구매자-공급자의 장기적 거래관계 영향요인과 거래성과에 관한 연구

초록

This paper aims to examine the causal relationships between buyer-supplier long-term relationship and its determinants and the impact of the relationship on firm performance. This paper incorporates ‘inter-personal tie’ as determinants of the long-term relationship in the research model and the constructs representing the long-term relationship are divided into two groups which are emotional attribute and behavioral attribute. The results of structural equation model suggest that information sharing between suppliers and buyers improves trust between them and participative decision making influences commitment. The impact of interpersonal ties on the long-term relationship was not confirmed in this study. It was also suggested that the two emotional attributes, trust and commitment, have positive contribution to cooperation between buyers and suppliers and the long-term relationship improves firm performance.

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