• 제목/요약/키워드: Competence Distribution

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인터넷 유통경로 형성에 따른 기존 경로구성원의 대응전략: 항공권 유통경로에서 여행사의 관점을 중심으로 (Internet Marketing Channel of Airline and Strategies of Travel Agency : Intertype Competition and Re-intermediation)

  • 박진용;김성희
    • 한국유통학회지:유통연구
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    • 제12권3호
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    • pp.49-67
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    • 2007
  • 본 연구는 인터넷 경로 도입으로 인한 경로배제위협이 여행사의 대응에 어떠한 영향을 미치는 가를 검토하기 위하여 진행되었다. 우선 여행사가 취할 수 있는 대응방안을 경로역량의 강화, 거래분산화 경향, 그리고 사업영역변경 의도로 구분하였다. 그리고 전통적인 경로상의 대응과 인터넷을 활용한 대응이라는 측면을 추가하여 가설을 도출하였다. 주된 논의는 경로유형 간 경쟁에 근거를 두었으며, 재중간상화의 논의를 추가하여 인터넷을 활용한 대응에 대한 논의를 제시하였다. 결과에서 전통적인 판매역량 강화는 여행사의 경로배제위협의 인식에 영향을 받지 않는 것으로 나타났으며, 나머지의 가설들은 기대와 같이 지지되었다.

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프랜차이즈 모기업 핵심역량 자원이 가맹점 관계결속과 재계약의도에 미치는 영향 (Effects of Core Competence and Resource Sharing on the Relational Bond among Franchisees and on Re-contract Intention in the Franchising Parent Companies)

  • 허영욱;주말찬
    • 유통과학연구
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    • 제12권4호
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    • pp.11-22
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    • 2014
  • Purpose - The domestic franchise industry has made significant contributions to industry such as investment, employment, and community economy development, facilitating growth potential. The franchise industry provides management knowhow transfer between parent companies and franchisees as per contracts addressing use of business signs, franchisees' independent position, franchisor support, and royalties to be paid to the franchisors. However, many franchisors lack management knowhow and provide insufficient support because of poor control of franchisees and not having a systematic approach to support. This results in dissatisfied franchisees and failure to establish long-term relationships. Few studies have examined relational commitment and/or re-contract intention by support resources between franchisors and franchisees, despite a considerable output of theories and studies of the growth of the franchise industry. The purpose of this study, therefore, was to examine the effects of the ability to provide resources on relational commitments and re-contract intention, and to suggest causal relationships and implications. Research design, data, and methodology - The subject was domestic franchisors registered with the Association of Franchise with more than 50 franchisees. Franchisees under contract for 2 years and considering re-contract of their franchise 2 years later were used. The subjects totaled 300 franchisees in Seoul. A questionnaire survey was used to investigate the subject of franchisees' concessions during the 10 days from November 21, 2013 to November 30, 2013. After excluding 16 surveys with poor answers, 284 responses were finally used. Four areas and 44 questions were used. A nominal scale was used for four common characteristics questions including gender, ages, educational background, and franchise managing time. Questions regarding ability, relational commitment, and re-contract intention made use of a Likert 5-point scale. Data coding and data cleaning were used. SPSS 18.0 was used as follows. First, frequency analysis was done to investigate demographic characteristics. Second, exploratory factor analysis was done to verify validity of testing tools, and Cronbach's α coefficient was used to verify reliability. Third, correlation analysis and multiple regression analysis were done. An exploratory factor analysis was done to verify validity of concepts. A correlation analysis was done to test relationships between the variables, and multiple regression analysis was done to verify franchisor's ability, franchisees' relational commitment, and re-contract intention. Results - The following were the outcomes. First, store operation management, finance operation management, and human resource management affected the calculated bond. Second, store operation management and finance operation management affected the emotional bond. Third, store operation management, finance operation management, human resource management, and marketing management affected the prescriptive bond. Fourth, calculated bond and prescriptive bond had an effect on re-contract intention. Conclusions - As stated above, in franchise management, parent companies' offer and instruction of core competence to their franchisees as an information resource could improve the relational bond by helping them grow together through the resource sharing. Consequently, core competence factors were promoting factors that could improve franchisees' re-contract intention for a long time.

영업사원의 필요역량 도출을 위한 실증적 연구: B2B, B2C 영업사원을 구분하여 (An Empirical Study on Eliciting a Competency Required by Salespeople: Differentiating B2B Salespeople and B2C Salespeople)

  • 안성민;박찬욱
    • 유통과학연구
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    • 제14권11호
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    • pp.103-115
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    • 2016
  • Purpose - Our research started out with an assumption that a further study about the competency of B2B and B2C salespeople is needed, and has thus focused on enhancing their abilities throughout various fields. It seems that the ability of sales representatives has a positive influence on the image and revenue of the company. Since businesses find it apparent that the role of salespeople will become significant in the future, our research aims to provide a foundation for future research on exploring the necessary competencies for salespeople by conducting an in-depth interview as well as survey. Research design, data, and methodology - The methods of our research can be broken down into four steps - an interview on salespeople, eliciting salespeople's potential competency, surveys, and analysis. First, our research team conducted interviews on forty subjects. Second, we strived to elicit potential competency of salespeople based on data gained from previous studies and in-depth interviews. And Third, we came up with our own survey templates. Last but not least, our research team analyzed the results from the surveys to elicit necessary capabilities for the salespeople. Results - The results of our research show a clear distinction between B2B and B2C salespeople on all categories that we measured such as the character fitness, competence of emotion and sales marketing. As for B2B salespeople, the results indicated openness(M: 3.8265) in character fitness, and self-motivation(M: 4.1887), group cognition(M: 3.8735), teamwork(M: 3.9956) in competence of emotion, and previous research(M: 3.8735), proposal of values(M: 4.3873), cooperation with other team(M: 4.0441) in competence of sales marketing. The difference in capability required between B2B salespeople and B2C salespeople was very pronounced. Conclusions - For future studies, enhanced pool of subjects with various backgrounds is needed in order for our research to reach a wide range of population. The results from our research are advised to be used for eliciting the competency required by salespeople and for a practical application to further enhance their competency. Companies need continuous efforts to develop the skills of salespeople based on competence analysis and research of sales representatives.

B2B 거래기업 특성이 관계성과에 미치는 영향 : 기술환경 불확실성의 조절 효과 중심으로 (The Effect of B2B Transaction Characteristics on Relationship Performance : The moderating Role of Technical Environment Uncertainty)

  • 손미경;이형탁
    • 유통과학연구
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    • 제17권4호
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    • pp.59-68
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    • 2019
  • Purpose - The purpose of this study is to examine the differential mediating effects of three dimensions of buyer trust in the influence of supplier characteristics on the relationship performance. In this study, transaction characteristics were classified into competences and assets. The corporate reputation is considered as intangible assets, the customer-linking capability is considered among the competencies and transaction specific asset is selected from tangible assets. This study is also to examine the moderating effect of technical environment uncertainty in the effects of integrity and benevolence on the intention to continue trading. This study aims to provide a guide on which dimension suppliers should manage and how to improve their trust in order to maintain business with companies in technical environment uncertainty. Research design, data, and methodology - The data for the empirical analysis of this study were obtained by interviewing the 274 purchasing managers of Daegu - Gyeongbuk small and medium enterprises. The items used in this survey were partially modified to fit the characteristics of the B2B industry. The reliability and validity of the variables were analyzed using SPSS 18.0 and AMOS 18.0 programs and hypotheses were verified through the structural equation modeling. Results - In this study, reliability was examined by Cronbach 'α test. Composite Reliability and Average Mean Variance extracted value exceeded the baseline values. As a result of hypotheses testing, the hypothesis that the transaction specific asset will improve the benevolence and that benevolence will improve the intention to continue the transaction were rejected and all the other 9 hypotheses were adopted include 2 moderating hypothesis. Conclusions - This study shows which dimension of trust suppliers should appeal to the buyer according to the uncertainty of the technology environment in order to maintain the transaction with the buyer. competence and integrity are important when technology environment uncertainty is low, and competence and benevolence are important when technical environment uncertainty is high. In order to improve competence, corporate reputation and transaction-specific asset are important. To improve integrity, corporate reputation and customer-linking capability are important. In order to improve benevolence, customer-linking capability is important. And various implications were discussed.

An Exploratory Analysis on Strategic Changes of Furniture Retailer: Focusing on IKEA and Hanssem in Korea

  • Kim, Byoung-Goo
    • 유통과학연구
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    • 제16권12호
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    • pp.33-45
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    • 2018
  • Purpose - This study analyzes how Hanssem, which ranks first in domestic market in the furniture industry, responds to the expansion of IKEA, a large overseas furniture maker, and investigates the recent strategic changes of Hanssem and IKEA. Research design, data, and methodology - As a research method, a general method of case studies, literature research, is carried out through academic research results, reports, articles, and statistics. In addition, methods such as field observation and interview with stakeholder were performed to collect in-depth understanding and information about the companies. Results - Along with its core competences, Hanssem has pursued strategic changes to compensate for its weaknesses. IKEA has also used a variety of strategies changes to match the situation in Korea. Conclusion - Both companies have properly balanced localization elements and standardization strategies that value the needs of local consumers. In particular, Hanssem has implemented various strategies based on its core competence in response to IKEA's strategy. In addition, Hanssem and IKEA are actively managing and have good performance not only in Korea but also in foreign markets.

지역 중소기업의 환경, 역량, 전략이 수출성과에 미치는 영향 (Environment, Competence, and Strategy Effects on the Export Performance of Regional SMEs)

  • 김승호;허무열
    • 유통과학연구
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    • 제13권3호
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    • pp.61-67
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    • 2015
  • Purpose - Exports have long been regarded as significant drivers of sustainable competitive advantage and growth among small and medium enterprises (SMEs). The export activities of SMEs are particularly important in the context of export-oriented economies such as Korea. Although many studies have examined the determinants of exports, it is difficult to find empirical studies about the determinants of the export performance of regional SMEs. This study investigates the determinants of export performance in the regional SME context based on an integrated approach that combines the environment factor of industrial organization theory, competitive strategy theory, and the competences of the resource-based view. Research design, data, and methodology - To empirically analyze the determinants of export performance in the regional SMEs, data were collected from firms in the Daegu metropolitan area. Data were collected directly through questionnaire surveys; in addition, secondary financial data were also taken from the KIS-VALUE database. Out of the 175 responses that were received, 143 were considered to be worth examining. After testing the reliability and validity of the variables through multiple items such as environmental turbulence and competitive strategy, hypotheses were verified by using five multi-regression models. These models were: a control model with organizational size and age, an environmental model with technology and market turbulence, a competency model with R&D and foreign distribution channels, a strategy model with product and market differentiation, and an integrated model including all of these variables. Results - First, as a control variable, the organization size has significant positive effects on export performance. Second, technology turbulence based on industrial organization theory has significant positive effects on export performance, but market turbulence does not affect export performance. Third, the foreign market distribution competency of the resource-based view has strong positive effects on export performance, but the R&D competency does not affect export performance. Fourth, the product differentiation strategy from competitive strategy theory positively impacts export performance, but market differentiation does not affect export performance. Finally, in the integrated model, only the foreign distribution competency of the resource-based view has a significant effect on export performance. Conclusions - The empirical results of this study verified the usefulness of the rationales behind the three theories to explain the export performance of the regional SMEs, especially the importance of the foreign market distribution competency from the resource-based view. With regard to practical considerations, this study's implications suggest that the use of technological environmental changes by industries is better than the use of market changes. Further, the use of the product differentiation strategy is more effective than the use of the market-driving strategy, and the distribution channel competency plays a stronger role than the technology-oriented competency with regard to the export performance position of regional SMEs. Future studies should examine relational perspectives, such as trust among channel partners. Therefore, the configuration approach is more useful in enhancing pragmatism by comparing high- and low-export companies.

AHP를 이용한 과학기술 부문별 국가연구개발 투자우선순위 선정

  • 이동엽;안태호;황용수
    • 기술혁신연구
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    • 제10권1호
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    • pp.83-97
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    • 2002
  • With the limited resources the proper distribution of the national R&D investment is very crucial to improving the national competence. This crucial decision should be based on the priorities which are driven with the consideration about the relative importance among the scientific technology fields. Such priorities can be useful in planning the national R&D investment and in determining the direction of the national R&D investment policy. In this paper, we used the AHP in order to drive systematically and scientifically the priorities of the major science and technology areas in the national R&D investment, and also analyzed the evaluation differences among the expert groups.

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The Relationship between Work Values and Entrepreneurial Attitudes: Implications for the Distribution Industry

  • Wang, Haikun;Moon, Jaeseung
    • 유통과학연구
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    • 제17권3호
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    • pp.57-67
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    • 2019
  • Purpose - This study aims to examine the impact of work values on entrepreneurial attitudes, and test the moderating effect of entrepreneurial opportunity identification on the above mentioned relationship as well. Research design, data, and methodology - A questionnaire survey was conducted to 258 employees who comes from 8 different types of the enterprises in northwestern of China, and the corresponding research model was verified. Results - The results show that "comfort and security" (one dimension of work values) has a significant negative impact on entrepreneurial attitudes. Another two dimensions of work values, such as "competence and growth" and "status and independence" have a significant positive impact on entrepreneurial attitudes. In addition, entrepreneurial opportunity identification has a significant moderating effect on the relations between work values and entrepreneurial attitudes. Specifically, only the entrepreneurship opportunity identification positively moderates the relationship between status & independence and entrepreneurial attitudes. Conclusions - This research further enriches the relevant theories of organizational behavior and entrepreneurships. This study also has guiding significance and value for management practice, especially for this research results implies, that is, individual's ability to entrepreneurial opportunity identification (e.g., identify feasible distribution channel for potential new venture) is important in entrepreneurship.

Distribution Strategy & Competitiveness on Marketing Performance of Sm all Industries in Bali

  • SUASANA, Igakg;SUPARTHA, Iwg;GIANTARI, Igak;SUKAATMADJA, Ipg
    • 유통과학연구
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    • 제19권8호
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    • pp.101-112
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    • 2021
  • Purpose: This study aims to explain the effect distribution strategy and competitiveness of entrepreneurial personality on marketing capabilities and performance, the effect of marketing capabilities on marketing performance, the role of marketing capabilities as a mediating variable on the effect of entrepreneurial personality on marketing performance, and the role of credit access moderating effect of entrepreneurial personality on marketing capabilities and performance. Research design, data, and methodology: This research was conducted in Bali, on a small clothing industry. The sample size was set at 150 respondents, using a cluster random sampling approach. Data were analyzed using descriptive analysis techniques and partial least square. Result: The findings show that; entrepreneurial personality and marketing capabilities have a significant effect on marketing performance, entrepreneurial personality has a significant effect on marketing capabilities. Another result shows that marketing capability mediates the effect of entrepreneurial personality on marketing performance, access to credit acts as a moderating predictor, and as quasi moderating the effect of entrepreneurial personality on marketing performance. Conclusions: Entrepreneurs should try to increase their knowledge and skills in marketing formally or informally. Competence in terms of individual knowledge and skills can indicate social capital investment, which indirectly contributes to one's mindset and insight.

공정무역제품에 대한 소비자의 자기결정성 심리욕구와 브랜드 자산의 관계 (Relationship between Consumer Self-Determined Psychological Needs and Brand Equity for Fair Trade Products)

  • 옥정원
    • 경영과정보연구
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    • 제36권2호
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    • pp.59-79
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    • 2017
  • 본 연구는 공정무역과 관련된 소비자의 자기결정성 심리욕구(자율성, 유능성, 관련성)와 공정무역제품과 관련된 브랜드 자산 간의 관계를 실증분석을 통하여 검증하고자 하였다. 기존 공정무역과 관련된 소비자 반응의 선행연구들과 차별적으로 보다 더 소비자의 내적 욕구 충족성에 기반 한 전략적 브랜드 관리로 연결시키고 있다는 점에서 의의가 있다고 할 수 있다. 구체적으로 본 연구의 실증분석의 결과, 자기결정성 심리욕구와 브랜드 자산 간 관계는 소비자의 공정무역에 대한 태도를 중심으로 브랜드 자산이 과정적으로 인식되고 있음이 밝혀졌으며, 특히 유능성과 관련된 소비자의 욕구충족성은 전략적으로 중요한 구성개념임이 밝혀졌다. 본 연구의 연구결과를 토대로 향후 공정무역제품과 관련된 브랜드 자산의 전략적 관리에 중요한 시사점을 제공해 줄 것으로 기대된다.

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