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All Journal Jurnal Ekonomi dan Kewirausahaan Optimum : Jurnal Ekonomi dan Pembangunan Media Ekonomi dan Manajemen Media Trend: Berkala Kajian Ekonomi dan Studi Pembangunan J-MAS (Jurnal Manajemen dan Sains) Sang Pencerah: Jurnal Ilmiah Universitas Muhammadiyah Buton Jurnal Riset Manajemen Sekolah Tinggi Ilmu Ekonomi Widya Wiwaha Program Magister Manajemen Kajian Bisnis STIE Widya Wiwaha J-ADIMAS (Jurnal Pengabdian kepada Masyarakat) Community Engagement and Emergence Journal (CEEJ) Management Studies and Entrepreneurship Journal (MSEJ) Community Development Journal: Jurnal Pengabdian Masyarakat Jurnal Darma Agung Jurnal Bisnis Mahasiswa Journal Of Human And Education (JAHE) Jurnal Riset Akuntansi dan Bisnis Indonesia SENTRI: Jurnal Riset Ilmiah SWARNA Innovative: Journal Of Social Science Research Research Horizon Jurnal Riset Manajemen Akuntansi Indonesia SWARNA: Jurnal Pengabdian Kepada Masyarakat Jurnal Pengabdian Masyarakat Widya Wiwaha
Yenni Kurnia Gusti
STIE Widya Wiwaha Yogyakarta
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Journal : Research Horizon

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Work Motivation, Incentive Systems, and Job Stress as Predictors of Sales Performance in the Digital Telecommunications Sector Rismawati, Amelia; Gusti, Yenni Kurnia
Research Horizon Vol. 6 No. 1 (2026): Research Horizon - February 2026
Publisher : LifeSciFi

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.54518/rh.6.1.2026.1018

Abstract

This study is motivated by the importance of improving sales performance as a key factor in achieving IndiHome marketing targets in Yogyakarta, where employee performance is influenced by internal factors such as work motivation, incentive systems, and job stress. The purpose of this research is to examine the effect of work motivation, incentive systems, and job stress on the performance of IndiHome sales personnel in Yogyakarta. A quantitative approach with an associative research design was employed, and data were collected through Likert-scale questionnaires distributed to 60 sales staff. The data were analyzed using multiple linear regression with SPSS version 23, including validity, reliability, and classical assumption tests. The results indicate that work motivation and incentive systems have a positive and significant effect on sales performance, while job stress does not have a significant partial effect. However, when examined simultaneously, work motivation, incentive systems, and job stress significantly influence the performance of IndiHome sales personnel in Yogyakarta. In conclusion, improving sales performance can be achieved by strengthening work motivation, implementing fair incentive systems, and effectively managing job stress to support optimal achievement of sales targets.
Co-Authors Agung Jaya Indarto Aini, Shafira Dwi Noer Amelia Rismawati Amruddin, Amruddin Anisa Nur Rokhmah Ary Sutrichastini Astrilita Novia Ratnasari Astuti, Defria Dwi Azizi, Muhammad Barqiah, Sarah Cahyani, Dhiah Wahyu Nur Chairul Anam, Chairul Deni Saputra Endy Gunanto Endy Gunanto Marsasi Evi Rosalina Widyayanti Fatimatul Nur Wahidah Firdarini, Khoirunnisa Cahya Hendrawan, Henky Hendriarto Hendriarto Herdiyanti Heryadi, D. Yadi Insiatiningsih Jayanti, Ansri Joni, M. Judijanto, Loso Kartika Sugiarti Kurniawan, Joan Laksamana, Anggi Lathifah Lanonci LAUNTU, ANSIR Leuhery, Ferdy Lia Yuliani Linawati Linawati Linawati Linawati Linawati Linawati Marsari, Endy Gunanto Marsasi, Endy Gunawan Maskikit, Coleta Mohamad Rizan Muda Setia Hamid, Muda Setia Nawang Maulida Kuswanto Nur Widiastuti PA Andiena Nindya Putri Prabowo, Febrianto Priyastiwi Priyastiwi, Priyastiwi Priyastiwi, Priyastiwi Purwati, Siti Rahayu, Betty Ramli Semmawi, Ramli Rismawati, Amelia Rosento sabil sabil, sabil Setyawan, Antonius Ary Setyawati, Naini Sihombing, R. Sally Marisa Sofiati Sofiati Sofiati - Sofiati Sofiati Sofiati Sofiati, Sofiati Sofiati Subagio Sri Hartati Candra Dewi Subagio, Sofiati Suprapto Suprapto Sutrichastini, Ary Sutrischastini, Ary Sutrischastini, Ary Tirta Mulyadi Trinandari Prasetya Nugrahanti Utami Puji Lestari Widiastuti , Nur