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All Journal Jurnal Manajemen Teori dan Terapan IJBE (Integrated Journal of Business and Economics) eCo-Buss Jurnal Informatika Ekonomi Bisnis JEMSI (Jurnal Ekonomi, Manajemen, dan Akuntansi) eCo-Fin Journal of Educational Management Research Jurnal Pengabdian Masyarakat dan Riset Pendidikan Economic: Journal Economic and Business Jurnal Ekonomi, Manajemen, Akuntansi PESHUM Krisnadwipayana International Journal of Management Studies
Ahmad Shalahuddin
Universitas Tanjungpura
Humanities Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Education Industrial & Manufacturing Engineering Languange, Linguistic, Communication & Media Mathematics Social Sciences Other

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Unlocking the power of adaptive selling: a systematic review and integrative framework Andreas Angga Saputra; Ahmad Shalahuddin
Economic: Journal Economic and Business Vol. 5 No. 1 (2026): ECONOMIC: Journal Economic and Business
Publisher : Lembaga Riset Mutiara Akbar (LARISMA)

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.56495/ejeb.v5i1.1449

Abstract

Adaptive selling has become a critical competency for salespeople in increasingly dynamic, competitive, and technology-driven markets. This study aims to synthesize and integrate existing research on adaptive selling by conducting a systematic literature review of peer-reviewed articles published between 2010 and 2021. Using a rigorous screening process and thematic analysis of 85 selected studies, this review identifies five dominant themes in the adaptive selling literature: conceptualization and measurement, antecedents, consequences, moderators and mediators, and contextual factors. The findings reveal that adaptive selling is shaped by a complex interaction of individual factors (such as motivation, self-efficacy, emotional intelligence, and learning orientation), organizational factors (including sales training, leadership style, and organizational culture), and situational contexts (such as product complexity, competitive intensity, and sales settings). Based on these insights, this study proposes an integrative framework that links antecedents, adaptive selling behaviors, mediating mechanisms, and performance outcomes, while also accounting for contextual contingencies and feedback effects. The review highlights the strategic importance of adaptive selling in enhancing sales performance and customer outcomes. Furthermore, it identifies key directions for future research, particularly in relation to digital technologies, virtual selling environments, and the dynamic evolution of adaptive selling over time.
How Do Social Support and Transfer Motivation Drive Training Effectiveness among Workers with Disabilities in Indonesia? Kania Salsabila; Ahmad Shalahuddin; Arman Jaya; Nurul Komari; Mazayatul Mufrihah
EKOMA : Jurnal Ekonomi, Manajemen, Akuntansi Vol. 5 No. 3: Maret 2026
Publisher : CV. Ulil Albab Corp

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.56799/ekoma.v5i3.15675

Abstract

Training programs for workers with disabilities are widely promoted to enhance labor market inclusion; however, empirical evidence explaining the mechanisms underlying training effectiveness remains limited, particularly in developing contexts such as Indonesia. This study examines how social support and training transfer motivation influence training effectiveness by integrating the Unified Model of Task-Specific Motivation and the Capability Approach. A quantitative cross-sectional survey was conducted among 106 Indonesian workers with disabilities who had participated in at least one formal training program. Data were analyzed using Partial Least Squares Structural Equation Modeling (PLS-SEM) to assess direct, indirect, and moderating effects. The results indicate that social support does not directly influence training effectiveness but significantly enhances training transfer motivation, which in turn positively affects training effectiveness and fully mediates the relationship. Transfer design does not significantly moderate the proposed relationships. These findings suggest that training effectiveness among workers with disabilities is primarily driven by motivational mechanisms that transform contextual support into sustained work application. The study contributes to disability-inclusive HRM literature by highlighting transfer motivation as a central explanatory mechanism for effective training outcomes.
Digital Literacy, Culture, and Engagement as Catalysts of SME Performance: Evidence from West Java Lusiah Lusiah; Hartanti Nugrahaningsih; Ahmad Shalahuddin
Integrated Journal of Business and Economics (IJBE) Vol 9, No 4 (2025): Integrated Journal of Business and Economics
Publisher : Universitas Bangka Belitung

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.33019/ijbe.v9i4.1221

Abstract

Small and Medium Enterprises (SMEs) in West Java have lots of challenges in the digital era, and requirement of change which is most important to survive in new competitive environment. This research focuses on the identification of factors that affect the Business Performance of SMEs in the region. Applying Partial Least Squares analysis, this research investigates the research gap around Digital Literacy, Engagement in Digital Initiatives, Internal Digital Culture, Government Support Policies, and Market Competitiveness. An exploration of the relationship between the variables of Digital literacy, Digital engagement, and digital culture and their effect on SMEs business performance show that research tests point to significant effects of the three variables on at least one dimension of Business performance. Nonetheless, Government Support Policies and Market Competitiveness appear to be less relevant but they still have places. There is evidence where governments have provided chances to SMEs, though not optimal. In this sporting goods industry, market forces justified the business need for adaptation in today’s market. This research provides valuable recommendations to policy makers and practitioners. When digital challenges are understood as unavoidable obstacles and approached as a set of priorities, getting to know internal digital cultures, economies, and financing opportunities in the context of West Java SMEs, it will be possible to outline general strategies for the successful development of firms in the discussed region. 
The Influence of Internship Experience and Soft Skills on Work Readiness Mediated By Self-Efficacy Wita Syawitri; Ikram Yakin; Ahmad Shalahuddin; Endah Mayasari
Krisnadwipayana International Journal of Management Studies Vol 4 No 2 (2024): Krisnadwipayana International Journal of Management Studies
Publisher : Program Studi Magister Manajemen Universitas Krisnadwipayana

Show Abstract | Download Original | Original Source | Check in Google Scholar

Abstract

Generation Z is the young age group that dominates the number of Open Unemployment Rate (OUR) in 2024 in Indonesia. In this situation, students and graduates who are potential future employees must prepare themselves with good work readiness by the skills needed in the workplace. This research examines how in Indonesian Generation Z self-efficacy mediates internship experience and soft skills regarding work readiness. The research population is all Generation Z with status as final-year students and fresh undergraduate graduates in Indonesia. Information was gathered using an online questionnaire via Google Forms, a sampling technique, and a purposive sampling approach. The results showed that internship experience positively and significantly affects work readiness and self-efficacy. Soft skills have been proven to positively and significantly impact work readiness and self-efficacy, while self-efficacy demonstrates a positive and significant impact regarding work readiness. Self-efficacy as mediation is proven to positively and significantly affect the connection of internship experience to work readiness, along with the between soft skills and work readiness.
Work-Life-Balance and Digital Transformational Leadership Effects on Organizational Commitment Through Job Satisfaction for Hybrid Work Environment in Indonesia Alessandro Alessandro; Ramadhania Ramadhania; Efa Irdhayanti; Ahmad Shalahuddin; Pramana Saputra
JEMSI (Jurnal Ekonomi, Manajemen, dan Akuntansi) Vol. 12 No. 3 (2026): Juni 2026
Publisher : Lembaga Komunitas Informasi Teknologi Aceh (KITA), Indonesia

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.35870/jemsi.v12i3.6694

Abstract

This research were made to analyze and examine the effects of Work-Life-Balance and Digital Transformational Leadership on Organizational Commitment through the mediating roles of Job Satisfaction for hybrid work in Indonesia. This research were using survey research were used for data collecting, quantitative apprroach for analythic approch, and associative causal research for explanatory research. Population in this research consist of all every potential and real worker within in Indonesia, particulary who are working hybrid with the sample size for this research is 132 respondents. Non probability sampling were used in this research and purposive sampling were used with the following criteria of who aged above 17 years old, Indonesian citizen, work within Indonesia, and who have work in hybrid environment after pandemic at least 6 months. This research highlight the crutial role of hypotheses, which the result shows that Work-Life-Balance and Digital Transformational Leadership both have significant positive effects on and Organizational Commitment through Job Satisfaction among Indonesian hybrid employees, indicating that better balance and leadership enhance its commitment mainly through enhanced satisfaction. Whereas the Job Satisfaction mediates Digital Transformational Leadership stronger than Work-Life-Balance. Practically, employees ought to manage clear work-life boundaries, while the companies formalize the flexible hybrid policies. At last, it is recommended to include diverse samples and variables in hybrid work settings.
Co-Authors Alessandro Alessandro Andreas Angga Saputra Anggraini Syahputri Anwar Azazi Arman Jaya Berman Paulus Marpaung Bintoro Bagus Purmono Desthia Natasya Efa Irdhayanti Endah Mayasari Haliza Nabila Putri Harisa Juliani Hartanti Nugrahaningsih Hartanto Hartanto Heriyadi Heriyadi Ikram Yakin Ilzar Daud Juniwati Juniwati Juniwati Kania Salsabila Karsim Karsim Lusiah Lusiah Marselina Selie Mazayatul Mufrihah B11212091 Meisa Meisa Neta Yunita Nur Afifah Nurul Komari Pramana Saputra Ramadhania Ramadhania Rizani Ramadhan Syarini Syarini Titik Rosnani Wendy Wenny Pebrianti Wita Syawitri Yuli Maharani Yulyanti Fahruna