기업 간 갈등, 협력, 의존성에 대한 기업성과 고찰：관계기간과 기업유형의 조절효과

Abstract

There has been a lack of research that has addressed firm performance associated with the mechanism among dependence, conflict and cooperation in the context of B2B relationships. Building on current knowledge regarding key constructs of dependence, conflict, and cooperation, the authors examine the primary assumption underlying firm performance and presents a process model of key constructs on firm performance using two moderators (relationship length and firm type). In so doing, a professional online research firm conducts panel survey and a total of 200 responses are used to test our proposed model. The results show that both conflict-cooperation and cooperation-firm performance linkages are significant, but other proposed links are insignificant. While the moderating effect of firm type is not significant, the dependence-performance link is moderated by relationship length, particularly in the stage of the initial relationships. These results has implications for a better understanding of B2B relationships from the initial stage to the sustainable stage.