• 유통과학연구
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• 제14권9호
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• pp.15-24
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• 2016

Purpose - Key account management is a supplier company initiated relational approach that has received great attention from both academics and practitioners manifested in the business-to-business relationship literatures. However, there is widespread debate and contention on what should be the underlying theoretical base for defining this vital part of relationship marketing. With the insights from the social exchange theory, present paper explores how social exchange affects the dynamic nature of key account management relationship at the organizational level. Research design, data, and methodology - The paper follows a comprehensive review approach to examine the relationship between social exchange theory and key account management approach. Conceptual arguments and findings are assessed across studies with the main objective of showing how social exchange theory develops the governance mechanism in maintaining the key account relationship. Results - Since relational norm is considered as a glue for the maintenance of buyer-seller relationship in social exchange theory, factors develop the non-contractual governance mechanism 'relationship' in business-to-business relationship and this norm replaces or supplements more formal governance mechanisms such as contracts are explored. Conclusions - This paper advances central relational norm to manage the company's most important key customers and demonstrates how this norm can be developed in buyer-seller key account relationship. Implications from this new perspective are forwarded.

• 유통과학연구
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• 제14권9호
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• pp.31-45
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• 2016

Purpose - This study develops a simulation model that looks at the dynamics between social capital and business performance in strategic networks to understand their behaviors in relation to each other, and to suggest dynamic relationship strategies. Research design, data, and methodology - Based on existing literature, this study identifies the complex causal loop diagram on social capital and business performance in strategic networks, and converts them into a simulation model for observing how the changes in business environment and relationship dependency affect social capital and business performance. Results - The simulation results showed that, first, the formation in social capital and business performance of networks with low relationship dependency was less affected by the changes in business environment. Second, the formation in social capital and business performance of networks with high relationship dependency was negatively impacted by the changes in business environment. In other words, higher relationship dependency strengthened the impact of changes in business environment on business performance. Conclusions - Thus, this study confirmed that in strategic networks, the changes in business environment and the degree of relationship dependency dynamically affect business performance, and that relationship dependency mediates the degree in which changes in the business environment affect business performance. The results of the simulations were further verified through actual business cases.

• 가정과삶의질연구
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• 제17권1호
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• pp.87-102
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• 1999

The purpose of this study is to discuss Faimly Business. Family Business means a business that is owned and managed by one or more family members,. Family Business is defined as one in which at 51% of the business is owned by a single family and at least one and more family members are involved in the management activities in addition to which transfer of leadership to next generation family member is anticipated. This study is to examine a clear understanding of the relationship between family functioning and business viability in families who own and operate businesses. The Overall objectives of this study are first to introduce the Family Business in the Home Economics Consumer Studies and Family Resource Management field second to theoretically review definition of Family business and related concepts bivalent attributes of Family Business the dual relationship of the social and business functions in the Family Business the dual relationship of the social and business fun tions in the Family Business, Family Business is characterized by the dual relationship of two naturally separate functions; the social function(the family) and the business function(the family business). The family in it's social function satisfies different social and emotional needs. On the other hand the business function is result-oriented the decision -marking process and behavioral pattern must be based on an objective economic model in order for the family business to compete and survive It's important to handle the overlap between the social and the business functions of Family Business and offers some guidelines on how to address with the overlap problems This study is a useful instrument for researcher educators practitioners and policy makers.

• 동아시아경상학회지
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• 제2권3호
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• pp.33-42
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• 2014

The main purpose of this study intends to study the theoretical interconnection between human response capability and customer relationship management advantage while considering the essential role of service application of information technology as direct, indirect (mediating), and interactive (moderating) influences in the theory. Based on the study sample, the new findings help comprehend the overall interconnected relationship which includes the direct and indirect (mediating) effects of information technology service capability and human response capability as well as their interaction (moderation) on customer relationship management advantage. The new insights interprets the two capabilities (human and information technology) are vital to business because they are the foundation set of service resources significantly to enhance customer relationship management advantage.

• The Journal of Asian Finance, Economics and Business
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• 제7권8호
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• pp.533-542
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• 2020

This study estimates the nature of the relationship of entrepreneurship and business confidence on youth unemployment in the Philippines over the 2001-2017 period. The paper employed a range of cointegrating regression models, namely, autoregressive distributed lag (ARDL) bounds testing approach, Johansen-Juselius (JJ) and Engle-Granger (EG) cointegration models, dynamic OLS, fully modified OLS, and canonical cointegrating regression (CCR) estimation techniques. The Granger causality based on error correction model (ECM) was also performed to determine the causal link of entrepreneurship and business confidence on youth unemployment. The ARDL bounds testing approach, Johansen-Juselius (JJ) and Engle-Granger (EG) cointegration models confirmed the existence of long-run equilibrium relationship of entrepreneurship and business confidence on youth unemployment. The long-run coefficients from JJ and dynamic OLS show significant long-run and positive relationship of entrepreneurship and business confidence on youth unemployment. While results of the long-run coefficients from fully modified OLS and canonical cointegrating regression (CCR) found that only entrepreneurship has significant and positive relationship with youth unemployment in the long-run. The Granger causality based on error correction model (ECM) estimates show evidence of long-run causal relationship of entrepreneurship and business confidence on youth unemployment. In the short-run, increases in entrepreneurship and business confidence causes youth unemployment to decrease.

• 한국산학기술학회논문지
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• 제12권8호
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• pp.3458-3465
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• 2011

비즈니스 관계는 수직 및 수평관계로 구분 될 수 있다. 수평관계 비즈니스는 경쟁자간의 비즈니스에서 이루어진 것이 일반적이며 수직관계는 본청업체와 하청업체 간에 이루어지는 비즈니스를 말한다. 일반적으로 비즈니스 관계에 관한 모델들은 여러 연구를 통해서 많은 것들이 알려져 있다. 하지만 수직관계를 중점적으로 이루어진 모형은 그리 많지 않다. 본 논문에서는 수직관계에 토대를 둔 비즈니스 모형을 개발하도록 한다. 수직관계의 대표적인 산업으로는 전자, 자동차 등 여러 산업을 들 수 있지만 본 논문에서는 자동차 산업을 대상으로 모델을 개발해 보도록 한다. 제 2장에서는 프로세스 모형개발을 위해서 필요한 이론적 배경을 살펴보고 제 3장에서는 수직관계 비즈니스에 대한 특징을 알아본다. 이어서 제 4장에서는 본 논문의 핵심인 수직관계 비즈니스 프로세스 모형을 개발하였다. 끝으로 제 5장에서는 향후 연구방향 및 연구의 한계점을 제시하였다.

• 경영과정보연구
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• 제23권
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• pp.1-23
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• 2007

Small and Medium Business Associate has supporting small and medium business and private business for establishment business and sales increasing with various policy since 2005. Arousing the interesting on customer relationship management, small and medium business and private business have recognized the necessity of the concept and introduction the CRM. This study suggested the effectiveness of the CRM throughout real cases of the CRM for small and medium business managers in order to rising sales in such an environment. The case of this study tried to figure it out to accomplish manager's ends of small and medium business to get successful business results based on innovative volition and mind trying to change. The owner who has experience 12 years in meat sales was analyzed the results of aptitude test that the business is highly appropriate to him in personality and aptitude. As also saw the strength and opportunity of SWOT analysis, he has an excellent talent for friendship, knowledge of searching Internet and organizing information, and learning ability. This study provided a marketing policy, ideas of customer services and system remodeling to improve relationship with customer, and a division diagnosis of business activities. The owner has an excellent friendship, so that this study suggest to remodel interior inside store clearly and sanitary displaying on products, to introduce aggressive and concentrated marketing strategies, and to recognize the important of public relation.

• 정보처리학회논문지D
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• 제9D권4호
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• pp.733-744
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• 2002

본 연구는 전통적인 관계마케팅의 기본모형을 보완하여 e-비지니스에 적용 할 수 있는 실행모형을 제시하였다. 인터넷 쇼핑몰을 중심으로 한 고객관계의 특성 및 영향 요인에 대한 실증분석을 하였다. 본 연구에서는 관계형성의 영향요인으로 커뮤니케이션 이론을 적용하였다. 통제 가능한 요인인 커뮤니케이션 특성이 e-비지니스에서 관계의 신뢰와 몰입을 중심으로 장기지향성에 미치는 영향정도를 파악하고자 하였다. 분석 결과 인터넷 쇼핑몰이 제공하는 정보의 질이 좋을수록 고객의 신뢰에 유의한 영향을 미치며 고객에 대한 쇼핑몰의 반응이 좋을수록 고객의 관계몰입에 유의한 영향을 미치는 것으로 나타났다. 또한 고객의 신뢰가 높을수록 관계몰입에 유의한 영향을 미치며 고객의 신뢰와 관계몰입이 높을수록 각각 장기지향성에 유의한 영향을 미치는 것으로 나타났다.

• The Journal of Asian Finance, Economics and Business
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• 제8권12호
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• pp.271-282
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• 2021

In recent years, a significant number of empirical studies have examined the relationship between export and economic growth in India. However, this study analyses the relationship between exports and economic growth through the time series model. The main aim of this study is to investigate the causal relationship between exports and economic growth in India. The VAR model was used for the period 1961 to 2015 after verifying the stationarity of the variables through using Augmented Dickey-Fuller and Phillip-Perron tests. The Indian export sector has been found to have a significant and positive impact on economic growth and other long-term economic activities. The study also employed the Granger causality test to check the direction of causality and found that RXGS, RGDP, RPFC, and RGFC had a unidirectional relationship and RXGS and RMGS had a bidirectional relationship in long run. Also, the findings of this study suggest that a steady-state between exports and economic growth can be achieved in India over a long period. The overall outcome of this study provides a testimony of the fact that the export sector plays a vital role in economic growth in India and also leads to the long-term growth of other economic activities.

• The Journal of Asian Finance, Economics and Business
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• 제8권2호
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• pp.903-909
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• 2021

The relationship between corporate social responsibility (CSR) and earnings management is still a debate. Several previous studies showed that CSR is a determinant of earnings management. Meanwhile, others revealed the reverse. Therefore, this study aims to investigate the effect of CSR disclosure on earnings management and the effect of earnings management on CSR disclosure. This study was conducted with mining companies listed on the Indonesia Stock Exchange (IDX) in the 2016-2019 period. The research data was analyzed using multiple linear regression analysis. The data is obtained from financial statements, annual reports, and sustainability reports. The results reveal that there is a positive relationship between CSR disclosure and earnings management. This study also shows that the relationship model of CSR disclosure and earnings management is recursive. This finding implies that CSR disclosure is a tool used by management to cover up unethical actions from stakeholders. These results verify the agency theory and opportunist hypothesis regarding the relationship between CSR and earnings management. The novelty of this study lies in highlighting the recursive model of the relationship between CSR and earnings management.