ScholarWorks@숙명여자대학교

초록

This study deals with the relationship between manufacturers that produce and sell machinery and equipment and agencies that distribute these products in order to strengthen the competitiveness of manufacturers that sell industrial goods (not consumer goods). In particular, in the machinery and equipment industry, the relationship between manufacturers and distributors is important because their end-users constantly request the customer services to distribution agencies and distribution agencies also provide prompt action and cooperation with manufacturers to satisfy the end-user’s needs. Therefore, in the machinery and equipment industry, we recognized that the trust of the distribution agencies to the manufacturer is an important factor and examined the intention to terminate the relationship with manufacturers based on the findings from previous literature . In order to verify the hypotheses in this study, questionnaires were conducted with managers of machinery and equipment distribution agencies and the hypotheses were verified using a series of hierarchical regression. Through this process focussed on demonstrating the moderating effect, it was confirmed statistically significant that the more the distributors perceived that the manufacturer's unfairness was high, the less the distributor's trust which decrease the dissolution intentions become strong. However, the direction of the hypothesis that the influence of the distributor's trust to the manufacturer on the dissolution intentions weakens as the opportunism increases, but it had a marginal statistical significance. Managerial and academic implications were also discussed.

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