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제조업체와 수출업체간 특성인식이 장기거래지향성에 미치는 영향: 관계품질과 의존성의 매개역할

Effects of Interorganizational Characteristics in Exporter- Manufacturer Relationship on Long-Term Orientation: Mediating Role of Relationship Quality and Dependence

김동복|윤만희
한국산업경영학회 (Korean Association Of Industrial Business Administrarion)|2010.11|경영연구 (Journal of Business Research)|제25권 제4호|pp. 89-128|DOI 10.22903/jbr.2010.25.4.89

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참고문헌

키워드

공정성전문성의존성유사성SimilarityJusticeExpertise관계품질Relationship Quality장기거래지향성Long-Term OrientationReputation평판Dependence기업간 거래관계B2B Relationship
주제분류경영학

초록

본 연구에서는 기업간 장기거래지향성 결정에서의 관계품질, 의존성, 기업간 특성인식의 역할을 검토하였다. 기업간 인식하는 주요 특성요인으로 상대업체 경영자의 대인적 특성(유사성, 전문성), 거래관련 특성(분배공정성, 절차공정성, 거래특유투자), 업계에서의 위상(평판)등을 제시하고, 이들 특성들이 관계품질과 의존성, 나아가 장기거래지향성에 대해 어떤 영향을 미치는지를 로칼섬유수출업체-섬유염색업체 상황에서 실증적으로 분석하였다. 실증분석 결과, 본 연구의 제안모델은 수출업체와 제조업체 집단 모두에 걸쳐 만족스러운 자료적합도를 보여 주었다. 예상대로 관계품질과 의존성 모두 장기거래지향성에 대하여 유의한 영향을 미치고 있어, 정서적 판단뿐 아니라 기업간 구조적 의존 또한 장기거래에 대한 열망에 중요한 역할을 하고 있음을 확인할 수 있었다. 전체적으로, 거래관련 특성 대부분은 관계품질 변수와 의존성에 대해서는 직접적인 영향을, 그리고 장기거래지향성에 대해서는 관계품질과 의존성을 매개로 영향을 미치고 있음을 발견하였다. 대인적 특성과 관련하여, 수출업체의 경우 제조업체 경영자에 대한 유사성 인식은 관계품질에 강력한 영향을 미치는 것으로 나타났다. 그리고 제조업체가 인식하는 수출업체의 업계 평판은 관계품질과 의존성 모두에 유의한 영향을 미치고 있는 것으로 나타났다.

Abstract

This paper attempts to examine major factors that drive long-term orientation in business-to-business transactions. Three major factors, including managers' interpersonal factors(similarity, expertise), transaction factors(distributive justice, procedural justice, and transaction-specific investment), and market status(reputation in industry) were proposed to affect both relationship quality and dependence, which in turn affect long-term orientation. Both attitudinal dimension(like relationship quality) and structural dimension(dependence) were expected to influence long-term orientation toward transactional relationship. In the empirical study involving both textile-dyeing firms and their trading local exporters, structural equation modeling presented a well-fit evidence that long-term orientation are strongly influenced by both relationship quality and dependence to which the proposed characteristics have linkage. Coupled with some influence that structural dimension has on long-term orientation, this study suggests that the desire to remain in long-term business relationship is influenced more by affective motivation like relationship quality. Specifically, it was found that most transaction characteristics such as distributive justice, procedural justice, and transaction-specific assets, which manufacturers(exporters) perceive, have direct effect on their relationship quality with and dependence to exporters(manufacturers), and indirectly impact on their long-term orientation. Interpersonal factors(such as similarity, expertise) were found less significant than expected in our study setting.

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