제1장

1) Louis W. Stern and Torger Reve(1980), "Distribution Channel As Political Economies:A Framework for Comparative Analysis," Journal of Marketing, Vol. 44(Summer), pp. 52-53).

2) 물론 이것 외에도 유통경로에 대한 연구는 기능별 연구·기관별 연구·상품별 연구 등의 전통적 연구방법 등이 있다(cf. 吳相洛(1980), 마아케팅원론, pp. 46-52, 韓義泳(1981), 현대마아케팅론, pp. 72-80).

3) Louis W. Stern ed. (1969), Distrubution Channels:Behavioral Dimensions, Bowton:Houghton Mifflin Company, Louis W Stern and Adel I. El. Ansary(1988), Marketing Channels, Englewood Cliffs, New Jersey:Prentice-Hall

4) cf. Louis W. Stern and Torger Reve(1980), op. cit., pp.52-64, Johan Arndt(1981), "The Political Economy of Macromarketing, Vol. 1(Spring), pp. 36-47, Johan Arndt(1983), "The Political Economy Paradigm:Foundation for Theory Building in Marketing", Journal of Marketing, Vol. 47(Fall), pp.44-54. Ravi S. Achrol. Torger Reve, and Louis W Stern(1983). "The Environment of Marketing, Vol. 47(Fall), pp. 55-67, Robert F. Dwyer and M. Ann Welsch(1985), "Environmental Relationships of the Internal Political Economy of Marketing Channel," Journal of Marketing Research, Vol. 22(November), pp. 397-414. Torger Reve and Louis W. Stern(1985), "The Polical Economy Framework of Interorgantzational Relations, Revisited," Research in Marketing, Supplement 2, pp. 289-300.

5) John A. Howard(1965), Marketing Theory, Boston, Massachusetts:Allyn and Bacon, U.Nonanka and Frakncesco M.Nicosia(1979), "Marketing Management, Its Environment and Information Processing:A Problem of Organizational Design," Journal of Bussiness Research, Vol. 7(no. 4), pp. 277-301, NIgel Pierey(1986), Marketing Budgeting:A Political and Organizational Model, London:Croom Heim.

Toroger Reve and Louis W Stern(1979), "Interorganizational Relations, in Marketing Channel," Academy of Management Review, Vol.4(no. 3), pp. 405-416.

7) J. Kenneth Benson(1975), "The Interoganizational Network As a Political Economy," Administrative Science Quartetly, Vol. 20(June), pp.229-249, Amital Etzioni and Edward E. Lehman eds,(1980), A Socialogical Reader on Complex Organizations, New York:Holt, Rinehart, and Winston.

8) 초월적 조직이란 용어는 social action system, interorganizational collectivity, organized behavior system이란 말과 동의어로도 종종 쓰인다. 유통경로의 성격과 유형에 대해서는 金元銖(1981), 거시마아케팅론, pp. 150-185를 참조.

9) Torger Reve and Louis W. Stern (1979), op.cit., pp.406-408.

10) Wroe Alderson(1957), Mareting Behavior and Executive Action:A Functionalist Approach to Marketing Theory, Homewood, Illinois:Richard D. Irwin.

11) 물론 권력과 갈등만이 행동과학적 차원의 주요 개념은 아니며, 역할(role)·협동(cooperation)·인내(tolerance)·리더쉽·통제(control)·만족/불만족(satisfaction/dissatisfaction)·커뮤니케이션 등도 중요한 연구개념이다.

12) Patricck L. Schul and Emin Babakus(1988), "An Examination of the Interfirm Power-Conflict Relationship:The Entervening Role of the Channel Decision Structure," Journal of Retailing, Vol. 64(Winter). pp. 381-404.

13) 유통경로의 유형은 거래되는 제품의 특성과 수행되는 기능에 따라 여러 가지로 분류할 수 있으나 가전3사의 대리점은 ① 상품의 소유권 이동에 주로 관여하는 상적유통경로이며, ② 본사와 대리점 사이에 계약을 통해 부분적으로 통합된 수직적 마아케팅시스템(contractual VMS)이다.

14) 제조업자에 의한 유통기구계열화의 전제조건, 일반원칙, 경영관리적 효과는 金東基(1974), 현대유통기구론, pp. 129-149를 참조.

15) 대리중간상의 관리에 대해서는 林鍾沅(1988), 현대마아케팅원론, PP. 193-195를 참조.

제2장

1) 金元銖(1981), 거시마아케팅론, 서울:경문사, pp. 169-173.

2) Ernest R. Cadotte and Louis W. Stern (1979), "A Process Model of Interorganizational Relations in Marketing Channels," Research in Marketing, Vol. 2, p. 134.

3) Louis W. Stern, Adel I. El-Ansary, and James R. Brown(1989), "Management in Marketing Channels, Prentice Hall, Englewood Cliffs;MJ, p. 5.

4) Worw Alderson(1969), "Cooperation and Conflict in Marketing Channels," in Louis W Stern ed. Distribution Channels:Behavioral Dimensions, Houghton Mifflin Company:Boston, pp. 195-196.

5) Louis W. Stern and Ronald H. Gorman(1969), "Conflict in Distribution Channels:An Exploration,:in Louis W Wtern ed., Distribution Channels:Behavioral Channels, Houghton Miffilin Company:Boston, p. 156.

6) Joseph C. Palamountain, Jr(1975), The Politics of Distribution, Cambridge, Mass:Harbard University Press, Sonald J. Bowesox, M. Bixby Cooper, Douglas M. Lamber, and Donald A. Taylor(1987), Management in Marketing Channels, pp. 71-72에서 재인용.

7) Joseph C. Palamountain(1969), "Vertical Conflint," in Louis W. Stern ed., Distribution Channels:Behavioral Dimensions, Houghton Mifflin Company:Boston, p. 133.

8) Cadotte and Stern (1979), op.cit., p. 129.

9) Robert A. Robieaux and Adel I. El-Ansary, "A General Model for Understanding Channels Member Behavior," Journal of Retailing, Vol. 52(no. 4),. pp. 13-30, 93.

10) Pusan Annd and Louis W. Stern (1985), "A Sociological Explanation for Why Marketing Channes Members Relinquish control," Journal of Marketing Research, Vol. 22(November 1985), pp. 365-376.

11) Schul, Pride, and Little 등은 경로 리이더 쉽 스타일과 경로갈등간에는 연관성이 있다고 하였다. 즉 참여적이고, 지원적이며, 지시적인 리이더 쉽은 경로갈등을 줄여준다고 하였다. (ch. Patrick L. Schul, William M. Pride, and Taylor L. Little(1983), "The Impact of Channel Leadeship Behavior on Interachannel Conflict," Journal of Marketing, Vol. 47(summer), pp.21-34.

12) Power에 대한 번역을 권력·영향력·지배력 등 여러 가지로 하고 있으나 본 연구에서는 권력이라는 보편적 용어로 쓰기로 한다. 또한 power, authority, influence, politice 등의 용어가 서로 혼용되는 경우도 있으나 power는 개인이나 조직이 자기들의 목표를 달성하기 위해 다른 사람이나 조직의 의사에 구애받지 않고 영향력을 행사하는 과정이다. 이에 비해 authority는 정당한 power를 가르키는 것으로 ① 조직내의 지위에서 발생하며, ②부하직원에 의해 자발적으로 수용되며, ③ 수직적 지위구조에서 공식적인 명령체계에서 존재한다. 따르지 않았을 때 제재를 가하는 것이 power임에 비해 influence는 간순하게 다른 사람의 행위에 영향을 미치는 제재가 없는 경우를 말한다. politics라는 개념은 power를 획득하고 유지하고 사용하는 일련의 행위를 말한다.(cf. Robblins 1989:Robey 1986;Szilagyi and Wallace 1987;Yukl 1981).

13) 권력현상을 바라보는 관점은 ① 이를 구조적 현상(structura phenomenon)으로 보아야 할 지 또는 사회적 상호작용(social interaction)으로 이해하여야 할지에 대한 미합의와, ②context-specific한 현상으로 보아야 할지 또는 decision-specific한 현상으로 보아야 할지에 대한 미합의 등이다(cf. Piercy 1986).

14) 권력을 분석하는 수준도 개인·집단·조직 등 다양하기 때문에 일률적인 논의를 하기가 어렵다. 실제로 권력에 대한 연구도 사회심리학·사회학·조직론·정치학 등 여러 분과학에서 이루어지고 있다. 본 연구의 연구대상인 유통경로는 주로 조직간 관계에서 발생하는 권력을 말하며, 이러한 조직권력에 대한 연구는 자원의존이론·조직간 네트웍·정치경제학적 연구의 도움이 크다.

15) 권력관계를 그 활동주체 사이의 이원적 관계를 전제로 할 때는 영향력 또는 권력을 행사하는 주체를 influencer, influencing agent, source firm 등이라 하고, 권력의 영향을 받는 객체를 influencee, target firm 등이라 한다.

16) Dorwin Cartwright (1959), "A Field Theoretical Conception of Power," in Dorwin Cartwright (ed.), Studies in Social Power, Ann Arobor:University of Michigan Press.

17) Richard M. Emwrson(1962), "Power-Dependence Relations," American Sociological Review, 27 (February), 31-41.

18) Robert A. Dahl(1957), "The Concept of Power," Behavioral Science, Vol 2 (July), 201-218.

19) John R. P. French, and Bertram H. Raven (1959), "The Bases of Social Power," in Dorwin Cartright (ed.), Studies in Social Power. Ann Arobor:University of Michigan Press.

20) Samuel B. Bacharach and Edward J. Lawler(1976), "The Perception of Power," Social Force, Vol. 55(September), pp.123-134.

21) 물론 강제력, 또는 상대방의 저항을 극복할 수 있는 내용이 반드시 권력의 개념에 포함되어야 하는가에 대해서는 이론이 많으나 실제적인 면에서 보면 강제력이 수반되지 않는 것은 권력이라 규정하기가 매우 어렵다. 왜냐하면 강제력이 없이도 영향력을 미칠 수 있으면 권력을 행사할 필요가 없게 되기 때문이다. (cf. Piercy 1986. pp. 147-148).

22) Andrew D. Szilagyi Jr., and Marc J. Wallace Jr. (1987), Organizational Behavior and Performance, Grenview, Illinois:Scott, Foreman and Company. p. 284.

23) David L. Wilemon,(1972), "Power and Nogotiation Strategies in Marketing Channels," The Sourthern Journal of Business, 7 (February), 12-32.

24) Ian F Wilkinson,(1974), "Researching the Destribution Channels for Consumer and Industrial Goods:The Power Dimension," Journal of Market Research Society, 16 (no. 1), 12-32.

25) Adel I. El-Ansarym and Louis W. Stern (1972), "Power Measurement in the Distribution Channel," Journal of Marketing Research, 9 (February). p. 47.

26) Shelby D. Hunt and John R. Nevin (1974), "Power in a Channel of Distribution:Sources and Consquences," Journal of Marketing Research, 11 (May), 186.

27) John F. Gaski (1984), "The Theory of Power and Conflict in Channels of Distribution," Journal of Marketing, 48(Summer), 9-11.

28) John Gaski and John R. Nevin(1985), "The differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel," Journal of Marketing Research, Vol. 22(May), pp. 130-142.

29) Patrick L. Schul and Emin Babakus (1988), "An Intervening Role of the Channel Decision Structure," Journal of Retailing, Vol. 64 (Winter), pp. 381-404.

30) 물론 반드시 행위변화를 가져오지 않아도 권력은 얼마든지 행사될 수 있으며, 결과에 변화를 초래케 할 수 있다. 그러나 실제적 의미에서 보면 행위변화와 결과에 영향을 미치는 것은 같은 개념으로 인식할 수밖에 없다.

31) A. Kaplan, "Power in Perspective," in Robert L. Kahn and Kenneth E. Boulding eds., Power and Conflict in Organizations, London:Tavistock, pp. 11-31.

32) Andrew D. Szilagyi Jr., and Marc J. Wallace Jr. (1987), op. cit., pp. 285-280.

33) Daniel Robey(1986), Designing Organizations, Homewood, Illinois:Irwin., pp. 388-396.

34) Richard M. Emerson(1962), op.cit., pp. 31-32.

35) Ernest R. Cadotte and Louis W. Stern (1979_"A Process Model of Interorganizational Relations in Marketing Channels," Research im Marketing, 2, 127-158.

36) Jeffrey Pfeffer and Gerald R. Salancik (1978), The External Control of Organizations:A Resource Dependence Perspective, New York:Harper and Row. pp. 39-51.

37) J. W. Thibaut and H. H. Kelly (1959), The Social Psychology of Groups, New York:John Wiley & Sons.

38) Hames C. Anderson and James A. Marus(1984)"A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships," Journal of Marketing, 48 (Fall), 62-64.

39) Adel I. El-Ansarym and Louis W. Stern (1972), op. cit., pp. 47-52.

40) Michael Etgar(1976), "Channel Domination and Countervailing Power in Distributive Channels," Journal of Marketing Research, Vol. 13 (August), pp. 254-262.

41) Lynn W. Phillips (1982), "Explaining Control Losses in Corporate Marketing Channel:An Organizational Analysis," Journal of Marketing Research, Vol. 19 (November), pp. 525-549.

42) James R. Brown, Robert F. Lusch, and Darrel D. Muehling(1983). "Conflict and Power\Dependence Relation in Retailer-Supplier Channel," Journal of Retailing, Vol. 59 (Winter), 53-80.

43) Robert H. Ross, Robert F. Lusch, and James R. Brown (1982),"Power and Dependency in the Marketing Channel:A Methodological Note," in Bruce J. Walker et als. (eds.), AMA Educators' Proceedings, Chicago:American Marketing Association, 194-198.

44) Gray L. Fraziar, James D. Gill, and Sudhir H. Kale (1989),"Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing country." Journal of Marketing, Vol. 53(January), 50-69.

45) 보통 권력의 원천(power source)이라 표현하고 있지만, 권력의 여러 하위차원을 가르키는 표현은 특수한 조직 내지는 사회적 맥락에 따라 달리 표현되기도 한다. French and Raven(1959), Peabody(1962) 등은 Base, Etzioni(1961)는 kinds, Olsen(1976)은 types, Bacharach and Lawler(1980), Pfeffer(1981) 등은 source라는 표현을 쓴다. 또한 Robbins(1989)는 권력원천(power source)과 권력기초(power base)을 구분하여, 권력원천이란 권력을 기초를 어디에서 획득하느냐에 관련되는 것으로 지위·개인적 특성·전문·정보통제의 기회 등이며, 권력기초는 타인에게 영향력을 미치는 수단으로서 강압·보상·설득·지시 등이 있다고 하였다.

46) French and Raven (1959), op. cit., p. 156.

47) Bertram H. Raven (1974),"The Comparative Analysis of Power and Power Preference," in J. Tedeschi ed., Perspectives on Social Power, Chicago:Aldine-Atherton.

48) Dorwin Cartwright (1965),"Influence, Leadership, Control," in James G. March (ed.), Handbook of Organizationsm Chicago, Illinois:Rand McNally and Company. p. 28.

49) P. F. Secord and C. W. Backman (1964), Social Pyschology, New York:McGraw-Hill. p. 278.

50) Jack J. Kasulis and Robert E. Speckman (1980),"A Framework for the Use of Power," European Journal of Marketing, Vol. 14 (no. 4), 180-191.

51) Michael Etgar (1976),"Channel Domination and Countervailing Power in Distributive Channels," Journal of Marketing Research, Vol. 13 (August), 254-262.

52) Louis W. Stern and Adel I. El-Ansary (1988), Marketing Channels, Englewood Cliffs, New Jersey:Prentice-Hall. p. 273.

53) Stern and El-Ansary (1988), op. cit., p. 275.

54) 준거적 권력이란 용어와 동일시 권력(identification power)은 호환적으로 사용되며 동일한 의미를 갖는다. 좀 더 정확히 말하면 동일시 권력과 준거적 권력은 일종의 원인과 결과(cause-and-effect)의 의미로 연결된다고 볼 수 있는데, 왜냐하면 준거적 권력을 형성케 하는 원인이 상대방과의 동일시(identification)에서 비롯되기 때문이다.

55) Secord and Backman (1964), op. cit., p. 376.

56) Louis W. Stern, Adel I. El-Ansary, and James R. Brown (1989), Management in Marketing Channels, Englewood Cliffs, New Jersey:Prentice-Hall, p. 336.

57) Bertram H. Raven and Jeffrey Z. Rubin (1983), Social Psychology, New York:John Wiley & Sons, p. 407.

58) Hunt and Nevin(1974), op. cit., pp. 186-193.

59) cf. Robert F. Lusch (1976), "Sources of Power:Their Impact on Intrachannel Conflict," Journal of Marketing Research, Vol. 13 (November), 382-390, Gaski and Nevin (1985), op. cit., pp.130-142, Schul and Babakus(1989), op. cit., pp. 381-404.

60) Michael Etgar (1978), "Selection of an Effective Channel Control Mix," Journal of Marketing, Vol. 42 (July), 53-58.

61) Brown, Lusch, and Brown(1983), op. cit., pp. 53-80.

62) Harold F. Koeing, Terrence T. Kroeten, and James R. Brown (1984), "The Bases of Power:Their Effect upon Retailer's Perceptions of Uncertainty," in Russel W. Belk et 민. (eds.), AMA Educators' Proceeding, Chicago:American Marketing Association, pp. 256-260.

63) Jean, L. Johnson, Harold F. Koenig, and James R. Brown (1985), "The Bases of Marketing Channel Power:An Exploration and Confirmation of their Underlying Dimensions," in Robert F. Lusch et als. AMA Educators' Proceedings, Chicago:American Marketing Association, 160에서 재인용.

64) George John (1984), "An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel," Journal of Marketing Research, Vol. 21 (August), 278-289.

65) Johnson, Koeing, and Brown(1985), op. cit., pp. 160-165.

66) Stern, El-Ansary, and Brown(1989), op. cit., p. 336.

67) Hunt and Nevin(1974), op. cit., pp. 186-193.

68) Robert F. Lusch (1977), "Franchise Satisfaction:Cause and Consequences." International Journal of Physical Distribution, Vol. 7.

69) James R. Brown and Gary L. Frazier (1978), "The Application of Channel Power:Its Effects and Connotations," in Subhash C. Jain ed., Research Frontiess im Marketing:Dislogues and Directions, Chicago:American Marketing, pp. 266-270, Gaski(1984), op. cit., p. 18에서 재인용.

70) Robert Dwyer F. "Channel Member Satisfaction:Laboratory Insights," Journal of Retailing, Vol. 56 (Summer), pp. 45-65.

71) John F. Gaski and r. Nevin (1985), "The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel, " Journal of Marketing Research, Vol. 22(May), pp. 130-142.

72) O. C. Walker Jr. (1972), "The Effects of Learning on Bargaining Behavior," in F. C. Allvine ed., Combined Proceedings, Chicago:American Marketing, pp, 194-199, Gaski (1984), op. cit., p. 15에서 재인용.

73) Ian F. Wilkinson (1981), "Power, Conflict, and Satisfaction in Distribution Channels-An Empirical Study," International Journal of Physical Distribution and Materials Management, Vol. 11 (No. 7). pp. 20-30. Gaski (1984), op. cit., p. 20에서 재인용.

74) Brown, Lusch, and Muehling(1983), op. cit., pp. 53-80.

75) Cliton F. Fink, (1968), "Some Conceptual Difficulties in the Theory of Sicial conflict," Journal of Conflict Resolution, Vol. 12 (no. 4), pp. 413-458.

76) Stuart M. Schmidt and Thomas A. Kochan (1972), "Conflict:Toward Conceptual Clarity," Administration Science Quarterly, Vol. 17 (no. 3), pp. 359-361.

77) 갈등(conflict)과 경쟁(conpetition)은 여러 가지로 혼돈이 되고 있는데 이들 논의를 다음의 세 가지로 나누어 정리할 수 있다. 즉 첫째는 갈등을 경쟁의 하위집합으로 이해하려는 것으로서 모든 종류의 경쟁이 곧 갈등은 아니라는 것이다. 둘째는 행위가 규제되는 정도를 강조하는 것으로 경쟁이란 경쟁자들이 그들의 목표를 추구하여 가는 과정에서 규칙(rule)과 제도화된 규범을 통해 할 수 있는 일을 제약하는 것이며, 갈등은 비규제적(unregulated)인 것이라는 것이다. 셋째는, 갈등과 경쟁은 완전히 구분되는 행태적 현상으로서 갈등을 좁게 정의하려는 것이다. 즉, 각자의 목표를 추구하는 과정에서 상대방의 목표달성에 구애받지 않고 자기의 노력만을 경주하는 tkdxoIparallel strivrence)인 행위를 갈등이라 한다.(Schmidt and Kochan(1972), pp. 360-361).

78) Stephen P. Robbins (1989), Organizations Behavior:Concepts, Controversies, and Applications, Englewood Cliffs, New Jersey:Prentice-Hall, p. 368.

79) Kenneth Thomas (1976), "Conflict and Conflict Management," in Marvin D. Dennette (ed.), Handbook of Industrial and Organizational Psychology, Chicago:Rand McNally, pp. 889-926.

80) Bertram H. Raven and Arie W. Kruglanski (1970), "Conflict and Power," in Paul Swingle (ed.), The Structure of Conflict, New York:Academic Press, pp. 69-109..

81) stern and El-Ansary(1988), op. cit., p. 285.

82) Bruce E. Mallens ed., The Marketing Channel:A Conceptual Viewpoint, New York:John Wiley & Sons. pp. 124-134.

83) cf. 尙戊達 (1989), 유통관리, 서울:형설출판사, pp. 256-268., 林鍾沅 (1988), 현대 마아케팅 관리론, 서울:무역경영사, pp. 370-371.

84) Henry Assael (1968), "the Political Role of Trade association in Distributive conflict Resolution," Journal of Marketing, Vol. 32(April), pp. 21-28.

85) Robert W. Little (1986), "Power and Leadership in Marketing Channels," Proceedings of the AMA, Chicago:American Marketing Association, pp. 6-7. Rosenbloom(1978), op. cit., p. 69에서 재인용.

86) Louis W. Stern and Ronald H. Gorman (1969), "Conflict in Distribution Channels:An Exploration," in Louis W. Stern (ed.), Distribution Channels:Behavioral Dimensions, Boston:Houghton 1972), op. cit., pp. 156-161.

87) Schmidt and Kochan(1972), op. cit., p., pp. 365-366.

88) Cadotte and Stern(1979), op. cit., p. 131.

89) Cadotte and Stern(1979), op. cit., p. 132.

90) Cadotte and Stern(1979), op. cit., p. 133.

91) James D. Thompson (1967), Organization in Action, New York:McGraw-Hill, pp. 51-65.

92) Emerson(1972), op. cit., p. 34.

93) Cadotte and Stern(1979), op. cit., p. 134.

94) cf. Robert F. Lusch(1976), "Sources of Power:Their Impact on Intrachannel Conflict," Journal of Marketing Research, 13 (November), pp. 382-390, Brown and Frazier(1978), op. cit., pp. 266-270. Wilkinson(1981), op. cit., pp. 20-30. Gaski and Nevin(1985), op. cit., pp. 130-142, Schul and Babakus(1988), op. cit., pp. 381-404.

95) Stephen P. Robbins(1987), Organizations Theory:Structure, Design, and Applications, Englewood Cliffs, New Jersey:Prentice-Hall, pp. 339-344. Brown, Lusch, and Muehing(1983), op. cit., pp. 53-80.

96) Frazier, Gill, and Kale(1989), op. cit., pp. 50-69.

97) 유통경로의 성과를 무엇으로 보느냐 하는 것도 일치된 견해는 없다. Sten, El-Ansary, and Brown 등은 경로서오가를 크게 유효성(profitability)의 4가지 그룹으로 나누어 설명하고 있으며, El-Ansary는 경로성과를 크게 양적 척도(quantitative measure)와 질적 척도(qualitative measure)로 구분하고 각각의 구체적 내용을 23가지와 18가지로 제시하고 있다(cf. Stern, El-Ansary, and Brown 1989, chap 12).

98) Lusch(1976 b), op. cit., pp. 3-12, 89.

99) Assael(1969), op. cit., pp. 576-580.

100) Bert Rosenbloom(1973), "Conflict and Channel Efficiency:Some Conceptual Models for the Decision Maker," Journal of Marketing, 37 (July), pp. 26-30.

101) Lusch(1976 a), op. cit., pp. 382-390.

102) Larry J. Rosenberg and Louis W. Stern (1971), "Conflict Measurement in the Distribution Channel," Journal of Marketing Research, 13 (November), 437-442.

103) Wilkinson(1981), op. cit., pp. 20-30.

104) patrick L. Schul, Charles W. Lamb, and Taylor E. Little (1981), "A Path Analysis of Intrachannel Conflict Process," in Kenneth Bacharach et als. (eds.), AMA Educators' Proceedings, Chicago:American Marketing Association, pp. 39-43.

105) Frazier, Gill, and Kale(1989), op. cit., pp. 50-69.

106) John A. Howard. (1965), Marketing Theory, Boston, Massachusetts:Allyn and Bacon.

107) I. Nonanka and Francesco m. Nicosia (1979), "Marketing Management, Its Environment and Information Processing:A Problem of Organizational Design," Journal of Business Research, 7 (no.4), pp. 277-301.

108) Nigel Piercy(1986), Marketing Budgeting:A Political and Organizational Model, London:Croom Helm.

109) cf. Jerald Hage and Michael Aiken (1970), Social Change in Complex Organizations, New York:Randon House, Paul Lawrence and Jay W. Lorsch (1967), Organizations and Environment:Managing Differentiation and Integration, Boston:Harvard Business School, Joan Woodward(1965), Industrial Organizations:Theory and Practice, London:Oxford University Press, Charles Perrow(1967), "A Framework for the Comparative Analysis of Organizations," American Sociological Review, 32 (April), pp. 194-208, James D. Thompson(1967), Organization in Action, New York:McGraw-Hill, 愼侑根 외(1987), 조직환경론, 서울:다산출판사.

110) Robert F. Dwyer and Richard H. Kolbe, "On the Measurement of Interorganizational Decision Structure Properties," in Russel W. Belk et als. eds., AMA Educators' Proceedings, Chicago:American Marketing Association, 216-265, Dwyer and Welsch(1985), op. cit., pp. 397-414, Robert W. Ruckert, Orville C. Walker, Jr., and Kenneth J. Roering (1985), "The Organizations of Marketing Activities:A Contingency Theory of Structure and Performance," Journal of Marketing, 49 (Winter), 13-25.

111) 정치경제학이란 용어는 처음에 17세기에 소개되면서 지금의 일반경제학을 지칭하는 의미로 사용되었는데, 현재는 처음에 사용하던 개념과 많은 차이를 보이며 마르크스 경제학을 광범위하게 지칭하기도 한다. 이러한 정치경제학은 다시 급진적 정치경제학·시카고 경제학 등 여러 다른 흐름이 있으나 여기에서 논의하려 하는 것은 정치경제학의 조직론적 접근방법(Organizational approach)이다. 이 이론은 처음에는 Zald(1970), Benson(1975) 등의 연구에 의해 시작되었으나 이론적 깊이와 폭을 더하게 된 것은 거래비용접근법(transaction cost approach)와 자원의존이론(resource dependency theory) 등에 힘입은 바가 크다.

112) Stern and Reve (1980), "Distribution Channel As Political Economies:A Framework for Comparative Analysis," Journal of Marketing, 44 (Summer), pp. 52-64.

113) Dwyer and Welsch(1985), op. cit., pp. 397-398.

114) Schul and Babakus(1988), op. cit., p. 386.

115) Robert E. Speckman and Louis W. Stern (1979), "Environmental Uncertainty and Buying Group Structure:An Empirical Investigation," Journal of Marketing, 43 (Spring), pp. 54-64.

116) Lynn W. Phillips(1982), "Explaining Control Losses in Corporate Marketing Channel:An Organizational Analysis," Journal of Marketing Research, 19 (November), pp. 525-549.

117) George John and Torger Reve (1982), "The Reliability and Validity of Key Informant Data from Dyadic Relationships im Marketing Channels" , Journal of Marketing Research, 19 (November), pp. 517-524.

118) George John and John Martin(1984), "Effects of Organizational Structure of Marketing Planning on Credibility and Utilization on Plan Output," Journal of Marketing Research, 21(May), pp. 170-183.

119) George John(1984), "An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel," Journal of Marketing Research, 21 (August), pp. 278-289.

120) Dwyer and Welsch(1085), op. cit., pp. 397-404.

121) Schul and Babakus(1988), op. cit., pp. 381-414.

122) S. B. Bacharach and E. J. Lawler (1980), Power and Politics in Organizations, San Francisco:Jossey-Bass.

123) W. Graham Astley and Paramjit S. Sachdeva (1984), "Structural Source of Intraorganizational Power:A Theoretical Synthesis," Academy of Management Review, 9 (no. 1), pp. 104-113.

124) D. J. Hickson, W. G. Astley, R. J. Bulter, and D. C. Wilson (1981), "Organization As Power," in L. L. Cummings and B. W. Strw eds., Research in Organizational Behavior, Greensich, Conneticut:JAI Press, pp. 150-151.

125) Jeffrey Pfeffer(1978), "The Micropolitics of Organizations," in M. W. Meyer et al eds., Environment and Organizations, San Francisco:Josse y-Bass.

126) Dwyer and Oh(1987), op. cit., pp. 347-358.

127) Schul and Babakus(1988), op. cit., pp. 381-404.

128) John(1984), op. cit., pp. 278-289.

129) Patrick L. Schul, William M. Pride, and Taylor L. Little (1983), "The Impact of Channel Leadership Behavior on Intrachannel Conflict," Journal of Marketing, 47 (Summer), pp. 21-34.

130) Schul, Lamb, and Little(1981), op. cit., pp. 39-43.

131) Schul and Babakus(1988), op. cit., pp. 381-404.

132) John F. Gaski(1984), "The Theory of Power and Conflict in Channels of Distribution," Journal of Marketing, 48(Summer), pp. 14-20.

133) Richard P. Bagozzi(1980), Casual Models in Marketing, New York:John Wiley & Sons.

제3장

1) John R. P. French and Bertram H. Raven (1959), "The Bases of Social Power," in Dorwin Cartright (ed.), Studies in Social Power. Ann Arobor:University of Michigan Press.

2) Shelby D. Hunt and John R. Nevin (1974), "Power in a Channel of Distribution:Sources and Consquences," Journal of Marketing Research, 11 (May), pp. 186-193.

3) Michael Etgar(1976), "Channel Domination and Countervailing Power in Distributive Channels, " Journal of Marketing Research, 13 (August), pp. 254-262.

4) Michael Etgar(1978), "Selection of an Effective Channel Control Mix," Journal of Marketing, 42 (July), pp. 53-58.

5) Robert F. Lusch and James R. Brown (1982), "A Modified Model of Power in the Marketing Channel," Journal of Marketing Research, 19 (August), pp. 312-323.

6) Richard M. Emerson(1962), "Power-Dependence Relations," American Sociological Review, 27 (February), pp. 31-41.

7) Etgar(1976), op. cit., pp. 254-262.

8) Lynn W. Phillips(1981), "Assessing Measurement Error in Key Information Reports:A Methodological Note on Organizational Analysis in Marketing," Journal of Marketing Research, Vol. 18 (November), pp. 395-415.

9) James R. Brown, Robert F. Lusch, and Darrel D. Muehling(1983). "Conflict and Power\Dependence Relation im Retailer-Supplier Channel, " Journal of Retailing, 59 (Winter), pp. 53-80.

10) Robert F. Lusch(1976), "Sources of Power:Their Impact on Intrachannel Conflict," Journal of Marketing Research, 13 (November), pp. 382-390.

11) John F. Gaski and John R. Nevin(1985), "The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel," Journal of Marketing Research, Vol. 22(May), pp. 130-142.

12) Patrick L. Schul and Emin Babakus (1988), "An Intervening Role of the Channel Decision Structure," Journal of Retailing, 64 (Winter), pp. 381-404.

13) Brown, Lusch, and Muehling(1983), op. cit., pp. 53-80.

14) Gary L. Fraziar, James D. Gill, and Sudhir H. Kale (1989), "Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing country." Journal of Marketing, 53(January), pp. 50-69.

15) Brown, Lusch, and Muehling(1983), op. cit., pp. 53-80.

16) Frazier, Gill, and Kale(1989), op. cit., pp. 50-69.

17) Richard L. Daft(1986), Organization Theory and Design, St. Paul, Minnesota:West Publishing Company, pp. 413-438.

18) Robbins, Stephen P. (1987), Organizations Theory:Structure, Design, and Applications, Englewood Cliffs, New Jersey:Prentice-Hall, pp. 339-340.

19) S. B. Bacharach and E. J. Lawler (1980), Power and Politics in Organizations, San Francisco:Jossey-Bass.

20) Jeffrey Pfeffer(1978), "The Micropolitics of Organizations," in M. W. Meyer et al eds., Environment and Organizations, San Francisco:Jossey-Bass.

21) Schul and Babakus(1988), op. cit., pp. 381-404.

22) Jeffrey Pfeffer and Gerald R. Salancik (1978), The External Control of Organizations:A Resource Dependence Perspective, New York:Harper and Row.

23) Robert F. Dwyer and Sejo Oh(1987), "Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels," Journal of Marketing Research, 24 (November), pp. 347-358.

24) Schul and Babakus(1988), op. cit., pp. 381-404.

25) Robbins(1987), op. cit., pp. 339-344.

26) George John(1984), "An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel," Journal of Marketing Research, 21 (August), pp.278-289.

27) Schul and Babakus(1988), op. cit., pp. 381-404.

28) Stuart M. Schmidt and Thomas A. Kochan (1972), "Conflict:Toward Conceptual Clarity," Administration Science Quarterly, Vol. 17 (No. 3), pp. 359-361.

29) Stephen P. Robbins(1987), Organizations Theory, Prentice Hall, pp. 339-345.

30) Wilkinson(1981), op. cit., pp. 20-30.

31) Brown, Lusch, and Muehling(1983), op. cit., pp. 53-80.

제4장

1) Torger Reve and Louis W. Stern (1979), "Interorganizational Relations in Marketing Channel," Academy of Management Review, 4 (No. 3), pp. 405-416. Robert F. Lusch and James R. Brown (1982), "A Modified Model of Power in the Marketing Channel," Journal of Marketing Research, 19 (August), pp. 312-323.

2) Adel I.EI-Ansary and Louis W. Stern (1972), "Power Measurement in the Distribution Channel," Journal of Marketing Research, 9 (February), pp. 47-52.

3) Gary L. Fraziar, James D. Gill, and Sudhir H. Kale (1989), "Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing country." Journal of Marketing, 53(January), pp. 50-69.

4) Frazier, Gill, and Kale(1989), op. cit., p. 53.

5) James R. Brown and Ralph L. Day (1981), "Measure of Manifest Conflict in Distribution Channels," Journal of Marketing Research, 18 (August), pp. 263-274.

6) Robert F. Lusch and James R. Brown (1982), "A Modified Model of Power in the Marketing Channel," Journal of Marketing Research, 19 (August), pp. 312-323.

7) Adel I. El-Ansary and Louis W. Stern (1972), "Power Measurement in the Distribution Channel," Journal of Marketing Research, 9 (February), p. 47. John F. Gaski(1984), "The Theory of Power and Conflict in Channels of Distribution," Journal of Marketing, 48(Summer), pp. 9-11.

8) John R. P. French and Bertram H. Raven (1959), "The Bases of Social Power," in Dorwin Cartright ed., Studies in Social Power. Ann Arobor:University of Michigan Press.

9) Shelby D. Hunt and John R. Nevin (1974), "Power in a Channel of Distribution:Sources and Consquences," Journal of Marketing Research, 11 (May), pp. 186-193.

10) John Gaski and John R. Nevin(1985), "The differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel," Journal of Marketing Research, Vol. 22(May), pp. 130-142.

11) James R. Brown, Robert F. Lusch, and Darrel D. Muehling(1983). "Conflict and Power Dependence Relation im Retailer-Supplier Channel, " Journal of Retailing, Vol. 59 (Winter), pp. 53-80, Frazier, Gill, and Kale(1989), op. cit., pp. 50-69.

12) Louis R. Pondy(1967), "Organizational Conflict:Concepts and Models," Administrative Science Quarterly, 12 (September), pp. 296-320.

13) Brown and Day(1981), op. cit., pp. 263-274.

14) Brown and Day(1981), op. cit., pp. 265.

15) Louis W. Stern and Adel I. El-Ansary, Marketing Channels, Englewood Cliffs, New Jersey:Prentice-Hall, p.285.

16) Robert F. Lusch(1976), "Channel Conflict:Its Impact on Retailer Operating Performance," Journal of Retailing, 52 (Summer), pp. 3-12, 89, Brown, Lusch, and Brown(1983), op. cit., pp. 53-80. Patrick L. Schul and Emin Babakus (1988), "An Intervening Role of the Channel Decision Structure," Journal of Retailing, Vol. 64 (Winter), pp. 381-404.

17) George John and Torger Reve (1982), "The Reliability and Validity of Key Informant Data from Dyadic Relationships im Marketing Channels", Journal of Marketing Research, Vol. 19 (November), pp. 517-524.

18) Patrick L. Schul and Emin Babakus (1988), "An Intervening Role of the Channel Decision Structure," Journal of Retailing, Vol. 64 (Winter), pp. 381-404.

19) 일반적으로 전자산업을 분류할 때는 가정용 기기·산업용 기기·전자부품으로 나누고 있으며, 최근에는 전자재료의 중요성이 대두되면서 전자재료까지 4분야로 분류하기도 한다. 1988년 현재 우리나라 전자산업의 총생산량은 17조 1776억원으로서 이 중에 가정용이 39.2%, 산업용이 19.4%, 전자부품이 41.4%를 차지하고 있다. 전자산업의 규모는 우리나라 GNP의 14% 정도를 차지하고 있으며, 1986~1988년의 연평균 성장율은 36.4%에 이르고 있다.

20) 한국전자연감 (1989), 서울:전자시보사.

'88 전자·전기공업통계 (1989), 서울:한국전자공업진흥회.

21) 상장기업영업실적, 동아일보, 1990년 4월 2일

22) 월간 체인점 가이드, 1990년 5월호, pp. 63-64.

23) Lynn W. Phillips(1981), "Assessing Measurement Error in Key Information Reports:A Methodological Note on Organizational Analysis in Marketing," Journal of Marketing Research, Vol. 18 (November), p. 396.

24) James C. Anderson(1985), "A Measurement Model to Assess Measure-Specific Factors in Multiple-informant Research," Journal of Marketing Research, Vol. 22(February), pp. 86-92.

제5장

1) 신뢰성과 유사한 의미로 사용되는 용어에는 dependability, stability, consistency, predictability, accuracy 등이 있다.

2) Fred M. Kerlinger(1986), Foundations of Behavioral Research, New York:Holt, Rinehart and Winston, pp. 405-409.

3) 측정상에서 나타나는 오차를 측정과정에서 구조적 요인에 의해 발생하는 오차인 체계적 오차(systematic error)와 측정할 때마다 일정치 않게 발생하는 오차인 우연적 오차(random error)로 나눌 수 있다. 즉, Om(측정값) = Ts(실제값) + Se(체계적 오차) + Re(우연적 오차)

이때 신뢰성이란 우연적 오차가 없는 상태를 말하며, 타당성이란 체계적 오차와 우연적 오차가 모두 없는 경우를 발하기도 한다.(cf. Thomas C. Kinnear and James R. Taylor (1987), Marketing Research:An Applied Approach, New York:McGraw-Hill, pp. 300-305).

4) Jum C. Nunally(1978), Psychometric Theory, New York:McGrwa-Hill, chap 7.

5) Spearman-Brown formula는 2집단 사이의 상관계수를 이용하여 신뢰성을 추정하는 것이다.

Y_tt = (2γ^hh) / (1 + γ^hh)

Y_tt = 추정된 전체 신뢰도

γ^hh = 2집단 사이의 상관계수

6) Rulon의 식은 측정점수의 분산을 이용하여 신뢰성을 추정하는 것이다.

γ^tt = 1 - (SD²_d) / (SD²_x)

SD²_d = 반복측정에 의한 개인별 차이의 분산

SD²_x = 전체 점수의 분산

7) Kuder-Richardson formula 20은 다음과 같다.

8) Cronbach's a를 구하는 식은 다음과 같다.

9) Nunally(1978), op. cit., p. 245.

10) Anne Annastasi(1982). Psychological Testing, New York:Macmillan Publishing Co., pp. 131-155, Kerlinger(1986), op. cit., pp. 416-437.

11) J. Paul Peter(1981), "Construct Validity:A Review of Basic Issues and Marketing Practices," Journal of Marketing Research, Vol. 18 (May), pp. 133-145.

12) D. T. Campbell and D. W. Fisk (1959), "Convergent, and Discriminant Validation by the Multi-trait Multi-method Matrix," Psychological Bulletin, Vol. 56(no. 2) pp. 81-105.

13) SAS Institute Inc.(1985), SAS User's Guide:Statistics, Cary:NC, p. 356.

14) Mark L. Bernson, Donald M. Levine, and Mattew Goldstein (1983), Intermediate Statistical Methods and Applications, Englewood Cliffs, New Jersey:Prentice-Hall, pp. 209-211, Marija J. Norusis(1983), SPSSX:Introductory Statistics Guide, New York:McGraw-Hill, pp. 146-151.

15) Marija J. Norusis(1986), SPSS/PC+:Advanced Statistics, Chicago, Illinois:SPSS Inc., pp. B-104-B-117.

16) Joseph F. Hair, Ralph E. Anderson, and Ronald L. Tatham(1987), Multivariate Data Analysis with Reading, New York:Macmillian Publishing Company, pp. 194-198.

17) canonical correlation이란 선형결합된 독립변수군과 종속변수군 사이의 전반적 관련성을 나타내는 것으로서 선형결합된 두 변수군의 상관계수이다.

18) canonical root는 canonical correlation을 제곱한 것으로 선형결합한 독립변수와 종속변수 사이의 공유된 분산의 비율을 말한다.

19) 설명된 분산(explained variance)은 각각의 canoncal 함수에 의해 독립변수군과 종속변수군이 설명되어지는 비율이다. 이는 선형결합된 각각의 함수와 개별 변수 사이의 상관계수인 canonical loading을 제곱하여 합한 것을 변수의 개수로 나눈 값이다.

20) redundancy index(cf. stewart-Love 1968)는 한 변수군의 선형결합에 의해 설명되어지는 변수군의 분산비율을 말하는 것으로 각 변수군의 설명된 분산에 canonical root를 곱한 값이다.

21) canonical loading은 각각의 측정변수와 canonical 함수 사이의 상관계수이다. 이는 canonical variate와 공유하는 측정변수의 분산을 반영하는 각 canonical 함수에 대한 각 변수들의 공헌도를 평가한다는 면에서 factor loading처럼 해석될 수 있다.

22) William R. Dillon and Mattew Goldstein(1984), Multivariate Analysis:Methods and Applications, Hair, Anderson and Tatham(1987), op. cit., pp. 198-200.