1. 560 2009. 12.

2. . . 77%, 50% . . . . . , . (no sales, no business) . . , . 3. , . . . , , . . . 5 . , . , . . , . , , , , , , . 4. . , . .2009 12 5. 1Abstract 22 25 1. 25 2. 27 (1) 27 (2) 29 (3) 30 3. 31 (1) 31 (2) 33 (3) 34 4. 43 5. 47 49 1. 49 2. 58 (1) 58 (2) 60 3. 64 4. 70 (1) 70 6. (2) 71 (3) 765. 79 87 1. 88(1) 88(2) 89(3) 952. 97 3. 102(1) 102 (2) 103 (3) 105 (4) 107 (5) 111(6) , , 114(7) 119(8) , , 122(9) 1254. 128 (1) 129(2) 140(3) R 151(4) 163 7. 167 1. 168 (1) 168 (2) , 173 (3) 178 2. 183 (1) 183 (2) , 190 (3) 195 3. 200 (1) 200 (2) , 203 (3) 210 4. 215 (1) 216 (2) 219 (3) 223 226 1. 226 2. 235 (1) 235 (2) 240 (3) 254 266< > 273 8. - -< -1> 36< -1> (2008) 52< -2> (2008) 53< -3> ( ) 66< -4> ( ) 67< -5> 68< -6> 70< -7> 72< -8> 5 74< -9> 1 75< -10> EU 83< -11> EU 84< -12> EU 85< -1> 90< -2> 94< -3> 98< -4> 104< -5> 106< -6> 109< -7> , 113< -8> , 117< -9> 118< -10> 2 119 9. < -11> 121< -12> 124< -13> 125< -14> 130< -15> 136< -16> SWOT 140< -17> 141< -18> 147< -19> SWOT 151< -20> R 152< -21> R 158< -22> R SWOT 162< -23> 165< -1> 170< -2> - 174< -3> - 175< -4> - 177< -5> 180< -6> (2006~2008) 182< -7> 182< -8> 185< -9> 188< -10> - 191< -11> - 193< -12> - 195< -13> 196 10. < -14> 197< -15> 199< -16> 202< -17> - 205< -18> - 207< -19> - 209< -20> - 217< -21> - 218< -22> - 219< -23> - 220< -24> - 221< -25> - 222< -1> 240< -2> 244< -3> 253< -4> 264 11. - -< -1> 28< -2> 29< -3> 37< -4> 37< -5> 38< -6> 39< -7> 39< -8> 40< -9> / 40< -10> 41< -11> 41< -12> 42< -13> 42< -1> ( ) 50< -2> ( ) 51< -3> 51< -4> 54< -5> 54< -6> 55< -7> 56< -8> 57< -9> 57< -10> 59< -11> 60< -12> 61 12. < -13> 61< -14> (2007) 62< -15> 63< -16> 69< -17> 77< -18> 78< -19> 78< -20> - EU 81< -21> - EU 83< -1> Kohli & Jaworski(1993) 92< -2> Narver & Slater(1990) 93< -3> Morgan, Vorhis and Mason(2009) 96< -4> 101< -5> 2 115< -1> 179< -1> 228< -2> 228< -3> 229< -4> 234< -5> 236< -6> 239< -7> 242< -8> 246< -9> 255 13. 1 . . . . , , . . , , , . , () . . . 2009 1011 , 401 . 14. 2 . 1. 69.1%, 9.5%, 5.2%, 16.2% . (2009) 3 55.6%, 27.2% . , .2. . 69.1% . 1990 , . 15. 3 . 2007 5.0%. , (2009) . . 3. 2008 61 3,000 60.8% . 20012008 5.4% , 60% . 2008 1 6,808 , 6.9% . 2006 16. 4 12.2% . , .4. 2005 2008 . , . , . . . , . , . 17. 5 . , , 51.0% . , . , (16.2%) .. 1. , , . , ., Kohli& Jaworski(1990) Narver &Slater(1990) , 18. 6 . , , Morgan, Vorhis and Mason(2009) .2. 3. , , , , . , , , ( , ) . . 19. 7 . , , , . 2 . , . . . , . , , . 20. 8 , 0.18***0.001 0.08 0.151 0.03 0.563 0.26***0.001< 0.02 0.694 0.04 0.4520.15***0.002 0.08* 0.072 0.08 0.106 F13.05***0.001 . 30. 18 2. (1) , . ( ) . ., . , ., . . ., . 31. 19 . .(2) , , , , , . , , ,NET 5% (NEP) 20% . , , , , . 32. 20 , , , ., , , BTL , .(3) . . . . 33. 21 . . . . . . . . , DB . 34. 22Abstract Strategies and Policies for SMEs to Increase Salesand Diversify CustomersHyeon Ju(juhyeon@kiet.re.kr) Youngjoo Lee(yjlee@kiet.re.kr) Seok Il Hong(sihong@kiet.re.kr)One of the biggest policy issues concerning small andmedium-sized enterprises(SMEs) is increasing sales and securingcustomers. In this research paper, the sales structure of SMEswas outlined, the factors which have an effect on diversifyingcustomers were examined, and policy tasks to support increasingsales and diversifying customers of these companies werepresented.The customers of companies can be classified in various ways.This research classified them into domestic private purchasemarket, domestic public purchase market, and export marketdepending on the location of customers. Of total sales of all smalland medium-sized manufacturers in Korea, sales to domesticprivate companies(B2B) accounted for 69.1%, those to domesticindividual consumers(B2C), 9.5%, and those to domestic publicsectors(B2G), 5.2%; exports made up 16.2%. According to asurvey conducted by the KIET in 2009, a large number of small 35. Abstract 23and medium-sized manufacturers were making efforts to securecustomers. Specifically, 82.8% responded that they have madeefforts to secure customers over the last 3 years, whereas only2.2% said they exerted little effort to do so.The relationshipbetween market orientation, marketingcapabilities, market structure, governmental policy, and firmperformance was analyzed to determine the antecedent factorsinfluencing diversifying customers and to confirm whetherdiversifying customers leads to better performance. As a result ofthe analysis, market orientation and marketing capabilities ofSMEs are proved antecedent factors contributing to goodmanagement performance by way of diversifying customers. Casestudy of three small and medium-sized manufactures wereexecuted, and it also showed that market orientation andmarketing capabilities have impacts on diversifying customersand firm performance.Based on the above analysis, several policy directions can beestablished as follows: (1) the government should actively supportthe marketing activities of SMEs to increase sales and diversifycustomers; (2) support should target areas where market failureoccurs and market performance can be improved by governmentintervention; (3) government support should induce the voluntaryefforts of SMEs to build a market-oriented culture and to improvemarketing capabilities. This research further presented policytasks for the SMEs to increase sales and diversify customers ofdomestic private purchase market, the domestic public purchasemarket, and export market respectively. 36. 25 6 1. . 1980 . 1990 WTO . . 1997 . 37. 26 . . . . , ( ) (OEM ), . , . . . 38. 27 , . . , . 2008 . . , , . , . 2. (1) () .1) ) 1) (http//stdweb2.korean.go.kr). 39. 28 , ) . , . . , , , . . , , . . (B2B) (B2C) , , , (B2G) , (< -1> ).< -1> (B2C) (B2B) (B2G) (B2C, B2B, B2G) 40. 29 (2) . , ( ) . ( ) . , , . , , , . , . ? , (= )< -2> 41. 30 (< -2> ). , (= ) . . (3) . . . . . . . , 42. 31 . . . . , , . . , . , . , , . 3. (1) . , 43. 32 . , , , . . 99% . . . . . , . . , , 44. 33 . (zero-sum), (plus-sum) . , . (2) . , , . , .2) , , .2) 4 . 45. 34 . , () 2009 1011 . 401 , , -- . . . , . . (3) , . . 46. 35 KIS VALUEDB . 200910 DB 6,781. , 2005 , , 20062008 , , , , 20 500 , 5,029. 2005 . 20 . 401 . , 20299 61,287 . 20 , KIS VALUE DB , < -1> . , 49 25.9%, 50 99 36.2%, 100 37.9%(< -3> ). 10 26.9%, 1030 45.6%, 3050 13.0%, 50 14.5% (< -4> ). 50 4.0%, 50100 9.0%, 100200 47. 36 < -1> , % KSIC (20 ) (2007 ) 10 3,864(6.3)213(4.2)26(6.5) 11 264(0.4) 23(0.5)- (0.0) 12 10(0.0) - (0.0)- (0.0) 13 ( )3,244(5.3)152(3.0)21(5.2) 14, 3,045(5.0)164(3.3)20(5.0) 15, 769(1.3) 40(0.8) 9(2.2) 16 ( ) 869(1.4) 21(0.4) 8(2.0) 17 1,521(2.5)105(2.1)10(2.5) 18 1,419(2.3) 51(1.0)10(2.5) 19, 129(0.2) 20(0.4) 1(0.2) ( 20 2,411(3.9)349(6.9)15(3.7) ) 21 503(0.8)119(2.4) 7(1.7) 22 5,085(8.3)279(5.5)35(8.7) 23 2,477(4.0)190(3.8)14(3.5) 241 2,343(3.8)393(7.8)18(4.5) 25 ( ) 8,254(13.5) 326(6.5) 46(11.5) , , , 26 4,331(7.1) 679(13.5)28(7.0) 27, , 1,805(2.9)176(3.5)13(3.2) 28 3,750(6.1)285(5.7)22(5.5) 29 8,252(13.5)696(13.8) 54(13.5) 30 3,292(5.4) 536(10.7)22(5.5) 31 1,272(2.1)133(2.6) 8(2.0) 32 1,384(2.3) 32(0.6) 9(2.2) 33 994(1.6) 47(0.9) 5(1.2) 32 61,287(100.0) 5,029(100.0) 401(100.0); ; (2009). 48. 37< -3> (2009).< -4> (2009).29.7%, 200300 17.2%, 300500 16.2%, 500 23.9% (< -5> ), 10 42.9%, 1030 30.4%, 3050 12.0%, 50 14.7% 49. 38 < -5> (2009).(< -6> ). . . , 1970 17.2%, 1980 24.7%, 1990 41.4%, 200016.7%. . 2005 20 (< -7> ). , , 54.9%, 14.5%, 6.7%, 23.9% 50. 39< -6> (2009).< -7> (2009).(< -8> ), (, , ) 30.4%, 60.6%(< -9> ). 51. 40 < -8> (2009).< -9> / (2009). . , , 12.5%, 27.4%, 9.0%, 51.1% (< -10> ). 2.7%, 33.2%, 60.3%, 52. 41 3.7% (< -11> ). .< -10> (2009).< -11> (2009). 53. 42 71.4% 4.2% (< -12> ).< -12> (2009). 5 ( =5, =3, =1) 2.2.< -13> (2009). . 54. 43 , . , 21.3%, 13.6%, 10.9%, 25.7%, 17.5%, 10.9% (< -13> ). 4. . . . . (2004) . . 55. 44 , / . . , , , . , , . , , , . , . , . (2005) A/S , A/S , A/S 56. 45 , A/S . A/S . A/S . Gronroos PZB , Bolton & Drew , Cronin & Taylor Teas A/S A/S . , , , A/S A/S , A/S , , , , , , , , . A/S , A/S . 57. 46 A/S A/S A/S A/S . (2001) . , . . (2008) . 3 , . (2007) . , . , 58. 47 . . , . . . . , , , . , , (, ) . 5. . 59. 48 . 1 2 4 , , . 5 EU . . 1 2 . 3 2 . 4 . 2 . . 1 , 2 , 3 .4 -- . . 1 , 2 , , . 60. 49 6 1. , 2007 83.8%, 16.2%, . 6 , . . , 2007 74.3%, 9.5%, ( ). 61. 50 < -1> ( ). , 2007 78.6%, 5.2% .2007 92 63( 68.4%), 19 3,010. 372 5.18%(< -2> ). 69.1%, 9.5%, 5.2%, 16.2% . (2009) . 95.0%, 62. 51< -2> ( ) .< -3> (2009). 9.2%, 60.1% (< -3> ). , , 10% 63. 52 . 10% . 60% , . , 69.7%( 37.7%, 32.0%) . 4.9%, 3.7%, 21.8%(< -1> ). , 176.8 . 116.5 , 8.7, 39.9,< -1> (2008) , % 280 37.7255 32.0 424.9()373.7 241 21.8 401100.0 (2009). , 401 . 64. 53< -2> (2008), (A)2778.7(B) 250 39.9 (C) 29116.5 ()(D)372.4(E) 2399.3(A+B+C+D+E) 394176.8 (2009). 1) , 394 394 . 2) 7. 2.4, 9.3 (< -2> ). ( ) 60.3. 3 55.6% , 27.2% (< -4> ). 5 ( =5, =3, =1) 4.4. , . 3 , 42.9% , 30.1% . 21.9%, 2.8%, 2.3% (< -5> ). 65. 54 < -4> (2009). 1) 3 . 2) . 3) 5 ( =5, =3, =1) 4.4..< -5> (2009). 1) 3 . 2) 9. 66. 55 . 41.4% , 27.1%, 24.6%, 4.0%, 3.0%(< -6> ). , . . , , .< -6> (2009). 2. 67. 56 < -7> (2009). 44.1% , 25.9% , 21.7% (< -7>). . . 51.7% 22.3% 68. 57(< -8> ). < -8> (2009). 2008 .< -9> (2009). 2008 . 69. 58 57.9% 18.7% (< -9>). . 2. . 69.1% , . (1) , . - . < -10> 1990 70. 59< -10> . . < -11> , .3) , 1 , . . .3) , . 71. 60 < -11> . (2) 2007 5 11 2,968 5.0% 5,664 . (2009) 6.8% . ( ). 2007 372 3,921 1.72% 6 4,020 . 72. 61< -12> (2009). 1) 26 2008 18.2% . 2) 20.< -13> . 73. 62 < -14> (2007). 27.9% (< -13>). (2009) 2008 18.2% . , , , . 2008 , B2B 50.7%, B2C 34.3%, B2G 15.0%, , (< -14> ). 74. 63 , (2009) . 0.5% , 9.4% . 23.9% (< -15> ). , . (2009) 66.1% . , < -15> (2009). 20. 75. 64 . . . . 3. 2008 61 3,000 .4) 101 60.7% .5) 31, 24, 6 . 24 4) 6 1 , , . , .5) 25,000 2007 (833 ) 22.0%. 2007 (4 1,906 ) 47.7%, 2006 (9 9,422 ) 75.9%. 76. 6523.8% . 2001 2008 5.4% . 2008 2.3% . . 2007 2008 . .6) 60% . 50% (< -3> ). , 121 . 2005 98 2009210 2006 .4 2.1 . , , , . 2008 , 34.3% 30.6%, 28.8% 93.7% . .6) 2008 . 77. 66 < -3> ( ), % (B) (A) (%)(B/A, %) 2001 79 66.7 41.8 14.162.6 2002 97 68.5 44.7 7.0 65.3 2003 97 74.2 46.9 4.9 63.11) 2004 9876.853.5 14.269.7 2005 9883.256.9 6.3 68.4 2006 120 83.858.5 2.7 69.8 2007 156 92.063.0 7.7 68.42) 2008 163 100.9 61.3 -2.3 60.82009()210 104.8 63.4 3.4 60.5. 1) KT KT&G . 2) . . 2001 2008 17.3%. 2001 14.0% 2008 28.8% 2 . 3.4%, 3.3% (< -4> ). 2006 . 78. 67< -4> ( ) , % 16.714.95.8 0.0 4.4 41.8200140.135.5 14.0 0.010.4 10017.816.15.5 0.0 5.3 44.7200239.836.1 12.4 0.011.7 10019.217.46.5 0.6 3.2 46.9200341.137.1 13.8 1.26.810019.919.77.8 2.7 3.5 53.5200437.136.7 14.6 5.1 6.5 94.920.121.89.1 1.4 4.5 56.9200535.338.3 16.0 2.57.910022.818.7 10.8 1.7 4.4 58.5200639.032.0 18.5 3.07.510024.815.8 19.2 1.2 2.0 63.0200739.425.1 30.5 1.83.210021.118.7 17.7 2.1 1.7 61.3200834.330.6 28.8 3.52.8100., 5% 2006 . 2005 1 . 2006 113.7% 1 3,127 20071 3,705, 2008 1 6,808 . 2009 17.6% 1 9,770 79. 68 2 . . 2005 4% 2006 6.9% . 2007 7.1%, 2008 6.9% ,2009 8.7% (< -5> ). . , 2007 2006 . 2005 15 5,028 2009 11 24 5,460 .< -5> , % (A) (B) (B/A)2001 126,8562,7362.22002 145,9933,2762.22003 138,0013,9572.92004 150,9735,2513.52005 158,1846,1443.92006 190,12813,127 6.92007 193,01013,705 7.12008 242,05216,808 6.92009() 228,43719,770 8.7, , . , , 2006. 3. 80. 69 12.2% . , . . . 2008 89.2% . (8.1%), (2.7%) , (< -16>).< -16> (2009). 81. 70 4. , , , . (1) . 2008 9.9%, 13.6% . 2008 30.9% 2005 (< -6> ). 2008 15.3% .< -6> , % 2005 2006 2007 2008 2,8443,2553,7154,220 (A) (12.0) (14.4) (14.1) (13.6)921 1,0421,1881,305 (B) (1.9)(13.1) (14.0) (9.9) (=BA100)32.4 32.0 32.0 30.9. ( ) . 82. 71 2008 . , 2008 13.3% 7.5% (< -7>) . (2) . (2007) , 100 44.2 . . . . . . 83. 72 < -7> , % 2005 200620072008 60.9 62.073,296 61.7 79,187 8.060.7() 38.8 49.760,020 50.5 64,834 9.049.7 12.0 22.025,847 21.8 27,787 7.521.3 6.1 5.85,8194.96,1445.6 4.7 4.0 4.45,0124.24,838-3.53.722.1 12.313,276 11.2 14,353 8.111.0 16.1 13.814,611 12.3 15,427 5.611.8 15.1 12.913,627 11.5 14,490 6.311.1 11.8 12.315,640 13.2 17,144 9.613.1 3.6 4.34,5843.95,29515.54.1 4.9 5.07,1046.08,88925.16.8 2.7 2.73,5393.04,58229.53.5 100.0 100.0 118,774 100.0 130,5249.9100.0. . . . . 84. 732008 2005 12.0% 2008 21.3% . 2005 21.0% 1.6%p 200819.4% . , , . 2005 15.1% , 2008 11.1% . . , 2008 -0.8% . 2005 22.1% 2008 11.0% . 2008 6.1% 1.5%p 6.1% (< -8> ). 2008 5 (25.9%), (25.2%), (14.2%), (12.6%), (9.1%) . 51.1% . (30.0%) (30.7%) . 20052008 ,, . 20052008 85. 74 , ., , . 20089.1% 2005 4.6%p . .< -8> 5 % 2005 2006 2007 200831.2 34.3 28.3 25.9 41.0 38.4 34.8 30.020.1 19.1 22.4 25.2 31.9 32.6 30.4 30.713.0 13.2 14.6 14.2 9.39.28.18.49.19.710.6 12.6 7.28.07.06.913.7 15.2 13.7 9.1 0.7 -- 0.412.9 8.610.4 13.0 9.912.9 20.8 23.6, . (%). 86. 75 , , . . , , . , . 1 , . 1 < -9> 1 , 2004 20052006 8192 95811,02912825 2805 240 6 861210711116 11701568 147714 581759 175817, 2006 1 , 2008. 87. 76 , 1 . 1 , , 1 (< -9> ). . 1 2 , 14 . (11), (1) 10 2 5% . (3) . , . , . 25.7% 64.9% (< -17> ). . , 88. 77< -17> (2009). 241 . . , (41.5%), (18.7%) 60.2% . 39.8% . 20.3% , 19.5% . (19.5%) (20.3%) , 0.8% . (< -18> ). 89. 78 < -18> (2009). 241 .< -19> (2009). , , 51.0% . 90. 79, . , (16.2%) . . (11.2%) . (6.6%), (3.7%) (< -19> ). 5. , EU . EU . EU 2006 11 2007 1 EU 27 1 4,683 ( 1,857) Gallop Organization . (EuropeanCommission) DG Enterprise and Industry . , 2 91. 80 . 49.1%, 37.7%, 27.7% . 21.7% . EU 46.0% 36.0% . 21.0% (< -20> ). , EU . . 20082009 ,EU 20052006 . . 2008 2009 20092/4 . EU 20052006 20082009 . EU . EU . 92. 81< -20> - EU % (2009); The Gallup Organization(2007), p. 16. EU . , . EU , . . EU , , 10 . (2009) 20 . 93. 82 , , 86.8% 78.1% . , , 71.8%, 66.8%, 46.9% . EU 64.0% , , , 61.0%, 62.0%, 26.0% . 53.0%(< -21> ). EU , , . EU , EU , . EU 3.4%, 3.0% . . 10 3.6%, 50250 1.9%(< -10> ). . , 1 94. 83< -21> - EU % (2009); The Gallup Organization(2007).< -10> EU % 3.4 193.6 10492.8 50249 1.9 250 1.7 D. 3.0 F. 2.7 G. 3.2 H. 4.4 I. , 2.6 J. 3.2 K. , 5.0 N. 2.6 O. , 4.6The Gallup Organization(2007), p. 74. 95. 84 16.2% . EU 4.6%, 7.8% . EU . EU 2005 8% , 14% (< -11>).< -11>EU % (2005)(2005)8 4.619 7 5.0 1049 13 7.9 502492414.9250 2819.4D. 14 7.8F. 5 2.0G. 12 5.9H. 1 0.8 I. , 9 9.0J. 2 1.7K. , 6 4.2N. 2 0.4O. , 3 2.0 The Gallup Organization(2007), p. 45. 96. 85 , . 4 2008 60.7%, 39.3%(< -7> ) 2005 EU 85%, 15%(< -12> ). . EU< -12>EU % EU EU 72 13 151973 14 13 104971 920 50249 73 11 16250 80 515D. 73 12 15F. 72 17 10G. 66 14 20H. 97 02 I. , 83 97J. 85 11 3K. , 77 13 10N. 92 80O. , 83 16 0 The Gallup Organization(2007), p. 50. EU 27 . 97. 86 . EU . EU . . 98. 87 6 , . (= ) . , . 1 . . 2 , , , , , , , , . 3 (2009) 2 99. 88 . 4 2 3 . 1. (1) . , , (Marketexpansion) (Shepherd, 1982, p. 447). (Webster, 1992; Menon et al., 1999;Noble & Mokwa, 1999), ( ) (Morgan& Strong, 1998; Bigne et al., 2000; Mavondo, 2000; Ruekert,1992). (Lukas, 1999; Matsuno,Mentzer & Rentz, 2000; Bigne et al., 2000; Slater & Narver,1996), (Slater & Narver, 1993;Morgan & Strong, 1998) .(, 2001) 100. 89 , (Unique opportunities) (Kim, Hwang & Burgers, 1993). , .7) (Costs) (Benefits) (Grant, Jammine & Thomas,1988).(2) 1) Dobni and Luffman(2003) Hult and Ketchen(2001) , Jaworski and Kohli(1993) (Market Orientation) . Lafferty and Hult(2001) 1) , 2) , 3) , 4) , 5) (< -1> ). . 7) Shepherd(1982) . , .(447). 101. 90 < -1> Glazer(1991) (1988)Glazer & Weiss(1993) Shapiro(1988) Avlonitis & Gounaries(1997) Cadogan & Diamantopoulos(1995) Cadogan et al.(1998) Hart & Diamantopoulos(1993) Hooley et al.(1990) (1990) Jaworski & Kohli(1993; 1996) Kohli & Jaworski(1990) Kohli et al.(1993) Maltz & Kohli(1996) Selnes et al.,(1996) Cadogan & Diamantopoulos(1995) Han et al.(1988) Narver et al.(1998) (1990)Narver & Slater(1990; 1998) Siguaw & Diamantopoulos(1995) Siguaw et al.(1994) Slater & Narver(1992; 1994) Day(1994), Day & Nedungadi(1994) Gatignon & Xuereb(1997) Morgan & Strong(1998) (1992) Moorman(1998) Ruekert(1992) Webster(1992) Deshpande & Farley(1998a;1998b) (1993) Deshpande et al.(1993) Siguaw et al.(1994)Lafferty and Hult(2001), p. 95. 102. 91 Kohli & Jaworski(1990) , , (Kohli & Jaworski, 1990, p. 6) . Kohli &Jaworski(1990) 1) , 2) , 3) 3 . Narver & Slater(1990) . (Narver & Slater, 1990). , 1) , 2) , 3) 3 . 2) . Kohli & Jaworski(1990),Jaworski & Kohli(1993) . Jaworski &Kohli(1993) Kohli & Jaworski(1990) , , . , , , , (< -1> ). 103. 92 < -1> Kohli & Jaworski(1993) Kohili and Jaworski(1993), p. 55. Narver & Slater(1990) . Narver & Slater(1990) , , , . , . 8 (< -2> ). , < -2> 104. 93< -2> Narver & Slater(1990) Narver and Slater(1990), p. 29. . Kirca, Jayachandran, and Bearden(2005) , , , (positive, significant, and robust) . 105. 94 < -2> ROI, Greenly 240 Narver and , (1995) Slater , Pelham 68 Narver and , (1997) Slater(+) 161 Pitt Kohli and , , (1996)Jaworski 200 Kohli and Kohli and , ,Jaworski 230 Jaworski (+) (1993) Slater and ROA, Narver andNarver , 107 Slater(1994) Narver andShun-Ching , 76 Slater, homg ,, Kohli and(1994) , Jaworski , , , Narver and 1 , 60 Slater (1994) Narver and (+) , Slater,, , 716 (1996)Kohli and Jaworski , ,Narver and , , , Slater, , , , Kohli and , (1996)Jaworski (2003), pp. 236237. 106. 95 (3) (Barney, 1991). (Chamberlain, 1933; Robinson, 1933; Penrose, 1959). (Wernerfelt, 1984). , , . , 1) (, , )(Coyne, 1986), 2) (Bharadwaj, Varadarajan & Fahy, 1993), 3) (Collis & Montgomery, 1995) . , . (Priemand Butler, 2001), (Lengnick-Hall and Wolff, 1999). 107. 96 (dynamic capabilities theory) (Newbert, 2007; Zott, 2003). , (Eisenhardt and Martin, 2000; Makadok, 2001; Teece,Pisano, and Shuen, 1997). Teece(2007), Helfat(1997) , .< -3>Morgan, Vorhis and Mason(2009) H1- H3- - H2 1(H1) . 2(H2) . 3(H3) . 108. 97 Morgan, Vorhis and Mason(2009) , (< -3> ). , 1) , 2) (ROA) , . 2. Morgan, Vorhis and Mason(2009) , . . , . . < -4> . 109. 98 < -3> (market intelligence generation)1. 2. 3. 4. 5. 6. (market intelligence dissemination)1. 2. 1 3. (DB) 4. 5. (responsiveness to market intelligence)1. 2. 3. 4. 5. 6. 1. 2. 3. 4. 5. 2 6. 1. 2. 3. 4. () 110. 99 1. 2. 23. 4. 5. 1. 2. 3. 4. 1. 2. 3. 4. 1. 2. 3. 4. 1. 2. 3. 4. 1. 2. 3. 4. 5. () 111. 100 1. 2. , 3. 4. 5. 6. 7. 8. 1. 1. 2. 3. 4. 5. 1. 2. 3. 4. 1. 2. 3. 4. 1. 2. 3. 4. () 112. 101 1. 2. 3. 4. 5. 6. 1. ()2. ( )3. ()< -4> < -3> . Morgan,Vorhis and Mason(2009) Kohli & Jaworski(1990) , Kohli & Jaworski(1990) Narver & Slater (1990) . 113. 102 3. (1) . 2009 911 KISVALUE DB 5,029 . 2007 . . 401 .8) (Principal Component Analysis),(Multiple Regression Analysis), 2 (2-Stage Least Square Analysis), (DiscriminantAnalysis) . .9) 0.5 . . 8) 3 .9) (eigenvalues) 1 . 114. 103 . (Varimax) . . F . 10% . . , . , . (2) , , ,, .10)10) 3 2 . < -3> , (2009) 1 2 . , 1 2 . 2 1 , 2 , , . 115. 104 , , , ( , ) , . 3 , , , (, ) . . , ,, ( , ) . , ,< -4> () () () () () () () (5 ) (5 )( 3 , 50 =1, 50100=2, 100 =3) (5 ) () 116. 105, , ( , ) , . 2 (2-Stage LeastSquares Method2SLS) . , , , , (, ) . (3) Narver and Slater(1990) , , 3 . 6 , 4 , 5 15 . Narver and Slater(1990) 15 5 . , , 15 . , 1 2 . 1 117. 106 < -5> (1( 2 ) ) ( ) 0.3520.668 0.2830.754 0.1510.7620.86 0.3590.668 0.3660.700 0.2990.661 0.7290.227 0.7050.267 0.7000.266 0.7100.272 0.91 0.6960.396 0.6940.311 0.6930.308 0.7210.346 0.7570.258 (%) (%) 1 7.27 51.1551.15 2 1.24 8.29 59.45 118. 107 . 2 . , 0.86, 0.91 . , (< -5>). . Narver and Slater(1990) 15 15 . , . . (4) Morgan, Vorhris and Mason(2009) (4 ), (4 ), (4 ), (4 ), (5 ), 11)(8 ) 6 29 119. 108 . . 29 . , 1 4 . 4 0.5 . , . 4 25 . 29 4 . < -6>. 25 . 1 . 2 11) Morgan, Vorhris and Mason(2009) (4 ) (4 ) , . 120. 109< -6> 12 3 4 ( ( ( ) ) ) () () 0.192 0.6870.0520.159 0.107 0.7380.1080.126 0.149 0.6800.2370.156 0.160 0.5880.2190.261 0.88 0.244 0.7380.1950.079 0.302 0.7300.1500.084 0.348 0.6770.0330.136 0.265 0.6510.0690.258 0.082 0.2270.1250.766 0.241 0.2200.2650.709 0.84 0.320 0.2160.1810.727 0.246 0.1770.2050.753 0.288 0.1820.7340.239 0.359 0.1590.7530.109 0.340 0.1060.7380.2340.89 0.444 0.1960.6900.100 0.185 0.1860.7330.236 0.613 0.2380.2230.317 0.609 0.2940.2940.141 0.686 0.2880.2560.168 0.721 0.2510.2180.201 0.92 0.738 0.2070.2970.172 0.789 0.2590.2430.162 0.727 0.2840.2740.173 (%) (%) 111.11 46.31 46.31 2 2.16 9.0055.323 1.31 5.4660.78 4 1.09 4.5465.32 121. 110 . 2 . 3 . 4 . , , , . . , 25 . 4 .12) 25 . , . . , 12) (2009) 401 42(10.5%) . 122. 111 . , . . (5) 3 , . . . , . , , , . , , 5 . 5 , 123. 112 3 . , , , , , 6 . 6 3 5 , 6 . 8 , .13) = a b c d e f g h k 13) .1 ()( ) 0.840 0.794 0.8450.91 0.865 0.840 0.871 (%) 1 4.262 71.03 124. 113< -7> , 0.18*** 0.001 0.08 0.151 0.03 0.563 0.26***0.001< 0.02 0.694 0.04 0.452 0.15***0.002 0.08* 0.072 0.08 0.106 F 13.05*** 0.001< . , F 1% . , , , , , , , , . 8 , , , , . . , 125. 114 . . (6) , , , , . . 3 . . . . 2 . , , , 1 2 .14) .14) AMOS , , . 126. 115< -5>2 ( ) = a b c d e f g h + k = p ( ) 1) 1 , . , , , 127. 116 , , , , , . , F 1% . , , , , , , , , . , 8 , . , . , 4 , . . . , 15). 128. 117< -8> , 2.27**0.023 2.71*** 0.006 -0.90 0.366 1.500.133 -0.10 0.915 1.580.114 3.32*** 0.001< 0.430.662 1.197 0.232F6.52*** 0.001< . . .15) 2) 2 . - - .15) . 0.0190.191***0.0030.156** 129. 118 < -9> 0.54*** 0.001< F169.6***0.001 2 0.228*** 0.001< F 67.156***0.001 0.04 0.10* 0.11*0.08 -0.05 -0.9* 0.09*0.07 0.07 -0.01 0.12** 0.1* 0.06 0.13** 0.08*0.02 0.07 0.11**F4.58***5.03*** 133. 122 . . .18) . . . . . . . (8) , , , . 50 . 18) , , , . 134. 123 . 3 .19) , , , , , , 7 . 7 7 . 6 . 6 5% (< -12> ). 3 2 .20) , (Wilks) 5% 2 19) 1 50 =1, 2 5099=2,3 100299=3.20) K( )-1 . . 1 , 2 1 . 135. 124 < -12> Wilks F 1 2 0.974 5.2222 397 0.006 0.962 7.782 2 397 0.000 0.972 5.6412 397 0.004 0.981 3.8932 397 0.021 0.971 5.9292 397 0.003 0.966 7.0872 397 0.001.21) 2 6 6 . . 1 (0.600), (0.574), (0.507) . .21) . Wilks 1 2 0.871 54.59812 0.0001< 2 0.963 14.771 5 0.011 136. 125< -13> 1 2 .484*.197 .600* -.156 .507*.168 .204.631* .317-.709* .574*.135* . 2 1 (-0.709), (0.631) . , -0.709 . . , , , . . (9) , , , , . 137. 126 , , . . , . . . . . , . . . . ,, , . 138. 127, . , , . . , , . ( ) . , . , . . 139. 128 . . , , , , , . , , , , . , . 4. 4 . , . , , R , , 140. 129 . (1) 1) (www.iHAAN.com) . CEO , . 1999 3 2001 , 2003 . 2004 147 , 2005 716, 2006 867 . 2007 HAAN . 2008 QVC 2008 1,200 .22) 2008 22) QVC(http//www.qvc.com) Quality, Value, Convenience 1986 141. 130 73, . 2009 .< -14> 1999 (2008 ) 5 (2008 ) 100(2008)599 (, )1999 () 2001 2002 2003 2005 2006 2007 CI BI (HAAN) HAAN CORPORATION 2008 CEO 50 West Chester . 1 1 24, 1 365 , 2005 60 . 142. 131 2) , . , . . . 2 . , . , . , . 1 , . , . 143. 132 S . , . . . , . . . , . . , (CCMS) 2009 9 .23)23) (Consumer Complaints ManagementSystem; CCMS) 144. 133 , . . , . , . . 3) . , . 20% . , , 1999 3 2005 9 . , . 145. 134 2005 . , , , . , . , , , , . . 1 QVC TV Informercial . , , . .2009 , . , . 146. 135 Livingtech By Hahn HAAN . , 2009 , . 3050 , , 2008 4 . . , , . , ( , , ) . CEO . CEO . 147. 136 < -15> - - 1 - - - (CCMS) - 2 - , - - - - - - - - - - CEO 148. 137 4) . . . 2008 40% 30% . 2007 .2008 1 QVC , 2 20 . 2009 800 1 (Macys) . 2008 QVC 27%, Informercial27%, 46%. . 500 149. 138 70% . 2006 4 2009 9 3 6 103 874 , 2008 40% 1. 2009 250 2009 500 . , . , . , , , , , .24) 5) . 2001 24) , 200233.7%, 2003 15.9%, 2004 39.5%, 2005 27.7%, 2006 36.1%,2007 30.8%, 2008 37.3% (,KISVALUE DB). 11.0%( 10.2%, 12.3%)(, 2008 , 2009. 7). 150. 139 , 2002 2003 37 . 2004 , 2006 867 . , . , . 1 . , 2 . . , . . , . 151. 140 < -16> SWOT - - - CEO - - - ( ) - , - - - - - (2) 1) (www.re-n-tech.com) . , . 80% 152. 141, , , , 4 6 , . 1994 . . , .< -17> 1994 (2008 )8 (2008 ) 78(2008) 257 , , 1994 () 1997 , 2000 (), , 2003 2005 , , 2008 () 153. 142 . 1997 . 2000 , . 2001 . 2003 . 2005 . 2008 . 2008 78 8. 2008 257 . 2) , . , . . . . . 154. 143 , . . , , , . DB . 1 . . , . A/S , . . . , . . . ,, . . A/S . 155. 144 . . , , customer first . A/S . A/S . , . . . , . , . , , . 3) . , . 156. 145 7 . , . . . , . 2003 . 90 . (NET) 2 35, 45, GQ 5 . . . . . 23 . . 157. 146 . . . . , . . A/S . , , . . 4,200 300400 . . . . , . . , . 158. 147< -18> - - - DB 1- - A/S - - 2 - - - - - - - - - - - CEO , . . 159. 148 . . . , . 4) . . 1990 . , . 1997 2000 . 2000 . . . 2001 . . 2000 160. 149 . 2001 . . . , . 2007 60 . 10 . 2008 , 320 , 35 . . 2005 . 2008 . 2008 4. . 2000 41 2008257 . 25.8% . 2000 2 2008 23 . 161. 150 2000 4.9% 2008 8.9% 2 . . 5) 2008 78 . . . . . . . . A/S . 162. 151< -19> SWOT - A/S - - - - - - - - - - - . . . (3) R 1) R 2005 1 . (born global) 25) . 163. 152 . . R , . R . R . . R , , R .< -20> R 2005 (2008 ) 40(2008) 100 , 2005 ISO 9000 2008 25) . 1990 . 164. 153 R , . R R . R . R , . . R , . R . R . , , , . 50 . 100 . . 2008 . R 30% , 1 . , , . R ISO 9000 165. 154 . R 60 , 40 . . , R . 2) R , , . , R . R 1 , , . R . R . R , . R . , R . , 166. 155 , . . R .R . R . R . , , . . . R . , . , . 167. 156 . . , . . R . 3) R . , R . R R . R R . R , . , 168. 157 . , R . R . 2/3 . . , . . . , , R . , . R . , . , . 169. 158 < -21>R - - 1- - - - 2 - - ERP - - - - ( ) - - - - - 170. 159 , , . ERP . , . . , , . . , , R . 4) R , , . 70% , . . R . . , . 171. 160 5 2 . 2008 , . R . R R . . , R . , 540% . 5) R . . . R . R . , . 172. 161 R . , . , (Simmon, 1996). R , . ,R , , , . , , . R . R . . . , . 173. 162 < -22>R SWOT - 1 - - - - - - - - - - R . R . . , .R R . R . R .R 174. 163 . . , 2011 . . R , . (4) . 1999 , . . , . . 175. 164 . 1994 , . , . A/S , . R (born global) . 2005 , . . < -23> 3 . 3 . 3 , , . 176. 165 3 . , , R ( ) .< -23> R ++ ++++ 1 +++ ++++++ ++++++++++ +++ +++++++++++++++ 2 ++ +++++ ++++++++++ ++++++ +++++ +++ +++ ++++ ++++++++ ++++++++ +++++++++ +++++ ++++ +1) + , ++ , +++ , ++++ , +++++ .2) . 1, 2, (+++) . , , . 177. 166 3 . . 3 . 3 , 3 . , 3 , , A/S , R . , . , ( )( , , ) . 178. 167 6 . , , . 1 3 , , , , , , , , . , , 5 . 4 , , .26)26) 3 . 179. 168 1. (1) , , , . 78.6% . . . . . , , - - . , (zero-sum) . , . 180. 169 . . (plus-sum) . . 1) , 2) , 3) , 4) ,5) , 6) , 7) (< -1> ). , , . 2008 . 2009 11 www.bizfinder.go.kr. . , 4 . , 181. 170 . CEO . 200 8, 73 110 .< -1> - - 1) - - - - 2) - - - A/S - 3) - A/S - - - 4) - - KOTRA - - - - 5) 6) - - - - - - ,7) - - 182. 171 , , A/S . 5 TV, . 12, 70%( 500 ) , TV, 70% . . A/S , . , , . A/S , , . ., A/S 2009 10 A/S . A/S A/S 5 1 A/S 167 A/S . 183. 172 , . ( , , ) . 2008 9, 5,000 . , . TV, , . , , . 199912 2009 4 540 . , . , . . 184. 173 (2) , , (2009) . < -1> 6 .27) 1) 401 , 5, 1 6 2.31, 3.07 . . . .27) < -1> 7 , , . 185. 174 , , . 401, 381 95% (< -2> ).< -2> - . (401)%, 1) 7.0 18.0 37.4 36.7 1.0 100.0 3.072) 7.028.4 48.6 14.2 1.7 100.0 2.753) 9.726.4 48.9 13.2 1.7 100.0 2.714) 12.2 26.9 37.4 22.4 1.0 100.0 2.735) 13.7 26.4 41.1 18.2 0.5 100.0 2.656) 27.2 22.7 42.4 7.20.5 100.0 2.31 . (381) 1) 4.5 18.1 38.1 38.3 1.0 100.0 3.132) 4.529.4 49.3 15.0 1.8 100.0 2.803) 7.627.3 49.6 13.6 1.8 100.0 2.754) 10.027.6 38.1 23.4 1.0 100.0 2.785) 11.526.8 42.0 19.2 0.5 100.0 2.706) 25.522.6 43.8 7.60.5 100.0 2.35 (2009). 5 ( =5, =3, =1) . 186. 175 2) 401 , 5, 1 6 1.83, 2.55 .< -3> - . (401)%, 1) 21.424.4 31.7 22.2 0.2 100.0 2.552) 21.5 37.8 34.3 6.30.3 100.0 2.263) 29.7 32.9 30.9 6.00.5 100.0 2.154) 33.2 29.7 27.9 8.50.7 100.0 2.145) 33.7 32.7 27.7 5.70.2 100.0 2.066) 47.9 23.9 26.2 1.70.2 100.0 1.83 . (381) 1) 17.325.7 33.3 23.4 0.3 100.0 2.642) 17.4 39.7 36.1 6.60.3 100.0 2.333) 26.0 34.6 32.5 6.30.5 100.0 2.214) 29.7 31.2 29.4 8.90.8 100.0 2.205) 30.2 34.4 29.1 6.00.3 100.0 2.126) 45.1 25.2 27.6 1.80.3 100.0 1.87 (2009). 5 ( =5, =3, =1) . 187. 176 . . , . . (< -3>). 3) . 1, 5 6 3.23, 3.84 . , . . 188. 177 . , . . . . < -4> - %, 1) 1.1 1.113.3 84.4 0.0 100.0 3.812) 0.0 7.738.5 50.0 3.8 100.0 3.503) 0.0 15.4 50.0 30.8 3.8 100.0 3.234) 0.0 0.018.9 78.4 2.7 100.0 3.845) 0.0 0.029.2 70.8 0.0 100.0 3.716) 0.0 12.5 50.0 37.5 0.0 100.0 3.25 (2009). 1) < -3> . 1) 90, 2) 26,3) 26, 4) 37, 5) 24, 6) 8. 2) 5 ( =5, =3, =1) . 189. 178 . , (< -4> ). (3) . , , . , . . . 2008 , . 190. 179 . (2009) ( ). , . (< -5> ). . . < -1> (2009). 191. 180 < -5> () () 2003500 500 1,000 335, 1,7872004500 500 1,000 325, 1,3572005500 300 800 262, 1,2262006500-500 133, 5072007500-500 133, 5592008800-800 222 749. . . . , , .28) , , , A/S 28) < -4> 6 . 192. 181 . . ( < -6> ). A/S . , . , . . . (< -7> ). 193. 182 < -6> (20062008) 1 06.12 s 2 06.12 3 06.12(Okokoz) ()4 06.127942TV()7942TV LCD 5 07.11 6 07.11 e 7 07.11 ()8 07.11 9 07.11 10 08.12 (Gyeobi) 11 08.12() (Cheongeodang) 12 08.12 (Itsound) 13 08.12(Lacott) 14 08.12 (Mohen) 15 08.12 (Kpol) 16 08.12(Eco-pe) 17 08.12 (Orcelle) () .< -7> () () () () 2004 500 8837128,468 2005 625162,042294,813 2006 600161,904369,008 2007 900131,570291,264 2008 900121,864365,378. 194. 183 2. (1) . ( ) . ( ) ( ) . . 2006 . , , . . 195. 184 . 7 . 1) , 2) , 3) , 4) , 5) , 6) , 7) (< -8> ). , (www.smpp.go.kr) . 2007 . , , , . . , . 2 . 12 11 3 50% . 50% . 196. 185< -8> - - , 1) 2) - - - - 3) - - - - 4) - , - - - , , - - 5) - - , - - , 6) - - , - - 7) - - 17 2, 16 3 5% . 5% . , , , 197. 186 . . 10 10 . 5 . 2009 226 . . . . . , . 8 6 1 . , 198. 187 . , . 9 7 . 2009 140 . , , , , . . 17 16 . . 1996 , . 3 , , , . (NEP) (NET) , (< -9> ). 199. 188 < -9> , , 19962001 91116 3,6672002131 31,8922003106 52,2882004151 42,4092005184 43,4092006262 44,9802007310 12 7,0072008239 69,011. . . . . , 200. 189 . 19, 22, 23 . (, , , ). , , . . 24 25. 2007 . 2007 586, 2008 1,580 , 101%, 158% . , , . 2009 . 11 33 . . , , , , 201. 190 , . 2009 . (2) , , (2009) . < -8> 7 . 1) 401 , 5, 1 7 1.66, 1.84. , , . . 401, 37 9% . 202. 191< -10> - . (401)%, 1) 51.6 23.9 14.0 10.2 0.2 100.0 1.842) 55.4 21.2 19.7 3.70.0 100.0 1.723) 55.6 23.4 18.0 2.70.2 100.0 1.694) 57.9 21.9 16.5 3.50.2 100.0 1.665) 58.1 21.4 17.0 3.20.2 100.0 1.666) 57.6 19.2 19.7 3.50.0 100.0 1.697) 60.1 14.7 17.2 7.20.7 100.0 1.74 . (37) 1) 13.5 43.2 29.7 13.5 0.0 100.0 2.432) 16.2 32.4 43.2 8.10.0 100.0 2.433) 13.5 37.8 40.5 8.10.0 100.0 2.434) 13.5 37.8 35.1 13.5 0.0 100.0 2.495) 18.9 29.7 40.5 10.8 0.0 100.0 2.436) 16.2 29.7 43.2 10.8 0.0 100.0 2.497) 18.9 27.0 40.5 13.5 0.0 100.0 2.49 (2009). 5 ( =5, =3, =1) . , 37 203. 192 . 7 2.43, 2.49 . (< -10> ). . , . , , . . , . , , . . 2) 401 , 5, 1 7 1.10, 1.14 . , 204. 193 , .< -11> - . (401)%, 1) 92.0 3.03.71.20.0 100.0 1.142) 93.0 4.02.70.20.0 100.0 1.103) 93.3 3.03.50.20.0 100.0 1.114) 92.8 3.72.70.70.0 100.0 1.115) 93.8 3.02.70.50.0 100.0 1.106) 93.5 3.52.50.50.0 100.0 1.107) 93.3 3.72.20.70.0 100.0 1.10 . (37) 1) 13.5 32.4 40.5 13.5 0.0 100.0 2.542) 24.3 43.2 29.7 2.70.0 100.0 2.113) 27.0 32.4 37.8 2.70.0 100.0 2.164) 21.6 40.5 29.7 8.10.0 100.0 2.245) 32.4 32.4 29.7 5.40.0 100.0 2.086) 29.7 37.8 27.0 5.40.0 100.0 2.087) 27.0 40.5 24.3 8.10.0 100.0 2.14 (2009). 5 ( =5, =3, =1) . 205. 194 37 , 7 2.08, 2.54 . . 7 . (< -11> ). 3) . 1, 5 7 3.50, 4.00 . .29)29) . < -12> , 15 . 206. 195< -12> - %, 1) 0.0 20.0 0.080.00.0 100.0 3.602) 0.0 0.00.0100.0 0.0 100.0 4.003) 0.0 0.00.0100.0 0.0 100.0 4.004) 0.0 0.00.0100.0 0.0 100.0 4.005) 0.0 0.00.0100.0 0.0 100.0 4.006) 0.0 0.050.0 50.00.0 100.0 3.507) 0.0 0.033.3 66.70.0 100.0 3.67 (2009). 1) < -11> . 1) 5, 2) 1, 3) 1, 4) 3, 5) 2, 6) 2, 7) 3. 2) 5 ( =5, =3, =1) . (3) , . , . 2008 , 69.5% , 61.8%, 56.1% 50% . 207. 196 49.5% 41.8% (< -13> ). . 2008 50% 27 . 20% . . 2008 5% 47.9% 78 . 20% 28 .< -13> , %2008 2008 41.228.669.5 34.1 21.161.873.8 21.819.891.1 26.9 18.769.594.4 31.918.658.3 31.5 17.756.195.24.72.4 49.64.3 2.1 49.587.54.51.9 42.54.1 1.7 41.889.5 104.1 71.368.5 100.961.360.886.0. . 208. 197 , . 2007 2008 2, 2009 18 . . , . . 7 12 (< -14> ).< -14> , , () 0.5 0.7 ( )0.3 0.6 0.5 1.9 0.6 1.9 , 0.7 1.9 , 0.3 0.8 , 0.3 0.6 . 209. 198 , . . 20 50 . 140 . , . . 2006 (NEP) 20% . , NEP 5% . 17 24 (NEP) 20% NEP . NEP 2006 1,820, 2007 1,854, 2008 2,071 . , 2002 210. 199 , 2005 . 2009 885 1,499 , 147 . , 2004 . . 2009 . , , , (< -15> ).< -15> , 1) 200291 1013 200340 1 1049 200440 8 8040 2005 100 2618 877 2006 160 4525 20 133 2007 300 8332 51 198 2008 400 127 38 89 1792009. 110450 147 38 109196 1,499 147 38 109885. 1) . 211. 200 3. (1) . . FTA , FTA FTA .30) 1) ,2) , 3) , 4) , 5) , 6) , 7) (< -16>). , , , . 30) 5 , , , FTA , . , , , . 212. 201 . . KOTRA . . , , , . . . . , . . , . 5070% . 213. 202 < -16> - - KOTRA1) - - KOTRA - - - - 2) - - KOTRA - - - - 3) 4) - - - - KOTRA5) - - KOTRA - - - - 6) - - KOTRA - - - - KOTRA - - , 7) - - - - , , , . . . 214. 203 6080% . , , , , . KOTRA . . , , , . , , . (2) , , (2009) . < -16> 7 . 1) 401 , 215. 204 5, 1 7 2.10, 2.52 . 401 . 401 241 60% , . 241 , 7 2.58, 3.13 . , , . , . KOTRA . . , 216. 205 . (< -17> ).< -17> - . (401) %, 1) 30.9 15.725.4 26.4 1.5 100.0 2.522) 34.2 21.9 32.9 10.2 0.7 100.0 2.213) 32.2 19.0 35.4 12.7 0.7 100.0 2.314) 35.2 18.2 33.7 11.7 1.2 100.0 2.265) 38.4 16.0 35.7 9.50.5 100.0 2.186) 38.7 21.7 30.7 8.50.5 100.0 2.107) 40.4 19.2 28.9 10.7 0.7 100.0 2.12 . (241) 1) 8.313.7 36.9 39.0 2.1 100.0 3.132) 8.726.1 49.0 15.4 0.8 100.0 2.733) 7.921.2 50.6 19.1 1.2 100.0 2.854) 9.120.7 50.2 18.3 1.7 100.0 2.835) 14.1 19.1 51.9 14.1 0.8 100.0 2.686) 13.7 28.2 45.2 12.0 0.8 100.0 2.58 7) 16.6 22.0 44.4 16.2 0.8 100.0 2.63 (2009). 5 ( =5, =3, =1) . 217. 206 2) 401 , 5, 1 7 1.77, 2.12 . , 401 . 241 , 7 2.33, 2.84 . , , . . , (2.84) , (2.61), (2.48), (2.41) . (=+ ) (24.9%), (21.1%), (14.5%), 218. 207(13.3%) (< -18> ). , .< -18> - . (401)%, 1) 45.9 12.2 26.7 14.7 0.5 100.0 2.122) 52.4 22.2 21.7 3.50.2 100.0 1.773) 52.1 20.0 20.9 6.50.5 100.0 1.834) 47.6 16.0 27.4 8.70.2 100.0 1.985) 51.9 21.4 21.2 5.20.2 100.0 1.816) 53.6 15.2 23.2 7.70.2 100.0 1.86 7) 54.4 14.5 18.5 12.5 0.2 100.0 1.90 . (241) 1) 10.8 19.9 44.4 24.1 0.8 100.0 2.842) 21.2 36.5 36.1 5.80.4 100.0 2.283) 20.7 32.8 34.9 10.8 0.8 100.0 2.384) 13.7 26.1 45.6 14.1 0.4 100.0 2.615) 20.3 35.7 34.9 8.70.4 100.0 2.336) 23.7 24.9 38.2 12.9 0.4 100.0 2.41 7) 24.9 23.7 30.3 20.7 0.4 100.0 2.48 (2009). 5 ( =5, =3, =1) . 219. 208 , . . . 3) . 1, 5 7 2.75, 3.78 . . , . (< -19> ). . 220. 209< -19> - %, 1) 0.01.720.0 76.7 1.6 100.0 3.782) 0.00.040.0 60.0 0.0 100.0 3.603) 0.010.7 32.1 53.6 3.6 100.0 3.504) 20.0 5.717.1 57.1 0.0 100.0 3.115) 0.04.527.3 68.2 0.0 100.0 3.646) 25.0 9.431.3 34.4 0.0 100.0 2.757) 33.3 0.017.6 49.0 0.0 100.0 2.82 (2009). 1) < -18> . 1) 60, 2) 15,3) 28, 4) 35, 5) 22, 6) 32, 7) 51. 2) 5 ( =5, =3, =1) . , . . , . . 221. 210 . . (3) 1) . . . . . 2) . . , . 222. 211 . 3) . . . , . . . . . . 223. 212 4) . . , , . . , 11 . . , . 2008 4 , , . KOTRA, , . 224. 213 . . . 5) . . . . , , . 6) 225. 214 . , . . . , . DB . . (single window) .31) .31) . , . 226. 215 4. , . , . (2001) , , . . 7 . . (2009) . . , , 5 . 1, 2 3 . . 227. 216 , , , . (1) . (0.581) . U , R . U = 0.433 * 0.581 R(t=28.832) F=831.258, R2=0.409, N=1,203 . 1) (0.605) . (0.707) . U = 0.528 * 0.605 R(t=13.704) F=187.805, R2=0.320,N=401 228. 217< -20> - t 1) 0.707 15.6100.0002) 0.530 11.8970.0003) 0.554 12.2250.0004) 0.586 13.9070.0005) 0.531 12.8680.0006) 0.540 14.2860.000 2) . (0.158) . . . 7 . (0.168) . U = 0.839 * 0.158 R2 (t=6.908) F=47.718, R =0.107, N=401 229. 218 < -21> - t 1) 0.1044.2110.0002) 0.1416.7170.0003) 0.1546.6990.0004) 0.1687.0800.0005) 0.1516.7430.0006) 0.1265.7610.0007) 0.1135.6290.000 3) . (0.631). (0.623) . . U = 0.480 * 0.631 R (t=18.055) F=325.967, R2=0.450,N=401 230. 219< -22> - t 1) 0.61516.9270.0002) 0.60218.7770.0003) 0.62317.8940.0004) 0.59515.6250.0005) 0.55915.7140.0006) 0.53312.4800.000 7) 0.54612.5270.000 (2) .32) (0.833) . C , U . C = 0.365 * 0.833 U (t=21.371) F=456.719, R2=0.568,N=34932) . 231. 220 . 1) (0.845) . . 0.865, 0.857 . 0.682 . C = 0.324 * 0.845 U (t=18.101) F=327.650, R2=0.639,N=187< -23> - t 1) 0.85721.6620.0002) 0.78818.3230.0003) 0.68215.0860.0004) 0.86521.1900.0005) 0.77417.3410.0006) 0.74913.6060.000 232. 221 2) . , . (1.052) . (0.831) . C = -0.596 * 1.190 U 2 (t=8.761) F=76.759,R =0.802,N=21< -24> - t1) 0.9445.139 0.0002) 1.0525.370 0.0003) 0.9526.250 0.0004) 0.9956.542 0.0005) 0.8605.015 0.0006) 0.8314.565 0.0007) 0.9399.112 0.000 233. 222 3) . (0.757) . . (0.902) . , 0.360, 0.377 . C = 0.599 * 0.757 U (t=10.301) F=106.108, R2=0.433,N=141< -25> - t 1) 0.781 16.6170.0002) 0.902 15.1440.0003) 0.695 13.4310.0004) 0.516 6.416 0.0005) 0.789 11.3130.0006) 0.360 4.173 0.000 7) 0.377 4.387 0.000 234. 223 (3) 1, 2 3 , , . 401 , , . . , . , . . , . . 235. 224 . . , . 6 , . 7 .33) 7 , . . , . . 4 , 33) 2 . 236. 225. , . , . . . , . . . . , . 237. 226 6 1. . , , . , . . , . , 238. 227 . , . . (2009) (26.5%) , (24.6%) (< -1> ). . 62.1% . 34.2% , 3.7% (< -2> ). . , , . , . 239. 228 < -1> (2009). , 801 .< -2> (2009). . , . 240. 229 . 34.2% . (15.7%), (15.0%), (12.0%), (10.7%) (< -3> ). . . , .< -3> (2009). 241. 230 1.5% , , 10% . , . , . , . , , . , . . . . 3 242. 231 . 4 . . , . , . , . , . . . 1997 . 243. 232 . , . . . . . . 2000 . , . . . , , . . 244. 233 , . , . , . 1 , . 3 . , 4 , , . . . . 245. 234 < -4> . . . . . 1. 2. 3. 246. 235 , . , , , . . . , . . , . . , > > . 2. (1) 1) 247. 236 , ., . (2009) (< -5> ). . . < -5> (2009). 248. 237 ( ) . . ( ) . . 2) . . 2007 1, 24 CEO .2008 125 2009 6 201 . . . 249. 238 . . , , . 3) . . , . . . (2009) , , (< -6>). . 250. 239< -6> (2009). . 4) , . . . . 251. 240 < -1> . . , . (2) 1) 2006 . 50% , 252. 241 5% . . 2008 , 78.4% . 3.6 (< -7> ). . . . 2008 1% 41 . . .34) 34) . 1997 20% , 1997Small Business Reauthorization Act 1998 23% . 253. 242 . . . , , . , 2008 , . < -7> (2009). 254. 243 . . . . 2) . . , SBIR .35) . , 35) SBIR , , 3 . 255. 244 . 2009 147 38 , 24 , 6, 6, 2 . 2008 6 (< -2> ). . .< -2> , (/), , , (), (), , , , , , , , , , , ,, , , , , , , , , , , , , , , , , . 256. 245 2006 1 7 (KT, NT,EM, EEC, IT, ET, CT) (NEP) (NET) 2 , NEP NET . NEP , NET . NET NEP . NET . NET , . 5% (NEP) 20% . . 3) 2008 , 257. 246 < -8> (2009). 1) . 2) 5 ( =5, =3, =1) 3.2.73.0% (< -8> ). 24.3% (2.7%) 9 . . . 2009 11 21 .36) 36) 258. 247 . .37) . . . .38) , .37) (SBA) (Procurement CenterRepresentatives; PCRs) .38) The Federal Acquisition Streamlining Act of 1994 2,500 100,000 , . 259. 248 . 12 1 . 2006 , 2005 98 2009 210 . . . . 2008 . 2007 , 2008 . 2007 . . . . 260. 249 , . 2008 . . 4) 2005 15 5,028 2009 1124 5,460 . 12.2% . . , 75% . . . . 261. 250 . . . . . 2005 7 , , . A/S . . . . . . 262. 251 . . 5) . . , .39) . 2009 11 39) 9 . . 263. 252 .40) . BTL(Build-Transfer-Lease) .41) BTL . . BTL . BTL .40) 2009 12 . , , .41) BTL . (Build), (Transfer) , , , (Lease) ( ) . 264. 253< -3> NEP 20% BTL . . BTL . 265. 254 , . , . . . (3) 1) . . . . 266. 255 . . (Hidden Champions) , (< -9> ). . < -9> %Hermann Simon(1996). 267. 256 (Export Club Movement) . , . . . . 2) . . . . (ExportExplorer) 2 . (exportcompetence) (export readiness) 268. 257 . , . . . . , . 3) . 70% . 2010 269. 258 / . . . KIKO . . KIKO , 42) , . . . . , . 5 . 1,000 42) . 270. 259 . DB . 4) . WTO . . , . . . , . 271. 260 . . 5) . . , . . , . , . . 272. 261 6) . . EU, , . EU EUROPARTENARAIT 300400 .EUROPARTENARAIT 56 CEO . () 2 . (Export Network) 3 . , , . . . , 273. 262 , . , . (ICMS) . 7) . . , 12 , . . , . 12 , . 274. 263 . 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()304 46. ?305-3061( ), 2( ) , , ( )47. ? 307-3081(), 2( ) / () 299. 28948. ?309-3111( ), 2( ), 3( ) ( ) ( ) ()49. ?312-313 1( ), 2( ) ( ) ( ) ( ) (, ) ( )( . ) 314315316317 318 (2008 )319 (2008 )320 (2008 )321 (2008 )322 323-325 326327328329 300. 290 44 . 1) * (, ), () 2) * () 3) * (), A/S () 4) * (), (KOTRA), () 5) * () 6) * (), () 44 . 1) * () 2) * (, ) 3) * (, , ), (), () 4) * , (, , ) 5) * (, ), (), (), () 6) * (, ) 7) * (), () 44 . 1) * (KOTRA), (KOTRA), () 2) * (), (), (KOTRA), () 3) * () 4) * () 5) * (KOTRA), (KOTRA), () 6) * (), (KOTRA), (KOTRA, ), (), (KOTRA) 7) * (, ), () 301. 560 2009 12 27 2009 12 29 66 130-742 : 3299-3114 1983 7 7 6-0001 (3299-3151) . 10,000 ISBN 978-89-5992-277-2 93320