메뉴 건너뛰기
.. 내서재 .. 알림
소속 기관/학교 인증
인증하면 논문, 학술자료 등을  무료로 열람할 수 있어요.
한국대학교, 누리자동차, 시립도서관 등 나의 기관을 확인해보세요
(국내 대학 90% 이상 구독 중)
로그인 회원가입 고객센터 ENG
주제분류

추천
검색

논문 기본 정보

자료유형
학술저널
저자정보
저널정보
한국무역연구원 무역연구 무역연구 제11권 제4호
발행연도
2015.1
수록면
441 - 460 (20page)

이용수

표지
📌
연구주제
📖
연구배경
🔬
연구방법
🏆
연구결과
AI에게 요청하기
추천
검색

초록· 키워드

오류제보하기
The purpose of this study was to examine the impact of the uncertainty of competitive environments on the relationship of manufacturing companies with distribution companies, their influence strategies and marketing channel performance in Korea, the United States and Japan. This paper empirically investigated the variables based on data from manufacturers in Korea. The U.S., and Japan. Also, the proposed model was proven by the structural equation model with the data gathered from 105 manufacturers in Korea, 103 in U.S., and 89 in Japan. The findings were as follows. Hypothesis 1 is the higher the competitive uncertainty is, the more coercive influence strategies will be used. It was rejected in Korea and was acceptedin the United States and Japan. Hypothesis 2 is the higher the competitive uncertainty is, the more non-coercive influence strategies will be used. It was accepted in Korea and Japan yet not in the United States. Hypothesis 3 is the higher the competitive uncertainty is, the lower relationship satisfaction will be. It was rejected in all the nations. Hypothesis 4 is the more coercive influence strategies are used, the lower relationship satisfaction will be. It was accepted in Korea and was rejected in the United States and in Japan. Hypothesis 5 is the more non-coercive influence strategies are used, the higher relationship satisfaction will be. It was accepted in every nation as well. In the future, influence strategies and marketing channel performance of manufacturing and distribution companies should be investigated from a mutual perspective, and additional data in Korea, the United States and Japan should be obtained by selecting more subjects. As for environment uncertainty, uncertainty in the competitive environment as well as the various dimensions of the marketing channel environment must be equally investigated using comparative analysis. Furthermore, six concepts about influence strategies, namely, promise, threat, legalistic plea, information exchange, recommendation, and request, should each be investigated in order to establish effective influence strategies in the future. In case coercive influence strategies are effective, it should be established which forms are effective, i.e. a promise, a threat, or legalistic plea among others. Likewise, in case that a non-coercive influence strategy is effective, it should be investigated which form is effective, whether it is information exchange, recommendation, requests and the like.

목차

등록된 정보가 없습니다.

참고문헌 (27)

참고문헌 신청

함께 읽어보면 좋을 논문

논문 유사도에 따라 DBpia 가 추천하는 논문입니다. 함께 보면 좋을 연관 논문을 확인해보세요!

이 논문의 저자 정보

최근 본 자료

전체보기

댓글(0)

0