The Effect of Mutual Trust on Relational Performance in Supplier-Buyer Relationships for Business Services Transactions

노전표 한국마케팅과학회 2009 마케팅과학연구 Vol.19 No.4

Trust has been studied extensively in psychology, economics, and sociology, and its importance has been emphasized not only in marketing, but also in business disciplines in general. Unlike past relationships between suppliers and buyers, which take considerable advantage of private networks and may involve unethical business practices, partnerships between suppliers and buyers are at the core of success for industrial marketing amid intense global competition in the 21st century. A high level of mutual cooperation occurs through an exchange relationship based on trust, which brings long-term benefits, competitive enhancements, and transaction cost reductions, among other benefits, for both buyers and suppliers. In spite of the important role of trust, existing studies in buy-supply situations overlook the role of trust and do not systematically analyze the effect of trust on relational performance. Consequently, an in-depth study that determines the relation of trust to the relational performance between buyers and suppliers of business services is absolutely needed. Business services in this study, which include those supporting the manufacturing industry, are drawing attention as the economic growth engine for the next generation. The Korean government has selected business services as a strategic area for the development of manufacturing sectors. Since the demands for opening business services markets are becoming fiercer, the competitiveness of the business service industry must be promoted now more than ever. The purpose of this study is to investigate the effect of the mutual trust between buyers and suppliers on relational performance. Specifically, this study proposed a theoretical model of trust-relational performance in the transactions of business services and empirically tested the hypotheses delineated from the framework. The study suggests strategic implications based on research findings. Empirical data were collected via multiple methods, including via telephone, mail, and in-person interviews. Sample companies were knowledge-based companies supplying and purchasing business services in Korea. The present study collected data on a dyadic basis. Each pair of sample companies includes a buying company and its corresponding supplying company. Mutual trust was traced for each pair of companies. This study proposes a model of trust-relational performance of buying-supplying for business services. The model consists of trust and its antecedents and consequences. The trust of buyers is classified into trust toward the supplying company and trust toward salespersons. Viewing trust both at the individual level and the organizational level is based on the research of Doney and Cannon (1997). Normally, buyers are the subject of trust, but this study supposes that suppliers are the subjects. Hence, it uniquely focused on the bilateral perspective of perceived risk. In other words, suppliers, like buyers, are the subject of trust since transactions are normally bilateral. From this point of view, suppliers’ trust in buyers is as important as buyers’ trust in suppliers. The suppliers’ trust is influenced by the extent to which it trusts the buying companies and the buyers. This classification of trust using an individual level and an organization level is based on the suggestion of Doney and Cannon (1997). Trust affects the process of supplier selection, which works in a bilateral manner. Suppliers are actively involved in the supplier selection process, working very closely with buyers. In addition, the process is affected by the extent to which each party trusts its partners. The selection process consists of certain steps: recognition, information search, supplier selection, and performance evaluation. As a result of the process, both buyers and suppliers evaluate the performance and take corrective actions on the basis of such outcomes as tangible, intangible, and/or side effects. The measurement... Trust has been studied extensively in psychology, economics, and sociology, and its importance has been emphasized not only in marketing, but also in business disciplines in general. Unlike past relationships between suppliers and buyers, which take considerable advantage of private networks and may involve unethical business practices, partnerships between suppliers and buyers are at the core of success for industrial marketing amid intense global competition in the 21st century. A high level of mutual cooperation occurs through an exchange relationship based on trust, which brings long-term benefits, competitive enhancements, and transaction cost reductions, among other benefits, for both buyers and suppliers. In spite of the important role of trust, existing studies in buy-supply situations overlook the role of trust and do not systematically analyze the effect of trust on relational performance. Consequently, an in-depth study that determines the relation of trust to the relational performance between buyers and suppliers of business services is absolutely needed. Business services in this study, which include those supporting the manufacturing industry, are drawing attention as the economic growth engine for the next generation. The Korean government has selected business services as a strategic area for the development of manufacturing sectors. Since the demands for opening business services markets are becoming fiercer, the competitiveness of the business service industry must be promoted now more than ever. The purpose of this study is to investigate the effect of the mutual trust between buyers and suppliers on relational performance. Specifically, this study proposed a theoretical model of trust-relational performance in the transactions of business services and empirically tested the hypotheses delineated from the framework. The study suggests strategic implications based on research findings. Empirical data were collected via multiple methods, including via telephone, mail, and in-person interviews. Sample companies were knowledge-based companies supplying and purchasing business services in Korea. The present study collected data on a dyadic basis. Each pair of sample companies includes a buying company and its corresponding supplying company. Mutual trust was traced for each pair of companies. This study proposes a model of trust-relational performance of buying-supplying for business services. The model consists of trust and its antecedents and consequences. The trust of buyers is classified into trust toward the supplying company and trust toward salespersons. Viewing trust both at the individual level and the organizational level is based on the research of Doney and Cannon (1997). Normally, buyers are the subject of trust, but this study supposes that suppliers are the subjects. Hence, it uniquely focused on the bilateral perspective of perceived risk. In other words, suppliers, like buyers, are the subject of trust since transactions are normally bilateral. From this point of view, suppliers’ trust in buyers is as important as buyers’ trust in suppliers. The suppliers’ trust is influenced by the extent to which it trusts the buying companies and the buyers. This classification of trust using an individual level and an organization level is based on the suggestion of Doney and Cannon (1997). Trust affects the process of supplier selection, which works in a bilateral manner. Suppliers are actively involved in the supplier selection process, working very closely with buyers. In addition, the process is affected by the extent to which each party trusts its partners. The selection process consists of certain steps: recognition, information search, supplier selection, and performance evaluation. As a result of the process, both buyers and suppliers evaluate the performance and take corrective actions on the basis of such outcomes as tangible, intangible, and/or side effects. The measurement of trus...

스마트디바이스기반 상생형 패어런팅서비스 관련 비즈니스 모델 연구

김병완(Kim, Byung Wan),현은령(Hyun, Eun Ryung) 한국디지털디자인협의회 2013 (사)한국디지털디자인협의회 conference Vol.2013 No.4

Recently, as the prevalence of smart devises is rapidly spreading, the age of the Smart life is on its way. Many industrial companies are very interested in developing design technical skills, which help in spreading the contents provision through utilizing multidisciplinary approach. It is very significant task to create the core sector of contents’ distribution, which might be able to provide the space to collect dispersed contents within it. The development of this service produces the economic profit of small and medium-sized businesses of ability. Also, the research will try to propose one of the latest hot issues in Korea, childbirth encouragement welfare policy, applying Benefits Parenting Service Business Model. This service might be utilized for vulnerable members of society, including such as females, children, international marriage women immigrants, who effectively understand different cultural aspects through using this application service. Furthermore, the research is begun with the notion that design technical skill might become the tool to create the added value of futurity industry and to promote the public interests for building a welfare-state-realization. As the result, the researcher anticipates that this service contributes to the economic profit of related companies and national industry through constructing global markets. In addition to economic profit from diverse perspectives, the service might make a great contribution to policies in response to low fertility for country.

일본 중소기업 퇴직금공제제도 운영 사례와 정책적 시사점

류성경 ( Ryu Sung-kyung ),성주호 ( Sung Joo-ho ) 한국일본근대학회 2016 일본근대학연구 Vol.0 No.53

최근 정부는 중소기업에 근무하는 종업원의 노후소득보장 강화를 위해 현행 근로복지공단의 퇴직연금사업을 개편하여 저비용 자산운용서비스 등을 제공하는 「중소기업 퇴직연금기금제도」 도입을 추진하고 있다. 본 연구에서는 우선 1959년부터 퇴직연금기금제도를 시행하고 있는 일본의 중소기업 퇴직금공제제도의 운영 현황에 대해 살펴보았다. 그리고 이 제도의 운영 주체인 근로자퇴직금공제기구의 운영 체계 및 주요 특성등을 검토하고, 이를 토대로 우리나라 중소기업 퇴직연금기금제도 도입을 위한 정책적 시사점을 제시하였다. 결론적으로 영세사업장의 퇴직연금제도 유인이라는 제도 본연의 목적을 달성하기 위해서는, 일본의 사례에서 살펴본 바와 같이, 일정 성과가 달성되기 까지는 지속적인 재정지원이 이루어져야 한다. 이를 위한 정부의 재원확보 방안은 본 연구의 범위를 벗어나고 향후 연구과제로 두고자 한다. Recently, the Korea government has made a blue print for introducing 「Pooled Pension Fund for medium and micro business」, which is designed to provide a low management-fee based asset management service through reforming current retirement pension system of KCOMWEL(Korea Workers’ Compensation & Welfare Service), in particular to strengthen retirement income security of low-income employees. In this respect, we examined the managing mechanism and characteristics of the The Smaller Enterprise Retirement Allowance Mutual Aid (SERAMA) scheme in Japan, operating since 1959. Accordingly, we review the functions and roles of its Administrative Agency and then drive out some implications applicable to Korea. As in Japan, in order to make the new pension plan popular and attractive to medium and micro business in Korea, a consistent financial supports are conclusively required. Due to the limits of time and space, we would like to leave how to raise the supporting fund in view of government as the future development.

신협공제에 대한 현행 감독규제의 문제점과 그 개선방안에 대한 연구

박세민(Se-Min Park) 한국기업법학회 2010 企業法硏究 Vol.24 No.3

The membership of the Credit Unions Mutual Benefit is not restricted to its partners. Instead, it is expanded to the ordinary people. In addition, the Credit Unions Mutual Benefit is nation-widely selling the mutual benefit product which is very similar to the general insurance product by the private insurance company. However, the Insurance Business Act, which is crucial for supervisory and control of insurance business, cannot be applied to the Credit Unions Mutual Benefit, because the Credit Unions Act which deals with Credit Unions Mutual Benefit stipulates the exemption of application of Insurance Business Act. As a result, the Financial Supervisory Commission and the Financial Supervisory Services do not have the rights to supervise and control the management and administration of Credit Unions Mutual Benefit such as the regulation of enrollment. public notification of product, level of soundness of finance and the protection of the insured. Under this situation, the position of consumer of Credit Unions Mutual Benefit is relatively weak and vulnerable. compared to the consumer of private insurance company. In addition, the Mutual Benefit Association who enjoys unfairly predominating position compared to the private insurance companies is rapidly increasing its market share in insurance business market. These problems were deeply discussed during the negotiation for Korea-U.S.A FTA. Agreement. For the fair competition in the market, the Insurance Business Act should be directly applied to the Credit Unions Mutual Benefit. This will make the Financial Supervisory Commission strictly supervise and control the Credit Unions Mutual Benefit. The Credit Unions Mutual Benefit should establishes its subsidiary companies to separate the life mutual benefit(life insurance) and general mutual benefit(general insurance) In addition, the separation between business of mutual benefit and business of credit should be made for the fair competition with the private insurance companies. The Insurance Business Act should be directly applied to these subsidiary companies.

국내 공제산업의 배당에 관한 탐색적 연구

김정주 ( Jeongju Kim ),김명규 ( Myungkyu Kim ) 한국손해사정학회 2020 손해사정연구 Vol.21 No.-

공제사업이란 일반적인 민영보험과 유사한 기능을 수행하면서도 일반적인 금융감독이 배제되고 있는 사업영역을 말하며, 공제사업을 수행하는 조직들을 공제사업조직이라고 부른다. 국내에서는 각 산업부문에 속한 공제사업조직들이 약 90여개에 이르며, 각 산업에 속한 사업자들을 조합원으로 하여 이들에게 보증·공제 등 금용서비스를 제공하는 중요한 금융인프라의 하나로 기능하고 있다. 그런데 이들은 체계적인 감독체계가 부재한 상태에서 내부 운영과 관련한 여러 가지 문제점을 가지고 있는 것으로 알려져 있는데 본 연구는 이들의 문제점들 중 하나인 이들의 배당을 연구소재로 하고 있다. 본 연구에서는 협동조합에서의 배당 문제에 관한 선행연구들의 내용과 최근에 진행되고 있는 IAIS의 공제사업조직들에 대한 규제 논의, 그리고 관련 실무자들에 대한 설문조사 결과를 토대로 이들의 배당방식에 대한 외부적 규율 강화의 필요성과 함께, 그에 대한 규제 개선 방향을 도출ㆍ제시하고 있다. The mutual service business, which is generally out of public financial regulation system, is usually called ‘quasi-insurance’ and organizations running that business are called mutual benefit service organizations. It is known that about 90 organizations are in business in Korea and they play as an important financial infrastructure by providing financial services such as guarantee and insurance to related business divisions. But lacking in systemic regulation governance, they are also known to have not a few internal operational problems. This study is focused on dividend policy that is one of the issues only a few researches have tried to deal with. In this study, issues on the limitation of current public legal regulation system on dividend policy for mutual service business are raised based upon discussions from previous studies in the field of cooperatives and recent discussion by the International Association of Insurance Supervisors (IAIS) about Mutual, Cooperatives and other Community-based Organizations (MCCOs) A survey results from experts in related business and policy sections are also presented to backup the relevance of the reasoning and give more concrete direction for regulation enhancement.

보험사업에 대한 보험업법 및 공정거래법의 규제와 법적 쟁점

맹수석 ( Soo Seok Maeng ) 한국보험학회 2009 保險學會誌 Vol.82 No.-