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PENGARUH MARKET DAN LEARNING ORIENTATIONS TERHADAP RELATIONAL CAPABILITY DAN KINERJA USAHA UMKM DI KOTA MATARAM Sulhaini, Sulhaini; Rusdan, Rusdan; Sulaimiah, Sulaimiah; Ismiwati, Baiq; Dayani, Rahman; Anggriani, Rini
JMM UNRAM - MASTER OF MANAGEMENT JOURNAL Vol 7, No 1 (2018): JMM Maret 2018
Publisher : Master of Management, Mataram University

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.29303/jmm.v7i1.401

Abstract

The objective of the study is to examine the effect of organisational culture, i.e learning and market orientations toward relational capability and business performance of SMEs. The samples were purposively selected in the city of Mataram, they must have at least four employess. They were door-to-door approached during a four-week data collection period. The findings suggested that the orientations strengthen SMEs’ relational capability and performance. Nonetheless, learning orientation does not guarantee better business performance unless the orientation is strongly implemented intofirms’ relational capability. The study provides interesting contributions toward relationship marketing literature by giving evidences regarding the effects of the cultural orientations on SMEs’ relational capability and perfromance.Founding of SMEs should emphasise on the development and implementation of learning and market orientations to improve  their relational capability and performance.Keywords: learning orientation, market orientation, relational capability, business performance
BUSINESS RELATIONSHIP DEVELOPMENT IN THE CONTEXT OF A HIGH-RISK AND UNCERTAINTY Sulhaini, Sulhaini
Journal of Economics, Business, and Accountancy | Ventura Vol 15, No 1 (2012): April 2012
Publisher : STIE Perbanas Surabaya

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.14414/jebav.v15i1.54

Abstract

This paper aims to explore how relationship elements fluctuate and business relationshipsdevelop in a volatile country market. Previous studies explored business relationship developmentin stable country markets ignoring the complexity of building relationships in thecontext of high-risk and high uncertainty environment. This study followed the traditions ofinductive logic and used a qualitative approach and multi-case study design. Data was analyzedfollowing the procedure of General Inductive Approach (GIA).The findings suggest thatlearning orientation is a key orientation influencing a companies’ ability to develop businessrelationships in a high- risk country market and that relationships need to be understoodfrom this perspective rather than simply a relational one. Business relationship developmentin a volatile market can be better understood through the learning perspective than merelywithin the relational perspective. Practical implication of the study is that when exporting toa high risk country market, a company needs to develop its orientation towards learning todevelop its ability and capacity to manage and develop business relationships.
BUSINESS RELATIONSHIP DEVELOPMENT IN THE CONTEXT OF A HIGH-RISK AND UNCERTAINTY Sulhaini, Sulhaini
Journal of Economics, Business & Accountancy Ventura Vol 15, No 1 (2012): April 2012
Publisher : STIE Perbanas Surabaya

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.14414/jebav.v15i1.54

Abstract

This paper aims to explore how relationship elements fluctuate and business relationshipsdevelop in a volatile country market. Previous studies explored business relationship developmentin stable country markets ignoring the complexity of building relationships in thecontext of high-risk and high uncertainty environment. This study followed the traditions ofinductive logic and used a qualitative approach and multi-case study design. Data was analyzedfollowing the procedure of General Inductive Approach (GIA).The findings suggest thatlearning orientation is a key orientation influencing a companies ability to develop businessrelationships in a high- risk country market and that relationships need to be understoodfrom this perspective rather than simply a relational one. Business relationship developmentin a volatile market can be better understood through the learning perspective than merelywithin the relational perspective. Practical implication of the study is that when exporting toa high risk country market, a company needs to develop its orientation towards learning todevelop its ability and capacity to manage and develop business relationships.
How do Entrepreneurial Human Resource Practices Determine Small Firms’ Performance? Sulaimiah, Sulaimiah; Sulhaini, Sulhaini
INTERNATIONAL RESEARCH JOURNAL OF BUSINESS STUDIES Vol 9, No 3 (2016): December 2016 - March 2017
Publisher : Universitas Prasetiya Mulya

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (180.294 KB)

Abstract

This study examines the effects of entrepreneurial human resource practices on market-oriented behaviour, relational capability, and business performance at small-sized firms. For the purpose of the study, a survey was carried out for two different product types, namely handi crafts and food/drink, and sample firms were purposively selected. Interestingly, the findings suggest that, though practices may not directly improve firms’ performance, implementing practices characterised by entrepreneurial orientation is a start for high performance as market oriented behaviour and relational capability moderate the effects. The practices stimulate employees’ mind-sets, shaping their behaviour and willingness to find new ways of doing business and satisfying external customers. The implication of the study was that such practices should be designed to improve small firms’ market-oriented behaviour and relational capability for better business performance.Keywords: Entrepreneurial Human Resource Practices, Relational Capability, Market Orientation, Business Performance  https://doi.org/10.21632/irjbs.9.2.133-146 
PENGARUH KECENDERUNGAN CONSUMER ETHNOCENTRISM DOMESTIC PRODUCT BELIEF TERHADAP KEIGINAN UNTUK MEMBELI PRODUK ELEKTRONIK DI KOTA MATARAM, NUSA TENGGARA BARAT Rusdan, Rusdan; Ismiwati, Baiq; Sulhaini, Sulhaini; Dayani, Rahman
Distribusi - Journal of Management and Business Vol 6, No 1 (2018): Jurnal Distribusi - Jurnal Ilmu Manajemen dan Bisnis Maret 2018
Publisher : Fakultas Ekonomi dan Bisnis Universitas Mataram

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.29303/jdm.v6i1.26

Abstract

AbstrakTujuan utama dari penelitian ini adalah untuk menguji pengaruh kecenderungan ethnocentrisme kepercayaan terhadap produk dalam negeri dan keiginan untuk membeli. Survei dilakukan di kalangan mahasiswa Universitas Mataram. Terdapat seratus mahasiswa sebagai sampel yang ditentukan secara accidental selama dua minggu pengumpulan data. Mayoritas diantara mereka adalah mahasiswa Fakultas Ekonomi dan Bisnis. Penelitian ini menemukan bahwa kecenderungan ethnocentrisme di kalangan mahasiswa yang merupakan konsumen muda belum sangat kuat. Hal ini juga terlihat pada domestic product belief dan keinginan untuk membeli produk elektronik buatan dalam negeri. Namun demikian, kecenderungan ini berpengaruh kuat terhadap domestic product beleif dan keinginan untuk membeli. Ini berarti ditengah era pasar bebas, sangatlah penting untuk memperkuat kecenderungan tersebut di kalangan konsumen muda terdidik demi kepentingan ekonomi bangsa.Katakunci: consumer ethnocentrism, kepercayaan  pada produk domestik, keinginan untuk membeli
PENGARUH BERANTAI BUDAYA ORGANISASI DAN HUMAN RESOURCE PRACTICES TERHADAP KREATIFITAS DAN KINERJA USAHA UMKM Sulhaini, Sulhaini; Rusdan, Rusdan; Dayani, Rahman; Ismiwati, Baiq
JMM UNRAM - MASTER OF MANAGEMENT JOURNAL Vol 7, No 3 (2018): JMM September 2018
Publisher : Master of Management, Mataram University

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.29303/jmm.v7i3.334

Abstract

This research aimed at examining the chain of effects of organisational culture and human resource practices towards SMEs’ creativity and performance. The study contributes to the literature by giving explanations related to how human resource practices, market and learning orientations affect the creativity and performance of SMEs. Population in this research was all SMEs producing handicraft, food / beverage and others in Mataram-Indonesia. Sample firms were selected using purposive sampling. The results showed that organizational culture, namely market orientation and learning orientation affect creativity and business performance in different ways. Learning orientation does not have a strong effect on creativity but has a direct effect on business performance. Meanwhile market orientation and human resource practices have no direct effect on business performance but through their influence on creativity. Market orientation and human resource practices ensure high business performance through its influence on creativity improvement. Market orientation becomes a source of creative ideas as its dimensions provide opportunities for SMEs to find useful ideas. Furthermore, human resource practices maintain / motivate employees for continuous creative endeavors, faster and better than to competitors. This creates higher customer value, stronger competitive advantage and greater guarantees business success /business performance.Penelitian ini menguji pengaruh berantai dari budaya organisasi dan human resource practices terhadap kreatifitas dan kinerja usaha UMKM. Studi ini berkontribusi pada literature dengan memberikan penjelasan terkait bagaimana human resource practices, market dan learning orientations mempengaruhi kreatifitas dan kinerja usaha UMKM. Populasi dalam penelitian ini adalah semua UMKM dibidang usaha pengolahan baik kerajinan maupun makanan/minuman dan lainnya. Teknik sampling yang digunakan adalah purposive sampling dari teknik sampling Non-Probability Sampling. Hasil penelitian menunjukkan bahwa budaya organisasi, yaitu market orientation dan learning orientation mempengaruhi kreatifitas dan kinerja usaha dengan cara yang berbeda. Learning orientation tidak berpengaruh kuat terhadap kreatifitas tetapi berpengaruh langsung terhadap kinerja usaha. Sedangkan market orientation memiliki pengaruh yang sama dengan human resource practices, yaitu tidak berpengaruh langsung terhadap kinerja usaha tetapi melalui pengaruhnya terhadap kreatifitas. Market orientation dan human resource practices menjamin kinerja usaha yang tinggi melalui pengaruhnya terhadap peningkatan kreatifitas. Market orientation menjadi sumber inspirasi ide-ide kreatif karena adanya orientasi kepada konsumen dan pesaing memberikan peluang bagi UMKM untuk menemukan ide. Selanjutnya, human resource practices menguatkan motivasi karyawan untuk berkreasi secara berkelanjutan, lebih cepat dan lebih unggul dari pesaing. Hal ini menciptakan keunggulan bersaing yang lebih kuat dan menjadi jaminan kesuksesan usaha/kinerja usaha yang lebih tinggiKeywords :human resource practices, organizational culture, creativity
PENGARUH MARKET DAN LEARNING ORIENTATIONS TERHADAP RELATIONAL CAPABILITY DAN KINERJA USAHA UMKM DI KOTA MATARAM Sulhaini, Sulhaini; Rusdan, Rusdan; Sulaimiah, Sulaimiah; Ismiwati, Baiq; Dayani, Rahman; Anggriani, Rini
JMM UNRAM - MASTER OF MANAGEMENT JOURNAL Vol 7, No 1 (2018): JMM Maret 2018
Publisher : Master of Management, Mataram University

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.29303/jmm.v7i1.238

Abstract

The objective of the study is to examine the effect of organisational culture, i.e learning and market orientations toward relational capability and business performance of SMEs. The samples were purposively selected in the city of Mataram, they must have at least four employess. They were door-to-door approached during a four-week data collection period. The findings suggested that the orientations strengthen SMEs’ relational capability and performance. Nonetheless, learning orientation does not guarantee better business performance unless the orientation is strongly implemented into firms’ relational capability. The study provides interesting contributions toward relationship marketing literature by giving evidences regarding the effects of the cultural orientations on SMEs’ relational capability and perfromance. Founding of SMEs should emphasise on the development and implementation of learning and market orientations to improve their relational capability and performance.Keywords: learning orientation, market orientation, relational capability, business performance
The Effect of Ethnocentrism and Image of Asian Industrialised Countries on Perceived Relative Quality Sulhaini, Sulhaini; Mulyono, Lalu Edy Herman
INTERNATIONAL RESEARCH JOURNAL OF BUSINESS STUDIES Vol 7, No 3 (2014): December 2014 - March 2015
Publisher : Universitas Prasetiya Mulya

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (108.019 KB)

Abstract

PENGARUH GREEN MARKETING MIX TERHADAP VALUE PERCEPTION DAN MINAT BELI KONSUMEN THE BODY SHOP DI KOTA MATARAM Triana, Maya; Sulhaini, Sulhaini
JMM UNRAM - MASTER OF MANAGEMENT JOURNAL Vol 8, No 2 (2019): JMM Juni 2019
Publisher : Master of Management, Mataram University

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.29303/jmm.v8i2.429

Abstract

This research examined the effect of Green Marketing Mix, Value Perception and Intention To Buy cosmetic product of The Body Shop in Mataram City. This research is specifically aimed at determining the significance of the effect of Green Marketing Mix on Value Perception and Intention To Buy on cosmetic product at The Body Shop in Mataram City. The population of this study was customer of cosmetic product of The Body Shop in Mataram City, contain 100 respondents using purposive sampling method. The instrument in this study tested using Confirmatory Factor Analysis, while the reliability test using Cronbach Alpha. This research using Structural Equation Modelling employing SmartPLS program to test the hypothesis. The research results showed that Green Marketing Mix significantly and positively affect the Value Perception, Green Marketing Mix significantly and positively affect the Intention To Buy, Value Perception significantly and positively affect the Intention To Buy. Green Marketing Mix significantly and positively affect the Intention To Buy throught Value Perception. The Body Shop needs to make the subject of promotion more supportive of environmental exceptions in real terms, for example the program for saving rare animals, holding river cleaning activities or tree planting programs that involve customers directly.Keywords: Green Marketing Mix, Value Perception, Intention To Buy, Cosmetic Product, The Body Shop.
PENGARUH CUSTOMER RELATIONSHIP MANAGEMENT (CRM) TERHADAP PRODUCT KNOWLEDGE DAN LOYALTY INTENTION PADA NASABAH PT. BANK BNI SYARIAH CABANG MATARAM Ismail, Magma Zulfiqar; Sulhaini, Sulhaini; Athar, Handry Sudiartha
JMM UNRAM - MASTER OF MANAGEMENT JOURNAL Vol 8, No 3 (2019): JMM September 2019
Publisher : Master of Management, Mataram University

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.29303/jmm.v8i3.443

Abstract

This study aims to determine the effect of Customer Relationship Management on Product Knowledge and Customer Loyalty Intention PT. Bank BNI Syariah Mataram Branch. And to find out the effect of Product Knowledge on Customer Loyalty Intention, PT. Bank BNI Syariah Mataram Branch. The type of research used is causality with a non purposive sampling technique. The population in this study is the customer of PT. Bank BNI Syariah Mataram Branch in the past year amounted to 100 respondents with data collection techniques using questionnaires. Data analysis uses path analysis with the help of Structural Equation Modeling (SEM) with AMOS Software.The results of the study show that; Customers Relationship Management (CRM) has a positive and significant effect on Product Knowledge at the BNI BNI Syariah Bank Branch. Product Knowledge has a positive and significant influence on consumer Loyalty Intention at the BNI BNI Syariah Bank Branch. Customers Relationship Management (CRM) has a positive and significant influence on consumer Loyalty Intention at the BNI BNI Syariah Bank Branch.Keywords : Customers Relationship Management (CRM), Product Knowledge dan Loyalty Intention