PENGARUH JOB PERFORMANCE TERHADAP CUSTOMER ORIENTATION DAN ADAPTIVE SELLING PADA PERUSAHAAN DI JABODETABEK

Irene Novita; Tantri Yanuar Rahmat Syah

doi:10.15575/jb.v4i1.44567

Authors

Irene Novita Universitas Esa Unggul, Jakarta, Indonesia, Indonesia
Tantri Yanuar Rahmat Syah Universitas Esa Unggul, Jakarta, Indonesia, Indonesia

DOI:

https://doi.org/10.15575/jb.v4i1.44567

Abstract

Penelitian ini bertujuan untuk mengetahui hubungan pada variabel customer orientation, adaptive selling, organizational identification dan job burnout terhadap job performance. Tenaga penjual berperan penting dalam penelitian karena penelitian ini mencoba untuk mengklasifikasikan perilaku penjualan ke dalam bentuk ideal orientasi pelanggan dan penjualan adaptif untuk menguji pengaruhnya terhadap kinerja kerja dan kinerja penjualan. Populasi pada penelitian ini adalah tenaga penjual yang telah bekerja minimal 1 tahun di perusahaan dengan jumlah sebanyak 240 orang. Metode pengambilan sampel pada penelitian ini adalah metode purposive sampling. Penelitian ini merupakan penelitian kuantitatif dengan metode Structural Equation Model (SEM), pengolahan dan analisis data menggunakan software SPSS dan Lisrel. Hasil menunjukan bahwa orientasi pelanggan mempengaruhi perilaku penjualan adaptif tenaga penjual, dan perilaku tersebut juga mempengaruhi identifikasi organisasi tenaga penjual dan kinerja kerja mereka. Namun, ditemukan bahwa organizational identification tidak berpengaruh terhadap job performance, serta job burnout tidak berpengaruh terhadap job performance. Hasil ini menunjukan perlunya program dari perusahaan dalam memberikan kesempatan kepada tenaga penjual untuk lebih memahami budaya organisasi yang berorientasi kepada pelanggan serta mengembangkan identitas perusahaan dengan baik.

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