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doi:10.26666/rmp.ajtve.2017.3.3

Cited by 2 publications

(3 citation statements)

References 21 publications

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“…Beberapa studi menggarisbawahi bahwa etika perilaku dapat meningkatkan keunggulan kompetitif (Aziza, Aziz, Mohtar, & Othman, 2017). Hasil studi Lin & Wu (2012) menunjukkan perilaku penjualan etis berpengaruh positif pada kepuasan pelanggan, dan berdampak mengurangi biaya transaksi yang diperlukan.…”

Section: Tinjauan Literatur Dan Hipotesisunclassified

“…Hasil penelitian ini mendukung temuan studi sebelumnya Wu (2002), Chen & Mau (2009), dan Lin & Wu (2012). Temuan ini juga sejalan dengan pendapat Aziza et al (2017) bahwa etika telah menjadi titik awal keberhasilan atau kegagalan suatu bisnis. Hasil studinya menjelaskan etika perilaku penjualan merupakan elemen penting yang membantu bagian penjualan dalam mengelola perilaku etis tenaga penjualan perusahaan.…”

Section: Diskusiunclassified

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Peran mediasi keunggulan kompetitif pada faktor determinan kinerja bisnis UKM di sentra tenun batik di Jawa Tengah

Asyhari

Pudjihastuti

Kurdaningsih

2018

JSB

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Industry era 4.0 poses challenges for Small and Medium Enterprises (SMEs) to expand their business into the global market, but there are still many obstacles related to resources and technology readiness. This study aims to analyze the influence of business strategy quality, seller behavior ethics, process innovation, entrepreneurship orientation perspective, and business environment adaptability toward SMEs' business performance. This study uses a quantitative approach to investigate the mediation role of competitive advantage. The sample that used in this study is 80 SMEs' batik center entrepreneurs in Central Java, which taken uses purposive sampling method. The data are analyzed using Partial Least Square Structural Equation Modeling (PLS-SEM) with SmartPLS software. The results show that business strategy quality and seller behavioral ethics partially positive effect on competitive advantage. The second finding shows the business strategy quality, seller behavior ethic, process innovation, entrepreneurship orientation perspective, business environment adaptability, and partial competitive advantage positively affect business performance. This study expected contributes to the theoretical development, especially for strategic management.

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Section: Tinjauan Literatur Dan Hipotesisunclassified

Section: Diskusiunclassified

Peran mediasi keunggulan kompetitif pada faktor determinan kinerja bisnis UKM di sentra tenun batik di Jawa Tengah

Asyhari

Pudjihastuti

Kurdaningsih

2018

JSB

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“…As a life insurance company is providing a complex product so ethical sales behaviour is the key element to attract customer. For life insurance companies if they what to develop long term relationships with customers they should focus on ethical sales behaviour [42]. The insurance companies must develop the way that ethical behaviour will not be compromised if sales agent do so then strict action against the sales agent will be taken.…”

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The Impacts of Ethical Sales Behaviour on Customer Loyalty in the Life Insurance Industry in Pakistan

Jadoon,

Qasim,

Bibi

2024

JCFMBS

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The life insurance industry in Pakistan is highly competitive, with customer loyalty playing a crucial role in long-term success. Ethical sales behaviour emerges as a key differentiator, potentially fostering trust and driving positive customer experiences. This research investigates the relationship among ethical sales behaviour, customer trust in company and trust in sales agent, which directly affect customer loyalty in the life insurance industry. The quantitative survey targets customers of five major life insurance companies, ensuring a representative sample across diverse demographics. The questionnaires were sent to all companies customer on a random basis. The questionnaires are distributed with the help of office employee of the companies.The finding of the study shows that there is a direct and positive relation between sales agent ethical sales behaviour and customer loyalty. Furthermore, the trust of the customer in the sales agent and trust of the customer in a company has direct positive mutual relation and customer trust both affect customer loyalty. By demonstrating the tangible benefits of ethical sales behaviour, the study can encourage companies to implement and prioritize ethical practices. The identified key drivers of customer loyalty can guide training programs and performance evaluations for insurance agents, ultimately fostering a culture of ethical conduct within the industry.

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Cited by 2 publications

References 21 publications

Peran mediasi keunggulan kompetitif pada faktor determinan kinerja bisnis UKM di sentra tenun batik di Jawa Tengah

Peran mediasi keunggulan kompetitif pada faktor determinan kinerja bisnis UKM di sentra tenun batik di Jawa Tengah

The Impacts of Ethical Sales Behaviour on Customer Loyalty in the Life Insurance Industry in Pakistan

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