• Asia Marketing Journal
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• v.20 no.2
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• pp.1-27
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• 2018

This study examines the effects of dependence and conflict on organizational performances in partnership, qualitatively (trust) and quantitatively (sales) under four control variables (period of business, number of goods, competition density, and number of employees). Also, this study presents termination cost and alternative attractiveness as the antecedents of dependence, goal incongruity and unfairness as the antecedents of conflict. As the results of analysis with survey data from 360 distributors in manufacturer-distributor partnership, 7 hypotheses are supported and 2 hypotheses are rejected. The results of structural equation modeling (SEM) verify that termination cost increases dependence, that alternative attractiveness reduces dependence, that goal incongruity and unfairness increase conflict, that dependence reduces conflict, that dependence increases trust, and that conflict reduces trust. However, unexpectedly, dependence reduces sales, and conflict has no impact on sales. The results of this study provide insightful implications theoretically and managerially to scholars and practitioners interested in partnership.

• Journal of Information Technology Services
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• v.5 no.2
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• pp.39-58
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• 2006

The e-business strategies ultimately pursue creating the maximal value for customers through the competitive advantages and business opportunities newly created on the basis of information technologies. For the realization of e-business strategies, the successful implementation and operation of e-business system must be the crucial activities in and out of an organization. Therefore, in physical world, there were lots of interests that what kind of key factors can lead the success of e-business system. Moreover, in the field of academia also, there have been many research results for investigating and finding out the key success factors for e-business system. However, the perceptual level of the significance of key success factors that organization members perceive can be changed over each phase of system life cycle such phases as introduction, growth, maturity, and decline. This study investigated that there might be significant differences in the perceptual level regarding importance of success factors among phases of system life cycle.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.10 no.2
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• pp.135-142
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• 2015

This paper analyzed the effects of changes in temporary workers on firm performances, and the effects of different workforce portions of business functions on corporate performances, respectively, using Korean venture business survey conduected in 2013. Results show that the performance of venture businesses decreases significantly, as the portion of temporary workers increases, which is more pronounced in small companies than in medium companies. In addition, the portions of workforce for administration, R&D, production, and sales don't have uniform effect on firm performance, where medium companies are affected significantly by the portions of production and sales, while small companies do not show significant relationship. This analysis implies that innovative firms, based on knowledge workers, need to use caution when they plan to increase temporary workers, which may lead to lower performance. However, we need further research for the basic causes of the possible lower performance.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.11 no.3
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• pp.17-25
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• 2016

This study aims to empirically examine serial entrepreneurship in Korea. Using the ICT startups survey data, I compare serial entrepreneurs with their novice counterparts in terms of business behaviors and performances. I found that serial entrepreneurs are more likely than novice ones to co-found a business with other entrepreneurs, enter a market with relatively large assets and expand their business into overseas market. They tend to put more importance on large-scale production and expansion strategy than first-time entrepreneurs. They are more likely to cooperate with suppliers and customers but less likely with the governments. From their experience of founding and operating businesses, the findings suggest that serial entrepeneurs are more market-oriented and more capable of managing internal human relations and external network of supply chain. Consequently, serial entrepreneurs show stronger early financial performance than novice entrepreneurs especially when they team up to found a business.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.15 no.5
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• pp.37-50
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• 2020

This study aims to investigate meaningful relationship between technology appraisal indices and SMEs' financial performances for their continuous growth. The empirical data for this study were based on the technology appraisal results of Korea Technology Finance Corporation(KOTEC) and the financial data of the following 2 years 0f 3,688 SMEs. The meaningful differences between SMEs with superb financial performances and the others, by using t-test analysis, statistically were verified in 25 indices(75.8%) out of total 33 indices. All of five independent variables, namely CEO's capability, technology manpower, R&D intensiveness, market competitiveness and investment feasibility, were verified to have a positive effect on business feasibility respectively and business feasibility also has a positive influence on financial performance, such as sales growth, labor productivity and financial stability.

• Journal of Distribution Science
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• v.20 no.1
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• pp.99-108
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• 2022

Purpose: This study aims to identify the core competency of sellers on their sales performance in the context of e-commerce, and to verify the mediating effect of innovative sales activities. Research design, data, methodology: A questionnaire survey was carried out to 200 sellers in e-commerce. Exploratory factor analysis and reliability analysis for Cronbach's Alpha were performed to verify the validity and reliability of the and the regression analyses of 5,000 bootstrap samples were carried out to test hypotheses. Results: Based on the analysis, the elements of competencies of sellers in e-commerce such as self-control, trust-building, social interaction skills were positively related to the innovative sales activities and sales performances. Innovative sales activities also affected sales performances. Indirect effects of competencies of sellers on sales performance via innovative sales activities were partially effective depending on variables that brought practical implications. From a practical perspective, the valid competencies found in this study may be applied for the recruitment and selection of sellers. Conclusion: This study shed light on theories of e-commerce sales and sales practices by examining the competencies of sellers in e-commerce compared to those of traditional sellers and by revealing innovative sales activities as the effective mediator for sales performance.

• Information Systems Review
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• v.5 no.1
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• pp.113-127
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• 2003

In recent studies, there has been much interest in knowledge sharing between the company and customer. Yet, there is little empirical work on the impact of the factors on CRM performances. The purpose of this study is empirically analyzing the effects of organizational factors of knowledge management, CRM system factors, and trust on CRM performances. The findings indicate that 3 factors (knowledge-oriented organizational culture/characteristic, technical systems, trust) are significantly related to CRM performances. However, the relationships between other factors (knowledge-oriented leadership, knowledge-oriented strategy, education & reward) and CRM performances are not significant.

• The Journal of Industrial Distribution & Business
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• v.9 no.4
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• pp.53-62
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• 2018

Purpose - In the development of new products, suppliers involvement and developing products jointly can be said to be strategic activities that utilize the lack of knowledge from external organizations. In this new product development, supplier involvement has been proven to have a positive impact on new product development performance for a long time by previous research. However, sufficient academic research has not been conducted on the influence of supplier involvement in various product strategies or sales strategies that buyers make in order to secure a competitive advantage in the market. This study argues that product strategy and sales strategy used by buyers in the development of new products will control the effect of supplier involvement on new product development performance in order to compensate the lack of these academic aspects. Research design, data, and methodology - Specifically, we selected the modularization strategy of the product as the product strategy, which is considered as an important strategy in the new product development through the preceding research, and the mass customer satisfaction strategy was chosen as the sales strategy. In order to achieve these research objectives, regression analysis was conducted using data from manufacturing productivity panel collected jointly by the Ministry of Industry, Trade and Industry and the Korea Productivity Center. Results - As a result, supplier involvement and new product development performances (development cost efficiency, customer satisfaction) were positively related. The product modularity strategy proved to have an interactive effect on the relationship between supplier involvement and new product development performances (development cost efficiency, customer satisfaction). However, it has not been confirmed that there is a statistically significant interaction effect between supplier involvement and new product development performances. Conclusions - Supplier involvement has positive relationships with NPD performance. In addition, product modularity strategies have interaction effects with supplier involvement and affect new product development performance (development cost efficiency and customer satisfaction). The results of this study are of academic significance in the case of lack of empirical studies on the effect of supplier participation on the effect of buyer 's strategy when a supplier participates and develops new products jointly.

• Asia Marketing Journal
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• v.12 no.3
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• pp.63-79
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• 2010

This research examined (1) the effects of the large scaled corporations' performances in the area of corporate economic responsibilities and corporate philanthropic responsibilities on the anti-corporate sentiments and (2) the effects of the anti-corporate sentiments on the consumers' evaluations of the large scaled corporations. The results of path analysis revealed that the corporate performances in philanthropic responsibilities had a negative effect on the anti-corporate sentiments as expected. However, different from the expectation, the corporate performances in economic responsibilities had a positive influence on the anti-corporate sentiments. This unexpected relationship between economic responsibilities and anti-corporate sentiments might be caused by the Korean consumers' perceptions that the more the large scaled corporations conducted their business activities illegally and unethically, that the more they achieved the various economic responsibilities. The anti-corporate sentiments showed the negative effects on the consumers' evaluations of the large scaled corporations.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.7 no.2
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• pp.1-8
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• 2012

Recently the youth starting up a business has become a buzzword. Business plan is a fundamentals in starting up a business. Therefore, in this study, I investigated the business planning behavior of university students in Korea. Especially, I investigated whether university students in Korea dealt with business plan inside and outside or not, and examined university students' thought whether corporate performance is related to business plan or not, and if any, how closely they are. Meanwhile, existing studies and books are arguing that there is a high correlation between business plan and corporate performance, however, there are not many domestic and/or foreign studies that analyzed it empirically. In order to find an answer to this problem, this study was approached empirically. First, the components of business plan were selected through an extensive literature review including existing researches and through factor analysis, I classified them into the five factors of product management, product development, management support system building, organizational management and macro planning. Also, I classified corporate performance into quantitative and qualitative performance, and investigated the influences of business plan factors on those performances. As a result, I found belows. First, university students in Korea thought that the business plan components affected the quantitative and qualitative performances of corporate positively. Second, Korean students had high interests in starting up a business and wanted to run a service business but had almost no experience of business planning. Whilst, Foreign students had relatively high interests in starting up a business and experiences of business planning. They wanted starting up in various industry also. Meanwhile, I did't find the gender differences in those aspects. In this study, I empirically investigated the relation between business plan components and corporate performances in the university students' view, not that of company. So I believe that this study can shed lights on the direction of effective starting up education for increasing the success rate of youth starting up a business.