scholarly journals THE IMPACT OF TRAINING QUALITY, MANAGERIAL SKILL AND SALES MOTIVATION ON DEVELOPING SALESMAN PERFORMANCE TO INCREASE SALES EFFECTIVENESS

2018 ◽  
Vol 16 (2) ◽  
pp. 70
Author(s):  
Elvira Novita ◽  
Harry Soesanto ◽  
Sutopo Sutopo
Keyword(s):  
Credit Card ◽  
Structural Equation ◽  
Goodness Of Fit ◽  
Research Problem ◽  
Equation Model ◽  
Chi Square ◽  
Managerial Skill ◽  
Sales Effectiveness ◽  
Training Quality ◽  
The Impact

The purpose of this research is to analyze the influences of training quality, managerial skill, sales motivation toward salesman performance to impact the salesman performance to increase sales effectiveness. The research problem is how to increase of training quality, managerial ability, sales motivation toward salesman performance to impact the sales effectiveness.This research analyzes the factor that influences repurchase intention use mediating variable brand preference.  This research developed a theoretical model by submitting four hypotheses where will be tested by Structural Equation Model (SEM) used AMOS 21.0. Respondents in this research are people who work as a credit card salesman with total 157 respondents.  The result of SEM data processing already found the goodness of fit follows, the value of chi-square = 77,261, df: 96, p:5%; probability = 0,920; GFI = 0,940; AGFI = 0,915; TLI = 1,013; CFI = 0,959; CMIN/DF = 0,805;RMSEA = 0,000. Empirical analyze indicate the influences of training quality are significant to salesman performance; the effect of sales motivation are significant to salesman performance; the effect of managerial skill are significant to salesman performance;the effect of salesman performance are significant to sales effectiveness and the effect of managerial skill are significant to sales effectiveness. 

scholarly journals THE STRATEGY TO IMPROVE SALESPERSON’S PERFORMANCE BY SALESPERSON’S TECHNICAL COMPETENCY, SALES SOFT CAPABILITY, SERVICE ORIENTATION, AND ADAPTIVE SELLING

2018 ◽  
Vol 16 (3) ◽  
pp. 167
Author(s):  
Shandy Ibnu Zakaria ◽  
Augusty Tae Ferdinand ◽  
Susilo Toto Raharjo
Keyword(s):  
Structural Equation ◽  
Goodness Of Fit ◽  
Positive Impact ◽  
Equation Model ◽  
Distribution Area ◽  
Service Orientation ◽  
Chi Square ◽  
Adaptive Selling ◽  
Central Java ◽  
Technical Competency

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. 

scholarly journals Pengaruh Kompetensi Menjual, Kualitas Hubungan, dan Pengalaman Menjual untuk meningkatkan Kinerja Tenaga Penjualan (Studi pada PT. New Ratna Motor Semarang)

2017 ◽  
Vol 16 (1) ◽  
pp. 1
Author(s):  
Aulia Arma ◽  
Augusty Tae Ferdinand ◽  
Susilo Toto Raharjo
Keyword(s):  
Structural Equation Model ◽  
Structural Equation ◽  
Goodness Of Fit ◽  
Equation Model ◽  
Full Model ◽  
Chi Square

Tujuan penelitian ini adalah untuk menganalisis pengaruh kompetensi menjual, kualitas hubungan, dan pengalaman menjual untuk meningkatkan kinerja tenaga penjualan di PT. New Ratna Motor. Adapun  objek pada penelitian ini adalah tenaga penjualan PT. New Ratna Motor. Sampel pada penelitian ini sebanyak 139 responden dan teknik pengambilan sampel yang digunakan pada penelitian ini adalah teknik sensus.Teknik analisis data yang digunakan adalah teknik structural equation model (SEM) dari software AMOS 22. Hasil pengujian menggunakan SEM menunjukan kriteria goodness of fit full model adalah Chi-Square = 92,407; Probability = 0,000; CMIN/DF = 1,925; GFI = 0,893; AGFI = 0,826, TLI = 0,960; CFI = 0,971; dan RMSEA = 0,084. Dengan demikian dapat dikatakan bahwa model dalam penelitian ini layak untuk digunakan.Hasil penelitian menunjukan bahwa kompetensi menjual berpengaruh positif dan signifikan terhadap kualitas hubungan, pengalaman menjual tidak berpengaruh terhadap kualitas hubungan, pengalaman menjual berpengaruh positif dan signifikan terhadap kompetensi menjual, pengalaman menjual berpengaruh positif dan signifikan terhadap kinerja tenaga penjualan, kompetensi menjual tidak berpengaruh terhadap kinerja tenaga penjualan, kualitas hubungan berpengaruh positif dan signifikan terhadap kinerja tenaga penjualan. Penelitian ini memberikan beberapa keterbatasan penelitian serta agenda penelitian mendatang yang bisa dilakukan pada penelitian selanjutnya.

scholarly journals Effect of Grandmother-Mother Relationship on Grandmother-Grandchildren Ties: Focusing on the Mediating Effect of Coparenting

2020 ◽  
Vol 58 (2) ◽  
pp. 149-161
Author(s):  
Hye Jeong Choi ◽  
Jeong Shin An
Keyword(s):  
Indirect Effect ◽  
Structural Equation ◽  
Goodness Of Fit ◽  
Statistical Significance ◽  
Equation Model ◽  
Mediating Effect ◽  
Mediation Effect ◽  
Likelihood Method ◽  
Chi Square ◽  
Fit Index

This study showed that the association between grandmother-mother relationship and grandmother-grandchildren ties is mediated by the coparenting. Participants consisted of 329 grandmothers who were rearing preschool aged grandchildren in the Seoul and Gyeonggido area. SPSS 23.0 performed descriptive statistical analysis and correlation analysis. The structural equation model was estimated with AMOS 23.0. Parameters were estimated using the maximum likelihood method. Model fit index used the chi-square statistic, the goodness of fit index (GFI), the Turker-Lewis index (TLI), the comparative fit index (CFI), the root mean square error of approximation (RMSEA). The mediation effect analysis followed a two-step verification process; direct and indirect effect. In addition, statistical significance of the indirect effect was examined using a bootstrapping procedure. The results are as follows. First, a positive correlation was found between the grandmother-mother relationship, grandmother-grandchildren ties, and coparenting. Second, the association between grandmother-mother relationship and grandmother-grandchildren ties is mediated by coparenting. The results of this study suggest that the quality of the grandmother’s relationship with mothers and cooperative coparenting is important to building relationships with grandchildren. In addition, coparenting can be an important mechanism for grandmother-mother relationships and grandmother-grandchild ties. Based on the results of this study, we discussed ways to improve the grandmothers’ relationship quality with the mother and strengthen parenting ability.

scholarly journals ANALISIS PENGARUH PENGINDERAAN PASAR, PEMASARAN KEWIRAUSAHAAN, KEMAMPUAN JARINGAN, DAN KEUNGGULAN BERSAING TERHADAP KINERJA PEMASARAN (Studi Pada UKM Makanan dan Minuman di Kota Semarang)

2019 ◽  
Vol 27 (2) ◽  
pp. 79
Author(s):  
Choirunnisa Choirunnisa ◽  
Augusty Tae Ferdinand ◽  
Farida Indriani
Keyword(s):  
Structural Equation Model ◽  
Random Sampling ◽  
Structural Equation ◽  
Goodness Of Fit ◽  
Simple Random Sampling ◽  
Equation Model ◽  
Chi Square ◽  
Probability Sampling

Penelitian ini bertujuan untuk menguji apakah pengaruh penginderaan pasar, pemasaran kewirausahaan, kemampuan jaringan, dan keunggulan bersaing mempunyai pengaruh terhadap kinerja pemasaran pada UKM makanan dan minuman di Kota Semarang. Penelitian ini mengambil sampel sebanyak 200 responden UKM makanan dan minuman di Kota Semarang.  Teknik pengambilan sampel yang digunakan yaitu probability sampling dengan metode simple random sampling. Alat analisis yang digunakan yaitu structural equation model (SEM) pada program AMOS. Hasil analisis data untuk model secara keseluruhan telah memenuhi kriteria Goodness Of Fit yaitu nilai chi-square = 213,800; probability = 0,059; CMIN/DF = 1,168; GFI = 0,901; AGFI = 0,875; TLI = 0,988; CFI = 0,989; RMSEA = 0,029. Dengan demikian, dapat dikatakan bahwa model penelitian yang diajukan dapat diterima. Penelitian ini mempunyai lima hipotesis dan sudah diuji, ada satu hipotesis yang ditolak dan empat diterima. H1 penginderaan pasar memiliki pengaruh positif dan signifikan terhadap keunggulan bersaing. Kemudian, H2 pemasaran kewirausahaan memiliki pengaruh positif dan signifikan terhadap kemampuan jaringan, lalu H3 keunggulan bersaing memiliki pengaruh positif dan signifikan terhadap kinerja pemasaran. Selanjutnya H4 kemampuan jaringan memiliki pengaruh positif dan signifikan terhadap keunggulan bersaing, dan H5 kemampuan jaringan memiliki pengaruh positif dan tidak signifikan terhadap kinerja pemasaran.

scholarly journals Analisis Pengalaman Wisatawan Melalui Nilai yang Dirasakan Terhadap Keputusan Pembelian Pada Makanan Lokal Kota Semarang

2019 ◽  
Vol 18 (2) ◽  
pp. 124-140
Author(s):  
Romi Setiawan ◽  
Augusty Tae Ferdinand
Keyword(s):  
Structural Equation Model ◽  
Structural Equation ◽  
Goodness Of Fit ◽  
Equation Model ◽  
Chi Square ◽  
Research Gap

Penelitian ini dilakukan berdasarkan dari kesenjangan hasil penelitian terdahulu (research gap) mengenai pengalaman wisatawan terhadap keputusan pembelian produk. Serta menguji secara empiris factor-faktor yang dapat mempengaruhi keputusan pembelian seperti nilai hadiah, nilai nostalgia dan nilai ikonik. Karena keputusan pembelian dipengaruhi dari persepsi nilai yang dirasakan oleh konsumen.Tujuan dari penelitian ini yaitu membangun sebuah model konseptual untuk menggambarkan dan memberikan jawaban pada kesenjangan variable pengalaman wisatawan dan keputusan pembelian melalui nilai hadiah, nilai nostalgia dan nilai ikonik. Penelitian ini dilakukan di Kota Semarang dengan responden yaitu wisatawan yang pernah berkunjung ke kota Semarang dan melakukan pembelian makanan lokal. Jumlah responden yang digunakan yakni sebanyak 160 responden. Teknik analisis yang digunakan adalah Structural Equation Model (SEM) dengan menggunakan AMOS 24.Hasil analisis SEM memenuhi kriteria dari Goodness Of Fit Chi-square 184.579, probabilitas 0.015, GFI sebesar 0.897, TLI sebesar 0.988, CFI sebesar 0.989 CMIN/DF sebesar 1.273 dan RMSEA sebasar 0.41. Hasil pengujian menghasilkan bahwa pengalaman wisatawan berpengaruh positif terhadap nlai hadiah, nilai nostalgia dan ikonik serta nilai nostalgia dan ikonik berpengaruh positif terhadap keputusan pembelian makanan lokal Kota Semarang. Sedangkan nilai hadiah tidak berpengaruh pada keputusan pembelian.

#INCLUSION – THE IMPACT OF SOCIAL MEDIA COMMUNICATION ON THE LEGITIMACY OF ARMED FORCES

2019 ◽  
pp. 43-60
Author(s):  
EVA MOEHLECKE DE BASEGGIO ◽  
OLIVIA SCHNEIDER ◽  
TIBOR SZVIRCSEV TRESCH
Keyword(s):  
Social Media ◽  
Political Communication ◽  
Structural Equation ◽  
Armed Forces ◽  
Equation Model ◽  
Media Communication ◽  
The Public ◽  
Political Legitimation ◽  
Social Media Communication ◽  
The Impact

The Swiss Armed Forces (SAF), as part of a democratic system, depends on legitimacy. Democracy, legitimacy and the public are closely connected. In the public sphere the SAF need to be visible; it is where they are controlled and legitimated by the citizens, as part of a deliberative discussion in which political decisions are communicatively negotiated. Considering this, the meaning of political communication, including the SAF’s communication, becomes obvious as it forms the most important basis for political legitimation processes. Social media provide a new way for the SAF to communicate and interact directly with the population. The SAF’s social media communication potentially brings it closer to the people and engages them in a dialogue. The SAF can become more transparent and social media communication may increase its reputation and legitimacy. To measure the effects of social media communication, a survey of the Swiss internet population was conducted. Based on this data, a structural equation model was defined, the effects of which substantiate the assumption that the SAF benefits from being on social media in terms of broadening its reach and increasing legitimacy values.

The Structural Equation Models Of Environmental Concern and Knowledge To Green Trust and Green Purchase Intention Towards Green Products (Guideliness)

2018 ◽  
Author(s):  
rizka zulfikar
Keyword(s):  
Structural Equation Model ◽  
Purchase Intention ◽  
Structural Equation ◽  
Goodness Of Fit ◽  
Environmental Concern ◽  
Equation Model ◽  
Environmental Knowledge ◽  
Green Product ◽  
Green Trust ◽  
Fit Index

This research aims to find a structural equation model that can explain the relationship and influence of the environmental concern and Environmental Knowledge to green trust and green purchase intention towards green product. This study is a survey research using questionnaires as an instrument. Population and sample used in this study is public of South Kalimantan Province and taken as many as 150 respondents using non-purposivesampling method. The analysis technique used are : the instruments test, the construct validity and reliability test, the suitability of the model based on the goodness of fit index, pathways analysis and the Influence test according to the model of SEM that complies with the goodness of fit index to determine the effect of variable perception value and risk to public trust. The study found that: (1) Structural equation model of the correlation between the environmental concern and Environmental Knowledge to green trust and green purchase intention towards green product are comply with the criteria and standards of goodness of fit index, (2) (3) (4)

scholarly journals Structural equation model of affecting factors on elder abuse to patients under hemodialysis by family caregivers

2021 ◽  
Vol 21 (1) ◽  
Author(s):  
Amaneh Mahmoudian ◽  
Abbas Shamsalinia ◽  
Atefeh Alipour ◽  
Zahra Fotoukian ◽  
Fatemeh Ghaffari
Keyword(s):  
Older Adults ◽  
Family Caregivers ◽  
Structural Equation Model ◽  
Structural Equation ◽  
Goodness Of Fit ◽  
Elder Abuse ◽  
Equation Model ◽  
Care Burden ◽  
Beta Coefficient ◽  
Fit Index

Abstract Background The objectives of the present study were to determine the prevalence of older adults with hemodialysis (HD) abuse by family caregivers and the factors affecting it. Method This is a correlational-causal study, which is conducted in 2018 in Iran. The sample size was 367 in both groups (the older adults and their family caregivers). Data collection was done using an individual-social information questionnaire for the older adults under hemodialysis and their family caregivers, the questionnaire of elder abuse by family caregivers to the older people under hemodialysis, Zarit Burden Interview and the scale of instrumental activities of daily living (IADL). Data were analyzed by the structural equation model (SEM) method. The Fitness of proposed pattern was measured using the following indexes: chi-square/degree of freedom ratio (CMIN/DF), Normed Fit Index (NFI), comparative fit index (CFI), goodness of fit index (GFI), and standardized root mean squared residual (SRMR). The significant level in this study was considered p < 0.05. Results The results of the present study showed that more than 70 % of the older adults suffer from elder abuse by family caregivers on average. The highest median elder abuse was related to emotional misbehavior (21.46 ± 6.09) and financial misbehavior (19.07 ± 5.33), respectively. Moderate care burden was experienced by 63.2 % of caregivers. The percentage of older women and men, who needed help with daily activities was 81.4 and 80.5 %, respectively. The results showed that the caregivers’ level of education and care burden with standard beta coefficient of -0.251 and 0.200 and the educational level of older adults and IADL with the best beta coefficient of -0.299 and − 0.234, had the highest regression effect on elder abuse respectively. According to the results, the model-fit indices of the hypothesized model was meet the criteria, with the NFI = 0.951, GFI = 0.970, CFI = 0.967, and SRMR = 0.041. The outcome was suitable for the recommended level, so the hypothetical model appeared to fit the data. Conclusions The results of the present study showed that the prevalence of elder abuse by family caregivers among the older adults under hemodialysis is high. Providing psychological counseling can reduce the consequences of elder abuse.

Positive Mood as a Mediator of the Relations among Musical Preference, Postconsumption Product Evaluation, and Consumer Satisfaction

2007 ◽  
Vol 100 (3) ◽  
pp. 927-938 ◽  
Author(s):  
Ching-I Teng ◽  
Hsu-Min Tseng ◽  
Heng-Hui Wu
Keyword(s):  
Consumer Satisfaction ◽  
Structural Equation ◽  
Positive Mood ◽  
Product Evaluation ◽  
Equation Model ◽  
Coffee Shop ◽  
Chi Square ◽  
Musical Preference ◽  
Proposed Model ◽  
Competing Models

This study of how positive mood mediates the influences of musical preference and postconsumption product evaluation on consumer satisfaction focuses specifically on a model in which positive mood fully mediates the influences. The proposed model is compared with two competing models, and a structural equation model is used to test and compare the three theory-driven models. This study sampled 247 students majoring in management at a single university. They had mean age of 23 yr. ( SD = 2.5). This study used questionnaires to measure subjects' evaluations of a cup of coffee, preference for the music broadcast in the coffee shop, positive mood, and satisfaction after they had the coffee. Analysis indicated that the proposed model outperformed the two competing models in describing the data using chi-square difference tests. Positive mood was identified as a full mediator of the relationship between musical preference and consumer satisfaction. Moreover, the results demonstrate for service managers the importance of creating positive consumer mood.

Researchers’ awareness about plagiarism and impact of plagiarism detection tools – does awareness effect the actions towards preventing plagiarism?

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Sk. Mamun Mostofa ◽  
Mashiat Tabassum ◽  
S.M. Zabed Ahmed
Keyword(s):  
Structural Equation ◽  
Structural Model ◽  
Personal Characteristics ◽  
Equation Model ◽  
Equation Modeling ◽  
Plagiarism Detection ◽  
Chi Square ◽  
Content Type ◽  
Reported Study ◽  
Chi Square Test

Purpose This paper aims to analyse researchers’ awareness about plagiarism and impact of plagiarism detection tools on the actions that they take to prevent plagiarism. It also employs a structural model that examines whether awareness of plagiarism and anti-plagiarism tools have any significant effect on the actions taken by the researchers to avoid plagiarism. Design/methodology/approach A survey questionnaire was distributed to researchers at a large public university in Bangladesh. The survey accumulated 184 valid responses. Descriptive statistics were obtained to assess researchers’ awareness about plagiarism and impact of plagiarism detection tools and the actions taken by them. The reasons that may cause plagiarism were also identified. The awareness of the availability of the anti-plagiarism software that was being used by the university and its actual use by the researchers was gathered through the survey. Non-parametric Mann–Whitney and Kruskal–Wallis tests were conducted to investigate the differences in awareness levels and actions in terms of gender, age, discipline and current level of research. The chi-square test was carried out to examine the relationship between awareness about the availability of the anti-plagiarism software and its use by the researchers. Finally, the survey data were analysed using structural equation modeling to examine the effects of awareness of plagiarism and anti-plagiarism software on the actions taken by the researchers. Findings The study revealed that the level of awareness regarding plagiarism and impact of plagiarism detection software is generally high among the researchers. There are some significant differences between researchers’ demographic and personal characteristics and their awareness levels and actions with regard to plagiarism. The findings indicate that almost three-quarters of the researchers were aware about the anti-plagiarism tool that is being used, whereas more than half of the researchers indicated that they used the software to assess their works. The results of the structural equation model do not show a good fit, although there is strong statistical evidence that awareness about plagiarism and anti-plagiarism software has significantly impacted researchers’ actions towards preventing plagiarism. Originality/value There is no reported study on researchers’ awareness of plagiarism and its affiliated issues in Bangladesh. The findings of this study will not only provide useful insights regarding awareness about plagiarism but also assist university authorities to formulate relevant policy and take necessary actions against plagiarism in higher education institutions.

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