본사의 영향전략이 관계해지의도에 미치는 영향

Abstract

The Purpose of this research is to investigate effects of Headquarter's influence strategies on the dissolution intention between suppliers and distributiors were analyzed. Also this paper examines the moderating effect of dependence(High group vs Low group). We were tested five a main effect hypotheses and moderating effect hypotheses by estimating a structural equation modeling. The data for this survey obtained from 366 Agencies(Auto parts, Textiles, Wallpaper, Electronics product, Clothing, Sporting goods, Household goods). The respondents were restricted to Agencies owner's and manager with at least six months of dealing experience with suppliers. The results through SPSS 15.0 and AMOS 7.0 show as following : First, Headquarter's non-coercive influence strategy had a negative effect on the conflict. Second, Headquarter's coercive influence strategy had a positive effect on the conflict. Third, Headquarter's non-coercive influence strategy had a negative effect on the dissolution intention. Forth, Headquarter's coercive influence strategy had a positive effect on the dissolution intention. Fifth, Conflict had a significant positive influence on the dissolution intention. Finally, The moderating effect of the dependence is examined because there is a different assumption of dependence between influence strategy and dissolution intention. It is implicated that the suppliers and distributiors in the various distribution channel should put more efforts on influence strategy and conflict and dissolution intention and dependence. Managerial implications of the results of the study are also discussed and further research on limitations and suggestions.