신뢰가 유통업체의 영향전략과 만족에 미치는 효과 분석: 한국, 미국, 일본의 제조업체를 대상으로

The Effects of Trust on Influence Strategies and Satisfaction of Manufacturing and Distribution Firms in Korea, the United States and Japan

The purpose of this study is to examine the impact of trust on the satisfaction of manufacturing companies with distribution companies, their influence strategies and satisfaction in Korea, the United States and Japan. The first hypothesis which was tested states that the higher the trust, the more coercive influence strategies will be dosen tused. It was rejected in the case of Korea, the United States and Japan. Hypothesis 2 on the other hand states that the higher the trust, the more non-coercive influence strategies will be used. This hypothesis was accepted in the case of the three countries. Hypothesis 3 states that the higher the trust, the higher satisfaction will be and this was accepted in the case of all three countries. Hypothesis 4 states that the more coercive influence strategies are used, the lower satisfaction will be. This was accepted in the case of Korea but was rejected in the United States and Japan. Hypothesis 5 states that the more non-coercive influence strategies are used, the higher the relationship satisfaction will be. This was accepted in the United States and was rejected in Korea and Japan.