• Knowledge Management Research
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• v.13 no.3
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• pp.37-54
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• 2012

The purpose of this study is to investigate determinants of partner opportunism in Korean discount store distribution channels. In addition, this study also try to examine moderating role of relational learning in the relationship. This study deals with transaction specific investment asymmetry, mutual hostages, payoff inequity, cultural diversity, and goal incompatibilities as determinants of partner opportunism. For empirical testing, 293 respondents of suppliers of discount store in Korea were surveyed and the analysis utilizing partial least square model indicated that TSI asymmetry, payoff inequity, and goal incompatibilities had positive effects on partner opportunism. On the other hand, mutual hostages had negative effect on partner opportunism. In addition, relational learning had moderating effect on the relationship between TSI asymmetry, mutual hostages, and payoff inequity and partner opportunism.

• THE INTERNATIONAL COMMERCE & LAW REVIEW
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• v.77
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• pp.305-327
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• 2018

Export Intermediaries engage in an exporter's side transaction with an importer's side, both of which are customers of these intermediaries. Therefore, dyadic perspectives implied in conventional theories of customer orientation should be revised to apply to a triadic relationship systemin indirect export settings. The present manuscript proposed that customer orientation of export intermediaries consists of total customer orientation toward both the exporter and importer sides and customer orientation asymmetry, which is customer orientation in favor of the exporter relative to the importer side, and examines the antecedents and outcomes of these orientations. It is posited that each side attention increases total customer orientation and customer orientation asymmetry toward exporters or importers. These positive effects would be weaker when importers and exporters interact directly versus indirectly and would be stronger when the offering prices vary versus remain stable during negotiations. Lastly, total customer orientation would increase export intermediaries' performance by itself and in interaction with customer attention. Nonetheless, orientation asymmetry would increase their outcomes in line with customer attention.

• Proceedings of the Korea Contents Association Conference
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• 2005.11a
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• pp.223-227
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• 2005

With the increasing popularization of the Internet and in the rapidly changing environment with uncertainty, corporations are faced bysevere competition to survive. In the meantime, corporations have been quite interested in building and operating their Internet-based websites and invested much to them, since their deployment is emersing as a new means by much they can perform their marketing activity and comercial transaction. And then we investigated how these classified characteristics on website could influence on customer satisfaction and Relationship Commitment.

• Journal of Korea Society of Industrial Information Systems
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• v.7 no.2
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• pp.6-15
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• 2002

Advancement of Web technology has increased the number of web site and user population. Businesses develop Web applications as its core applications to support business transaction though Internet Although a systematic development methodology should be used to develop Web applications, most businesses do not follow a systematic approach. This study shows a systematic development approach for Web-based electronic commerce information systems. Specifically, it shows how to design a conceptual model following a hypermedia application development model RMM(Relationship Management Methodology) and develop a logical database represented in an XML(extensible Markup

• Korean Management Science Review
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• v.21 no.2
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• pp.215-234
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• 2004

With enormous changes in market condition, firms try to collaborate with their transaction partners. Recently, the diffusion of the Internet has made it possible for firms to directly collaborate with their partners. Accordingly, the importance of the Collaborative Commerce( C-Commerce) based on the Internet and IT has been emphasized. The literature in relational marketing and strategic alliance, however, has focused on the relational characteristics among firms. Therefore, the fundamental objective of this study is to investigate whether C-Commerce can enhance the positive relationships among firms. Based on theoretical and empirical research, some meaningful discussions can be made. First. the asymmetric commitment between buyers and suppliers decreases the C-Commerce utilization. Second, when specific investment is made to facilitate transactions, firms try to trade efficiently and depend on partners in a long-term period.

• Journal of Information Technology Applications and Management
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• v.12 no.3
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• pp.41-56
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• 2005

Product recommender system is one of the most popular techniques for customer relationship management. In addition, collaborative filtering (CF) has been known to be one of the most successful recommendation techniques in product recommender systems. However, CF has some limitations such as sparsity and scalability problems. This study proposes hybrid cluster analysis and case-based reasoning (CBR) to address these problems. CBR may relieve the sparsity problem because it recommends products using customer profile and transaction data, but it may still give rise to scalability problem. Thus, this study uses cluster analysis to reduce search space prior to CBR for scalability Problem. For cluster analysis, this study employs hybrid genetic and K-Means algorithms to avoid possibility of convergence in local minima of typical cluster analyses. This study also develops a Web-based prototype system to test the superiority of the proposed model.

• Proceedings of the Korea Inteligent Information System Society Conference
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• 2001.01a
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• pp.464-469
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• 2001

CRM(Customer Relationship Management : CRM) is an advanced marketing supporting system which analyze customers\` transaction data and classify or target customer groups to effectively increase market share and profit. Many engines were developed to implements the function and those for classification and clustering are considered core ones. In this study, an improved clustering method based on SOM(Self-Organizing Maps : SOM) is proposed. The proposed clustering method finds the optimal number of clusters so that the effectiveness of clustering is increased. It considers all the data types existing in CRM data warehouses. In particular, and adaptive algorithm where the concepts of degeneration and fusion are applied to find optimal number of clusters. The feasibility and efficiency of the proposed method are demonstrated through simulation with simplified data of customers.

• THE INTERNATIONAL COMMERCE & LAW REVIEW
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• v.42
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• pp.133-160
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• 2009

In International trade the buyer and seller are normally separated from on another not only by distance but also by differences in language and culture. It is rarely possible for the performance of obligations to be simultaneous and the performance of contracts therefore calls for trust in a situation in which the parties are unlikely to feel able to trust each other unless they have a longstanding and successful relationship. Thus the seller under an international contract of sale will not wish to surrender documents of title to goods to the buyer until he has at least an assurance of payment, and no buyer will wish to pay for goods until he has received them. A gap of distrust thus exists which is often bridged by the undertaking of an intermediary known and trusted by both parties who will undertake on his own liability to pay the seller the contract price in return for the documents of title and then pass the documents to the buyer in return for the reimbursement. This is a common explanation of the theory behind the documentary letter of credit in which the undertaking of a bank of international repute serves as a "guarantee" to each party that the other will perform his obligations. The independence principle, also referred to as the "autonomy principle", is at the core of letter of credit or bank guarantee law. This principle provides that the letter of credit or bank guarantee is independent of the underlying contractual commitment - that is, the transaction that the credit is intented to secure - between the applicant and the beneficiary ; the credit is also independent of the relationship between the bank and its customer, the applicant. The most important exception to the independence principle is the doctrine of fraud in the transaction. A strict interpretation of the rule that the guarantee is independent of the underlying transaction would lead to the conclusion that neither fraud nor manifest abuse of rights by the beneficiary would constitute an objection to payment. There is one major problem related to "Independent guarantees", namely abusive or unfair callings. The beneficiary may make an unfair calling under the guarantee. The countermeasure of beneficiary's unfair calling divided three cases. First, advance countermeasure namely by contract. In other words, when the formation of the contract, the parties must insert the Force Majeure Clause, Arbitration Clause to Contract, and clear statement to the condition for demand calling. Second, post countermeasure namely by court. Many countries, including the United States, authorize the courts to grant an order enjoining the issuer from paying or enjoining the beneficiary from receiving payment under the guaranty letter. Third, Export Insurance. For example, the Export Credit Guarantees Department is prepared, subject to certain conditions, to cover the risk of unfair calling. Of course, KEIC in Korea is cover the risk of the all things for guarantees. On international projects, contractor performance is usually guaranteed by either a standby letters of credit or Independent guarantee. These instruments will be care the parties.

• Journal of Distribution Research
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• v.4 no.2
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• pp.1-20
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• 1999

This study aims to provide distributors with several implications on the channel strategy by testing factors which influence on the offsetting investment. Medium-sized distributor facing a relatively inferior power can cause profit vulnerability from large manufacurer's opportunistic behaviors. At the same time, we tested the relationship commitment to the relation with manufacturer as another alternative strategy taken by medium-sized distributer. For this research, samples from dealers in oil-petroleum refinery industry were selected and the data was collected using mail survey. The data was analyzed utilizing validity test, reliability test, factor analysis, correlation analysis and LISREL. The major analyzed results are as follows: First, the offsetting investment of preventing loss from manufacturer's opportunism didn't affect medium-sized distributor's sales empirically. Second, the hypothesis that the more the medium-sized distributor's transaction specific assets which they invest in the transactional relationship with manufacturer, the more the safeguard against the expected opportunism of manufacturer was not supported by the results. Third, the more use of coercive power by the manufacturer, the more increase in the perception of expected opportunism of manufacturer by the medium-sized distributor, it make stimulates offsetting investment as safeguard by medium-sized distributor and it has negative effect on developing commitment. Finally, the large manufactures dealing with a medium-sized distributor firm which had a reputation of fairness didn't make offsetting investment as a response for distributor's opportunism.

• Journal of Distribution Science
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• v.12 no.10
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• pp.11-17
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• 2014

Purpose - The purpose of this study is to investigate the relationship that is found to exist between the technology-based self-service convenience orientation factor and the factors of convenience and quality. Research design, data, and methodology - The questionnaire was developed by using the modified and supplementary questions that were examined in previous studies. We used the SPSS/PC 18.0 and lisrel 8.3 statistical packages to analyze the results of the research. For validating the research hypothesis and structural relationship of the research model, path analysis was used in this study. Results - The ease of use exerted a significant influence on the four dimensions. Information had a significant influence on transaction, benefit, and post-benefit convenience. Control had a significant influence on five dimensions. Conclusions - This study suggests that technology-based self-service convenience is classified into five multi-dimensional levels. Further, the study reveals that control, ease of use, and information are important variables in order to increase convenience. Therefore, for improving technology-based self-service convenience, it is important to improve the control, ease of use, and information variables.