Pengaruh utama inovasi korporat dan sumbangan sumber daya pemasaran terhadap kompensasi relatif

Imam Suryono; Fika Rahmanita

Authors

Imam Suryono Universitas 17 Agustus 1945 Jakarta
Fika Rahmanita {(SCOPUS ID :57191961704); (Scholar ID : r23peXoAAAAJ); (Sinta ID : 5983489)}, Universitas Pamulang

Keywords:

Inovasi, Kompensasi Relatif, Sumber Daya Pemasaran

Abstract

This study examines the main effects of firm innovation and marketing resource support. We use secondary data related to the French data recovery derived from the DADs data (d´eclaration annuelle de don´ees sociales or annual declaration of social data). A flat approach using longitudinal hierarchical linear model analysis tests the hypotheses. Innovative firms tend to value salespeople and rely on the sales function. Firm innovation is very important and can be a valuable tool for salespeople to enhance their role in the company and improve their relative welfare, motivating salespeople to work in innovative firms and contribute to market intelligence discovery. Employee compensation and benefits and industry dynamics are opposing boundary conditions in terms of the relationship between firm innovation and relative compensation of the sales function. Finally, industry competitiveness moderates the relationship between marketing resource support and sales function independence

Abstrak

Penelitian ini mengkaji efek utama inovasi perusahaan dan dukungan sumber daya pemasaran. Kami menggunakan data sekunder terkait data kompensasi di prancis yang berasal dari data dads (d´eclaration annuelle de don´ees sociales atau annual social data declaration). Pendekatan bertingkat menggunakan analisis longitudinal hierarchical linear model digunakan untuk menguji hipotesis. Kami menemukan bahwa perusahaan yang inovatif lebih cenderung menghargai tenaga penjualan dan mengandalkan fungsi penjualan. Inovasi perusahaan sangat penting dan dapat menjadi alat yang berharga bagi tenaga penjualan untuk meningkatkan peran mereka di perusahaan dan meningkatkan kompensasi relatif mereka, yang dapat memotivasi tenaga penjualan untuk bekerja di perusahaan yang inovatif dan berkontribusi pada pengumpulan intelijen pasar. Kompensasi dan manfaat karyawan dan dinamika industri merupakan kondisi batas yang berlawanan dalam hal hubungan antara inovasi perusahaan dan kompensasi relatif dari fungsi penjualan. Akhirnya, daya saing industri hanya memoderasi hubungan antara dukungan sumber daya pemasaran dan kompensasi relatif fungsi penjualan

Author Biography

Fika Rahmanita, {(SCOPUS ID :57191961704); (Scholar ID : r23peXoAAAAJ); (Sinta ID : 5983489)}, Universitas Pamulang

SCOPUS ID :57191961704

Scholar ID : r23peXoAAAAJ

Sinta ID : 5983489

References

Bal, H. Ç., & Erkan, Ç. (2019). Industry 4.0 and competitiveness. Procedia computer science, 158(1), 625-631.

Björkdahl, J. (2020). Strategies for digitalization in manufacturing firms. California Management Review, 62(4), 17-36.

Chapuzet,A.C., & Bawono,S.(2021).New Way Modern Marketing. Malang : Janega press

Charpin, R., Powell, E. E., & Roth, A. V. (2021). The influence of perceived host country political risk on foreign subunits' supplier development strategies. Journal of Operations Management, 67(3), 329-359.

Chatterji, A. K., Cunningham, C. M., & Joseph, J. E. (2019). The limits of relational governance: Sales force strategies in the US medical device industry. Strategic Management Journal, 40(1), 55-78.

Christa, U. R., Wardana, I. M., Dwiatmadja, C., & Kristinae, V. (2020). The role of value innovation capabilities in the influence of market orientation and social capital to improving the performance of central Kalimantan bank in Indonesia. Journal of Open Innovation: Technology, Market, and Complexity, 6(4), 1-10.

Cillo, V., Petruzzelli, A. M., Ardito, L., & Del Giudice, M. (2019). Understanding sustainable innovation: A systematic literature review. Corporate Social Responsibility and Environmental Management, 26(5), 1012-1025.

Craighead, C. W., Ketchen Jr, D. J., & Darby, J. L. (2020). Pandemics and supply chain management research: toward a theoretical toolbox. Decision Sciences, 51(4), 838-866.

Dang, H. N., Vu, V. T. T., Ngo, X. T., & Hoang, H. T. V. (2019). Study the impact of growth, firm size, capital structure, and profitability on enterprise value: Evidence of enterprises in Vietnam. Journal of Corporate Accounting & Finance, 30(1), 144-160.

Dhir, S., Ongsakul, V., Ahmed, Z. U., & Rajan, R. (2020). Integration of knowledge and enhancing competitiveness: A case of acquisition of Zain by Bharti Airtel. Journal of Business Research, 119(1), 674-684.

Dugan, R., Hochstein, B., Rouziou, M., & Britton, B. (2019). Gritting their teeth to close the sale: The positive effect of salesperson grit on job satisfaction and performance. Journal of Personal Selling & Sales Management, 39(1), 81-101.

Ellitan, L. (2020). Competing in the era of industrial revolution 4.0 and society 5.0. Jurnal Maksipreneur: Manajemen, Koperasi, dan Entrepreneurship, 10(1), 1-12.

Fuso Nerini, F., Slob, A., Ericsdotter Engström, R., & Trutnevyte, E. (2019). A research and innovation agenda for zero-emission European cities. Sustainability, 11(6), 1-10.

Gil-Gomez, H., Guerola-Navarro, V., Oltra-Badenes, R., & Lozano-Quilis, J. A. (2020). Customer relationship management: digital transformation and sustainable business model innovation. Economic research-Ekonomska istraživanja, 33(1), 2733-2750.

Good, V., Hughes, D. E., & LaBrecque, A. C. (2021). Understanding and motivating salesperson resilience. Marketing Letters, 32(1), 33-45.

Groza, M. D., Zmich, L. J., & Rajabi, R. (2021). Organizational innovativeness and firm performance: Does sales management matter?. Industrial marketing management, 97(1), 10-20.

Habel, J., Alavi, S., & Linsenmayer, K. (2021). Variable compensation and salesperson health. Journal of Marketing, 85(3), 130-149.

Hanaysha, J. R., Al-Shaikh, M. E., Joghee, S., & Alzoubi, H. M. (2022). Impact of innovation capabilities on business sustainability in small and medium enterprises. FIIB Business Review, 11(1), 67-78.

Harding, R. D., & Murdock, M. R. (2022). Now presenting the undistinguished achievement award: how relative standing creates exceptional outcomes from recognizing unexceptional sales associates. Journal of Personal Selling & Sales Management, 42(3), 279-290.

Hartini, S., Sulistiawan, J., Kurniawati, M., & Ihwanudin, M. (2021). From Practice to Theory: White Ocean Strategy of Creative Industry in East Java Indonesia. Review of International Geographical Education Online, 11(5), 4214-4222.

Hartmann, N. N., & Lussier, B. (2020). Managing the sales force through the unexpected exogenous COVID-19 crisis. Industrial Marketing Management, 88(1), 101-111.

Jaworski, B. J., Kohli, A. K., & Sarin, S. (2020). Driving markets: A typology and a seven-step approach. Industrial Marketing Management, 91(1), 142-151.

Jin, P., Peng, C., & Song, M. (2019). Macroeconomic uncertainty, high-level innovation, and urban green development performance in China. China Economic Review, 55(1), 1-18.

Kristinae, V., Wardana, I., Giantari, I. G. A. K., & Rahyuda, A. G. J. U. S. C. M. (2020). The role of powerful business strategy on value innovation capabilities to improve marketing performance during the COVID-19 pandemic. Uncertain Supply Chain Management, 8(4), 675-684.

Liang, C., Wei, Y., Li, X., Zhang, X., & Zhang, Y. (2020). Uncertainty and crude oil market volatility: new evidence. Applied Economics, 52(27), 2945-2959.

Litvinenko, V. S., & Sergeev, I. B. (2019). Innovations as a Factor in the Development of the Natural Resources Sector. Studies on Russian Economic Development, 30(1), 637-645.

Luo, Y. (2020). Adaptive learning in international business. Journal of International Business Studies, 51(1), 1547-1567.

Malesev, S., & Cherry, M. (2021). Digital and social media marketing-growing market share for construction SMEs. Construction Economics and Building, 21(1), 65-82.

Murniati & Bawono,S.(2020). Hotel Marketing Strategies In Digital Era. Singapore : Triplenine Communication Press

Ndubisi, N. O., Dayan, M., Yeniaras, V., & Al-hawari, M. (2020). The effects of complementarity of knowledge and capabilities on joint innovation capabilities and service innovation: The role of competitive intensity and demand uncertainty. Industrial Marketing Management, 89(1), 196-208.

Novitasari, M., & Agustia, D. (2021). Green supply chain management and firm performance: The mediating effect of green innovation. Journal of Industrial Engineering and Management, 14(2), 391-403.

Prasetio, A. P., Luturlean, B. S., & Agathanisa, C. (2019). Examining employee’s compensation satisfaction and work stress in a retail company and its effect to increase employee job satisfaction. International Journal of Human Resource Studies, 9(2), 239-265.

Purwati, A., Budiyanto, B., Suhermin, S., & Hamzah, M. (2021). The effect of innovation capability on business performance: The role of social capital and entrepreneurial leadership on SMEs in Indonesia. Accounting, 7(2), 323-330.

Puspaningrum, A. (2020). Market orientation, competitive advantage and marketing performance of small medium enterprises (SMEs). Journal of Economics, Business, & Accountancy Ventura, 23(1), 19-27.

Saeed, B. B., Afsar, B., Hafeez, S., Khan, I., Tahir, M., & Afridi, M. A. (2019). Promoting employee's proenvironmental behavior through green human resource management practices. Corporate Social Responsibility and Environmental Management, 26(2), 424-438.

Saputra, A. S., Setyoko, P. I., & Kurniasih, D. (2022). The Role of Social Media, Innovation and Branding Capabilities on Hospital Marketing Performance During The Covid-19 Pandemic and Industry Revolution 4.0 Era. Journal of Industrial Engineering & Management Research, 3(5), 100-111.

Scuotto, V., Nicotra, M., Del Giudice, M., Krueger, N., & Gregori, G. L. (2021). A microfoundational perspective on SMEs’ growth in the digital transformation era. Journal of Business Research, 129(1), 382-392.

Singh, R., Charan, P., & Chattopadhyay, M. (2022). Effect of relational capability on dynamic capability: exploring the role of competitive intensity and environmental uncertainty. Journal of Management & Organization, 28(3), 659-680.

Sony, M. (2020). Pros and cons of implementing Industry 4.0 for the organizations: a review and synthesis of evidence. Production & Manufacturing Research, 8(1), 244-272.

Streimikiene, D., Svagzdiene, B., Jasinskas, E., & Simanavicius, A. (2021). Sustainable tourism development and competitiveness: The systematic literature review. Sustainable development, 29(1), 259-271.

Sudiarditha, I. K. R., Susita, D., & Kartini, T. M. (2019). Compensation And Work Discipline On Employee Performance With Job Satisfaction As Intervening. Trikonomika, 18(2), 80-87.

Sulistiawan, D., & Rudiawarni, F. A. (2019). Industrial competition and earnings quality in Indonesia. International Journal of Economic Policy in Emerging Economies, 12(2), 121-129.

Tebaldi, L., Brun, A., & Bottani, E. (2022). Evidences on sustainability issues in the Fashion Supply Chain: An empirical study in Italy. Sustainable Production and Consumption, 33(1), 651-663.

Tien, N. H., Diem, P. T., Van On, P., Anh, V. T., Van Dat, N., Hung, N. T., & Tam, B. Q. (2021). The formation and development of CRM system at Thien Hoa electronics supermarket in Vietnam. International Journal of Research and Growth Evaluation, 2(4), 752-760.

Tien, N. H., Jose, R. J. S., Ullah, S. E., & Sadiq, M. (2021). Development of human resource management activities in Vietnamese private companies. Turkish Journal of Computer and Mathematics Education (TURCOMAT), 12(14), 4391-4401.

Tien, N. H., Phu, P. P., & Chi, D. T. P. (2019). The role of international marketing in international business strategy. International journal of research in marketing management and sales, 1(2), 134-138.

Tseng, M. L., Tran, T. P. T., Ha, H. M., Bui, T. D., & Lim, M. K. (2021). Sustainable industrial and operation engineering trends and challenges Toward Industry 4.0: A data driven analysis. Journal of Industrial and Production Engineering, 38(8), 581-598.

Tu, Y., & Wu, W. (2021). How does green innovation improve enterprises’ competitive advantage? The role of organizational learning. Sustainable Production and Consumption, 26(1), 504-516.

Uchehara, I., Hamma-Adama, M., Obiri, K. A., Jafarifar, N., & Moore, D. (2020). Impacts and risk management of COVID-19 pandemic on real estate supply chain. International journal of real estate studies, 14(1), 41-53.

Udayana, I. B. N., Farida, N., & Ardyan, E. (2019). Selling relationship quality to increase salesperson performance in the pharmacy industry. International Journal of Services and Operations Management, 33(2), 262-285.

Udriyah, U., Tham, J., & Azam, S. (2019). The effects of market orientation and innovation on competitive advantage and business performance of textile SMEs. Management Science Letters, 9(9), 1419-1428.

Utomo, H. S. (2020). The effect of Muslim religiosity and innovation capability on firm survival: A study on small enterprises during the Covid-19 pandemic. Iqtishadia, 13(2), 179-196.

Zhang, B. (2023). Human Resource Management (HRM) Practices and Sustainable Organisational Innovation: A Staged Exploration of the Role of HRM based on a Dynamic Environment. Highlights in Business, Economics and Management, 3(1), 157-169.