인센티브 시스템이 수입대리인의 성과에 미치는 영항: 한국 중소기업을 중심으로

초록

Purpose: The purpose of this paper is to investigate how the exporters’ compensation plan has an effect on the importers’ role performance. The exporters’ compensation plan is examined along two dimensions: monetary vs. non-monetary incentives. Research design, data, methodology: The survey indicated that besides monetary incentives, non-monetary incentives also help encourage importing agents to comply with regulations and commit with a higher dedication to the exporters. However, importers were found to act more opportunistically if they receive monetary incentives only. Results: The findings suggest that non-monetary incentives is as important as monetary incentives in improving the importers’ role performance. In short, the importers’ role performance is improved when non-monetary incentives are actively in place, and their levels of compliance, opportunistic behaviors, and commitment play the mediating roles. Conclusions: This paper outlines the effectiveness of each type of incentives provided by exporters as means to improve the importers’ role performance.

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