등이 성과에 미치는 영향" 대한경영학회 24 (24): 41-63, 2011
2 한상린, "유통경로상의 갈등원인, 갈등 및 거래성과에 관한 연구" 한국유통학회 9 (9): 93-110, 2004
3 오세조, "시장지향적 유통 관리" 박영사 2006
4 신동엽, "복제행동과 조직학습: 다각화 모드 선택에서 성과반영 의사결정" 한국경영학회 37 (37): 561-583, 2008
5 배병렬, "구조방정식모델을 위한 SIMPLIS 활용과 실습" 청목출판사 2004
6 김상덕, "관계특유투자와 관계자본이 관계학습과 성과에 미치는 영향: 자원기반관점을 중심으로" 한국마케팅학회 25 (25): 81-106, 2010
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기업형 슈퍼마켓(SSM)의 시장진입이 소매업태간 시장점유율 변화에 미친 영향
프랜차이즈 본부의 성과 및 재계약의도에 영향을 미치는 요인들에 관한 연구
인터넷 점포에서의 구매후기 작성 동기 및 점포 고객 유형화
학술지 이력
연월일 | 이력구분 | 이력상세 | 등재구분 |
---|---|---|---|
2027 | 평가예정 | 재인증평가 신청대상 (재인증) | |
2021-01-01 | 평가 | 등재학술지 유지 (재인증) | |
2018-01-01 | 평가 | 등재학술지 유지 (등재유지) | |
2015-01-01 | 평가 | 등재학술지 유지 (등재유지) | |
2011-04-11 | 학술지명변경 | 외국어명 : JOURNAL OF DISTRIBUTION RESEARCH -> Journal of Channel and Retailing | |
2011-01-01 | 평가 | 등재학술지 유지 (등재유지) | |
2009-01-01 | 평가 | 등재학술지 유지 (등재유지) | |
2008-10-07 | 학술지명변경 | 한글명 : 유통비지니스리뷰 -> 유통연구외국어명 : Distribution Business Review -> JOURNAL OF DISTRIBUTION RESEARCH | |
2007-01-01 | 평가 | 등재학술지 유지 (등재유지) | |
2004-01-01 | 평가 | 등재학술지 선정 (등재후보2차) | |
2003-01-01 | 평가 | 등재후보 1차 PASS (등재후보1차) | |
2002-01-01 | 평가 | 등재후보학술지 유지 (등재후보1차) | |
2000-07-01 | 평가 | 등재후보학술지 선정 (신규평가) |
학술지 인용정보
기준연도 | WOS-KCI 통합IF(2년) | KCIF(2년) | KCIF(3년) |
---|---|---|---|
2016 | 1.42 | 1.42 | 1.35 |
KCIF(4년) | KCIF(5년) | 중심성지수(3년) | 즉시성지수 |
1.33 | 1.37 | 1.843 | 0.47 |