This study examines the relationship between multiple sales force management practices and performance within each of Miles & Snow (1978)'s strategy types and Walker & Ruekert (1987)'s strategy types. The findings are as follows First, Prospectors seem to

This study examines the relationship between multiple sales force management practices and performance within each of Miles & Snowꡑs strategy types(1978) and Walker & Ruekertꡑ s strategy types(1987). The findings are as follows : First, Prospectors seem to be associated with increased performance when they are utilizing a relationship selling strategy, internal sales force, moderate levels of supervision, outcome-based control system and incentive-oriented compensation system. Second, Analyzers seem to be associated with increased performance when they are utilizing a relationship selling strategy, internal sales force, outcome-based control system to deal with the instability in their strategic focus. Third, Low Cost Defender seem to be associated with increased performance when they are utilizing a relationship selling strategy, external sales force, low levels of supervision, outcome-based control system and salary-oriented compensation system. Fourth, Differentiated Defenders seem to be associated with increased performance when they are utilizing a relationship selling strategy, high levels of supervision, balanced(outcome+behavior) control system and salary-oriented compensation system.

본 연구는 국내기업의 국제전략적제휴를 대상으로 전략적제휴의 사업성과 결정요인을 분석하였다. 지난 1990년부터 2000년까지 국내기업이 체결한 국제전략적제휴를 연구대상으로 전체 23개 산업에 걸쳐 52개의 국내기업들이 체결한 124건의 제휴사례를 연구대상으로 하였다. 가설검증을 위해서 요인분석, 군집분석, 분산분석, 비모수통계분석을 시행하여 다음과 같은 연구결과를 얻었다. 국내기업의 국제전략적 제휴 유형은 파트너기업과의 조직간 상호작용정도와 잠재적갈등정도에 따라 친경쟁적 제휴, 비경쟁적 제휴, 선경쟁적 제휴, 경쟁적 제휴 등 네가지 유형으로 나타났다. 전략적 제휴의 유형별로 사업성과가 다르게 나타났다. 비경쟁적 제휴가 사업성과가 가장 높게 나타났으며 친경쟁적 제휴는 상대적으로 사업성과가 가장 낮게 나타났다. 이러한 연구결과는, 전략적 제휴의 유형과 사업성과에 관한 연구를 통하여 전략적 제휴와 산업의 관련성, 경쟁자와의 관계, 조직간 상호작용과 갈등의 문제들이 사업성과와 밀접한 관련이 있다는 것을 의미한다.

The purpose of this study examined important factor of performance on Contract Foodservice management. Three contract Foodservice companies were selected which were located in Seoul & kuonggi province. 300 units were chose. The questionnaire was composed of seven part. There were the operation of food management, the operation of menu, the operation of equipment and facilities management, the operation of solid waste and safety management, the operation of waiting time management. As a result of the survey B&I foodservice was listed higher than University foodservice as food hygiene, FIFO and food shelf life. University foodservice employees worked 4 hour longer than B&I foodservice employees, so turnover rate was higher than it. Comparing the number of feeding, B&I foodservice equipment and facilities scale was bigger than University foodservice equipment and facilities. The rate of solid waste on B&I foodservice was 11.468% and the rate of University foodservice was 16.23%, the waiting time of University foodservice was about 8mins longer than B&I foodservice.

We could not find researches for relationship between safety performance and business performance in comparison with other research areas. Then in this paper we suggest the hypotheses which can systematically explain the relationship between safety performance and business performance and analyze the effects of safety performance on business performance through regression analysis. In order to develop the regression model between safety performance and business performance, the previous studies both for environmental management and for quality management had been reviewed. We obtained the result that the number of the injured persons in occupational accident and the number of lost work day because of the accident which are selected as measurement for safety performance had an effect on business performance through empirical analysis both for large 43 enterprises and for small and medium 30 enterprises. Also we had found that the control variables selectively 3had an effect on business performance. Finally, we concluded that the safety performance had an effect on business performance both for large enterprise and for small and medium enterprise.

본 논문의 목적은 안전성과와 경영성과의 영향관계를 체계적으로 설명할 수 있는 모형을 개발하고, 근로자수 300인 이상인 기업 43개와 300인 미만인 30개 기업을 구분해서 개발한 모형을 실증적으로 분석함으로써 모델의 타당성을 분석하는데 있다. 안전성과에 대한 변수는 노동부산하의 한국산업안전공단에서 집계한 재해자 수와 근로손실일 수를 선정하였으며, 경영성과에 대한 자료는 (주)한국신용정보와 (주)매일경제에서 출간하는 상장기업분석자료를 근거로 하여 1인당매출액을 선정하고 조절변수로 사용된 노무비, 경비, 부채비율, 수출비중을 업계평균에 비해 상대적으로 높고 낮은 정도를 높은 기업은 1, 낮은 기업은 0의 값을 지정하여 실증분석을 실시하였다. 이를 통하여 기업의 특성요인들에 따라 안전성과가 경영성과에 미치는 영향이 다르다는 본 연구의 이론적 모델은 근로자 수가 300인 이상인 국내 대기업의 경우에는 그 타당성을 지닌다고 볼 수 있었다.

Total Quality Management(TQM) is the source of competitive advantage for the enterprise faced with the dynamic change of the environment as the customer satisfaction era, unlike the past marketing era. It can have an effect on the strategical choice of the enterprise and becomes a new spotlight of management strategy in business administration recently with various techniques of organizational innovation, such as business re-engineering, benchmarking and so on. The TQM which has an essential part of a Risk Response Process is recognized as strategic aspects in Risk Management. TQM means the total management system that realizes management philosophy of customer satisfaction through continuous improvement and innovational thoughts on the basis of top-management＇s leadership and employees＇ involvement, policy of quality management, customer focus, development of human resources, empowered work forces, and supplier relationships. The data investigating the business performance effect of active factors in TQM based on the shipping firms were collected from 250 shipping firms in Korea by the use of questionnaire method and personal interviews at the selected samples.

In this paper we attempted to relate firm`s overall organizational strategy to its international strategy and to relate alternative strategies to firm performance. We argued that, although firm`s international strategy was important, it should be evaluated within its overall organizational strategy. The analyses generally supported that there were significant differences in international configuration and coordination among the three alternative overall organizational strategies. The findings suggest that the analysis of firm`s international strategy should be made within a broader framework of its organizational strategy. The analysis results also suggest that the alternative strategies would perform equally well, providing that the strategy was well implemented.

본 논문에서는 2000년-2020년까지 중국의 연구개발비 투자와 기술비지니스 창업보육센터가 R&D 투자 성과에 미치는 영향에 관하여 분석하였다. R&D는 한 나라 경제의 지속적 성장을 위한 필수적인 요소로 자본과 노동의 추가 투입에 의한 경제성장이 점차 한계에 접어드는 경제구조에 있어서는 더욱 중요한 요소로 인식되고 있다. 올해 3분기 중국의 경제성장률이 3.9%로 예상을 뛰어넘기는 했지만 여전히 4% 미만으로 이전의 고성장 국면으로 반등이 어려울 것으로 예측되고 있다. 무역이 경제성장의 절대적인 요소로 자리매김하는 우리나라의 경우에는 중국이 세계 경제성장의 1/3 이상을 담당하는 상황에서 중국의 경제성장률 둔화는 부담스러울 수밖에 없다. 중국의 R&D 투자를 살펴보고 R&D 활동을 통한 산출물을 분석함으로써 중국 경제의 지속적인 성장 가능성은 논하고자 한다.

This study was conducted on financial data of 38 economic groups listed on Vietnam’s stock market for the period 2009 – 2019 and it aims to provide an empirical evidence on the impact of working capital management policy on performance in all phases of the economic cycle of Vietnamese economic groups. The study uses FGLS estimation method with 2 dependent variables ROA, GOP, independent variables including INV, AR, AP, CCC, dummy variable representing different phases of the economic cycle, variables Control includes CAT, CR, LEV, SZ, GR. Research shows that the greater the level of investment by companies in liquid assets corresponding to a certain level of activity (shown by average days of inventory (INV), average days of collection. (AR), cash flow cycle (CCC)) the lower the rate of return on assets. The study also provides additional evidence of the negative effects of economic crisis on the performance of economic groups. The study also shows that the number of short-term asset cycles has a positive impact on operational efficiency, and the level of debt use has a negative impact on operational efficiency. This result implies that the managers of economic groups can increase the efficiency of businesses through a reasonable working capital policy.

This study investigates how financial resources and entrepreneurial orientation (EO) may influence the performance of small- and mediumsized enterprises (SMEs) in the United Arab Emirates (UAE). Twenty-seven interviews were conducted and evaluated using the method of GABEK® (A GAnzheitliche BEwältigung von Komplexität – holistic processing of complexity). The research demonstrated that access to financial resources has significantly mediated EO’s effect on the SMEs’ performance. The study found that financial autonomy, enhanced through both personal financing and availability of external finance sources, plays a central role in supporting the EO dimension of autonomy and enhancing the SMEs’ performance. In particular, the other EO dimension of risk-taking is stymied by lack of funds with which to take commercial and market opportunities. However, when an innovation strategy is pursued and adopted, access to finance can be facilitated, either through financial institutions or through other governmental funding programs attracting high potential innovators. Furthermore, financial barriers, difficulties accessing bank financing, and legal issues have a detrimental impact on SMEs’ growth. The study has implications for policy-makers in the UAE, specifically in terms of sending a signal for lending institutions to consider strategies that provide access to affordable financial services to satisfy SMEs’ needs.

This study aims to assess the impact of competitive pressure and innovation capability on business performance in small- and mediumsized enterprises (SMEs) in the batik industry in East Java, Indonesia. Furthermore, this study explores the impact of competitive pressure on business performance through innovation capability as a mediating variable. This research was quantitative using primary data with questionnaire as a method of sampling collection. The measurement of the variables was captured using Likert scale. The respondents were small- and medium-sized enterprises (SMEs) in the batik industry in East Java Province, Indonesia. The sample totaled 254 subjects. The data analysis was done using SEM-PLS. The results of the study show that: 1) there was a positive direct impact of competitive pressure on business performance; 2) competition pressure positively influences innovation capability; 3) innovation capability positively influences business performance; and 4) innovation capability has a partial mediating role in the effect of competitive pressures on business performance. The findings of this study suggest that managers in SME’s batik industry should increase their effort to cope with the high competitive pressure to increase the innovation capability, so that they can have an advantage to face successfully competitors, leading to higher business performance.

The focus of this study is to investigate the mediating role of online market orientation on information capital readiness-business performance relationship. The construct of information capital readiness is rarely researched. The readiness here refers to the availability of information capital needed to support strategy execution. As quantitative research, this study employs the partial least squares structural equation modeling (PLS-SEM) to test the hypotheses. Data was collected using questionnaires from the owners/managers of the micro, small, and medium-sized enterprises (MSMEs) in the East Java Province, Indonesia. As many as 433 respondents had participated. The result indicates that information capital readiness directly and positively affects business performance. Further analysis reveals that online market orientation partially mediates information capital readiness-business performance relationship. In conclusion, this study suggests that the owners/managers of the MSMEs should improve their information capital readiness to support online market orientation strategy so that it can improve their business performance. This is the first study that brings together the issues of information capital readiness and online market orientation as the antecedents of business performance in the Indonesian MSMEs research setting. The mediating role of online market orientation is rarely explored in previous studies.

Vietnam is the country with the largest animal feed production in Southeast Asia. Domestic animal feed manufacturing enterprises play an important role in animal husbandry in particular and in agriculture in general. However, domestic animal feed enterprises in Vietnam are encountering shortcomings. This paper is conducted to investigate the impact levels of external determinants on business performance of domestic animal feed manufacturing enterprises, including: (i) policy and economic mechanism, (ii) supply-demand of animal feed products, and (iii) nature and level of market competition. We presented a research method, explaining the dependent variable ‘business performance’ and the independent variables. Data were collected from 120 questionnaires from domestic animal feed manufacturing enterprises. Based on these data, we use Cronbach’s Alpha, EFA and run regression model for assessing the impact levels of each independent variable on the dependent variable of business performance of domestic animal feed manufacturing enterprises. The results show that three external determinants including (i) policy and economic mechanism, (ii) supply-demand of animal feed products, and (iii) nature and level of market competition, have positive relationships with business performance. Based on the findings, some recommendations are given for improving business performance of domestic animal feed manufacturing enterprises to ensure sustainability.

The Small and Medium Enterprise is currently getting more attention from the Indonesian government as the contribution of this sector to the regional and national income has increased. Though the government is providing a lot of attention as well as facilities to the small businesses in the manufacturing sector, they face intense competition. Thus, the small enterprises need to ensure that they achieve good business performance. This research aims to investigate the role of entrepreneurial intensity and innovation in improving the performance of small businesses in Indonesia. For this purpose, one hundred and eighty-six small business owners participated in the survey. The data was analyzed using Structural Equation Modelling. The hypothesis results show that entrepreneurial intensity and innovation have a proven role in business performance of small enterprises. Entrepreneurial intensity in particular, significantly impacts innovation and exploration. And innovation is crucial for business performance. The results imply that to increase business performance, the owner and the manager also need to raise their entrepreneurial spirit, as it can enhance their willingness to explore and use their business experience to do more innovation activities. The more innovation is done by the company; the business performance is more likely to improve.

The purpose of this study is to investigate the contiguity of social capital and competence on business performance moderating by government policy. A total sample of 225 Village Credit Institution (LPDs) managers in Bali, the hypothesis is examined using the WarpPLS analysis. The findings reveal that social capital has an important role in enhancing performance, Competence is also an important factor for managers because it can intensify performance. Social capital is largely related to the recognition of society regarding the credibility of the managers, while competence emphasizes the ability of the managers to manage the organization. Government policy must be viewed as a regulation that is able to help improve performance. However, the public policies issued by the government are still unable to help improve social capital and competence. Thus, to create public policies that are able to improve the competence and social capital, a further examination into the variables must be conducted. The findings suggest that two-way communication must be developed and synergy between the government and organizations to create opportunities and overcome the increasingly complex business challenges. The results emphasized the importance of social capital in enhancing business performance. In addition, the role of competence is of equal importance to enhance business performance.

The purpose of this study is to investigate the impacts of business service quality on satisfaction, commitment, performance, and loyalty in higher education. A survey was given to undergraduates involved in business through employment and start-up companies at a private university in Korea. With 252 respondents, this study used exploratory factor analysis and reliability analysis to verify the reliability and validity of measured variables. Multiple regression was employed as a statistical method for the hypotheses of the study. The research questions were: 1) How do education SERVQUAL factors (tangibles, responsiveness, reliability, assurance, and empathy) affect customer satisfaction? 2) How do education SERVQUAL factors affect customer commitment? 3) How does customer satisfaction or commitment affect education performance? 4) How does customer satisfaction, commitment or performance affect their loyalty in higher education? The findings show that most dimensions of business service quality have effects on satisfaction and commitment, and satisfaction and commitment have a positive effect on performance. Additionally, satisfaction, commitment and performance all have an effect on loyalty. This study confirmed the need for the improvement of business service quality in a private university. Additionally, it highlighted the importance of user satisfaction, commitment and performance in order to increase the loyalty level of undergraduate students.