공급업체의 네트워크가 제조업체에 대한 고객지향성에 미치는 영향

국문 초록 (Abstract)

많은 기업들이 다양한 형태의 협력적 네트워크를 통해 시장과 고객의 요구에 대응하고 있음에도 불구하고, 기존의 유통연구들은 주로 구매자와 판매자라는 이원적인 관계에 국한시킴으로써 기업간 네트워크의 영향력을 충분히 규명하지 못했다는 한계점을 안고 있다. 본 연구는 특정 공급업체가 다른 기업들과 네트워크를 형성함으로써 얻는 혜택으로 정보의 획득, 유형자원에의 접근성, 네트워크 구성기업으로부터의 협력적 지원을 제시하고 이러한 혜택이 고객사인 제조업체를 위한 고객지향성에 어떠한 영향을 미치는지 규명하였다. 더불어 이러한 혜택에 영향을 미치는 선행변수로 네트워크의 밀도와 중심성을 제시하였다. 가설을 검증하기 위해 본 연구에서는 제시된 기준을 충족하는 네트워크에 속한 123개의 기업을 대상으로 자료를 수집 및 분석하였다. 분석결과 정보의 획득, 유형자원에의 접근성, 협력적 지원은 고객지향성에 유의한 영향을 미치는 것으로 나타났다. 네트워크의 밀도는 정보의 획득, 유형자원에의 접근성, 협력적 지원에 모두 유의한 영향을 미치는 반면, 네트워크 중심성의 영향력은 모두 기각되는 것으로 나타났다. 끝으로 이러한 결과의 이론적, 실무적 시사점이 논의되고 연구의 한계점과 미래의 연구방향이 제시되었다.

다국어 초록 (Multilingual Abstract)

In business-to-business setting, dyadic relationships between firms are of paramount interest. Recent developments in business practice strongly suggest that to understand these business relationships, greater attention must be directed to the embedded context within which dyadic business relationships take place. As a result, it is important to develop an understanding which is to move from dyadic business relationship to business networks. The purpose of the current study is (1) to identify types of network benefits: information acquisition, access to tangible resources, cooperative support from network members, (2) to model network benefit effects on a customer orientation for customer firm, (3) to examine the relationship between network characteristics and network benefits.
Adopting resource-based view and social capital theory, the conceptual model is proposed. In order to develop and test a model, this paper was empirically to examine how network characteristics can reinforce network benefits leading to focal firm's customer orientation using 123 firms. Through structural equation modeling, this research found that (1) density influences information acquisition, access to tangible resources, cooperative support from network members, (2) centrality increases information acquisition, access to tangible resources. We also find that information acquisition, access to tangible resources, cooperative support from network members enhances focal firm's customer orientation. Finally, We discuss several theoretical and practical implications, and suggest limitations for the research and future research issue.

목차 (Table of Contents)

• Ⅰ. 서론
• Ⅱ. 이론적 배경 및 가설개발
• Ⅲ. 연구방법
• Ⅳ. 분석결과
• Ⅴ. 결론
• 참고문헌
• Abstract

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