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All Journal Multidiciplinary Output Research for Actual and International Issue (Morfai Journal) International Journal of Economic, Business, Accounting, Agriculture Management and Sharia Administration (IJEBAS)
Pri Hermawan
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DECISION MAKING FOR PROJECT SELECTION IN PT. JKT WITH ANALYTIC HIERARCHY PROCESS (AHP) METHOD R. Daffa Andaru Fawwaz Naufal; Pri Hermawan
International Journal of Economic, Business, Accounting, Agriculture Management and Sharia Administration (IJEBAS) Vol. 5 No. 1 (2025): February
Publisher : CV. Radja Publika

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.54443/ijebas.v5i1.2451

Abstract

The focus of this study is how PT. Jawara Kanistha Tibra (JKT) makes decisions about three projects: "Reggae Festival", "A Night at the Orchestra: Dewa 19," and "Suara Akal Summit". PT. JKT faces challenges in choosing between three projects. Each project has different risks and benefits, and many different stakeholders participate in it. The Analytical Hierarchy Process (AHP) method is used to provide a systematic framework for evaluating and selecting the project that best aligns with the organization's strategic objectives. The results show that "A Night at the Orchestra: Dewa 19" received the highest score, indicating that this project meets all assessment criteria. This decision helps the company achieve its long-term goals in addition to short-term financial benefits. PT JKT can provide better direction for future project evaluation and selection by using a more objective and methodical approach.
DECISION MAKING FOR MARKETING STRATEGIES PT ZXC FOR PT QWE’S PRODUCT IN INCREASING SALES WITH AHP Adam Riztama Amora; Pri Hermawan
International Journal of Economic, Business, Accounting, Agriculture Management and Sharia Administration (IJEBAS) Vol. 5 No. 1 (2025): February
Publisher : CV. Radja Publika

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.54443/ijebas.v5i1.2455

Abstract

Using the Analytic Hierarchy Process (AHP) method, this study attempts to find and evaluate efficient marketing methods to boost sales of Dosing Pump products from PT QWE through PT ZXC. Particularly for PT QWE items that contribute significantly to the company's revenue, PT ZXC's sales have stalled over the last five years. The nationwide demand for products with HS code 8413.50.90 has increased despite a decline in purchases from PT ZXC, suggesting fierce rivalry at the supplier level. The primary target markets were determined by historical data analysis and AHP to be businesses with high purchase frequency and value, such as oil and gas, power plants, water/wastewater, and petrochemicals. The Technical Workshop Masterclass was the most successful marketing technique, according to the AHP statistics, because it was relevant to the target market and improved product comprehension. It is therefore recommended that PT ZXC concentrate on setting up technical workshops, expanding its target market, and enhancing its after-sales support. To guarantee long-term efficacy, marketing techniques should also be periodically reviewed and modified in response to consumer input. It is anticipated that PT ZXC will boost sales of PT QWE products and solidify its place in the cutthroat industry with this approach.
NEGOTIATION STRATEGIES FOR MAXIMIZING RELATIONSHIP VALUE IN CORPORATE BANKING Felicia Alvina; Pri Hermawan
Multidiciplinary Output Research For Actual and International Issue (MORFAI) Vol. 5 No. 6 (2025): Multidiciplinary Output Research For Actual and International Issue
Publisher : RADJA PUBLIKA

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.54443/morfai.v5i6.4483

Abstract

The rapid evolution of corporate banking in Indonesia has heightened competition among financial institutions, where interest-rate negotiations remain the most visible yet least sustainable differentiator. Relationship Managers (RMs) often continue to rely on rate-based concessions to secure deals despite having instututional efforts to standardize pricing. This approach has resulted in short-term profitability at the expense of long-term relationship value, client stickiness, and cross-product synergy. As a result, it is necessary to investigate how negotiation in corporate banking can transform from transactional rate bargaining into strategic relationship management. The purpose of this research is to analyze and formulate a comprehensive negotiation framework that allows RMs to optimize relationship value creation using structured decision tools and cross-functional collaboration. This study aims to answer four core research questions: how multi-criteria decision-making frameworks such as SMART can guide negotiation evaluation; what alternative strategies can be developed based on empirical insights from RMs and Product Partners; how RMs can leverage negotiation concepts such as BATNA (Best Alternative to a Negotiated Agreement) and ZOPA (Zone of Possible Agreement) to strengthen their position while maintaining long-term partnerships; and how preparation and knowledge sharing can enhance performance in complex multi-entity negotiations. The research assumes that successful negotiation in banking requires balancing three dimensions, value creation, institutional learning, and client trust, under competitive and regulatory constraints. A qualitative exploratory method was adopted. Data were collected through semi-structured interviews with four Relationship Managers and three Product Partners representing Cash Management, Treasury, and Trade functions within Bank of Tiongkok Corporation Indonesia (BTCI). Thematic analysis and coding matrices were used to identify converging and diverging negotiation patterns across roles.
Co-Authors Adam Riztama Amora Felicia Alvina R. Daffa Andaru Fawwaz Naufal