본문 바로가기
KERD
논문KCI 등재

성과공유제도 운영 과정에서 발생하는 애로 요인 및극복 방법에 대한 연구

A New perspective on Collaborative Innovation between Manufacturers and their Suppliers : Benefit-sharing Attributes, Conflicts, and Conflicts Resolution Techniques

김경묵
한국중소기업학회|2013.12|중소기업연구|제35권 제4호|pp. 235-267

0

조회

0

다운로드

7

인용

0

참고문헌

키워드

혁신Partnership공급사NetworksBenefit-Sharing동반 성장성과공유제도대 ·중소기업 간 협력Collaborative InnovationSuppliers
주제분류경영학

초록

최근 글로벌 경쟁이 격화되면서 많은 기업들이 부족한역량 보충을 위하여 외부 기업들과 협력 관계를 구축한다. 특히, 많은 중소 공급사(이하공급사)를 거느리고 있는 대기업들은, 공급사들과 공동으로 기술을 개발하거나 원가를절감하기 위해, 성과공유제도를 도입하고 있다. 하지만, 성과공유를 위한 혁신 활동에는기회주의적 행동 문제, 권력 불평등 문제 등이 도사리고 있다. 이러한 문제들은 성과공유제도의 효과를 반감시킬 뿐만 아니라 전체 협력 활동에 부정적인 영향을 미칠 수 있다. 본 연구는, 성과공유제도가 크게 확산되고 있음에도 불구하고 성과공유제도 운영과정에서 발생하는 애로 요인을 다룬 연구가 부족했다는 점을 중시하여, 첫째, 성과공유제도 운영 과정에서 발생할 수 있는 애로 사항들을 조직학습이론, 거래비용이론, 자원의존이론, 제도화이론 등을 통하여 분석하고, 둘째, 포스코 협력네트워크를 조사 대상으로하여 성과공유제도 운영 과정에서 발생하는 애로 요인 및 애로 요인 극복 방법을 분석하고,셋째, 연구 결과의 이론적인 시사점과 성공적인 성과공유제도 운영을 위해서 협력네트워크가 갖추어야 조건 등 실무적 시사점을 도출한다. 본 연구의 이러한 작업은성과공유제도에 대한 연구적 틈(gap)을 줄일 뿐만 아니라, 성과공유제도에 대한 실무적,정책적 지침을 제공할 것이다.

Abstract

By integrating the capabilities of suppliers into the operations of supply-networks, large manufacturers can enhance their competitive advantages. In particular,large manufacturers can accomplish more innovative tasks they could not achieve individually by sharing innovative ideas with their suppliers. In recent years, large manufacturers in Korea have adopted a new incentive practice known as benefit-sharing(hereafter BS) to motivate the participation of suppliers in joint innovation. By systematically sharing beneficial outcomes of joint innovation,manufacturers aim to enhance cost competitiveness, new product development outcomes, quality, delivery performance, and flexibility. Even though the suppliers are well aware of the advantages of BS, they are reluctant to participate in the BS. Suppliers are concerned about the opportunistic behavior of manufacturers. For suppliers, an improper sharing of ideas can result in victimization by opportunistic manufacturers that leaves suppliers worse off than if they had not participated in the BS. Therefore, manufacturers that want to adopt BS must assure suppliers that they will not behave opportunistically due to built-in reluctance among suppliers to hand over innovative ideas. Few studies go into any detail in examining conflict and conflict resolution techniques for implementing BS and providing recommendations to practitioners with regard to facilitating BS. This research aims to draw details of conflict and conflict resolution techniques for implementing BS. Based on the observations from the case study,POSCO's BS is analyzed and its featured characteristics are extracted accordingly. The results show that there are some conditions for success of BS. First, not only the manufacturer's CEO but also the supplier's CEO should be involved deeply and should appoint dedicated teams, assign accountability to functional division leaders regarding BS, set up reward systems for employees, and empower dedicated team members with decision-making authorities and compensation for efforts. Second, the parties should reach contractual BS agreements prior to the implementation of BS processes. Third, the parties should build systems to protect proprietary information such as detailed cost table, technology specifications, and new product/process concepts. Fourth, the parties should incentivize staffs that are working to implement BS projects. This in-depth case study helps not only for the practitioners that want to adopt BS practice but also for the government authorities seeking targeted interventions,to gain insight into the actual BS practice in a rapidly changing business

참고문헌 (60)

  1. 대․중소기업 간 성과공유모델 및 표준계약서 개발 연구, "김경묵", 산업자원부, ~ (2005)
  2. 김경묵, "상생 협력의 문화 정합성에 관한 연구: 한․미․일 성과공유(Benefit Sharing) 관행 비교를 중심으로", 경영학연구, 38(1), pp.133~163 (2009), 한국경영학회
  3. 김경묵, "공동 혁신과 통합적 협상(Integrative Negotiation) : 협력 네트워크에서 구매기업의 공급사 의견 반영 및 성과공유 (Benefit-Sharing) 결정 요인에 대한 연구", 인사조직연구, 19(2), pp.299~341 (2011), 한국인사조직학회
  4. 김경묵, "대․중소기업 간 협력 성과의 공유: 성과공유제도와 협력이익배분제도 비교", Korea Business Review, 16(1), pp.51~79 (2012), 한국경영학회
  5. 김용진, "효과적인 가치공유제 도입을 위한 프레임워크에 대한 연구", 중소기업연구, 34(3), pp.85~102 (2012), 한국중소기업학회
  6. 윤병섭, "대기업과 중소기업 사이 성과공유제 성공요인 분석", 중소기업연구, 32(2), pp.83~113 (2010), 한국중소기업학회
  7. 성과공유제 실태 분석 및 확산 방안, "주현", 산업연구원, ~ (2012)
  8. Anderson, J., "A model of distributor's perspective of distributor-manu-facturer working partnerships", Journal of Marketing, 54, pp.42~58 (1990)
  9. Baum, J. A. C., "Institutional linkages and organizational mortality", Administrative Science Quarterly, 36, pp.187~218 (1991)
  10. Behling, O., "The postulates of expectancy theory", Academy of Management, 16(3), pp.373~388 (1973)
  11. Cachon, G. P., "Supply chain coordination with revenuesharing contracts : strengths and limitations", Management Science, 51(1), pp.30~44 (2005)
  12. Casciaro, T., "Power imbalance, mutual dependence, and constraint absorption : A closer look at resource dependence theory", Administrative Science Quarterly, 50, pp.167~199 (2005)
  13. Clark, K. B., "Product Development Performance : Strategy, Organizaion, Management in the World Auto Industry" (1991), Havard Business School Press
  14. Cohen, W. M., "A new perspective on learning and innovation", Administrative Science Quarterly, 35(1), pp.128~152 (1990)
  15. Di Maggio, P. J., "The iron cage revisited: Institutional isomorphism and collective rationality in organizational fields", American Sociological Review, 48, pp.147~160 (1983)
  16. Dyer, J. H., "Creating and managing a high-performance knowledge- sharing network : The Toyota case", Strategic Management Journal, 21(3), pp.345~367 (2000)
  17. Dyer, J. H., "The role of trustworthiness in reducing transaction costs and improving performance : Empirical evidence from the United States, Japan, and Korea", Organization Science, 14(1), pp.57~68 (2003)
  18. Dyer, J. H., "Relationspecific capabilities and barriers to knowledge transfers : Creating advantage through network relationships", Strategic Management Journal, 27, pp.701~719 (2006)
  19. Giannoccaro, I., "Supply chain coordination by revenue sharing contracts", International Journal of Production Economics, 89(2), pp.131~139 (2004)
  20. Greer, C. R., "Collaborative innovation with customers : A review of the literature and suggestions for future research", International Journal of Management Review, 14, pp.63~84 (2012)
  21. Gulati, R., "Dependence asymmetry and joint dependence in interorganizational relationships : Effects of embeddedness on a manufacturer’s performance in procurement relationships", Administrative Science Quarterly, 52, pp.32~69 (2007)
  22. Hammel, G., "Competition for companies and inter-partner learning within international strategic alliances", Strategic Management Journal, 12, pp.83~103 (1991)
  23. Handfield, R. B., "Supply Chain Redesign : Transforming Supply Chains into Integrated Value Systems" (2002), Prentice Hall
  24. Hannan, M., "Setting the record straight on organizational ecology", American Journal of Sociology, 95, pp.425~435 (1989)
  25. Hansen, M. T., "The search-transfer problem : The role of weak ties in sharing knowledge across organization subunits", Administrative Science Quarterly, 44, pp.82~111 (1999)
  26. Hartley, J. L., "Chrysler leverages its suppliers' improvement suggestions", Interfaces, 32(4), pp.20~27 (2002)
  27. Helfat, C. E., "Know-how and asset complementarity and dynamic capability accumulation : The case of R&D", Strategic Management Journal, 18(5), pp.339~360 (1997)
  28. Holm, P., "The dynamics of institutionalization : Transformation processes in Norwegian fisheries in the USA", Administrative Science Quarterly, 30, pp.336~349 (1995)
  29. Hui, C., "Supplier Contracts with Profit Sharing, Openbook Costing and Associated Audit Rights", UMI, Ann Arbor, ~ (2006)
  30. The Importance of Hold-up in Contracting : Evidence from a Field Experiment, "Iyer, R.", UC Berkeley Haas School of Management, ~ (2009)
  31. Jaber, M. Y., "Coordinating a two-level supply chain with delay in payments and profit sharing", Computers and Industrial Engineering, 50, pp.385~400 (2006)
  32. Jean, R., "Drivers and performance outcomes of supplier innovation generation in customersupplier relationships : The role of power dependence", Decision Sciences Journal, 43(6), pp.1003~1038 (2012)
  33. Jiao, Y, "Operational implications of early supplier involvement in semiconductor manufacturing firms : A case study", Journal of Manufacturing Technology Management, 19(8), pp.913~932 (2008)
  34. Kogut, B., "Joint ventures : Theoretical and empirical perspectives", Strategic Management Journal, 9, pp.319~332 (1988)
  35. Kogut, B., "What firms do? Coordination, identity, and learning", Organization Science, 7(5), pp.502~518 (1996)
  36. Kraus, D. R., "The relationships between supplier development, commitment, social capital accumulation and performance improvement", Journal of Operation Management, 25(2), pp.528~542 (2007)
  37. Locke, E., "What should we do about motivation theory? Six recommendations for the twenty-first century", Academy of Management Review, 29(3), pp.388~403 (2004)
  38. McIvor, R., "Lean supply : the design and cost reduction dimensions", European Journal of Purchasing and Supply Management, 7, pp.227~242 (2001)
  39. McIvor, R., "Supplier involvement in product development in the electronics industry : A case study", Journal of Engineering and Technology Management, 23, pp.374~397 (2006)
  40. Mohr, J., "Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques", Strategic Management Journal, 15(2), pp.135~152 (1994)
  41. Nelson, D., "The Incredible Payback" (2005), Amacom
  42. Nigro, G. L., "Risk assessment and profit sharing in business networks", International Journal of Production Economics, 131, pp.234~241 (2011)
  43. Nishiguchi, T., "Strategic Industrial Sourcing : The Japanese Advantage" (1994), Oxford University Press
  44. Obstfeld, D., "Social networks, the Tertius Iungens orientation, and involvement in innovation", Administrative Science Quarterly, 50(1), pp.100~130 (2005)
  45. Osborn, R. N., "The institutionalization and evolutionary dynamics of interorgnizational alliances and networks", Academy of Management, 40(2), pp.261~278 (1997)
  46. Oxley, J. E., "The scope and governance of international R&D alliances", Strategic Management Journal, 25(8), pp.723~749 (2004)
  47. Perez-Aleman, P., "Collective learning in global diffusion : Spreading quality standards in a developing country cluster", Organization Science, 22(1), pp.173~189 (2011)
  48. Pfeffer, J., "The External Control of Organizations" (1978), Harper and Row
  49. Powell, W. W., "Interorganizational collaboration and the locus of innovation : Networks of learning in biotechnology", Administrative Science Quarterly, 41(1), pp.116~145 (1996)
  50. Provan, K. G., "Supplier commitment in relational contract exchanges with buyers : A study of interorganizational dependence and exercised power", Journal of Management Studies, 31(1), pp.55~68 (1994)
  51. Ryals, L. J., "Managing key business-to-business relationships : What marketing can learn from supply chain management", Journal of Service Research, 9(4), pp.312~326 (2007)
  52. Sarmah, S. P., "Coordination and profit sharing between a manufacturer and a buyer with target profit under credit option", European Journal of Operational Research, 182, pp.1469~1478 (2007)
  53. Selznick, P., "Institutionalism “old” and “new”", Administrative Science Quarterly, 41, pp.270~277 (1996)
  54. Stinchcombe, A. L., "On the virtues of the old institutionalism", Annual Review of Sociology, 23, pp.1~18 (1997)
  55. Takeishi, A., "Bridging inter- and intrafirm boundaries : Management of supplier involvement in automobile product development", Strategic Management Journal, 22(5), pp.403~433 (2001)
  56. Talluri, S, "Manufacturer cooperation in supplier development under risk", European Journal of Operational Research, 207, pp.165~173 (2010)
  57. Tiwana, A., "Does interfirm modularity complement ignorance? A field study of software outsourcing alliance", Strategic Management Journal, 29, pp.1241~1251 (2008)
  58. Weinstein, M., "Profit sharing contracts in Hollywood: Evolution and analysis", Journal of Legal Studies, 27(1), pp.67~112 (1998)
  59. Williamson, O., "The Mechanism of Governance" (1996), Oxford University Press
  60. Zirpoli, F., "The nature of buyer-supplier relationships in co-design activities : The Italian auto industry case", International Journal of Operations and Production Management, 22(12), pp.1389~1408 (2002)

관련 논문AI추천

성과공유제 지원정책의 문제점 분석 및기업성과에 미친 효과성 연구이은구, 이홍열중소기업융합학회 · 융합정보논문지2018 · 제8권 제4호효과적인 가치공유제 도입을 위한 프레임워크에 대한 연구김용진, 송재기한국중소기업학회 · 중소기업연구2012 · 제34권 제3호대기업과 중소기업 사이 성과공유제 성공요인 분석김기학, 윤병섭, 장지인한국중소기업학회 · 중소기업연구2010 · 제32권 제2호기업 간 정보의 공유를 통한 협력이 공급사슬 성과에 미치는 영향에 관한 사례 연구박찬권한국산업경영학회 · 경영연구2010 · 제25권 제3호하도급생산네트워크 내 기업의 협력적 거래정책과 성과이동진한국인적자원관리학회 · 인적자원관리연구2025 · 제32권 제2호지식 공유 네트웍(network)의 효과김경묵한국지식경영학회 · 지식경영연구2008 · 제9권 제2호

이 간행물의 다른 논문 (14건)

중소기업의 종합평가모형 및 예측에 관한 연구곽동철pp. 1-23중소 제조업의 기술개발 영향요인과 개발성과 간의인과경로 : 기술개발 단계별 분석김건식pp. 25-56감사위원회와 상근감사 선택이 이익조정에미치는 영향박성규, 손호철, 박민철pp. 57-84CBO의 가격결정과 그 결정요인송혁준, 장욱pp. 85-102요인분석과 클러스터 분석을 통한 중소기업의해외시장 진출 방안에 관한 연구최윤정, 정석재, 이석준pp. 103-120
원문 보기