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 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 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.

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)

Employees’ Motivation for Creating International Business Venture: The Role of Perceived Competence and Job Satisfaction

2020 ◽  
Vol 25 (2) ◽  
Author(s):  
Anh D. Pham ◽  
Men T. Bui ◽  
Dung P. Hoang
Keyword(s):  
Job Satisfaction ◽  
International Business ◽  
Structural Equation ◽  
Positive Impact ◽  
Entrepreneurial Intention ◽  
Perceived Competence ◽  
Equation Model ◽  
Network Building ◽  
Perceived Desirability

This research investigates the determinants of entrepreneurial intention among Vietnamese employees, a crucial segment of potential entrepreneurs yet mostly neglected in previous studies. Given the focus on intention to create an international business venture and the working segment, we expand the entrepreneurial event theory by supplementing perceived competence and job satisfaction as determinants of entrepreneurial intention while testing the mediation of perceived feasibility and perceived desirability in such relationships correspondingly. Three focus groups on 27 Vietnamese employees were conducted to explore the specific relevant competences and develop the conceptual model. Afterwards, data from an empirical survey on 567 Vietnamese employees was analysed using a partial least squares structural equation model to test the hypothesised relationships. The empirical results indicate that perceived competences, viz. administrative competence, communication skills, network building competence, and international business expertise have a positive impact on entrepreneurial intention. The relationships between either administrative competence, network building capacity or international business expertise, and entrepreneurial intention are totally mediated by perceived feasibility. The study also reveals a noteworthy finding about the negative direct effect of overall job satisfaction on entrepreneurial intention and the partial mediating role of perceived desirability in this relationship.

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.

scholarly journals The Mediating Role of Job Competence between Safety Participation and Behavioral Compliance

2021 ◽  
Vol 18 (11) ◽  
pp. 5783
Author(s):  
Jia-Ming Wang ◽  
Pin-Chao Liao ◽  
Guan-Biao Yu
Keyword(s):  
Structural Equation ◽  
Safety Management ◽  
Positive Impact ◽  
Equation Model ◽  
The Sustainable Development ◽  
Factors Affecting ◽  
Behavioral Compliance ◽  
Mediating Role ◽  
Chinese Company ◽  
Job Competence

The effective improvement of employee behavioral compliance and safety performance is an important subject related to the sustainable development of the construction industry. Based on data from a Chinese company (n = 290), this study used a partial least squares-structural equation model to clarify the relationship among safety participation, job competence, and behavioral compliance. Empirical analysis found that: (1) safety participation had a significant positive impact on employees’ behavioral compliance; and (2) job competence played a partial mediating role between safety participation and behavioral compliance. By selecting two new perspectives of safety participation and job competence, this study derived new factors affecting behavioral compliance, constructed a new theory about safety management, and conducted an in-depth discussion on improving behavioral compliance theoretically. Practically, the research put forward a new decision-making model, deconstructed the mechanism between safety participation and behavioral compliance, and provided new guiding strategies for improving employee behavioral compliance.

scholarly journals Driving Mechanism of Farmers’ Utilization Behaviors of Straw Resources—An Empirical Study in Jilin Province, the Main Grain Producing Region in the Northeast Part of China

2021 ◽  
Vol 13 (5) ◽  
pp. 2506
Author(s):  
Hongpeng Guo ◽  
Shuang Xu ◽  
Xiaotong Wang ◽  
Wen Shu ◽  
Jia Chen ◽  
...  
Keyword(s):  
Structural Equation ◽  
Positive Impact ◽  
Agricultural Waste ◽  
Equation Model ◽  
Subjective Norms ◽  
Jilin Province ◽  
Policy Implications ◽  
Driving Mechanism ◽  
Perceived Behavior Control

In recent years, the unsustainable behaviors of straw utilization have led to waste straw being one of the sources of agricultural non-point source pollution. Studying the resource utilization of crop straw is conducive to expediate the development of ecological and green agriculture. More importantly, it has long-term significance for the recycling of agricultural waste, improving the quality of rural life, and the employment of farmers. Based on the theory of planned behavior (TPB), taking the representative survey questionnaire of farmers in Jilin Province, China as the sample, the structural equation model (SEM) was constructed to study the main factors that drive the utilization behaviors of straw resources of farmers and to explore the driving mechanism of the farmers behaviors in Jilin Province. The results show that the behavioral attitude and subjective norms of farmers in Jilin Province not only indirectly affect their actual behaviors through behavioral willingness, but also has significant direct effects on their behaviors. The most critical factors that affect the willingness of farmers to utilize the straw resources in Jilin Province are subjective norms and moral responsibilities. The subjective norms of farmers have a direct and significant positive impact on their willingness and behaviors. Behavioral attitude and perceived behavior control have a significant positive impact on their willingness. The behavioral willingness has a significant positive impact on their actual behaviors. This study provides guidance for the utilization of straw resources policy implications.

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