• 유통과학연구
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• 제14권9호
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• pp.15-24
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• 2016

Purpose - Key account management is a supplier company initiated relational approach that has received great attention from both academics and practitioners manifested in the business-to-business relationship literatures. However, there is widespread debate and contention on what should be the underlying theoretical base for defining this vital part of relationship marketing. With the insights from the social exchange theory, present paper explores how social exchange affects the dynamic nature of key account management relationship at the organizational level. Research design, data, and methodology - The paper follows a comprehensive review approach to examine the relationship between social exchange theory and key account management approach. Conceptual arguments and findings are assessed across studies with the main objective of showing how social exchange theory develops the governance mechanism in maintaining the key account relationship. Results - Since relational norm is considered as a glue for the maintenance of buyer-seller relationship in social exchange theory, factors develop the non-contractual governance mechanism 'relationship' in business-to-business relationship and this norm replaces or supplements more formal governance mechanisms such as contracts are explored. Conclusions - This paper advances central relational norm to manage the company's most important key customers and demonstrates how this norm can be developed in buyer-seller key account relationship. Implications from this new perspective are forwarded.

• Asian Journal for Public Opinion Research
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• 제4권2호
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• pp.108-122
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• 2017

This study explores how South Korean citizens evaluate corporate social responsibility (CSR) practices based on communal and exchange relationships. Specifically, it examines whether their evaluations of the two types of relationships are related to their supportive opinions, such as positive attitudes toward corporations and behavioral intentions to purchase products. The findings show that the communal relationship between an energy corporation and its local residents is more related to their supportive opinions than exchange relationship. That is, a communal relationship tends to generate more positive business outcomes than an exchange relationship. This study concludes that corporations should prepare for useful community outreach and CSR programs for their local community. Practitioners need to focus on building communal relationships with community members through their programs.

• The Journal of Asian Finance, Economics and Business
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• 제9권7호
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• pp.27-39
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• 2022

The exchange rate is an important macroeconomic variable that influences internal and external balances. Nepal follows a dual exchange rate such that the Nepali rupee (NPR) is pegged with the Indian rupee (INR) but floats with the United States dollar (USD) and all other currencies. There have been very few studies on the exchange rate of Nepal, of which the majority focus on the bivariate relationship between exchange rate and another variable. However, this paper analyses the multivariate relationship between the USD-NPR exchange rate and major macroeconomic variables. Determinants of Nepal's exchange rate have been derived with multiple regression using the ordinary least square (OLS) approach. Since the explanatory variables could not significantly capture the movement of the dependent variable, a long-run relationship between Nepal and India's exchange rate has been analyzed using Engle-Granger cointegration to establish a relationship as suggested by a graphical representation. This explains that Nepal's exchange rate long run is determined by India's exchange rate than its own fundamentals. In addition, the macro-linkages of Nepal's macroeconomic variables have been analyzed using Standard Vector Autoregressive models followed by impulse response analysis which is useful for policy decisions. Some policy implications indicating the sustainability of Nepal's pegged regime have been drawn based on the empirical analysis.

• 품질경영학회지
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• 제35권1호
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• pp.124-135
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• 2007

This study investigated the relationship between business-to-business service quality and loyalty by applying the IMP (International/Industrial Marketing and Purchasing Group) model. The study found that six dimensions of service quality which were product exchange, financial exchange, information exchange, social exchange, cooperation, and adaptation explained B2B service quality very well. More specifically, the study found that service quality dimensions of social exchange, cooperation, and adaptation were more important than those of product exchange, financial exchange, and information exchange. The study also found a positive relationship between service quality and loyalty. In fact, organizational buyers appeared to show greater loyalty as they perceived service quality better.

• 지식경영연구
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• 제17권1호
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• pp.113-133
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• 2016

Why illegal digital contents sharing happens? This study pays attention to the fact that file sharing is an exchanging behavior between people and it is expanding despite of an illegal behavior and proposes that it is necessary for the phenomenon to be understood from social cultural point of view beyond a personal dimension. Based on the social exchange theory, this study demonstrates effects of file sharing attitudes and continuity, regarding 'group norm', 'popular demand', 'reciprocity' and 'social solidarity' as main factors. The main findings of this study are as followed;- First, it is shown that a tacit agreement of a group on file sharing is a determinant of positive attitude to file sharing and the intent of continual file sharing. Second, it is not found that the social relationship factors that are regarded as potential influential factors on file sharing attitude have effects on file sharing behavior, except for 'group norm'. Unlike previous studies, the results may come from the fact that this study deals with an illegal behavior. The third finding indicates a structural relationship between social relationship factors. When members of a group have more amicable attitude to file sharing including silence or a tacit agreement on file sharing, more people ask illegal sharing of files that they need. Such public demand creates expectation of reciprocity. As reciprocity maintains, social connectedness is strengthened. Then, strong social connectedness escalates the intent to maintain file sharing. It is important to notice that this study promotes understanding of how digital contents sharing happens by structuring and demonstrating influential relationship between characteristic factors of the social relationship.

• 경영정보학연구
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• 제7권1호
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• pp.195-217
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• 2005

개인은 지식의 공유를 일종의 거래 행위로 지각하고 있다. 이러한 지식공유에서 발생하는 거래는 경제적인 거래라기보다는 조직과 종업원간의 관계의 성격에서 파생되는 특수하고도 복잡한 형태의 거래로 추측된다. 특히 개인들 간의 상호작용을 통한 지식공유는 상황과 긴밀한 상호관련성에 의해 형성된다. 따라서 지식공유는 사회적 교환관계에 의해 설명이 가능하다고 볼 수 있다. 공공기관에 종사하는 178명의 공무원들을 대상으로 설문을 실시하여 분석한 결과, 공공기관 내 구성원간의 지식 공유는 관계특성요인과 개인특성요인이 신뢰와 조직몰입의 형성에 영향을 미치고, 형성된 신뢰와 조직몰입이 지식공유의도에 영향을 미치는 순차적인 단계를 거쳐 이루어짐을 확인할 수 있었다.

• 한국인구학
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• 제25권1호
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• pp.83-111
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• 2002

이 연구는 우리 사회에서 중년층의 노부모 부양관이 세대간 지원관계와 자신의 노후 부양관에 미치는 영향을 분석하고 있다 이를 통해 세대관계 연구에서 흔히 사용되는 교환이론적 접근을 우리 사회에 적용하는 것이 타당한가를 검증한다. 이 연구는 전국의 중년층을 대상으로 수집한 김두섭 외(2000) 의 자료를 활용하였다. 주요 분석결과는 다음과 같다. 첫째, 노부모에게 지원을 제공하고 있거나 상호적 관계에 있는 중년층에 서 전통적 노부모 부양관이 강하게 나타난다. 이는 교환이론의 설명에 바탕을 둔 기존 연구들의 설명과는 일치하지 않는 결과이며, 우리 사회의 세대관계 분석에서 효규범을 고려하여야 함을 의미한다. 이 연구에서는 이러한 결과를 바탕으로 노부모 부양이 단일세대에 한정되어지는 교환적 관계의 설명이 아니라, 효규범의 영향력에 의해서 자녀의 지원이 세대를 넘어 이어지는 연결적 보상체계라는 새로운 설명모형을 제시하였다. 둘째, 중년층 자신의 노후 부양관에 환한 분석에서는 세대관계 유형이나 자신의 노부모 부양관과 무관하게 절대 다수의 중년층이 자신의 노후책임이 자신에게 있다고 인식하고 있는 것으로 나타났다. 이는 우리사회 중년층이 자신은 노부모 부양의 경험이 있고, 전통적인 노부모 부양관을 가지고 있다고 하더라도 자신의 노후에는 자녀의 부양을 기대하지 못하는 중간자적 위치에 있음을 시사한다. 이 연구는 우리 사회의 세대관계를 설명하기 위하여 교환이론의 설명과는 다른 대안적 설명틀을 제시하면서, 중년층의 현실을 실증적으로 보여주었다는 데 의의가 있다

• 지식경영연구
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• 제5권2호
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• pp.67-98
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• 2004

New knowledge is created through the dynamic interaction of knowledge that depends largely on a social context within the organization. Social processes influence the nature of knowledge and learning. This paper is rooted in the concept of social capital. Social capital theory emphasizes the importance of social relationship. Using social capital theory, this paper suggests three factors that must be satisfied for the development of knowledge combinative capability. The first factor is that the opportunity exists to make the exchange or combination of knowledge. The second factor is that people is motivated for the creation of new knowledge. The third factor is that people must share the common knowledge. This paper examines the change case of KIPO (Korean Intellectual Property Office). This case provides evidence that the three factors can develop social relationship, and build knowledge combinative capability. The man finding from this research is that social factors play an important part in the creation of knowledge, and processes of knowledge exchange and combination heavily rely upon social patterns, practices and processes in ways which emphasize the value and importance of collective action and knowledge sharing. This research may have several implications for the development of the knowledge creation mechanisms.

• The Journal of Asian Finance, Economics and Business
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• 제7권1호
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• pp.269-278
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• 2020

The study aims to verify the relationship between leaders' personality traits in leader - member exchange (LMX), and job performance. Hierarchical Regression Analysis was used to examines (a) how leaders' personality traits and LMX affect the influence of social capital on job performance and organizational citizenship behavior; (b) how perceived organization support (POS) can moderate the influences of LMX on social capital, in turn impacting job performance and OCB. Responses are employees in the service industry in Thailand, which consisted of 236 independent samples in 77 groups. Each group included at least one leader and 1-5 followers. The results show that there is a significant relationship between leader's personality traits, LMX and social capital. Leader with the higher level of conscientious, and agreeableness can always create good relations with their followers. The level of LMX are also related to social capital and both of these influence OCB and job performance. The moderating effect of perceived organizational support is also significant that POS can amplify the influence of LMX on social capital. Finally, the research findings show that perceived organizational support is one of the moderating factors in LMX exchanges. Followers perceived organizational support can amplify the influence of LMX on social capital.

• 한국안전학회지
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• 제17권2호
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• pp.100-105
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• 2002

This study proposed and examined a model in which perceived organizational support and leader-member exchange are linked to safety communication safety commitment, and accidents. In addition, a moderating effect of role overload in the relationship between safety communication and safety commitment and that of performance monitoring in the relationship between safety commitment to accidents. Data were collected from 193 workers in a railroad company. The results indicated that the goodness of fitness of the proposed model was acceptable. More specifically, both perceived organizational support and leader-member exchange were significantly related to safety communication and safety communication was, in turn, significantly related to safety commitment which was ultimately related to accidents. Also, the moderating effects of both role overload and performance monitoring were found. Implications of these findings for safety and the possible roles of variables in the organizational level are discussed.