The Mediating Role of Job Involvement in the Relationship Between Trait Competitiveness, Competitive Psychological Climate, Job Involvement and Salespeople Performance

Ophy Quamilla, Drs. Gugup Kismono, M.B.A., Ph.D.

2013 | Tesis | S2 Magister Manajemen

Penelitian ini mempelajari hubungan antara trait competitiveness, competitive psychological climate, keterlibatan kerja dan kinerja agen penjualan. Penelitian-penelitian sebelumnya memperlihatakan hasil yang tidak konsisten antara efek yang ditimbulkan oleh variable-variabel competitiveness di atas pada kinerja agen penjualan. Penelitian dilaksanakan pada sebuah perusahaan penjualan mobil dengan mengambil data pada 61 orang agen penjualan dan 5 orang supervisor penjualan yang membawahi para agen. Data diambil dengan menggunakan survey yang mengukur trait competitiveness, competitive psychological climate dan keterlibatan kerja para agen penjualan. Sementara, kinerja diukur melalui observasi pada jumlah unit mobil yang terjual, pengukuran kinerja yang bersifat self-rating dan supervisor-rating. Hasil dari analisis regresi berganda memperlihatkan bahwa trait competitiveness dan competitive psychological climate memiliki hubungan yang signifikan dengan kinerja agen penjualan. Keterlibatan kerja juga ditemukan memediasi hubungan antara trait competitiveness dengan kinerja agen penjualan, competitive psychological climate dengan kinerja agen penjualan dan interaksi antara trait competitiveness dan competitive psychological climate pada kinerja agen penjualan. Hasil penelitian ini mendukung teori mengenai peran trait competitiveness dan competitive psychological climate pada keterlibatan kerja dan kinerja agen penjualan. Oleh karena itu, pengukuran trait competitiveness sebaiknya disertakan dalam proses seleksi agen penjualan bersamaan dengan penerapan kebijakan yang mendukung iklim kompetisi di antara karyawan dan kebijakan yang mendukung pengambilan keputusan partisipatif untuk meningkatkan keterlibatan kerja karyawan.

This research investigated the relationship between trait competitiveness, competitive psychological climate, job involvement and salespeople performance. Previous studies showed inconsistent evidence about the effect of competitiveness variables and salespeople performance, which presumably occurred because there is a mediator between competitiveness variables and performance. A quantitative research design and methodology were adopted for the research. Data was collected from 61 salespeople in an automotive dealer company, through a questionnaire survey measuring trait competitiveness, competitive psychological climate and job involvement. Meanwhile, salespeople performance was measured by observing sales record from January-June 2011 as well as using self-rating and supervisor-rating performance measure. The data analysis, using multiple regression method, identified that each trait competitiveness and competitive psychological climate positively correlates with salespeople performance as well as the interaction of both on performance. Job involvement was found as a mediator in the relationship between trait competitiveness-salespeople performance, competitive psychological climatesalespeople performance and the interaction of trait competitiveness and competitive psychological climate on salespeople performance. The results support the theory about the importance role of trait competitiveness and competitive psychological climate on job involvement and salespeople performance. The implications for managerial practices regarding the relationship between trait competitiveness, competitive psychological climate, job involvement and salespeople performance were considered in this research. It is important to include trait competitiveness assessment in the selection process of salespeople along with implementing strategic policies that improve competitive climate in the organization as well as promoting participative decision making.

Kata Kunci : Trait competitiveness, competitive psychological climate, keterlibatan kerja, kinerja, agen penjualan