• 제목/요약/키워드: service development framework

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대한임상검사과학회지 50년사: 명칭과 KCI 등재에 대하여 (Fifty Years of the Korean Journal of Clinical Laboratory Science: About Name and KCI Registration)

  • 구본경;성호중;이기종;양병선;주세익;최승구;장인호;양만길
    • 대한임상검사과학회지
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    • 제49권3호
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    • pp.187-202
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    • 2017
  • 대한임상검사과학회에서 발간하는 대한임상검사과학회지는 대한임상병리사협회의 공식 학술지이다. 2017년은 대한임상검사과학회지의 창간 50주년 되는 해이다. 1967년 창간 시학술지 명칭은 "대한임상병리사회지(1967년 1권~1994년 26권)"이며 변경된 명칭은 1995년 "대한임상병리검사과학회지(1995년 27권~2003년 35권)", 2004년 "대한임상검사학회지" 및 2014년 "대한임상검사과학회지(2004년 36권~현재, pISSN 1788-3544, eISSN 2288-1662)"이다. 본 연구는 대한 임상검사과학회지의 발전 방안을 모색하는 데 목적이 있다. 한국연구재단은 1998년부터 학술지 평가제도를 시작하였다. 주요 국내 데이터베이스로는 연구재단, 과총, 의편협 등이 있고, 주요 국외 데이터베이스는 SCI Core, SCI-Extended, SCOPUS, MEDLINE, PUBMED 등이 있다. 늦은 감이 있지만, 대한임상검사과학회지는 2014년부터 한국연구재단의 한국학술지인용색인에 등재되었다. 1,300편 이상의 논문이 출판되었으며 대한임상검사과학회의 발전을 위한 엄청난 공헌이 학술지에 의해 기여를 하였다. 대한임상검사과학회지를 색인 데이터 베이스에 등재시키는 것은 직업 수준과 사회적 지위를 이해하는 가치 척도이다. 대한임상검사과학회지는 큰 도전에 직면해 있다. 대한임상검사과학회지가 국제적으로 인정받는 저널이 되는 본래의 목표를 달성하려면 엄청난 노력이 필요하다. 궁극적으로 대한임상검사과학회 및 대한임상병리사협회는 KCI와 SCOPUS와 같은 데이터베이스에 등재하는 것을 목표로 설정해야 한다.

미국의 국가식품안전관리체계 평가 사례연구 (A Case Study of National Food Safety Control System Assessment in the U.S.)

  • 이희정
    • 한국식품위생안전성학회지
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    • 제32권3호
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    • pp.179-186
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    • 2017
  • 수입식품 안전관리 확보와 효율성 제고를 위한 목적으로 국가식품안전관리체계 평가도구를 활용하여 수출국의 국가식품안전관리체계 현황을 평가하고 이를 자국의 수입식품안전관리에 활용하는 방안에 대한 논의가 미국을 중심으로 진행되고 있다. 본 연구는 미국의 평가도구와 도구를 활용한 평가사례를 비교조사하고, 관계 전문가의 의견을 검토하여 시사점을 도출하였다. 미국 FDA가 개발한 식품안전관리체계 평가도구는 외국의 식품안전 전문성을 이용하여 수입식품 안전성을 확보하기 위하여 마련되었으며, 평가도구는 10개 기준으로 구성되어 외국의 전반적인 식품안전관리 수준을 판단할 수 있도록 고안되어 있다. FDA는 평가도구를 활용하여 뉴질랜드와 캐나다를 대상으로 평가를 실시하였으며 두나라 모두 미국의 식품안전관리체계와 동등한 것으로 인정하였다. 전문가 인터뷰에서는 국가식품안전관리체계 평가를 통해 수입 전 위생평가와 수입식품의 국경검사 빈도관리에 활용함으로써 수입식품 안전관리에 있어 국가예산의 효율적인 배분과 대국민 신뢰도 향상에 기여할 것이며, 향후 국가식품안전관리체계 평가에 대한 활용도 제고를 위해서는 국제적인 조화와 전문가 예산의 확보도 중요하다는 의견을 제시하였다. 미국의 평가도구 조사 분석과 전문가 인터뷰를 토대로 도출한 시사점으로는 국가식품안전관리체계 평가 논의의 국제적 흐름에 능동적으로 대응할 필요가 있으며, 국가식품안전관리체계 평가도구를 활용하여 국내 식품안전관리체계를 검토하는 것이 가능할 것이다. 아울러 식품안전관리체계 평가결과는 수출입 안전관리에도 활용할 수 있을 것으로 보이며, 이러한 국제흐름에 따라 향후에는 우리나라 자체 국가식품안전관리체계 평가도구를 개발하는 방안도 고려할 필요가 있다.

산지복잡지형과 생태적 비균질성: 산지경관의 생산성과 수자원/수질에 관한 생태계 서비스 평가 (Complex Terrain and Ecological Heterogeneity (TERRECO): Evaluating Ecosystem Services in Production Versus water Quantity/quality in Mountainous Landscapes)

  • 강신규
    • 한국농림기상학회지
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    • 제12권4호
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    • pp.307-316
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    • 2010
  • 산지복잡지형은 지구표면의 약 20%를 차지하며, 절반 정도의 인류에게 맑은 물을 제공하는 지역이고, 대부분의 주요하천의 발원지로서 국가 혹은 지역 간 사회-경제적 경쟁과 정치적 논란의 대상지역이기도 하다. 산지경관생태계는 우리에게 폭넓은 생태계 생산물과 서비스(맑은 물, 에너지, 식량 및 산림자원 등)를 제공하며, 관광과 휴식활동의 대상으로 크게 부각되고 있다. 이들 지역은 특히 매우 높은 생물다양성과 육상탄소의 주요 저장원이기도 하다. TERRECO사업은 산지복잡지형의 생태계 과정에 대한 이해를 증진하고, 생태계 서비스와 관련한 생태계 기능들을 공간적으로 평가하는 데에 중점을 둔다. 특히 정교한 평가체계를 개발함으로써 산지복잡지형에서의 기후와 토지이용변화에 따른 생태계 서비스 기능의 변화를 정량화할 것이다. 이러한 구도에서 산지복잡지형의 수문학, 수자원, 생산성, 생물다양성, 토양생지화학, 미량가스방출 및 수질 등을 복합적으로 규명하고 있다. TERRECO사업은 총 34개의 세부연구과제로 구성되었으며, 한국산지복잡지형에서의 공동연구를 통해 연구기법의 개발 및 적용을 수행 중에 있다. 세부연구과제들은 산지복잡지형의 경관비균질성에 따른 (1) 물순환과 수자원, (2) 용존유기탄소(DOC), 미세입자상 유기탄소(fPOC), 질소화합물(TN)과 인 함유 물질(TP)의 수송과 수질에 영향을 미치는 탄소와 질소 저장원, (3) 환경적 관심이 높은 미량가스($CO_2$, $N_2O$, $CH_4$)의 포집과 방출, (4) 경관의 생물다양성과 생물다양성에 기인한 생태계 서비스들, 그리고 마지막으로 (5) 농업과 산림 생산성의 차이를 조사하도록 고안하였다. 따라서 TERRECO사업은 한국 산지복잡지형의 생태계 서비스를 조절하는 원리들을 규명하고, 총 34개 세부연구과제의 결과들이 생태계 서비스의 정량적 평가체계를 수립하는 데에 기여하도록 조직화함으로써 새로운 수준의 학제간 정보교환프로그램을 개발하는 데에 기여할 것으로 기대된다.

지역사회간호학 관련 논문 연구동향 분석 -학회지 발표 논문을 중심으로- (A Trend of Research in Community Health Nursing)

  • 이인숙;김윤아;최경원;진영란
    • 지역사회간호학회지
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    • 제12권1호
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    • pp.288-298
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    • 2001
  • This article makes an attempt to evaluate the extent of developing community health nursing knowledge and to suggest the direction of developing a body of knowledge henceforth through the results of analysis for contents and outcomes of all literatures. which have been published in the Journal related to community health nursing. Refer to the following for the result of this article. 1. The total number of literatures analyzed amounted to 100 pieces in Journal of community health nursing society. 78 in Journal of industrial nursing society, 134 in Journal of school health society. 40 in Journal of home care nursing society. 2. Journal of community health nursing society Health needs and educational-behavioral diagnoses, which are more concrete nursing assessments and diagnoses. formed the main current(54%) of articles published in Journal of community health nursing society since 1992. There was a quantitative growth as well as a qualitative advance. Through a classification by the type of a body of knowledge. It was found that the knowledge providing nursing practice with bases, commanded an overwhelming majority(71.8%). Also, Researches on systemic supports for nursing practice are showing a tendency to increase. 3. Journal of industrial nursing society 52.6% of research papers presented in Journal of industrial nursing society dealt with health problem of workers. assessment of risk factors, diagnosis of health behaviors. Because of the beginning of an industrial nursing, the domain of nursing management to establish the role and task, work condition, training. documentary system made up 23 percent of research, subjects. A knowledge providing nursing practice with bases have a majority, 69.2%. In addition. the subject concerning a systemic support and quality assurance was scarce but continuously presented. 4. Journal of school health society The major point of this journal is the identification of health problems and risk factors which belong to assessment and diagnosis domain(56.8%) regardless of year, Because of the interdisciplinary characteristic. The knowledge on quality assurance of nursing practice is relatively rare. But, articles related to a systemic support is plentiful. 5. Journal of home care nursing society In its infancy, there was a large number of papers concerning need assessment and diagnosis, Comparing others, this journal has introduced a good many of articles related to program management. delivery system. service fee, etc that belong to domain of systemic support for nursing practice. 6. It is showing definitely that quantity and extent of research have grown for a short period. See the analysis in terms of nursing process, studies related to the domain of assessment and diagnosis command an absolute majority regardless of kinds of journal. Although articles referring to program management and implementation is increasing in number, it is scarce to evaluate a nursing program and grope for an improvement. Also, program development based on a theoretical framework is little. Therefore much more scientific effort to ensure profession should be executed. 7. In the methodological aspect, longitudinal study needs to be carried out so that we could show the evidence based nursing theory. To develop a more general theory, we have to conduct a study of various subjects and improve a validity of tools through a repeat test. In addition, the effort for interdisciplinary cooperation is needed.

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Perceptional Change of a New Product, DMB Phone

  • Kim, Ju-Young;Ko, Deok-Im
    • 마케팅과학연구
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    • 제18권3호
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    • pp.59-88
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    • 2008
  • Digital Convergence means integration between industry, technology, and contents, and in marketing, it usually comes with creation of new types of product and service under the base of digital technology as digitalization progress in electro-communication industries including telecommunication, home appliance, and computer industries. One can see digital convergence not only in instruments such as PC, AV appliances, cellular phone, but also in contents, network, service that are required in production, modification, distribution, re-production of information. Convergence in contents started around 1990. Convergence in network and service begins as broadcasting and telecommunication integrates and DMB(digital multimedia broadcasting), born in May, 2005 is the symbolic icon in this trend. There are some positive and negative expectations about DMB. The reason why two opposite expectations exist is that DMB does not come out from customer's need but from technology development. Therefore, customers might have hard time to interpret the real meaning of DMB. Time is quite critical to a high tech product, like DMB because another product with same function from different technology can replace the existing product within short period of time. If DMB does not positioning well to customer's mind quickly, another products like Wibro, IPTV, or HSPDA could replace it before it even spreads out. Therefore, positioning strategy is critical for success of DMB product. To make correct positioning strategy, one needs to understand how consumer interprets DMB and how consumer's interpretation can be changed via communication strategy. In this study, we try to investigate how consumer perceives a new product, like DMB and how AD strategy change consumer's perception. More specifically, the paper segment consumers into sub-groups based on their DMB perceptions and compare their characteristics in order to understand how they perceive DMB. And, expose them different printed ADs that have messages guiding consumer think DMB in specific ways, either cellular phone or personal TV. Research Question 1: Segment consumers according to perceptions about DMB and compare characteristics of segmentations. Research Question 2: Compare perceptions about DMB after AD that induces categorization of DMB in direction for each segment. If one understand and predict a direction in which consumer perceive a new product, firm can select target customers easily. We segment consumers according to their perception and analyze characteristics in order to find some variables that can influence perceptions, like prior experience, usage, or habit. And then, marketing people can use this variables to identify target customers and predict their perceptions. If one knows how customer's perception is changed via AD message, communication strategy could be constructed properly. Specially, information from segmented customers helps to develop efficient AD strategy for segment who has prior perception. Research framework consists of two measurements and one treatment, O1 X O2. First observation is for collecting information about consumer's perception and their characteristics. Based on first observation, the paper segment consumers into two groups, one group perceives DMB similar to Cellular phone and the other group perceives DMB similar to TV. And compare characteristics of two segments in order to find reason why they perceive DMB differently. Next, we expose two kinds of AD to subjects. One AD describes DMB as Cellular phone and the other Ad describes DMB as personal TV. When two ADs are exposed to subjects, consumers don't know their prior perception of DMB, in other words, which subject belongs 'similar-to-Cellular phone' segment or 'similar-to-TV' segment? However, we analyze the AD's effect differently for each segment. In research design, final observation is for investigating AD effect. Perception before AD is compared with perception after AD. Comparisons are made for each segment and for each AD. For the segment who perceives DMB similar to TV, AD that describes DMB as cellular phone could change the prior perception. And AD that describes DMB as personal TV, could enforce the prior perception. For data collection, subjects are selected from undergraduate students because they have basic knowledge about most digital equipments and have open attitude about a new product and media. Total number of subjects is 240. In order to measure perception about DMB, we use indirect measurement, comparison with other similar digital products. To select similar digital products, we pre-survey students and then finally select PDA, Car-TV, Cellular Phone, MP3 player, TV, and PSP. Quasi experiment is done at several classes under instructor's allowance. After brief introduction, prior knowledge, awareness, and usage about DMB as well as other digital instruments is asked and their similarities and perceived characteristics are measured. And then, two kinds of manipulated color-printed AD are distributed and similarities and perceived characteristics for DMB are re-measured. Finally purchase intension, AD attitude, manipulation check, and demographic variables are asked. Subjects are given small gift for participation. Stimuli are color-printed advertising. Their actual size is A4 and made after several pre-test from AD professionals and students. As results, consumers are segmented into two subgroups based on their perceptions of DMB. Similarity measure between DMB and cellular phone and similarity measure between DMB and TV are used to classify consumers. If subject whose first measure is less than the second measure, she is classified into segment A and segment A is characterized as they perceive DMB like TV. Otherwise, they are classified as segment B, who perceives DMB like cellular phone. Discriminant analysis on these groups with their characteristics of usage and attitude shows that Segment A knows much about DMB and uses a lot of digital instrument. Segment B, who thinks DMB as cellular phone doesn't know well about DMB and not familiar with other digital instruments. So, consumers with higher knowledge perceive DMB similar to TV because launching DMB advertising lead consumer think DMB as TV. Consumers with less interest on digital products don't know well about DMB AD and then think DMB as cellular phone. In order to investigate perceptions of DMB as well as other digital instruments, we apply Proxscal analysis, Multidimensional Scaling technique at SPSS statistical package. At first step, subjects are presented 21 pairs of 7 digital instruments and evaluate similarity judgments on 7 point scale. And for each segment, their similarity judgments are averaged and similarity matrix is made. Secondly, Proxscal analysis of segment A and B are done. At third stage, get similarity judgment between DMB and other digital instruments after AD exposure. Lastly, similarity judgments of group A-1, A-2, B-1, and B-2 are named as 'after DMB' and put them into matrix made at the first stage. Then apply Proxscal analysis on these matrixes and check the positional difference of DMB and after DMB. The results show that map of segment A, who perceives DMB similar as TV, shows that DMB position closer to TV than to Cellular phone as expected. Map of segment B, who perceive DMB similar as cellular phone shows that DMB position closer to Cellular phone than to TV as expected. Stress value and R-square is acceptable. And, change results after stimuli, manipulated Advertising show that AD makes DMB perception bent toward Cellular phone when Cellular phone-like AD is exposed, and that DMB positioning move towards Car-TV which is more personalized one when TV-like AD is exposed. It is true for both segment, A and B, consistently. Furthermore, the paper apply correspondence analysis to the same data and find almost the same results. The paper answers two main research questions. The first one is that perception about a new product is made mainly from prior experience. And the second one is that AD is effective in changing and enforcing perception. In addition to above, we extend perception change to purchase intention. Purchase intention is high when AD enforces original perception. AD that shows DMB like TV makes worst intention. This paper has limitations and issues to be pursed in near future. Methodologically, current methodology can't provide statistical test on the perceptual change, since classical MDS models, like Proxscal and correspondence analysis are not probability models. So, a new probability MDS model for testing hypothesis about configuration needs to be developed. Next, advertising message needs to be developed more rigorously from theoretical and managerial perspective. Also experimental procedure could be improved for more realistic data collection. For example, web-based experiment and real product stimuli and multimedia presentation could be employed. Or, one can display products together in simulated shop. In addition, demand and social desirability threats of internal validity could influence on the results. In order to handle the threats, results of the model-intended advertising and other "pseudo" advertising could be compared. Furthermore, one can try various level of innovativeness in order to check whether it make any different results (cf. Moon 2006). In addition, if one can create hypothetical product that is really innovative and new for research, it helps to make a vacant impression status and then to study how to form impression in more rigorous way.

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재상업복무교역중적매매관계중상호신임대관계적효적영향(在商业服务交易中的买卖关系中相互信任对关系绩效的影响) (The Effect of Mutual Trust on Relational Performance in Supplier-Buyer Relationships for Business Services Transactions)

  • Noh, Jeon-Pyo
    • 마케팅과학연구
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    • 제19권4호
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    • pp.32-43
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    • 2009
  • 信任在心理学, 经济学, 社会学中已被广泛研究, 其重要性不仅在市场营销中被强调, 在一般商业原则中也被强调. 供应商和买家之间的关系与过去不同, 过去的关系需要相当大的私人网络优势, 并可能涉及不道德的商业行为. 而在以工业营销成功的为核心的二十一世纪激烈的全球竞争中, 供应商和买家之间的关系是伙伴关系. 在相互合作的高级别信任的基础上, 通过交换的关系, 这会给买家和供应商带来长期的利益, 竞争力增强和交易成本的降低以及其他福利. 尽管现有的研究有信任的重要性, 但是在购买与供应关系中却忽视了信任的作用, 也没有系统地分析信任对关系的影响. 因此, 深入研究, 确定买家和商业服务供应商之间信任和关系绩效之间的联系是绝对需要的. 本研究中的商业服务, 包括那些支持制造业, 正作为下一代经济增长的引擎而吸引着人们的注意. 韩国政府已选择其作为制造业发展的战略领域. 由于商业服务开放市场的需求日趋激烈, 商业服务业的竞争力应该比以往得到更多的提倡. 本研究的目的是探索相互信任对买家和供应商之间的关系绩效的影响. 具体来说, 本研究在商业服务交易中提出了一个关于信任-关系绩效的理论模型, 并实证检验根据模型而提出的假设. 这项研究表明, 研究结果有战略意义. 本研究通过多种方法收集经验数据. 这些方法包括通过电话, 邮件和面试. 作为样本的公司是在韩国供应和购买商业服务的以知识为本的公司. 本研究收集的是二进的基础数据. 每个样本公司对包括购买公司及其相应的供应公司. 并跟踪调查每个公司对的相互信任. 本研究为商业服务的买卖双方提出了信任-关系绩效的模型. 该模型由信任和它的前因和后果. 买家的信任分为对供应公司的信任和对销售人员的信任. 根据Doney 和Cannon (1997)的研究我们在个人水平和组织水平上观察信任. 通常情况下, 买方是信任的受体, 但这项研究我们建议以供应商为观察受体. 因此, 它独特的关注了双边角度的知觉风险. 换言之, 供应商和买家一样, 是信任的主体, 因为交易通常是双边的. 从这个角度来看, 供应商对买家信任和买方对供货商的信赖一样重要. 供应商的信任从某种程度上受它信任的买方公司和买家的影响. 这种使用个人水平和组织水平的信任分类是根据Doney 和Cannon (1997)的研究. 信任影响供应商的选择, 这是一项双向放的工作. 供应商们积极参与供应商选择过程中, 和买家密切的一起工作. 此外, 该过程从某种程度上受每一方信任的合作伙伴的影响. 挑选过程包括一些步骤: 识别, 信息检索, 供应商选择和绩效评价. 作为这一进程的结果, 买家和供应商都进行绩效评估, 并就这些结果为基础, 采取有形或无形的纠正行动. 本研究中使用的关于信任的测量问项是根据Mayer, Davis 和 Schoorman (1995) 以及Mayer和Davis (1999)的研究发展起来的. 根据他们的建议, 有关信任的三个方面的研究包括有能力, 善和完整. 根据商业服务这个背景我们调整了原来的问题. 例如, 如 "他/她的专业能力" 已被改为 "当我们讨论我们的产品时销售人员表现出专业能力. "这项研究使用的测量问项不同于在以往的研究中使用的问项(Rotter 1967; Sullivan和Peterson 1982; Dwyer和Oh 1987. 本研究中有关信任的前因后果的测量问项是根据Doney和Cannon (1997)的研究为基础制定的. 根据商业服务这个背景我们调整了原来的问题. 特别是, 问题被设计为对买家和供应商以解决下列因素: 信誉 (诚信, 客户服务, 良好意愿), 市场地位 (公司规模, 市场份额, 在行业中的地位), 愿意定制(产品, 过程, 交付), 信息共享(专有信息, 个人信息), 愿意保持良好关系, 认为专业, 权威授权, 买方与卖方的相似性, 以及接触频率. 作为信任相应的变量, 我们对关系绩效进行了测试. 关系绩效分为有形的影响, 无形影响, 和副作用. 有形的影响包括财务业绩;无形的影响, 包括关系的改善, 网络开发, 以及内部员工的满意度;副作用包括既不是有形影响也不是无形影响的影响. 我们联系了350对公司, 105对公司答复了我们. 由于不完整我们删除了5对公司, 105对公司被用于数据分析. 用于数据分析的回应率为30%(三百五十零分之一百零五), 高于工业营销的平均回复比率. 至于回复的公司的特点, 大多数的公司运作的商业服务既为买方(85.4%)也为供应商(81.8%). 大部分买家是做消费品贸易(76%), 而供应商的大部分(70%)是做工业品贸易. 这可能意味着买家的过程是购入材料, 部件和组件从而生产消费品成品. 正如他们对他们与合作伙伴关系的长度的报告表示, 供应商比买家有更长的商业关系. 假设1测试买方-供应方特点对信任的影响. 销售人员的专业度(t=2.070, p<0.05)和权威授权(t=2.328, p<0.05)积极影响买方对供应方的信任. 另一方面, 权威授权(t=2.192, p<0.05)积极影响供应方对买方的信任. 对买方和供应方来说, 权威授权的程度对保持对彼此的信任有关键作用. 假设2测试买卖双方关系特点对信任的影响. 买家倾向于信任供应方, 因为供应方总是尽全力联系买方(t=2.212, p<0.05)这种倾向性在供应方方面也表现得很强(t=2.591, p<0.01). 另一方面, 供应商对买方的信任是由于供应商感知买家与自己的相似性(t=2.702, p<0.01). 这一发现证实了Crosby, Evans, 和Cowles(1990)的研究结果. 他们的结果表明供应方和买方通过商务或私务的定期会议来建立彼此的联系. 假设3测试信任对感知风险的影响. 结果表明无论对买方还是供应方, 信任越低, 感知风险就越大(买方: t =-6.621, p<0.01; 供应方: t=-2.437, p<0.05). 有趣的是, 这一趋势已被证明对买方更强. 这种较高水平的感知风险的一个可能的解释是在商业服务交易中买方通常比供应方感知到更大的风险. 为此, 有必要对供应商对买方实施减少风险的战略. 假设4测试信任对信息搜集. 根据结果, 对供应方和买方, 与预期相反, 信任取决于他们合作伙伴的名誉(买方t=2.929, p<0.01; 供应方t=2.711, p<0.05). 这一发现表明, 具有良好信誉的供应商往往是可信的. 以往的经验并没有显示出任何与买家或供应商信任的重要关系. 假设5测试信任对供应方/买方选择的影响. 与买方不同, 当供应方认为以往与买方的交易重要时, 供应方倾向信任买方(t=2.913 p<0.01). 但是, 本研究并没有现实资源忠诚和买方对供应方的信任之间有显著关系. 假设6测试的是信任对关系绩效的影响. 对买方和供应方, 当财务表现被报告提高时, 他们比较信任他们的合作伙伴(买方: t=2.301, p<0.05;供应方: t=3.692, p<0.01). 有趣的是, 这种趋势在供应方比较明显. 类似的, 当竞争力被报告提高时, 买卖双方比较信任他们的合作伙伴(买方t=3.563, p<0.01 ; 供应方t=3.042, p<0.01). 对供应方来说, 当对买方信任时效率和生产力会提高(t=2.673, p<0.01). 其他绩效指标与信任没有显著关系. 这项研究结果有一定的战略意义. 首先和最重要的是, 以信任为基础的交易对供应商和买家而言都是有益的. 根据研究证实, 通过努力建立和保持相互信任可以使财务表现提高. 同样, 可以通过同样的努力提高竞争力. 第二, 以信任为基础的交易能够减少购买情况中的感知风险. 这对供应商和买家都有启示. 人们普遍认为, 在一个高度参与的采购情况中买家感知到更高的风险. 为了减少风险, 以往的研究已建议供应商制定降低风险的策略. 而本研究的特点是从双边角度关注知觉风险. 换言之, 供应商也容易存在风险, 特别是当他们提供的服务, 需要非常先进的技术, 操作和维护. 因此, 购买者和供应商必须一起密切合作解决问题. 因此, 相互信任在问题解决过程中起着关键作用. 第三, 在这项研究中发现, 销售人员有更多的授权, 他或她越被信任. 这一发现从战术角度看是非常重要的. 建立信任是一个长期的任务, 然而, 当互信尚未开发, 供应商能够通过授权销售人员做出某些决定来克服遇到的问题, 这一结论也适用于供应商.

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