PUTRI, NURRIANA NAWANG (2021) STRATEGI SUSTAINABILITY BISNIS MELALUI NEGOSIASI (Studi Kasus Pada Divisi Sales and Account Management AntaVaya Tour Tahun 2019). S2 thesis, Universitas Mercu Buana Jakarta.
|
Text (HAL COVER)
1. Cover.pdf Download (33kB) | Preview |
|
|
Text (ABSTRAK)
2. Abstrak.pdf Download (82kB) | Preview |
|
|
Text (LEMBAR PERNYATAAN)
3. Lembar Pernyataan.pdf Download (232kB) | Preview |
|
|
Text (LEMBAR PENGESAHAN)
4. Lembar Pengesahan.pdf Download (212kB) | Preview |
|
|
Text (KATA PENGANTAR)
5. Kata Pengantar.pdf Download (93kB) | Preview |
|
|
Text (DAFTAR ISI)
6. Daftar Isi.pdf Download (55kB) | Preview |
|
|
Text (DAFTAR TABEL)
7. Daftar Tabel.pdf Download (45kB) | Preview |
|
|
Text (DAFTAR GAMBAR)
8. Daftar Gambar.pdf Download (43kB) | Preview |
|
|
Text (DAFTAR LAMPIRAN)
9. Daftar Lampiran.pdf Download (45kB) | Preview |
|
![[img]](https://repository.mercubuana.ac.id/style/images/fileicons/text.png) |
Text (BAB I)
10. BAB 1.pdf Restricted to Registered users only Download (93kB) |
|
|
Text (BAB II)
11. BAB 2.pdf Restricted to Registered users only Download (361kB) |
|
|
Text (BAB III)
12. BAB 3.pdf Restricted to Registered users only Download (79kB) |
|
|
Text (BAB IV)
13. BAB 4.pdf Restricted to Registered users only Download (279kB) |
|
|
Text (BAB V)
14. BAB 5.pdf Restricted to Registered users only Download (59kB) |
|
|
Text (DAFTAR PUSTAKA)
15. Daftar Pustaka.pdf Restricted to Registered users only Download (137kB) |
|
|
Text (LAMPIRAN)
16. Lampiran.pdf Restricted to Registered users only Download (4MB) |
Abstract
AntaVaya tour has a business relationship and agreement with PT. Multi National Manufacturing since 2013. However, this contract agreement has limitations because according to the rules of the global internal PT. Manufakturing Multi Nasional and after three renewals, the contract agreement is not renewable. Nevertheless, AntaVaya tour still continues to collaborate with maintain good communication in establishing relationships with clients for the sustainability business. This study aims to determine the strategy of business sustainability through negotiations of AntaVaya tour and PT. Manufakturing Multi Nasional. This study uses a qualitative with a case study method. The data used are direct interviews with AntaVaya tour employees in the Sales and Account Management division. The result of this study is AntaVaya tour has established a relationship in maintaining business cooperation that has ended in other forms of cooperation. In this case, AntaVaya tour considers social and environmental aspects. The social aspect is to improve the quality and performance of communication skills and the environmental aspect seeks to re-establish relationships with clients for business sustainability. This is supported by the Sales and Account Management team. The factors that influence the success of AntaVaya tour in every communication are formed into three aspects, those are aspects of trust, expertise and existence. AntaVaya has several elements to build business sustainability are to use verbal and non-verbal communication, maintain integrity and maintain the service process that has been provided by AntaVaya tour during collaboration. The implementation of the negotiation process can be carried out in several activities as follows pre-negotiation, face-to-face negotiation, and post-negotiation. The end of the negotiation process is to have an impact on the client’s trust and it can be built through interpersonal relationships. Keywords: strategy, business sustainability, negotiation AntaVaya tour memiliki hubungan bisnis dan kerjasama dengan PT. Manufakturing Multi Nasional sejak tahun 2013. Namun hubungan kerjasama ini memiliki keterbatasan karena sesuai aturan dari global internal PT. Manufakturing Multi Nasional yakni setelah tiga kali perpanjangan kontrak kerjasama dan ini tidak bisa dilanjutkan. Meskipun demikian, AntaVaya tour masih melanjutkan kerjasamanya dengan tetap menjaga komunikasi yang baik dalam menjalin hubungan relasi untuk keberlanjutan (sustainability) bisnis. Penelitian ini bertujuan untuk mengetahui strategi keberlanjutan (sustainability) bisnis melalui negosiasi perusahaan AntaVaya tour terhadap PT. Manufakturing Multi Nasional. Penelitian ini menggunakan metodologi kualitatif dengan metode penelitian studi kasus. Pengumpulan data menggunakan wawancara langsung dengan karyawan AntaVaya tour pada divisi Sales and Account Management. Hasil penelitian ini adalah AntaVaya tour melakukan sebuah hubungan dalam mempertahankan kerjasama bisnis yang sudah tidak bersambung dalam bentuk kerjasama lain. Dalam hal ini, AntaVaya tour mempertimbangkan aspek sosial dan aspek lingkungan. Pada aspek sosial dengan meningkatkan kualitas dan kinerja kemampuan berkomunikasi dan aspek lingkungan berupaya menjalin hubungan kembali dengan klien demi keberlanjutan (sustainability) bisnis. Hal ini di dukung oleh team Sales and Account Management. Faktor-faktor yang mempengaruhi keberhasilan AntaVaya tour dalam setiap komunikasinya membentuk tiga aspek yaitu aspek kepercayaan, keahlian dan eksistensi. Tidak hanya itu, AntaVaya memiliki tahapan-tahapan untuk membangun keberlanjutan (sustainability) bisnis dengan cara melakukan memperhatikan komunikasi verbal dan komunikasi non-verbal, menjaga integritas serta mempertahankan proses pelayanan yang sudah diberikan AntaVaya tour selama ini. Pada pelaksanaan proses dalam negosiasinya dilakukan beberapa tahapan yakni tahapan pre-negotiation, tahapan face-to-face negotiation, dan tahapan post-negotiation. Hasil akhir dari tahapan-tahapan proses ini berdampak pada hubungan kepercayaan dengan membangun sifat-sifat hubungan antarpesona. Kata kunci: strategi, sustainability bisnis, negosiasi
Actions (login required)
 |
View Item |
