earticle

영어

Companies need to play various roles as the network of supply chain gradually expands. Companies are required to form a supply chain with outsourcing or partnerships since a company can not perform all functions by itself. There are three types of partnership which are partnership between large firm and large firm, partnership between SME and SME, and partnership between large firm and SMEs. Partnership between large firm and SMEs is getting more important since the power between large firm and SMEs is not well balanced and thus large firm usually has more power than SMEs. This being the case, SMEs become subordinate to large firm and thus this supply chain becomes inefficient and decreases total profit of this supply chain. Each player of the supply chain should cooperatively pursue total profits of supply chain. If a player only pursues its own profit, total profits of the supply chain are actually shrinking. Playing as a team in a supply chain is the most important success factor for the profitable supply chain and thus each player should sacrifice itself for the sake of increasing overall profits of the supply chain. The purpose of this paper is to provide success factors for partnership between large firm and SMEs. We suggest that large firm and SMEs should closely cooperate in terms of five success factors derived in a supply chain consisting of large firm and SMEs. We examined four different cases which are Samsung Electronics Company and Huyndai Motor Company in manufacturing sector, and Hanaro Mart and SK Planet in service sector. We showed five success factors for successful partnership which are information sharing, technology sharing, performance sharing, investment sharing and strategy sharing. The first success factor, information sharing, is implemented in all companies. Information sharing is the fundamental factor for the successful cooperation between large firm and SMEs. As large firm tries to share its R&D and technology information with SMEs, the technical level of the entire supply chain is significantly improved. The efficiency of a supply chain is also improved as large firm shares real-time inventory information with SMEs. The second success factor is technology sharing. Large firm and SMEs in manufacturing industry can jointly develop the new technology and large firm can support SMEs in terms of finance or technology. The productivity of a supply chain is dramatically improved and a new product is successfully launched into the market by the second success factor. The third success factor, performance sharing, is sensitive issue to large firm and SMEs since it is really important issue to share revenue fairly between large firm and SMEs. SMEs usually have difficulties in preparing enough fund to operate and thus it is important for large firm to make payment to SMEs in advance since advance payment really helps SMEs to operate well. The fourth success factor is investment sharing. SMEs usually have difficulty in obtaining enough capital in spite of their excellent technologies. Large firm can help SMEs by offering loans with low interest rate or investing together with SMEs to enter into a new business. The last success factor is strategy sharing. Strategy sharing is an essential part for advancing toward the common target of a supply chain. Large firm and SMEs should understand the strategy of supply chain and establish an efficient network to realize this strategy by mutual understanding and communication.

한국어

공급사슬의 네트워크가 점차 확대됨에 따라 기업이 관리해야할 차원이 늘어나면서 하나의 기업이 모든 기능을 수행할 수는 없게 되었다. 이에 현실적으로 기업들은 아웃소싱, 또는 더 나아가 파트너십을 구축한 협력업체와 함께 공급사슬을 구성해야 한다. 본 연구에서는 대기업과 중소기업의 협력관계에 대한 기존사례를 제조업과 서비스업으로 나누어 살펴본 후, 대기업과 중소기업의 협력을 증진할 수 있는 핵심성공요인을 도출하고자 한다. 본 연구에서는 제조업의 삼성전자와 현대자동차, 서비스업의 하나로마트와 SK플래닛의 사례를 분석하여 다섯 가지 공통적인 협력의 성공요인을 도출하였다. 본 연구에서 도출한 다섯 가지 성공요인은 정보의 공유, 기술의 공유, 성과의 공유, 투자의 공유, 그리고 전략의 공유이다. 첫째, 정보의 공유는 모든 기업사례에서 실제로 수행하고 있는 가장 기본적인 내용이다. 사례기업들은 정보의 공유를 통해 관리의 효율성을 증진시키고 중소기업에게 새로운 시장의 기회를 제공하고 있다. 둘째, 기술의 공유에서는 협력기업과 신기술을 함께 개발하고, 신기술개발을 지원함으로써 생산성 향상과 함께 창의적인 신제품을 출시하고 있다. 셋째, 성과의 공유는 사례의 기업들이 모두 대금결제를 앞당겨 중소기업의 자금난을 해소하도록 노력하며, 1차 협력사뿐만 아니라 2,3차 협력사까지 확대하는 노력을 기울이고 있다. 넷째, 투자의 공유의 경우, 뛰어난 기술력을 보유하고 있지만, 초기 투자비용이 부족한 중소기업을 위해 운영자금의 저금리 대출이나 공동투자를 통한 시장 진출 등을 통해 상생할 수 있는 방법을 모색하고 있다. 마지막으로, 전략의 공유는 쌍방향의 원활한 의사소통과 대기업의 전략에 대한 이해 등을 통하여 중소기업들이 대기업과 함께 발전할 수 있는 효율적인 네트워크를 구성할 수 있다. 대기업과 중소기업이 협력의 성과를 향상시키기 위해서는 협력을 위한 성공요인들을 공유하고, 공동의 목표를 함께 지향해야 한다.