유통연구(Journal of Channel and Retailing)

About Journal of Channel and Retailing

유통연구는 유통관리 분야의 전문 학술지로서 연 4회(1월 31일, 4월 30일, 7월 31일, 10월 31일) 발간되고 있는 한국연구재단 '등재학술지'입니다. 유통관리 분야의 학술적 지식의 축적에 기여할 수 있는 제조업 유통경로관리, 도·소매업 경영, 물류관리, 유통업체 서비스관리, 소매업과 소비자행동, 온라인 마케팅, 판매관리, 유통산업정책 등 모든 유·무형재 유통의 전 분야에 걸친 개념적, 실증적, 규범적, 방법론적 연구에 대해서 출판합니다. 모집 논문 주제에 적합한 논문을 대상으로 본원의 학술지 투고 논문 심사 기준에 따라 분야별 전문가 2인 이상의 심사위원 심사결과를 토대로 학술지 편집위원회에서 최종 선정됩니다. 투고하는 논문은 학술지 연구윤리 규정을 준수하여 작성해야 하며, 유사성 여부를 점검 후 제출해야 합니다.
Research article

Jan 31, 2023

An Evaluation of the Effects of Perceived SNS Interactivity and Seller Influence Tactics on Automobile Purchase Intention: Mediating Effects of Brand Trust and Seller Trust and Moderating Effect of Consumer Informedness
소비자의 지각된 SNS 상호작용성이 자동차 구매 의도에 미치는 영향에 대한 브랜드 신뢰 및 판매원 신뢰의 매개효과: 판매 전술에 대한 정보 보유도 조절연구의 확장

Uk Kim, Jongkun Jun
김욱, 전종근

J. Channel Retail. 2023;28(1):1-21.
https://doi.org/10.17657/jcr.2023.1.31.1

Purpose: The purpose of this study is to assess antecedents influencing consumers' car purchase intention. Specifically, the study aimed to assess the effects of perceived SNS interactivity between consumers and salespeople on consumers' purchase intention. The study also tested whether brand trust and salesperson trust would have mediating effects on consumers' purchase intention. In addition, the study tested the effects of recommendation and incentive sales tactics, which are two types of influential sales tactics on purchase intention, and ...
Research article

Jan 31, 2023

The Effect of Franchise Owner’s Regulatory Focus on Renewal and Multi-Store Operation Intention
가맹점주의 조절초점이 가맹본부에 대한 재계약 의도 및 다점포 운영의도에 미치는 영향

Chankoo Yeo, Myoung-gyun Jang
여찬구, 장명균

J. Channel Retail. 2023;28(1):23-37.
https://doi.org/10.17657/jcr.2023.1.31.2

Purpose: As franchise brands have recently increased in the same industry and formal contracts have been standardized, the difference in support, reputation, and sales performance of franchisor has narrowed. As a result, it has become easier for franchisees to switch to other franchise brands in the same industry, and the influence of the unique assets or trust level arising from the relationship between franchise headquarters and franchisees on the intention to renew contracts has also decreased compared to the past. Accordingly, this study ex...
Research article

Jan 31, 2023

Antecedents and Consequences of Value-Based Selling in B2B Market
B2B시장에서의 가치기반 판매: 선행요인과 성과

Hangeun Lee, Seongho Kang
이한근, 강성호

J. Channel Retail. 2023;28(1):39-60.
https://doi.org/10.17657/jcr.2023.1.31.3

Purpose: Many firms are increasingly deploying a value-based selling (VBS) in their B2B organizations to drive growth for product and service. Defined as a sales strategy that builds on understanding, developing, and communication of customer value, value-based selling is a proactive, challenging selling approach. Because value-based selling requires significant efforts, especially for products and services where customer and market requirements are more uncertain, research needs to identify all potential sources for encouraging salespeople in ...
Research article

Jan 31, 2023

The Difference between Subscription Economy Types and Product Types on Subscription Intention
구독경제 유형과 제품 유형 차이가 구독 의도에 미치는 영향

Mina Kim, Seolwoo Park
김미나, 박설우

J. Channel Retail. 2023;28(1):61-81.
https://doi.org/10.17657/jcr.2023.1.31.4

Purpose: While most of the studies on subscription economy focus on online media streaming services, consumer goods subscription services are already actively being implemented in the market. In this study, the type of subscription service (replenishment vs. curated) and product type (hedonic vs. utilitarian) examined the effect of subscription intention in the consumer goods subscription economy. Furthermore, based on previous studies, the factors mediating this relationship were classified into shopping convenience and perceived enjoyment, an...
Research article

Jan 31, 2023

A Study of the Effect of Buyer’s Communication Style on Seller’s Sales Influence Strategy and Performance in B2B SMEs: Moderating Effect of Seller’s Dependence
B2B에서 구매자의 커뮤니케이션 스타일이 중소기업 영업사원의 판매영향전략 및 성과에 미치는 영향: 거래의존성에 따른 조절효과

Eun Jae Heo, Ho Taek Yi
허은재, 이호택

J. Channel Retail. 2023;28(1):83-109.
https://doi.org/10.17657/jcr.2023.1.31.5

Purpose: In Republic of Korea, the ratio of manufacturing-based SMEs is the highest, and more than 60% of them are B2B methods that target existing business partners. In B2B where interaction with buyers, the role of the salesperson is important, and the relationship between the buyer and the salesperson is not a short-term perspective, but a two-way relationship that occurs in a long-term transaction. However, since the seller’s performance depends on the choice of a purchasing company with purchasing power, the perception dependence on the ...

CURRENT ISSUE: Jan 2023, Vol. 28 , No. 1

Research article An Evaluation of the Effects of Perceived SNS Interactivity and Seller Influence Tactics on Automobile Purchase Intention: Mediating Effects of Brand Trust and Seller Trust and Moderating Effect of Consumer Informedness 소비자의 지각된 SNS 상호작용성이 자동차 구매 의도에 미치는 영향에 대한 브랜드 신뢰 및 판매원 신뢰의 매개효과: 판매 전술에 대한 정보 보유도 조절연구의 확장 Uk Kim, Jongkun Jun 김욱, 전종근 J. Channel Retail. 2023;28(1):1-21. https://doi.org/10.17657/jcr.2023.1.31.1 HTML PDF PubReader	Research article The Effect of Franchise Owner’s Regulatory Focus on Renewal and Multi-Store Operation Intention 가맹점주의 조절초점이 가맹본부에 대한 재계약 의도 및 다점포 운영의도에 미치는 영향 Chankoo Yeo, Myoung-gyun Jang 여찬구, 장명균 J. Channel Retail. 2023;28(1):23-37. https://doi.org/10.17657/jcr.2023.1.31.2 HTML PDF PubReader
Research article Antecedents and Consequences of Value-Based Selling in B2B Market B2B시장에서의 가치기반 판매: 선행요인과 성과 Hangeun Lee, Seongho Kang 이한근, 강성호 J. Channel Retail. 2023;28(1):39-60. https://doi.org/10.17657/jcr.2023.1.31.3 HTML PDF PubReader	Research article The Difference between Subscription Economy Types and Product Types on Subscription Intention 구독경제 유형과 제품 유형 차이가 구독 의도에 미치는 영향 Mina Kim, Seolwoo Park 김미나, 박설우 J. Channel Retail. 2023;28(1):61-81. https://doi.org/10.17657/jcr.2023.1.31.4 HTML PDF PubReader
Research article A Study of the Effect of Buyer’s Communication Style on Seller’s Sales Influence Strategy and Performance in B2B SMEs: Moderating Effect of Seller’s Dependence B2B에서 구매자의 커뮤니케이션 스타일이 중소기업 영업사원의 판매영향전략 및 성과에 미치는 영향: 거래의존성에 따른 조절효과 Eun Jae Heo, Ho Taek Yi 허은재, 이호택 J. Channel Retail. 2023;28(1):83-109. https://doi.org/10.17657/jcr.2023.1.31.5 HTML PDF PubReader

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CURRENT ISSUE: Jan 2023, Vol. 28 , No. 1

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