Pengaruh attractiveness terhadap intention to invest melalui communication ability, likability, trustworthiness, relationship strength pada calon investor produk investasi futures di Surabaya

Wiranata, Showa (2018) Pengaruh attractiveness terhadap intention to invest melalui communication ability, likability, trustworthiness, relationship strength pada calon investor produk investasi futures di Surabaya. PhD thesis, Widya Mandala Catholic University Surabaya.

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Abstract

In the midst of intense competition and bad image of futures companies in Indonesia and specifically in Surabaya, one of the achievement of competitive advantage must be the improvement of human resource performance such as the increase of attractiveness of company's salespersons. The objective of this research is to examine the effect of attractiveness of salespersons on communication ability in futures investment company in Surabaya, to examine the effect of the attractiveness of salesperson on the likeability of futures firm in Surabaya, to examine the effect of attractiveness of salesperson on intention to invest in futures company in Surabaya, to examine the effect of attractiveness salesperson on trustworthiness in the futures firm in Surabaya, examines the effect of attractiveness of salesperson on relationship strength in futures companies in Surabaya. Then, to examine the influence of communication ability to intention to invest consumer in futures company in Surabaya, to examine the influence of likability to intention to invest consumer in futures company in Surabaya, to examine the influence trustworthiness to intention to invest consumer at futures company in Surabaya, and test influence relationship strength to intention to invest consumer in futures company in Surabaya. The population of this study are all potential investors of futures companies in Surabaya. The sampling technique used in this research is purposive sampling to 180 prospective investor futures company in Surabaya. To test the research hypothesis, the researcher uses Structural Equation Modeling (SEM) and Amos 20 as the analysis tool. The results of this study found that those seven hypotheses which are supported by the Primary data in this study, namely attractiveness have a significant and positive impact on communication ability, likeability, and relationship strength. Then, likeability, communication ability, and relationship strength significantly and positively influence the intention to invest. However, the direct impact of attractiveness on intention to invest, and trustworthiness on intention to invest is not supported by the research data. The theoretical implications of this research are the importance of attractiveness factor for service companies in general, also contributes to science advancement by bringing in attractiveness model related to communication ability, likeability, trustworthiness and relationship strength in influencing intention to invest. Moreover, the implications of the theory prove that above the line marketing strategies can be applied to the under the line service sector so that it can be attributed to the Theory of Reasoned Action. Furthermore, the practical implications of this research are to prioritize the attractiveness of the operational activities of the service starting from the recruitment process of salesperson, providing some rules and policies to beautify themselves, to provide soft-skill sales training and about the physical attractiveness embodied by the monitoring and maximum control of the direct superior of the salespersons of futures companies in Surabaya.

Item Type: Thesis (PhD)
Department: ["eprint_fieldopt_department_Graduate School" not defined]
Uncontrolled Keywords: Attractiveness, communication ability, likeability, trustworthiness, relationship strength, intention to invest, futures
Subjects: Business > Management
Divisions: Graduate School > Doctoral Program in Management Science
Depositing User: Users 5737 not found.
Date Deposited: 28 Jul 2018 03:04
Last Modified: 03 Aug 2018 02:24
URI: http://repository.wima.ac.id/id/eprint/15111

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