Ribhan, Ribhan and Nasrullah Yusuf, Nasrullah (2016) PENGARUH CUSTOMER - ORIENTED SELLING PADA KINERJA TENAGA PENJUALAN DENGAN PENGUJIAN DAMPAK SOCIAL DESIRABILITY. Jurnal Bisnis Dan Manajemen, National Jurnal.

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Abstract

ABSTRACT The purpose of this study was to determine the effect of selling customers on performance results oriented and behavioral performance sales force and impact of social desirability bias that occurs in the measurement of the construct. This study is a survey research design to test the effect of Sales customer-oriented performance and the results of behavioral performance sales force empirically. The samples used were salespeople in several industrial groups in Lampung Province. Data were collected by survey methods, sampling is done by using non-probability sampling technique sampling aciedental. To test the social desirability bias (SDB), conducted a study with social desirability instrument developed by Crowne and Marlowe (1960). The scale of social propriety contains the 20-point declaration with response categories that is yes and no. Respondents' answers will be aggregated and searchable median value. Scale high or low social propriety is determined from a comparison of the total answer to all respondents to the median value of all respondents scale of social propriety. Meanwhile, to test the hypothesis of this study using multiple regression teknil with SPSS. Results of research by regression, all hypothesis supported. Compliance testing social bias, respondents had a total value greater than the median value. Thus the study there was no bias. Keywords: selling performance-oriented customers, social desirability bias

Item Type:	Other
Subjects:	H Social Sciences > HB Economic Theory
Depositing User:	Dr RIBHAN
Date Deposited:	24 Mar 2022 02:21
Last Modified:	24 Mar 2022 02:21
URI:	http://repository.lppm.unila.ac.id/id/eprint/40450

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