유선∙무선 통신 대리점의 경영현황 및 성과 비교 연구

Korean telecommunications industry had undergone turbulent environmental change and unprecedented competition. It can not be ignored that telecommunications service agents have played a crucial role in quantitative and qualitative growth of Korean telecommunications service industry in this revolutionary environmental change. The purpose of this research is to conduct a comparative analysis of management and performances between wireline telecommunications service agents and wireless ones. Analysis of variance and decision tree analysis are applied to compare two segments and find useful implications. We suggest research problems on the performance differences between two groups, factors affecting performances and directions to enhance performances. The comparison of wireline and wireless telecommunications service agents reveals that wireless telcos agents have accomplished better performances than wireline ones. Agents make efforts to improve performances by reinforcing a branch retail store rather than an authorized retail shop, structural change in management of retail shops and business practices. These results predicted the integration of wireline and wireless telcos service agents with the convergence trend of telecommunications services. Findings shed light on the development of strategies for managing telcos services agents and finding a solution of extant problems faced by telcos and telcos agents and grow telecommunications industry. Some implications and limitations are also discussed.