Pengaruh Perbedaan Orgainisasi dan Kepercayaan Terhadap Efewktivitas Hubungan Mitra Dalam Hal Penjualan Pada Asuransi Bumi Putra 1912
Ida Bagus Nyoman Udayana (Pembimbing): Dr. Basu Swastha Dharmmesta, MBA., Dr. Basu Swastha Dharmmesta,MBA.
Intisari
Penulis sangat tertarik dengan aliansi penjualan karena merupakan penomena baru muncul dan hubungan kemitraan penjualan belum diteliti sebelum ini. Namun demikian beberapa peneliti dalam kerangka aliansi strategi telah mengidentifikasikannya. Dalam penelitian empiris diternukan faktor-faktor kunci dari efektifitas aliansi pemasaran. Demikian juga dari literatur tentang penjualan tim dalam organsasi yang baru muncul. Permasalahannya adalah bagaimana perbedaan organisasi mempengaruhi pengembangan rasa percaya antar pribadi dan dimensi rasa percaya spa yang paling penting untuk mengembangkan hubungan kerja yang efektif Penelitian ini menguji pengaruh perbedaan organisasi terhadap rasa saling percaya yang dirasakan saling menguntungkan dan perilaku saling percaya dikaitkan dengan kinerja tugas yang dirasakan dan kepuasan bersama. Hasil penelitian ini beranggapan (1) kinerja tugas yang dirasakan berpengaruh secara signifikan terhadap kepuasan bersama (2) investasi hubungan dan Forbearance opportunism berpengaruh secara signifikan terhadap kepuasan bersama (3) investasi hubungan dan forbearance opportunism berpengaruh secara signifikan terhadap kinerja tugas yang dirasakan (4) karakter, kompetensi peran dan penilaian berpengaruh secara signifikan terhadap investasi hubungan (5) karakter dan penilaian berpengaruh secara signifikan terhadap forbearance opportunism (6) karakter, kompetensi peran dan penilaian berpengaruh secara signifikan terhadap kepuasan bersama (7) reputasi, stabilitas kerja, horizon strategis dan tujuan berpengaruh secara signifikan terhadap karakter (8) reputasi dan stabilitas kerja berpengaruh secara signifikan terhadap kompetensi peran (9) reputasi, horison strategis dan tujuan berpengaruh secara signifikan terhadap penilaian.
Kata-kata kunci: Perbedaan Organisasi, Kepercayaan, Kinerja Tugas, dan Kepuasan Bersama
ABSTRACT
The author is interested in selling alliance because it is an emerging phenomena and the selling partnership relationship has not been studied yet previously. However, several researchers in strategic alliance framework have identified it. In empirical studies the key factors of marketing alliance effectivity are found. Similarly from the emerging literature on team selling in organizations. The problems are how could organizational differences influence the development of interpersonal trust and what are trust dimensions that most important in developing effective working relationship. This study tests the effects of organizational differences on the mutual trust that perceived as beneficial for each other and on mutual trusting behaviors related to the perceived task performance and mutual satisfaction. This study concludes that (1) perceived task performance has a significant effect on mutual satisfaction; (2) relationship investment and forbearance from opportunism have significant effects on mutual satisfaction; (3) relationship investment and forbearance from opportunism have significant effects on perceived task performance; (4) character, role
competence and judgment have significant effects on relationship investment; (5) character and judgment have significant effects on forbearance from opportunism; (6) character, role competence and judgment have significant effects on mutual satisfaction; (7) reputation, working stability, strategic horizon and intention have significant effects on character, (8) reputation and working stability have significant effects on role competence; and (9) reputation, strategic horizon and intention have significant effects on judgment.
Keyword: Organizational Differences, Mutual Perceieved Trustwortiness, Mutual Trustting Behavior.
Kata Kunci : Perbedaan Organisasi, Kepercayaan, Kinerja Tugas, dan Kepuasan Bersama
