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All Journal Jurnal Pembelajaran Pemberdayaan Masyarakat (JP2M) JBMR: Journal of Business and Management Review Journal of Management and Entrepreneurship Research Mejuajua E-JRM Law and Economics Aksaqila International Humanities and Social Sciences [AIHSS] Journal Asian Journal of Management, Entrepreneurship and Social Science
Amin, Muhammad Sirojuddin
Universitas Islam Malang
Humanities Computer Science & IT Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Education Languange, Linguistic, Communication & Media Law, Crime, Criminology & Criminal Justice Public Health Social Sciences Other

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Peran Modal Sosial Dan Kepercayaan Interpersonal Dalam Meningkatkan Kinerja Dosen Melalui Komitmen Organisasi Di Lingkungan Universitas Islam Malang Anik Yuliani; Khalikussabir Khalikussabir; Muhammad Sirojuddin Amin
E-JRM : Elektronik Jurnal Riset Manajemen E-JRM : Elektronik Jurnal Riset Manajemen Vol. 15 No. 01
Publisher : UNIVERSITAS ISLAM MALANG

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Abstract

Abstract This study aims to examine the role of social capital and interpersonal trust in improving lecturer performance through organizational commitment at Universitas Islam Malang. This research employs a quantitative approach using Structural Equation Modelling–Partial Least Squares (SEM-PLS). The sample consisted of 204 lecturers selected through proportional sampling. The results indicate that social capital has a positive and significant effect on organizational commitment and lecturer performance. Interpersonal trust has a positive and significant effect on organizational commitment but does not directly affect lecturer performance. Organizational commitment significantly influences lecturer performance. Furthermore, organizational commitment mediates the relationship between social capital and lecturer performance, as well as the relationship between interpersonal trust and lecturer performance. The model explains 44.8% of the variance in lecturer performance and 34.1% of the variance in organizational commitment. These findings highlight the strategic importance of strengthening social relationships and trust within academic institutions to enhance organizational commitment and improve lecturer performance. Keywords: Social Capital, Interpersonal Trust, Organizational Commitment, Lecturer Performance, SEM-PLS
Enhancing Salesforce Performance through Knowledge Sharing and Customer Orientation: The Mediating Role of Self-Efficacy Muhammad Sirojuddin Amin; Alfian Budi Primanto
Journal of Management and Entrepreneurship Research Vol. 7 No. 2 (2026)
Publisher : Universitas Islam Nahdlatul Ulama Jepara

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.34001/jmer.2026.6.07.2-107

Abstract

Objective: This study examines the influence of knowledge sharing and customer orientation on salesforce performance through the mediating role of self-efficacy among restaurant salespeople in Indonesian MSME settings, addressing the psychological mechanisms linking these antecedents to performance and the potential for overconfidence bias. Research Design & Methods: A quantitative approach used questionnaires distributed to 380 restaurant salespeople (frontliners, waiters/waitresses, and cashiers) in Malang Raya, selected through purposive and convenience sampling; data were analyzed using Partial Least Squares Structural Equation Modelling (PLS-SEM). Findings: Customer orientation has a positive and significant direct effect on salesforce performance, while knowledge sharing has no significant direct effect. Both knowledge sharing and customer orientation positively influence self-efficacy; however, self-efficacy negatively and significantly affects salesforce performance and negatively mediates the effects of knowledge sharing and customer orientation on performance, indicating overconfidence bias. Implications & Recommendations: Restaurant MSME management should prioritize customer orientation while carefully managing knowledge sharing programs, and must monitor and calibrate employee self-efficacy to prevent overconfidence. Training should incorporate objective feedback, realistic goal setting, and adaptive selling development so self-efficacy remains motivating rather than complacency-inducing. Contribution & Value Added: This study challenges the conventional positive assumption of Social Cognitive Theory on self-efficacy, showing empirically that self-efficacy can negatively influence performance through overconfidence bias, extending the theory into Indonesia's food and beverage MSME context and offering original empirical evidence and managerial insight.
Co-Authors Abdul Kodir Djaelani Abdul Malik Agus Hermawan Alfian Budi Primanto Anan, Nurun Nadiva Salsabila Andriyani, Fita Anik Yuliani Assalafy, Chotibul Umam Azza, Bilqiis Rihhadatul Basalamah, Muhammad Ridwan Budi Wahono Dianingrum, Sinta Dwiyani Sudaryanti Farhana, Nur Zaidah Fata, Muhammad Khoirul Fernandha, Zanuar Farhan Findriani, Nisa Norma Firda Dewi Saputri Firmansyah, Alfian Dimas Galih Ramadhan Febrianto Hadi Sunaryo Hanif, Fanny Purama Hariawan, Bima Pratama Harpono, Hikmah Dian Romlah Heri Pratikto Hikmah Dian Romlah Harpono Khalikussabir, Khalikussabir Khalishah, Salsabila Rohadatul Aisy Laysia, Teressa Wiga Ludi Wishnu Wardana M. Cholid Mawardi Maslichah, Maslichah Muhammad Khoirul Fata Naomira, Yara ‘Azzahra Nisa’, Ulfa Khoirun Nur Halizah, Sania Putri Nur Hidayati Nurhajati Nurhajati Nurhidayah Nurhidayah Oktaviyanti, Vara Pardiman Pardiman Prasasti, Novi Aprilia Putri, Vera Eselia Rachma, N. Rachmatika, Fera Reza Amanullah Rusydi Rian Agung Kurniawan Robbany, Akhmad Sa`ad Ainur Rochmatulloh, Dewanty Ronny Malavia Mardani Rusydi, Reza Amanullah Salamah, Ah-lam Umul Khoir Saputra, Rio Adi Saputri, Olivia Nathasa Novy Setiyawan, Muhammad Ilham Ardi Sholekha, Imroatus Siti Aisah Siti Aisah Siti Asiyah Siti Hotijah Soni Refiansyah Sudarmiatin Taj, Ziana Walidah Taufiqurijal, Ahmad Taufiqurrahman, Mohammad Yara ‘Azzahra Naomira YUDI PURWANTO Yudi Purwanto