Strategi Relationship Selling dan Peranannya dalam Meningkatkan Kepercayaan terhadap Perusahaan di Industri Alat Berat (Studi pada PT. Ridhatech Engineering)
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Abstract
ABSTRAK Industri alat berat memiliki prospek menjanjikan di pasar Indonesia karena terpenuhinya syarat pembangunan industri tersebut. Industri alat berat termasuk ke dalam business market, yang mana aspek hubungan antara buyer dan seller memegang peranan penting sehingga strategi relationship selling sangat tepat diterapkan di dalamnya. Hubungan baik juga memupuk kepercayaan terhadap perusahaan. Penelitian ini bertujuan untuk menjelaskan strategi relationship selling yang dijalankan oleh PT. Ridhatech Engineering sebagai pelaku industri alat berat serta peranan strategi tersebut dalam meningkatkan kepercayaan terhadap perusahaan. Metode yang digunakan dalam penelitian ini adalah deskriptif kualitatif, dengan teknik pengumpulan data melalui wawancara bertahap dan observasi partisipan. Hasil penelitian menunjukkan bahwa strategi relationship selling telah dijalankan dengan baik, dari aspek core-circle dan second-circle, serta telah mencapai tujuan yaitu terciptanya hubungan baik jangka panjang dengan customer. Aspek-aspek dari strategi relationship selling juga berperan dalam memupuk credibility dan benevolence yang merupakan dimensi dari kepercayaan. Dengan begitu, strategi relationship selling yang dijalankan perusahaan memiliki peranan dalam meningkatkan kepercayaan terhadap perusahaan. Kata kunci : relationship selling, kepercayaan, business market, industri alat berat ABSTRACT The heavy equipment industry has a promising prospect in the Indonesian market because the requirements of the industrial development has been fulfilled. Heavy equipment industry belong to the business market, which relationship between buyer and seller aspect plays an important role, so the practice of relationship selling strategy is most appropriate. Good relationship also fosters the customer’s trust on company. This study aims to describe the relationship selling strategy that applied by PT. Ridhatech Engineering as the heavy equipment industry and the role of the strategy to improve the trust on company. The method used in this study is descriptive qualitative, by means of data collection through interviews and participant observation. The results of this study showed that the relationship selling strategy has been well-implemented, from the core-circle and second-circle aspects, and has achieved the goal of creating long-term relationships with customers. The relationship selling strategy’s aspects also fosters credibility and benevolence, which are dimensions of trust. Therefore, relationship selling strategy have role in improving trust on company. Keyword : relationship selling, trust , business market, heavy equipment industry DAFTAR PUSTAKA Buku Belch, George E., Belch, Michael. A. (2007). 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Jakarta: Skripsi Universitas Bina Nusantara. Hawes, Jon M., Mast, Kenneth E., Swan, John E. (1989). Trust Earning Perceptions of Seller and Buyer. Journal of Personal Selling & Sales Management. 9 (Spring), pp.1-8. Johnson, Devon., Grayson, Kent. (2005). Cognitive and Affective Trust in Service Relationship. Journal of Business Research. Vol. 58, pp. 500-507. Karnadi, Herman Soesilo. (1999). Perjanjian Sewa Menyewa Alat Berat . Depok: Skripsi Universitas Indonesia. Lutfi, Mohamad. (2008). Analisis Tingkat Kepuasan Pelanggan Layanan Purnajual Alat Berat Hitachi. Bogor: Tesis Pascasarjana Program Studi Manajemen dan Bisnis Sekolah Pasca Sarjana Institut Pertanian Bogor. Oktafianti, Teresia Mega. (2010). Program Pertamina Olimart Sebagai Implementasi Strategi Komunikasi Pemasaran Unit Bisnis Pertamina Pelumas (Studi Deskriptif di Pertamina Olimart Yogyakarta) . Yogyakarta: Skripsi Universitas Atma Jaya Yogyakarta. Puspita, Silvy. (2012). Analisis Pengaruh Industri Pengolahan Kayu terhadap Pengembangan Wilayah di Kabupaten Serdang Bedagai. Medan: Tesis Pascasarjana, Universitas Sumatera Utara. Internet Berita Satu. Indonesia Kekurangan 30% Pasokan Alat Berat. http://www.beritasatu.com/ekonomi/141691-indonesia-kekurangan-30-pasokan-alat-berat.html (akses 6 November 2014) Kemenperin. Produksi Alat Berat Tergilas Penurunan Sektor Tambang. http://www.kemenperin.go.id/artikel/4806/Produksi-Alat-Berat (akses 5 November 2014) Muqoddam, Farodillah. BII Finance Masuk Bisnis Alat Berat . http://m.bisnis.com/finansial/read/20140102/89/195215/bii-finance-masuk-bisnis-alat-berat (akses 6 November 2014) Neraca. Produksi Alat Berat Diperkirakan Turun 40%. http://www.neraca.co.id/article/24909/Produksi-Alat-Berat-Diperkirakan-Turun-40 (akses 6 November 2014) Segu, Vinsensius. Ketua Umum Aspebindo: Batu Bara Akan Lama Meredup. http://ekonomi.inilah.com/read/detail/1913320/ketua-umum-aspebindo-batu-bara-akan-lama-meredup (akses 6 November 2014)
Fetched live from OpenAlex and de-inverted. Abstracts are not stored in this database: the inverted indexes are 8.6 GB of the frame’s 9.3 GB of text, and the host has 13 GB free.
Full frame distilled prediction
Teacher imitationNot calibrated prevalence, not ground truth. Human validation pending. Learned from the 10,348 direct Codex labels and 10,348 direct Gemma labels. Candidate is the union of thresholded teacher heads; consensus is their intersection. These outputs are machine_predicted_unvalidated and are not human labels or direct frontier model labels.
Codex and Gemma teacher scores by category
| Category | Codex | Gemma |
|---|---|---|
| Metaresearch | 0.001 | 0.000 |
| Meta-epidemiology (narrow) | 0.001 | 0.001 |
| Meta-epidemiology (broad) | 0.001 | 0.000 |
| Bibliometrics | 0.001 | 0.002 |
| Science and technology studies | 0.001 | 0.000 |
| Scholarly communication | 0.001 | 0.004 |
| Open science | 0.001 | 0.001 |
| Research integrity | 0.001 | 0.002 |
| Insufficient payload (model declined to judge) | 0.000 | 0.000 |
Machine scores (provisional)
The two teacher heads of the student model, read on this work. A score orders the frame for review; it never asserts a category, and the validation status ships verbatim with every row.
Baseline scores from an immature model (maturity gate not passed, 7 training rounds). Scores rank; they never assert a category.
score_only:v0-immature-baseline · verbatim from the scoring run: score_only means the number may rank works, and no category label ships from it