수출업자의 인센티브가 수입업자의 역할수행향상에 미치는 영향: 인도와 ASEANThe Effects of Korean Exporter's Incentives on the Improvement in the Indian and ASEAN Importers' Role Performance
- Authors
- 최창범
- Issue Date
- Oct-2018
- Publisher
- 한국무역학회
- Keywords
- monetary incentives; non-monetary incentives; trust; 금전적 보상; 비금전적 보상; 신뢰
- Citation
- 무역학회지, v.43, no.5, pp 93 - 113
- Pages
- 21
- Journal Title
- 무역학회지
- Volume
- 43
- Number
- 5
- Start Page
- 93
- End Page
- 113
- URI
- https://scholarworks.bwise.kr/cau/handle/2019.sw.cau/2444
- DOI
- 10.22659/ktra.2018.43.5.93
- ISSN
- 1226-2765
- Abstract
- 수출업자와 수입업자간의 신뢰(trust)형성을 촉진하는 선행요인으로서 수입업자에게 제공되는금전적 또는 비금전적 인센티브의 효과를 조사하였다. 수출업자는 수입업자의 통제 수단으로서인센티브라는 성과와 연계된 보상시스템을 사용한다. 110개의 수출중소기업 표본을 대상으로 가설 검증을 한 결과, 금전적 인센티브 보다는 비금전적 인센티브가 신뢰 구축에 더 효과적인 적으로 나타났다. 금전적 인센티브는 신뢰 형성에 통계적으로 유의한 관계를 보이지 않았다. 또한, 신뢰의 매개효과인 <비금전적 인센티브 ⇒ 신뢰 ⇒ 수입업자의 역할수행 제고>의 관계는 유의한것으로 나타났다. 비금전적 인센티브가 신뢰형성을 촉진하고, 이렇게 형성된 신뢰관계는 수입업자가 자신의 맡은바 역할을 충실히 하는데 기여한다는 것이다.
The purpose of the study is to investigate whether monetary and non-monetary incentives of exports incentives affect the formation of trust between exporters and importers.
Data was collected from 110 Korean SMEs(small and medium-sized enterprises) that were engaged in exporting. ‘Three hypotheses were proposed and tested using the data collected. Findings include monetary incentives are not related to trust, but non-monetary incentives are positively related to trust. The findings suggest that exporters should focus on non-monetary incentives, rather than monetary incentives, to build trust with importers. Non-monetary incentives signal that exporters intend to have long-term relationship with importers, but monetary incentives do not. Trust was also found to mediate the relationship between non-monetary incentives and importer’ role performance. Non-monetary incentives affect importer’s role performance through trust formed between importer and exporter.
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