ANTESEDEN PENJUALAN ADAPTIF DAN PENGARUHNYA TERHADAP KINERJA TENAGA PENJUALAN
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.
Penulis: Meiga Kharisma, Ibnu Widiyanto
Kode Jurnal: jpakuntansidd150664
