Analisis Pengaruh Kekuasaan dan Kemampuan Individu Anggota Tim (Studi Pada Pengaruh Keputusan Pembelian Batubara di Indonesia)
:
https://doi.org/10.9744/jmk.12.1.pp.%2086-99Keywords:
buying center, coal, organization purchase behavior, power.Abstract
Research on “organizational purchase behavior” is less developed compared to research on “consumer purchase behavior” due to the difficulty to get data from industries and organizational purchase behavior is influenced by more factors than consumer purchase behavior. Because of these reasons not many people willing to take a research on organizational purchase behavior. Some researchers who have studied organizational purchase behavior, most of them only emphasize on: purchase process, department influence, organizational size and organizational structure. Only few of them who studied interpersonal process especially in the area of “power” owned by individual members of buying center in the company. Latent power is the important key that can control and influence to other member team of buying center to agree with his or her decision. This research is using 188 respondents of buying center from 30 Indonesian coal buying companies, such as: Power Plant, Cement Plant, Paper Plant and Trader company. This research are use clustering and regression technique. Clustering technique is used to grouped the research objects and identify the characteristics of each object. Regression method is used to identify which power is the most dominant to influence the purchase decision on buying center. The result on this study are: Indonesian coal purchaser based on the buying center characteristics, situational characteristics and individual behavior: can be divided to be five cluster, such as: (1) high familiarity & viscidity, (2) high consideration to government regulation, (3) high risk, (4) small member size and high influence attempt and (5) high time pressure. Using the regression technique on each cluster, can be identified the strongest power that influence to the buying center, there are: cluster 1: ability on management power, cluster 2: reinforcement power, cluster 3: ability on engineering power, cluster 4: reinforcement power and cluster 5: reinforcement power.Downloads
Published
2010-09-06
How to Cite
., S., & Suyudanto, A. A. (2010). Analisis Pengaruh Kekuasaan dan Kemampuan Individu Anggota Tim (Studi Pada Pengaruh Keputusan Pembelian Batubara di Indonesia). Jurnal Manajemen Dan Kewirausahaan, 12(1), pp. 86-99. https://doi.org/10.9744/jmk.12.1.pp. 86-99
Issue
Section
Articles
License
Authors who publish on this journal agree to the following terms:
- Authors retain copyright and grant the journal right of first publication with the work simultaneously licensed under a Creative Commons Attribution License that allows others to share the work with an acknowledgement of the work's authorship and initial publication in this journal.
- Authors are able to enter into separate, additional contractual arrangements for the non-exclusive distribution of the journal's published version of the work (e.g., post it to an institutional repository or publish it in a book), with an acknowledgement of its initial publication in this journal.
- Authors are permitted and encouraged to post their work online (e.g., in institutional repositories or on their website) prior to and during the submission process, as it can lead to productive exchanges, as well as earlier and greater citation of published work (See The Effect of Open Access).