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All Journal Jurnal Siasat Bisnis Jurnal Manajemen Teknologi Proceeding Fakultas Ekonomi KOMUNITAS: INTERNATIONAL JOURNAL OF INDONESIAN SOCIETY AND CULTURE JDM (Jurnal Dinamika Manajemen) Gadjah Mada International Journal of Business Journal of Indonesian Economy and Business Benefit: Jurnal Manajemen dan Bisnis Journal of Innovation in Business and Economics
B M Purwanto
Universitas Gadjah Mada
Computer Science & IT Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Environmental Science Languange, Linguistic, Communication & Media Social Sciences

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PENGARUH PERERANGKAAN PESAN PADA PERSEPSI RISIKO KONSUMEN DENGAN MOTIVASI SEBAGAI VARIABEL PEMODERASI* Euis, Soliha; BM., Purwanto
Proceeding Fakultas Ekonomi 2012
Publisher : Proceeding Fakultas Ekonomi

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Abstract

This study examines the effect of message framing on consumer risk perception moderated byconsumer motivation. Between groups, 2x2 factorial design is employed to test the hypotheses. Messageframing is the independent variable and is manipulated into positive and negative message framing.Consumer motivation and consumer risk perception are measured variables. Consumer motivation is amoderating variable and categorized into rational and emotional motivation. The results of the studyshow that: (1) there is significant difference in consumer risk perception between that with positivemessage framing and that with negative message framing and (2) consumer motivation moderate theeffect of message framing on consumer risk perception.Keywords: message framing, motivation, rational motives, emotional motives, consumer risk perception
PROTEST AND CONSUMER: A CONTENT ANALYSIS OF EBSCO ELECTRONIC DATABASE ACROSS 50 YEARS A. Hendarto, Kresno; Dharmmesta, Basu S.; Purwanto, B.M.; Moeliono, Moira M.M.
Jurnal Komunitas: Research and Learning in Sociology and Anthropology Vol 5, No 2 (2013): Tema Edisi: Model-Model Pemberdayaan Masyarakat dan Pendidikan Karakter Bangsa
Publisher : Jurnal Komunitas: Research and Learning in Sociology and Anthropology

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Abstract

AbstractThe objective of this research is to review the articles of protest and consumer in EBSCO electronic journal. The objective will be achieved by answering the following questions: (i) what is the method of reviewed articles with the topic of protest; and (ii) what agenda of future research? The results showed that most reviewed articles  used qualitative approach. Most research are empirical in nature. For articles of empirical research, most of the data were obtained through observation and were analyzed descriptively. Literature on protest and consumer can be classified into 3 main categories: (1) discussing about the frequency, cause, and objective of protest; (2) discussing about the consequence of protest; and (3) discussing about the  motivation of individuals in taking part in the protest. This review also showed that there are major gaps from the previous research including the fact that attitude is not the focal point in explaining why consumers take part in protest and no article discussed consumers’ attitude to the object taking part in the protest.  AbstrakTujuan penelitian ini adalah melakukan ulas balik artikel-artikel bertopik protes dan konsumen pada database elektronik EBSCO. Tujuan tersebut akan dicapai dengan menjawab pertanyaan penelitian sebagai berikut: (i) apa metode dan sifat dasar dari artikel yang bertopik protes; dan (ii) agenda penelitian apa yang masih terbuka ke depan? Hasil analisis menunjukkan bahwa kebanyakan artikel yang direview menggunakan pendekatan kualitatif. Kebanyakan artikel merupakan penelitian empiris. Untuk artikel penelitian empiris, mayoritas data diperoleh dengan cara observasi, dan dianalisis secara deskriptif. Literatur tentang protes dan konsumen dapat digolongkan dalam 3 bagian besar, yaitu (1) yang membahas tentang frekuensi, sebab, dan tujuan protes; (2) yang membahas tentang konsekuensi dari protes; dan (3) yang membahas tentang motivasi individu yang mendasari untuk berpartisipasi dalam protes. Ada beberapa kesenjangan dalam penelitian-penelitian  sebelumnya, diantaranya adalah bahwa sikap bukan merupakan fokus dalam menjelaskan mengapa konsumen melakukan protes dan belum ada dari artikel tersebut yang melihat sikap konsumen terhadap objek yang melakukan protes. © 2013 Universitas Negeri Semarang
Abusive Supervision Scale Development in Indonesia Wulani, Fenika; Purwanto, Bernadinus M; Handoko, Hani
Gadjah Mada International Journal of Business Vol 16, No 1 (2014): January-April
Publisher : Master of Management, Faculty of Economics and Business, Universitas Gadjah Mada

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Abstract

The purpose of this study was to develop a scale of abusive supervision in Indonesia. The study was conducted with a different context and scale development method from Tepper’s (2000) abusive supervision scale. The abusive supervision scale from Tepper (2000) was developed in the U.S., which has a cultural orientation of low power distance. The current study was conducted in Indonesia, which has a high power distance. This study used interview procedures to obtain information about supervisor’s abusive behavior, and it was also assessed by experts. The results of this study indicated that abusive supervision was a 3-dimensional construct. There were anger-active abuse (6 items), humiliation-active abuse (4 items), and passive abuse (15 items). These scales have internal reliabilities of 0.947, 0.922, and 0.845, in sequence.        
Antecedents to Intention to Engage in the Online Negative Word-of-Mouth Communication Mardhiyah, Dien; Dharmmesta, Basu Swastha; Purwanto, B. M.
Gadjah Mada International Journal of Business Vol 15, No 2 (2013): May-August
Publisher : Master of Management, Faculty of Economics and Business, Universitas Gadjah Mada

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Abstract

Complaints delivered directly to a firm will not be a problem if they can be handled properly, while the ones that are not disclosed directly to the firm but to a third party or even warnings to others not to use particular products or services, will be negative word-of-mouth communication. It can damage the image of the firm and be very detrimental. The purpose of this study was to analyze the antecedents of intention to engage in negative online word-of-mouth communication that includes dissatisfaction, service importance, success of complaint, complaint benefit, self confidence, altruism, retaliatory intention, and complaint cost. Medical services were selected considering the impact caused by the negligence of the service provider possibly giving rise to negative word-of-mouth communication. The online environment has been considered because of the developments in technology which provide opportunities for consumers to communicate with ach other. In addition, the dissemination of information through online media can spread incredibly widely and rapidly. The samples in this study comprised consumers of medical services who had disappointing experiences in using those services either directly or indirectly. A total of 123 questionnaires were analyzed with multiple regression analysis to test the research hypothesis. The results showed that the factors influencing the intentions behind negative online word-of-mouth communication were success of complaint, altruism, retaliatory intention, and complaint cost.                      
THE EFFECT OF SALESPERSON STRESS FACTORS ON JOB PERFORMANCE Purwanto, BM.
Journal of Indonesian Economy and Business Vol 17, No 2 (2002): April
Publisher : Journal of Indonesian Economy and Business

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Abstract

Tenaga penjual pada perusahaan jasa memiliki peran yang sangat penting karena mereka dituntut untuk dapat memenuhi target penjualan sekaligus membangun relationship dan citra perusahaan melalui pelayanan yang mereka berikan pada konsumen. Peran membangun citra dan relationship seringkali bertentangan dengan tugasnya untuk mencapai target penjualan. Peran tersebut juga seringkali dirasa berat dan membingungkan sehingga berpotensi menimbulkan stress yang dapat memberi pengaruh negatif pada kinerjanya. Studi ini menguji model struktural yang menggambarkan pengaruh stress factors (role stress dan burnout) pada job performance (behavioral dan sales performance) tenaga penjual jasa. Dalam model struktural, pengaruh stress factors pada job performance dimediasi oleh internal states (adaptability dan self-efficacy). Responden adalah 223 tenaga penjual asuransi jiwa dari 12 perusahaan asuransi jiwa yang beroperasi di Indonesia. Model diuji dengan menggunakan two-step approach to structural equation modeling.Kata kunci: role stress, burnout, adaptability, self efficacy, relational selling intention, sales performance, dan two-step approach to structural equation modeling.
THE EFFECT OF MANAGERIAL ORIENTATION ON SALESPERSONS’ JOB SATISFACTION Purwanto, BM.
Journal of Indonesian Economy and Business Vol 18, No 4 (2003): October
Publisher : Journal of Indonesian Economy and Business

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Abstract

Studi ini mengungkap efek orientasi manajerial terhadap kepuasan kerja tenaga penjual. Kepuasan kerja merupakan konstruk yang sangat penting bagi manajer karena memiliki efek yang signifikan terhadap perilaku dan kinerja tenaga penjual. Responden adalah tenaga penjual jasa asuransi jiwa dari 12 perusahaan asuransi jiwa yang beroperasi di Indonesia. Data dikumpulkan dengan menggunakan kuesioner. Two-step approach to SEM digunakan untuk menguji model hubungan struktural antara konstruk-konstruk yang mencerminkan orientasi manajerial (komitmen manajemen terhadap kualitas layanan, pemberdayaan, evaluasi berdasar perilaku, dan evaluasi berdasar hasil) dan kepuasan kerja. Hasil pengujian menunjukkan bahwa komitmen manajemen terhadap kualitas layanan akan mendorong manajemen untuk memberdayakan tenaga penjualnya. Manajemen yang berupaya memberdayakan tenaga penjual cenderung menggunakan sistem evaluasi berdasar perilaku dari pada menggunakan sistem evaluasi berdasar hasil. Evaluasi berdasar perilaku berefek positif terhadap kepuasan kerja, sedangkan evaluasi berdasar hasil cenderung berefek negatif terhadap kepuasan kerja tenaga penjual.Keywords: salesperson, management commitment to service quality, empowerment, behavior-based evaluation, outcome-based evaluation, job satisfaction, two-step approach to SEM.
PENGARUH KONSTRUK RELASIONAL PADA CUSTOMER REFERRAL DAN JUMLAH JASA YANG DIBELI DENGAN UMUR RELASIONAL SEBAGAI VARIABEL PEMODERASI Retnawati, Berta Bekti; Purwanto, BM.
Journal of Indonesian Economy and Business Vol 19, No 3 (2004): July
Publisher : Journal of Indonesian Economy and Business

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Abstract

This research aims to examine the effect of relational constructs (trust, affectivecommitment, calculative commitment, satisfaction, and payment equity) on customerreferral and number of service purchased with age of relationship as moderating variable.The data were collected with convenience sample from 181 (response rate 90,5%)customers of insurance companies in Special Province of Yogyakarta. In line with thecharacteristics of customers of the company, the individuals in the sample could bedescribed as productive age, rather prosperous and well educated. The averagerelationship age of the respondents was approximately 4,49 years, while the averagenumber of services purchased was approximately 1,49.All hypotheses were tested with hierarchical regression analysis (HRA). The results onthe antecedents of customer referrals are in line with prior research, as author find thattrust, affective commitment, satisfaction, and payment equity are positively related tocustomer referrals. We found significant relationship only the relational construct ofaffective commitment and the number services purchased.No moderating effect of relationship age is found in the customer referral model. Withrespect to the number of services purchased, a moderating effect of relationship age on the effect of affective commitment is found. There is argument about the discrepancy between the customer referral model and the number of services purchased model with regard to the moderating effect of relationship age. This increasing confidence is indeed important it concerns decisions that have important consequences, such as the purchase of new insurance policies. However, it might be less important when behavior has fever direct consequences for the customer, such as customer referral.Keywords: relational constructs, customer referral, number of service purchased, andrelational age
Beberapa Isu Pengukuran Konstruk dalam Riset Keperilakuan dan Organisasi BM. Purwanto, MBA, Ph.D., BM. Purwanto, MBA, Ph.D.
Benefit Volume 18 No 1 Juni 2014
Publisher : Universitas Muhammadiyah Surakarta

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Abstract

This paper discusses important issues on measurement in behavioral research. It gives guidance to researcher and management scholars to construct measurement in their research. The purpose of this paper is to give awareness to researcher to develop measurement. This paper discusses fundamental issues on measurement such as multidimensional, reflective and formative measurement and item-parcell issues. 
Beberapa Isu Pengukuran Konstruk dalam Riset Keperilakuan dan Organisasi BM. Purwanto, MBA, Ph.D., BM. Purwanto, MBA, Ph.D.
Benefit: Jurnal Manajemen dan Bisnis Benefit : Kumpulan Makalah Diskusi Dosen FE UMS Volume 18 No 1 Juni 2014
Publisher : Universitas Muhammadiyah Surakarta

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.23917/benefit.v18i1.1392

Abstract

This paper discusses important issues on measurement in behavioral research. It gives guidance to researcher and management scholars to construct measurement in their research. The purpose of this paper is to give awareness to researcher to develop measurement. This paper discusses fundamental issues on measurement such as multidimensional, reflective and formative measurement and item-parcell issues. 
PROTEST AND CONSUMER: A CONTENT ANALYSIS OF EBSCO ELECTRONIC DATABASE ACROSS 50 YEARS A. Hendarto, Kresno; Dharmmesta, Basu S.; Purwanto, B.M.; Moeliono, Moira M.M.
KOMUNITAS: International Journal of Indonesian Society and Culture Vol 5, No 2 (2013): Tema Edisi: Model-Model Pemberdayaan Masyarakat dan Pendidikan Karakter Bangsa
Publisher : Universitas Negeri Semarang

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.15294/komunitas.v5i2.2733

Abstract

AbstractThe objective of this research is to review the articles of protest and consumer in EBSCO electronic journal. The objective will be achieved by answering the following questions: (i) what is the method of reviewed articles with the topic of protest; and (ii) what agenda of future research? The results showed that most reviewed articles  used qualitative approach. Most research are empirical in nature. For articles of empirical research, most of the data were obtained through observation and were analyzed descriptively. Literature on protest and consumer can be classified into 3 main categories: (1) discussing about the frequency, cause, and objective of protest; (2) discussing about the consequence of protest; and (3) discussing about the  motivation of individuals in taking part in the protest. This review also showed that there are major gaps from the previous research including the fact that attitude is not the focal point in explaining why consumers take part in protest and no article discussed consumers’ attitude to the object taking part in the protest.  AbstrakTujuan penelitian ini adalah melakukan ulas balik artikel-artikel bertopik protes dan konsumen pada database elektronik EBSCO. Tujuan tersebut akan dicapai dengan menjawab pertanyaan penelitian sebagai berikut: (i) apa metode dan sifat dasar dari artikel yang bertopik protes; dan (ii) agenda penelitian apa yang masih terbuka ke depan? Hasil analisis menunjukkan bahwa kebanyakan artikel yang direview menggunakan pendekatan kualitatif. Kebanyakan artikel merupakan penelitian empiris. Untuk artikel penelitian empiris, mayoritas data diperoleh dengan cara observasi, dan dianalisis secara deskriptif. Literatur tentang protes dan konsumen dapat digolongkan dalam 3 bagian besar, yaitu (1) yang membahas tentang frekuensi, sebab, dan tujuan protes; (2) yang membahas tentang konsekuensi dari protes; dan (3) yang membahas tentang motivasi individu yang mendasari untuk berpartisipasi dalam protes. Ada beberapa kesenjangan dalam penelitian-penelitian  sebelumnya, diantaranya adalah bahwa sikap bukan merupakan fokus dalam menjelaskan mengapa konsumen melakukan protes dan belum ada dari artikel tersebut yang melihat sikap konsumen terhadap objek yang melakukan protes. © 2013 Universitas Negeri Semarang
Co-Authors Basu S. Dharmmesta Basu Swastha Dharmmesta Berta Bekti Retnawati Cesya Rizkika Parahiyanti Dien Mardhiyah Euis Soliha Fenika Wulani Hani Handoko hendarto, kresno agus Kresno A. Hendarto Miftahuddin, Muhammad Agung Moira M.M Moeliono Moira M.M. Moeliono