유통업체의 영향전략이 제조업체의 거래관계 만족과 전략적 성과에 미치는 영향 : 한·미·일 비교연구

The effects of distributors's influence strategies on the relationship satisfaction and strategic performance of manufacturers : A comparative analysis on Korea, U.S, and Japan

This paper empirically investigated whether the influence strategies of distributors effects the relationship satisfaction and strategic performance based on the data from manufacturers in Korea. 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 83 in Japan. The findings were as follows. First, the coercive influence strategies of distributors negatively affected relationship satisfaction in Korea, but were not statistically significant in U.S and Japan. Second, the noncoercive influence strategies of distributors positively affected relationship satisfaction in all of country. Third, the coercive influence strategies positively affected strategic performance in Korea, but were not statistically significant in U.S, Japan. Fourth, the noncoercive influence strategies positively affected strategic performance in Japan, but it showed not statistically significant in Korea, U.S. Fifth, the relationship satisfaction positively affected strategic performance in all countries. Lastly, a few implications, limitations and future study issues were discussed.