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All Journal FIRM: Journal of Management Studies Jurnal Ekonomi Dan Bisnis Entrepreneur : Jurnal Bisnis Manajemen dan Kewirausahaan Jurnal Arastirma ProBisnis : Jurnal Manajemen Jurnal Akuntansi, Manajemen dan Perbankan Syariah JURNAL PENGABDIAN KEPADA MASYARAKAT (ADI DHARMA) Jurnal Pengabdian kepada Masyarakat Multidisiplin (JUPENGEN) Business, Accounting, and Knowledge Journal
Dian Milasari
Fakultas Ekonomi Dan Bisnis Universitas Pekalongan
Religion Agriculture, Biological Sciences & Forestry Humanities Computer Science & IT Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Education Energy Engineering Environmental Science Industrial & Manufacturing Engineering Social Sciences

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Analysis of the Influence of Customer Orientation on Sales Performance Through Value-Based Selling as a Moderating Variable Christian Jordan Santoso; M. Sigit Taruna; Dian Milasari
Business, Accounting, and Knowledge Journal Vol 2 No 2 (2025): Business, Accounting, and Knowledge Journal
Publisher : Universitas Pekalongan

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.31941/batik.v2i2.596

Abstract

ABSTRAK This study examines how customer orientation influences sales performance, with value-based selling acting as a moderating variable for Vespa Motor sales personnel at BCA Multifinance Pekalongan. The type of research used in this study is correlational research with data collection methods using questionnaires. This study utilized a sample of 110 respondents. The sampling method used was purposive sampling. The analytical tool used is moderation regression analysis. The analysis results indicate that customer orientation has a negligible negative impact on sales performance. Value-based selling has an insignificant positive effect on sales performance. Value-based selling can strengthen the relationship between customer orientation and sales performance. This research aims to provide a more comprehensive understanding of value-based selling strategies that respond to the continuously evolving dynamics of consumer behavior. Theoretically, this research is also expected to enrich the literature in the field of marketing, particularly in the context of the automotive industry and vehicle financing.
Co-Authors Abyan Yurdin Kamal Aditya Khairun Nabil Ali Mustakim Anggita Safitri Anggrainy Putri Ayuningrum Arista Sapta Amanda Arofa Arofa Bunga Sekar Melati Chalimah Choliq Sabana Christian Jordan Santoso Devin Agung Pramana Dian Priatiningsih Diva Febiyanti Duta Bima Saputra Eris Tiyanti Evita Shania Evrilia Zaza Syarnikova Faa’iqoh, Azzah Febianti Dwi Amalia Fendy Setiawan Galang Zara Sebastian Hanun Mahdy Muhadzibzib Hernawan Adi Saputra Inu Yolanda Irfan Ramadhani Jamilatunni’mah Jamilatunni’mah Kamilia Qothrunnada Kevin Kurniawan Komala Ardiyani Leni Rosita M. Sigit Taruna M. Trihudiyatmanto Maulidin Fachrur Meliza Meliza Mella Mardayanti Muhammad Syaikhon Naura Kaulam Fadhila Nikita Friska Aurelia Putri Awaliya Rahmasari Putri Laras Asri Resviana Cahyawati Rizqy Robby Yuliyanto Sabilillah, Ardan Jihad Fi Sari, Fangela Myas Serly Sairol Millah Shafa Novidianti Siti Yunitarini Sultoni Sultoni Syafnita M.Si SE. Teguh Budi Santoso Umiatun Zaidan Permananda Zulafa, Nadlia Nikhla