기업의 지향성이 중소기업 경영성과에 미치는 영향에 관한 연구 - 중소기업과 대기업간 거래특성인 전속성을 중심으로 -

The purpose of this study is to investigate empirically the effect of SMEs' customer and competitor orientations in accordance with the relational exclusiveness large companies and SMEs on their performance. Among the sample of 1,586 companies from Korea Rating Corporation, 185 firms were selected with survey return and financial data. The analysis was conducted using AMOS structural equation model. The result shows that relational exclusiveness large companies and SMEs are related significantly to SMEs' growth, but not to their profitability. And we also found that relational exclusiveness have significant effects on customer and competitor orientations. It may suggest that SMEs need to pay continuous attention and establish business strategy for customer and competitor orientations. Furthermore, the result presents that SMEs' customer and competitor orientations have positive effects on their performance. The result of this study has some implications. First, this study attempts to use an empirical approach to the current social issue of irrational business between large companies and SMEs. This study may shed further light on issues regarding to the relation between large companies and SMEs such as relational structure and mutual cooperation. Second, according to the result, SMEs need to seek relational diversity in the long-term rather than settle for relational exclusiveness and continuous transaction. SMEs also need to try to achieve their clear goals. Third, this study shows that social interest as well as government support is required to make fair relations between large companies and SMEs.