ANALISIS PENGARUH KONTROL PIMPINAN, KEPUASAN, DAN KOMITMEN TERHADAP KINERJA TENAGA PENJUAL

WAHYUDI, WAHYUDI (2003) ANALISIS PENGARUH KONTROL PIMPINAN, KEPUASAN, DAN KOMITMEN TERHADAP KINERJA TENAGA PENJUAL. Masters thesis, program Pascasarjana Universitas Diponegoro.

[img]
Preview
PDF - Published Version
2634Kb

Abstract

This study is to analyze the effect of satisfactory mediator on leaders to leaders control relationship (output, activity, and capability controls), to salespeople satisfaction on their Leader. The issue of th$ proposed study is a future research that is justified from the study conducted by Challa ala and Shervani (1996, p. 100) mentioning that it needs to add commitment variable of salespeople as one of antecedents of salespeople performance. A model was developed and five hypotheses were proposed to respond the research issue through (SEM) Structural Equation Modelling on AMOS 4.0 program The object selected here are salespeople of PT. Enseval Putera Megatrading Tbk., Semarang Branch. The results prove that all hypotheses of the study are accepted and can be suggested that commitment has direct effect on salespeople, while outcome control, activity control, and capability control have indirect effect through leader satisfaction (as mediator). Based on the analysis, and managerial implications are presented, as well as the limitation of the sti.dy and further study agenda that may serve as reference for another researchers. Penelitian ini menganalisis pengaruh mediator kepuasan terhadap pimpinan terhadap hubungan kontrol pimpinan (kontrol hash', kontrol aktivitas dan kontrol kemampuan) dengan kepuasan tenaga penjual terhadap Pimpinannya, permasalahan penelitian yang diajukan merupakan future research yang dijustifikasi dad penelitian Challagalla dan Shervani (1996, p.100) yaitu perlunya menambah variabel koniitmen tenaga telah penjual sebagai salah satu anteseden kinerja tenaga penjual. Sebuah model t lah dikembangkan dan 5 hipotesis telah diajukan untuk menjawab masalah penelitian pengujian SEM (Structural Equation Modelling) pada program AMOS 4.0. .0byek yang dipilih adalah para tenaga Penjual PT. Enseval Putera Megatrading Tbk, Cabang Semarang. Basil penelitian ini telah mebuktikan bahwa seluruh hipotesis dapat diterima dan dapat dijelaskan bahwa komitmen berpengaruh langsung terhadap kinerja tenaga penjual sedangkan kontrol hasil, kontrol aktivitas dan kontrol kemampuan berpengaruh tidak langsung yaitu melalui kepuasan terhadap pimpinan (sebagai mediator). Berdasarkan hasil analisis yang diperoleh, disajikan implikasi teoritis dan manajerial, serta keterbatasan penelitian maupun dan agenda penelitian yang akan datang yang dapat dijadikan referensi bagi peneliti selanjutnya.

Item Type:Thesis (Masters)
Subjects:H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
Divisions:Postgraduate Program > Master Program in Management
ID Code:9988
Deposited By:Mr UPT Perpus 2
Deposited On:04 May 2010 12:18
Last Modified:04 May 2010 12:18

Repository Staff Only: item control page