산업재 유통과정에서 관계결속과 수직적 통합의 선행변수 및 성과에 관한 연구

The basic purpose of this study is to investigate antecedents and performance of relational commitment and vertical integration in the distribution channel of steel material. The antecedents of relational commitment and vertical integration are divided into internal factors and external factors of the steel material distribution. The internal factors are such as transaction-specific assets,influence strategy and relational norms and the external factors are like environmental dynamism and output sector uncertainty. Furthermore, in order to seek the optimal distribution channel structure, this paper generates a comparison of the performance between relational commitment and vertical integration. Finally, the moderating effect of the opportunistic behavior is examined because there is a different assumption of opportunistic behavior between relational commitment and vertical integration. It is implicated that the suppliers and buyers in the steel material distribution channel should put more efforts on increasing the relational norms and noncoercive influence strategy and establishing new policy with management of uncertainty and opportunistic behavior. Managerial implications of the results of the study are also discussed and further research on limitations and suggestions is suggested.