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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 JBTI : Jurnal Bisnis : Teori dan Implementasi Benefit: Jurnal Manajemen dan Bisnis Binus Business Review SRIWIJAYA INTERNATIONAL JOURNAL OF DYNAMIC ECONOMICS AND BUSINESS EKUITAS (Jurnal Ekonomi dan Keuangan) Journal of Innovation in Business and Economics

B M Purwanto

Fakultas Ekonomika Dan Bisnis Universitas Gadjah Mada

Author-ID : 349952

Computer Science & IT Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Environmental Science Languange, Linguistic, Communication & Media Social Sciences

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PENGARUH KONSTRUK RELASIONAL PADA CUSTOMER REFERRAL DAN JUMLAH JASA YANG DIBELI DENGAN UMUR RELASIONAL SEBAGAI VARIABEL PEMODERASI Berta Bekti Retnawati; BM. Purwanto
Journal of Indonesian Economy and Business (JIEB) Vol 19, No 3 (2004): July
Publisher : Faculty of Economics and Business, Universitas Gadjah Mada

This research aims to examine the effect of relational constructs (trust, affective commitment, calculative commitment, satisfaction, and payment equity) on customer referral 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 the characteristics of customers of the company, the individuals in the sample could be described as productive age, rather prosperous and well educated. The average relationship age of the respondents was approximately 4,49 years, while the average number of services purchased was approximately 1,49. All hypotheses were tested with hierarchical regression analysis (HRA). The results on the antecedents of customer referrals are in line with prior research, as author find that trust, affective commitment, satisfaction, and payment equity are positively related to customer referrals. We found significant relationship only the relational construct of affective commitment and the number services purchased. No moderating effect of relationship age is found in the customer referral model. With respect 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.

THE EFFECT OF MANAGERIAL ORIENTATION ON SALESPERSONS’ JOB SATISFACTION BM. Purwanto
Journal of Indonesian Economy and Business (JIEB) Vol 18, No 4 (2003): October
Publisher : Faculty of Economics and Business, Universitas Gadjah Mada

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.

THE EFFECT OF SALESPERSON STRESS FACTORS ON JOB PERFORMANCE BM. Purwanto
Journal of Indonesian Economy and Business (JIEB) Vol 17, No 2 (2002): April
Publisher : Faculty of Economics and Business, Universitas Gadjah Mada

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.

ATTITUDE AND PURCHASE INTENTION TOWARDS TEMPE PRODUCERS JOINING THE PROTESTS A Study in Central Java Kresno Agus Hendarto; Basu Swastha Dharmmesta; B. M Purwanto; Moira M. M Moeliono
EKUITAS (Jurnal Ekonomi dan Keuangan) Vol 20 No 1 (2016)
Publisher : Sekolah Tinggi Ilmu Ekonomi Indonesia (STIESIA) Surabaya(STIESIA) Surabaya

The theory of attribution has been widely used in marketing studies. However, this theory contains some limitations as well. Using the context of protests of tempe producers, this study aims at minimizing the limitations by integrating the attribution theory with collective action theories, prosocial theories, and expectancy-value theories in explaining and predicting the behavior of product consumers and individuals/groups that joined the protests. To answer the research objectives, this study proposed a model integrating the attribution of perceived motives of tempe producers joining the, empathy towards tempe producers, attitude towards tempe producers, and subsequent purchasing intention. The results indicate that the proposed model is supported by the data. This implies that the integration of the attribution theory with collective action theories, prosocial theories, and expectancy-value theories can minimize the limitations with regard to the criticism in neglecting motivation in attribution processes and confounding between attribution processes and attributional processes.

Conveying The Negative Health Consequences of Smoking For The Development of School-Based Social Marketing Programs: An Experimental Study Mohammad Eko Fitrianto; Basu Swastha Dharmmesta; Bernardinus Maria Purwanto
SRIWIJAYA INTERNATIONAL JOURNAL OF DYNAMIC ECONOMICS AND BUSINESS SIJDEB, Vol. 7, No. 4, December 2023
Publisher : Faculty of Economics, Universitas Sriwijaya

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.29259/sijdeb.v7i4.343-358

Cigarette products certainly have a negative impact on health, especially for teenagers. Although there is a growing body of literature on the positive social influence of peers as a preventative measure, it is unclear how they react when convinced of the truth of its negative impact on health. This experimental study aims to examine the impact of negative health consequences on adolescents' emotions and behavior. Through an online invitation and randomization process, 78 high school students from South Sumatra Province, Indonesia were eligible to participate in the online experimental study. We compared two groups (experimental vs. control) to examine the impact of negative health consequences on their emotions (empathy) and behavior (prosocial behavior). Our findings show that, as compared to adolescents in the non-convincing health message condition (n=40), adolescents in the convincing negative health message condition (n=38) had higher empathy (sign=0.005) and prosocial behavior (sign=0.028) to assist their smoking peers. Our findings provide a valuable information to sustainability development in the future through reducing underage smokers. We suggest that the use of convincing method to develop a school-based social marketing program for handling adolescent smoking problem

Information Quality, Social Friendship and Social Interaction in Predicting Web Usage and Online News Readers’ Understanding Yusdiana Yusdiana; Bernardinus Maria Purwanto; Sahid Susilo Nugroho
JBTI : Jurnal Bisnis : Teori dan Implementasi Vol 14, No 3 (2023): December 2023
Publisher : Universitas Muhammadiyah Yogyakarta

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.18196/jbti.v14i3.19181

This research aims to reveal information quality, social friendship, and social interaction in predicting web usage and understanding of online news readers and also to reveal that web usage predicts online news readers’ understanding. This quantitative research uses an online survey design based on a purposive sampling technique using 423 respondents who are active readers of online news. The data in the study were analyzed using SEM Amos and SPSS 21. The results and findings showed that information quality and social interaction could positively and significantly predict web usage and understanding of online readers. Web usage could also predict online reader understanding positively and significantly. Social friendships could not predict web usage and reader understanding of online news based on research results. The theoretical implication of the research aims to fill the gap in the existing literature on information quality and social interaction that can explain web usage and understanding of online newsreaders and web usage as a predictor to explain the effect of comprehension as an individual’s intended media use. The practical implication of this study is that websites as news sources must pay attention to information and features that are more attractive to readers or potential online news readers.

Co-Authors Andy Susilo Lukito Budi Basu S. Dharmmesta Basu Swastha Dharmmesta Berta Bekti Retnawati Cesya Rizkika Parahiyanti Dien Mardhiyah Euis Soliha Fenika Wulani Fenika Wulani Gumilang Aryo Sahadewo Hani Handoko Hani Handoko hendarto, kresno agus Kresno A. Hendarto Kresno Agus Hendarto Miftahuddin, Muhammad Agung Mohammad Eko Fitrianto Moira M. M Moeliono Moira M.M Moeliono Moira M.M. Moeliono Rimawan Pradiptyo Sahid Susilo Nugroho Uturestantix Uturestantix Yusdiana

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