Korea Trade Review (무역학회지)

Korea Trade Research Association (한국무역학회)
권호 표지
DOI QR코드

DOI QR Code

The Relationship between Exporters and the long-term orientation of Intermediaries in Korea: Using the SOR Model

수출업체와 한국 유통업체의 장기적 지향성 연구: SOR 모델을 중심으로

  • Received : 2023.06.11
  • Accepted : 2023.06.20
  • Published : 2023.06.30
Download PDF
⟨ Previous Next ⟩

Abstract

This paper critically examines the role performance of local distributors within the Stimulus-Organism-Response (SOR) model, while also considering the moderating influence of market competition on the organism (O) and response (R) elements. Adopting a holistic approach, the SOR model provides a comprehensive framework for analyzing how external stimuli, including distributive, procedural, and interaction unfairness, interact with internal psychological processes, such as perceived unfairness, to shape the long-term orientation of importing agents. Moreover, this study acknowledges the pivotal role of market competition in the operational context of local distributors. It posits that competitive market dynamics play a crucial role in intensifying the relationship between behavioral factors and the long-term orientation of distributors, thereby revealing contingent effects within the SOR model. Through the exploration of these dynamics, this study contributes to a comprehensive understanding of the interplay among external stimuli, internal psychological processes, and market competition within the SOR framework, advancing our knowledge in this field.

본 연구는 지역 유통업자의 역할 성과를 자극-유기체-반응(SOR) 모델을 활용하여 비판적으로 검토하며, 시장 경쟁이 유기체(O) 및 반응(R) 요소에 미치는 조절적 영향을 고려한다. 종합적인 접근을 채택한 SOR 모델은 분배, 절차 및 상호 작용 불공정성을 포함한 외부 자극이 지각된 불공정성과 같은 내부 심리적 과정과 상호작용하여 수입업체의 장기 지향성을 형성하는 방식을 분석하는 포괄적인 프레임워크를 제시한다. 연구 수행을 위해 선행연구 검토를 바탕으로 설문지를 구성하였으며 한국 수출입기업을 대상으로 설문을 배포해 총 121부의 유효 표본을 획득하였다. 획득된 표본은 smart pls 3.0을 사용하여 가설을 검정하였다. 분석 결과, 경쟁적인 시장 역동성이 불공정성 인식과 유통업자의 장기 지향성 사이의 관계를 조절하는 것이 나타남으로써 시장 경쟁의 중추적인 역할을 확인하였다. 본 연구는 SOR 모형을 적용함으로써 수출입과 연계된 유통물류 분야의 이론적 지평을 넓혔으며, 외부 자극, 내부 심리적 과정 및 시장 경쟁 간의 상호작용에 대한 종합적인 이해를 제공했다는 점에서 의의를 지닌다.

Keywords

References

  1. Arslan, Birgul, Ulrich Wassmer, and Pierre Dussauge. 2015. "Distributive Justice and Joint Venture Termination: A Social Exchange Perspective." HEC Paris Research Paper No. SPE-2016-1139. 
  2. Barnes, Bradley R, Leonidas C Leonidou, Noel YM Siu, and Constantinos N Leonidou. 2010. "Opportunism as the inhibiting trigger for developing long-term-oriented Western exporter-Hong Kong importer relationships." Journal of International Marketing18 (2): 35-63. 
  3. Beugre, Constant D, and William Acar. 2008. "Offshoring and cross-border interorganizational relationships: A justice model." Decision Sciences39 (3): 445-468. 
  4. Bigne, Enrique, Kalliopi Chatzipanagiotou, and Carla Ruiz. 2020. "Pictorial content, sequence of conflicting online reviews and consumer decision-making: The stimulus-organism-response model revisited." Journal of Business Research115: 403-416.  https://doi.org/10.1016/j.jbusres.2019.11.031
  5. Cannon, Joseph P, Patricia M Doney, Michael R Mullen, and Kenneth J Petersen. 2010. "Building long-term orientation in buyer-supplier relationships: The moderating role of culture." Journal of operations management28 (6): 506-521.  https://doi.org/10.1016/j.jom.2010.02.002
  6. Chen, Ming-Jer, and Danny Miller. 1994. "Competitive attack, retaliation and performance: an expectancy-valence framework." Strategic Management Journal15 (2): 85-102. 
  7. Chen, Ming Jer, and Danny Miller. 2012. "Competitive dynamics: Themes, trends, and a prospective research platform." Academy of management annals6 (1): 135-210. 
  8. Chen, Ming Jer, Ken G Smith, and Curtis M Grimm. 1992. "Action characteristics as predictors of competitive responses." Management science38 (3): 439-455. 
  9. Chen, Ming Jer, Kuo-Hsien Su, and Wenpin Tsai. 2007. "Competitive tension: The awareness-motivation-capability perspective." Academy of management Journal50 (1): 101-118. 
  10. Choi, Hun, Youngchan Kim, and Jinwoo Kim. 2011. "Driving factors of post adoption behavior in mobile data services." Journal of Business Research64 (11): 1212-1217.  https://doi.org/10.1016/j.jbusres.2011.06.025
  11. Crawshaw, Jonathan R, Rolf Van Dick, and Felix C Brodbeck. 2012. "Opportunity, fair process and relationship value: career development as a driver of proactive work behaviour." Human resource management journal22 (1): 4-20.  https://doi.org/10.1111/j.1748-8583.2011.00169.x
  12. Crosno, Jody L, Chris Manolis, and Robert Dahlstrom. 2013. "Toward understanding passive opportunism in dedicated channel relationships." Marketing Letters24: 353-368.  https://doi.org/10.1007/s11002-012-9220-3
  13. Dong, Maggie Chuoyan, K Tse David, and S Tamer Cavusgil. 2008. "Efficiency of governance mechanisms in China's distribution channels." International Business Review17 (5): 509-519.  https://doi.org/10.1016/j.ibusrev.2008.07.001
  14. Efrat, Kalanit, and Stine Oyna. 2021. "An interaction orientation approach to SME-Intermediaries relationships." European Management Journal39 (4): 508-520. 
  15. Fliedner, Gene, and Robert J Vokurka. 1997. "Agility: competitive weapon of the 1990s and beyond?" Production and Inventory Management Journal38 (3): 19. 
  16. Floh, Arne, and Maria Madlberger. 2013. "The role of atmospheric cues in online impulse-buying behavior." Electronic Commerce Research and Applications12 (6): 425-439. 
  17. Handoyo, Sofik, Harry Suharman, Erlane K Ghani, and Slamet Soedarsono. 2023. "A business strategy, operational efficiency, ownership structure, and manufacturing performance: The moderating role of market uncertainty and competition intensity and its implication on open innovation." Journal of Open Innovation: Technology, Market, and Complexity: 100039. 
  18. Hofstede, Gert Jan, Catholijn M Jonker, and Tim Verwaart. 2008. "Long-term orientation in trade." Complexity and Artificial Markets: 107-119. 
  19. Hubbell, Anne P, and Rebecca M Chory-Assad. 2005. "Motivating factors: Perceptions of justice and their relationship with managerial and organizational trust." Communication studies56 (1): 47-70. 
  20. Jacoby, Jacob. 2002. "Stimulus-organism-response reconsidered: an evolutionary step in modeling (consumer) behavior." Journal of consumer psychology12 (1): 51-57.  https://doi.org/10.1207/153276602753338081
  21. Kam, Booi H, and Manh Khang Lai. 2018. "Buyer-supplier exchange relationship: How do exchange partners behave across the relationship life-cycle?" Transportation Research Part E: Logistics and Transportation Review113: 239-257.  https://doi.org/10.1016/j.tre.2017.12.007
  22. Kashyap, Vishal. 2004. The linkages between governance, justice and outcomes: A study of unilateral interfirm relationships in marketing. University of Massachusetts Amherst. 
  23. Ketchen Jr, David J, Charles C Snow, and Vera L Hoover. 2004. "Research on competitive dynamics: Recent accomplishments and future challenges." Journal of management30 (6): 779-804. 
  24. Ketchen Jr, David J, Charles C Snow, and Vera L Street. 2004. "Improving firm performance by matching strategic decision-making processes to competitive dynamics." Academy of Management Perspectives18 (4): 29-43. 
  25. Khansa, Lara, Reza Barkhi, Soumya Ray, and Zachary Davis. 2018. "Cyberloafing in the workplace: mitigation tactics and their impact on individuals' behavior." Information Technology and Management19: 197-215.  https://doi.org/10.1007/s10799-017-0280-1
  26. Kumar, Kamalesh, Ram Subramanian, and Charles Yauger. 1998. "Examining the market orientation-performance relationship: a context-specific study." Journal of management24 (2): 201-233. 
  27. Leonidou, Leonidas C, Bilge Aykol, Jorma Larimo, Lida Kyrgidou, and Paul Christodoulides. 2021. "Enhancing international buyer-seller relationship quality and long-term orientation using emotional intelligence: the moderating role of foreign culture." Management International Review61: 365-402.  https://doi.org/10.1007/s11575-021-00447-w
  28. Liao, Chechen, Pui-Lai To, Yun-Chi Wong, Prashant Palvia, and Mohammad Daneshvar Kakhki. 2016. "The impact of presentation mode and product type on online impulse buying decisions." Journal of Electronic Commerce Research17 (2): 153. 
  29. Lin, Shu-Chiung, Hsiao-Ting Tseng, Farid Shirazi, Nick Hajli, and Pei-Tzu Tsai. 2022. "Exploring factors influencing impulse buying in live streaming shopping: a stimulus-organism-response (SOR) perspective." Asia Pacific Journal of Marketing and Logistics(ahead-of-print). 
  30. Loosemore, M, and B Lim. 2015. "Inter-organizational unfairness in the construction industry." Construction management and economics33 (4): 310-326. 
  31. Lopez-Navarro, Miguel Angel, Lluis Callarisa-Fiol, and Miguel Angel Moliner-Tena. 2013. "Long-Term Orientation and Commitment in Export Joint Ventures among Small and Medium-Sized Firms." Journal of Small Business Management51 (1): 100-113. 
  32. Lui, Steven S, and Hang-yue Ngo. 2012. "Drivers and outcomes of long-term orientation in cooperative relationships." British Journal of Management23 (1): 80-95. 
  33. Lumpkin, G Tom, and Keith H Brigham. 2011. "Long-term orientation and intertemporal choice in family firms." Entrepreneurship theory and practice35 (6): 1149-1169. 
  34. Luo, Yadong. 2007. "The independent and interactive roles of procedural, distributive, and interactional justice in strategic alliances." Academy of Management Journal50 (3): 644-664. 
  35. Mehrabian, Albert, and James A Russell. 1974. "An approach to environmental psychology Cambridge." MA: Massachusetts Institute of Technology8.
  36. Mikula, Gerold. 1986. "The experience of injustice: Toward a better understanding of its phenomenology." Justice in social relations: 103-123. 
  37. Mikula, Gerold, Klaus R Scherer, and Ursula Athenstaedt. 1998. "The role of injustice in the elicitation of differential emotional reactions." Personality and social psychology bulletin24 (7): 769-783. 
  38. Mummalaneni, Venkatapparao. 2005. "An empirical investigation of web site characteristics, consumer emotional states and on-line shopping behaviors." Journal of Business research58 (4): 526-532.  https://doi.org/10.1016/S0148-2963(03)00143-7
  39. Peng, George Z, and Paul W Beamish. 2014. "The effect of host country long term orientation on subsidiary ownership and survival." Asia Pacific Journal of Management31: 423-453. 
  40. Piccoli, Beatrice, and Hans De Witte. 2015. "Job insecurity and emotional exhaustion: Testing psychological contract breach versus distributive injustice as indicators of lack of reciprocity." Work & Stress29 (3): 246-263. 
  41. Porter, Michael E. 1980. "Industry structure and competitive strategy: Keys to profitability." Financial analysts journal36 (4): 30-41.  https://doi.org/10.2469/faj.v36.n4.30
  42. Ryu, Sungmin, Jeong Eun Park, and Soonhong Min. 2007. "Factors of determining long-term orientation in interfirm relationships." Journal of Business Research60 (12): 1225-1233. 
  43. Smith, Ken G, Walter J Ferrier, and Hermann Ndofor. 2001. "Competitive dynamics research: Critique and future directions." Handbook of strategic management315: 361. 
  44. Sousa, Carlos MP, Rebecca Yu Li, and Xinming He. 2020. "The impact of exploitation and exploration on export sales growth: The moderating role of domestic and international collaborations." Journal of International Marketing28 (4): 1-20. 
  45. Stafford, Edwin R. 1994. "Using co-operative strategies to make alliances work." Long Range Planning27 (3): 64-74. 
  46. Su, Lujun, Maxwell K Hsu, and Robert E Boostrom Jr. 2020. "From recreation to responsibility: Increasing environmentally responsible behavior in tourism." Journal of Business Research109: 557-573.  https://doi.org/10.1016/j.jbusres.2018.12.055
  47. Trada, Sandip, and Vikas Goyal. 2017. "The dual effects of perceived unfairness on opportunism in channel relationships." Industrial Marketing Management64: 135-146. 
  48. Vieira, Valter Afonso. 2013. "Stimuli-organism-response framework: A meta-analytic review in the store environment." Journal of Business research66 (9): 1420-1426. 
  49. Virtanen, Yuan, Yan Jiang, Weimu You, and Helen Huifen Cai. 2022. "International intermediaries: A systematic literature review and research agenda." European Management Journal. 
  50. Wang, Cheng Lu, Yizheng Shi, and Bradley R Barnes. 2015. "The role of satisfaction, trust and contractual obligation on long-term orientation." Journal of Business Research68 (3): 473-479. 
  51. Zuckerman, Howard S, and Thomas A D'aunno. 1990. "Hospital alliances: cooperative strategy in a competitive environment." Health Care Management Review: 21-30