Email this article 
Past Performance dan Present Goal Tenaga Penjual yang di Moderasi Oleh Workforce Philosophy dan Workforce Conducivenes pada PT Asco Daihatsu Surabaya
Abstract
Sales force can be said as the forefront of the company's sales. Without effective sales force sales, companies cannot consistently satisfy their shareholders. The purpose of this study was to examine the effect of Past Performance variables on the level of current sales performance, the influence of the variable understanding of corporate philosophy is able to strengthen the relationship between Past Performance and sales performance in the present and the influence of conducive company condition variables will be able to strengthen the relationship between performance the past with present sales performance. The results show that when past employee performance tends to increase, the number of present sales performance also tends to increase. The more employees understand the company's philosophy, the more sales performance of PT ASCO Prima Mobilindo (Daihatsu) Surabaya and Jember Branch products, and the presence of a conducive environment at PT ASCO Prima Mobilindo (Daihatsu) Surabaya Branch and Jember Branch does not have a significant effect on sales performance company
Keywords
Full Text:
PDFReferences
Ali, Muhammad. 2004. Psikologi. Jakarta: Penerbit Bumi Aksara.
Bandura, A. and Locke, E.A. (2003), “Negative self-efficacy and goal effectsrevisited”, The Journal of Applied Psychology, Vol. 88 No. 1, p. 87
Barrick, M.R., Mount, M.K. and Strauss, J.P. (1993), “Conscientiousness andperformance of sales representatives: test of the mediating effects of goalsetting”, Journal of Applied Psychology, Vol. 78 No. 5, p. 715
Barsade, S. and O’Neill, O.A. (2016), “Manage your emotional culture”, available at: https://hbr.org/2016/01/ manage-your-emotional-culture.
Bateman, Connie & Valentine, Sean. 2015. The impact of salesperson customer orientation on the evaluation of a salesperson’s ethical treatment, trust
in the salesperson, and intentions to purchase. Journal of Personal Selling& Sales Management .Volume 35, 2015 - Issue 2: Ethical Issues in Sales Decision Making
Brightman, H.J. and Sayeed, L. (1990), “The pervasiveness of senior management’s view of the cultural gaps within a division”, Group & Organization Management, Vol. 15 No. 3, pp. 266-278.
Brockner, J. and Higgins, E.T. (2001), “Regulatory focus theory: Implicationsfor the study of emotions at work”, Organizational Behavior and Human Decision Processes, Vol. 86 No. 1, pp. 35-66
Cron, W.L. and Slocum, J.W. Jr. (1986), “The influence of career stages on salespeople’s job attitudes, work perceptions, and performance”, Journal of Marketing Research, Vol. 23 No. 2, pp. 119-129.
Chou, S.Y. (2012), “Millennials in the workplace: A conceptual analysis of millennials’ leadership and followership styles”, International Journal of Human Resource Studies, Vol. 2 No. 2, p. 71.
Cropanzano, R., Rupp, D.E. and Byrne, Z.S. (2003), “The relationship of emotional exhaustion to work attitudes, job performance, and organizational citizenship behaviors”, Journal of Applied Psychology, Vol.88 No. 1, p. 160
Fine, Leslie M. and Dr. Sarah Fisher Gardial,1990. ”The Effect Of SelfMonitoring And Similarity On Salesperson Inferential Processes”, Journal Of Personal Selling And Sales Management Volume X (Fall 1990)
Friend,Scott B., Jeff S. Johnson, Fred Luthans, and Ravipreet S. Sohi. 2016.Positive Psychology in Sales: Integrating Psychological Capital. Journal of Marketing Theory and Practice, vol. 24, no. 3 (Summer 2016), pp. 306–327. doi: 10.1080/10696679.2016.1170525.
Ghozali, I. (2016). Aplikasi Analisis Multivariate dengan Program IBM SPSS 23. Semarang: UNDIP.
Gollwitzer, P.M. and Sheeran, P. (2006), “Implementation intentions and goal achievement: a Meta-analysis of effects and processes”, Advances in Experimental Social Psychology, Vol. 38, pp. 69- 119.
Goolsby, Jerry R.,Rosemary R Lagace and Michael L. Boorom,1992.”Psychological Adaptiveness And Sales Performance”, Journal Of Personal Selling And Sales Management Vol XII No 2 (Spring 1992)
Hanafi, B.D., & Yohana, C. (2017). Pengaruh Motivasi, dan Lingkungan Kerja terhadap Kinerja Karyawan dengan Kepuasan Kerja sebagai Variabel Mediasi pada PT BNI Lifeinsurance. Jurnal Pendidikan Ekonomi Bisnis, 5(1), 73-89.
Holmes, J. and Marra, M. (2002), “Having a laugh at work: how humour contributes to workplace culture”, Journal of Pragmatics, Vol. 34 No. 12, pp. 1683-1710.
Kelley, R. and Caplan, J. (1992), “How bell labs creates star performers”, Harvard Business Review, Vol. 71 No. 4, pp. 128-139.
Knowles, Patricia A, Stephen J Grove and Kay Keck,1996.”Signal Detection Theory And Sales Effectiveness”, Journal Of Personal Selling And Sales Management Volume XVI No 3(Summer 1996)
Kumar, V., Ashley Goreczny, Todd Maurer, (2018) "What drives asalesperson’s goal achievement? An empirical examination", Journal of Business & Industrial Marketing, Vol. 33 Issue: 1, pp.3- 18, https://doi.org/10.1108/JBIM-06-2017-0128
Locke, E.A. and Latham, G.P. (2002), “Building a practically useful theory ofgoal setting and task motivation: a 35-year odyssey”, American Psychologist, Vol. 57 No. 9, p. 705
Locke, E.A. and Latham, G.P. (2006), “New directions in goal-setting theory”, Current Directions in Psychological Science, Vol. 15 No. 5, pp. 265-268.
McColl-Kennedy, J.R. and Anderson, R.D. (2002), “Impact of leadership style and emotions on subordinate performance”, The Leadership Quarterly, Vol. 13 No. 5, pp. 545-559.
Miner, J.B. (2005), “Goal-setting theory”, Organizational Behavior 1: Essential Theories of Motivation and Leadership, Prentice-Hall, India, Chapter 10, pp. 159-183.
Mulki, Jay Prakash ., William B. Locander,Greg W. Marshall,Eric G. Harris &James Hensel. 2013. Workplace Isolation, Salesperson Commitment, and Job Performance. Journal of Personal Selling & Sales Management . Volume 28, 2008 - Issue 1
Ordoñez, L.D., Schweitzer, M.E., Galinsky, A.D. and Bazerman, M.H. (2009), “Goals gone wild: The systematic side effects of overprescribing goal setting”, The Academy of Management Perspectives, Vol. 23 No. 1, pp. 6- 16.
Schat, A.C. and Frone, M.R. (2011), “Exposure to psychological aggression at work and job performance: the mediating role of job attitudes and personal health”, Work and Stress, Vol. 25 No. 1, pp. 23-40.
Schweitzer, M.E., Ordoñez, L. and Douma, B. (2004), “Goal setting as a motivator of unethical behavior”, Academy of Management Journal, Vol. 47 No. 3, pp. 422-432
Seijts, G.H. and Crim, D. (2006), “What engages employees the most or, the ten C’s of employee engagement”, Ivey Business Journal, Vol. 70 No. 4, pp. 1- 5.
Smith, K.G., Locke, E.A. and Barry, D. (1990), “Goal setting, planning, and organizational performance: an experimental simulation”, Organizational Behavior and Human Decision Processes, Vol. 46 No. 1, pp. 118-134.
Spiro, Rosann L. and Barton A. Weitz, 1990. ”Adaptive Selling: Conceptualization, Measurement And Nomological Validity”, Journal Of Marketing Research Volume XXVII (February 1990)
Zimmerman, B.J., Bandura, A. and Martinez-Pons, M. (1992), “Self-motivation for academic attainment: the role of selfefficacy beliefs and personal goal
setting”, American Educational Research Journal, Vol. 29 No. 3, pp. 663-676.
DOI: https://doi.org/10.18860/iq.v15i2.15531
Editorial Office:
Management Department,
Faculty of Economics,
State Islamic University of Maulana Malik Ibrahim
Gajayana Str. No. 50 Phone. 082334248882
E-mail: iqtishoduna@uin-malang.ac.id
E-ISSN 2614-3437
P-ISSN 1829-524X
IQTISHODUNA under CC BY SA 4.0 Internasional.
Indexed by:
Member of:
