Article Per Year (5 Year)
p-Index From 2021 - 2026
0.444
P-Index
This Author published in this journals
All Journal DIJB (Diponegoro International Journal of Business) Prosiding University Research Colloquium Jurnal Manajemen dan Pemasaran Jasa
Murry Harmawan Saputra
Universitas Muhammadiyah Purworejo
Humanities Computer Science & IT Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Environmental Science Law, Crime, Criminology & Criminal Justice Medicine & Pharmacology

Published : 3 Documents Claim Missing Document
Claim Missing Document
Check
Articles

Found 3 Documents
Search

 1 
Building an adaptive selling capability model to improve MSMEs marketing performance Saputra, Murry Harmawan; Ariningsih, Endah Pri
Diponegoro International Journal of Business Vol 8, No 1 (2025)
Publisher : Department of Management | Faculty of Economics and Business | Universitas Diponegoro

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.14710/dijb.8.1.2025.76-92

Abstract

This study aims to develop a conceptual model of Adaptive Selling Capability (ASC) to improve marketing performance in Micro, Small, and Medium Enterprises (MSMEs) in Central Java, Indonesia. MSMEs have a very important role in the national economy, but there are still many obstacles in sales strategies to meet diverse customer needs and dynamic market conditions. Grounded in the Dynamic Capability Theory, this study explores how ASC affects Value-Based Selling (VBS) and Sales Interaction Quality which in turn impacts the marketing performance of MSMEs. Using a survey method with 242 MSME respondents from various sectors, the data was analyzed using Structural Equation Modeling (SEM-AMOS). The results show that ASC has a positive effect on VBS and SIQ, both of which significantly improve the marketing performance of MSMEs. This study fills a gap in the literature that shows mixed results regarding the influence of ASC. The practical implications of this research underscore the importance of improving adaptive selling capabilities and value-based communication from MSME actors to customers. MSMEs also need to be encouraged to adopt technology in their sales strategies to improve their competitiveness. This research contributes to the marketing and management literature by expanding the application of Dynamic Capability Theory in the context of MSMEs.
Analisis Konsep Belanja dan Rekreasi Pada Beberapa Perusahaan Ritel di Jogjakarta Budiyanto, B; Ekowati, Titin; Saputra, Murry Harmawan
Prosiding University Research Colloquium Proceeding of The 7th University Research Colloquium 2018: Bidang Sosial Ekonomi dan Psikologi
Publisher : Konsorsium Lembaga Penelitian dan Pengabdian kepada Masyarakat Perguruan Tinggi Muhammadiyah 'Aisyiyah (PTMA) Koordinator Wilayah Jawa Tengah - DIY

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

Abstract

Penelitian ini adalah untuk mengidentifikasi aplikasi perpaduankonsep belanja dan rekreasi, yang dilakukan oleh AmbarukmoPlaza Yogyakarta; Galeria Mall Yogyakarta; dan Maliboro MallYogyakarta, untuk lebih menyenangkan pengunjung yang masuk dipusat perbelanjaan. Dalam penelitian ini, data dan informasidiperoleh dari pemberitaan yang diakses melalui internet danmajalah Marketing. Hasil studi kasus ini tidak dapat digeneralisasi,namun demikian tetap mungkin untuk dimunculkan proposisi, yaitu:aplikasi konsep belanja dan rekreasi di perusahaan ritel dapatmendukung terwujudnya kenyamanan dan kesenangan konsumen saatberbelanja. Kondisi ini dapat menciptakan kesan yang bagus di benakkonsumen sehingga mereka akan menciptakan cerita yang positifdengan konsumen lain sehingga meningkatkan reputasi perusahaanritel tersebut. Pelayanan dan penyediaan fasilitas yang baik danmenyenangkan bagi konsumen merupakan perilaku bisnis yangberbasis etika. Hal tersebut dapat dilihat dari hasil temuan studi kasusini diketahui bahwa ketiga perusahaan ritel yang menjadi obyekpenelitian dalam studi kasus ini, yaitu Plaza Ambarukmo, GaleriaMall, dan Malioboro Mall memiliki komitmen yang tinggi untukmengimplementasikan konsep belanja dan rekreasi dalam kegiatanbisnis yang mereka jalankan.
Optimization of relational capital and the strength of SMEs network collaboration to improve its performance: Evidence from Indonesia Saputra, Murry Harmawan; Pratomo, Luki Adiati
Jurnal Manajemen dan Pemasaran Jasa Vol. 16 No. 1 (2023): Maret
Publisher : Lembaga Penerbit Fakultas Ekonomi dan Bisnis

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.25105/jmpj.v16i1.16527

Abstract

This study aims to develop a conceptual model framework that elucidates strategies for enhancing the performance of SMEs using a network theory approach. The novelty lies in developing a conceptual model that proposes the strength of SMEs network collaboration as an intervening variable, addressing the gap in the literature regarding the impact of relational capital on its performance. The study involves 238 SMEs in six regencies in Central Java and the Special Region of Yogyakarta, Indonesia. The majority of the proposed hypotheses are supported, indicating that relational capital, quality of value co-creation, voluntary knowledge sharing, and the strength of network collaboration significantly improve SMEs performance. The results validate the logical connection between the variables and clarify the reference theories. Additionally, the conceptual model is suitable for capturing business phenomena in the field, making it a valuable reference for SME development in Indonesia and other emerging market countries.
Co-Authors B Budiyanto, B Endah Pri Ariningsih Luki Adiati Pratomo Titin Ekowati