• 유통과학연구
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• 제13권11호
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• pp.47-58
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• 2015

Purpose - This study aims to seek determinants of department store sales commission rates under consignment contracts based on transaction cost theory, the power-dependence view, and the resource-based view. A consignment contract is a unique contract where the retailer, over a given period, takes possession of goods owned by a supplier, promotes the sales of these goods, and receives a profit share from their sales. Under this contract, the supplier owns the goods until they are sold. In department stores in South Korea, over 70% of overall sales comes through consignment contracts. In other words, this is the most popular contract agreement between large retailers and vendors in South Korea. Consignment contracts yield high profits to department stores with minimal sales uncertainty, stock cost, and marketing investment. Many suppliers believe the consignment contract commission rates are too high. However, department stores disagree. They state that the commissions are not high as they generate new value for the suppliers by accumulating up-to-date merchandise and supporting various marketing programs on their behalf. Recently, consignment contracts have been critically examined and scrutinized by politicians, mass media, and the public of Korea. This study further intends to derive implications reflecting both buyer and seller perspectives as well as offer insights to policy makers in making appropriate decisions. Research design, data, and methodology - To verify the proposed research model and test hypotheses, the authors selected 164 suppliers, which currently have relationships with department stores. This study carefully investigated the reliability, content validity, convergent validity, and discriminant validity of the proposed model. The data were analyzed using SPSS 18.0 and AMOS structural equation modeling program Results - For the transaction cost theory and the power-dependence view, the results indicated that product diversity and demand volatility had a positive impact on the sales dependence on a department store. Dependence in turn had a positive effect on the sales commission under the consignment contract. Based on the resource-based view, the department store's marketing capability, the supplier's perception toward merchandising, and supporting activities could enhance the department store's channel leadership in the buyer-seller relationship. Subsequently, the channel leadership had a positive effect on the sales commission. However, product complexity had no relationship with department store dependence. Conclusions - This is the first empirical research that investigates the determinants of sales commissions under consignment contracts in the domestic retail industry. This study reveals several theoretical and practical implications for both marketing scholars and marketers. In terms of theoretical implication, this study integrated and enlarged certain theoretical background, such as transaction cost theory, the power-dependence view, and the resource-based view, to explain the determinants of sales commissions under consignment contracts that include sales revenue. From a business management viewpoint, this research offers useful insights for policy makers by applying two different perspectives, both the manufacturer and the retailer, in terms of the sales commission issue under a consignment contract.

• Management Science and Financial Engineering
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• 제16권2호
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• pp.81-97
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• 2010

Trust is one of the most important aspects of the relationship between retailers and consumers in e-commerce. Users may have concerns about transaction security or personal information leakage when they engage in transactions over the Internet. It can be difficult to attract customers if the retailers or service providers cannot establish trust with their customers. There have been many studies of trust-building mechanisms between customers and e-storefronts. However, little work has been done on identifying the relationships between customer satisfaction, purchase intention, and trust. In addition, trust building occurs in the pre- and post-purchase phases of an e-commerce transaction, as well as gradually over repeated transactions. Thus we distinguish between cue-based trust and experience-based trust. The objective of this study was to explain the impact of trust on customer satisfaction and purchase intention in relation to e-commerce sites from the perspective of a multi-dimensional concept of trust. We surveyed 350 undergraduate students and obtained 331 responses for analysis. The result of our analysis showed that cue-based trust has a positive relationship with trust based on experience. Although the two concepts of trust have positive relationships with satisfaction, the path coefficient of trust based on experience was higher than that of cue-based trust. In addition, the purchase intention mediates the relationship between cue-based trust and experience-based trust.

• 한국조리학회지
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• 제15권3호
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• pp.54-68
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• 2009

프랜차이즈는 그 특성상 매뉴얼로 제공되는 명시적 지식만으로는 한계가 있다. 이를 암묵적 지식으로 보완해야 하는데, 암묵적 지식 전달의 효과적인 방법이라고 할 수 있는 관계 학습에 대해 프랜차이즈 본부와 가맹점 관계에서 이루어진 연구가 부재하다. 따라서 본 연구에서는 프랜차이즈 형태로 운영되는 외식업 프랜차이즈 가맹점의 장기지향성, 전반적 만족, 그리고 재계약 의사에 관계 학습이 미치는 영향을 파악함으로써 프랜차이즈 본부와 가맹점간의 정보 공유와 활용을 통한 효율적인 시스템을 제시하고자 한다. 본 연구의 실증분석 결과, 프랜차이즈 본부와 가맹점간의 관계 학습에서 정보 공유 해석이 프랜차이즈 본부와 가맹점의 전반적 만족과 장기지 향성 형성에 중요한 요인이라는 것을 밝혔다는 데에서 그 의의를 찾을 수 있다. 따라서 프랜차이즈 본부와 가맹점간의 관계 학습은 불확실한 시장 상황에서 경쟁 우위를 차지하기 위한 매우 중요한 요소로 볼 수 있다. 이런 점들로 볼 때, 관계 학습을 통한 가맹점의 전반적 만족과 장기지향성 형성을 위해서 프랜차이즈 본부는 가맹점과 고객의 정보를 공유하고 이를 활용할 수 있는 통합시스템을 구축하여야 한다. 그리고 이를 통해 고객이 원하는 가치가 무엇인지 파악해야만 치열한 경쟁 환경에서 살아남을 수 있다. 또한, 프랜차이즈 본부는 이를 바탕으로 가맹점과 공유할 수 있는 장기적인 경영 전략과 비전을 수립해야 한다.

• 한국콘텐츠학회논문지
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• 제6권5호
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• pp.122-130
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• 2006

인터넷의 대중화는 기업을 둘러싸고 있는 환경의 변화를 가져왔다. 기업들은 인터넷을 기반으로 하는 웹사이트의 구축과 운영에 상당한 관심과 투자를 함으로써 마케팅활동 및 상거래를 수행하기 위한 수단으로 활용하고 있다. 본 연구에서는 웹사이트의 정보특성과 고객만족, 관계몰입의 영향관계를 살펴보고자 한다.

• 경영과학
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• 제27권3호
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• pp.87-98
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• 2010

In this paper, we drew upon IMP group's Interaction model to investigate the contributing impact of Inter-organizational system (IOS) on performance through enhancing inter-organizational relationship. While most extant literature studied the contribution of IOS from transaction efficiency perspective, the relational aspect of IOS contribution on the supply chain was addressed only by a few researches. As such, we intended to fill this gap of the IOS research stream. The conceptual model was developed, with reference to process theory, to analyze how the relational perspective could be applicable to IOS impact on performance. With the 129 sample data collected at the firm level,structural equation model using the LISREL was employed to validate the proposed research model. The empirical results supported the hypotheses such as the extent of IOS usage positively influences the interaction between the firms, which thereby enhances the extent of inter-firm partnership and performance. The results help better understanding the strategic use of IOS from relationship perspective.

• 통상정보연구
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• 제7권3호
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• pp.77-94
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• 2005

This paper object is application of electronic Customers Relationship Management(e-CRM) for buyer relationship commitment in korea export firms. So, I'd like to suggest some applications of e-CRM needed to strengthen the export firms in korea. These applications are as follows First, the export companies are required to e-CRM logical architecture that is needs to achievement of buyer relationship commitment. Second, Buyer data source is classify in to three large group by outside data, transaction data and support data. Third, a concept and function of buyer information database. Fourth, e-CRM campaign management for export marketing. Fifth, interaction of buyer and customizing. finally, a point to be considered of korea export companies are national character, data mining out of buyer information database, difference of data gathering and sustaining up date of buyer's new information.

• 대한전자공학회:학술대회논문집
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• 대한전자공학회 2000년도 ITC-CSCC -2
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• pp.735-738
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• 2000

The most important issue in database security is correct concurrency control under the restrictive security policy. The goal of secure transaction management is to keep security and provide many concurrent users with the high availability of database. In this paper, we consider the security environment of multidatabase system with replicated data. The read-from relationship in the existed serializability is improper in security environment. So, we define new read-from relationship and propose new secure 1-copy quasi-seriailzability by utilizing this relationship and display some examples. This security environment requires both the existed local autonomy and the security autonomy as newly defined restriction. To solve covert channel problem is the most difficult issue in developing secure scheduling scheme. The proposed secure 1-copy quasi-serializability is very proper for global transactions in that this serializability not violates security autonomy and prevents covert channel between global transactions.

• KIEE International Transaction on Electrical Machinery and Energy Conversion Systems
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• 제5B권1호
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• pp.1-5
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• 2005

The vector magnetic property is defined as the relationship between the magnetic field strength vector H and the magnetic flux density vector B. It is very important for the development of high efficiency and the high-density electric machines. The electrical steel sheet for the machine core shows the remarkable vector behavior by the high magnetic flux density level. In this paper, the magnetic characteristic analysis using E&S2 model is introduced as the useful technology for the design and development.

• 한국산업정보학회:학술대회논문집
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• 한국산업정보학회 1998년도 춘계공동학술대회 발표논문집 IMF시대의정보화 추진전략
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• pp.169-176
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• 1998

This article investigates the software acquisition problems as two dimensional : custom/pacakage and insource /outsource. The analysis adopts the cost-benefit frame work in explaining software acquisition problems and takes two leveled approach. The first level examines the cost-benefit relationship of the determinants affecting both dimensions, and these determinants are derived from theories of transaction cost, incomplete contracting, and agency. The second level focuses on the impact of general cost-benefit frivers of the software acquisition decisions. The results facilitate a broader and more detailed understanding on the software acquisition problems.

• 한국프랜차이즈경영연구
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• 제12권4호
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• pp.1-11
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• 2021

Purpose: The franchise system started by Singer Sewing Machine in the US is acting as a national economic growth engine in terms of job creation and economic growth. In China, the franchise system was introduced in the mid-1980s. And since joining the WTO, it has grown by 5-6% every year. However, compared to the growth rate of franchises, studies on shared growth between the chain headquarters and franchisees were insufficient. Accordingly, recent studies related to shared growth between the chain headquarters and franchisees have been active in China. The purpose of this study is to examine the knowledge transfer system between the knowledge creation, knowledge sharing, and the use of knowledge by franchise chain headquarters in China. In addition, the relationship between franchise satisfaction and performance is identified. Research design, data, and methodology: The data were collected from franchise stores in Sichuan, China, and were conducted with the help of ○○ Incubation, a Sichuan Province-certified incubator. From November 2020 to January 2021, 350 copies of the questionnaire were distributed in China, and 264 copies were returned. Of these, 44 copies with insincere answers and response errors were excluded, and 222 copies were used for analysis. The data were analyzed with SPSS 22.0 and AMOS 22.0 statistical packages. Result: The results of this study are as follows. First, knowledge creation has been shown to have a statistically significant impact on knowledge sharing and knowledge utilization. In particular, the effectiveness of knowledge creation was higher in knowledge sharing than in knowledge utilization. And we can see that knowledge sharing also has a statistically significant e ffect on knowledge utilization. Second, knowledge sharing was not significant for transaction satisfaction and business performance, and knowledge utilization was significant for transaction satisfaction and business performance. These results can be said to mean less interdependence of the Chinese franchise system. Finally, transaction satisfaction was statistically significant to business performance. The purpose of this study was to examine the importance of knowledge management to secure long-term competitive advantage for Chinese franchises. This study shows that knowledge sharing is important for long-term franchise growth. And we can see that there is a lack of knowledge sharing methods in the case of franchises in China. I n addition, it was found that the growth of Chinese franchises requires systematization of communication, information sharing measures and timing, help from chain headquarters, and mutual responsibility awareness.