Analisis Pengaruh Job Autonomy, Customer Demandingness, dan Trait Competitiveness, Terhadap Sales Performance dengan Salesperson Learning dan Self Efficacy Sebagai Variabel Intervening

Debora, Deva (2010) Analisis Pengaruh Job Autonomy, Customer Demandingness, dan Trait Competitiveness, Terhadap Sales Performance dengan Salesperson Learning dan Self Efficacy Sebagai Variabel Intervening. Undergraduate thesis, Universitas Internasional Batam.

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Abstract

Competition in the business world increasingly stringent in this era of globalization encourages companies must create strategies appropriate to be able to compete with competitors, as well as on trade in services. Sales performance is the final effect of the work of a salesperson, a salesperson who will be loyal to the company's benefit. Besides, to achieve good sales performance of a salesperson should try to improve the learning effort to satisfy customer demandingness, facing trait competitiveness, and achievement of self-efficacy and job autonomy in the work. This sample is the salesperson who works on service companies in Batam. This research tested using a sample of 120 respondents to the survey method of distributing the questionnaire to the respondent that the salesperson is working on service companies in Batam. Data obtained was processed by using SPSS version 17. The method used to analyze these data is by using multiple regression methods. This study shows that customer demandingness results do not affect the learning effort, while job autonomy affect the learning effort and self-efficacy. In addition trait competitiveness does not affect the learning effort and sales performance. Likewise with learning effort has no effect on self-efficacy. self efficacy and affect sales performance. Keyword: Job autonomy, Customer demandingness, Trait competitiveness, Sales performance, Learning effort, Self-efficacy.

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