본문 바로가기
KERD
논문KCI 등재

관계특유투자 및 관계자본이 관계학습 및 만족, 장기지향성에 미치는 영향: 대기업과 중소기업 간의 관계를 중심으로

An Study on the Win-Win Cooperation between Large Companies and Small and Medium Business: based on the Role of Relational Factors

이명성|이성호
한국기업경영학회 (Korean Corporation Management Association)|2015.04|기업경영연구 (Korean Corporation Management Review)|제22권 제2호|pp. 23-42

0

조회

0

다운로드

13

인용

0

참고문헌

키워드

Relationship Satisfaction장기지향성관계자본Long-Term Orientation관계학습관계특유투자Relationship Specific InvestmentRelationship Learning거래관계 만족Relation Capital
주제분류경영학

초록

빠르게 변화하는 시장 환경에 기업이 적응하려 할 때, 독자적인 대응에는 한계가 있음을 인지하게 되면서 상생협력을 통한 기업 간의 유기적인 대응이 점점 중요해지고 있다. 기존의 기업 간 거래에 있어서 기업거래 관점은 거래비용 이론으로 제시되어 왔다. 즉, 기업 간 거래에 있어서 거래 기업의 기회주의적 행위를 제한하기 위해 계약 및 제도, 지배구조 등을 이용하여 상대 기업의 협력적 행동을 이끌어 내야 한다고 언급하고 있다. 그러나 이러한 관점은 의존도가 상호 간 유사할 경우 가능하며, 의존도가 비대칭적일 경우에는 의존도가 높은 기업이 낮은 기업의 기회주의 행동을 제한할 수 없게 된다. 대기업과 거래를 하는 중소기업의 경우 대기업에 비해 상대적으로 의존성이 크며, 따라서 대기업과 중소기업 의존구조는 비대칭적으로 이루어진다. 즉, 거래비용 이론은 중소기업의 입장에서 대기업을 협력적 관계로 통제하는데 한계가 있다. 이러한 한계점을 극복하기 위해 본 연구에서는 사회교환 이론의 관점으로 중소기업과 대기업 간의 거래를 살펴보고자 하였으며, 실증적 분석을 통해 국내 대 중소기업의 성공적인 거래관계의 방향과 학술적 시사점을 제공하고자 한다. 본 연구의 결과를 요약하면, 관계특유투자와 관계자본은 관계학습에 긍정적인 영향을 미치고, 관계학습은 거래관계 만족과 장기지향성에 긍정적으로 영향을 미치는 것을 확인할 수 있었다. 이러한 연구결과는 사회교환 이론의 관점에서 관계특유투자 및 관계자본과 같은 관계중심의 접근법이 결국에는 중소기업의 장기지향성에 긍정적으로 작용함을 보여준다. 이는 의존구조가 비대칭적인 기업거래 상황에서, 의존구조가 낮은 거래관계의 강자가 지배구조 등을 통한 강압적인 관점이 아닌 관계적 접근법으로 다가서도 의존도가 높은 거래상의 약자는 장기적으로 관계를 맺고자 함을 보여준다. 기존의 대기업은 중소기업과의 거래에서 효율성과 효과성을 중시하여 불공정거래 논란이 일고, 우월적 지위를 남용하는 사례가 다수 발생하였다. 본 연구결과에서는 대기업의 이러한 정책이 궁극적으로는 대기업의 성과적 측면에서 바람직하지 못함을 반증한다. 따라서 중소기업과의 관계특유투자와 관계자본을 강화함으로서 관계품질을 높이기 위한 상호작용의 프로세스를 강화시킬 필요가 있다.

Abstract

As today business environment is changing rapidly and competition is more intensive in the market, it is more important to adapt to the rapidly changing market environment. And also, companies think that they need to have win-win cooperation as they aware that there is a limit to adapt the today market environment alone. But there are asymmetric structures in market because small and medium business have relied on large companies so far. Therefore, it is very important to study the small and medium businesses protection mechanism for maintaining healthy business relationships in this asymmetric structures. This research focus on social exchange theory as a academic background to facilitate mutual cooperation and accompanied growth. Therefor, we set up a small and medium business protection mechanism to facilitate mutual cooperation and mutual growth of large companies and small and medium businesses with social exchange theory, not transaction cost theory. That is, we want to demonstrate whether social exchange theory is appropriate protective mechanisms for small and medium businesses or not through a literature review and hypothesis testing. Therefore, this study attempts to investigate the impact of relationship specific investment and relational capital between large companies and small and medium businesses on relationship learning. The purpose of this study is to find out whether relationship specific investment, relational capital, and relationship learning can be an antecedent of relationship satisfaction and long-term relationship. For this study, data were gathered by survey and analyzed by structural equation modeling. The sample size in the present study was 245. The reliability of the all seven dimensions was estimated with Cronbach’s alpha, composite reliability values and average variance extracted values. We determined whether the measurement model supports the convergent validity and discriminant validity by Exploratory factor analysis and Confirmatory Factor Analysis. For each pair of constructs, the square root of the average variance extracted values exceeded their correlations, thus supporting the discriminant validity of the constructs. Hypotheses were tested using the AMOS 19.0. As expected, the all hypotheses were supported. The greater degree of relationship specific investment and relational capital between large companies and small and medium businesses were the more favorable to relationship satisfaction and long-term relationship. In addition, relationship satisfaction affected long-term relationship. In summary, the large cooperations could reduce the opportunistic behavior of small and medium businesses by one-sided transaction specific investments, however the small and medium businesses can not reduce the opportunistic behavior of large companies. because of the transaction specific investments, the small and medium businesses was only respond to unreasonable demands, such as price cuts targeted at small and medium businesses. This is not a valid win-win cooperation, resulting in lowering of the products quality of these small businesses to meet the unreasonable demands which large companies want. As a result, it aggravate large companies’ management performance. Relationship capital being built through the relationship specific investment and the relationship between large companies and small and medium businesses facilitate to learn from each other between trading partners, and eventually leads to a long-term orientation. This study demonstrated the justification and rationale for the mutual cooperation of large companies and small and medium businesses, which we would like to mention in this study. This means that the social exchange theory is an important theoretical background to have a win-win effect through transaction of large companies and small and medium businesses. And also we could identify that relationship specific investment and relational capital based on social exchange theory have positive effect on the transaction performance because small and medium businesses are immersed in the relation with large companies. Therefore, they can be mutually win-win by utilizing the relationship aspects based on social exchange theory as strategy aspects of corporate activity. Traditionally large companies has used management strategies to reduce transaction cost and get more benefit with power as a the strong, which could attack to themselves in long-term point of view. That is, this research results mean that large companies force small and medium businesses to get unfair transaction by using superior position in the transaction with small and medium businesses, which adversely affect large companies in performance aspect. Rather, the relationship capital and investment for positive relationship with small and medium businesses are important key factors that small and medium businesses would have a long-term oriented relationship by themselves. Therefore, we suggests that large companies should reinforce the interactive process to improve the relationship quality through relationship specific investment and relational capital with small and medium businesses.

참고문헌 (72)

  1. 권영철, "대기업-중소기업간 상생협력 촉진 요인으로서 관계특유투자 분석", Korea Business Review, 11(1), pp.145~164 (2007), 한국경영학회
  2. 김기찬, "기업생태계관점에서의 연구개발 전략과 플랫폼 리더십 : 대․중소기업 상생협력과 R&D에의 시사", 중소기업연구, 31(2), pp.157~175 (2009), 한국중소기업학회
  3. 김상덕, "영향전략, 관계만족, 그리고 의존구조", 경영학연구, 38(1), pp.51~73 (2009), 한국경영학회
  4. 김영수, "중소기업의 대기업과의 협력이 기업성과에 미치는 영향: 기업가정신과 시장지향성의 조절효과를 중심으로", 기업경영연구, 20(2), pp.169~190 (2013), 한국기업경영학회
  5. 김진민, "대기업과 중소기업의 협력을 위한 성공요인", 기업경영연구, 21(6), pp.25~38 (2014), 한국기업경영학회
  6. 이재혁, "시민사회와 시민적 자본:시장적 관계 모형", 사회와 이론, (10), pp.213~261 (2007), 한국이론사회학회
  7. 이재혁, "선물의 hau : 증답경제의 정치경제학과 관계자본", 한국사회학, 45(1), pp.37~72 (2011), 한국사회학회
  8. 신동엽, "복제행동과 조직학습: 다각화 모드 선택에서 성과반영 의사결정", 경영학연구, 37(3), pp.561~583 (2008), 한국경영학회
  9. 정호열, "대 중소기업 상생 협력의 필요성과정책 방향", 월간경영계, pp.8~11 (2010)
  10. 중소기업중앙회, "2014년 중소기업현황" (2014), 성지문화사
  11. 채명수, "기업의 관계지향성이 기업의 관계자산과 성과에 미치는 영향", 기업경영연구, 17(3), pp.35~59 (2010), 한국기업경영학회
  12. Anderson, J. C., "A model of the Distributor’s Perspective of Distributor-Manufacturer Working Relationships", Journal of Marketing, 48(4), pp.62~74 (1984)
  13. Anderson, J. C., "A Model of Distribution Firm and Manufacturing Firm Working Partnerships", Journal of Marketing, 54(1), pp.42~58 (1990)
  14. Benett, R., "Reputation, Trust and Supplier Commitment : The Case of Shipping Company", Seaport Relations, 2001, pp.16(6), 424~438
  15. Blau, P. M., "A Theory of Social Integration", The American Journal of Sociology, 65(6), pp.545~556 (1960)
  16. Blau, P. M., "Exchange and Power in Social Life" (1964), John Wiley & Sons, Inc
  17. Blau, P. M., "Interaction : Social Exchange", International Encyclo-Pedia of the Social Sciences, 7, pp.452~458 (1968)
  18. Brown, J. R., "Conflict and Satisfaction in an Industrial Channel of Distribution", International Journal of Physical Distribution and Materials Management, 21(6), pp.15~26 (1991)
  19. Buchanan, L., "Vertical Trade Relationships : The Role of Dependence and Symmetry in Attaining Organizational Goals", Journal of Marketing Research, 29(1), pp.65~75 (1992)
  20. Chang, K. H., "Safeguarding Investment and Creation of Transaction Value in Ssymmetric Intermational Subcontracting Relationship : The role of Relationship Learning and Relational Capital", Journal of World Business, 42, pp.477~488 (2007)
  21. Chen, Y. S., "The Positive Effects of Relationship Learning and Absorptive Capacity on Innovation Performance Competitive Advantage in Industrial Markets", Industrial Marketing Management, 38, pp.152~158 (2009)
  22. Chin, W. W., "Modern Method for Business Research", pp.295~336 (1998), Lawrence Erlbaum Associates
  23. Coleman, J. C., "Social Capital in the Creation of Human Capital", American Journal of Sociology, 94, pp.95~120 (1988)
  24. Cronin Jr. J., "Measuring Service Quality: A Reexamination and Extension", Journal of Marketing, 56(3), pp.55~68 (1992)
  25. Cyert, R. M., "A Behavioral Theory of the Firm" (1963)
  26. Czepiel, J. A., "Exploring the Concept of Loyalty in Services in the Services Challenge: Integrating for Competitive Advantage", AMA Educator ’s Conference Proceeding, pp.91~110 (1987), American Marketing Association
  27. Dwyer, F. R., "Developing Buyer-Seller Relationships", Journal of Marketing, 51(2), pp.11~27 (1987)
  28. Dwyer, F. R., "A Transaction Cost Perspective on Vertical Contractual Structure and Interchannel Competitive Strategies", Journal of Marketing, 52(2), pp.21~34 (1988)
  29. Dyer, J. H., "The Relational View : Cooperative Strategies and Sources of Interorganizational Competitive Advantage", Academy of Management Review, 23(4), pp.660~679 (1998)
  30. Emerson, R. M., "Power-Dependence Relations", American Sociological Review, 27(1), pp.31~40 (1962)
  31. Fiol, C. M., "Organizational Learning", Acadamy of Management Review, 10(4), pp.803~813 (1985)
  32. Fornell, C., "Evaluating Structural Equation Models with Unobservable Variables and Measurement Error", Journal of Marketing Research, 8(1), pp.39~50 (1981)
  33. Frazier, G. L., "Perceptions of Interfirm Power and its use within a Franchise Channel of Distribution", Journal of Marketing Research, 23(2), pp.169~176 (1986)
  34. Frazier, G. L., "The use of Influence Strategies in Interfirm Relationships in Industrial Product Channels", Journal of Marketing, 55(1), pp.52~69 (1991)
  35. Frazier, G. L., "Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing Country", Journal of Marketing, 53(1), pp.50~69 (1989)
  36. Ganesan, S, "Determinants of Long-Term Orientation in Buyer-Seller Relationship", Journal of Marketing, 58(2), pp.1~19 (1994)
  37. Gaski, J. F., "The Differential Effects of Exercised and Unexercised Power Sourcees in a Marketing Channel", Journal of Marketing Research, 22(2), pp.130~142 (1985)
  38. Griffith, D. A., "The Influence of Individual and Firm Level Social Capital of Marketing Managers in a Firm’s Global Network", Journal of World Business, 39, pp.244~254 (2004)
  39. Gundlach, G. T., "The Structure of Commitment in Exchange", Journal of Marketing, 59(1), pp.78~92 (1995)
  40. Hair, J. F., "Multivariate Data Analysis with Reading" (1998), Macmillan
  41. Holm, D. B., "Creating Value through Mutual Commitment to Business Network Relationships", Strtegic Management Journal, 20, pp.467~486 (1999)
  42. Homans, G. C., "Social Behavior as Exchange", Academy Journal of Sociology, 63(6), pp.597~606 (1958)
  43. Hsu, F. M., "The Effect on the Relationship Learning from Relationship Enhancement Activities", Journal of Relatinsship Marketing, 6(1), pp.89~107 (2007)
  44. Hunt, S. D., "The Nature and Scope of Marketing", Journal of Marketing, 40(3), pp.17~28 (1976)
  45. Kale, P., "Learning and Protection of Proprietary assets in Strategic Plliances : Building Relational Capital", Strategic Management Journal, 21(3), pp.217~327 (2000)
  46. Kalwani, M. U., "Long-Term Manufacturer-Supplier Relationship : Do they Pay off for Supplier Firms", Journal of Marketing, 59(1), pp.1~16 (1995)
  47. Kelly, H. H., "Inter- personal Relations : A Theory of Interdependence" (1978), John Wiley and Sons, Inc
  48. Kraut, Robert, "Coordination and Virtualization : The Role of Electronic Networks and Personal Relationships", Organization Science, 10(6), pp.722~740 (1999)
  49. Kumar, N., "The Effect of Wupplier Faimess on Vulnerable Resellers", Journal of Marketing Research, 32(3), pp.54~65 (1995)
  50. Lai, C. S., "The Effects of Market Orientation on Relationship Learning and Relationship Performance in Industrial Marketing : The Dyadic Perspectives", Industrial Marketing Management, 38, pp.166~172 (2009)
  51. Lim, J. W., "Key Determinants of Customer Success", Seoul Journal of Business, 5, pp.117~143 (1999)
  52. Macneil, L., "The New Social Contract, An inquiry into Modern Contractual Relations" (1980), Yale University Press
  53. Morgan, R. M., "The Commitment-Trust Theory of Relationship Marketing", Journal of Marketing, 58(3), pp.20~38 (1994)
  54. Nahapiet, J., "Social Capital and Value Creation : The Role of Intrafirm Networks", Academy of Management Journal, 41(4), pp.464~476 (1998)
  55. Noordewier, T. G., "Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships", Journal of Marketing, 54(4), pp.80~93 (1990)
  56. Nunnally, J. C., "Psychometric Theory" (1978), Mc-Graw-Hill
  57. Oliver, R. L., "A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions", Journal of Marketing Research, 17(4), pp.460~469 (1980)
  58. Oliver, R. L., "Cognitive, Affective, and Attribute bases of the Satisfaction Response", Journal of Consumer Research, 20(3), pp.418~430 (1993)
  59. Palmatier, R. W., "Factors Influencing the Effectiveness of Relationship Marketing : A Meta-Analysis", Journal of Marketing, 70(3), pp.136~153 (2006)
  60. Pine, B. J. Ⅱ, "Do you want to keep your Customers forever?", Harvard Business Review, 73(1), pp.103~114 (1995)
  61. Popper, K. R., "The Logic of Scientific Discovery" (1959), Harper and Row
  62. Selnes, F., "Promoting Relationship Learning", Journal of Marketing, 67(3), pp.80~95 (2003)
  63. Sinkula, J. M., "Market Information Processing and Organizational Learning", Journal of Marketing, 59(3), pp.63~74 (1994)
  64. Stump, R. L., "Controlling Supplier Opportunism in Industrial Relationships", Journal of Marketing Research, 33(4), pp.431~441 (1996)
  65. Subramani, M. R., "Safeguarding Investment in Asymmetric Inter-Organizational Relationship : Theory and Evidence", Academy of Management Journal, 46(1), pp.46~62 (2003)
  66. Thibaut, J. W., "The Social Psychology of Groups" (1959), John Wiley and Sone, Inc
  67. Tsai, W., "Social Capital and Value Creation : The Role of Intrafirm Networks", Academy of Management Journal, 41(4), pp.464~476 (1998)
  68. Von Hippel, E., "Sticky Information and the locus of Problem Solving : Implications for Innovation", Management Science, 40(4), pp.429~439 (1994)
  69. Von Hippel, E., "Economies of Product Development by Users : The Impact of ‘Sticky’ Local Information", Management Science, 44(5), pp.629~644 (1998)
  70. Wathne, K. H., "Opportunism in Interfirm Relationships : Forms, Outcomes, and Solutions", Journal of Marketing, 64(4), pp.36~51 (2000)
  71. Williamson, O. E., "Markets and Hiearchies :Analysis and Antitrust Implications" (1975), The Free Press
  72. Williamson, O. E., "The Economic Institutions of Capitalism" (1985), Free Press

관련 논문AI추천

중소기업과 대기업 간의 거래특성이 협력활동 및 협력성과에 미치는 영향성창수, 이경희, 이세욱한국창업학회 · 한국창업학회지2018 · 제13권 제3호대기업과 중소기업의 상생협력을 위한 관계마케팅신재익, 정경효한국창업학회 · 한국창업학회지2021 · 제16권 제6호중소 공급자의 역량요인이 구매기업의 의존 및 거래유지의지에 미치는 영향문준연한국상품학회 · 상품학연구2014 · 제32권 제2호기업간 관계학습촉진을 통한 관계성과전략: 벤처기업과 대기업을 중심으로권기대, 김종우, 이상환한국경제통상학회 · 경제연구2006 · 제24권 제3호상생협력, 핵심역량 강화가 관계자본과 중소기업 성과에 미치는 영향 연구김주일, 한상용한국인적자원관리학회 · 인적자원관리연구2018 · 제25권 제3호관계혜택과 관계비용이 장기지향성과 협력에 미치는 영향 -제품공급업체를 중심으로-김상현, 류종우한국전략마케팅학회 · 마케팅논집(Journal of Marketing Studies)2010 · 제18권 제4호

이 간행물의 다른 논문 (8건)

일-가정 갈등 및 향상 요인의 효과성과 긍정심리자본의 조절 역할박상언, 이혜진pp. 1-22시장성과가 경영자교체에 미치는 영향신범철, 신지숙, 이해영pp. 43-63혼합 전략(Hybrid Strategy)은 효과적인가?임성준, 박종경pp. 65-86직무요구 및 직무통제가 일-가정 갈등, 직무탈진 및 이직의도에 미치는 영향심덕섭, 양동민pp. 87-108고성과자와 저성과자의 이직의도: 전반적 조직공정성 지각의 역할권기욱pp. 109-129
원문 보기