PENGARUH MOTIVASI, KOMPETENSI DAN KARAKTERISTIK LINGKUNGAN KERJA TERHADAP KINERJA DISTRIBUTOR INDEPENDEN PEMASARAN JARINGAN (Studi kasus : PT. Berjaya Cosway Indonesia)

TODING, NOBER (2015) PENGARUH MOTIVASI, KOMPETENSI DAN KARAKTERISTIK LINGKUNGAN KERJA TERHADAP KINERJA DISTRIBUTOR INDEPENDEN PEMASARAN JARINGAN (Studi kasus : PT. Berjaya Cosway Indonesia). S2 thesis, Universitas Mercu Buana Jakarta.

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Abstract

This paper has purpose to know about impact of motivation, competence, work environment characteristics on Independent distributors performance of network marketing at PT. Berjaya Cosway Indonesia. A sampling technique uses a cencus method, the sample size is about 64 respondents as ecosway store operator and upline/leader of ecosway store operator. Research method that used is descriptive analysis, with searching data through library and questionnaire. Data is processed using multiple linear regression analysis which assisted by application program of SPSS Version 19.0. From writing result can concluded that: (1) motivation variable has significantly influence on independent distributors performance of network marketing, primarily dimension of belongingness, social and love: (2) competence variable has significantly influence on independent distributors performance of network marketing, primarily dimension of selling skills, new independent distributors recruitment, presentation skills, and leadership; (3) work environment characteristics variable has significantly influence on independent distributors performance of network marketing, primarily dimension of climate for transfer. Key word : Motivation, Competence, Work Environment Characteristics, Independent Distributors Performance of Network Marketing. Tesis ini bertujuan untuk mengetahui tentang pengaruh motivasi, kompetensi dan karakteristik lingkungan kerja terhadap kinerja distributor independen pemasaran jaringan pada PT. Berjaya Cosway Indonesia. Teknik pengambilan sampel menggunakan metode sensus, responden yang digunakan sebanyak 64 orang yang merupakan pengelola toko ecosway dan pemimpin (upline/leader) dari pengelola toko ecosway. Metode yang digunakan dalam penelitian ini adalah analisis deskriptif dengan metode pengumpulan data melalui studi pustaka dan kuesioner. Data diolah menggunakan regresi linear berganda dengan bantuan program SPSS versi 19.0. Hasil penelitian menunjukkan bahwa: (1) variabel motivasi berpengaruh secara signifikan terhadap kinerja distributor independen pemasaran jaringan terutama pada dimensi faktor kebersamaan, sosial dan cinta; (2) variabel kompetensi berpengaruh secara signifikan terhadap kinerja distributor independen pemasaran jaringan terutama pada dimensi keterampilan menjual, merekrut distributor independent baru, kemampuan memberikan presentasi dan kemampuan memimpin grup jaringan; (3) variabel karakteristik lingkungan kerja berpengaruh secara signifikan terhadap kinerja distributor independen pemasaran jaringan terutama pada dimensi faktor kondisi iklim peralihan dalam mengaplikasikan kompetensi yang telah dipelajari. Kata Kunci: Motivasi, Kompetensi, Karakteristik Lingkungan Kerja, Kinerja Distributor Independen Pemasaran Jaringan.

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