PERAN ORIENTASI PELANGGAN DALAM MENINGKATKAN KINERJA PEMASARAN UMKM RUMAH MAKAN DI KABUPATEN SRAGEN

Penulis

  • Siti Fatonah STIE AUB Surakarta
  • Tulus Haryono Prodi Ilmu Ekonomi Universitas Sebelas Maret Surakarta, Indonesia
  • Nevea Nur Indah Sari Prodi Magister Manajemen STIE AUB Surakarta

Kata Kunci:

environmental dynamics, innovation orientation, customer orientation, marketing performance

Abstrak

Penelitian ini bertujuan memahami hubungan secara teoritis peran mediasi orientasi pelanggan terhadap kinerja pemasaran UMKM rumah makan di Kabupaten Sragen dilihat dari aspek dinamika lingkungan dan orientasi inovasi. Unit analisis dalam penelitian adalah perusahaan UMKM rumah makan di Kabupaten Sragen yang terdata pada Dinas Koperasi dan UMKM dengan obyek penelitian pimpinan rumah makan atau yang mewakili dengan jumlah 750 perusahaan. Pengambilan sampel menggunakan random sampling dengan tingkat 10% populasi yaitu sebesar 75 responden. Teknik analisis yang digunakan adalah uji instrument, analisis regresi, analisis jalur, Uji t, Uji F, Uji koefisien determinasi dan analisis korelasi. Hasil penelitian analisis regresi persamaan pertama dinamika lingkungan dan orientasi inovasi berpengaruh positif signifikan terhadap oientasi pelanggan. Hasil analisis regresi persamaan kedua dinamika lingkungan dan orintasi pelanggan berpengaruh positif signifikan terhadap kinerja pemasaran. Orientasi inovasi berpengaruh negatif tidak signifikan terhadap kinerja pemasaran. Hasil analisis jalur menunjukkan untuk orientasi pelanggan efektif digunakan sebagai mediasi antara dinamika lingkungan terhadap kinerja pemasaran, sedangkan orientasi pelanggan tidak efektif sebagai mediasi orientasi inovasi terhadap kinerja pemasaran.

 

 

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2021-05-28

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