Abstract
As information exchange becomes more important in business-to-business relationships, it is necessary to analyze and manage various data and information about trading partners in depth. Recently, the characteristics of the competition have changed. There is a tendency to shift from competition between companies to competition between networks. Particularly, mutual cooperation and long-term relationship between suppliers-buyers are essential in the automobile industry, so the partnership relationship between companies is more important. Importance of strategic customers is increasing in the relationship between seller and buyer. However, theoretical and empirical studies are relatively inadequate in comparison with practical importance. Relational variables are becoming increasingly important in supplier-buyer transaction relationships. Especially, relational commitment and relational norms have a profound effect on cooperation activities such as benefit sharing and performance among companies. Although the importance of relationships with strategic customers is increasing, research on the effects of relationship characteristics with strategic customers on benefit sharing is relatively insufficient. Therefore, this research aims to analyze the structural relationship data analysis between relational variables and benefit sharing in the automobile industry, and to analyze the moderating effect of transaction-specific investment, and to suggest the theoretical and practical implications. For this purpose, data were collected for suppliers of Korea’s automobile parts. Based on the collected data, reliability analysis, validity analysis, correlation analysis and regression analysis were conducted. As a result of analysis, three hypotheses were supported. Finally, implications of the research are presented, and limitations and directions for future research are described.
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Funding for this paper was provided by Namseoul university.
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Pyun, HS. (2020). Structural Relationship Data Analysis Between Relational Variables and Benefit Sharing: Moderating Effect of Transaction-Specific Investment. In: Lee, R. (eds) Software Engineering Research, Management and Applications. SERA 2019. Studies in Computational Intelligence, vol 845. Springer, Cham. https://doi.org/10.1007/978-3-030-24344-9_10
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DOI: https://doi.org/10.1007/978-3-030-24344-9_10
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