Journal of Convergence for Information Technology (융합정보논문지)

Convergence Society for SMB (중소기업융합학회)
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The Short-Term Effect of Low-Quality Sellers' Voluntary Information Disclosure

제품에 대한 부정적 정보 공개의 단기적 효과에 대한 연구

  • Huh, Seung (College of Business Administration, Incheon National University)
  • 허승 (인천대학교 경영학부)
  • Received : 2020.11.23
  • Accepted : 2021.01.20
  • Published : 2021.01.28
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Abstract

This study examines whether, when, and how sellers with low-quality products can instantly enhance profitability by fully disclosing quality information. Our analytic model has found that a low-quality seller can increase demand even in the short run by voluntarily sharing the information about its quality, if he can sufficiently reduce perceived risk of buyers. Moreover, a low-quality seller's information disclosure may increase both the market's and the competitor's demand, depending on the level of perceived risk. The finding of this study is expected to provide meaningful implications to managers and policy makers on solving market dilemmas under information asymmetry.

본 논문은 시장에서 저품질의 제품을 판매하는 판매자가 언제, 그리고 어떠한 방식으로 품질에 대한 정보를 공개함으로써 이윤을 증대시킬 수 있을지를 이해하고자 한다. 이를 위해 본 논문은 제품의 품질 및 가격, 고객의 위험 인식 수준, 위험과 관련된 비용, 위험에 대한 민감도 등의 요소를 반영한 새로운 이론 모델 분석을 통해 저품질의 제품을 판매하는 판매자가 품질에 대한 부정적인 정보를 자발적으로 공개하여도 고객이 인식하는 위험 수준을 충분히 감소시킬 수만 있다면 단기간에 수요를 증대시킬 수 있음을 보여준다. 또한 본 이론 모델은 이러한 정보 공개가 고객의 위험 수준을 어떻게 조정하느냐에 따라 시장 전체 수요와 경쟁 제품의 수요까지도 증대시킬 수 있다는 점을 보여준다. 본 논문의 연구결과는 제품의 부정적 요소에 대한 정보를 관리하는 마케팅 실무자 뿐 아니라 시장에서의 정보 불균형으로 인해 생기는 여러 문제점들을 해결하고자 하는 정책 담당자에게도 유의미한 시사점을 제공해 줄 것으로 기대된다.

Keywords

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