지원사업
학술연구/단체지원/교육 등 연구자 활동을 지속하도록 DBpia가 지원하고 있어요.
커뮤니티
연구자들이 자신의 연구와 전문성을 널리 알리고, 새로운 협력의 기회를 만들 수 있는 네트워킹 공간이에요.
논문 기본 정보
- 자료유형
- 학술대회자료
- 저자정보
- 발행연도
- 2009.8
- 수록면
- 25 - 35 (11page)
이용수
초록· 키워드
오류제보하기
Exchange parties as a social entity develop a close relationship with their exchange partners in which they nurture trust between them. Trust facilitates an exchange between channel members (Andaleeb 1992), and plays a vital role in inter-firm relationships (Morgan and Hunt 1994). Thus, it has emerged as a central component in the channels and business-to-business literatures (Wilson 1995).
Several researchers imply trust could influence the level of interfirm control (e.g., Moorman et al 1992; Ouchi 1979). Ouchi (1979) argued that exchange parties must trust its exchange partner, or it should closely monitor the partner. Although trust is not directly mentioned, John (1984) points out that it is insufficient to rely only on interfirm control, so internalized social restraints must be cultivated to complement the control.
The question that must be answered is what kind of control or what level of control over the exchange partner should be maintained when a party trusts its exchange partner. Despite the advanced knowledge control mechanisms have provided (e.g., Jap and Ganesan 2000; Bello et al 1997; Heide 1994), previous research exposed several gaps that have to be addressed. First, existing literature conducted in the area of business-to-business marketing is limited in explaining the influence of social context on a firm’s choice of inter-organizational control level. Secondly, although there are a couple of theoretical discussions on the dimensions of trust, credibility and benevolence (Doney and Cannon 1997; Ganesan 1994), the effect of these dimensions on interfirm control has been understudied. Benevolence is a party’s belief that its exchange partner has a motivation, which is beneficial to the party, while credibility is the belief that the exchange partner’s performance is efficient and reliable (Ganesan 1994). Since the trust sources of the two trust dimensions differ (e.g., benevolence is motivation, and credibility is performance), the effect of those on diverse interfirm controls might be different.
To address these research gaps, this study proposes the condition under which a manufacturer in an asymmetrical dependence structure chooses an appropriate level of control over its supplier. We propose that the inclusion of benevolence and credibility, two dimensions of trust, may explain different levels of process and output controls in the relationship between a manufacturer and its supplier.
We hope to contribute to existing knowledge on interfirm control in two ways. First, divide trust into two dimensions, benevolence and credibility, and propose the moderating effect of these dimensions on the level of interfirm control in diverse interfirm power asymmetries. Benevolence is a cognitive evaluation that is difficult to measure objectively, whereas credibility is an objective behavioral variable that is affected by output performance. Benevolence therefore might be relevant for affecting process control that is used in immeasurable performance, and credibility could be appropriate for affecting output control. Second, we divide control into two categories, process and output controls, and propose the moderating effect of credibility and benevolence on these control mechanisms. We propose that, under an asymmetrical interfirm power relationship, the level of interfirm benevolence will influence the level of interfirm process control whereas interfirm credibility would impact the manufacturer’s output control. The theoretical framework is presented in Figure 1.
〈그림 삽입〉
Several researchers imply trust could influence the level of interfirm control (e.g., Moorman et al 1992; Ouchi 1979). Ouchi (1979) argued that exchange parties must trust its exchange partner, or it should closely monitor the partner. Although trust is not directly mentioned, John (1984) points out that it is insufficient to rely only on interfirm control, so internalized social restraints must be cultivated to complement the control.
The question that must be answered is what kind of control or what level of control over the exchange partner should be maintained when a party trusts its exchange partner. Despite the advanced knowledge control mechanisms have provided (e.g., Jap and Ganesan 2000; Bello et al 1997; Heide 1994), previous research exposed several gaps that have to be addressed. First, existing literature conducted in the area of business-to-business marketing is limited in explaining the influence of social context on a firm’s choice of inter-organizational control level. Secondly, although there are a couple of theoretical discussions on the dimensions of trust, credibility and benevolence (Doney and Cannon 1997; Ganesan 1994), the effect of these dimensions on interfirm control has been understudied. Benevolence is a party’s belief that its exchange partner has a motivation, which is beneficial to the party, while credibility is the belief that the exchange partner’s performance is efficient and reliable (Ganesan 1994). Since the trust sources of the two trust dimensions differ (e.g., benevolence is motivation, and credibility is performance), the effect of those on diverse interfirm controls might be different.
To address these research gaps, this study proposes the condition under which a manufacturer in an asymmetrical dependence structure chooses an appropriate level of control over its supplier. We propose that the inclusion of benevolence and credibility, two dimensions of trust, may explain different levels of process and output controls in the relationship between a manufacturer and its supplier.
We hope to contribute to existing knowledge on interfirm control in two ways. First, divide trust into two dimensions, benevolence and credibility, and propose the moderating effect of these dimensions on the level of interfirm control in diverse interfirm power asymmetries. Benevolence is a cognitive evaluation that is difficult to measure objectively, whereas credibility is an objective behavioral variable that is affected by output performance. Benevolence therefore might be relevant for affecting process control that is used in immeasurable performance, and credibility could be appropriate for affecting output control. Second, we divide control into two categories, process and output controls, and propose the moderating effect of credibility and benevolence on these control mechanisms. We propose that, under an asymmetrical interfirm power relationship, the level of interfirm benevolence will influence the level of interfirm process control whereas interfirm credibility would impact the manufacturer’s output control. The theoretical framework is presented in Figure 1.
〈그림 삽입〉
목차
Extended Abstract
Trust: Benevolence and Credibility
Controls: Output and Process
Dependence Asymmetry and Controls
Discussion
Limitations & Future Study
SELECTED REFERENCES
참고문헌 (0)
참고문헌 신청함께 읽어보면 좋을 논문
논문 유사도에 따라 DBpia 가 추천하는 논문입니다. 함께 보면 좋을 연관 논문을 확인해보세요!
-
Marketing Environment and governance mechanisms: Focusing on Manufacturer’s Interfirm Benevolence
산경연구논집
2019 .01
-
TheRole of Trust in Interfirm Control
한국경영학회 융합학술대회
2008 .08
-
기업간 의존도가 기업간 네트웍 성과에 미치는 영향
경영경제
2004 .02
-
The Determinants of Interfirm Long-Term Orientation During the Relationship Lifespan : An Evolutional Perspective
한국유통학회 학술대회 발표논문집
2008 .08
-
The Effect of Network Conflict on Search Cost in Interfirm Relationship
한국유통학회 학술대회 발표논문집
2016 .05
-
INTERFIRM RELATIONSHIPS IN KOREAN ELECTRIC/ELECTRONIC PARTS INDUSTRY
유통연구
1997 .12
-
The Moderating Effect of Supplier Benevolence on the Relationship between Unilateral Governance and Supplier Performance
유통연구
2017 .04
-
A Study on the Red Queen Process and the Evolution of Interfirm Relations
한국전략경영학회 학술대회발표논문집
2010 .04
-
Is Information Technology a Useful Source of Sustainable Interfirm Collaboration or Simply a Cost of Transactions?
무역연구
2013 .01
-
The Role of Trust in Interfirm Control
한국유통학회 학술대회 발표논문집
2008 .08
-
Inter-Organizational Dependence Structures and Controls : TheModerating Effect of Credibility and Benevolence
한국경영학회 융합학술대회
2009 .08
-
Impacts of market ties and nonmarket ties on the formation of interfirm exchange relationships : Evidence from the Chinese automotive industry
한국전략경영학회 학술대회발표논문집
2013 .03
-
여행사와 관광관련기업과의 관계에 관한 연구
여행학연구
1999 .06
-
지속가능 경영이 기업신뢰 및 구매의도에 미치는 영향
경영논총
2014 .12
-
The Determinants of Interfirm Long-Term Orientation During the Relationship Lifespan : An Evolutional Perspective
한국경영학회 융합학술대회
2008 .08
-
한ㆍ중ㆍ일 3국의 사회신뢰 비교 분석
중국과 중국학
2008 .08
-
환경의 동태성이 유통경로 시스템에서 관계특성, 그리고 신용과 호의에 미치는 영향
유통연구
2006 .04
-
판매원 신뢰 차원이 기업 충성도에 미치는 영향 : 업종과 개인주의의 조절효과
유통연구
2011 .07
-
사이버대학의 e-Learning 서비스에서 신뢰 차원이 학교충성도에 미치는 영향
경영학연구
2005 .08
이 논문의 저자 정보
이 논문과 함께 이용한 논문
최근 본 자료
댓글(0)
0
UCI(KEPA) : I410-ECN-0101-2009-326-018652513