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INDONESIA
JURNAL SAINS PEMASARAN INDONESIA
Published by Universitas Diponegoro
ISSN : -     EISSN : -     DOI : -
Core Subject : Education,
Education
Arjuna Subject : -
Articles 5 Documents
 1 
Search results for , issue "Vol 16, No 3 (2017): Desember" : 5 Documents clear
ANALISIS MEDIASI GREEN TRUST PADA PURCHASE INTENTION PRODUK GREEN Suprapto, Dea Yulyana; Efendi, Efendi
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 (114.796 KB) | DOI: 10.14710/jspi.v16i3.182-194

Abstract

In today's era, consumer's attitude in choosing and using the product start to change. Consumers begin to have awareness and concern about the impact of consumption on the environment. Many consumers are now choosing green products because of better value and functionality for consumers and the environment. This study aims to analyze the effect of green perceived value and green perceived risk on green purchase intention with green trust as mediation. Data was obtained by distributing questionnaires to consumers who visit Electronics City Pondok Indah Mall. Sampling technique applied in this research is systematic random sampling. Data was analyzed using SEM (Structural Equation Modeling).
COMBINING SERVQUAL AND IMPORTANCE-PERFORMANCE ANALYSIS TO MEASURE SERVICE QUALITY IN A HOTEL IN TOBRUK, LIBYA: A SUGGESTION FOR PRACTITIONERS Perdhana, Mirwan Surya; Ahshen, Omelkhair Ali
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 (141.61 KB) | DOI: 10.14710/jspi.v16i3.195-202

Abstract

The aim of this study is to present the alternative method in measuring service quality. This study investigates the service quality literatures and introduces the practical method to measure the service quality. To measure service quality, a modified SERVQUAL instrument was distributed towards 100 guest of an international hotel located in Tobruk, Libya. The Importance-Performance Analysis was conducted based on the questionnaire results. Managerial implications and further research opportunities were also discussed.
THE EFFECTS OF PRODUCT QUALITY, SERVICE QUALITY AND ATTRIBUTES RELATED TO SERVICE AS BRAND SWITCHING ANTICIPATION AND THEIR IMPLICATION ON CUSTOMERS’ SATISFACTION Arief Hidayat; Harry Soesanto; Mahfudz Mahfudz
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 (188.037 KB) | DOI: 10.14710/jspi.v16i3.203-220

Abstract

Utilization of clean sources of SWRO products, tank water, and groundwater which are processed by themselves into clean water become an indication of brand switching by a company in Nizam Zachman Ocean Fisheries Port area. Research literature conducted by researchers based on re-purchase decisions led researchers to develop five empirical hypotheses, namely service quality, attribute related to services, product quality, brand switching and customer satisfaction. Data on observed variables were obtained through an interview with a questionnaire to 108 at clean water customer of Indonesian Fisheries Public Company (Perum Perikanan Indonesia) within Ocean Fisheries Port of Nizam Zachman Jakarta and tested by using AMOS statistic software 21. The test result showed that Brand Switching is statistically proven to be influenced by Product Quality, Service Quality and Attributes Related To Service and Customers’ Satisfaction statistically proven to be influenced just by Service Quality while product quality and Brand Switching are not statistically proven influenced on Customer Satisfaction.
THE STRATEGY TO IMPROVE SALESPERSON’S PERFORMANCE BY SALESPERSON’S TECHNICAL COMPETENCY, SALES SOFT CAPABILITY, SERVICE ORIENTATION, AND ADAPTIVE SELLING Zakaria, Shandy Ibnu; Ferdinand, Augusty Tae; Raharjo, Susilo Toto
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 (82.311 KB) | DOI: 10.14710/jspi.v16i3.167-181

Abstract

This research aims to find out whether a salesperson’s technical competention, sales soft capability, service orientation, and adaptive selling have any impact to improve salespersons’ performance in a case study of Prepaid Television Channel Transvision’s Salesperson in distribution area Central Java and Special Region of Yogyakarta. This research takes 102 respondents as the object and uses sampling technique.Data analysis technic that is used in this research is structural equation model (SEM) from AMOS 22 software. The test result done using SEM shows the goodness of fit full model criteria which are Chi-square = 67,203; Probability = 0,035; CMIN/DF = 1,400; GFI = 0,905; AGFI = 0,845, TLI = 0,904; CFI = 0,930; dan RMSEA = 0,063. Therefore, it can be said that the model in this research is qualified to use.  The research findings show that from 6 hypothesis being tested, there are 2 hypothesis rejected and 4 hypothesis accepted. The first hypothesis which is salesperson’s technical competency has positive impact and is significant. The second hypothesis which is salesperson’s technique has positive impact and is significant. The third hypothesis sales soft capability has positive impact but is not significan. The fourth hypothesis sales soft capability has positive impact and is significant. The fifth hypothesis service orientation has positive impact and is significant. The sixth hypothesis which is adaptive selling has positive impact but is not significant with value. This research has several limitation and gives the agenda for the further researches to be done after this 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.

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