Article Per Year (5 Year)
p-Index From 2020 - 2025
0
P-Index
This Author published in this journals
All Journal Diponegoro Journal of Management
B. Meiga Kharisma, B. Meiga
Jurusan Manajemen Fakultas Ekonomika dan Bisnis Universitas Diponegoro
Decision Sciences, Operations Research & Management

Published : 1 Documents Claim Missing Document
Claim Missing Document
Check
Articles

Found 1 Documents
Search

 1 
ANTESEDEN PENJUALAN ADAPTIF DAN PENGARUHNYA TERHADAP KINERJA TENAGA PENJUALAN Kharisma, B. Meiga; Widiyanto, Ibnu
Diponegoro Journal of Management Volume 4, Nomor 4, Tahun 2015
Publisher : Faculty of Economics and Business Diponegoro University

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (125.237 KB)

Abstract

Salesperson plays an important role in supporting company’s success. By developing salesperson performance, it is expected that company’s performance will be developed as well. This research analyzes the factors that influence the increasing of salesperson performance, by developing variables such as learning orientation, customer orientation, and salesperson competencies. To discuss the problem, this research proposes research model with four constructs, 12 indicators, and five hypothesises. Those hypothesises were tested by distributing 240 questionaires with doing a census of the each salespeople at Nasmoco car dealer in Semarang. The data were analyzed using Structural Equation Modelling. The result of this analysis has fulfilled the Goodness of Fit Index criterias, X2 (chi square) 9.375, 0.284 (≥0.05), RMSEA 0.042(≤0.08), GFI 0.975 (≥0.90), AGFI 0.933 (≥0.90), TLI 0.996 (≥0.95), CFI 0.998 (≥0.95), it can be said that the model is appropriate. The testing of proposed hypothesises shows those three hypothesises has met the prescribed requirements CR>2 with probability level < 0.05.Based on the analysis, proposed theoretical implications, communication skills, customer orientation, and adaptive selling affect the salesperson performance proper with the theories background.
Co-Authors Ibnu Widiyanto