연세대학교 경영연구소

Daesik Hur, 김효진,안경선.  고객기업의 힘이 공급기업의 고객기업 통합활동과 운영성과 향상에 미치는 영향  한국경영과학회지  40  : 1~21

발표년도: 2015  |  분야: ODI

Customer firms exercise various sources of power to influence their suppliers’ behaviors or decisions. In this study we aim to examine the effects of customers’ sources of power on their supplier’s performance improvement. This study posits that a customer’s expert, referent, and reward power positively influence a supplier’s performance directly as well as indirectly through increased supplier-customer integration. On the contrary, the customer’s coercive power is expected to worsen the supplier’s operational performance because of increasing distrust, dissatisfaction, and conflict with the customer. Data collected from 1,229 firms from Korea, China, Hong Kong, Taiwan, and the U.S. are used to test the hypotheses. Expert power proves to be the most effective source of customer power in improving a supplier’s inventory cost, delivery, and flexibility performance. In contrast, coercive power deteriorates significantly all supplier performance variables. Academic and managerial implications are presented and future research directions are also discussed.

목록

  이전글 Choi, Jeonghye, 정예림,조우용,김민경.  모바일 VOD 콘텐츠 구매 요인에 관한 실증 연구  지식경영연구

  다음글 Lee, Kyung Tae, 유정민,박주형.  자본시장법 도입 전·후 내부자거래 정보 공시 반응의 차이  회계ㆍ세무와 감사 연구