Kinerja Salesperson dan Kecerdasan Salesperson : Faktor kunci dari Keunggulan bersaing berkelanjutan bagi UMKM

Adi Santoso, Naning Kristiyana, Wahna Widhianingrum

Abstract


This study was conducted with the aim of analyzing the effect of Salesperson performance and Salesperson intelligence on the competitive advantage of sustainable Reog handicraft SMEs in East Java. In this study, we will examine the influence of Salesperson intelligence and Salesperson performance in increasing sustainable competitive advantage in Reog handicraft SMEs. This study uses SMEs Reog Crafts in East Java as the research sample. This study uses multiple linear regression analysis on the first substructure and uses simple linear regression analysis on the second substructure. The results of this study found that Innate intelligence, Technology Intelligence, and Emotional Intellectual have a positive and significant influence on Salesperson Performance. In the second substructure test, it was found that Salesperson Performance had a positive and significant effect on SMEs Sustainable Competitive Advantage.


Keywords


Innate intelligence, Technology Intelligence, Emotional Intellectual, Salesperson Performance, Sustainable Competitive Advantage

Full Text:

PDF PDF

References


AlDosiry, K. S., Alkhadher, O. H., AlAqraa, E. M., & Anderson, N. (2016). Relationships between emotional intelligence and sales performance in Kuwait. Revista de Psicologia Del Trabajo y de Las Organizaciones, 32(1), 3945. https://doi.org/10.1016/j.rpto.2015.09.002

Blickle, G., Kramer, J., Schneider, P. B., Meurs, J. A., Ferris, G. R., Mierke, J., Momm, T. D. (2011). Role of Political Skill in Job Performance Prediction Beyond General Mental Ability and Personality in Cross-Sectional and Predictive Studies. Journal of Applied Social Psychology, 41(2), 488514. https://doi.org/10.1111/j.1559-1816.2010.00723.x

Gottfredson, L. S. (2016). Hans Eysencks theory of intelligence, and what it reveals about him. Personality and Individual Differences, 103, 116127. https://doi.org/10.1016/j.paid.2016.04.036

Hapsary, N., Farida, U., & Santoso, A. (2021). Pengaruh E-Commerce, Innovation Capability dan Family Support Terhadap Keputusan Berwirausaha Mahasiswa Jurusan Manajemen Universitas Muhammadiyah Ponorogo. ISOQUANT: Jurnal Ekonomi, Manajemen dan Akuntansi, 5(1), 128-141.

Hunter, G. K., & Panagopoulos, N. G. (2015). Commitment to technological change, sales force intelligence norms, and Salesperson key outcomes. Industrial Marketing Management, 50, 162179. https://doi.org/10.1016/j.indmarman.2015.03.023

Jackson, R. B. (2001). Vis Mediatrix Naturae, Vital Force to Innate Intelligence and Concepts for 2000. Journal of Chiropractic Humanities, 10(l), 4147. https://doi.org/10.1016/S1556-3499(13)60132-1

Jeb Blount. (2018). Sales EQ Bagaimana Ultra-High Performance Memanfaatkan Intelegensi Emosional Untuk Memenangkan Penjualan. New Jersey: PT. Alex Media Komputindo.

Maryanti, S., Andriani, L., Fatmasari, F., Widyawati, N., & Santoso, A. (2019). Customer Relationship Management (CRM) Practices and Customer Satisfaction: Evidence from Retail Stores in Indonesia. International Journal Of Innovation Creativity And Change. 9(5). 80-94.

Mayer, J. D., Salovey, P., Caruso, D. R., Taylor, P., Erlbaum, L., Mayer, J. D., Caruso, D. R. (2012). Emotional Intelligence : Theory , Findings , and Implications, 15(3), 197215.

Mohamad, M., & Jais, J. (2016). Emotional Intelligence and Job Performance: A Study among Malaysian Teachers. Procedia Economics and Finance, 35(October 2015), 674682. https://doi.org/10.1016/S2212-5671(16)00083-6

Reid, M. (2015). Sales Performance and Emotional Intelligence of Technology Sales Professionals. ProQuest Dissertations and Theses, 140. Retrieved from https://search.proquest.com/docview/1732368020?accountid=14553%5Cnhttp://sfx.carli.illinois.edu/sfxuiu?url_ver=Z39.882004&rft_val_fmt=info:ofi/fmt:kev:mtx:dissertation&genre=dissertations+%26+theses&sid=ProQ:ProQuest+Dissertations+%26+Theses+Full+Text&at

Santoso, A. (2020). Impact Of Psychological Ownership On Innovation And Growth In Indonesia Business Firms. International Journal of Psychosocial Rehabilitation, 24(7), 1002-1012.

Santoso, A. (2020). Knowledge Management, Supply Chain Marketing Implementation and Marketing Capabilities and Tourism Industry Performance in Indonesia. Int. J Sup. Chain. Mgt Vol, 9(3), 1003.

Schutte, N. S., Malouff, J. M., Bobik, C., Coston, T. D., & Greeson, C. (2013). The Journal of Social Emotional Intelligence and Interpersonal Relations, (October), 3741. https://doi.org/10.1080/00224540109600569

Shamsuddin, N., & Rahman, R. A. (2014). The Relationship between Emotional Intelligence and Job Performance of Call Centre Agents. Procedia - Social and Behavioral Sciences, 129, 7581. https://doi.org/10.1016/j.sbspro.2014.03.650

Sony, M., & Mekoth, N. (2016). The relationship between emotional intelligence, frontline employee adaptability, job satisfaction and job performance. Journal of Retailing and Consumer Services, 30, 2032. https://doi.org/10.1016/j.jretconser.2015.12.003

Wisker, Z. L., & Poulis, A. (2018). Emotional Intelligence Sales Performance Relationship: A Mediating Role of Adaptive Selling Behaviour. International Journal of Management and Economics, 43(1), 3252. https://doi.org/10.1515/ijme-2015-0002




DOI: https://doi.org/10.30596/jimb.v22i2.7515

Refbacks

  • There are currently no refbacks.


Creative Commons License
Jurnal Ilmiah Manajemen Dan Bisnis is licensed under a Creative Commons Attribution-ShareAlike 4.0 International License.

  

ISSN 1693-7619 (print) | ISSN 2580-4170 (online)

 

View My Stats