The Effect of Salesman Competency and Compensation on Salesman Performance with Loyalty as Mediating Variable: A Quantitative Analysis of Distributor General Trade in PT. Frisian Flag Indonesia

About Us

Ipmi Repository is an online archive service which is managed by IPMI Library - Learning Resource Center. Established for collecting, managing, saving, preserving and disseminating digital copies of intellectual output of IPMI International Business School such as academic journal, books, theses, Group Field Project, Community Involvement Project, Case Study, conference paper, and other types of research publication. The main objective of this repository is to provide long-term, public, open access and easily retrieve to the digital collection to support teaching-learning process.

"Knowledge without observation is nil"

Huda, Muhammad Khaerul (2019) The Effect of Salesman Competency and Compensation on Salesman Performance with Loyalty as Mediating Variable: A Quantitative Analysis of Distributor General Trade in PT. Frisian Flag Indonesia. Graduate thesis, Sekolah Tinggi Manajemen IPMI.

[img] Text
THE EFFECT OF SALESMAN COMPETENCY AND COMPENSATITON ON SALESMAN--570.pdf
Restricted to Registered users only
Download (3MB)

Abstract

The main objective of this thesis is to study the factor that affecting salesman performance of general trade business. The variables involved in the study to indicate factors that affected salesman performance are salesman competency, salesman compensation, salesman loyalty. The Structural Equation Model (SEM) is being used to analyze the data from 532 samples across Indonesia using LISREL 9.10 as the main tools of analysis. It’s concluded that there is significant correlation from Salesman Competency to improve Sales Performance directly. Together with Salesman Loyalty as mediator between two variables can increase even better salesman performance by 28%. Salesman loyalty become strong partial mediator (92.7% mediating power) of salesman compensation to salesman performance. The implication of this finding is by putting loyalty in the context of salesman competency and compensation can improve salesman performance significantly. The Suggestion for improvement and the future use of this research being discussed in this paper for references. Key Words: Salesman Competency; Salesman Compensation; Salesman Loyalty; Salesman Performance; Structural Equation Model; Distribution Company; Fast Moving Consumer Goods

Item Type: Thesis (Graduate)
Subjects: H Social Sciences > HD Industries. Land use. Labor
Divisions: Thesis > Master of Business Administration
Depositing User: Gandes Mranani
Date Deposited: 22 Jan 2020 04:31
Last Modified: 22 Jan 2020 04:31
URI: http://repository.ipmi.ac.id/id/eprint/351

Actions (login required)

View Item View Item