상생협력과 공급사 성과 = 관계적 사회자본의 매개효과

다국어 초록 (Multilingual Abstract)

Firms have changed a way of managing their supply chain by adopting win-win collaboration approach as they have realized that a large and increasing amount of sources for a corporate competitive advantage can be found in their supply chain. Such win-win collaboration in supply chains that focuses on a supply chain`s capabilities rather than mere short-term outputs has been paid more attention in Korea as polarization between large buying firms and their small suppliers became problematic. However, several important aspects have received relatively little attention. First, to date, little academic research has clearly identified win-win collaboration and its elements, and explored its effects on supply chain performance in the Korean context whereas rhetoric about the importance of win-win collaboration is abundant. Second, previous studies examining the relationship between collaboration and overall supply chain performance have provided mixed results. Third, most previous studies have more focused on large buying firms` performance, and thus little attention have paid to suppliers, in particular that of small and medium size (SME) suppliers. Given this gap, this paper explores tow questions. How does win-win collaboration influence the performance of suppliers? More specifically, how does social capital accumulated between large buyers and SME suppliers mediate the relationships between win-win collaboration and supplier performance? First, this study identified a comprehensive set of win-win collaboration practices in the Korean context by synthesizing relevant literature and perspectives of practitioners. Second, the study suggests a mediating role of relational social capital between win-win collaboration and the performance of suppliers. Third, this paper provides empirical analyses of these relationships. Consistent with the purpose of this study, the study focused on medium-sized suppliers. A total of 197 responses from SME suppliers were used for the empirical analysis. The results of a series of rigorous tests provided support for the validity and reliability of the scales, including two sub-constructs of win-win collaboration ? fairness and collaboration. Regression analyses were used to test the effects of win-win collaboration on relational social capital and supplier manufacturing performance as well as the mediating effects of relational social capital on the relationship between win-win collaboration and performance. Overall, the research results indicate that the hypotheses for the relationships between win-win collaboration, relational social capital, and supplier performance were supported. First, win-win collaboration has positive and significant impact on social capital accumulation between a buyer and its suppliers. Second, both dimensions of win-win collaboration ? fairness and collaboration ? contribute to the improvement of supplier manufacturing performance. In particular, fairness is found to have a higher impact on supplier performance than collaboration. Third, the results empirically verify a significant positive effect of social capital on the performance of suppliers. Noteworthy is that win-win collaboration increased the supplier`s manufacturing performance through relational social capital accumulation. In other words, relational social capital was found to fully mediate the effects of win-win collaboration on supplier performance. Through a comprehensive model and empirical evidence, this study provides a better understanding of win-win collaboration and important guidelines for managers of buyers as well as suppliers who wish to foster stronger supply chain capabilities. First, large buying firms should recognize that both buyers and suppliers can benefit from win-win collaboration, and thus it is not a one-directional support and/or dispensation. In addition, win-win collaboration is likely to fail if fairness is not well guaranteed. Second, managers of buyers and suppliers should foster fre

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