Analisis Pengaruh Kekuasaan dan Kemampuan Individu Anggota Tim (Studi Pada Pengaruh Keputusan Pembelian Batubara di Indonesia)
ABSTRACT: Research on “organizational purchase behavior” is less
developed compared to
research on “consumer purchase
behavior” due to the difficulty to get data from industries and organizational
purchase behavior is influenced by more factors than consumer purchase
behavior. Because of these reasons not many people willing to take a research
on organizational purchase behavior.
Some researchers who have studied organizational purchase behavior, most
of them only emphasize on: purchase process, department influence, organizational size
and organizational structure.
Only few of
them who studied
interpersonal process especially
in the area of “power”owned by individual members of buying center in the
company. Latent power is the important key that can control and influence to
other member team of buying center to agree with his or her decision. This
research is using 188 respondents of buying center from 30 Indonesian coal buying
companies, such as: Power Plant, Cement
Plant, Paper Plant and Trader company. This research are use clustering and
regression technique. Clustering technique is used to grouped the research
objects and identify the characteristics of each object. Regression method is
used to identify which power is the most dominant to influence the purchase
decision on buying center. The result on this study are: Indonesian coal purchaser based on the buying center characteristics,
situational characteristics and individual behavior: can be
divided to be
five cluster, such
as: (1) high
familiarity & viscidity,
(2) high consideration
to government regulation, (3) high risk, (4) small member size and high
influence attempt and (5) high time pressure. Using the regression technique on
each cluster, can be identified the strongest power that influence to the
buying center, there are: cluster 1:
ability on management
power, cluster 2: reinforcement
power, cluster 3: ability on engineering power, cluster 4: reinforcement
power and cluster 5: reinforcement power.
Penulis: Sukesi, Ario Agus
Suyudanto
Kode Jurnal: jpmanajemendd100275
