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All Journal BALANCE: Economic, Business, Management and Accounting Journal
Muh. Asrori Afandi
Universitas Airlangga
Humanities Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Social Sciences

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Sales Performance dan Faktor yang Mempengaruhinya Ayu Magdalena; Praptini Yulianti; Muh. Asrori Afandi
BALANCE: Economic, Business, Management and Accounting Journal Vol 18, No 2 (2021): Juli
Publisher : UMSurabaya Publishing

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.30651/blc.v18i2.7111

Abstract

This study aims to determine the effect of organizational justice, intrafirm competition, and salesperson organization fit on salesperson deviance workplace behavior and their impact on sales performance. This study uses a quantitative approach, with the method of collecting data through a questionnaire. The number of samples in this study was 108 employees. The analysis technique used is Partial Least Square (PLS). This study indicates that (1) organizational justice and intrafirm competition have a negative and significant effect on deviance workplace behavior. (2) intrafirm competition has a positive and significant effect on deviance workplace behavior. (3) salesperson organization fit has a negative and insignificant effect on deviance workplace behavior. (4) deviance workplace behavior has a negative and significant effect on the sales performance of sales force employees in the banking industry.Keywords                    : Deviance Workplace Behavior; Intrafirm Competition; Organizational Justice; Salesperson Organization Fit; Sales PerformanceCorrespondence to      : ayu.magdalena@gmail.com Penelitian ini bertujuan untuk mengetahui pengaruh organizational justice, intrafirm competition dan salesperson organization fit terhadap salesperson deviance workplace behaviour dan dampaknya terhadap sales performance. Penelitian ini menggunakan pendekatan kuantitatif, dengan metode pengumpulan data melalui kuesioner. Jumlah Sampel dalam penelitian ini 108 karyawan. Teknik analisis yang digunakan adalah Partial Least Square (PLS). Hasil dari penelitian ini menunjukkan bahwa (1) organizational justice dan intrafirm competition berpengaruh negatif dan signifikan terhadap deviance workplace behavior. (2) intrafirm competition berpengaruh positif dan signifikan terhadap deviance workplace behavior. (3) salesperson organization fit berpengaruh negatif dan tidak signifikan terhadap deviance workplace behavior. (4) deviance workplace behavior berpengaruh negatif dan signifikan terhadap sales performance pada karyawan tenaga penjualan yang ada di industri perbankan.Kata Kunci                  : Deviance Workplace Behavior; Intrafirm Competition; Organizational Justice; Salesperson Organization Fit; Sales Performance
Strategy Development Small Middle Enterprise Tempe Bang Jarwo At Surabaya With Business Model Canvas Approach Muh. Asrori Afandi
BALANCE: Economic, Business, Management and Accounting Journal Vol 18, No 1 (2021): Januari
Publisher : UMSurabaya Publishing

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.30651/blc.v18i1.6825

Abstract

ABSTRACTThese days, the tight competition in small and middle enterprises gets them to rethink how to develop strategies that can grab the attention and hold the customers' hearts. This study aims to give recommendations for those enterprises such as Tempe Bang Jarwo to survive, develop, and compete against the other home industries by using the Business Model Canvas (BMC) approach. This study uses qualitative methods while formulating strategies by observing and using in-depth interviews and then analyzing them using SWOT and Business Model Canvas. The results of the studies are as follows; 1. Focus on selling the core product of tempe 2. Hold a workshop and business training 3. Publish and sell Book 4. Be apart of CSR. Keywords                    : Business Model Canvas; SME; Bang Jarwo’s Tempe business strategy;  SWOT analysis.Coresspondence to        : semangat.asrori@gmail.com ABSTRAKSeiring berkembang nya waktu, ketat nya persaingan bisnis pada usaha umkm membuat mereka untuk berpikir kembali bagaimana strategi pengembangan yang mampu di terima dan mendapatkan posisi pada hati customer. Penelitian ini bertujuan untuk memberikan rekomendasi untuk UKM seperti Tempe Bang Jarwo untuk tetap bertahan, berkembang dan bersaing dengan industri rumahan lainnya dengan pendekatan Bisnis Model Kanvas (BMC). Penelitian ini menggunakan metode kualitatif saat merumuskan strategi dari observasi dan menggunakan wawancara mendalam, kemudian di analisa semua menggunakan SWOT dan Bisnis Model Kanvas. Hasil penelitian ini telah menemukan bahwa: 1. Focus pada penjualan produk tempe; 2. Membuat workshop dan trainig bisnis; 3. Membuat suatu buku dan menjualnya; 4. Menjadi tempat penyaluran CSR. Kata Kunci: bisnis model kanvas; UMKM; strategi bisnis tempe bang jarwo; analisa SWOT
Co-Authors Ayu Magdalena Praptini Yulianti, Praptini