• Title/Summary/Keyword: Buyer Performance

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Quantitative Performance Analysis of Buyer-Carts in B2B EC: Buyer's Interactional Efforts Perspective (기업간 전자상거래에서의 구매자 쇼핑카트 정량적 성능분석: 구매자의 상호작용 노력 중심)

  • Lim, Gyoo-Gun;Lee, Jae-Kyu
    • Asia pacific journal of information systems
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    • v.14 no.1
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    • pp.59-77
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    • 2004
  • Even though B2B EC is becoming popular, there have been not so much studies about performance evaluation methodology for B2B systems. In this paper, after analyzing buyer-carts systematically focusing on the buyer's interactional efforts on the typical buying processes of each buyer-cart, we propose a quantitative performance evaluation model. For this, we categorize buyer-carts in B2B EC as s-cart, i-cart, and b-cart depending upon its residing sites: seller, intermediary, and buyer sites. And after proposing the desired features of buyer-carts in B2B EC as identification, collection, trashing, ordering, payment, tracking, recording, purchasing decision support, and transmission of records to e-procurement systems, we derive a performance evaluation model by calculating detail sub-processes from the desired features' viewpoints. By setting variables from a survey on the actual condition of using buyer-carts in companies in Korea, we try to evaluate the performance of buyer-carts in B2B EC. In this paper, we suggest a new methodology of performance evaluation for B2B systems, and show that the b-cart platform is more efficient than other buyer-carts especially in B2B EC.

A Comparative Study on Requirements for the Buyer's Right to Withhold Performance for the Seller's Actual Non-Performance under the CISG and the CESL

  • Lee, Byung-Mun;Kim, Dong-Young
    • Journal of Korea Trade
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    • v.24 no.8
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    • pp.101-120
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    • 2020
  • Purpose - The buyer's right to withhold performance is a useful and important self-help remedy to protect himself from the seller's breach of contract, and it is also the coercive means to induce the seller to perform his part of contract. However, the buyer's exercise of such a right often exposes himself to the risk of breaching the contract. This is generally due to his ignorance when he is entitled to the right and also uncertainties inherent in the law. Therefore, the purpose of this paper is to examine what the requirements should be fulfilled before the buyer exercises the right for the seller's actual breach of contract. Design/methodology - In order to achieve the purposes of the study, it executes a comparative study of the rules as to the requirements for the buyer's right to withhold performance for the seller's actual non-performance under the CISG and the CESL. It mainly focuses on performance due, the seller's non-performance, the buyer's readiness to perform and the requirement of notice. Findings - The main findings of this comparative study can be summarized as follows: Although the CISG has no expressive provision for the buyer's general right to withhold performance for the seller's actual non-performance, it may be inferred from the general principles the CISG underlies, synallagmatic nature of the contract. In addition, it can be drawn by analogy from relevant provisions of the CISG. On the other hand, the CESL expressively provides that the buyer has a general right to withhold performance where the seller fails to tender performance or perform the contract. Therefore, it seems that the position of CESL is rather easier and more apparent to allow the buyer to withhold performance for the seller's non-performance. Originality/value - Most of the existing studies on the right to withhold performance under the CISG have centered on the right to withhold performance for an anticipatory breach of contract. On the other hand, there have been few prior studies on the right to withhold performance for the actual nonperformance during a contractual period of performance. Therefore, this paper examined the requirements for the buyer's right to withhold performance under the CISG and the CESL in a comparative way for the seller's actual breach of obligation. In this conclusion, it may provide practical and legal considerations and implications for business people who are not certain about the right to withhold performance.

A Critical Study on Buyer's Remedy Articles under the CISG (CISG에서 매수인구제조항(買受人救濟條項)에 관한 비판적(批判的) 연구(硏究))

  • Park, Sang-Gi
    • THE INTERNATIONAL COMMERCE & LAW REVIEW
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    • v.12
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    • pp.39-64
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    • 1999
  • Under the CISG, there is a unequitable factor in comparing buyer's remedy with seller's remedy. In my opinion, CISG is more unequitable remedy clause than UCC or UNIDROIT principle of International Commercial Contract(1994) between seller and buyer. First, buyer who accepted defect goods must give seller notice the facts that seller delivered defect goods in two years after accepting defect goods. The cap of two year is unreasonable in a position of aggrieved buyer. This is being provided as 'within reasonable time' in UCC and there is no such provision in UNIDROIT Principle. Second, Buyer can avoid contract when seller breached fundamentally contract or seller didn't set a additional performance period about breaching of contract. Accordingly if buyer would not set a additional performance period, although seller's breachment of contract, he could not avoid the contract. Therefore, From a viewpoint of aggrieved buyer avoidable right of contract is restrainted. Third, to compare seller's remedy with buyer's, seller have more opportunity to cure breachment of contract than buyer. Under the CISG buyer is relatively placed at disadvantage in remedy of aggrieved party. In connection with remedy of aggrieved party, 'UNIDROIT principle of international commercial contracts' instead seller and buyer of aggrieved party, so there is not unequitable factor in remedy of aggrieved parties.

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Entrepreneurial Orientation and Performance for Subcontracting Korean SMEs: The Role of Buyer-Supplier Relationship

  • Youngwoo LEE
    • The Journal of Industrial Distribution & Business
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    • v.14 no.8
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    • pp.27-35
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    • 2023
  • The main objective of this study is to examine the impact of entrepreneurial orientation (EO) on small and medium-sized enterprises' (SMEs) performance in the context of subcontracting buyer-supplier relation. Specifically, we seek to examine whether the power dynamics between buyer and supplier either support or hamper subcontracting SMEs' ability to effectively pursue EO for enhancing their performance. Research design, data, and methodology: We collected survey questionnaires from Korean SMEs that are certified with Inno-biz by the Korean Ministry of SMEs and Startups. The collected data was analyzed using SPSS 26 and AMOS to create an integrated model. Result: Based on the analysis, our findings indicate that the proactiveness and innovativeness dimensions of EO have a positive effect on the SMEs' performance. However, the risk-taking dimension of EO has a negative effect on performance. Additionally, buyer dependency exhibit both positive and negative moderating effects on different dimensions of EO. Conclusion: For SMEs that rely heavily on a particular buyer in terms of sale, pursuing innovativeness dimension of EO could lead to positive performance, while pursuing proactiveness dimension of EO had a negative moderating effect on performance.

The Effect of IT in Buyer-Supplier Linkage: IT Performance, IT Infrastructure and Firm Performance (구매자-공급자 연계 IT 성과와 IT 인프라가 기업 성과에 미치는 영향에 대한 연구)

  • Lee Yoonseok;Kim Sung-Hong;Kim Jinhan
    • Korean Management Science Review
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    • v.21 no.2
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    • pp.167-189
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    • 2004
  • Cooperative and integrative partnerships between buyers and suppliers are very important for effective operations. Such partnerships should be based on various information technologies developed in recent years. Therefore, we investigated the relationship among IT performance, IT infrastructure and supply chain performance in buyer-supplier linkage using exploratory examination. This analysis is based on survey results of buyer-supplier practitioners in Korean electronics industry. Specifically, we used factor analysis, correlation analysis, and regression analysis. Major findings are as follows. First. buyers' IT performance contributed to enhance their operational & financial performance, and satisfaction. Second, buyers' IT infrastructure improved their financial performance and satisfaction but showed mixed effects on operational performance. Third, suppliers' operational performance enhanced buyers' operational & financial performance, and satisfaction. Fourth, suppliers' IT performance strengthened their operational & financial performance, and satisfaction. Fifth, suppliers' IT infrastructure showed positive relationships with operational performance and satisfaction.

The Impact of Information Sharing Under Opportunism in Supplier-Buyer Relationships: An Empirical Analysis

  • Chang, Young Bong;Cho, Wooje
    • Journal of Information Technology and Architecture
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    • v.9 no.4
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    • pp.365-376
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    • 2012
  • We examine the value of information sharing in the context of supplier-buyer relationships after controlling for trading partners' opportunism. Given that trading partners' opportunism is not randomly chosen, we explicitly incorporate their self-selection process into our estimation procedure by employing Heckman's self-selection model. According to our analysis, firms that have built safeguards via mutual trust, commitments and information sharing experience less opportunistic risk in supplier-buyer relationships. Our findings also suggest that information sharing has a positive impact on firm performance after controlling for opportunism. Further, firms that are less exposed to trading partners' opportunistic risk have achieved a higher performance than others that are more exposed. Importantly, higher performance for those firms with less opportunistic risk is driven by safeguards in supplier-buyer relationships as well as information sharing. Our findings can be applied for systems analysts to design information systems of supplier-buyer transactions.

The Effects of Export Market Prioritization on Superior Financial Performance: A Focus on Propositional Development

  • Oh, Han-Mo
    • Asia-Pacific Journal of Business
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    • v.10 no.3
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    • pp.143-151
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    • 2019
  • Whether export-market prioritization is effective on financial performance is a controversial issue. Nevertheless, few studies have addressed this issue. The present study attempted to explicate the effects of exporters' market prioritization on their superior financial performance. Based prominently on the market-segmentation theory and the relationship-marketing theory, the current study developed propositions of whether export-market prioritization is economically reasonable. It is posited that export-market prioritization postively influences buyer satisfaction in a primary market; that export-market prioritization negatively affects on buyer satisfaction in a secondary market; that export market prioritization reduces costs in relation to export marketing and sales; that buyer satisfaction positively influences buyer loyalty for both buyers in primary markets and ones in secondary markets; that buyer loyalty positively influences share of wallet for both buyers in primary markets and ones in secondary markets; and that share of wallet positively influences sales per buyer for both buyers in primary markets and ones in secondary markets. Thus, exporters should identify suitable export-market segments and prioritize export markets. The present study suggested that exporters monitor market profitability, assess the quality of buyer information, and conduct selective organizational alignment in order to develop a prioritization strategy.

A Study on the Effects of Collaborative Supply Management on Buyer and Supplier Performance : From a View of Capabilities Transfer Throughout the Supply Chain (협력적 공급사슬관리가 참여기업 성과에 미치는 영향에 대한 연구 : 공급사슬 내 역량이전의 관점에서)

  • Lee, Su-Yol
    • Journal of the Korean Operations Research and Management Science Society
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    • v.34 no.3
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    • pp.85-104
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    • 2009
  • Managers have come to realized that a large and increasing amount of sources for a corporate competitive advantage can be found in their company's supply chain. At a fundamental level, there is a similar consensus that building a collaborative supply management is a more effective way of managing firms' supply chains. This paper is an attempt to examine the effects of collaborative supply management by probing a mechanism which shows how competences and/or performance are transferred from suppliers to markets through the supply chains. Research hypotheses regarding the relationships between collaborative supply management, supplier Performance, buyer internal performance (new product development and operational performance), and buyer market performance were empirically validated by utilizing a structural equation modeling analysis. The research result Indicates the positive impacts of a collaborative supply chain on supply performance as well as buyer internal and market performance, which also well illustrate how the improved competence and/or performance of suppliers engendered from the supplier-buyer collaboration flows throughout the entire supply chain.

The Mediation Effect of Collaboration on Supply Chain Performance: Mobile Networks Industry in Korea (공급사슬과 성과에 대한 협업의 매개효과에 관한 연구: 이동통신산업의 구매사-공급사를 중심으로)

  • Kim, Chul-Soo;Seo, Chang-Soo
    • Asia pacific journal of information systems
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    • v.16 no.3
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    • pp.1-27
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    • 2006
  • In supply chains, collaboration between buyer and supplier can improve firms' ability of supply chains to their objectives and competitive advantages. A key factor in collaboration in supply chain is to identify buyer relationships and supply relationships as antecedents of the factor collaboration. We analyzed data collected from buyers and suppliers sampled from a mobile networks industry in Korea and found that the level of collaboration comes from strong relationships between two parties and the collaboration enhances the supply chain performances. However, buyer relationships and supplier relationships have indirect impacts on trading partners' performance through collaboration whereas both have direct impacts on one's performance. Therefore to enhance supply chain performances, supplier's operational efficiency and buyer satisfaction, firms of buyers and suppliers should consider pursuing practical and substantial collaboration along with buyer-supplier relationships.

A Study on the Buyer's Remedies for Defects in Title under DCFR (DCFR상 권리부적합에 대한 매수인의 구제권에 관한 연구)

  • Joo-Hee Min
    • Korea Trade Review
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    • v.45 no.2
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    • pp.67-86
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    • 2020
  • This study analyzes the buyer's remedies for defects in title under DCFR, and it is compared with those of CISG. DCFR adopts a unitary concept of 'non-performance' which is any failure and includes delayed performance and any other performance which is not conformed with the contract. In terms of defects in title, any remedies for non-performance are available under DCFR. Thus. under DCFR, the buyer is entitled to enforce specific performance of obligations, to withhold performance, to terminate for fundamental non-performance, to reduce price, to damage for loss, to require repair, or to deliver a replacement. But under CISG, whether or not defects in title constitute 'non-conformity' is not clear and the majority understands 'non-conformity' does not include title defects. Therefore, the buyer may not has rights to require repair and delivery of replacement unlike DCFR.