강압적 영향전략이 갈등과 만족, 신뢰에 미치는 효과: 한국, 미국 기업을 중심으로

Abstract

Many manufacturers and distributors are undergoing a rapid paradigm shift after COVID-19. As existing global supply chains have been limited and blocked to reveal problems such as supply bottlenecks, supply shortages, and production delays, many companies are shifting from strategies that valued efficiency for economies of scale to strategies for emergencies and looking for alternatives. In particular, changes in the world’s supply chain due to the conflict between the U.S. and China are expected to reduce corporate efficiency and cause higher barriers to international management and higher transaction costs. In order to improve the overall competitiveness of the distribution channel system, the cooperative relationship between the manufacturer and the distributor will be the most important competitiveness. Therefore, this study analyzes how coercive influence strategies affect conflict, satisfaction, and trust between manufacturers and distributors. Because coercive influence strategies are ways to communicate closely, and conflict and satisfaction are important variables in building trust.