The Influence of Personality, Work Motivation, Organizational Culture, and Leadership on Employee Performance Sales Force for Housing Products Kawanua Emerald City AKR Land Development Manado.
Keywords:
Personality, Work Motivation, Organizational Culture, Leadership, Employee Performance, Multiple Regression Analysis
Abstract
The world of property, especially real estate, of course requires all efforts and strategies to be able to sell and offer their products to consumers. Various strategies are carried out including how to improve personality, work motivation, and improve organizational culture to make employees who have good performance. This study aims to determine the effect of personality factors, work motivation, organizational culture, and leadership both simultaneously and partially on the performance of sales force employees or sales agents who sell housing products at Kawanua Emerald City AKR Land Development Manado. 36 respondents property sales force and by using analytical tools such as the F test, t test, and multiple regression analysis, this study found that, together or simultaneously the factors of personality, work motivation, and organizational culture affect the performance of sales force employees. However, when viewed separately or partially, only organizational culture factors have a partial effect on the performance of sales force employees. These results suggest that companies need to pay attention to personality factors, namely job and employee satisfaction, motivational factors, and leaders who are able to encourage their subordinates.
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References
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2. Bubble et al. (2014) The Relationship Between Managers Leadership Style And Motivation. Journal of Management, Vol. 19, 2014, 1, Pp. 161-193
3. Damnjanovic V., and Krulj D. (2005) Important Factors for Salesperson Evaluation. Report of The 7th Balkan Conference on Operational Research BACOR 05, Romanian Constanta.
4. Djoni, Oktaviani R., and Kirbrandoko (2016) Factors that affect the sales performance of PT SKP (a case study of sales force of moorlife indonesia in Jabodetabek). Indonesian Journal of Business and Entrepreneurship, Vol. 2 No. 2. Available online athttp://journal.ipb.ac.id/index.php/ijbe DOI number: 10.17358/IJBE.2.2.122.
5. Donassolo PH and Augusto de Matos C. (2014) The Predictors of sales performance: a study with wholesale sellers. Rev. buses.manag., So Paulo, Vol. 16, No. 52, pp. 448-465, Jul./Sept. 2014. ISSN 1806-4892 DOI: 10.7819/rbgn.v16i52.1686
6. Dubrin Andrew J., (2012) Leadership (Translation), Second Edition, Prenada Media, Jakarta.
7. Fahmi, Irham (2012) Organizational Behavior. Theory, Application and Case. Bandung: Alphabet.
8. Fauzilah bt Salleh and Abdul Razak bin Kamaruddin (2011). The Effects of Personality Factors on Sales Performance of Takaful (Islamic Insurance) Agents in Malaysia. International journal of business and social science Vol 2 No. 5.
9. Ferreira TS (2017) Motivational factors in sales team management and their influence on individual performance. Tourism & Management Studies, 13 (1), 2017 DOI: 10.18089/tms.2017.13108
10. Gomes, FC (2010). Human Resource Management. Yogyakarta: Publisher Andi.
11. Greenberg J., and Baron RA (2008) Behavior in Organization. 9th Edition Pearson International Edition Upper Saddle River, New Jersey.
12. Fahmi, Irham. (2013) Organizational Behavior. Theory, Application and Case. Bandung: Alphabet
13. Furtwengler, D. (2002) Performance Assessment, Yogyakarta: Andi Publisher.
14. Hartono Antonius R and Sutanto Eddy M. (2015) Factors that affect the Desire to Move Winston Real Estate Agent in Surabaya. Journal of Management and Entrepreneurship Vol 17 No 1 March 2015: 99-108 ISSN Online 2338-8234.
15. Hasibuan, M, (2014), Basic Management, Understanding and Problems, Gunung Agung, Jakarta
16. Herjanto Halimin and Franklin Drew (2019), investigating salesperson performance factors: a systematic of the literature on the characteristics of effective salespersons. Australasian Marketing Journal (AMJ) • January 2019. ResearchGate Publications.
17. Kasmir (2016) Human Resource Management, (Theory & Practice), Jakarta: Cet 1 PT Raja Grafindo.
18. Manullang, M. (2012) Management Fundamentals. Print 22. Yogyakarta: Gadja Mada University Press.
19. Nugroho Rakhmat (2006) Analysis of Factors Affecting Performance Employee. University Management Masters Study Program Thesis Diponegoro Semarang.
20. Owusu Alfred, Anthony Kofi Badu, Nicholas Oppong Mensah (2015). Factors Influencing Real Estate Agents Selection: A Survey of Real Estate Customers in Kumasi Metropolis,
21. Ghanaian. Journal of Investment and Management. Vol. 4, No. 2, 2015, pp. 68-72. DOI: 10.11648/j.jim.20150402.12
22. Patrick Catur Wahyu N. (2009) Analysis of Influencing Factors Sales increase. Thesis of the Faculty of Economics Study Program Management of Sanata Dharma University Yogyakarta.
23. Rahmi Rafika (2018) Factors that affect employee performance at PT. Nusantara IV Plantation (Persro) Medan. Thesis of the Faculty of Economics and Islamic Business North Sumatra State Islamic University
24. Rajagopal, Pitt M., and Price S., (2010), Measuring Sales Performance of Home Decoration Products. Journal of Retail and Leisure Property Vol 9 No 2, 105-124. Macmillan Publishers Ltd. 1479-1110www.palgrave-journal.com/rlp/
25. Robbins Stephen P. and Coulter Mary. (2012) Management. New Jersey: Pearson Education, Inc.
26. Robbins Stephen P., (2009). Essentials Of Organizational Behavior (Translation), Fifth Edition, Erlangga Publisher, Jakarta.
27. Robbin and Judge, T. 2014. Organizational Behavior. Jakarta: Four Salemba.
28. Sampurno, Joko (2006) Analysis of the factors that affect the performance of the results power sales and its relationship to sales effectiveness company (a case study on BPR in the ex. Residency of Semarang). Journal Management & Organization Studies Volume 3, Number 1, January, Year2006, page 64.
29. Setyawan Agustinus (2018) Analysis of Factors Affecting Performance Employees (Case Study on Three Offshore Fabrication Companies in Batam and Karimun). Journal of Accounting and Management Innovation Vol 2 No 1 pp. 67-89.
30. Siagian Sondang P., (2012) Tips to Increase Work Productivity, Matters First, Pt.Rineka Cipta, Jakarta.
31. Sugiyono (2018) Business Research Methods. Bandung: Alfabeda.
32. Suwanto and Priansa DJ (2011) Human Resources Management in Public Organizations and Business. Bandung: Alphabeta.
33. Utomo Endhar P. (2019) Identification of Factors Affecting Sales Performance at Media Company Advertising: Empirical Study on Power Seller at RCTI. Journal of Business Economics and Entrepreneurship (JEBIK) 2019, Vol. 8, No. 1, Pages 81-93.
34. Talukder KI and Jan, MT (2017) Factors Influencing Sales People's Performance: A Case Study of Mobile Service Providers in Bangladesh. Academy of Marketing Studies Journal 21 (2) 1528-2678-21-2-113.
35. Waiyaki EW (2017) Effect of motivation on employee performance: a case of pam golden properties limited, Nairobi. Research Project Report Submitted to the Chandaria School of Business in Partial Fulfillment of the Requirement for the Degree of Master of Science in Organizational Development (MOD). United States International University Africa.
36. Wang, Guangping, (2000). Personal Factors Affecting Sales Performance: Modeling the Effects of Experience, Competitiveness, Self-Efficacy, Effort, and Creativity." LSU Historical Dissertations and Theses. 7236.https://digitalcommons.lsu.edu/gradschool_disstheses/7236.
37. Wong, KL and Tan, CL (2018). Adaptive selling behavior: A study among salesperson in pharmaceutical industry. Asian Academy of Management Journal, 23(1), 1–22. https://doi.org/10.21315/aamj2018.23.1.1
Published
2021-10-13
How to Cite
Runtunuwu, E. J., Trang, I., & Mananeke, L. (2021). The Influence of Personality, Work Motivation, Organizational Culture, and Leadership on Employee Performance Sales Force for Housing Products Kawanua Emerald City AKR Land Development Manado. Central Asian Journal of Theoretical and Applied Science, 2(10), 48-64. Retrieved from https://cajotas.centralasianstudies.org/index.php/CAJOTAS/article/view/244
Section
Articles
Copyright (c) 2021 Elijah Johanes Runtunuwu, Irvan Trang, Lisbeth Mananeke
This work is licensed under a Creative Commons Attribution 4.0 International License.
