PENGARUH MORAL KOGNITIF PADA KINERJA KEPERILAKUAN DAN KINERJA HASIL TENAGA PENJUALAN
ABSTRACT: Ethical decision
making has become a critical issue as the pressure to improve the behavior of
successful salespeople in all the current economic conditions. The values
contained in the employees will affect the decision making of individuals or
employees that will have an impact on organizational performance. Moral or
cognitive moral is at the core of the most ethical decision-making models in
the marketing and management. This study examined the effect of cognitive moral
behavioral performance and outcome
performance of the sales force and influence behavioral performance in sales
force outcome performance. By using simple linear regression method
obtained results that the hypothesis that cognitive moral effect on
behavioral performance of salespeople, singnifikan effect (b = -0.296; sig
0.000) supported. Hypothesis 2 is not supported, which suggests that moral
considerations affect the outcome performance in this study were not
significant (b = -0.122; sig .148). The next hypothesis states that behavioral
performance positive influence on the outcome
performance of the support (b = 0.217; sig 0.009). To obtain the results
of an individual's performance is good and responsible, it must enhance or
improve the behavior of decision-making is based on cognitive moral
salespeople. Performance results of the sales force increased when the behavior
of salespeople work better and responsible.
Keywords: moral cognitive,
behavioral performance, outcome performance
Penulis: Ribhan Ribhan,
Nasrullah Yusuf
Kode Jurnal: jpmanajemendd131219
