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All Journal JURNAL BISNIS STRATEGI JURNAL SAINS PEMASARAN INDONESIA Jurnal Studi Manajemen Organisasi Diponegoro Journal of Management Jurnal REKOMEN (Riset Ekonomi Manajemen) Syntax Literate : Jurnal Ilmiah Indonesia Fair Value: Jurnal Ilmiah Akuntansi dan Keuangan Budapest International Research and Critics Institute-Journal (BIRCI-Journal): Humanities and Social Sciences Jurnal Ilmiah MEA (Manajemen, Ekonomi, dan Akuntansi)
Susilo Toto Raharjo
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Religion Arts Humanities Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Education Environmental Science Law, Crime, Criminology & Criminal Justice Social Sciences

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INFORMASI, ORIENTASI PASAR, DAN IMPLEMENTASI STRATEGI DIFERENSIASI TERHADAP KUALITAS LAYANAN DALAM MENCAPAI KEUNGGULAN BERSAING (STUDI KASUS PADA RUMAH SAKIT ISLAM SULTAN AGUNG SEMARANG) Raharjo, Susilo Toto; Poerbantoro, Heri
JURNAL BISNIS STRATEGI Vol 16, No 2 (2007): Desember
Publisher : Magister Manajemen, Fakultas Ekonomika dan Bisnis Undip

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (1362.721 KB) | DOI: 10.14710/jbs.16.2.27-43

Abstract

This research is conducted on the basis of, or because of, the difference of research view/ the gap research concerning influence of service quality in improving competitive advantage. Research of Churchill (1994) yields conclusion, that quality of service more is having an effect on profitability than on company competitive advantage. Whlle research of James L Wahlers (1994) and Kohli (1997) yields conclusion which much the same to, that quality of service have an effect on competitive advantage. According to Kutcher (2000), competitive advantage is also influenced by strategy implementation of differentiation. There are some factors influencing the quality of service (Servqual), for example usage of information technology and company orientation.At healthcare industry, quality of service represent key factor in improving competitive advantage. This research is done at hospital which is its service indicator still under efficiency boundary/limit, where this problem depict the quality of service which still lower and competitive advantage position less beneficial.This research use all structural functionaries/officers in all management level from board of directors till supervisor as research object. Data collecting is done with enquette method which filled by the structural officers. By using SEM, it is found that quality of service influenced by usage of information technology and market orientation. Furthermore, It is found that quality of service and implementation of differentiation strategy have an effect on competitive advantage. This research model can fulfill specified criterion of "goodness of fit.” Pursuant to this matter, hence suggested that company improve competitive advantage through improvement of service quality and correct implementation of differentiation strategy.
ANALISIS KINERJA BEA CUKAI INDONESIA YANG DIPENGARUHI OLEH BUDAYA ORGANISASI, PARTISIPASI STAKEHOLDER, TEKNOLOGI INFORMASI, DAN TRANSFER OF KNOWLEDGE Dharmawan, Aditya; Raharjo, Susilo Toto; Kusumawardhani, Amie
JURNAL BISNIS STRATEGI Vol 27, No 2 (2018): Desember
Publisher : Magister Manajemen, Fakultas Ekonomika dan Bisnis Undip

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (1086.185 KB) | DOI: 10.14710/jbs.27.2.110-122

Abstract

Peningkatan kinerja organisasi publik, khususnya Bea dan Cukai (Direktorat Jederal Bea dan Cukai) di Indonesia dipengaruhi oleh beberapa faktor.Penelitian dilakukan dengan menganalisis faktor-faktor yang mempengaruhi kinerja organisasi, yaitu variabel budaya organisasi, variabel partisipasi stakeholder, variabel teknologi informasi dan variabel transfer of knowledge serta menggunakan ukuran organisasi sebagai variabel kontrol.Berangkat dari permasalahan penelitian, yaitu bagaimana meningkatkan kinerja organisasi pada instansi Direktorat Jenderal Bea dan Cukai dengan memperhatikan faktor-faktor yang mempengaruhi kinerja organisasi tersebut.Sampel penelitian berjumlah 107 responden dengan tingkat respon 100%.Responden pada penelitian ini adalah pegawai DJBC yang berasal dari Kantor Pengawasan dan Pelayanan Bea dan Cukai(KPPBC) dan Kantor Pelayanan Utama (KPU) Bea dan Cukai se-Indonesia dan dianggap mewakili unit kerjanya masing-masing.Alat yang digunakan untuk menganalisis adalah Structural Equation Modeling (SEM) pada program software AMOS 24.Hasil pengolahan data menggunakan SEM untuk model teoritis telah memenuhi goodness of fit, dengan nilai Chi Square = 195.916(tanpa variabel control)/213.185(dengan variabel control), CMIN/DF = 1.037(tanpa variabel control)/1.035(dengan variabel control), Probability= 0.350(tanpa variabel control)/0.351(dengan variabel control), GFI = 0.863(tanpa variabel control)/0.860(dengan variabel control), AGFI = 0.817(tanpa variabel control)/0.813(dengan variabel control), TLI = 0.994(tanpa variabel control)/0.993(dengan variabel control), CFI = 0.995(tanpa variabel control)/0.995(dengan variabel control), RMSEA = 0.019(tanpa variabel control)/0.018(dengan variabel control). Dari empat hipotesis yang diuji, semua hipotesis dinyatakan diterima. Transfer of knowledge, teknologi informasi, dan partisipasi stakeholder berpengaruh signifikan terhadap kinerja organisasi pada α=5%, sementara budaya organisasi berpengaruh terhadap kinerja organisasi dengan signifikansi α=10%. Selain itu, ukuran organisasi sebagai variabel kontrol juga berpengaruh signifikan terhadap kinerja organisasi.
THE EFFECT OF ASSET STRUCTURE, PROFITABILITY, COMPANY SIZE, AND COMPANY GROWTH ON CAPITAL STRUCTURE (The Study of Manufacturing Companies Listed on the IDX for the Period 2013 - 2017) Ariyani, Hilma Faza; Pangestuti, Irene Rini Demi; Raharjo, Susilo Toto
JURNAL BISNIS STRATEGI Vol 27, No 2 (2018): Desember
Publisher : Magister Manajemen, Fakultas Ekonomika dan Bisnis Undip

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (1009.014 KB) | DOI: 10.14710/jbs.27.2.123-136

Abstract

The purpose of this study was to determine and examine the effect of asset structure, profitability, firm size and company growth on the capital structure of manufacturing companies listed on the Indonesia Stock Exchange (IDX) in 2013 – 2017. The sampling method used was purposive sampling that was 52 companies in the criteria. Data obtained from the Financial Reports and Performance Reports published in the Indonesian Capital Market Directory (ICMD). The analytical tool that used is multiple regression. Hypothesis testing is done by the F test, t-test and determination coefficient. For the classical assumption, the test is done by the normality test, autocorrelation test, multicollinearity test, and heteroscedasticity test. The analysis of asset structure has a positive effect on the capital structure and not significant to the capital structure, profitability has a negative and significant effect on the capital structure, the size of the company has a positive and significant effect on the capital structure, and the company’s growth has a negative and significant effect on the capital structure. 
ANALISIS ORIENTASI STRATEGI UNTUK MENINGKATKAN INOVASI DAN KINERJA BISNIS (Studi Pada UKM Kasongan Kabupaten Bantul Daerah Istimewa Yogyakarta) Aziz, Muhammad Abdul; Raharjo, Susilo Toto; Kusumawardhani, Amie
JURNAL BISNIS STRATEGI Vol 27, No 1 (2018): Juli
Publisher : Magister Manajemen, Fakultas Ekonomika dan Bisnis Undip

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (102.912 KB) | DOI: 10.14710/jbs.27.1.1-20

Abstract

Inovasi pada UKM (Usaha Kecil Menengah) kerajinan seni gerabah di Kasongan Kabupaten Bantul tentu dapat meningkatkan dari segi kinerja bisnis UKM. Penelitian ini bertujuan untuk menganalisis faktor-faktor yang mempengaruhi kinerja bisnis yaitu variabel orientasi pelanggan, variabel orientasi pesaing, variabel orientasi teknologi dan variabel inovasi sebagai intervening. Berangkat dari permasalahan penelitian yaitu bagaimana meningkatkan kinerja bisnis melalui inovasi dan faktor-faktor yang mempengaruhi inovasi yaitu orientasi pelanggan, orientasi pesaing dan orientasi teknologi.Sampel penelitian berjumlah 130 responden terdapat 10 responden tidak bersedia untuk mengembalikan kuisioner yang sudah di jawab dengan batas waktu ketentuan pengembalian dari peneliti. Maka penelitian ini menghasilkan responden ahir sebanyak 120 responden akan tetapi terdapat beberapa kuisioner yang tidak terjawab sepenuhnya. Sehingga hasil ahir yang dapat di analisis sebanyak 110 responden. Penentuan sampel dilakukan dengan teknik purposive sampling, dimana purposive sampling adalah teknik pengambilan sampel sumber data dengan pertimbangan tertentu. Responden pada penelitian ini adalah pemilik UKM kerajinan seni gerabah diKasongan Kabupaten Bantul.Alat yang digunakan untuk menganalisis adalah Structural Equation Modeling (SEM). Hasil penelitian ini terdapat empat hipotesis diteriama dari ketujuh hipotesis penelitian. Adapun faktor-faktor yang signifikan memengaruhi inovasi yaitu orientasi pesaing dan orientasi teknologi dan faktor yang mempengaruhi secara langsung signifikan terhadap kinerja bisnis yaitu inovasi dan orientasi teknologi.
STUDY ON THE INFLUENCE OF POSITIONING STRATEGY, PRODUCT QUALITY, SERVICE QUALITY AND CORPORATE IMAGE TO DECISION OF SAVING AT BANK BJB TEGAL BRANCH Thauhid, Sandy Baytu; Raharjo, Susilo Toto; Soesanto, Harry
Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science) Vol 16, No 2 (2017): September
Publisher : Master of Management Diponegoro University

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (261.535 KB) | DOI: 10.14710/jspi.v16i2.117-125

Abstract

The position of bank bjb based on Total DPK in December 2014 rise to the category national public bank, but it is different from Total DPK in the branch of bank bjb in tegal, in the same period the strategy of bjb Tegal bank accumulate DPK (Dana Pihak Ketiga),by increasing product sales of cheap deposits as well as savings bjb tandamata. This study analyzes several factors that thought to have influence on the decisions to saving, there are: positionong, serving quality, product quality, and corporate image.The population of the respondents in this study as many as 120 customers. In this research using purposive sampling technique.The research results show that the positioning strategy has a positive effect on saving. While the quality of the product has no positive effect against a decision on saving. And quality of the product  have not a positive effect against the strategy of positioning. The quality of service has a positive influence on the positioning strategy. And the quality of service has a positive effect against the corporate image. And the test results of the corporate image of saving has positive influence. So that it can be summed up in this research decision saving the customer at a bank Branch bjb Tegal is not affected by the quality of the products from the tanda mata bjb savings.
ANALISIS FAKTOR-FAKTOR YANG MEMPENGARUHI SOCIAL MEDIA USAGE TERHADAP KINERJA BISNIS (Studi Pada UMKM Batik di Kota Semarang) Anjani, Hapsari Prawitasari Putri; Raharjo, Susilo Toto; Perdhana, Mirwan Surya
Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science) Vol 17, No 2 (2018): September
Publisher : Master of Management Diponegoro University

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (288.216 KB) | DOI: 10.14710/jspi.v17i2.152-163

Abstract

Penelitian ini bertujuan untuk mengetahui pengaruh relative advantage, compatibility, interactivity, cost effectiveness dan top management terhadap social media usage untuk meningkatkan kinerjabisnis. Terdapat faktor-faktor yang mempengaruhi social media usage di UMKM Batik Kota Semarang, yaitu relative advantage, compatibility, interactivity, cost effectiveness, dan top management. Permasalahan penelitian adalah terjadi penurunan yang fluktuatif dan bagaimana meningkatkan kinerja bisnis melalui social media usage dan faktor-faktor yang mempengaruhi social media usage. Populasi pada penelitian ini yakni pemilik atau pengelola UMKM Batik di Kota Semarang yang berjumlah 160 responden dan kuesioner yang kembali dan digunakan dalam mengolah data sebanyak 125 kuesioner. Penentuan sampel dilakukan dengan cara sensus. Alat analisis yang digunakan adalah Structural Equation Modelling (SEM) pada program software AMOS 22. Hasil dari pengolah data dengan menggunakan SEM untuk model teoritis telah memenuhi  Goodness of Fit dengan nilai Chi Square = 329,038 ; Df = 333; Probability = 0,551; GFI = 0,856; AGFI = 0,825; TLI = 1,001; CFI = 1,000; RMSEA = 0,000. Dari tujuh hipotesis penelitian yang diuji, semua hipotesis dinyatakan diterima. Faktor relativeadvantage, compatibility, interactivity, cost effectiveness dan top management berpengaruh signifikan terhadap social media usage. Social media usage berpengaruh signifikan terhadap kinerja bisnis.
STUDI PENGARUH SUSCEPTIBILITY TO GLOBAL CONSUMER CULTURE (SGCC) TERHADAP MINAT BELI SEPATU SECARA ONLINE PADA GENERASI MILLENIALS Sari, Bekti Pradina; Soesanto, Harry; Raharjo, Susilo Toto
Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science) Vol 17, No 3 (2018): Desember
Publisher : Master of Management Diponegoro University

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (268.252 KB) | DOI: 10.14710/jspi.v17i3.177-187

Abstract

Pada saat ini terdapat fenomena unik di kalangan Gen Y ketika teknologi membuat segalanya menjadi lebih mudah, yaitu terjadinya pergeseran perilaku dan pola berbelanja offline menjadi online.Fakta bahwa Pasar E-commerce ini begitu diminati, memberikan dampak yang baik bagi pelaku bisnis dan konsumen, dimana konsumen cenderung membeli barang branded melalui internet secara online di website E-commerce, Website yang akan dijadikan objek adalah Zalora. Penelitian ini mengacu pada penelitian terdahulu, menggunakan variabel social prestige, Internet technology readiness, Quality perception, dan Brand credibility, untuk mengukur pengaruhnya terhadap Susceptibility to Global Consumer Culture (SGCC) dan minat pembelian online konsumen. Objek pada penelitian ini adalah Generasi millenials dengan skala umur 18-35 tahun yang merupakan pengguna website E-commerce khususnya Zalora, yang tersebar di Jakarta, Semarang dan Surabaya. Metode analisis pada penelitian ini menggunakan Structural Equation Model (SEM). Temuan penelitian ini adalah terdapat pengaruh yang signifikan pada variabel social prestige dan internet technology readiness terhadap SGCC dan SGCC memberikan pengaruh signifikan terhadap minat beli konsumen.
THE STRATEGY TO IMPROVE SALESPERSON’S PERFORMANCE BY SALESPERSON’S TECHNICAL COMPETENCY, SALES SOFT CAPABILITY, SERVICE ORIENTATION, AND ADAPTIVE SELLING Zakaria, Shandy Ibnu; Ferdinand, Augusty Tae; Raharjo, Susilo Toto
Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science) Vol 16, No 3 (2017): Desember
Publisher : Master of Management Diponegoro University

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (82.311 KB) | DOI: 10.14710/jspi.v16i3.167-181

Abstract

This research aims to find out whether a salesperson’s technical competention, sales soft capability, service orientation, and adaptive selling have any impact to improve salespersons’ performance in a case study of Prepaid Television Channel Transvision’s Salesperson in distribution area Central Java and Special Region of Yogyakarta. This research takes 102 respondents as the object and uses sampling technique.Data analysis technic that is used in this research is structural equation model (SEM) from AMOS 22 software. The test result done using SEM shows the goodness of fit full model criteria which are Chi-square = 67,203; Probability = 0,035; CMIN/DF = 1,400; GFI = 0,905; AGFI = 0,845, TLI = 0,904; CFI = 0,930; dan RMSEA = 0,063. Therefore, it can be said that the model in this research is qualified to use.  The research findings show that from 6 hypothesis being tested, there are 2 hypothesis rejected and 4 hypothesis accepted. The first hypothesis which is salesperson’s technical competency has positive impact and is significant. The second hypothesis which is salesperson’s technique has positive impact and is significant. The third hypothesis sales soft capability has positive impact but is not significan. The fourth hypothesis sales soft capability has positive impact and is significant. The fifth hypothesis service orientation has positive impact and is significant. The sixth hypothesis which is adaptive selling has positive impact but is not significant with value. This research has several limitation and gives the agenda for the further researches to be done after this research. 
Pengaruh Kompetensi Menjual, Kualitas Hubungan, dan Pengalaman Menjual untuk meningkatkan Kinerja Tenaga Penjualan (Studi pada PT. New Ratna Motor Semarang) Arma, Aulia; Ferdinand, Augusty Tae; Raharjo, Susilo Toto
Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science) Vol 16, No 1 (2017): Mei
Publisher : Master of Management Diponegoro University

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (1134.393 KB) | DOI: 10.14710/jspi.v16i1.1-16

Abstract

Tujuan penelitian ini adalah untuk menganalisis pengaruh kompetensi menjual, kualitas hubungan, dan pengalaman menjual untuk meningkatkan kinerja tenaga penjualan di PT. New Ratna Motor. Adapun  objek pada penelitian ini adalah tenaga penjualan PT. New Ratna Motor. Sampel pada penelitian ini sebanyak 139 responden dan teknik pengambilan sampel yang digunakan pada penelitian ini adalah teknik sensus.Teknik analisis data yang digunakan adalah teknik structural equation model (SEM) dari software AMOS 22. Hasil pengujian menggunakan SEM menunjukan kriteria goodness of fit full model adalah Chi-Square = 92,407; Probability = 0,000; CMIN/DF = 1,925; GFI = 0,893; AGFI = 0,826, TLI = 0,960; CFI = 0,971; dan RMSEA = 0,084. Dengan demikian dapat dikatakan bahwa model dalam penelitian ini layak untuk digunakan.Hasil penelitian menunjukan bahwa kompetensi menjual berpengaruh positif dan signifikan terhadap kualitas hubungan, pengalaman menjual tidak berpengaruh terhadap kualitas hubungan, pengalaman menjual berpengaruh positif dan signifikan terhadap kompetensi menjual, pengalaman menjual berpengaruh positif dan signifikan terhadap kinerja tenaga penjualan, kompetensi menjual tidak berpengaruh terhadap kinerja tenaga penjualan, kualitas hubungan berpengaruh positif dan signifikan terhadap kinerja tenaga penjualan. Penelitian ini memberikan beberapa keterbatasan penelitian serta agenda penelitian mendatang yang bisa dilakukan pada penelitian selanjutnya.
Analisis Kepuasan Pelanggan Menggunakan Mix Method (Studi Kasus pada Lettice Clinic Tanjung Pinang) Sukarnadi, Natalia; Raharjo, Susilo Toto
Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science) Vol 18, No 2 (2019): September
Publisher : Master of Management Diponegoro University

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (348.856 KB) | DOI: 10.14710/jspi.v18i2.141-165

Abstract

This research conducted to analyzed Lettice Clinic’s patient satisfaction index at Tanjung Pinang. Lettice Clinic is a beauty clinic that gives treatment services contains pharmacy installation and beauty skin treatment and also beauty natural like eyelash extention, filler, brow tatoo, etc.This reseach used mix method, first method using IPA (importance performance analysis) quantitative analysis conducted on 100 samples who visit Lettice Clinic and second method is conducted by interview to 3 Lettice Clinic’s Informan. Data was collected by questionary and qualitative research manuscript.The finding through mix method research are Quadrant I (main priority) consist of services attribute employee existing; fast, ontime and clear treatment; and problem solving. Quadrant II (achievement surviving) consist of service attribute physical facility, complaint handling, accuracy and in-depth explaining ability. Quadrant III (Low Priority) consist of service attribute employee readiness, client understanding ability and able to self-placement. Quadrant IV (Too Much) consist of service attribute employee appearance that too good look, too accurate information giving, too fast responses, accuracy command and client treatment. While in-depth interview result showed generally consistent with IPA analysis result.
Co-Authors Achma Hendra Aditya Dharmawan, Aditya Agus Santoso Amie Kusumawardhani, Amie Andre, Rahardian Anjani, Hapsari Prawitasari Putri Apsyari, Firdha Ariyani, Hilma Faza Arma, Aulia Augustia, Sekarani Yuteva Augusty Tae Ferdinand Awinda Lutfina Ratnasari Darwanto Darwanto Dayrobi, Ahmad Durrotun Nafisah Harry Soesanto Indirasandi, Kartika Isti Irene Rini Demi Pangestuti Mahfudz Mahfudz Markus, Novita Lely Mirwan Surya Perdhana Momahad Wahyudi Putra Muhammad Abdul Aziz Poerbantoro, Heri Sari, Bekti Pradina Suciningati Suciningati Sukarnadi, Natalia Sutopo Sutopo Thauhid, Sandy Baytu Wibowo, Mohamad Ari Winarsih, Fiqih Puji Yusuf Syahiir Habiibii Zakaria, Shandy Ibnu