Pengaruh self-leadership, self-efficacy dan motivasi berprestasi terhadap tingkat keberhasilan distributor multi level marketing PT. Centranusa Insancemerlang

MUNANI, Kumi Hari, Drs. Gugup Kismono, MBA

2002 | Tesis | Magister Manajemen

Penelitian ini mempunyai tujuan untuk mengetahui bagaimana interaksi antara self-leadership, self-eficacy, motivasi berprestasi dan tingkat keberhasilan. Selain itu juga bertujuan untuk menguji bagaimana pengaruh self-leadership terhadap self-eficacy dan bagaimana self-eficacy memberikan dasar yang kuat bagi tingkat keberhasilan atau kinerja seorang distributor CNI serta bagaimana self-eficacy memberikan pengaruh terhadap tingkat keberhasilan melalui motivasi berprestasi. Populasi penelitian ini adalah seluruh distributor CNI sedangkan yang dijadikan sampel adalah distributor yang dianggap memiliki tingkat keberhasilan tinggi sesuai dengan yang berlaku di CNI yaitu mulai level GAM yang telah mendapat minimal Komisi Kepemilikan Sepeda Motor. ALAT analisis yang digunakan adalah kuesioner standar mengenai Self-Leadership, self-eficacy dan motivasi berprestasi serta tingkat keberhasilan. Hipotesis yang disusun, diuji berdasarkan Structural Equation Modeling dengan menggunakan program AMOS 4.01. Hasil uji hipotesis, menemukan bahwa self-leadership mempunyai pengaruh langsung terhadap self-efficacy dan self-eficacy mempunyai pengaruh langsung dan positif terhadap motivasi berprestasi serta self-efficacy mempunyai pengaruh langsung dan positif terhadap tingkat keberhasilan. Namun motivasi berprestasi tidak terbukti mempunyai pengaruh langsung dan positif terhadap tingkat keberhasilan.

This thesis is aimed to explain how is the interaction among selfleadership, self-efficacy, need for achievement and the level of performance. It also would test the effect of self-leadership to self-efficacy, and how self-efficacy build a strong foundation to the level of performance of a CNI distributor, and how self-efficacy affect the level of performance through need for achievement. The population of this thesis is all of CNI distributor, and the sampel is the distributor who have a high level of performance measured by CNI’s standard, started by the GAM level who already achieve Komisi Kepemilikan Sepeda Motor. The analysis tool used in this research is standardized questioner on Self- Leadership, Self-Efficacy, need for achievement, and the level of performance. The hyphotesis is then tested based on Structural Equation Modelling using AMOS 4.01. The result found that self-leadership has a direct and positive effect on self-efficacy, and self-efficacy affect the need for achievement directly and positively. The result also show that self-efficacy affect the level of performance directly and positively. But one result show that the need for achievement is not significantly affect the level of achievement dierctly and positively.

Kata Kunci : Manajemen Pemasaran,Multi Level Marketing,Self Leadership, Self-Leadership, Self-Efficacy, Need For Achievement, The Level Of Performance