유통경로에서의 관계단절에 영향을 미치는 요인에 대한 연구 (Relationship Termination in Distributor-Manufacturer Working Relationships)

Channel studies indicate that channel members can attain sustainable competitive advantages by building long-term relationships with their partners.
In the similar vein, however, if the business relationship between channel members breaks down for certain reasons, marketing performance is likely to decrease.
Channel members can be in a better position to manage relationships with their partners through understanding relationship termination behavior. Thus, the purpose of this paper is to examine and establish a model focusing on the channel member's relationship termination behavior. Based on the previous studies, we construct a model consisting of factors relating to a channel member's exit behavior. These factors include economic and psychological variables such as transaction-specific investments, trust, commitment, etc. Our model is empirically tested with data from 231 distribution channels in the mobile communication industry, using structural equation modeling(or SEM in short) techniques. The findings are as follows: Firstly, trust positively affects affective commitment while performance outcome, transaction-specific investments and distributive fairness positively affect calculative commitment.
Secondly, relationship termination intention is negatively affected by affective commitment. However, there is a weak relationship between calculative commitment and relationship termination intention. Based on the results of our study, we suggest managerial implications and propositions for future research.

Channel studies indicate that channel members can attain sustainable competitive advantages by building long-term relationships with their partners.
In the similar vein, however, if the business relationship between channel members breaks down for certain reasons, marketing performance is likely to decrease.
Channel members can be in a better position to manage relationships with their partners through understanding relationship termination behavior. Thus, the purpose of this paper is to examine and establish a model focusing on the channel member's relationship termination behavior. Based on the previous studies, we construct a model consisting of factors relating to a channel member's exit behavior. These factors include economic and psychological variables such as transaction-specific investments, trust, commitment, etc. Our model is empirically tested with data from 231 distribution channels in the mobile communication industry, using structural equation modeling(or SEM in short) techniques. The findings are as follows: Firstly, trust positively affects affective commitment while performance outcome, transaction-specific investments and distributive fairness positively affect calculative commitment.
Secondly, relationship termination intention is negatively affected by affective commitment. However, there is a weak relationship between calculative commitment and relationship termination intention. Based on the results of our study, we suggest managerial implications and propositions for future research.