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대기업과 중소기업 사이 성과공유제 성공요인 분석

A Study on the Success Factors for Benefit Sharing System Between Large and Small to Medium Enterprises

윤병섭|장지인|김기학
한국중소기업학회|2010.06|중소기업연구|제32권 제2호|pp. 83-113

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참고문헌

키워드

TrustRelationship상생협력Success Factors관계지속성성과공유제대기업과 중소기업전략적 방향의 일치Benefit Sharing SystemBetween Large And Small To Medium Enterprises
주제분류경영학

초록

본 연구의 목적은 대기업과 중소기업 사이 성과공유제 성공요인을 분석하는데 있다. 성과공유제에 참여하고 있는 중소기업의 담당자를 대상으로 설문을 조사하여 대기업과 중소기업 사이 성과공유제의 성공요인을 발견한다. 2008년 4월 1일부터 6월 20일까지 성과공유제에 참여하고 있는 1,237개 업체를 선정하여 e-mail과 우편으로 설문지를 발송하고 이를 회수하여 최종표본 151개를 분석하였다. 수집된 자료는 SAS를 통한 AMOS로 분석하였다. 측정문항의 신뢰성과 타당성 분석, 탐색적 요인분석 및 확인적 요인분석, 상관분석, 경로모형에 대한 효과 추정, 경로분석 등으로 가설을 검증하였다. 분석결과는 다음과 같다. 첫째, 대․중소기업 사이 전략적 방향의 일치가 기업의 관계지속성에 긍정적 영향을 미침을 발견하였다. 둘째, 대․중소기업 협력에서 매개변수인 기업의 관계지속성이 성과공유에 긍정적 영향을 미침을 발견하였다. 결론적으로 대․중소기업 사이 전략적 방향의 일치가 기업의 관계지속성에 긍정적 영향을 미치고, 대․중소기업 협력에서 매개변수인 기업의 관계지속성이 성과공유에 긍정적 영향을 미치고 있음을 발견하였다. 즉, 전략적 방향의 일치-관계지속성-성과공유의 경로를 거치는 모형을 발견하였다.

Abstract

This study aims to analyze the success factors for benefit sharing system between large and small to medium sized companies that participate in Benefit Sharing System with large company customers. 1,237 small & medium sized companies which were recognized to participated in Benefit Sharing System with large companies from April 1, 2008 to June 20, 2008 were selected, and the survey questionnaires were sent to them via email and mail. Out of 11 total returned questionnaires, 151 were used in analysis and the results are as follows:First, it turned out that the conformity of the strategic aim of large and small to medium sized companies had positive effect on the reliance between partners, which indicates that the relation between large and small to medium sized companies' win-win cooperation is important strategically for the both partners, and that it has positive effect on the competitive status. The better the conformity of the strategic aim is, the more common interests the partners may share. Further, the mutual expectation on the achievement from the win-win cooperation increases while uncertainty of the relation between companies goes down. Second, it turned out that the conformity of the strategic aim between large and small to medium sized companies had positive effect on the relation consistency, which indicates the following two aspects: ① A win-win cooperation enhances the possibilities of success when the company is superior to the other company. ② With relation consistency between companies, expenses for information searching are reduced. In addition, when the two companies have the same strategic aim and relation consistency, they share the goal, the expenses for information searching are reduced, and thus efficiency is enhanced accordingly. Thus, efforts should be put forth to maintain the continuity of inter-company relationship, reduce the expenses for information searching, and increase efficiency. Third, as a result of analyzing the positive effect of corporate culture on trust between partners when it comes to large and small to medium sized companies' win-win cooperation, it turned out that there was no significance. This is because the extent of trust is different depending on the corporate culture, and the social structure and rules, which are the basis for trust, are different. Thus, for the relationship involving trust based on knowledge to be hanged to that based on belonging, the cultural background that fosters the same belonging as well as the special relation between organizations with different corporate culture are necessary. Fourth, as a result of analyzing whether corporate culture had positive effect on relation consistency when it comes to large and small to medium sized companies' win-win cooperation, it turned out that it had no significance. This indicates that the corporate culture in Korea has yet to be developed to the point of sharing and accepting the other's different cultures. Thus, the corporate culture of win-win cooperation is necessary so that companies admit the difference of cultures, the values of each other and the spirit of businessmen could be accepted as social values, and the added values created from newly generated knowledge could be evenly distributed. Fifth, as a result of analyzing the positive effect of immersion of the corporate members on trust in the other partner when it comes to large and small to medium sized companies' win-win cooperation, it turned out that it had significance. This indicates that members of the organization have a sense of oneness regarding the goals and expectations of the organization or the partner. In other words, As companies with positive possibilities for immersion between companies and with appreciation, trust, and willingness to share the values with the other company are participate in Benefit Sharing System, the win-win cooperation partnership can be realized based on active investment, study, and dynamic energy of the company even though the level of technology of the other company is relatively low. Sixth, as a result of analyzing the positive effect of immersion of corporate members on the company's relation consistency when it comes to large and small to medium sized companies' win-win cooperation, it turned out that it had no significance. This indicates that the expectation of sharing the achievement through win-win cooperation and a bond of sympathy have yet to be formed between large and small to medium sized companies. The difference in awareness of win-win cooperation between large and small to medium sized companies hinders the consistent relation, and thus ways of maintaining relation consistency through voluntary immersion, rather than through agreements or contracts such as agreement items and achievement sharing ratio should be sought. Seventh, as a result of analyzing the positive effect of trust in the partner on the relation consistency when it comes to large and small to medium sized companies' win-win cooperation, it turned out that it had no significance. This indicates that large size companies tend to maintain existing practices, which is called 'inertia.' Thus, large size companies should take the lead of small to medium sized companies in changing the existing relation, and induce the formation of open win-win cooperation cultures even though it involves more expenses for multi-chances in transactions. Eighth, as a result of analyzing the positive effect of trust in the partner on the achievement when it comes to large and small to medium sized companies' win-win cooperation, it turned out that it had no significance. This indicates that trust between large and small to medium sized companies has not been developed enough. To share the achievements between companies, benefit sharing system cannot succeed if they regard the relation as a means to take advantage of the other. The company might consider the opportunism in the relation as a superior strategy, but the other party could think the same way, which will lead to the worst result, The findings of this study indicate that establishing Benefit Sharing System only based on the short-term investigation of achievements cannot lead to success. Ninth, as a result of analyzing the positive effect of relation consistency of the company on the achievement when it comes to large and small to medium sized companies' win-win cooperation, it turned out that it had significance. relation consistency turned out to have direct and significant effects on achievements in win-win cooperation between large and small to medium sized companies. relation consistency in win-win cooperation depends on the extent of the profits created by the cooperation, and more various resources and information could be utilized when the relation is opened than when it is closed and dependent. Benefit Sharing System could be successfully established when consistent win-win cooperation as well as such a relationship with business partners proceeds step-by-step. The findings of this study indicate that long-term, repeated partnership is necessary to improve a low level of trust and to gain mutual benefits. The findings above show the positive effects of the consistency of the strategic aim between large and small to medium sized companies on corporate relation consistency and how relation consistency in cooperation between large and small to medium sized companies results in positive effects on achievement sharing. Important factors for the success of Benefit Sharing System between large and small to medium sized companies include sharing the values and goals with the large company and deciding a company with the same strategic aim. Foreign cases also support this conclusion. Benefit Sharing System should be developed in direction of administration of sharing and innovation. This study is of significance even though it is an empirical study whose subject is companies that started adopting Benefit Sharing System since it brings out the point that only short-term cooperation cannot result in achievement sharing, and that long-term sharing of goals and cooperation with a partner with the same pursuit of values can bring in mutual benefits in win-win cooperation, which makes Benefit Sharing System effective. In addition, for the success of Benefit Sharing System between large and small to medium sized companies, approaches in terms of corporate 'eco-system' should be explored. Agreements or tie-ups only for short-term achievements, which have been common so far, should be changed since the findings of this study show that the consistency of the strategic aim has positive effect on achievement sharing and trust in the partner. As knowledge and information is not shared or distributed sufficiently in Korea, the disparity between large companies and small to medium sized companies gets more serious. The findings of this study indicate that in implementing Benefit Sharing System between large and small to medium sized companies, short-term achievement-sharing models based on the necessity of technology and marketing should be avoided, and rather relation consistency between large companies and small to medium sized companies should be strengthened. From the perspective of large companies, short-term profit centered cooperation cannot gain the superiority in the competitive environment of coevolution. In fact, the key element of win-win cooperation is to establish the corporate environment where companies advance together, and to enhance the strength of small to medium sized companies. This type of policy is very appropriate since dynamic growth of small to medium sized companies is a necessity in large companies' securing competitiveness. From the perspective of small to medium sized companies, they can secure a safe device for consistent technological innovation and service improvement in a certain strategic area. It is of great importance to secure stability with specialty and sincerity in transaction and pursue synergy of coexistence. As for trust in partnership and the variables of immersion, there has yet to be sufficient trust between large companies and small to medium sized companies. In other words, there remains a relation of the powerful and the weak between large companies and small to medium sized companies. To change such a relation as soon as possible, formation of long-term, and repeated relation should be sought in consideration of the fact that relation consistency and consistency of strategic aim have positive effects on trust in partnership. This study indicates that as long as they maintain the same strategic aim, large-sized companies, without moral slackening, will seek to improve the competitiveness of small & medium sized companies as part of their supply network.

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