ORIENTASI PELANGGAN DARI TENAGA PENJUAL DAN PENJUALAN ADAPTIF SERTA PENGARUH KEPEMIMPINAN POSITIF TERHADAP IDENTIFIKASI ORGANISASI DAN KINERJA PENJUALAN

Eufrosina Nona Ranti; Tantri Yanuar Rahmat Syah

doi:10.31955/mea.v6i2.2433

Eufrosina Nona Ranti Universitas Esa Unggul
Tantri Yanuar Rahmat Syah Universitas Esa Unggul

DOI: https://doi.org/10.31955/mea.v6i2.2433

Abstract

Tujuan penelitian ini adalah untuk membuktikan keterkaitan antara orientasi pelanggan, penjualan adaptif, identifikasi organisasi terhadap kinerja penjualan, dan untuk membuktikan keterkaitan antara kepemimpinan positif terhadap identifikasi organisasi dan kinerja penjualan. Peran kepemimpinan positif dalam perusahaan sangat dibutuhkan Hasil penelitian mengkonfirmasi bahwa orientasi pelanggan memiliki efek positif terhadap penjualan adaptif, penjualan adaptif dan kepemimpinan positif memiliki efek positif terhadap identifikasi organisasi, selanjutnya penjualan adaptif dan identifikasi organisasi memiliki efek positif terhadap kinerja penjualan. Hasil berikutnya mengkonfirmasi penjualan adaptif memiliki efek positif terhadap orientasi pelanggan, orientasi pelanggan dan kepemimpinan positif memiliki efek positif terhadap identifikasi organisasi, orientasi pelanggan dan identifikasi organisasi memiliki efek positif terhadap kinerja penjualan.

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