DINNI, NURRUL TIARA (2021) PENGARUH LINGKUNGAN KERJA DAN KOMITMEN ORGANISASI TERHADAP KINERJA SALESFORCE YANG DIMEDIASI OLEH PENGEMBANGAN KARIR DI PT. ASTRA INTERNATIONAL TBK – DAIHATSU SALES OPERATION WIL. DKI 2. S2 thesis, Universitas Mercu Buana Jakarta.
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Abstract
This study aims to examine and analyze career development as mediator of work environment and organizational commitment on salesforce performance at PT. Astra International Tbk - Daihatsu Sales Operation Wil. DKI 2. There are many factors that have influenced the decline in automotive sales of this year. One of them is triggered by fierce competition of the salesforce. This study uses a quantitative approach with structural equation model or SEM through software named PLS (Partial Least Square) method with the smartPLS program. The population of the study is numbered 344 and sampling using non-probability (purposive sampling) in which employee criteria as Salesforce at PT. Astra International Tbk - Daihatsu Sales Operation Wil. DKI 2 (consists of 20 branches), therefore sample obtained is numbered 185 respondents. The model theory used is showing fit to empirical data. The results of study showed that: (1) work environment has no significant effect on salesforce performance, (2) organizational commitment has a positive and significant on salesforce performance, (3) work environment has a positive and significant on development career, (4) organizational commitment has a positive and significant on development career, (5) career development has a positive and significant on salesforce performance, (6) work environment has a positive and significant on salesforce performance with development career as full mediator, (7) and organizational commitment has a positive and significant on salesforce performance with career development as partial mediator. Keywords: Work Environment, Career Development, Organizational Commitment, Employee Performance, Salesforce, Mediator, Intervening Penelitian ini bertujuan untuk menguji dan menganalisis pengembangan karir sebagai mediator lingkungan kerja dan komitmen organisasi terhadap kinerja salesforce di PT. Astra International Tbk - Daihatsu Sales Operation Wil. DKI 2. Ada banyak faktor yang mempengaruhi penurunan penjualan otomotif tahun ini. Salah satunya dipicu oleh persaingan yang ketat dari para tenaga penjual. Penelitian menggunakan pendekatan kuantitatif dengan model persamaan struktural atau (Structural Equation Model) melalui piranti lunak PLS (Partial Least Square) dengan program smartPLS. Adapun populasi penelitian berjumlah 344 orang; pengambilan sampel menggunakan non probability (purposive sampling) dengan kriteria karyawan sebagai Salesforce pada PT. Astra International Tbk - Daihatsu Sales Operation Wil. DKI 2 (terdiri dari 20 cabang), sehingga sampel yang diperoleh berjumlah 185 responden. Model teori yang digunakan dinyatakan fit dengan data empiris. Hasil penelitian menunjukkan bahwa: (1) lingkungan kerja berpengaruh tidak signifikan terhadap kinerja salesforce, (2) komitmen organisasi berpengaruh positif dan signifikan terhadap kinerja salesforce, (3) lingkungan kerja berpengaruh positif dan signifikan terhadap pengembangan karir, (4) komitmen organisasi berpengaruh positif dan signifikan terhadap pengembangan karir, (5) pengembangan karir berpengaruh positif dan signifikan terhadap kinerja salesforce, (6) Lingkungan kerja berpengaruh positif dan signifikan terhadap kinerja salesforce melalui pengembangan karir sebagai full mediator, (7) dan komitmen organisasi berpengaruh positif dan signifikan terhadap kinerja salesforce melalui pengembangan karir sebagai partial mediator. Kata Kunci: Lingkungan Kerja, Pengembangan Karir, Komitmen Organisasi, Kinerja Karyawan, Tenaga Penjualan, Mediator, Intervening
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