Akankah Orientasi Pengawasan Supervisor Berefek pada Kinerja Tenaga Penjual?

Ali Mursid

Abstract

Penelitian ini bertujuan untuk menganalisis sebuah model yang berorientasi mengontrol (mengontrol dari hasil, aktivitas, dan kemampuan), berorientasi pada pengaruh kinerja, menganalisis kinerja dan pengaruhnya untuk motivasinya dalam bekerja keras dan untuk menganalisis pengaruh motivasi dalam bekerja keras terhadap sales-people. Model dari penelitian ini dikembangkan dalam enam variabel: mengontrol dari hasil, aktivitas dan capibility, orientasi kinerja, motivasi bekerja keras dan kinerja sales-people. Data yang dikumpulkan, diambil dari 100 responden sales-people dari perusahaan pelayaran di Semarang yang dianalisis oleh alat persamaan struktural pemodelan pada program amos 4.01. Berdasarkan hasil penelitian ini menunjukkan bahwa semua hipotesis diterima. Hasil analisis data menunjukkan bahwa dari orientasi mengontrol (mengontrol dari hasil, aktivitas, dan kemampuan) memiliki pengaruh yang signifikan untuk orientasi kinerja. Hasil juga menunjukkan bahwa orientasi kinerja telah berpengaruh pada kinerja sales-people secara signifikan.


The primary objective of this research is to analyze a model of controls orientation (controls of outcome, activity and capability) influence to performance orientation, to analyze performance orientation influences to working hard motivation and to analyze working hard motivation influences to salespeople performance. Moreover the model of this research developed in six variables are: controls of outcome, activity and capibility, performance orientation, working hard motivation and salespeople performance. The data were collected from 100 respondents of salespeople of shipping company in Semarang analyzed by tool of Structural Equation Modeling on AMOS 4.01 program. Based on the result of this research showed that all hypothesis are accepted. The result of the data analysis showed that controls orientation (controls of outcome, activity and capability) have a significant influence to performance orientation. The result also showed that performance orientation has a significant influence to working hard motivation and working hard motivation has a significant influence to salespeople performance.

Keywords

Controls of outcome; Activity and capability; Performance orientation; Working hard motivation; and salespeople performance

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