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Kwon, Sun-Bo
No full text학위논문(석사)--아주대학교 경영대학원 :국제경영학과,2007.2IT산업을 기반으로 눈부시게 성장하고 있는 우리나라 전자산업의 발전에 따라 반도체 부품 산업 또한 빠른 속도로 발전을 거듭하고 있다. 하지만 빠른 시장변화와 짧은 제품수명주기, 다양한 고객의 욕구등과 같은 반도체 부품산업의 특성에 따라 많은 공급업체들은 대리점을 통하여 영업을 영위, 확대해 오고 있다.
공급업체와 대리점 성과에 관한 선행연구들은 대부분 산업재나 소비재 또는 가전 제품 대리점 대상의 연구가 많았고, 반도체 산업에서의 수입대리점에 관한 연구는 거의 전무하다고 할 수 있다. 그에 따라 본 연구에서는 우리나라 반도체 산업에서의 수입대리점 성과에 대한 연구로 공급업체의 관리통제요인과 학습역량요인이 수입대리점성과에 미치는 영향에 대해 연구하였다.
연구방법으로는 문헌 연구 및 우리나라 반도체 수입대리점 임직원을 상대로 설문조사를 통한 실증연구를 병행하여 연구의 신뢰성을 높이고자 하였다.
이론적 배경을 기반으로 조작적 정의에 의해서 작성된 설문지를 반도체 수입대리점 임직원들 대상으로 125부를 돌려 108부를 접수하여 연구에 활용이 가능한 102부를 최종 사용하여 실증연구를 진행 하였으며, SPSSWIN 통계분석 패키지를 활용하여 조사내용을 분석하고 가설을 검증하였다.
전체 가설에 대한 연구결과는 다음과 같다
H1 공급업체의 각 관련변수는 대리점의 재무적 성과에 영향을 미칠 것이다. 는 채택되었다.
즉, 공급업체의 보상요인과 조직학습요인은 대리점의 재무적성과에 양(+)의 영향을 미치는 것으로 나타났다.
H2. 공급업체의 각 관련변수는 대리점의 비재무적 성과에 영향을 미칠 것이다. 는 채택되었다.
즉, 공급업체의 보상요인과 조직학습요인은 대리점 비재무적 성과에 양(+)의 영향을 미치는 것으로 나타났다
H3. 공급업체의 각 관련변수가 대리점의 재무적 성과에 미치는 영향은 매출규모에 따라 다를것이다 는 채택되었다.
즉, 매출규모가 작은(연매출 100억원이하) 대리점일수록 공급업체의 조직개인역량이 대리점 재무적성과에 더 영향을 미친다고 나타났다.
또한, 매출규모가 작은 대리점일수록 공급업체의 행위통제요인이 대리점 재무적성과에 더 영향을 미치는 것으로 마지널(Maginal)하게 나타났으며 반면에 매출규모가 큰 대리점(연매출 100억원 이상)일수록 공급업체의 관리역량이 대리점성과에 더 영향을 미치는 것으로 마지널하게 나타났다.
H4. 공급업체의 각 관련변수가 대리점의 비재무적 성과에 미치는 영향은 거래규모에 따라 다를 것이다. 는 기각되었다.
H5. 공급업체의 각 관련변수가 대리점의 재무적 성과에 미치는 영향은 경쟁정도에 따라 다를 것이다 는 채택되었다.
즉, 경쟁정도가 낮을수록 공급업체의 결과통제가 대리점의 재무적성과에 더 영향을 미치는 것으로 나타났으며 반면에 경쟁정도가 클수록 공급업체의 조직개인역량이 대리점의 재무적성과에 더 영향을 미친는것로 마지널(Maginal)하게 나타났다.
H6. 공급업체의 각 관련변수가 대리점의 비재무적 성과에 미치는 영향은 경쟁정도에 따라 다를 것이다 은 기각되었다.
본연구의 결과에서 시사 하는바와 같이 수입대리점의 성과 극대화를 위해서는 공급업체의 수입대리점에 대한 적절한 보상시스템과 더불어 조직학습에 대한 부분을 적극적으로 수용해야하며, 거래규모나 시장 경쟁정도에 따라 각각 다른 관리.통제및 학습.역량관련 전략을 세분화해서 거래조건이나 시장상황에 따라 차별적으로 적용해야 할 것이다.第1章 序 論 = 1
第1節 연구의 배경 및 목적 = 1
第2節 연구 방법 및 내용 = 2
第3節 연구의 기대효과 = 3
第4節 논문의 구성 = 3
第2章 이론적 배경 = 4
第1節 (수입) 대리점 정의와 반도체 대리점관리 유통 시스템 = 4
2.1.1. 대리점 = 4
가. (수입)대리점 = 4
나. 무역대리점의 정의 = 5
2.1.2. 대리점관리 유통 시스템 = 5
가. 대리점관리 유통시스템 = 5
나. 신규 채널의 개척 = 8
다. 푸시(push)전략과 풀(pull)전략 = 9
2.1.3. 대리점과의 협조관계 = 10
第2節 관리통제시스템에 관한 이론 = 10
2.2.1. 관리통제시스템에 관한 문헌 검토 = 10
2.2.2. 관리통제 유형에 관한 검토 = 13
2.2.3. 관계규범에 관한 문헌 검토 = 14
2.2.4. 인센티브에 관한 문헌 검토 = 16
2.2.5. 신뢰에 관한 문헌검토 = 17
2.2.6. 역량에 관한 문헌 검토 = 21
2.2.7. 학습조직에 관한 문헌검토 = 27
第3章 반도체 산업의 현황 = 30
第1節 반도체 산업의 현황 = 30
3.1.1. 세계 반도체 시장 동향 = 30
第4章 실증연구의 설계 = 35
第1節 연구모형과 가설설정 = 35
4.1.1. 연구의 모형 = 35
4.1.2. 가설설정 = 36
가. 공급업체의 관리.통제관련 변수와 수입대리점 성과 사이의 인과관계 = 37
나. 매출규모에 따른 공급업체의 관련 변수와 대리점 성과간의 가설 = 37
다. 경쟁정도에 따른 공급업체의 각 관련변수와 대리점 성과간의 가설 = 37
第2節 변수의 조작적 정의 = 37
4.2.1. 관리.통제관련 변수에 대한 조작적 정의 = 37
가. 보상(인센티브), = 37
나. 결과통제 = 38
다. 행동통제 = 39
라. 신뢰 = 40
4.2.2. 역량.학습관련 변수에 대한 조작적 정의 = 41
가. 조직역량(자원,능력)변수에 대한 조작적 정의 = 41
나. 관리역량(지식,기술) = 42
다. 개인역량(고객지향성) = 42
라. 조직학습 = 43
4.2.3. 대리점 성과에 대한 조작적 정의 = 44
第3節 연구방법과 표본의 구성 = 45
4.3.1. 연구방법 = 45
가. 표본설계 및 조사방법 = 45
나. 설문지 구성 = 46
다. 설문자료의 분석방법 = 47
第5章 실증분석의 결과 = 48
第1節 표본의 특성 = 48
5.1.1. 인구통계학적 분석 = 48
5.1.2. 응답자 특성 분석 = 49
第2節 기술통계 및 측정 신뢰도 = 50
5.2.1. 변수의 기술통계량 = 50
5.2.2. 변수의 구성타당성 및 신뢰도 = 51
5.2.3. 변수측정의 신뢰도 검토 = 53
5.2.4. 변수의 상관관계 = 53
第3節 연구가설의 검정 = 55
5.3.1. 공급업체 관리통제,역량학습 관련변수가 대리점성과에 미치는 영향 = 55
第6章 結論 = 61
第1節 연구결과 및 시사점 = 61
6.1.1. 연구결과의 요약 = 61
6.1.2. 연구의 시사점 = 65
第2節 연구의 한계 및 향후 연구과제 = 65
참고 문헌 = 67
Abstract = 71MasterKorea semiconductor industry has been growing as Korea electronic industry growing that based on IT technology.
And, most of the semiconductor companies are carrying on and enlarge the business through the agency due to semiconductor's specific characteristics such like a fast market changes , short product life cycle and different customer's demands
Mosf of the prior researches that regarding between suppliers and agencies were focused on industry goods , consumption goods or electric home appliance agencies but, the semiconductor industry case is almost first testing.
Therefore, the study was focused on effects about the performance of agencies by the suppliers's Management.Control andOrganizational leaning.competency varibles
In order to fulfill the purpose , literature study and the survey has been performed about sales person who are working in the semiconductor agency
Total 125 questionnaires were distributed then 108 questionnaires were returned. finally 102 questionnaires were used for analysis except 6 questionnaires that were not enough for the study
The hypotheses that formed in this study were tested with the SPSSWIN statistics analysis package program.
The results of the study for all hypotheses are as follows
H1. “Supplier's each variables would be had an effect on importing agency's financial performance” is adopted
So, supplier's incentives and organizational leaning are have a positive(+) effect on agency financial performance.
H2. “Supplier's each variables would be had an effect on importing agency non financial performance” is adopted
So, supplier's incentives and organizational leaning are have a positive(+) effect on agency's non financial performance
H3. “The effect of the supplier's each variables to importing agency's financial performance would be different on business size” is adopted
So, Supplier's organizational and personal competency have an more effective on the importing agency who has small business size(under 100M WON/Year Revenue)
And supplier's behavior control have a more effect on importing agency who has small business size marginally. but supplier's management competency have a more effect on importing agency who has big size business(over 100M won) marginally
H4. “The effect of the supplier's each variables to importing agency's non financial performance would be different on business size” is rejected
H5. “The effect of the supplier's each variables to importing agency's financial performance would be different on competition condition” is adopted.
So, supplier's result control have a more effect on importing agency in the weaker competition condition but supplier's organizational and personal competency have a more effect on importing agency in the stronger competiton condition marginally
H6. “The effect of the supplier's each variables to importing agency's financial performance would be different on competition condition” is rejected.
In conclusion, for better importing agency's performance, supplier have to carry out the incentive and organizational leaning system aggressively
as well as supplier's the Management.Control and Organizational leaning.competency strategies have to be prepared in terms of the business size and market competition condition degree then carry them out separately
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