PENGARUH ORIENTASI PEMBELAJARAN, KERJA CERDAS DAN KERJA KERAS TERHADAP KINERJA TENAGA PENJUALAN PERUSAHAAN FREIGHT FORWADING DI SEMARANG
DOI:
https://doi.org/10.58192/ebismen.v1i2.30Keywords:
Learning Orientation, Smart Work And Hard WorkAbstract
This study aims to analyze the learning orientation on the performance of salespeople through smart work, and hard work owned by salespeople. High sales force performance is needed by the company so that sales success can be achieved. Learning orientation is one of the factors that have an influence on increasing salesperson performance, because with a learning orientation it can make a salesperson able to work smartly, have the ability to sell, so that the salesperson's performance will increase. The research method uses SEM (Structural Equation Modeling) analysis with the AMOS program. The results of the study prove that learning orientation, smart work and hard work have a positive influence on the performance of salespeople.
References
Challagalla, Goutam N dan Tasaddug A Shervani, (1996), “Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction”, Journal of Marketing, Januari, 89-105.
Cooper, D.R dan Emory, C.W (1995), Bussiness Research Methods, Fifth Edition, USA: Richard D. Irwin, Inc.
Denny Hotman Hasiholan Sitompul, (2004), “Pengaruh Orientasi Belajar dan Komitmen Organisasional Terhadap Keja Cerdas Dalam Meningkatkan Kinerja Penjualan,” Jurnal Sains Pemasaran Indonesia, Vol.III, No.1, Mei 2004, 41-54
Ferdinand, A.T, 2006, “SEM Dalam Penelitian Manajemen”, Badan Penerbit Universitas Diponegoro Semarang, Indonesia.
Ghozali, I. 2011. Model Persamaan Struktural: Teori, dan Aplikasi dengan Program AMOS 24 (7ed). Semarang: Badan Penerbit Universitas Diponegoro
Skinner, Steven J, (2000), “Peak Performance in The Salesforce”, Journal of Personnal Selling & Sales Management, Vol XX, No.1.
Slater, S.F & Narver, J.C, (1994), “Market Orientation and The Learning Organization,” Journal of Marketing, Vol.59, July
Sujan, Harish, Barton A. Weitz, dan Nirmalya Kumar, (2020), “Learning Orientation, Working Smart, and Efective Selling”, Journal of Marketing, Vol.58, July, 39-52.
Tansu, AB, (1999), “Benchmark of Succesfull Salesforce Performance,” Canadian Journal of Administrative Science
