무역 전시회 참여 기업의 자원기반요소가 관계학습 및 전시회 성과에 미치는 영향

• 영문명: The Effect of Resource-Based Elements on Relationship Learning and Exhibition Performance in Trade Exhibition Participating Companies
• 발행기관: 한국무역연구원
• 저자명: 김병호(Byeung-Ho Kim) 박영근(Yeung-Kurn Park) 서창옥(Chang-Ok Seo)
• 간행물 정보: 『무역연구』제20권 제2호, 265~281쪽, 전체 17쪽
• 주제분류: 경제경영 > 무역학
• 파일형태: PDF
• 발행일자: 2024.04.30

영문 초록

Purpose - This study sought to investigate the relationship between resource-based elements (trust, relationship commitment, transaction-specific assets), and relationship elements that trade exhibition participating companies can utilize internally, relationship learning, and trade exhibition performance (sales performance, non-sales performance). Design/Methodology/Approach - Data collection was conducted through e-mail and in-person interviews from November 10 to November 30, 2023, targeting executives and salespeople of companies participating in the trade exhibition. A total of 300 copies were distributed, and 259 copies, excluding insincere responses, were used in the final analysis. Findings - As a result of the analysis, first, it was found that relationship learning also improves as the resource-based elements of trust and transaction-specific assets of companies participating in trade exhibitions increase. Second, as exhibition relationship learning improved, exhibition performance improved, which showed the same results for both sales and non-sales performance. Third, as a result of analyzing the mediating effect of relationship commitment in the relationship between resource-based factors and exhibition performance, it was confirmed that exhibition performance increases when resource-based factors go through relationship commitment. Research Implications - Through this study, the relative influence of resource-based elements and the relationship learning of trade exhibition participating companies on exhibition performance was confirmed, and it was found that resource-based elements and relationship learning are important for trade exhibition participating companies to achieve strategic exhibition performance.

목차

Ⅰ. 서론

Ⅱ. 이론적 배경과 가설설정

Ⅲ. 연구방법

Ⅳ. 결과분석

Ⅴ. 결론

References

키워드

Corporate Trust Relationship Commitment Transaction-specific Assets Relationship Learning Exhibition Performance