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중소기업의 대기업과의 협력이 기업성과에 미치는 영향: 기업가정신과 시장지향성의 조절효과를 중심으로

A Study on the Effects of Collaboration with Large Enterprises of SMEs give to Company Performance: Focusing on Moderating Effect of Entrepreneurship and Market Orientation

김지연|김영수
한국기업경영학회 (Korean Corporation Management Association)|2013.04|기업경영연구 (Korean Corporation Management Review)|제20권 제2호|pp. 169-190

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참고문헌

키워드

협력PerformanceMarket OrientationCollaboration기업가정신Entrepreneurship기업성과시장지향성협력이론Collaboration Theory
주제분류경영학

초록

대기업 중심의 산업구조는 대․중소기업 간 힘의 불균형과 양극화를 심화시켰고, 외환위기 이후 글로벌 경쟁 가속화 등 급변하는 경제 환경도 중소기업의 중장기적 성장 동력 강화에 장애물이 되어 왔다. 이러한 문제를 극복하고 중소기업의 경쟁력을 강화할 수 있는 방안으로 대기업과의 협력이 중요시되고 있다. 협력과 관련된 대다수의 연구에서는 통합 개념화와 통합 구성요소에 중점을 두었다면, 본 연구에서는 협력의 하부 요인으로 파트너십 속성과 커뮤니케이션 행동 기반의 변수들을 중심으로 기업성과에 미치는 영향 및 중소기업가의 기업가정신과 시장지향성의 따라 협력이 기업성과에 미치는 영향에 어떠한 차이가 있는가를 분석하였다. 오늘날과 같이 역동적이고 불확실성이 증가되는 경영환경에서 협력, 기업가정신과 시장지향성의 연계는 강조되고 있지만 그와 관련된 연구는 극히 제한적이다. 본 연구를 위해 국내 대기업통신사와 협력경험이 있는 471개사의 중소기업을 대상으로 실증연구를 실시한 결과 첫째, 기업 간 협력의 성공여부를 형성․촉진 하는 요인 중 몰입, 정보공유, 인센티브 연계와 공동 지식 창출이 기업성과에 정(+)의 영향을 미치는 것으로 분석되었다. 둘째, 기업가의 기업가정신과 시장지향성에 따라 협력이 기업성과로 연결되는 경로에서 통계적으로 유의미한 차이가 있음이 검증되었다. 이는 협력과정에서의 기업가정신과 시장지향성에 따라 기업성과가 다르게 나타날 수 있다는 시사점을 제공한다. 실증분석 결과를 통해 기업 간 협력의 중요성 및 기업가정신과 시장지향성이 필요성을 강조함과 동시에 연구의 시사점과 향후 연구방향을 제시하였다.

Abstract

The industrial structure based on large enterprises has been a barrier for imbalance of power between large and small and medium enterprise, serious polarization and strengthening of medium and long-term growth for small and medium enterprises. The plan to overcome this polarization problem and strengthen competitiveness is the collaboration between large and small and medium enterprises. In this research, for 471 small and medium contractors of large communication firms in domestic, it has studied the collaboration between large and small and medium enterprises influencing the company performance of small and medium enterprises, entrepreneurship of small and medium enterprisers and the moderating effect of market orientation. The analysis result has shown that commitment, information sharing, incentive alignment and joint knowledge creation has influenced positively to the company performances. As the result of several preceding researches, commitment has influenced positively to the company performance. Especially, factors based on collaborative behavior such as information sharing, incentive connection and joint knowledge creation has proved that it is the factor influencing to the company performance. Based on the relational view and resource-based view, it can produce mutual profit based on the mutual value production process through collaboration activities and form market information and knowledge as well as pure transaction. This suggests that it can concentrate on the collaborative activity through the expectation that mutual profit occurs from shared resources and information. In the perspective of Transaction Cost Economics, trust has reduced uncertainty in the partnership relationship improving the operational performance. Until now, through formation of vertical relationship, abuse of superior status and others, the relationship between large and small and medium enterprise can occur opportunism factor and asymmetry information. Cost to receive information will continue to product cost increase, product competitiveness decrease and conflict between corporations. Therefore, formation of trust through vertical relationship formation is required and it should share profit and risk through the setting up of system that can commit mutually, introducing the fair result system distributing profit and others. It should have the premise of fast and accurate information network strengthening, new product development through joint knowledge exchange and production, new market development and others. Based on this, set up of collaborative and equal relationship is required. This research escapes from the limit for relationship between collaboration with corporations and company performance, which existing researches are presenting and studied the relationship of entrepreneurship and market orientation. Following the entrepreneurship of enterprisers and market orientation, it has been verified that there is a meaningful difference in the course connecting collaboration and company performance. This suggests that it can improve the company performance following entrepreneurship and market orientation. Therefore, it can expand new product development, new market entry and market share following the collaboration with large enterprises improving the company performance. Also, it will require a market oriented attitude producing, spreading and effectively confronting information for customers and market through the progressive spirit receiving opportunity, constant innovation, contactor objective, collaborative entrepreneurship including risk acceptance and through relationship between corporations.

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