Earticle

BtoB 마케팅에서 거래 기업과의 관계 관리는 매우 중요하다. 관계성과에 관해서 연구자들에 따라 다양 하게 구분되어 연구되고 있지만, 결국 상대방으로 하여금 관계를 지속하게 만들고 장기지향성을 가지 도록 만드는 것이 중요하다. 그리하여 본 연구에서는 관계해지의향과 장기지향성을 핵심 관계 성과로 고려하였다. 힘은 거래 상대방의 의사결정과 행동에 영향을 주고 통제할 수 있는 능력으로 자사의 이 익 추구를 위해서 반드시 고려되어야 할 수단이다. 그러나 힘의 사용에 관한 국내 논문들을 살펴보면 유통업체와 공급업체 관계에서 힘이 강한 유통업체의 입장에서의 연구이거나, 가맹점 관리를 위한 프 렌차이즈 본사의 입장 등과 같이 힘이 일방적으로 강한 주체가 힘이 약한 거래 상대를 관리하기 위한 전략들을 제시하는 경우가 많았다. 그렇기 때문에 기존의 연구 결과들은 힘의 사용을 고려하면서도 관 계성과 또한 관리하고자하는 일반적인 BtoB 마케팅 상황에서 적용하기에는 한계가 있다. 그리하여 본 연구는 BtoB 마케팅에서 기업 간의 힘의 사용에 관해 살펴보았다. 연 매출 100억 이하의 중소 제조업 체 232개 기업의 설문을 바탕으로 분석한 결과, 준거력은 신용신뢰를 향상시키고, 강제력은 호의 신뢰 를 감소시키는 것을 확인할 수 있었다. 또한 신용 신뢰는 장기지향성을 향상시키며, 신용신뢰와 호의 신뢰는 관계해지의향을 감소시키는 것으로 나타났다. 검증 결과에 대한 이론적 실무적 시사점을 제공 하였고, 본 연구의 한계와 향후 연구 계획이 제시되었다.

Managing relationships with customers is crucial in B2B marketing. Although there are many variables in the researches on relationship performance, ultimately, it is important to maintain long-term and stable relationships with the partners. There are lots of variables that can be considered relationship performance indicators, this study focuses on the relationship termination intention and long-term orientation as key outcomes. Power is the ability to influence and control the decision-making and behavior of the counterpart, and it is an essential tool for pursuing a firm's interests in B2B marketing. Reviewing domestic literature on the use of power reveals that researches focus on powerful retailers in retailer-supplier relationships or on franchisers managing franchisees, suggesting strategies for powerful company to manage weaker business partners. These studies have limitations in applying general B2B marketing situations that manage relationship performance while considering the use of power. Therefore, this study examines the power sources in B2B marketing relationships. Based on a survey of 232 small and medium-sized manufacturing firms with annual sales of less than 10 billion KRW, the analysis found that referent power enhances credibility trust, while coercive power reduces benevolence trust. Additionally, credibility trust improves long-term orientation, and both credibility trust and benevolence trust reduce the intention to terminate the relationship. The study provides theoretical and practical implications based on the verification results, discusses its limitations, and suggests directions for future research.

본 연구의 목적은 비잔티움 제국 황실 및 귀족 여성들의 인장에 담긴 신원 정보를 분석함으로 써 중세 엘리트 여성의 역할과 지위 그리고 집단적 정체성 형성 과정을 조명하는데 있다. 이를 위해 본고는 7세기에서 12세기 인장에 나타나는 여성의 이름과 가문명, 칭호와 이미지들을 문 헌 사료에 나타나는 황후와 귀부인들의 생애와 경력을 함께 대조-분석하고 이들의 지위와 역 할에 따른 정체성 변화를 추적하였다. 첫째, 인장에 찍힌 황후 및 귀부인들의 칭호들은 동시대 상류 여성들이 수행한 역할과 이에 따 른 지위 체계를 잘 보여준다. 중세 가부장적 사회에서 여성들은 주로 남성의 지위에 종속되었 으며 정치참여나 권력 행사는 기본적으로 제한되었다. 그럼에도 불구하고 인장에 새겨진 궁정 여성들의 칭호들은 남성 들과의 다양한 사회적 관계(부부, 모자, 사위와 장모, 남매, 부녀 관계 )를 통해 상당한 정치 권력과 영향력을 행사할 수 있었던 존재였음을 확인시켜준다. 또한 인장 에는 황후의 초상이나 귀부인들이 개인적으로 숭배하는 성인의 초상들이 나타난다. 그것은 동 시대 엘리트 여성들이 공적으로 표현할 수 있었던 자기 정체성(self-identity)혹은 자기 이미지 (self-image)를 잘 드러내는 것이며, 남성과 협력을 통해 혹은 남성의 부재시에 독자적으로 가 문과 제국을 대표할 수 있었던 존재였음을 증명한다. 둘째, 인장에 찍한 다양한 가문명(family name)들은 비잔티움 귀족 가문의 구성원들 간에 집 단적 소속감 혹은 연대 의식을 잘 보여주는 증거이다. 7세기에서 10세기 동안에 드물게 나타 났던 궁정 귀부인들의 인장은 11세기 귀족 가문의 발전과 함께 급격하게 증가한다. 이때부터 귀부인들은 주로 출신 집안의 부계 또는 모계의 성을 따라 자신의 출신 가문을 인장에 새겼다. 그것은 비잔티움 귀족 가문들 간에 정략 결혼을 통한 동맹 관계가 증가함에 따라 동시대 여성 들 역시 출신 가문의 상속녀로서 그들이 갖는 지위와 특권을 공적으로 나타내고자 했음을 확 인시켜준다. 셋째, 인장에 찍한 다양한 친족 관계(kinship ties)들은 귀족 여성들의 집단적 정체성이 확립되 었음을 증거해 준다. 그것은 12세기 콤네노스 황조와 함께 본격적으로 인장에 출현하는데 주 로 황실 여성들이 수행한 정치-사회-경제적 역할과 특권들이 공식적으로 인정된 결과였다. 특 히 어머니 안나 달라세나의 막강한 영향력과 정치적 수완을 통해 권력에 오른 황제 알렉시오 스 1세 콤네노스는 그녀의 섭정과 콤네노스 일족들의 지지를 중심으로 새로운 국가 체제를 세 우는데 성공했다. 이때부터 황실 여성들은 외국 왕실 가문과의 결혼 동맹에 보다 적극적으로 참여했으며 황실의 합법적인 상속녀로서의 지위와 혈통성(porphyrogenneta)을 인장에 공식 적으로 새기기 시작했다. 그 결과 귀족 가문의 남성들 역시 이러한 황실 여성과 맺은 다양한 친족 관계를 자신의 인장에 강조하게 되었다. 그것은 12세기에 이르면 적어도 비잔티움 상류 여성들은 남성의 지위에 따르는 부차적인 존재가 아니라 상류 엘리트 사회의 통합을 위한 독 립적인 매개체로 인식되었음을 각인시켜준다.

This study’s aim is to investigate the Byzantine Power Elite Women’s roles and identities in the light of dated seals of the 7th and 12th centuries. The Byzantine dated seals, which were used to authenticate legal documents and letters, are nowadays considered to be very important research material because they provide us with much information on the Byzantine people’s identities. A group of female signers’ names (family and given names), titles, kinship ties and symbolic images are well attested on a number of dated seals. Thus, with the seals elements stamped on the seals, this paper will highlight the Byzantine elite women’s roles and identities changed in the medieval Byzantine History. Firstly, the presence of a different rank of titles on the seals demonstrates some sort of power and influence that the Byzantine elite women had wielded not only for their family’s promotion but also for the Empire’s political integration. The official titles attributed to empresses and aristocratic women show clearly the elite women’s roles and identities in Byzantium because it used to be attributed to the imperial wives and mothers or later even to daughters. Moreover the effigy of empresses or image of Mother of God stamped on their seals reveals also the elite women’s most public self-images or self-identities. Secondly, the different type of names and titles on the seals reflects the change of the elite women’s roles and identities in the course of 7th and 12th centuries. Between the 7th and the 10th centuries, one of the dominant images of empresses was as wife and mother. It is well known for two empresses to be responsible for the restoration of icons during the period of Iconoclasm. Of two women, Eirene played a role as sole female ruler. The other iconophile empress Theodora is portrayed in written and sigillographic sources as anxious for the salvation of her iconoclast husband and regent for her son. Thirdly, the presence of the family name added to given name on the seals illustrates the elite women’s roles and identities changed from the 11th century. We can understand that from the empress Zoe through to the women of the Komnenian dynasty, aristocratic daughters did on occasion wield imperial power for themselves and certainly provided a force to be reckoned with. Especially Anna Dalassene’s dramatic life and long career confirms that, from the 11th century, the daughters of noble families played more significant role in favor of their families as bearers of lineage and property while the aristocracy extended its power in the Byzantium. Finally, the different kinship ties on the seals confirm that Byzantine women had access to political power through the relationship with their family male members. This might be as mother (the empress Eirene and Theodora), wife (the empress Theodora and Anna Dalassene and daughter (the empresses Zoe and Theodora). Thus, in the course of the 12th century, the increasing numbers of the kinship ties on the seals demonstrate that the Byzantine women’s roles and identities were the most formulated in public domains with their social position reaching the climax.

본 연구는 공급업체와 구매업체간의 파워원천과 만족, 전환비용, 장기적 관계 지향성간의 관계를 다룬 것이다. 구체적인 연구 목적은 첫째, 파워원천(강압적 파워, 보상적 파워, 신뢰적 파워)이 만족(경제적 만족, 비경제적 만족)에 어떠한 영향을 미치는지 규명하고자 하며, 둘째, 만족(경제적 만족, 비경제적 만족)과 전환비용과의 관계를 살펴보고, 마지막으로 전환비용과 장기적 관계지향성과의 관계를 규명하고자 한다. 특히 현재까지 경제적 만족과 비경제적 만족을 이용한 연구가 한국에서 활발하게 진행 되지 않았으며, 두 구성개념과 파워원천 및 전환비용과의 관계를 다룬 연구가 부족한 만큼 이 부분에서 학문적 의의가 있다고 하겠다. 본 연구의 설문은 약국체인의 소매업자들을 대상으로 실시되었으며, 총 200부의 설문을 배포하여 이 중 불성실하거나 부적합한 설문지를 제외하고, 170부가 최종분석에 이용되었다. 연구결과를 요약해 보면, 첫째, 파워원천인 강압적 파워, 보상적 파워, 신뢰적 파워는 경제적 만족과 비경제적 만족에 모두 유의한 영향을 미치고 있는 것으로 나타났다. 둘째, 경제적 만족은 전환비용에 유의한 영향을 미치지 않는 반면, 비경제적 만족은 전환비용에 유의한 영향을 미치고 있는 것으로 나타났다. 셋째, 경제적 만족과 비경제적 만족은 장기적인 관계지향성에 유의한 영향을 미치고 있으며, 넷째, 전환비용은 장기적 관계지향성에 유의한 영향을 미치는 것으로 나타났다.

This study deals with the relationship among power sources and satisfaction, switching costs, and long-term relationship orientation between suppliers and retailers in the Korean situation. The purposes of the study are, first, to investigate how power sources (coercive power sources, reward power sources, trust power sources) affect satisfaction (economic satisfaction and non-economic satisfaction), second, examine the relationship between satisfaction (economic satisfaction and non-economic satisfaction) and switching costs, and finally, identify the relationship between switching costs and long-term relationship orientation. Specifically, very few studies associated with economic and non-economic satisfaction have been published in Korea, and this study is one of them. This study also examined the relationships among economic satisfaction, non-economic satisfaction, switching costs, and trust power sources for the first time in channel relationship studies, thus these points are of critical academic contribution. In this study, a questionnaire survey was administered to pharmacy retailers; a total of 200 questionnaires were distributed of which 170 were used for the final analysis, except insufficiently filled out or unsuitable copies. Results of the study are summarized as follows: first, coercive power sources, reward power sources, and trust power sources were all found to have a significant positive effect on economic and non-economic satisfaction. Second, economic satisfaction had no significant positive effect on switching costs, while non- economic

본 연구는 정보 방향성의 영향력이 정보원이 누구냐에 따라 달라지는지를 검증하기 위하여 원자력 에너지에 대한 지각된 이득, 지각된 위험, 정서적 이미지 그리고 수용성의 차이를 검증하였다. 대학생 136명을 대상으로 실험을 진행하였으며, 정보는 신문기사의 형태로 부정적 정보 또는 긍정적 정보(정보 방향성)를 정부와 과학전문기관(정보원)이 제공하였을 때 그 효과가 달라지는지 확인하였다. 실험결과, 정보원에 따른 메시지 효과의 차이는 나타나지 않았다. 정보의 신뢰(trust)와 정보원의 공신력(credibility)을 통제하지 않은 상황에서도 정보원의 효과 차이는 나타나지 않아, 전문기관이 원자력에 대한 전문성과 공신력은 높지만 메시지 효과에서는 차이가 없었다. 기대와 달리, 정보 방향성에 따른 효과의 차이는 지각된 이득을 제외하고는 나타나지 않았다. 부정정보는 정보원에 따라 메시지 효과에 차이가 없었으나 긍정 정보는 전문기관보다는 정부가 제공하였을 때 상대적으로 효과적이었다. 긍정적인 정보를 정부가 제공하였을 때 지각된 이득과 수용성에서 전문기관보다 긍정적이었으며, 지각된 위험과 부정적 정서이미지는 덜 부정적이었다.

This study aims to investigate the effects of different types of sources (a government versus an expert organization) and a (positive/negative) message in terms of perceived benefits, perceived risks, affective images, and acceptance toward nuclear power energy. The university students (n=136) participated in the experiment. The results show that there are statistically significant interactions between the source and information, which affect the perceived benefits, perceived risks, affective images, and acceptance. Also, the nuclear power information given by a government is more likely to be accepted than one provided by an expert organization. Moreover, positive information is more likely to be accepted than negative information. Without controlling the level of credibility and trust of newspaper articles, two predictors remain significant. Those findings suggest that positive messages from the government are more effective in increasing the level of acceptance of nuclear energy information.

The high-power generation capability of pulsed mode Silicon Double Drift Region (DDR) IMPATT devices has been studied by using generalized simulation software developed by the authors. The software is based on drift-diffusion modeling scheme, incorporating thermal design. After optimization of the device design, it is observed that a maximum efficiency of 9% with an output power of 15W can be achieved from pulsed DDR IMPATT based on Si. It is also observed that the best power output and efficiency occur at higher frequencies in the pulsed mode than in the CW mode. Simulated results are compared with experimentally reported results and quantitative agreement is demonstrated between theory and experiment. Transient thermal resistance of the diodes under pulsed mode operation has also been estimated by using computer simulation technique. Junction temperature of the pulsed diodes has been evaluated under actual operating condition. These results are useful for experimental realization of pulsed high power IMPATTs suitable for guided missiles and seekers.

In this paper, a multi-agent control system for DC-coupled photovoltaic (PV), fuel cell (FC), ultracapacitor(UC) and battery hybrid power system is studied for commercial buildings & apartment buildings microgrid. In this proposed system, the PV system provides electric energy to the electrolyzer to produce hydrogen for future use and transfer to the load side, if possible. Whenever the PV system cannot completely meet load demands, the FC system provides power to meet the remaining load. A multi-agent system based-power management and control algorithm is proposed for the hybrid power system by taking into account the characteristics of each power source. The main works of this paper are hybridization of alternate energy sources with FC systems using long and short storage strategies to build the multi-agent control system with pragmatic design, and a dynamic model proposed for a PV/FC/UC/battery bank hybrid power generation system. A dynamic simulation model for the hybrid power system has been developed using Matlab/Simulink, SimPowerSystems and Stateflow. Simulation results are also presented to demonstrate the effectiveness of the proposed multi-agent control and management system for building microgrid.

Series hybrid electric vehicles (SHEVs) having multiple power sources such as an engine- generator (EnGen), a battery, and an ultra-capacitor require a power control unit with high power density and reliable control operation. However, manufacturing using separate individual power converters has the disadvantage of low power density and requires a large number of power and signal cable wires. It is also difficult to implement the optimal power distribution and fault management algorithm because of the communication delay between the units. In order to address these concerns, this approach presents a design methodology and a power control algorithm of an integrated power converter for the SHEVs powered by multiple power sources. In this work, the design methodology of the integrated power control unit (IPCU) is firstly elaborately described, and then efficient and reliable power distribution algorithms are proposed. The design works are verified with product-level and vehicle-level performance experiments on a 10-ton SHEV.

Invertigation electromagnetic emissione of inverter power sources resistance welding existing special aspects of EMI measurements in the field of resistance welding machines resulting from the power rating and operation mode of these machines have to be taken into account. The characteristics of the internal switching processes determined by the behavior of the applied power semiconductors, sunbber circuits and constructional aspect exert a great influence on the conducted emission welding inverters.

Investigating electromagnetic emissions of inverter power sources for resistance welding existing special aspects of EMI measurements in the field of resistance welding machines resulting from the power rating and intermittent operation mode of these machines have to be taken into account. The characteristics of the internal switching processes determined by the behavior of the applied power semiconductors, snubber circuits and constructional aspects exert a great influence on the conducted emission of resistance welding inverters.

The study on the hybrid power source for the IMT2000 application has been presented. The hybrid power source is composed of solar cell, super-capacitor and battery. To compensate for the pulse loader of the IMT2000 application, the super-capacitor is connected through the Lithium-ion battery to absorb the pulse current. The solar cell provides the additional current to compensate for the depleted current. The controller design for the hybrid source has been presented and verified through experiment.

The purpose of this study was to analyze how economic factors (economic satisfaction, economic conflict) and non-economic factors (non-economic satisfaction, non-economic conflict) differentially influence Korean retailers' long-term orientation with manufacturers, and how they are influenced by manufacturers' power sources under different levels of retailer dependence. After Korean retailers were divided into high and low dependence groups, path differences between the two groups were compared. The results suggested that manufacturers' coercive and non-coercive power sources do not differentially influence high and low dependence retailers' economic and non-economic satisfaction, and economic and non-economic conflict. However, the economic satisfaction of low dependence retailers more strongly affects their long-term orientation than that of high dependence retailers. Also, the economic conflict of highly dependent retailers more strongly affects their long-term orientation as compared to low dependence retailers. Finally, the impact of non-economic conflict negatively influences a long-term orientation for both retailer groups.

Standardization, often seen as a means to increase power through uniform working methods, has both benefits and drawbacks. Scholars and practitioners highlight the risk of a ‘standard(ization) trap’, where initial benefits lead to unforeseen costs. This study reviews literature and practices in standardization, identifying confusion between two power sources: substance power, concerning WHETHER to standardize, and decision-making power, dealing with WHO standardizes. It introduces a matrix differentiating these sources, offering insights into standardization methods. This matrix proposes four archetypes of standardization: centralized standardization, centralized de-standardization, decentralized standardization, and decentralized de-standardization. These archetypes offer theoretical and practical insights for addressing standardization challenges.

Nowadays various simulation tools are widely used for the design and the analysis of power electronic converters. From the engineering point of view it is rather difficult to parameterize power semiconductor device models without the knowledge of basic physical parameters. In recent years some data sheet driven behavioral models or so called 'wizard' tools have been introduced to solve this problem. In this contribution some experiences with some user-friendly power semiconductor models will be discussed. Using special simulation test circuits it is possible to get information on the static and dynamic behavior of the parameterized models before they are applied in more complex schemes. These results can be compared with data sheets or with measurements. The application of these models for power loss analysis of inverter type arc welding power sources will be described.

In recent years inverter power sources are more and more used for resistance welding processes. In this paper some results of investigation into the static and dynamic behavior of high-current rectifier diodes used in these inverter power sources will be discussed. By means of digital simulation, losses and efficiency have been determined depending on the power semiconductor parameters.

This paper proposes an adaptive sliding mode control (ASMC) strategy with an enhanced optimal reaching law (EORL) for the robust current tracking control of the boost converter based hybrid power source (HPS) in an electric vehicle (EV). A conventional ASMC strategy based on state observers and the hysteresis control method is used to realize the current tracking control for the boost converter based HPS. Then a novel enhanced exponential reaching law is proposed to improve the ASMC. Moreover, an enhanced exponential reaching law is optimized by particle swarm optimization. Finally, the adaptive control factor is redesigned based on the EORL. Simulations and experiments are established to validate the ASMC strategy with the EORL. Results show that the ASMC strategy with the EORL has an excellent current tracking control effect for the boost converter based HPS. When compared with the conventional ASMC strategy, the convergence time of the ASMC strategy with the EORL can be effectively improved. In EV applications, the ASMC strategy with the EORL can achieve robust current tracking control of the boost converter based HPS. It can guarantee the active and stable power distribution for boost converter based HPS.

HR department power plays a significant role in increasing organizational performance by influencing how intended HR strategies and practices are actually embraced and utilized by organizational members. Referring to French and Raven’s (1959) taxonomy, we present four bases (sanction,expert, referent, and legitimacy) of HR department power in the context of intraorganizational dynamics and develop their measurement scales. Findings indicate that the HR power bases represent an integrated framework that helps to build a coherent classification standard, showing meaningful relationships with HR department power, HRM strength, and organizational performance.

This study examines the political status and identities of sources and responsibility attributions of fake news in media articles covering the two recent Korean presidential elections, which saw the election of candidates of different political orientations. Results of quantitative content analysis for 746 stories from four nationwide news outlets showed that power ownership (ruling vs. opposing), rather than political orientation (conservative vs. progressive), better explained the variations in source appearance. In general, regardless of ideological orientation, sources associated with ruling parties blamed fake news more than those from opposing parties. The presidents and nominatives from the ruling party, as well as electives from opposing parties, were major sources blaming fake news. Experts, media, and the private sector were occasionally found to be sources blaming fake news from neutral zones. In terms of responsibility attribution for fake news, while unidentified targets blamed for fake news outnumbered any other identified objects, the president, nominatives, and electives were more frequently blamed when sources were from opposing parties. Theoretical and practical applications of the study results are then discussed to better understand the nature of fake news.

By placing distributed generation power sources beside a big nonlinear load, these sources can be used as a power quality enhancer, while injecting some active power to the network. In this paper, a new scheme to use the distributed generation power source in both operation modes is presented. In this scheme, a fuzzy controller is added to adjust the optimal set point of inverter between compensating mode and maximum active power injection mode, which works based on the harmonic content of the nonlinear load. As the high order current harmonics can be easily rejected using passive filters, the DG is used to compensate the low order harmonics of the load current. Multilevel transformerless cascade inverters are preferred in such utilization, as they have more flexibility in current/voltage waveform. The proposed scheme is simulated in MATLAB/SIMULINK to evaluate the circuit performance. Then, a 1kw single phase prototype of the circuit is used for experimental evaluation of the paper. Both simulative and experimental results prove that such a circuit can inject a well-controlled current with desired harmonics and THD, while having a smaller switching frequency and better efficiency, related to previous 3-phase inverter schemes in the literature.