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Formulasi Strategi Bisnis Model Kemitraan Mobile Selling pada UMKM: Pendekatan Matriks Internal-External (Studi: PT Tumbuh Bersama Soyanara) Futra, Fharel Az Zihra Adhie; Afkar, Muhammad Riyadh; Harir, Jihan Azizah; Fadhilah, Nida Nur; Hasanah, Sarah Nahdiyatul; Husyairi, Khoirul Aziz
Jurnal Teknik Industri Terintegrasi (JUTIN) Vol. 9 No. 1 (2026): January
Publisher : LPPM Universitas Pahlawan Tuanku Tambusai

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.31004/jutin.v9i1.53442

Abstract

This study analyzes the development strategy of PT Tumbuh Bersama Soyanara, a fresh soy milk distributor operating through a mobile partnership model, using SWOT analysis integrated with IFE-EFE-IE matrices. A qualitative single case study approach was employed, involving in-depth interviews with the CEO/Founder, three-day participatory observation of five partners’ operations, and internal document analysis. The findings reveal that the company is positioned in Cell V (Hold and Maintain) of the IE Matrix (IFE score 2.34; EFE score 2.43), indicating that internal weaknesses—manual recording systems, weak FIFO enforcement causing 8–12% waste, managerial response delays, and service quality inconsistencies—have not been adequately offset by institutional strengths. In response, a three-phase strategic framework is proposed: (1) operational excellence through digital transformation (months 0–6), (2) intensive market penetration via B2B partnerships and product portfolio optimization (months 6–12), and (3) customer intelligence leveraging habit-based personalization and payday-optimized bundling (months 12–24). Digital infrastructure functions as a governance mechanism that reduces information asymmetry and agency costs, thereby transforming operational weaknesses into sustainable competitive advantages. 
RETENSI PELANGGAN DI UKM: MENELITI PERAN KUALITAS DAN KEPUASAN PRODUK DALAM MINUMAN KEDELAI Manalu, Doni Sahat Tua; Futra, Fharel Az Zihra Adhie; Harir, Jihan Azizah; Wijaya, Raden Alika Queena Aulia; Afkar, Muhammad Riyadh; Rahman, Firzana Auliya; Haekal, Muhammad; Nisa, Wiwik Wiqoyatun
KONTAN: Jurnal Ekonomi, Manajemen dan Bisnis Vol 5, No 1 (2026): KONTAN: Jurnal Ekonomi, Manajemen dan Bisnis
Publisher : CV Widina Media Utama

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.59818/kontan.v5i1.2813

Abstract

This study examines the determinants of repurchase intention in Micro, Small, and Medium Enterprises (MSMEs), focusing on the roles of product quality, sales promotion, and service quality, with customer satisfaction acting as a mediating variable at Soyyum Drink, Bogor. Utilizing an explanatory quantitative approach, primary data were collected from 80 consumers via purposive sampling and analyzed using Partial Least Squares - Structural Equation Modeling (PLS-SEM). The results indicate that product quality significantly affects both customer satisfaction (P=0.000) and repurchase intention (P=0.000). Conversely, service quality shows a limited effect on customer satisfaction (P=0.041), while sales promotion is not statistically significant. Customer satisfaction is proven to partially mediate the relationship between product quality and repurchase intention (P=0.003). The research model explains 52.5% of the variance in repurchase intention (R^2 = 0.525). These findings highlight the essential role of consistent product quality in driving customer retention at the MSME level. This study contributes to marketing literature by providing empirical evidence from the context of an MSME undergoing a production mechanization transition, and offers conceptual managerial insights into the importance of product standardization as a primary customer retention strategy. ABSTRAKPenelitian ini mengkaji faktor penentu niat pembelian ulang pada Usaha Mikro, Kecil, dan Menengah (UMKM), dengan fokus pada peran kualitas produk, promosi penjualan, dan kualitas layanan, serta kepuasan pelanggan sebagai variabel mediasi pada unit usaha Soyyum Drink di Bogor. Menggunakan pendekatan kuantitatif eksplanatori, data primer dikumpulkan dari 80 konsumen melalui teknik purposive sampling dan dianalisis menggunakan Partial Least Squares - Structural Equation Modeling (PLS-SEM). Hasil pengujian menunjukkan bahwa kualitas produk berpengaruh signifikan terhadap kepuasan pelanggan (P=0.000) dan niat pembelian ulang (P=0.000). Sebaliknya, kualitas layanan menunjukkan efek yang terbatas pada kepuasan pelanggan (P=0.041), sedangkan promosi penjualan tidak signifikan secara statistik. Kepuasan pelanggan terbukti memediasi secara parsial hubungan antara kualitas produk dan niat pembelian ulang (P=0.003). Model penelitian ini mampu menjelaskan 52,5% varians pada niat pembelian ulang (R^2 = 0.525). Temuan ini menyoroti peran esensial dari konsistensi mutu produk dalam mendorong retensi pelanggan di tingkat UMKM. Studi ini berkontribusi pada literatur pemasaran dengan memberikan bukti empiris dari konteks UMKM yang sedang dalam fase transisi mekanisasi produksi, serta menawarkan wawasan manajerial yang konseptual terkait pentingnya standardisasi mutu sebagai strategi utama retensi pelanggan.