자동차 대리점 영업사원의 기회주의에 대한 통제메커니즘 연구 = A Study of the Control Mechanism on the Salesperson’s Opportunism: Focused on Automobile Distribution Channel

다국어 초록 (Multilingual Abstract)

This study is conducted to examine the effects of control mechanism on the salesperson’s opportunism in the Korean Automobile distribution channel. The control mechanism is divided into three components respectivelyoutcome control, behavior control and clan control, and opportunism is composed with two different types- active opportunism and passive opportunism. For dependent variable of this study, coordination is analyzed.
The purpose of this study is to examine how different effect of the three control mechanism of the two opportunism. And finally the effect of two opportunism on the coordination is figured out.
For the purpose of the empirical testing, we managed to obtain the list of dealer channel from 16 regional headquarters of Hyundai motor company and 13 regional headquarters of Kia motor company. We were able to collect total 314 data.
The analysis utilizing structural equation model indicated that outcome control has positive influence on active opportunism, and behavior control has negative influence on active opportunism and passive opportunism both. Clan control has negative influence on active opportunism. Only passive opportunism has negative influence coordination.

국문 초록 (Abstract)

조직구성원에 대한 감시, 감독, 평가, 보상절차 등을 의미하는 통제메커니즘에 대한 연구들은 전통적으로 다루어져 왔던 두 가지 공식적 통제메커니즘, 즉 결과통제와 행동통제뿐만 아니라 최근에는 비공식 통제메커니즘으로서 클랜통제에 대한 관심도 높아지고 있다. 이러한 메커니즘에 대한 다양한 연구가 이루어져 왔지만, 자동차 유통채널에서 통제 메커니즘이 어떻게 성과로 연결되는지에 대한 연구는 매우 부족한 실정이다. 이에 본연구는 국내 자동차 유통채널 중 대리점의 영업직원에 대한 적절한 통제가 직원들의 적극적·소극적 기회주의를 감소시킴으로서 조직의 성과를 높이는 메커니즘을 검증해 보고자 한다.
실증분석을 위해 국내 최대 자동차 메이커인 현대자동차와 기아자동차의 대리점 점장을 대상으로 연구를 진행한 결과, 결과통제는 적극적 기회주의를 증대시킨 반면, 행동통제는 적극적 기회주의와 소극적 기회주의 모두를 감소시켰고, 클랜통제는 적극적 기회주의만을 감소시킨 것으로 나타났다. 그리고 대리점의 경우에는 소극적 기회주의만이 협력에 부정적인 영향을 미치는 것으로 나타났다.

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