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All Journal Journal of Economics, Business, & Accountancy Ventura International Research Journal of Business Studies (E-Journal) Distribusi JMM UNRAM (Jurnal Magister Manajemen Universitas Mataram) JISIP: Jurnal Ilmu Sosial dan Pendidikan MABIS: Manajemen dan Bisnis Jurnal Gema Ngabdi Jurnal Abdi Insani Publikasi Ilmiah Bidang Pengabdian Kepada Masyarakat (SIKEMAS) Khidmatuna: Journal of Research and Community Service

Sulhaini Sulhaini

Department Of Management, The University Of Mataram

Author-ID : 2639109

Agriculture, Biological Sciences & Forestry Arts Humanities Civil Engineering, Building, Construction & Architecture Computer Science & IT Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Education Engineering Environmental Science Health Professions Industrial & Manufacturing Engineering Languange, Linguistic, Communication & Media Law, Crime, Criminology & Criminal Justice Mathematics Public Health Social Sciences Other

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UNDERSTANDING THE INTERRELATIONSHIPS AMONG RISK BEHAVIOUR, LEARNING AND MARKET ORIENTATIONS IN INTERNATIONAL BUSINESS RELATIONSHIPS ., Sulhaini
Journal of Management and Business Vol 10, No 1 (2011): MARCH 2011
Publisher : Department of Management - Faculty of Business and Economics. Universitas Surabaya.

This paper aims to provide understandings on the interrelationships among risk behaviour, learning orientation and market orientation and business relationship development. This paper was developed based on a qualitative study of six British firms exporting to the Indonesian market. Data was collected through a series of in-depth interviews carried out in UK and Indonesia. The finding was established through a hermeneutic process. The exploration provides an understanding that risk behaviour, learning and market orientations are interrelated and they explain the fluctuation of relationship elements and thus the development of relationship between the British exporters and Indonesian Importers. Learning orientation has a greater role as it also influences the development through market orientation and risk behaviour. The discussion suggests that a company with a better learning orientation will have a better market orientation, become a risk taker and a better ability to develop business relationships.

LEARNING PROCESSES IN BUSINESS RELATIONSHIP DEVELOPMENT Sulhaini .
Journal of Management and Business Vol 7, No 1 (2008): MARCH 2008
Publisher : Department of Management - Faculty of Business and Economics. Universitas Surabaya.

The paper explores business relationship development between small English firms with its five customers in Indonesia, which has become an uncertain market since 1997. The study utilised qualitative method and followed inductive logic to explore the phenomena. The data was gathered through in-depth interviews both in England and in Indonesia with the Sales Director, the Export Manager, the Company Secretary and the Purchasing Manager of the buying firms. The finding suggests critical roles of learning in maintaining competitiveness in an uncertain market. Learning processes underline the development of business relationship elements, which then influence the development the business relationships.

THE EFFECT OF LOCAL BRAND CONCIOUSNESS AND NEED FOR UNIQUENESS TOWARDS EMOTIONAL VALUE AND BUYING INTENTION ON LOCAL BRANDS Sulhaini .; Rusdan .; Sulaimiah .; Rahman Dayani
Journal of Management and Business Vol 19, No 1 (2020): MARCH 2020
Publisher : Department of Management - Faculty of Business and Economics. Universitas Surabaya.

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.24123/jmb.v19i1.421

This study aims to build a theoretical model of the influence of local brand consciousness and need for uniqueness on emotional value and willingness to buy local brands. This study develops the concept of local brand consciousness in the fashion product category that is rooted in the concept of consumer ethnocentrism. This study measures the perceptions of educated young consumers. Samples are students as the next generation who are expected to provide an overview of their preferences between local brands or global/foreign brands. This study shows that educated young consumers are local brand conscious that influence their perceptions regarding the emotional value of local brands and inspire their desire to buy local brands. However, need for uniqueness makes them negatively view local brand emotional value and affect their desire to buy a local brand. This shows that when they have a strong desire to be different, they view local brands as not providing positive emotional value. The results of this study provide an important recommendation, namely that local brand owners must increase the emotional value of their brands by understanding the needs of young consumers to appear unique and participate in increasing local brand awareness among domestic consumers especially young consumers.

THE ROLES OF INTERPERSONAL RELATIONSHIP IN MANAGING BUSINESS RELATIONSHIP IN A HIGH-RISK AND UNCERTAIN MARKET Sulhaini Saadi
Journal of Management and Business Vol 9, No 1 (2010): MARCH 2010
Publisher : Department of Management - Faculty of Business and Economics. Universitas Surabaya.

This paper aims to explore the roles of interpersonal relationship in managing business relationship in a high-risk and uncertain market. Exporting to a high-risk and uncertain market can lead to a greater possibility of problems occurring; such problems include: not receiving payment due to poor local banking systems; issues with tenders due to political uncertainty, and other problems. Managing business relationships in such markets can be more complex and difficult, exporters have to find ways to overcome the problems. The study followed the traditions of inductive logic and used a qualitative approach by exploring experiences of a small number case of British firms exporting to the Indonesian market. Data was analysed following the procedure of General Inductive Approach (GIA). The finding suggests that interpersonal relationships have greater roles as communication channels, the key mechanism to solve problems and to strengthen interpersonal and organisational trust to reduce perception of risk and uncertainty associated with the market and the business relationship.

Co-Authors Akhmad Saufi Akhmad Saufi anggriani, rini Baiq Deria Ayuning Fatika Baiq Handayani Rinuastuti Baiq Handayani Rinuastuti Baiq Ismiwati Baiq Ismiwati Baiq Ismiwati Baiq Ismiwati Baiq Nadia Nirwana Baiq Nikmatul Ulya Dayani, Rahman Dayani, Rahman Djoko Suprayetno Dwi Putra Buana Sakti Faya Prima Dewi Handry Sudiartha Athar Harry Nurdin Junaidi Sagir Lalu Ferdi Ferdiansyah Maya Triana Mulyono, Lalu Edy Herman Mulyono, Lalu Edy Herman Rahman Dayani Rahman Dayani Rahman Dayani Rahman Dayani Rahman Dayani Rahman Dayani Rahman Dayani Rini Anggriani Rosdiana Martiningsih Rusdan Rusdan . Rusdan Rusdan Rusdan Rusdan Rusdan Rusdan Rusdan Rusdan Rusdan Rusdan Salma Sabrina Santi Nururly Sri Ernawati zunaidin Sugiharto, Guruh Sulaimiah Sulaimiah Sulaimiah Sulaimiah Sulaimiah, Sulaimiah Sulaimiah, Sulaimiah Yulia Prayanti

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