초록

글로벌 경쟁 하에서 기업은 내부적으로 조정과 생산의 효율성을 얻기 위하여 정보기술을 활용하고 있다. 또한 외부적으로도 기업 간 전자상거래를 통해 여러 기업이 마치 하나의 기업처럼 협력적으로 운영하기 위해서도 정보기술을 활용한다. 정보기술을 활용해 조정과 생산 효율성을 동시에 추구하는 기업을 이해하는 데 전자적 통합은 적절한 개념이다. 하지만 정보기술이 기업 간 관계에 미치는 영향에 대한 초기 연구에서 대부분 거래비용이론을 기반으로 정보기술이 거래비용이론의 구성개념들에 어떠한 영향을 줄 것인가를 중심으로 하여 논의를 전개하였다. 자산특유성을 강조하는 거래비용이론에 따르면 지속적 거래 관계를 통해 창출 가능한 관계몰입과 전자적 통합에 영향을 주는 신뢰나 상호의존성 등의 역할을 설명할 수 없다는 한계를 지니고 있다. 따라서 본 연구에서는 장기적인 거래를 통해 창출되는 관계몰입과 전자적 통합을 고려한 포괄적인 연구 모델을 제시하고 이를 실증하였다. 전자 조달을 이용하는 기업 중 132개 표본을 수집ㆍ분석하여 기업 간 전자적 통합에 영향을 미치는 관계몰입과 신뢰의 매개효과를 통계적으로 검증하였다. 또한 독립변수인 관계이득 및 상호의존성과 신뢰와 관계몰입 간 관계도 밝혔다.

키워드

전자적 통합, 관계몰입, 신뢰, 상호의존성, 권력-의존성 이론, 몰입-신뢰 이론

참고문헌(72)open

  1. [학술지] Andaleeb, S.S / 1996 / An Experimental Investigation of Satisfaction and Commitment in Marketing Channels:The Role of Trust and Dependence / Journal of Retailing 72 (1) : 77 ~ 93

  2. [학술지] Anderson, J.C / 1990 / A Model of irm and Manufacturer Firm Working Partnerships / The Journal of Marketing 54 (1) : 42 ~ 58

  3. [단행본] Bacharach, S.B / 1981 / Bargaining: Power, Tactics and Outcomes / Jossey-Bass

  4. [학술지] Anderson, J.C / 1990 / A Model of Distributor Firm and Manufacturer Firm Working Partnerships / The Journal of Marketing 54 (1) : 42 ~ 58

  5. [학술지] Bansal, H.S / 2004 / A Three-Component Model of Customer to Service Providers / Journal of the Academy of Marketing Science 32 (3) : 234 ~ 250

  6. [학술지] Bensaou, M / 1999 / Portfolios of Buyer-Supplier Relationships / Sloan Management Review 40 (4) : 35 ~ 44

  7. [학술지] Bradach, J.L / 1989 / Price, Authority, and Trust: From Ideal Types to Plural Forms / Annual Review of Sociology 15 : 97 ~ 118

  8. [학술지] Brown, J.R / 1995 / Power and Relationship Commitment: Their Impact on Marketing Channel Member Performance / Journal of Retailing 71 (4) : 363 ~ 392

  9. [학술지] Buchanan, L / 1992 / Vertical Trade Relationships: The Role of Dependence and Symmetry in Attaining Organizational Goals / Journal of Marketing Research 29 (1) : 65 ~ 75

  10. [학술지] Burnham, T.A / 2003 / Consumer Switching Costs: A Typology, Antecedents,and Consequences / Journal of the Academy of Marketing Science 31 (2) : 109 ~ 126

  11. [학술지] Canils, M.C.J / 2009 / Power and Dependence Perspectives on Outsourcing Decisions / European Management Journal 27 (6) : 402 ~ 417

  12. [학술지] Cannon, J.P / 2001 / Buyer-Supplier Relationships and Customer Firm Costs / The Journal of Marketing 65 (1) : 29 ~ 43

  13. [단행본] Cartwrite, D / 1965 / Influence, Leadership, Control,” in: Handbook of Organizations / Rand McNally : 1 ~ 47

  14. [학술지] Clemons, E.K / 1993 / The Impact of Information Technology on the Organization of Economic Activity: The “Move to the Middle” Hypothesis / Journal of Management Information Systems 10 (2) : 9 ~ 35

  15. [학술지] Clemons, E.K / 1992 / Information Technology and Industrial Cooperation: The Changing Economics of Coordination and Ownership / Journal of Management Information Systems 9 (2) : 9 ~ 28

  16. [학술지] Coase, R.H / 1937 / The Nature of the Firm / Economica 4 (16) : 386 ~ 405

  17. [학술지] Dahl, R.A / 1957 / The Concept of Power / Behavioral Science 2 (3) : 201 ~ 215

  18. [학술지] Doney, P.M / 1997 / An Examination of the Nature of Trust in Buyer-Seller Relationships / The Journal of Marketing 61 (2) : 35 ~ 51

  19. [학술지] Dwyer, F.R / 1987 / Developing Buyer-Seller Relationships / The Journal of Marketing 51 (2) : 11 ~ 27

  20. [학술지] El-Ansary, A.I / 1972 / Power Measurement in the Distribution Channel / Journal of Marketing Research 9 (1) : 47 ~ 52

  21. [학술지] Emerson, R.M / 1962 / Power-Dependence Relations / American Sociological Review 27 (1) : 31 ~ 41

  22. [학술지] Fornell, C / 1981 / Evaluating Structural Equation Models with Unobservable Variables and Measurement Error / Journal of Marketing Research 18 (1) : 39 ~ 50

  23. [학술지] Garbarino, E / 1999 / The Different Roles of Satisfaction, Trust, and Commitment in Customer Relationships / The Journal of Marketing 63 (2) : 70 ~ 87

  24. [학술지] Gefen, D / 2003 / Trust and TAM in Online Shopp.ing: An Integrated Model / MIS Quarterly 27 (1) : 51 ~ 90

  25. [학술지] Gefen, D / 2000 / Structural Equation Modeling and Regression:Guidelines for Research Practice / Communications of the Association for Information Systems(AIS) 4 (7) : 1 ~ 77

  26. [학술지] Geyskens, I / 1996 / The Effects of Trust and Interdependence on Relationship Commitment: A Trans- Atlantic Study / International Journal of Research in Marketing 13 (4) : 303 ~ 317

  27. [학술지] Gilliland, D.I / 2002 / Two Sides to Attitudinal Commitment: The Effect of Calculative and Loyalty Commitment on Enforcement Mechanisms in Distribution Channels / Journal of the Academy of Marketing Science 30 (1) : 24 ~ 43

  28. [학술지] Gounaris, S.P / 2005 / Trust and Commitment Influences on Customer Retention: Insights from Business-to- Business Services / Journal of Business Research 58 (2) : 126 ~ 140

  29. [학술지] Gulati, R / 1995 / Does Familiarity Breed Trust? The Implications of Repeated Ties for Contractual Choice in Alliances / The Academy of Management Journal 38 (1) : 85 ~ 112

  30. [학술지] Gundlach, G.T / 1993 / Ethical and Legal Foundations of Relational Marketing Exchanges / The Journal of Marketing 57 (4) : 35 ~ 46

  31. [단행본] Hair, J.F / 1998 / Multivariate Data Analysis (5th Ed) / Prentice-Hall

  32. [학술지] Harris, L.C / 2004 / The Four Levels of Loyalty and the Pivotal Role of Trust: A Study of Online Service Dynamics / Journal of Retailing 80 (2) : 139 ~ 158

  33. [학술지] Hart, P.J / 1998 / Emerging Electronic Partnerships: Antecedents and Dimensions of EDI Use from the Supplier’s Perspective / Journal of Management Information Systems 14 (4) : 87 ~ 111

  34. [학술지] Heide, J.B / 1988 / The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels / The Journal of Marketing 52 (1) : 20 ~ 35

  35. [학술지] Hu, L.-T / 1999 / Cutoff Criteria for Fit Indexes in Covariance Structure Analysis:Conventional Criteria versus New Alternatives / Structural Equation Modeling: A Multidisciplinary Journal 6 (1) : 1 ~ 55

  36. [학술지] Johnson-George, C / 1982 / Measurement of Specific Interpersonal Trust: Construction and Validation of a Scale to Assess Trust in a Specific Other / Journal of Personality and Social Psychology 43 (6) : 1306 ~ 1317

  37. [학술지] Jones, G.R / 1998 / The Experience and Evolution of Trust: Implications for Cooperation and Teamwork / The Academy of Management Review 23 (3) : 531 ~ 546

  38. [단행본] Keen, P.G.W / 1999 / Electronic Commerce Relationships: Trust by Design / Prentice Hall

  39. [학술지] Klein, R / 2009 / Interfirm Strategic Information Flows in Logistics Supply Chain Relationships / MIS Quarterly 33 (4) : 735 ~ 762

  40. [학술지] Kumar, K / 1996 / Sustainable Collaboration: Managing Conflict and Cooperation in Interorganizational Systems / MIS Quarterly 20 (3) : 279 ~ 300

  41. [학술지] Kumar, N / 1995 / The Effects of Perceived Interdependence on Dealer Attitudes / Journal of Marketing Research 32 (3) : 348 ~ 356

  42. [학술지] Kumar, N / 1998 / Interdependence, Punitive Capability, and the Reciprocation of Punitive Actions in Channel Relationships / Journal of Marketing Research 35 (2) : 225 ~ 235

  43. [학술지] Lawler, E.J / 1987 / Comparison of Dependence and Punitive Forms of Power / Social Forces 66 (2) : 446 ~ 462

  44. [학술지] Lawler, E.J / 1988 / Coercive Capability in Conflict: A Test of BilateralDeterrence Versus Conflict Spiral Theory / SocialPsychology Quarterly 51 (2) : 93 ~ 107

  45. [학술지] Luo, X / 2002 / Trust Production and Privacy Concerns on the Internet: A Framework Based on Relationship Marketing and Social Exchange Theory / Industrial Marketing Management 31 (2) : 111 ~ 118

  46. [학술지] Malone, T.W / 1987 / Electronic Markets and Electronic Hierarchies / Communications of the ACM 30 (6) : 484 ~ 497

  47. [학술지] Mayer, R.C / 1995 / An Integrative Model of Organizational Trust / TheAcademy of Management Review 20 (3) : 709 ~ 734

  48. [학술지] McKnight, D.H / 2001 / What Trust Means in E-Commerce Customer Relationships: An Interdisciplinary Conceptual Typology / International Journal of Electronic Commerce 6 (2) : 35 ~ 59

  49. [학술지] Mohr, J / 1994 / Characteristics of Partnership Success: Partnership Attributes, Communication Behavior, and Conflict Resolution Techniques / Strategic Management Journal 15 (2) : 135 ~ 152

  50. [학술지] Moorman, C / 1992 / Relationships between Providers and Users ofMarket Research: The Dynamics of Trust within andbetween Organizations / Journal of MarketingResearch 29 (3) : 314 ~ 328

  51. [학술지] Morgan, R.M / 1994 / The Commitment- Trust Theory of Relationship Marketing / The Journal of Marketing 58 (3) : 20 ~ 38

  52. [학술지] Morris, D.S / 1999 / Relationship Marketing Needs Total QualityManagement / Total Quality Management 10 (4-5) : 659 ~ 665

  53. [학술지] Oliver, R.L / 1999 / Whence Consumer Loyalty? / The Journal of Marketing 63 : 33 ~ 44

  54. [학술지] Pavlou, P.A / 2004 / Building Effective Online Marketplaces with Institution-Based Trust / Information Systems Research 15 (1) : 37 ~ 59

  55. [학술지] Payan, J.M / 2005 / Decomposing Influence Strategies: Argument Structure and Dependence as Determinants of the Effectiveness of Influence Strategies in Gaining Channel Member Compliance / The Journal of Marketing 69 (3) : 66 ~ 79

  56. [학술지] Qureshi, I / 2009 / Understanding Online Customer Repurchasing Intention and the Mediating Role of Trust: An Empirical Investigation in Two Developed Countries / European Journal of Information Systems 18 (3) : 205 ~ 222

  57. [학술지] Rousseau, D.M / 1998 / Introduction to Special Topic Forum: Not so Different after All: A Cross-Discipline View of Trust / The Academy of Management Review 23 (3) : 393 ~ 404

  58. [학술지] Scheer, L.K / 2010 / The Effects of Supplier Capabilities on Industrial Customers’s Loyalty: The Role of Dependence / Journal of the Academy of Marketing Science 38 (1) : 90 ~ 104

  59. [학술지] Sheppard, B.H / 1998 / The Grammars of Trust: A Model and General Implications / The Academy of Management Review 23 (3) : 422 ~ 437

  60. [학술지] Smith, J.B / 1997 / The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationships / The Journal of Marketing 61 (1) : 3 ~ 21

  61. [학술지] Staples, D.S / 1999 / A Self-Efficacy Theory Explanation for theManagement of Remote Workers in VirtualOrganizations / Organization Science 10 (6) : 758 ~ 776

  62. [학술지] Steenkamp, J.-B.E.M / 1991 / The Use of LISREL in Validating MarketingConstructs / International Journal of Research inMarketing 8 (4) : 283 ~ 299

  63. [학술지] Sweeney, J / 2008 / The Effects of Brand Credibility on Customer Loyalty / Journal of Retailing and Consumer Services 15 (3) : 179 ~ 193

  64. [학술지] Taylor, S / 1995 / Understanding Information Technology Usage: A Test of Competing Models / Information Systems Research 6 (2) : 144 ~ 176

  65. [학술지] Too, L.H.Y / 2001 / Relationship Marketing and Customer Loyalty in a Retail Setting: A Dyadic Exploration / Journal of Marketing Management 17 (3-4) : 287 ~ 319

  66. [학술지] Verhoef, P.C / 2003 / Understanding the Effect of Customer Relationship Management Efforts on Customer Retention and Customer Share Development / Journal of Marketing 67 (4) : 30 ~ 45

  67. [학술지] Wicks, A.C / 1999 / The Structure of Optimal Trust: Moral and Strategic Implications / The Academy of Management Review 24 (1) : 99 ~ 116

  68. [단행본] Williamson, O.E / 1985 / The Economic Institutions of Capitalism / Free Press

  69. [학술지] Wirtz, B.W / 2003 / Customer Retention Management in the B2C Electronic Business / Long Range Planning 36 (6) : 517 ~ 532

  70. [학술지] Wu, W.-Y / 2004 / The Influencing Factors of Commitment and Business Integration on Supply Chain Management / Industrial Management & Data Systems 104 (4) : 322 ~ 333

  71. [학술지] Zaheer, A / 1998 / Does Trust Matter? Exploring the Effects of Interorganizational and Interpersonal Trust on Performance / Organization Science 9 (2) : 141 ~ 159

  72. [학술지] Zaheer, A / 1994 / Determinants of Electronic Integration in the Insurance Industry: An Empirical Test / Management Science 40 (5) : 549 ~ 566