Yulkhaida Melia Zia Chaniago
Universitas Pancasila

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The Role of Information Technology and Integrated Marketing Communication on Client Retention With Commitment as a Mediator in The Indonesian Forwarding Industry Yulkhaida Melia Zia Chaniago; Derriawan
Inovbiz: Jurnal Inovasi Bisnis Vol 14 No 1 (2026): Edition June 2026
Publisher : P3M Politeknik Negeri Bengkalis

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.35314/inovbiz.v14.i1.1618

Abstract

The forwarding industry in Indonesia faces challenges of low client retention due to intense competition and weak integration between information technology (IT) and marketing communication. This study aims to examine the mediating role of commitment in the relationship between IT and integrated marketing communication (IMC) on client retention. Using a quantitative approach with a causal-explanatory design, data were collected from 200 respondents consisting of marketing directors, customer relationship managers, and operational managers of forwarding companies that are members of the Indonesia National Freight Forwarders Association (INFA). Data analysis employed Structural Equation Modeling-Partial Least Squares (SEM-PLS) with SmartPLS 3.0. The results confirmed all hypotheses. IT and IMC have a positive and significant effect on client commitment, with IMC showing a stronger influence than IT. Commitment proved to be the strongest predictor of client retention and acted as a partial mediator in the effects of IT and IMC on retention. These findings confirm that commitment serves as a central psychological mechanism that strengthens the impact of technology and communication investments on client loyalty. This study provides theoretical contributions to the Commitment-Trust Theory and practical implications for forwarding managers to allocate resources toward client commitment-building programs, such as long-term contracts and responsive two-way communication
Digital Transformation, Green Logistics Capability, and Operational Efficiency in Indonesian Freight Forwarding: The Sequential Mediating Mechanisms of Technology Adoption and Service Excellence Lazarus Sinaga; Yulkhaida Melia Zia Chaniago
Inovbiz: Jurnal Inovasi Bisnis Vol 14 No 2 (2026): Edition December 2026
Publisher : P3M Politeknik Negeri Bengkalis

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.35314/inovbiz.v14.i2.1757

Abstract

This study examines the sequential mediating roles of technology adoption and service excellence in the relationships among digital transformation, green logistics capability, and operational efficiency in Indonesian freight forwarding companies. This quantitative causal-explanatory research employed a cross-sectional survey of 250 managers from freight forwarding companies in Indonesia. Data analysis utilized Structural Equation Modeling-Partial Least Squares (SEM-PLS) with SmartPLS 4.0 and bootstrapping with 5,000 subsamples. Data analysis utilized Structural Equation Modeling-Partial Least Squares (SEM-PLS) with SmartPLS 3.0 and bootstrapping with 5,000 subsamples. The findings confirm all seven direct hypotheses and both sequential mediation hypotheses. Digital transformation significantly influences technology adoption (β=0.385, p<0.001), while green logistics capability positively affects technology adoption (β=0.342, p<0.001). Technology adoption substantially enhances service excellence (β=0.431, p<0.001), which in turn drives operational efficiency (β=0.402, p<0.001). Crucially, the sequential mediation pathways—digital transformation → technology adoption → service excellence → operational efficiency and green logistics capability → technology adoption → service excellence → operational efficiency—are both significant, demonstrating that technology adoption and service excellence function as complementary sequential mechanisms. This research provides theoretical contributions by extending dynamic capabilities theory through the identification of sequential micro-foundations and offers practical implications for forwarding managers, industry associations, and policymakers regarding integrated digital and green strategies.