Gracia, Abigail (2023) Pengaruh political skill, customer-relationship-building competence, customer-oriented selling, dan customer-directed deviance terhadap sales performance PT. Astra International Tbk. Bachelor thesis, Universitas Pelita Harapan.
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Abstract
Penelitian ini bertujuan untuk menganalisis Political Skill, Customer-Relationship-Building Competence, Customer-Oriented Selling, dan Customer-Directed Deviance Terhadap Sales Performance PT. Astra International Tbk. Penelitian ini meliputi 220 salespeople otomotif sebagai sampel menggunakan teknik nonprobability sampling, dengan berbagai cabang showroom dari dealer otomotif PT Astra International - Tbk sebagai lokasi penelitian dan pengumpulan data dengan menggunakan instrumen kuesioner elektronik yang disusun menggunakan Google Form yang kemudian disebarkan secara daring menggunakan aplikasi WhatsApp, LINE, dan direct message Instagram. Data yang dikumpulkan berupa data kuantitatif dan analisis data regresi berganda dan PLS - SEM digunakan untuk menguji hipotesis penelitian. Hasil pengujian hipotesis menunjukan bahwa hipotesis 1 sampai 8 didukung dan hipotesis ke-9 tidak didukung, yakni political skill berpengaruh secara positif terhadap customer-relationship-building competence, political skill berpengaruh secara negatif terhadap customer-oriented selling, political skill berpengaruh secara positif terhadap sales performance, political skill berpengaruh secara negatif terhadap frekuensi customer-directed deviance, customer-relationship-building competence berpengaruh secara negatif terhadap customer-oriented selling, customer-oriented selling berpengaruh secara positif terhadap frekuensi customer-directed deviance, customer-relationship-building competence berpengaruh secara negatif terhadap frekuensi customer-directed deviance, customer-relationship-building competence berpengaruh secara positif terhadap sales performance, serta frekuensi customer-directed deviance berpengaruh secara negatif terhadap sales performance.
Item Type: | Thesis (Bachelor) | ||||||||||||||||
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Uncontrolled Keywords: | Political Skill; Customer-Relationship-Building Competence; Customer-Oriented Selling; Customer-Directed Deviance; Sales Performance; Automotive. | ||||||||||||||||
Subjects: | H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management H Social Sciences > HF Commerce |
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Divisions: | University Subject > Current > Faculty/School - UPH Karawaci > Business School > Management Current > Faculty/School - UPH Karawaci > Business School > Management |
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Depositing User: | Abigail Gracia | ||||||||||||||||
Date Deposited: | 30 Jan 2023 08:38 | ||||||||||||||||
Last Modified: | 30 Jan 2023 08:38 | ||||||||||||||||
URI: | http://repository.uph.edu/id/eprint/53376 |
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