earticle

영어

Korean exporters were constantly troubled with unpaid matters. Especially with China, the unpaid trade volume is growing rapidly. This study analyzes the related factors and the protective strategies of the unpaid conflicts with chinese buyers. In general, `unpaid` is a term used broadly and it mainly means that buyers don`t pay partly or totally to ask for a price cut and to compensate whatever damage. And unpaid` includes payment delay and requesting additional shipment. Through this research, I hope to help Korean trading companies make efficient marketing strategies. This empirical study is based on 400 survey forms collected from a pool of eight corporations which takes up half of the total export volume in Korea. The response from 182 persons who are in charge of selling to china in international marketing department is used in the final analysis. Hypothesis 1 through 4 of this research were confirmed by factor analyses and RISREL(Llnear Structural Relationship, or Structural Equation Modeling). The results of this research are summarized as follow. First, the rate of the general unpaid conflicts in China revealed at 1.9% which is calculated by export insurance accident rate. And a big corporation`s unpaid rate was 0.75%. Second, the importer`s financial risk depend on the Chinese market environment and trade barriers. We have suggested that when the market barriers are revealed, the unpaid conflicts become more serious. Third, RISREL analysis was performed on the hypothesis that unfair trade convention depend on the financial risk and trade barriers. If buyers are to fall in financial risk, they try to seek unpaid problems. Forth, contract is the most important thing in solving the unpaid conflicts. If a exporter violates the contract condition, he will fall into serious marketing and financial damage. So personnel who are in charge of international trade shall deal with transaction carefully from the first to the last to prevent trading conflicts.