Pengaruh Kemampuan Interpersonal, Modal Psikologi, dan Dukungan Supervisor Terhadap Kinerja Tenaga Penjualan
- Wulandari Wulandari Universitas Sunan Giri, Surabaya, Indonesia
- Reny Nuraini Universitas Sunan Giri, Surabaya, Indonesia
- Fadillah Maghfiroh Universitas Sunan Giri, Surabaya, Indonesia
- Didit Darmawan Universitas Sunan Giri, Surabaya, Indonesia
- Siti Nur Halizah Universitas Sunan Giri, Surabaya, Indonesia
-
Rahayu Mardikaningsih
*
Universitas Sunan Giri, Surabaya,
Indonesia
(*) Corresponding Author
Abstract
This study aims to examine how three factors, namely interpersonal skills, psychological capital, and supervisor support influence the performance of salespeople in a business. In an increasingly competitive business environment, these factors are considered to have a crucial role in shaping individual performance in the sales team. The research method used is quantitative. Questionnaires are used to measure interpersonal skills, psychological capital, supervisor support, and salesperson performance. The collected data can then be analyzed using statistical techniques such as multiple linear regression to examine the influence of the research variables. The results of the data analysis show that interpersonal skills have a significant influence on salesperson performance. This emphasizes the importance of communication skills, building positive relationships, and managing social interactions in achieving successful sales results. Furthermore, psychological capital also has a significant impact on salesperson performance. Psychological factors such as self-confidence, motivation, and psychological well-being can motivate and encourage salespeople to achieve targets and overcome obstacles better. In addition, the findings also show that the support provided by supervisors has a significant effect on salesperson performance. Support in the form of clear directions, and emotional support from supervisors can motivate and assist salespeople in achieving set sales goals
Downloads
References
Ahearne, M. & E. Jones. 2008. High Touch Rough High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanisms. Management Science, 54(4), 671-685.
Alge, B. J., M. T. Gresham, R. L. Heneman, J. Fox, & R. McMasters. 2002. Measuring Customer Service Orientation Using a Measure of Interpersonal Skills: A Preliminary Test in a Public Service Organization. Journal of Business and Psychology, 16(3), 467-476.
Al Hakim, Y. R. & M. Hariani. 2021. The Influence of Transformational Leadership Style on Organizational Commitment and Job Performance, Journal of Science, Technology and Society, 2(2), 19-24.
Anjanarko, T. S. & S. Arifin. 2022. Study on The Relationship of Leadership Style and Employees’ Affective Commitment. Journal of Science, Technology and Society, 3(2), 15–22.
Arifin, S. & M. Irfan. 2021. The Relationship of Achievement Motivation and Employee Satisfaction, Journal of Science, Technology and Society, 2(2), 1-6.
Ashford, S. J., C. Lee, & P. Bobko. 1989. Content, Causes, and Consequences of Job Insecurity: A Theory-based Measure and Substantive Test. Academy of Management Journal, 4, 803-829.
Babin, B. J. & J. S. Boles. 1996. The Effect of Perceived Co-worker Involvement and Supervisor Support on Service Provider Role Stress, Performance and Job Satisfacion. Journal of Retailing, 72(1), 57-75.
Bacharach, S. B., & P. A. Bamberger. 2007. 9/11 and New York City Firefighters' Post Hoc Unit Support and Control Climates: A Context Theory of the Consequences of Involvement in Traumatic Work-Related Events. Academy of Management Journal, 50(4), 849–868.
Baldauf, A. & D. W. Cravens. 2002. The Effect of Moderators on the Salesperson Behavior Performance and Salesperson Outcome Performance and Sales Organization Effectiveness Relationships. European Journal of Marketing, 36(11/12), 1367-1388.
Basir, M. S., S. Z. Ahmad, & P. J. Kitchen. 2010. The Relationship between Sales Skills and Salesperson Performance: An Empirical Study in the Malaysia Telecommunications Company. International Journal of Management and Marketing Research, 3(1), 51-73.
Bolman Pullins, E., M. L. Mallin, R. E. Buehrer, & D. E. Jones. 2011. How Salespeople Deal with Intergenerational Relationship Selling. Journal of Business & Industrial Marketing, 26(6), 443-455.
Borg, S. W. & W. J. Johnston. 2013. The IPS-EQ Model: Interpersonal Skills and Emotional Intelligence in a Sales Process. Journal of personal Selling & Sales Management, 33(1), 39-51.
Campbell, J. P., J. J. McHenry, & L. L. Wise. 1990. Modeling Job Performance in a Population of Jobs. Personnel Psychology, 43(2), 313-333.
Castleberry, S. B. & C. D. Shepherd. 1993. Effective Interpersonal Listening and Personal Selling. Journal of Personal Selling & Sales Management, 13, 35-49.
Çavuş, M. F. & A. Gökçen. 2015. Psychological Capital: Definition, Components and Effect. British Journal of Education, Society & Behavioural Sciencce, 5(3), 244-255.
Churchill, G. A., N. M. Ford, S. W. Hartley, & O. C. Walker. 1985. The Determinant of Salesperson Performance: A Meta-analysis. Journal of Marketing Research, 22(2), 103-118.
Comer, L. B. & T. Drollinger. 1999. Active Empathetic Listening and Selling Success: A Conceptual Framework. Journal of Personal Selling & Sales Management, 19, 15-30.
Cross, M. E., T. G. Brashear, E. E. Rigdon, & D. N. Bellenger. 2007. Customer Orientation and Salesperson Performance. European Journal of Marketing, 41(7/8), 821-835.
Darbi, W. P. K. 2012. Of Missian and Vision Statements and Their Potential Impact on Employee Behaviour and Attitudes: The Case of A Public but Profit-oriented Tertiary Institution. International Journal of Business and Social Science, 3(14), 95-109.
Darmawan, D. 2015. Keterkaitan Antara Modal Psikologi, Modal Sosial Dan Motivasi Berprestasi. Jurnal Ekonomi dan Bisnis, 5(1), 35-40.
Darmawan, D., & R. Mardikaningsih. 2021. Pengaruh Keterampilan Interpersonal, Pengalaman Kerja, Integritas dan Keterikatan Kerja terhadap Kinerja Penyuluh Pertanian. Ekonomi, Keuangan, Investasi dan Syariah (Ekuitas), 3(2), 290-296.
De Clercq, D., D. Dimov, & I. Belausteguigoitia. 2016. Perceptions of Adverse Work Conditions and Innovative Behavior: The Buffering Roles of Relation Resources. Entrepreneurship: Theory and Practice, 40(3), 515-542.
Diamantidis, A. D. & P. Chatzoglou. 2019. Factor Affecting Employee Performance: An Empirical Approach. International Journal of Productivity and Performance Management, 68(1), 171-193.
Djaelani, M., Sudja’i., M. Munir, & D. Darmawan. 2022. The Effect of Supervision, Compensation Systems, and Organizational Commitments on The Performance of Employees in Construction Services Companies. Jurnal Ilmiah Edunomika, 6(1), 110-118.
Djazilan, M. S. & D. Darmawan. 2020. Effect of Compensation, Job Demand, Job Characteristics on Employee Retention, Journal of Science, Technology and Society, 1(2), 1-8.
Erdeji, I., A. J. Vuković, S. Gagić, & A. Terzić. 2016. Cruisers on the Danube – The Impact of LMX Theory on Job Satisfaction and Employees' Commitment to Organization. Journal of the Geographical Institute Jovan Cvijić SASA, 66(3), 401–415.
Friend, S. B., J. S. Johnson, F. Luthans, & R. Sohi. 2016. Positive Psychology in Sales: Integrating Psychological Capital. Journal of Marketing Research, 24(3), 306-327.
Gani, A. 2022. The Influence of Perceptions of Organizational Support and Interpersonal Abilities on Employee Achievement Motivation, International Journal of Service Science, Management, Engineering, and Technology, 2(3), 1 – 4.
Gibson, J. L., J. M. Ivancevich, & J. H. Donnelly. 1997. Organization: Behavior Structur Process. McGrawHill, United States.
Gordon, S., H. Adler, J. Day, & S. Sydnor. 2019. Perceived Supervisor Support: A Study of Select-service Hotel Employees. Journal of Hospitality and Tourism Management, 38, 82-90.
Gray‐Stanley, J. A., N. Muramatsu, T. Heller, S. Hughes, T. P. Johnson, & J. Ramirez‐Valles. 2010. Work Stress and Depression Among Direct Support Professionals: The Role of Work Support and Locus of Control. Journal of Intellectual Disability Research, 54(8), 749-761.
Greenhalg, L. & Z. Rosenbalt. 1984. Job Inseurity: Toward Conceptual Clarity. Academic Management Review, 9, 438-448.
Guzzo, R. A. & B. A. Gannet. 1988. The Nature of Facilitators and Inhibitors of Effective Task Performance, in Facilitating Work Effectiveness. Lexington Books, Lexington.
Ishak, M., I. Zaidi, D. Darmawan & Z. Yang. 2016. Conceptualizing Cultural Organization Studies, Management Review, 9(2), 146-158.
Issalillah, F., R. K. Khayru., D. Darmawan & M. W. Amri. 2021. Hubungan Modal Sosial, Modal Psikologi, Modal Diri Karyawan dan Stres Kerja. Jurnal Baruna Horizon, 4(2), 84-88.
Hariani, M. & M. Irfan. 2022. The Influence of Leadership and Work Culture on Employee Work Loyalty, Studi Ilmu Sosial Indonesia, 2(1), 39-48.
Hartley, J., D. Jacobson, B. Klandermans, & T. VanVuuren. 1991. Job Insecurity: Coping with Jobs at Risk. Sage, London.
Hayes, J. 2002. Interpersonal Skills at Work (2nd Edition). Routledge, London.
Herjanto, H. & D. Franklin. 2019. Investigating Salesperson Performance Factors: A Systematic Review of the Literature on the Characteristics of Effective Salespersons. Australasian Marketing Journal, 27, 104-112.
Irfan, M. & Y. R. Al Hakim. 2022. The Effect of Perceived Organizational Support and Organizational Culture on Job Satisfaction, International Journal of Service Science, Management, Engineering, and Technology, 2(2), 25 – 30.
Irfan, M. 2022. The Influence of Work Discipline, Work Motivation and Leadership Style on Employee Performance, International Journal of Service Science, Management, Engineering, and Technology, 2(1), 31–36.
Jahoda, M. 1982. Employment and Unemployment: A Social-psychological Analysis. Cambridge University Press, Cambridge.
Jones, E., L. Chonko, D. Rangrajan, & J. Roberts. 2007. The Role of Overload on Job Attitudes, Turnover Intentions, and Salesperson Performance. Journal of Business Research, 60, 663-671.
Kottke, J. & C. Sharafinki. 1988. Measuring Perceived Supervisory and Organizational Support. Educational and Psychological Measurement, 48(4), 1075-1079.
Krishnan, B. C., R. G. Netemeyer, & J. S. Boles. 2002. Self-efficacy, Competitiveness, and Effort as Antecedents of Salesperson Performance. Journal of Personal Selling and Sales Management, 22(4), 285-296.
Lestari, U. P. & R. Mardikaningsih. 2020. Effect of Leadership Behavior and Work Climate on Employee Performance, Journal of Science, Technology and Society, 1(1), 5-12.
Luthans, F. & C. M. Youssef. 2004. Human Social and Now Positive Psychological Capital Management: Investing in People for Competitive Advantage. Organizational Dynamics, 33(2), 143-160.
Luthans, F., B. J. Avolio, J. B. Avey, & S. M. Norman. 2007. Positive Psychological Capital: Measurement and Relationship with Performance and Satisfaction. Personnel Psychology, 60, 541-572.
Luthans, F., C. M. Youssef, B. J. Avilio, & J. B. Avey. 2007. Psychological Capital: Developing the Human Competitive Edge. Oxford University Press, New York.
Mahyanalia, R., K. S. Siagian, D. Darmawan, A. Gunawan & S. Arum. 2017. Job Insecurity and an Integrative Review for Future Research, Journal of Management, 43(6), 1911–1939.
Mallapragada, G., A. Gupta, & B. Josephson. 2022. The Impact of Social Capital and Transaction Efficacy on Salesperson Performance. Production and Operations Management, 31, 3525-3542.
Manning, G. L. & B. L. Reece. 2004. Selling Today: Creating Customer Value. Pearson Education, London.
Mardikaningsih, R., & M. Hariani. 2020. Effect of Work Climate and Wages on Turnover Intention, Journal of Science, Technology and Society, 1(2), 21-28.
Mardikaningsih, R. & E. A. Sinambela. 2021. Performance Development of Agricultural Extenders Through Interpersonal Skills and Work Ethic, Journal of Science, Technology and Society, 2(1), 35-44.
Mardikaningsih, R. & D. Darmawan. 2022. The Influence of Working Conditions and Employee Motivation on Job Performance, Studi Ilmu Sosial Indonesia, 2(2), 1-10.
Michaels, R. E., W. L. Cron, A. J. Dubinsky, & E. A. Joachimsthaler. 1988. The Influence of Formalization on the Organizational Commitment and Work Alienation of Salespeople and Industrial Buyers. Journal of Marketing Research, 25, 376-383.
Naidoo, R. 2018. Role Stress and Turnover Intentions among Information Technology Personnel in South Africa: The Role of Supervisor Support. Journal of Human Resource Management, 16, 1-10.
Naufalia, S., D. Darmawan, Jahroni, T. S. Anjanarko, M. Munir, & S. Arifin. 2022. Pengaruh Quality of Work Life, Total Kualitas Manajemen dan Stres Kerja terhadap Loyalitas Karyawan. Journal of Trends Economics and Accounting Research, 2(4), 114-120.
Peterson, S. J., F. Luthans, B. J. Avolio, F. O. Walumbwa, & Z. Zhang. 2011. Psychological Capital and Employee Performance: A Latent Growth Modeling Approach. Personnel Psychology, 64, 427-450.
Putra, A.R. 2022. Improving Employee Performance through the Implementation of Total Quality Management and the Effectiveness of the Remuneration System, International Journal of Service Science, Management, Engineering, and Technology, 2(2), 1 – 5.
Putra, A.R., D. Darmawan, M. Djaelani, F. Issalillah, & R. K. Khayru. 2022. Pengaruh Tuntutan Pekerjaan, Modal Psikologis dan Kematangan Sosial terhadap Profesionalisme Karyawan. Relasi: Jurnal Ekonomi, 18(2), 157-172.
Putra, A. R. & R. Mardikaningsih. 2022. Study on Employee Performance Reviewing from Leadership, Innovative Behavior and Work Engagement, International Journal of Service Science, Management, Engineering, and Technology, 1(3), 4 – 10.
Putra, A. R., T. S. Anjanarko, D. Darmawan, J. Jahroni, S. Arifin & M. Munir. 2022. The Role of Remuneration, Leadership Behaviour, and Working Conditions on Job Satisfaction, Studi Ilmu Sosial Indonesia, 2(1), 61-74.
Radjawane, L.E. & D. Darmawan. 2022. Construction Project Worker Satisfaction Reviewing from the Role of the Work Environment and Leadership, International Journal of Service Science, Management, Engineering, and Technology, 1(3), 36–40.
Retnowati, E. & D. Darmawan. 2022. Efforts to Increase Employee Performance Through Quality of Work Life and Strengthening Self-Efficiency. Journal of Science, Technology and Society, 3(2), 8–14.
Riggio, R. E. 1986. Assesment of Basic Social Skills. Journal of Personality and Social Psychology, 51(9), 649-660.
Rungapadiachy, D. M. 1999. Interpersonal Communication and Psychology for Health Care Professionals: Theory and Practice. Butterworth-Heinemann, Edinburgh.
Sahoo, B. C., S. K. Sia, N. Sahu, & A. V. Appu. 2015. Psychological Capital and Work Attitude: A Conceptual Analysis. Journal of Organisation & Human Behaviour, 4(2-3), 18-28.
Saleem, S. & S. Amin. 2013. The Impact of Organizational Support for Career Development and Supervisory Support on Employee Performance: An Empirical Study from Pakistani Academic Sector. European Journal of Business Management, 5(5), 194-207.
Seligman, M. & M. Csikszentmihalyi. 2000. Positive Psychology: An Introduction. American Psychologist, 55, 5–14.
Shoemaker, M. E. & M. C. Johlke. 2002. An Examination of the Antecendents of a Crucial Selling Skill: Asking Questions. Journal of Managerial Issues, 14(1), 118-131.
Sinambela, E. A., R. Mardikaningsih, S. Arifin, & H. D. Ayu. 2020. Development of Self Competence and Supervision to Achieve Professionalism, Journal of Islamic Economics Perspectives, 1(2), 33-42.
Stajkovic, A. D. 2006. Development of a Core Confidence-higher Order Construct. Journal of Applied Psychology, 91, 1208-1224.
Sverke, M., J. Hellgren, & K. Naswall. 2002. No Security: A Meta-analysis and Review of Job Insecurity and its Consequences. Journal of Occupational Health Psychology, 7, 242-264.
Tenedero, H. S. 2001. Creating an Enhanced Learning Environment through Individual Learning Styles. National Book Store, Mandalutong City.
Weitz, B. A., S. B. Castleberry, & J. F. Tanner. 1998. Selling: Building the Partnership. McGraw Hill, United States.
Wyk, R. 2013. The Manifestation of Familiness Resources and Psychological Capital as Familiness Capital: A Conceptual Analysis. International Business & Economics Research Journal, 12(9), 1021-1039.
Zhang, L. N. 2018. Importance of Interpersonal Skills at Work towards Managing People in an Educational Context. Advances in Economics, Business and Management Research, 54, 29-34.
Bila bermanfaat silahkan share artikel ini
Berikan Komentar Anda terhadap artikel Pengaruh Kemampuan Interpersonal, Modal Psikologi, dan Dukungan Supervisor Terhadap Kinerja Tenaga Penjualan
Pages: 123-131
Copyright (c) 2022 Wulandari Wulandari, Reny Nuraini, Fadillah Maghfiroh, Didit Darmawan, Siti Nur Halizah, Rahayu Mardikaningsih
This work is licensed under a Creative Commons Attribution 4.0 International License.
Authors who publish with this journal agree to the following terms:
- Authors retain copyright and grant the journal right of first publication with the work simultaneously licensed under Creative Commons Attribution 4.0 International License that allows others to share the work with an acknowledgment of the work's authorship and initial publication in this journal.
- Authors are able to enter into separate, additional contractual arrangements for the non-exclusive distribution of the journal's published version of the work (e.g., post it to an institutional repository or publish it in a book), with an acknowledgment of its initial publication in this journal.
- Authors are permitted and encouraged to post their work online (e.g., in institutional repositories or on their website) prior to and during the submission process, as it can lead to productive exchanges, as well as earlier and greater citation of published work (Refer to The Effect of Open Access).
