• Journal of Digital Convergence
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• v.10 no.8
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• pp.81-90
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• 2012

This study is to establish the effects on B2B(Business-to-Business) industrial product market of the Marketing Communication which used in B2C(Business-to-Customer) has influences on Trust and Trust has influences on Long-Term Orientation through survey targeting 177 wholesale and retail dealers of Air-Tool distribution. Accordance with these conclusions, The Trust that the customer felt for Supplier was a positive influence on Long-Term Orientation. Also advertising of marketing communication is useful for increasing the Trust. Thus, to increase Long-Term Orientation on B2B, supplier needs to increase Trust and to find another marketing communication factors increased Trust is needed.

• Journal of the Korea Academia-Industrial cooperation Society
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• v.21 no.2
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• pp.353-358
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• 2020

The new sales method of social commerce in food service market is growing steadily. Over 50 percent of the social commerce market is food service product. Food service companies are using social commerce, which is discount sales, as a marketing tool. There are many food service companies using social commerce as a sales and marketing tool. However, little research has investigated food service customers. Thus, this study suggests how food service customer's purchasing factor affects customer's satisfaction and loyalty of the supplier and business operator. Social commerce's purchasing characteristic factors are selected based on a previous study. Purchasing factor is divided into supplier and business operator side and the impact of the relationships between its subordinate factors (price discount, offering diversity, mutual action, brand intimacy) and customer's satisfaction is analyzed. As a result, price discount and brand intimacy show higher results. Offering diversity and brand intimacy of purchasing factor on business operator side shows a higher impact on the relationship between loyalty and ?? (Ed- 'the relationship between A and B'; what is B?). The study implications are as follows. The food service industry should establish different marketing strategies to apply social commerce and compare with social commerce business operators, because the actual place where customers use food service is food service restaurants and not just social commerce websites.

• International Commerce and Information Review
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• v.6 no.2
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• pp.361-384
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• 2004

Recently the port logistics service has been recognized as a important function of the international logistics, therefore, a lot of papers have been issued concerning the measurement of the service quality of that. But in spite of variety of papers, we can not find out the papers concerning the model of the synthetic customer satisfaction. And also the most of papers concerning the customer satisfaction of service quality have been focused not by cognitive evaluation of the customer, but by affective response. In this thesis, the authors are postulating the model and hypothesis to achieve the research by using the Gr$\"{o}$nroos's model. In order to research the relationship between the port logistics service quality and the customers satisfaction, we are selecting the shipping companies located in Busan and Kwangyang as purchaser and the loading and unloading companies as supplier, and the questionnaires was performed to them. In the result of the empirical study, the technical quality of the port logistics service are affecting directly on the customer satisfaction, but the functional quality are affecting not directly on the customer satisfaction. And also the customer response(affective response) has been proved that it has been exercised as a intermediate role between the port logistics service quality and the customer satisfaction. Therefore it is proved that the affective response of the customer has been exercised a crucial role in the course of supplying the port logistics service.

• Journal of Korea Port Economic Association
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• v.29 no.4
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• pp.157-174
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• 2013

A shipbroking is maritime service business, which is consist of market of freight, shipbuilding, sales & purchase and demolition for intermediation between customer and supplier. In this way, a shipbroking business has strong relationship with shipping industry and is also knowledge service business for creation additional value based on shipping, shipbuilding, financial and law etc. However, the research on the evaluation items and a method for shipbroking company were not carried out in previous research. In this paper, We defined evaluation items with three high level, six middle level and sixteen low level for evaluation of shipbroking service by expert's brainstorming and AHP(analytic hierarchy process) method. And also carried out survey to employees of shipbroking company as supplier and shipping company as customer. As a result of survey, result of service in high level, convenient of middle level and credibility of low level are evaluated highly, and also business credit rating, profit of customer, achievement of customer's object are considered to more important than others items. In case of comparison between group, a method of contact with client, problem-solving ability, good relationship with clients of international and domestic evaluated importantly in common.

• Journal of Distribution Science
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• v.17 no.4
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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.

• Journal of Information Technology Applications and Management
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• v.10 no.4
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• pp.15-28
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• 2003

This paper examined the impact of supply chain partnership attributes on the SCM performance. For this, relationship commitment, trust, and collaboration were used as attributes for the supply chain partnership. Also the SCM performance was measured by supply chain integration, customer responsiveness, and supplier performance. Based on the statistical analysis of the sample of Korean corporations, it was found that relationship commitment and trust were shown to be significant factors influencing the collaboration. In addition, the collaborative supply chain partnership has a significant positive influences on the SCM performance. These result, in short, supported the importance of supply chain partnership for the successful SCM.

• The Korean Journal of Franchise Management
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• v.1 no.1
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• pp.65-85
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• 2010

The key success factors for Franchise Enterprise as a virtual company which is established based on franchise system are the competitiveness of sub-systems in franchise system such as franchisor, franchisee, vendor(supplier), and customer, and to sustain the symbiotic relationship among sub-systems. In this regard, evaluating franchise system is considered to be implemented in different contexts and methods comparing with extant evaluation system in franchise business which is more focused on the relationship between franchisor and franchisee. The flagship role of establishing franchise system is to be franchisor system, however, the symbiotic relationship among other sub-system including franchisee, vendor, and customer leads to successful Franchise Enterprise. The purpose of this study is to research existing evaluation systems for franchise business and to explore the model of evaluating franchise system, what is called, "Symbiosis Index".

• Asia Marketing Journal
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• v.8 no.1
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• pp.49-76
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• 2006

This study investigates the effect of market orientation of knowledge-based service suppliers on the sourcing process of service recipients. Focusing on a dyadic relationship between a supplier and a buyer, this study proposed a conceptual model of market orientation incorporating the antecedents and consequences of market orientation. This study empirically tested research hypotheses delineated from the conceptual framework. The present study revealed that the impact on the buyer's performance of the supplier's customer and competitor orientation turned out to be more influential than that of inter-departmental cooperation. Also these two dimensions of customer and competitor orientation played a positive role in reducing buyer's perceived risk and uncertainty related to the evaluation of services out-sourced. Interestingly enough, the supplier's perceived importance on the distance between the buyer and supplier remains important especially when the degree of buyer's market orientation is high. This finding is somewhat contrary to the fact that the geographic location of the buyer becomes less important for the internet-based B2B service providers. Based on the findings, this study suggested managerial implications and broadened the scope of academic research in the field of business services. Future research directions and the limitations of this study are also discussed.

• Journal of Distribution Research
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• v.11 no.3
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• pp.23-53
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• 2006

Brands are important in the consumer market. They are the interface between consumers and the company. And consumers may develop loyalty to brands. Also, the late development of industrial marketing explains the near absence of research on brand equity in business to business. With recent change, Industrial companies have shifted from a production focus to a customer focus. Industrial brand is fast developing. The basic purpose of this study is to investigate industrial brand trust and loyalty affecting the result of business relationship between industrial buyers and suppliers. Factors hypothesized to influence trust in a brand include a number of brand characteristics, company characteristics and consumer-brand characteristics. This research presented a comprehensive constructive model consisting of components of industrial brand trust and loyalty, and then propose the research model base on prior researches and studies about relationships among components of industrial brand loyalty Data were gathered from respondents who work in industrial buying center. For this study, Data were analyzed by AMOS 4.0. The results of this research analysis were as fallow. Industrial brand trust and loyalty were positively related with a number of industrial brand characteristics, supplier characteristics and buyer-brand characteristics, relationship commitment. This research newly proposed the concept of industrial brand trust and loyalty affecting the result of business relationship between industrial buyers and suppliers.

• Journal of Korean Society for Quality Management
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• v.34 no.2
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• pp.107-121
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• 2006

In spite of the increase of the necessity and the interest regarding the SCM in practical business, it is difficult to judge the whole situation of the SCM because the research remain fragmentary as compared with the huge and complicated concept of the SCM. So this study defines dimension of SCM practice and measurements of SCM performance. Through an extensive literature review, the study Identifies seven dimension of SCM practice(partnership, usage of IT tools, information sharing and information quality), five measurements of SCM performance(supply chain flexibility, supply chain integration, customer responsiveness, supplier performance, and partner relationship). Five hypotheses were formulated for the relationship between SCM practice and SCM performance. The important relationships to be tested include ; (1) the direct impact of usage of IT tools on the partnership (2) the direct impact of partnership on the information sharing and information quality (3) the direct impact of SCM practice on the performance of SCM, (4) A moderating effect of top management support on the relationship between SCM practice and SCM performance.