INGIN MENJADI PENELITI KEILMUAN SEBAGAI DASAR UNTUK ...

INGIN MENJADI PENELITI KEILMUAN SEBAGAI DASAR UNTUK MENJADI ILMUWAN, PROFESSIONAL, PENELITI TERAPAN????

Mengapa kitameneliti

PROF. AGF

Apa dalam ilmu Yang Menjadi Masalah?

• Research Gap• Justified Data for

Problem

Bagaimana sebagaipeneliti , saya ingin ikut

menyelesaikannya?Research Model

Bagaimana sayameyakinkan diri bahwa

rancangan yang saya buatsudah baik???

Mencari Obyek Penelitianyang sesuai menjadi tempat

pengujian model saya

PROSES PENELITIAN ILMU MANAJEMEN

Temukanlah

Lakukan Pengujian& Rumuskan Findings

Siapkan

Lakukan

M

I

S

S

T

F

PROF. AGF

DATA(RG)

MASALAH

MASALAH PENELITIAN

Justifikasi PisauAnalisis/ Grand Theory / Middle Range Theory

utk menyelesaikanmasalah penelitian

LOGIKA PENULISAN BAB 1/PENGANTAR

TESIS/DISERTASI/ARTIKEL JURNAL

PERTANYAAN PENELITIAN

MODEL DRAFTING

TUJUAN(Contribution to the body

of knowledge)

Boleh ditambah

KEGUNAAN

Sering kita tidakmenulis ini maka

muncul pertanyaanpenguji, “darimana

variabelmu itumuncul

RESEARCH GAP

DIDAKTIK

METODOLOGIK…

“ TIDAK PERNAH ADA

MASALAH DALAM

BENTUK PERTANYAAN”

PROF. AGF5

Darimana Ide Problematisasi diransanguntuk MUNCUL?

Ide tidak mungkin muncul dengansendirinya…….sekalipun kita adalah seorang

professor

PROF. AGF6

Darimana Ide Problematisasi diransanguntuk MUNCUL?

Membaca dan membaca untuk menemukanRESEARCH GAP

Membaca bukan dengan daya hafal..tetapidengan daya pikir….yaitu kritikal dan inquiring

PROF. AGF7

Darimana Ide diransang untuk MUNCUL?

DAYA HAFAL AKAN MERUSAK DAYA dayakritikal dan inquiringmu

Ini buktinya…….

PROF. AGF

PROSES PENELITIAN(Tergantung jenis

penelitian)

Sumber Masalah

Sumber perumusanvariable untuk

menyelesaikan masalah

Basic ResearchApplied

Research

PUSTAKA:

Teori

Riset

Sintesis

Diskusikan dan

putuskan Bersama

dengan klien pemilik

riset

Research Gap/

Theory Gap

Data Fokus:

Fenomena Bisnis –

Data organisasi

Hasil akhir penelitian

1. Kesimpulan atas

masalah penelitian

2. Implikasi Teoretis

3. Implikasi Manajerial

4. Kelemahan dan

peluang riset

mendatang

1. Kesimpulan atas

masalah penelitian

2. Rekomendasi

kebijakan (tentu

hasil diskusi

bersama obyek

riset kita

Peneliti• Mahasiswa Pasca

• Dosen

• Peneliti keilmuan

• Divisi Perusahaan

• Konsultan

Pembiayaan Membayar Dibayar

PROF. AGF

LATAR

BELAKANGRUMUSAN

MASALAH

RUMUSAN

MASALAH

PENELITIAN

JUDUL

TESIS (TITLE

WORDING)(Untuk S3)

PROPOSISI &

GRAND

THEORETICAL

MODEL

MODEL

PENELITIAN

EMPIRIS

TELAAH

PUSTAKA

HIPOTESIS

FENOMENA

BISNIS

RESEARCH

GAP

THEORY

GAP

RINGKASAN

TEMUAN

PENELITIAN

KESIMPULAN

TEMUAN

PENELITIAN

LAPORAN

DATA

UJI

EMPIRIS

RUMUSAN

PERTANYAAN

PENELITIAN

PROF. AGF

Darinama penelitian dimulai?

Tentu…dari adanya masalah…

Maunya ini

Nyatanya iniProblem is a statement of

deviation

PROF. AGF

Darinama penelitian dimulai?

Tentu…dari adanya masalah…

Maunya ini

Nyatanya iniProblem is a statement of

deviation

APAKAH PROMOSI BERPENGARUH PADA OMZET????

PROF. AGF

→MASALAH????1. Apakah terdapat pengaruh strategi

pemasaran adaptasi terhadap keunggulan nilai utilitas intrinsik

2. Apakah terdapat pengaruh keunggulan nilaiutilitas intrinsik terhadap kinerja pemasaran

3. Apakah terdapat pengaruh kapabilitaspemasaran kreatif terhadap keunggulan nilai utilitas intrinsik

4. Apakah terdapat pengaruh keunggulan nilaiutilitas intrinsik terhadap kemampuanmerespon pasar

5. Apakah terdapat pengaruh kemampuanmerespon pasar terhadap kinerja pemasaran

6. Apakah terdapat pengaruh kemampuanpemasaran kreatif terhadap kinerja pemasaran

Sumber : Prof. AGF, 2018 Lab Sains Pemasaran DIM PSDIE FEB Undip

APAKAH INI CONTOH “MASALAH” YANG BIASA KITA KEMBANGKAN atau

kita ajarkan pada para mahasiswa kita??????

Sembarangan

!!!XXXXXMana ada di dunia ini

masalah berentuk

PERTANYAAN????

PROF. AGF

PROF. AGF

FORMULASI TUJUAN PENELITIANRuang untuk Contribution to the body of knowledge

kita

PROF. AGF

BAGAIMANA MEMFORMULASI TUJUAN PENELITIAN?

BIASANYA (hanya) DOSEN INDONESIA MENGAJARKAN BEGINI TEHNIKNYA:

1. Copykan semua kalimat “masalah”mu2. Buatlah sub judul “ Tujuan penelitian”3. Tempelkan kalimat yang dicopy pada sub bagian

Tujuan Penelitian4. Tambahkan kata ini didepan setiap kalimat

pertama yang dicopy “ UNTUK MENGUJI DAN MENGANALISIS”

5. Hasil akhirnya adalah seperti yang disajikandalam bagian berikut ini

PROF. AGF

TUJUAN:Tujuan penelitian ini adalah:

1. Untuk menguji dan menganalisa apakah terdapatpengaruh strategi pemasaran adaptasi terhadap keunggulan nilai utilitas intrinsik

2. Untuk menguji dan menganalisis apakah terdapatpengaruh keunggulan nilai utilitas intrinsikterhadap kinerja pemasaran

3. Untuk menguji dan menganalisis apakah terdapatpengaruh kapabilitas pemasaran kreatif terhadap keunggulan nilai utilitas intrinsik

4. Untuk menguji dan menganalisis apakah terdapatpengaruh keunggulan nilai utilitas intrinsikterhadap kemampuan merespon pasar

5. Untuk menguji dan menganalisis apakah terdapatpengaruh kemampuan merespon pasar terhadap kinerja pemasaran

6. Untuk menguji dan menganalisis apakahterdapat pengaruh kemampuan pemasaran kreatif terhadap kinerja pemasaran


PROF. AGF

→MASALAH→MASALAH PENELITIAN

→MASALAH1. Apakah terdapat pengaruh strategi pemasaran

adaptasi terhadap keunggulan nilai utilitasintrinsik

2. Apakah terdapat pengaruh keunggulan nilaiutilitas intrinsik terhadap kinerja pemasaran

3. Apakah terdapat pengaruh kapabilitaspemasaran kreatif terhadap keunggulan nilai utilitas intrinsik

4. Apakah terdapat pengaruh keunggulan nilaiutilitas intrinsik terhadap kemampuan merespon pasar

5. Apakah terdapat pengaruh kemampuanmerespon pasar terhadap kinerja pemasaran

6. Apakah terdapat pengaruh kemampuanpemasaran kreatif terhadap kinerja pemasaran


PERTANYAAN

PENELITIAN

TUJU

AN

P

ENELITIA

N

Seharusnya iniadalah pertanyaan

penelitian

Entah ini membuat jadi PINTAR atau membuat hadi BODOH

PROF. AGF

TUJUAN PENELITIAN

Penelitian ini bertujuan untuk

mengeksplorasi sebuah model

konseptual baru yang dapat mengisi

kesenjangan penelitian antara

kemampuan perusahaan dalam

mengadaptasi produk dan kinerja

Pemasaran yang berpusat pada konsepsi

Value resonance. Konsepsi value

resonance ini diarahkan untuk bersinergi

dengan kapabilitas adaptasi perusahaan

sebagai instrument peningkatakan

kinerja pemasaran.

Sumber : Disertasi Ivon, 2018 Lab Sains Pemasaran

DIM PSDIE FEB Undip

PROF. AGF

TUJUAN PENELITIAN

Penelitian untuk disertasi ini bertujuan

untuk mengkaji keterkaitan antara

Opportunity Vigilance yang dilakukan

aktor perusahaan dalam melakukan

exploration, exploitation dan ambidexterity

atas peluang-peluang bisnis sehingga

berdampak pada peningkatan kinerja

perusahaan, serta menggali konsep baru

mengenai Epistemic Value Creation untuk

memediasi Opportunity Vigilance terhadap

peningkatan kinerja perusahaan.

Sumber : Disertasi Ira Mariyah Ulfah, 2018 Lab

Sains Pemasaran DIM PSDIE FEB Undip

PROF. AGF

TUJUAN PENELITIAN

Tujuan penelitian ini adalah membangun konsepbaru untuk mengatasi kesenjangan pada hasilpenelitian mengenai pengaruh citra destinasiterhadap minat berkunjung kembali danmengadopsinya dalam menghadirkan sebuahmodel konseptual baru mengenai kinerjapemasaran destinasi.

Sumber : Disertasi Sri Murtini, 2018 Lab Sains

Pemasaran DIM PSDIE FEB Undip

PROF. AGF

TUJUAN PENELITIAN

Penelitian ini bertujuan mengeksplorasi hubunganantara orientasi pelanggan terhadap kinerja tenaga

penjualan serta mengeksploitasikannya ke dalam model konseptual baru yang berpijak pada dua teori utamayaitu Resource Advantage theory of competion and

Service Dominant Logic.

Sumber : Disertasi Hidayat, 2018 Lab Sains Pemasaran

DIM PSDIE FEB Undip

PROF. AGF

TUJUAN PENELITIANTujuan penelitan ini adalah membangun sintesa barumengenai B2B Collaborative Value Co-creation dalam

rerangka konsep Networking Capability (NC) yang mampu berdampak pada Marketing Performance (MP)

dalam industri kontruksi bangunan

Sumber : Disertasi Redi Nusantara, 2018 Lab Sains Pemasaran

DIM PSDIE FEB Undip

PROF. AGF

Penelitian ini juga bertujuan untukmengkaji dan menganalisis esensi dan

peran orientasi kewirausahaan, kapabilitas mengikat saluran distribusi

berbasis nilai komersial, kekuatanpenetrasi pasar, co value creation

capability, dan keunggulan posisionaldalam meningkatkan kinerja

pemasaran.

Sumber : Disertasi Retno Mulatsih, 2018 Lab Sains Pemasaran

DIM PSDIE FEB Undip

TU

JU

AN

PE

NE

LIT

IAN

PROF. AGF

TUJUAN PENELITIAN

Tujuan penelitian ini adalah untukmengeksplorasi sebuah model konseptualbaru yang berpusat pada konsepsiAksentuasi Keunggulan Nilai Kehijauanuntuk menyelesaikan gap antara inovasiproduk dan kinerja produk baru.

Sumber : Disertasi Larisa, 2018 Lab Sains

Pemasaran DIM PSDIE FEB Undip

PROF. AGF

TUJUAN PENELITIAN

Tujuan penelitian ini adalahmembangun konsep baru mengenai

kapabilitas jejaring wirusaha berdasarkohesi sosial, untuk mengatasikesenjangan hasil penelitian

mengenai pengaruh pemasaranentrepreneurial pada kinerja

pemasaran perusahaan.

Sumber : Eko Sasono, 2018 Lab Sains Pemasaran

DIM PSDIE FEB Undip

PROF. AGF

TUJUAN PENELITIAN

Tujuan dari penelitian ini adalah mengembangkan sebuah konsepteoritikal untuk mengatasi kesenjangan hasil penelitian mengenai

pengaruh Market Based Organizational Learning terhadap Marketing Performance, dengan pendekatan analisis RA theory sehingga kedepan

diharapkan dapat berkontribusi meningkatkan kinerja

Sumber : Disertasi Nurul Komariyatin, 2018 Lab Sains Pemasaran

DIM PSDIE FEB Undip

PROF. AGF

TUJUAN PENELITIAN

Penelitian ini bertujuan untuk memberikanpandangan baru tentang konsep pemanfaatan social

commerce dalam memaksimalkan kinerja perusahaanmelalui pengembangan sebuah konsepsi baru

mengenai kualitas Komunikasi Pemasaran referalcommerce yang diintegrasian dalam sebuah

model empiric yang baru

Sumber : Rifky, 2018 Lab Sains Pemasaran DIM

PSDIE FEB Undip

PROF. AGF

TUJUAN PENELITIAN

Tujuan dari penelitian ini adalah membangun sintesis barumengenai aktivitas memobilisasi jejaring social pro

pertumbuhan (Pro-growth Social Network) dalam membangunsebuah model baru mengenai tanggung jawab sosial

perusahaan

Sumber : Disertasi Posmaria, 2018 Lab Sains Pemasaran DIM PSDIE FEB

Undip

PROF. AGF

PROF. AGF

He, Ping. 2008. "An Investigation of the Antecedents and Consequences of Affective Commitment in a U.S. Hospitality Organization." Virginia Institute of Technology.

PROF. AGF

Gonzalez, Edgar Armando. 2017. "Artisan leadership: Exploring the relationship between authentic leadership and job satisfaction of virtual healthcare consultants." 10633421 Ph.D., Our Lady of the Lake University.

PROF. AGF

Purpose of the Study The purpose of the current study is to determine whether there are differences in how

well the ability-based and mixed models of emotional intelligence predict Charismatic/ Transformational

Leadership behavior. Additionally, the study seeks to identify whether the leader’s level within the organizational

hierarchy affects these relationships. While current research indicates that a relationship exists (Alston, Dastoor,

& Sosa-Fey, 2010; Bass, 2008; Blank, 2008; Samad, 2011; Zeidner, Matthews, & Roberts, 2004), the findings

from this research are inconsistent due to the different definitions and measurement tools used and the general

focus on a single level of leader (Cartwright & Pappas, 2008; Cherniss, 2010; Van Rooy, 2005; Walter, Cole, &

Humphery, 2011; Zeidner, Matthews, & Roberts, 2004). Through the “affective revolution” identified by Barsade

and Gibson (2007), the wider business community has shown the need for consistent and targeted

development of “soft-skills” assessments and training, especially as these skills relate to leader development

and the relationship between the leader and his or her followers. This relationship is largely based on the

development and application of emotional intelligence (Bass, 2008; Johansen, 1990; Kilburg & Donohue, 2011;

Kovač & Jesenko, 2010; Rubin, Munz, & Bommer, 2005). Leadership studies and the enhancement of leader

performance are key areas of study for the field of industrial and organizational psychology (Aamodt, 2007), and

the idea of emotional intelligence as one of many forms of intelligence, each with different levels of situational

relevance, has been a topic of study in the broader field of psychology going back at least as far as Thorndike

(1920). The current study will generate further data on the relationship between the two research streams of

emotional intelligence and Charismatic/ Transformational Leadership behavior. Additionally, potential situational

factors may emerge affecting the nature of the targeted relationship. . This will allow both researchers and

practitioners to better design training and development systems that target only those levels of a leadership

hierarchy for which enhanced emotional intelligence will provide a true benefit.

Carroll, William E. 2017. "Leadership and emotional intelligence: Ability-based and mixed models of emotional intelligence as predictors of leadership performance across manager levels." 10264376 Psy.D., Capella University.

PROF. AGF

PROF. AGF

ProblematizationBagaimana mencari masalah untuk riset kita

PROF. AGF

DATA(RG)

MASALAH

MASALAH PENELITIAN

Justifikasi PisauAnalisis/ Grand Theory / Middle Range Theory

utk menyelesaikanmasalah penelitian

LOGIKA PENULISAN BAB 1/PENGANTAR

TESIS/DISERTASI/ARTIKEL JURNAL

PERTANYAAN PENELITIAN

MODEL DRAFTING

TUJUAN(Contribution to the body

of knowledge)

Boleh ditambah

KEGUNAAN

Sering kita tidakmenulis ini maka

muncul pertanyaanpenguji, “darimana

variabelmu itumuncul

RESEARCH GAP

DIDAKTIK

METODOLOGIK…

“ TIDAK PERNAH ADA

MASALAH DALAM

BENTUK PERTANYAAN”

PROF. AGF

MENGENALI

CELAH PENELITIAN

RESEARCH GAP

Carilah celah penelitian (Research gap) dari “the body of knowledge”

untuk mengdapat ruang bagiseorang peneliti memulai

penelitiannya.

Langkah

1

Carilah celah penelitian (Research gap) dari “the body of knowledge”

untuk mengdapat ruang bagiseorang peneliti memulai

penelitiannya.

Langkah

1

PROF. AGF

D

e

r

a

j

a

t

s

u

l

i

t

MENGENALI

CELAH PENELITIAN

RESEARCH GAP

Dari yang tersulit

hingga yang termudah

TIADAnya TEORI/Penjelasan Konseptual bagi Praktek Manajemen yang berjalan1

ADANYA KONSEP YANG TIDAK DIBIDIK OLEH RISET TERDAHULU..Bahkan Konsepitu sudah ketinggalan jaman (outdated) ….Lack of……… and outdated2

Defisiensi Hasil: Hasil penelitiannya BAIK tetapi sangat kurang kemampuanmenjelaskannya, rendah sekali pengaruh, seperti R2 yang dibawah 10% 4

Inkonsistensi hasil temuan berbagai penelitian ilmiah (ada yang signifikanpositif, negatif,dan atau tidak signifikan)3

Kelemahan dan Peluang penelitian yang disajikan dalam bagian penutup artikeljurnal dari peneliti lain

5

PROF. AGF

Tidak ada Teori/Konsep

Teori yang menje-

laskan sebuah

Praktek Manajemen yang

berjalan

Ditemukan adanya praktek manajemen yang berjalan baik, tetapi TIDAK ADA atau sulit

menemukan Teori/ Konsep Teoretikal yang dapatmenjelaskan perspektif ilmu pengetahuan bagi

atau dari praktek manajemen itu.

1

Contoh

PROF. AGF

Tidak ada

Teori/Konsep Teori

yang menjelaskan

sebuah

Praktek Manajemen

yang berjalan

1

Sebuah contoh disajikan berikut ini dari studi Branine and David (2010, p.

712)

“The recent past has witnessed increasing interest within Western nations

concerning Islam and the Islamic world in general. One feature of this

trend has been a renewal of interest in business and management

processes in Arab and Islamic countries and their political and cultural

contexts. However most of the attention has been given to Islamic

economics and Islamic banking especially in the wake of the recent

international financial crisis. There have been some attempts to

describe the nature and contents of management in Arab and Islamic

countries but there are hardly any credible empirical studies that have

examined the practice of HRM from an Islamic management

perspective. The Management literature is also limited in exposing the

gap that exists between the theory of management in Islam and the

practice of management in Arab countries. This paper attempts to explore

this gap by examining the nature and content of selected Islamic

management practices and their implications for human resource

management (HRM) through an extensive literature review and the

employment of examples from a selected number of countries.”

Branine, M., & David, P. (2010). Human resource management with Islamic management principles: A dialectic for a reverse diffusion in management. Personnel Review, 39(6), 712-727. doi:10.1108/00483481011075576

PROF. AGF

Lack of ResearchLack of ExplanationLack of coverage

Peneliti yang sangat berpengalaman biasanyadapat melihat, Konsep tertentu belum

mendapat perhatian para peneliti, atau konsepyang kita rujuk sudah ketingalan jaman.. padahal

ia berpotensi memberi “contribution to the body of knowledge”

2

Contoh

PROF. AGF


2

Introduction The important role that small and medium-sized enterprises (SMEs) have played in the improvement of a nation’s economic advancement has been recognized (Donkor et al., 2018). SMEs are very important for the stability of national economies and also play a key role in the development of innovation productivity and employment (Wu et al.,2017).

The firms have a challenge of developing the innovation competence for defining their competitive landscape. The challenge is more for the firms in developing countries where the scope for incubating the innovations by the firms is under intense pressure of competitive performance. The managers and policymakers have to consistently identify the sources and means for nurturing innovation competence (Srivastava et al., 2017).

Despite the differences in SMEs definitions, the recurring item among them is that they are small in contrast to large-scale and international companies. Furthermore, a distinguishing feature of SMEs is that they are most often operated by their owners. However, there are some instances where owners use the services of skilled managers to manage the company. Among Arab countries, Yemen has one of the largest populations in the area, estimated at 26.8 million people by the World Bank (2017). This large population makes it a major country in the area. Owing to its large population, there is a need to concentrate on SMEs in Yemen since these businesses are generally considered as important contributors to creating employment and economic growth (OECD, 2017; World Bank, 2015; Nasr and Rostom, 2013).

The impact of market orientation on innovativeness: evidence from Yemeni SMEs Wail AlhakimiDepartment of Marketing, Taiz University, Taiz, Yemen, andMohammed Mahmoud

School ofBusiness, Lebanese International University, Sana’a, Yemen

Alhakimi, W., & Mahmoud, M. (2020). The impact of market orientation on innovativeness: evidence from Yemeni SMEs. Asia Pacific Journal of Innovation and Entrepreneurship.

PROF. AGF


2

There is a lack of studies that have been undertaken in developing nations particularly in terms of SMEs. SMEs are required to develop and implement market orientation concept into their firms to deal with the problems of changing business environment. This study is conducted in the context of Yemeni SMEs. Yemeni SMEs have been facing many challenges relating to marketing, investors and obtaining various funding resources, marketing their products and services at the local and external level that has led to weak competitive position in the local market and especially in-front of the

competing imported products. Up to now, there are few studies about the role of market orientation elements in reinforcing the basic driving forces to organization innovation, particularly in SMEs (Didonet et al.,2016).Laforet (2009) stated that authors have neglected innovation in SMEs while investigating innovation with regard to big companies. There is a lot of obscurity about the recipe for successful SME innovation.

For over two decades, scholars have examined the links between market orientation,innovation and performance. Nevertheless, the market orientation framework that is inclusive of customer-orientation, competitor-orientation and cross-functional coordination

is outdated. It deliberates how vertically integrated organizations innovate. In today’s globalized business environment, only a handful of firms are vertically integrated. Many companies concentrate on their core capabilities and outsource to suppliers all other non-core capabilities. Sadly, traditional market orientation models overlook this change (Jafari et al., 2015). Previous studies have investigated the individual relationship of supplier orientation with innovativeness and performance (He et al., 2017; Kibbeling, 2010).

PROF. AGF


2

Many companies concentrate on their core capabilities and outsource to suppliers all other non-core capabilities. Sadly, traditional market orientation models overlook this change (Jafari et al., 2015). Previous studies have investigated the individual relationship of supplier orientation with innovativeness and performance (He et al., 2017; Kibbeling, 2010).Therefore, there is a lack of studies that examines the link between market orientation (including supplier orientation), as an integrated model, and SME innovativeness. In Yemen, while the strategic orientations and innovative capability concept is being experienced by some big companies, its acknowledgment and application by SMEs in Yemen to improve development are quite minimal. In particular, no studies have considered the impact of market orientation on SME innovativeness in Yemen. Hence, this study aims to investigate the impact of market orientation on SME innovativeness in Yemen. Specifically, the purpose of the paper is to examine if customer orientation, competitor orientation, inter-functional coordination and supplier orientation have a significant impact on SME innovativeness.

PROF. AGF

Inkonsistensi

temuan penelitian

3Hasil kita menelaah berbagai artikeljurnal, ditemukan untuk isu yang sama, hasilnya inkonsistensi, Misalnya kajianatas pengaruh sebuah independent pada dependen adalah : Ada yang berpengaruhpositif, bahkan negatif, tetapi sebagianmenemukan tidak signifikannyapengaruh itu.

Contoh

PROF. AGF

Inkonsistensi

temuan penelitian

3

Zoom pada ygberikut ini

PROF. AGF

Inkonsistensi

temuan penelitian

3

PROF. AGF

❑ Defisiensi dalam hasil

Indep→Dependen

❑ Defisiensi dalam

Proses Input→ Output

Lack of process

Ada hasil penelitian yang baik, tetapipengaruhnya sungguh rendah, atau R2

sangat rendah misalnya sekitar 10%.Ada hasil penelitian yang baik mengena

Input ke Output, sehingga memberi ruang“bagaimana prosesnya”

4

Contoh

PROF. AGF

Defisiensi dalam hasil

Indep→Dependen

Defisiensi dalam

Proses Input→ Output

Lack of process

4Contoh jenis RG ini dapat dibaca pada studi yang dilakukan oleh Franke and Park

(2006, p. 693) seperti yang diajikan pada petikan berikut.

“Understanding the characteristics of effective salespeople has been a long-standing

goal of managers and researchers. Quantitative syntheses of hundreds of empirical

studies indicate that personal characteristics, role perceptions, and job attributes

typically account for 10% or less of the variance in salesperson performance and

job satisfaction (e.g.,Brown and Peterson 1993; Churchill et al. 1985). Therefore,

identifying additional useful predictors could prove helpful in selecting, training, and

managing salespeople. Two salesperson characteristics that have been the focus of

prominent research streams in sales force research have not yet been examined in a

meta-analysis. One stream examines adaptive selling, that is, “the altering of sales

behaviors during a customer interaction or across customer interactions based on

perceived information about the nature of the selling situation” (Weitz, Sujan, and

Sujan 1986, p. 175). This approach enables salespeople to tailor messages to fit

individual customers’ needs and preferences. The other stream involves customer-

oriented selling, which “can be viewed as the practice of the marketing concept at the

level of the individual salesperson and customer” (Saxe and Weitz 1982, p. 343).

This approach emphasizes long-term customer satisfaction rather than short-term

sales”

Franke, G. R., & Park, J.-e. (2006). Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis. Journal of Marketing Research, XLIII(November), 693-8702.

PROF. AGF

Kelemahan Riset

orang lain

5Dapat juga RG diambil dari

“Limitation” penelitianorang lain. Tetapi hampirtidak pernah ditemukanpenelitian yang dasarnya

adalah “limitation” ini.

TIDAK DIANJURKAN

PROF. AGF

• Tidak akan mungkin muncul pikiran

alternatif – baru dalam ilmu pengetahan

• Tidak perlu hipotesis lagi ya..sebab

yang diuji ulang ada tesa mapan

Apakah hipotesis kita harus didukung oleh

referensi yang JUGA sudah menguji hubungan

seperti yang akan kita uji?

HIPOTESIS

Jawabnya:

TIDAK!!!!!!

PROF. AGF

BAGAINAMA MEMBANGUN MODEL RISET?

1. Gambarkan masalahmu (Research gap)2. Kembangkan logika untuk menyelesaikan masalah3. Pilih teori yang akan menjadi pisau analisis4. Kembangkan ATAU pilih variable dalam ranah teori itu untuk

menyelesaikan masalah

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A B

Pilih Teori

A M B

PRINSIP REGRESIONAL1. Logis/Koherens2. Moment yang eksklusif

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Unit analisis:Responden :Teori yang digunakan:

A M B

DC

PROF. AGF

Apakah hipotesis kita harus didukung oleh

referensi yang JUGA sudah menguji hubungan

seperti yang akan kita uji?

HIPOTESIS

Kita butuh

Theoretical

Logic Support

Jawabnya:

TIDAK!!!!!!….lalu

APA???

PROF. AGF

3.1. Self-congruence and brand

attachment Consumers use brands to

express their actual or ideal self-concept

(Aaker, 1999; Ekinci, Sirakaya-Turk, &

Preciado, 2013). For expressing their actual

self, consumers are being guided by a self-

verification motive, whereas for expressing

their ideal self, consumers are being guided

by a self-enhancement motive (Escalas &

Bettman, 2003). For instance, a female

consumer who considers herself as a

socially responsible person would purchase

Body Shop products that help her in

reflecting her actual self-concept (i.e.

socially responsible). On the other hand, the

same consumer would purchase Armani

products in order to promote her ideal self-

concept, which may be formed by a trendy

and outgoing image. Kressmann et al.

(2006) show that the brand relationship

quality is enhanced, when brands are able

to trigger self-verification and self-

enhancement motives.

Hence, the stronger match between brand

image and the actual or ideal self-concept,

the stronger the emotional bonding toward

the brand (Malär et al., 2011). Previous

research offers evidence that social media

users are attached to social media brands

when brand image is congruent with their

actual or ideal self-concept (Hollenbeck &

Kaikati, 2012). This new study posits that

when the congruity between brand image

and the actual or ideal self-concept is high,

consumers will feel that the brand fosters

their self-verification or self-enhancement

motivation. Accordingly, consumers will

become attached to the brand. Thus, this

study proposes the following hypotheses:

H1. Actual self-congruence positively affects

brand attachment.

H2. Ideal self-congruence positively affects

brand attachment.

Japutra, A., Ekinci, Y., & Simkin, L. (2019). Self-congruence, brand

attachment and compulsive buying. Journal of Business Research, 99,

456-463. doi:10.1016/j.jbusres.2017.08.024

1

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2.2.2. Power distance

Societies high on power distance tend to be

stratified in that individuals accept an

unconditional hierarchical social order and

are obedient to those who are in possession

of higher authority (Hofstede, 1980). As a

result, resources and information end up

being concentrated in the hands of the more

powerful. As the involvement in start-up

activities is usually resource consuming,

such a context may frustrate the transition to

entrepreneurial action for those less

powerful. Social inequality shapes

perceptions of legitimate behaviors for

different groups and may impact individuals'

ability and desire to track and exploit

entrepreneurial opportunities (Ozgen, 2012).

This in turn may widen the entrepreneurial

intention-action gap, as opportunity

recognition is part of entrepreneurial action.

Further, individuals in high power distance

societies subconsciously perceive the chances

to succeed to be unequally distributed (Rusu,

2014). Thus, they might find any attempts to

move from entrepreneurial intention to actual

behavior not rewarding.

In contrast, low power distance is considered

intrinsic to the entrepreneurial mindset. This is

because low power distance breeds

intolerance to hierarchical relationships and

enhances a higher degree of independence

and autonomy (Rusu, 2014), all of which

facilitate the translation of entrepreneurial

intention into action. In sum, intentional

founders exposed to cultures high on power

distance are less likely to shift from

entrepreneurial intention to action. Formally:

Hypothesis 2. Countries with higher power

distance are less likely to show an association

between entrepreneurial intention and start-up

behavior.

Bogatyreva, K., Edelman, L. F., Manolova, T. S., Osiyevskyy, O., & Shirokova, G. (2019). When do

entrepreneurial intentions lead to actions? The role of national culture. Journal of Business Research, 96, 309-

321. doi:10.1016/j.jbusres.2018.11.034 2

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Value-based selling capability and

sales performance

An innovative salesperson has a portfolio

of value-articulating, value-delivering

capabilities such as the ability to convince

the customer that the company offers a

good-value produce for the price, a

product that is valuable in terms of time,

effort and money, and the ability to

influence customers to understand the

product’s monetary worth (Ruiz et

al.,2008). Because a salesperson

develops a basis for cooperating with a

customer in selling products to end-users,

value creation and value delivery are

prerequisites for interactions and

commitment (Trond and Kjell, 2010) as a

basis for enhancing and sustaining sales

performance.

As supported by Kim et al. (2010), th

effort to provide value is a key to

enhancing sales performance, for

example, by acquiring a good market

share, generating a high level of monetary

sales, generating sales to new customers,

and exceeding sales targets (Lilford et al.,

2014). Therefore, the following hypothesis

is proposed:

H5: Value-based selling capability

positively influences sales performance.

Ferdinand, A. T., & Wahyuningsih, W. (2018). Salespeople’s innovativeness: a driver of sales

performance. Management & Marketing, 13(2), 966-984. doi:10.2478/mmcks-2018-00163

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MARI BELAJAR BEBERAPA CONTOH DARI KELAS SEMINAR MARKETING S1 FEB UNDIP

PROF. AGF

Semoga berguna ya

Salam hangat

AGF

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