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Journal : JURNAL SAINS PEMASARAN INDONESIA

THE EFFECT OF SERVICE QUALITY AND BRAND IMAGE TO IMPROVE THE SATISFACTION AND LOYALTY OF BIGTV CUSTOMERS IN SEMARANG Pragunadi, Nindita Gabriele; Sukresna, I Made; Sutopo, Sutopo
Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science) Vol 17, No 3 (2018): Desember
Publisher : Master of Management Diponegoro University

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (176.4 KB) | DOI: 10.14710/jspi.v17i3.188-195

Abstract

The problem that happened in this research is the decrease of BIGTV customer loyalty of Semarang which result in customer decision to unsubscribe. This is evident from the increasing number of subscribers who have been subscribed for more than 1 year but unsubscribed in the first half of 2015. So the formulation of this research problem is how to increase customer loyalty BIGTV Semarang and BIGTV Semarang customer decisions to re-subscribe allegedly influenced by the quality service, and brand image. This study aims to analyze the influence of service quality and brand image directly or indirectly to customer loyalty with mediated by satisfaction. Sample selection using purposive sampling. The sample used is 150 people BIGTV Semarang customers. The analysis tool used is structural equation modeling. Based on the results of research, service quality and brand image have a positive effect on satisfaction and loyalty, while satisfaction has a positive effect on loyalty. Based on the fit model test, 7 indicator test result stated that all models have a good fit. So from this, it can be concluded that the model has a good enough fit to predict customer loyalty
INVESTIGATING THE EFFECT OF CUSTOMER RELATIONS QUALITY AND PRODUCT EXCELLENCE ON MARKETING PERFORMANCE THROUGH PRODUCT COMPETITIVE ADVANTAGE (Empirical Study at PT Bank Mega, Tbk) Augustia, Sekarani Yuteva; Raharjo, Susilo Toto; Sutopo, Sutopo
Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science) Vol 17, No 2 (2018): September
Publisher : Master of Management Diponegoro University

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (303.779 KB) | DOI: 10.14710/jspi.v17i2.103-118

Abstract

In this highly competitive banking industry, every bank needs to create superior value for its customers. The ideal banking industry to improve the quality of customer relationships is a company that wants to optimize profits by closer (customer intimacy) and harmonious relationship with its customers. Thus, the value-added relationship marketing can be optimized in streamlining and streamlining costs to acquire new customers or retain old customers so that the cost and marketing efforts are not in vain and profits can be increased even more. This study specifically examines the effect of customer relationship quality and product excellence on the company's marketing performance through a competitive advantage in the banking industry. The industry that is used as a research object is PT Bank Mega, Tbk Regional Semarang. The analytical tool used in this study is the Structural Equation Model (SEM) of the AMOS statistical package. From the research results can be concluded that the quality of relationships influence and positive product superiority to marketing performance. While a competitive advantage does not have a positive effect on marketing performance. At the end of the discussion, the limitations of research and future research agenda can be used as a reference for further study or research.
QUALITY ANALYSIS OF SUPPORT MARKETING AND QUALITY OF SALES TRAINING ON SALES PERFORMANCE CAPABILITY ON PERFORMANCE SALES PERFORMANCE Hapsari, Ria Mawar; Indriani, Farida; Sutopo, Sutopo
Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science) Vol 16, No 3 (2017): Desember
Publisher : Master of Management Diponegoro University

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (530.615 KB) | DOI: 10.14710/jspi.v16i3.145-166

Abstract

This study aims to analyze and examine the effect of quality marketing support, sales quality, sales force capability to salespeople performance, with the formulation of the problem of "how to improve sales force performance" on channel Direct Sales Credit Card at BNI Semarang and Yogyakarta Regional Office. Populations and samples selected in the study were credit card sales BNI channel Direct Sales Semarang and Yogyakarta, which amounted to 110 respondents, with the census method. Data collection using questionnaire with answer value 1 (very strongly disagree) up to 10 (very strongly agree). Data analysis using Structural Equation Modeling (SEM) through AMOS program, with result indicate that research model acceptable, goodness of fit index as follows: Chi Square = 126,774; Probability = 0.177; RMSEA = 0.033; GFI = 0.885; AGFI = 0.845; TLI = 0.984; and CFI = 0.987. The conclusions of this study indicate that sales force capability can affect salesperson performance by looking at the quality of marketing support. This study also shows that sales force capability can affect salesperson performance by looking at the quality of sales training.
ANALISIS KEPUTUSAN PEMBELIAN MEUBEL DI UD. TUNGGAL JAYA BOJONEGORO widiyanto, ibnu; sutopo, sutopo; paraswati, yunita andri
Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science) Vol 13, No 2 (2014): September
Publisher : Master of Management Diponegoro University

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (1200.39 KB) | DOI: 10.14710/jspi.v13i2.211 - 234

Abstract

Research on the decision to purchase a product has a lot to do. This study aims to analyze factors that influence to the buying decisions of furniture products in UD. Tunggal Jaya Bojonegoro. The factors used are product quality, distinctiveness furniture, perceptions of price, and service quality.The analytical method used to analyze the influence of the variable product quality, distinctivenessfurniture, perceptions of price, quality and services to the purchasing decision is the methodof multiple linear regression with the help of statistical program SPSS for Windows version17.0 and test hypotheses based on the p value<0, 05. The results showed that the regressionequation is formed KPKB=0.235+0.147+0.376KMPH+0.359KL.Product quality variables simultaneously (KP), the peculiarities of furniture (KM), perceivedprice (PH), and quality of service(TOS) can influence the purchase decision (KB) F-test forcoefficient values calculated at 18.718, and partially the four independent variables caninfluence purchasing decisions.Suggestions obtained researc his the needfor marketers to increase providing timely serviceat the time oft he delivery process and the existence of clear guarantees for damage product.Offer arelatively cheap price according to what promises to management of the productsoffered, giving discounts in order to attract customers to decide onthe purchase, establishquality products that comply with the promised cover form, wood quality and smooth finishing,carving and creating accessories detail the concept and create alot of variation plitur.
THE IMPACT OF TRAINING QUALITY, MANAGERIAL SKILL AND SALES MOTIVATION ON DEVELOPING SALESMAN PERFORMANCE TO INCREASE SALES EFFECTIVENESS Novita, Elvira; Soesanto, Harry; Sutopo, Sutopo
Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science) Vol 16, No 2 (2017): September
Publisher : Master of Management Diponegoro University

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (50.688 KB) | DOI: 10.14710/jspi.v16i2.70-85

Abstract

The purpose of this research is to analyze the influences of training quality, managerial skill, sales motivation toward salesman performance to impact the salesman performance to increase sales effectiveness. The research problem is how to increase of training quality, managerial ability, sales motivation toward salesman performance to impact the sales effectiveness.This research analyzes the factor that influences repurchase intention use mediating variable brand preference.  This research developed a theoretical model by submitting four hypotheses where will be tested by Structural Equation Model (SEM) used AMOS 21.0. Respondents in this research are people who work as a credit card salesman with total 157 respondents.  The result of SEM data processing already found the goodness of fit follows, the value of chi-square = 77,261, df: 96, p:5%; probability = 0,920; GFI = 0,940; AGFI = 0,915; TLI = 1,013; CFI = 0,959; CMIN/DF = 0,805;RMSEA = 0,000. Empirical analyze indicate the influences of training quality are significant to salesman performance; the effect of sales motivation are significant to salesman performance; the effect of managerial skill are significant to salesman performance;the effect of salesman performance are significant to sales effectiveness and the effect of managerial skill are significant to sales effectiveness. 
Co-Authors A Setiaji, A A., Andini, N. ABDUL HAMID Abdul Hamid Abdullah, Rizqi Ach. Syah Khoirun Na’im Ade Duana Pratiwi Adeng Pustikaningsih Adha, Ahmad Ridlotul Adie Pamungkas Adisna, Qowiyyun Dyaheksita Pradani Putri Adrianto, Adrianto Affandi, Azhar Kholiq Afrian, Reza Agustine, Ananda Dwi Ahmad Taufiq Ahmad, Hasan Moftah Ahmed Ahmad, Zahid Ahmed, Bilal Akhmad Aminuddin Bama, Akhmad Aminuddin Akhmad Jufriadi Al-Baarri, Ahmad Ni'matullah Anang Martoyo Angin, Siprianus L Ani Mardiastuti Anik Nurhanifah, Anik ANWAR, MUHFIK ARI SUPARWANTO Arif Hidayat Arini, Wahyuningyan Aris Nasuha Asep Yudha Wirajaya Asim Asim, Asim Asmarani , Dewi Assegaf Gavlek Atik Rahmawati Augustia, Sekarani Yuteva Aulia Hayu Nityasari, Aulia Hayu Awaludin Awaludin, Awaludin Azhar Muntaha Badranaya, Muhammad Imawan Bhakti Etza Setiani Bisri Mustofa Budi Usodo Burhan Hakim, Ahmad Christina Kartika Sari Chusniyah, Dina Asmaul Cornelis, Vieta Imelda Daud Samsudewa Dela Ayu Lestari, Dela Ayu Desella Inna Rahmatina, Desella Inna Desyana, Nidya Dhewa, Oktaf Gani Dian Gamma Pramudewa, Dian Gamma Diding Fachrudin Dinarti, Nindia Diniati, Bintis Ti’anatud Diva, Alfatheya Margwita Diva, Muhammad Dwi Hartanti Dyah Ratri Aryuna Dyah Retno Dewanti E Kurnianto E. T. Setiatin, E. T. Edi Kurnianto Edy Kurnianto Edy, Judeanto Efiyati, Efiyati Endang Purwaningsih Enny Tantini Setiatin Eny Tantini Setiatin Erianto Erianto Erni Erni Erry Koriyanti Fahrun Dama Fajar Nugraha Falerina Rahmatunnisa Chaniago Farida Indriani Farida Nurhasanah FATHULOH, RIDWAN Fauzan Sulman Fauzi Hidayat, Muhammad Fauziah, Natasya Nurul Febrian Adiputra, Febrian Ferdian Assiddiq, Ferdian Fitri, Devin Anggraeni Frinsyah Virgo Galih Dewa Brata Habib, Muhammad Alhada Fuadilah Hadi Hadi Hadi Hadi Hadi Karyono, Tri hadi surachman Halim Oky Zulkarnaen Hana Diana Maria Hanif, Luqman Hapsari, Ratna Kusuma Hapsari, Ria Mawar Hardyani, Ringga Fatma Hari Prayogo Hari Wisodo, Hari Hariroh, Luluk Harjanto, Chrisna Tri Harjuna, Rinda Harry Soesanto Hartoyo Hartoyo Hasanah, Rizqiatul Hena Dian Ayu Hendhita Reski Wahyutea, Hendhita Reski Hendriyanto, Agus Henny Ekana Chrisnawati Herlina Darwati I Made Sukresna Ibnu Widiyanto Ika Pratama Kusumawati Indah Lestari, Indah Indiyanti, Indiyanti Indra Hidayatulloh Ira Kurniawati Irene Rosa Lullulangi, Irene Rosa Irsandi, Ricky Rizki Jane Koswojo Janeko, Janeko Jeffry Nugraha Joni Devitra, Joni Juniati Juniati Kamalludin, Mamat Hamidi Kamila, Firda Tasya Karawahenni, Yolanda Dwi Vivian Kartiwa, Cece Enjang Khairul Saleh Komarudin Komarudin Latifa, Alfa Putri Latifah, Riska Nurul Lia Yuliati, Lia Lubaba, Hanny Lucy Nurika Varasofiari Lumbantoruan, Julia Ester Lusia Oktaviani, Lusia M. Sumarsono Manaf, Zuerdiana Binti Mardiyansyah, Wijaya Maria, Hana Diana Martoyo, Anang Maslakhah, Ida Moh Sa’diyin Mohamad Ridwan Muadzimah, Zumrotul Mubarok, Faizal Mubarok, Moch Yazid Muchamad Rinaldi Mudinillah, Adam Muhammad Andie Hakim, Muhammad Andie Muhammad Haris Muhammad Irfan Muhyidin Muhyidin Mulyana, Andika Pratama Munir, Ulfa Saikhul Muniri Muniri, Muniri Musrikah, Musrikah Mustika, Maya Mustofa, Fatmawati N. Fatmarischa Nabilah, Beby Pamungkas Nabilah, Zata Nandang Mufti Nasikh Nelva Lestari Silaban Netty Kurniawati, Netty Netty Kurniawaty Nikita Nila Erdiana, Nila Novinoa, Galuh Novita, Elvira Novtriana, Deasti Nugraha, Jeffry Nuha, Ahmad Lu’lu’ Dhiyaun Nukhba, Rania Nur Khakim, M. Yusup Nurida, Nurida Nuril Munfaridah, Nuril Nurkhalifah, Fatimah NURUL AZIZAH Nyoto Santoso Oceani, Oceani Oktavia, Linda Pahlevi, Anzaruddin Septian Pamungkas, Adie paraswati, yunita andri Parno Parno Philco, Syaddad Verahry Pinilih, Anggoro Canggih Pragunadi, Nindita Gabriele Prawitasari Prihatno Kusdiyarto Purbo Suwasono Puspita, Wanda Indriana Putri, Rizqy Nur Ayu Qomari, Nurul Qondas, Jiddan Gamal Rafsanjani, Ardhy Rahim, Handy Faishal Rahmawati Prabandan, Rahmawati Rahmawati, Putri Melinda Ratika Sekar Ajeng Ananingtyas Regina Cahya Tifanni Riadi, Dicky Bachtiar Rifqi, Abu Risnawati, Ria Riski Rita Purwaningsih Riza, Saiful Rizki Sappitu Hidayat, Rizki Sappitu Rizkiyanti, Eva Rohmawati, Widya Rohmiati, Dyah Palupi Rosiyati, Diana Royani, Shinta Nuriyah Mahbubiyah S. Johari Sabar Narimo Safrina, Sri Sahal Fawaiz Said Muhammad Reza Ardiansyah, Said Muhammad Reza Saputri, Virda Hersy Lutviana Sasongko, Beni Tri Sentot Kusairi Septiawati, Farida Setiaji, Asep Setyowiseso, Bagas Sisca Fajriani Siti Helmyati Siti Hidayah Siti Khoiriyah Siti Sailah, Siti Siti Zulaikah Soekorini, Noenik Sudarmanto Sudarmanto, Sudarmanto sudianto Sudianto, Sudianto Suhroni Suhroni, Suhroni Sujarwo, Joko Sulur Sunaryono Sunaryono, Sunaryono Supardi Supardi Supriana, Edi Surgawi, Ilham Surgawi Suryanto, L. Suryanto Suryanto, L. Suryanto Susilo Toto Raharjo sutiyono sutiyono Sutono Sutono Syamsiar, Syamsiar Syihab, Zuher Tali Tulab, Tali Taufan Marhaendrajana, Taufan Tengku Riza Zarzani N Tohir Solehudin Tommy Sulthon Darmawan, Tommy Tri Adi Prasetya Tsania Nur Diyana Ulya, Richa Railil Ummu Sholihah Umy Zahroh, Umy Upik Tria Wahyu Eko Saputro, Wahyu Eko Wartono Wartono Wati, Diah Ayu Widya Wibowo, Wira Hadi Widiaswara, Tias Yasirul Amin Yaumi, Mimi Rohazal Yemi Kuswardi, Yemi Yeni A Mulyani Yogi Sugito Yon Soepri Ondho Yousaf, Muhammad Rizwan Yumna, Janika Salma Zaka, Amar Rizki