Sales Performance dan Faktor yang Mempengaruhinya
DOI:
https://doi.org/10.30651/blc.v18i2.7111Abstract
This study aims to determine the effect of organizational justice, intrafirm competition, and salesperson organization fit on salesperson deviance workplace behavior and their impact on sales performance. This study uses a quantitative approach, with the method of collecting data through a questionnaire. The number of samples in this study was 108 employees. The analysis technique used is Partial Least Square (PLS). This study indicates that (1) organizational justice and intrafirm competition have a negative and significant effect on deviance workplace behavior. (2) intrafirm competition has a positive and significant effect on deviance workplace behavior. (3) salesperson organization fit has a negative and insignificant effect on deviance workplace behavior. (4) deviance workplace behavior has a negative and significant effect on the sales performance of sales force employees in the banking industry.
Keywords                   : Deviance Workplace Behavior; Intrafirm Competition; Organizational Justice; Salesperson Organization Fit; Sales Performance
Correspondence to     : ayu.magdalena@gmail.com
Â
Penelitian ini bertujuan untuk mengetahui pengaruh organizational justice, intrafirm competition dan salesperson organization fit terhadap salesperson deviance workplace behaviour dan dampaknya terhadap sales performance. Penelitian ini menggunakan pendekatan kuantitatif, dengan metode pengumpulan data melalui kuesioner. Jumlah Sampel dalam penelitian ini 108 karyawan. Teknik analisis yang digunakan adalah Partial Least Square (PLS). Hasil dari penelitian ini menunjukkan bahwa (1) organizational justice dan intrafirm competition berpengaruh negatif dan signifikan terhadap deviance workplace behavior. (2) intrafirm competition berpengaruh positif dan signifikan terhadap deviance workplace behavior. (3) salesperson organization fit berpengaruh negatif dan tidak signifikan terhadap deviance workplace behavior. (4) deviance workplace behavior berpengaruh negatif dan signifikan terhadap sales performance pada karyawan tenaga penjualan yang ada di industri perbankan.
Kata Kunci                 : Deviance Workplace Behavior; Intrafirm Competition; Organizational Justice; Salesperson Organization Fit; Sales PerformanceReferences
Akram, Tayyaba, et all. 2020. “The Impact Of Organizational Justice On Employee Innovative Work Behavior: Mediating Role Of Knowledge Sharingâ€. Journal of Innovation And Knowledge 5, 117-129.
Ambrose, Maureen L, 2002. †Contemporary Justice Research: A New Look At Familiar Questionsâ€. Organizational Behavior and Human Decision Processes 89, 803–812.
Ananta, Yanurisa. 2019. Persaingan Perbankan Makin Ketat, OJK Minta Perbankan Konsolidasi. (https://www.cnbcindonesia.com/market/20190219142522-17-56383/persaingan-perbankan-makin-ketat-ojk-minta-bank-konsolidasi, diakses 14 November 2020)
Asthakova, Marina N. 2016. “Explaining The Effects Of Perceived Person-Supervisor Fit And Person-Organization Fit On Organizational Commitment In The U.S. And Japanâ€. Journal of Business Research 69, 956-963.
Bennett, Rebecca J., and Sandra L. Robinson. 2000, “Development of a Measure of Workplace Deviance,†Journal of Applied Psychology, 85 (3), 349–360.
Bodla, Ali Ahmad, et al. 2018. “Authoritarian Leadership, Organizational Citizenship Behavior, And Organizational Deviance Curvilinear Relationshipsâ€. Leadership & Organization Development Journal 40 (5), 583-599.
Christopher, M., Payne, A. and Ballantyne, D. 1991. “Relationship Marketing: Bringing Quality, Customer Service and Marketing Togetherâ€.
Cooper, D.R., Schindler, P.S., 2001. Business Research Methods, eigth ed. McGraw Hill/Irwin, New York.
Darrat, M.A., et al. 2016. Examining The Impact Of Job Embeddedness On Salesperson Deviance: The Moderating Role Of Job Satisfaction, Industrial Marketing Management.
Ghozali, Imam. 2008 “Structural Equation Modeling Metode Alternatif dengan Partial Least Squareâ€. Semarang : Badan Penerbit – Universitas Diponegoro
Groza, Mark D. 2018. “Salesperson Regulatory Knowledge And Sales Performanceâ€. Journal Of Business Research 89, 37-46.
Hair Jr., J.F., Black, W.C., Babin, B.J., Anderson, R.E., 2010. Multivariate Data Analysis. A Global Perspective, seventh edition Prentice Hall, Upper Saddle River, NJ.
Haldorai, Kavitha, Woo Gon Kim, et al. 2020. “Workplace spirituality as a mediator between ethical climate and workplace deviant behaviorâ€. International Journal of Hospitality Management 86.
Hamstra, Melvyn R. W., et al. 2018. “Does Employee Perceived Person-Organization Fit Promote Performance? The Moderating Role Of Supervisor Perceived Person-Organization Fitâ€. European Journal of Work and Organizational Psychology.
Imamoglu, Salih Zeki, et al. 2019. “The Effect of Organizational Justice and Organizational Commitment on Knowledge Sharing and Firm Performanceâ€. Procedia Computer Science 158, 899-906.
Jelinek, Ronald, Michael Ahearne. 2006. “The Enemy Within : Examining Salesperson Deviance and Its Determinantsâ€. Journal of Personal Selling & Sales Management, XXVI (4), 327–344.
Jelinek, Ronald, Michael Ahearne. 2010. “Be Careful What You Look For: The Effect of Trait Competitiveness and Long Hours on Salesperson Deviance and Whether Meaningfulness of Work Mattersâ€. Journal of Marketing Theory and Practice, 18 (4), 303–321.
Jung, Jin Ho, Jaewon Yoo. 2019. “The Effects Of Deviant Customer-Oriented Behaviors On Service Friendship: The Moderating Role Of Co-Productionâ€. Journal of Retailing and Consumer Services 48, 60-69.
Malhotra, N.K. 2007. Marketing Research an Applied Orientation (5th Edition). New Jersey: Pearson Education
Ndubisi, N.O. 2004. “Understanding The Salience Of Cultural Dimensions On Relationship Marketing, Its Underpinnings And Aftermathsâ€. Cross Cultural Management 11 (3), 70-89.
Rodrigues, P., Pinho, J. 2012. “The Impact Of Internal And External Market Orientation On Performance In Local Public Organizationsâ€. Marketing Intelligence & Planning 30 (3), 284-306.
Shannahan, Rachelle J., et al. 2017. “How salesperson perceptions of customers pro-social behaviors help drive salesperson performanceâ€. Industrial Marketing Management 62, 36-50.
Stangor, Charles. 2010. Introduction to Psycology : Changing Behaviour Through Reinforcement and Punishment. 1st Canadian Edition.
Wang, Z., Singh, S.N., Li, Y.J., Mishra, S., Ambrose, M., Biernat, M..2017. “Effects Of Employees' Positive Affective Displays On Customer Loyalty Intentions: An Emotions-Associal- Information Perspectiveâ€. Academy Management Journal 60 (1), 109–129.
Downloads
Published
Issue
Section
License
Hak Cipta
- Hak cipta terhadap artikel yang diterbitkan di BALANCE: Economic, Business, Management, and Accounting Journal adalah penerbit atau BALANCE: Economic, Business, Management, and Accounting Journal.
- Penulis harus menyerahkan hak cipta pada jurnal dengan menandatangai dan mengirimkan form penyerahan hak cipta (template) melalui email balance@um-surabaya.ac.id.
- Penulis dapat menyebarluaskan artikelnya melalui media manapun.
Lisensi
Setiap karya yang ditulis penulis dilisensi dengan Creative Commons Attribution-NonCommercial 4.0 International License.
