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파트너십 특성에 따른 관계적 행동의 효과에 관한 연구

A Study on the Effectiveness of Relational Behavior by Partnership Characteristics

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한국상품학회 (Korean Academy Of Commodity Science & Technology)|2019.04|상품학연구 (Journal of Product Research)|제37권 제2호|pp. 59-67|DOI 10.36345/kacst.2019.37.2.007

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키워드

협력cooperationflexibility유연성dependence의존도관계적 행동행동불확실성relational behaviorbehavioral uncertainty
주제분류경영학

초록

현대 사회의 기업 활동은 하나의 기업이 온전히 수행할 수 없어, 제품이나 서비스와 같은 상품을 생산하여 소비자에게 전달하기 까지 수많은 파트너 기업과의 관계를 형성하게 된다. 따라서 기업 간 관계 관리의 유지와 관리는 성공적인 경영성과를 내기 위한 중요한 요인이 된다. 따라서 본 연구는 협력이나 유연성과 같은 관계적 행동이 거래성과에 미치는 영향을 밝히고, 거래 의존도와 행동불확실성이라는 파트너십 특성에 따라 그 효과가 어떻게 달라지는지를 비교하는 데에 목적을 두고 있다. 연구 결과 관계행동 중 협력은 기업의 재무적 성과에 긍정적 영향을 주는 반면, 유연성은 유의한 영향력을 보이지 못하였다. 또한 거래 의존도가 클수록, 행동불확실성이 심할수록 협력의 효과는 약화되는 것으로 밝혀졌다. 반면 유연성에 대한 조절효과는 검증되지 못하였다. 이러한 연구결과를 토대로 본 연구는 국내 기업데이터를 활용해 관계적 행동이 거래성과에 미치는 영향을 실증하였다는 데에 의미가 있으며, 특히 협력의 성과에 대한 직접적인 효과와 함께 거래 의존도나 행동불확실성으로 인한 조절효과를 밝혔다는 데에 학문적 의의가 있다. 그리고 기업 실무자들로 하여금 협력적 행위를 증진시키는 것의 중요성을 확인시키고, 유연성을 확보하기 위해 시간과 인적자원, 비용을 투자하는 데에는 보수적인 관점을 갖도록 한다는 실무적 의의가 있다.

Abstract

The purpose of this study is to investigate the effect of relational behaviors such as cooperation and flexibility on transaction performance and to verify the moderate effects of dependence and behavioral uncertainty as partnership characteristics. As a result of the study, cooperation in relationship behavior has a positive effect on firm 's financial performance, but flexibility has not significant influence. Also, it was found that the greater the transaction dependency, the greater the uncertainty of action, the weaker the positive effect of cooperation on financial performance. On the other hand, the moderate effect on flexibility was not verified. Based on the results of this study, it is meaningful that this study demonstrates the effect of relational behavior on transaction performance using domestic manufacturer SMEs data. In particular, there is an academic implications that it shows a direct effect on the performance of cooperation and investigate the moderating effect of partnership characteristics. In practical view point, this study meaningful because it provide proof of the importance of promoting collaborative behavior. And it suggest that the firm should have a conservative perspective on investing time, human resources and costs to ensure flexibility.

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