Menuju UMKM Tangguh melalui Kemampuan Proaktif Cerdas Penjual
Abstract
UMKM yang kuat dapat dipengaruhi oleh soliditas kewirausahaan dan ketahanan organisasi dalam menghadapi tantangan persaingan bisnis yang dinamis. Tujuan dari pembahasan ini adalah untuk menilai keberhasilan kemampuan proaktif penjual cerdas dalam menjembatani ketahanan kewirausahaan dan organisasi pada UMKM yang kuat dan efek moderasi turbulensi pada hubungan antara kemampuan proaktif penjual cerdas dan UMKM tangguh. Untuk pelaku usaha UMKM disurvei sebanyak 186 responden, dan pengumpulan data dilakukan dengan menggunakan kuesioner dan wawancara. Kemampuan proaktif penjual cerdas digunakan sebagai mediasi dan turbulensi lingkungan sebagai fungsi moderasi dalam penelitian ini, yang menggunakan analisis jalur ganda SEM-PLS. Penelitian ini menunjukkan hubungan positif antara kewirausahaan dan ketahanan organisasi dan kemampuan proaktif penjual cerdas, hubungan positif antara kemampuan penjual cerdas dan UMKM tangguh, dan efek langsung ketahanan pada UMKM tangguh. Namun, ada korelasi negatif antara kontrol turbulensi yang ada dan ketahanan organisasi dan UMKM yang menantang. Kontribusi model konseptual penelitian ini memberikan stimulus yang berharga dalam mengukur ketahanan UKM berdasarkan faktor internal dan eksternal.
Keywords:
Ketahanan Kewirausahaan, Ketahanan Organisasi, Kemampuan Proaktif Cerdas Penjual, UMKM Tangguh
References
Athaya, S. S. and Hasbi, I. (2019) ‘Pengaruh Kecerdasan Emosional Dan Motivasi Berwirausaha Terhadap Minat Berwirausaha Pada Himpunan Pengusaha Muda Indonesia Universitas Telkom’, e-Proceeding of Management. Available at: https://openlibrarypublications.telkomuniversity.ac.id/index.php/management/article/view/9537.
Baba, M., Rosli, M. and Halipah, A. (2017) ‘The Moderating Role of Environmental Turbulence on The Relationship Between Organizational Learning And Firm Innovativeness’, International Journal of Management Research & Review, 7(2), pp. 148–159. Available at: https://search.proquest.com/openview/c71c44a6198a6658faa8ba8ad8ac47b8/1?pq-origsite=gscholar&cbl=2028922.
Bernard, M. J. and Barbosa, S. D. (2016) ‘Resilience and entrepreneurship: A dynamic and biographical approach to the entrepreneurial act’, Management (France), 19(2), pp. 89–123. doi: 10.3917/mana.192.0089.
Bullough, A., Renko, M. and Myatt, T. (2014) ‘Danger zone entrepreneurs: The importance of resilience and self-efficacy for entrepreneurial intentions’, Entrepreneurship: Theory and Practice, 38(3), pp. 473–499. doi: 10.1111/etap.12006.
Bustam, N. H. (2017) ‘Pengaruh Jumlah Unit, Pdb Dan Investasi Umkm Terhadap Penyerapan Tenaga Kerja Di Indonesia Periode 2009-2013’, Kutubkhanah, 19(2), pp. 250–261. Available at: http://ejournal.uin-suska.ac.id/index.php/Kutubkhanah/article/view/2555.
Changchuan, G. et al. (2020) ‘Determination of N-Nitrosodimethylamine in Metformin Hydrochloride and its Preparations by High Performance Liquid Chromatography-Tandem Mass Spectrometry’, Chinese Journal of Chromatography (Se Pu), 38(11), pp. 1288–1293. doi: 10.3724/SP.J.1123.2020.03008.
Connelly, B. L. et al. (2010) ‘The power and effects of entrepreneurship research’, Entrepreneurship: Theory and Practice, 34(1), pp. 131–149. doi: 10.1111/j.1540-6520.2009.00316.x.
Fisher, R., Maritz, A. and Lobo, A. (2016) ‘Does individual resilience influence entrepreneurial success’, Academy of Entrepreneurship Journal, 22(2), pp. 39–53. Available at:
https://www.researchgate.net/profile/Alex_Maritz3/publication/311259544_Does_individual_resilience_influence_entrepreneurial_success/links/5850d47b08aecb6bd8d21948/Does-individual-resilience-influence-entrepreneurial-success.pdf.
Ghozali Imam. 2016 (2018) ‘Aplikasi Analisis Multivariate dengan Program IBM SPSS 19. Badan Universitas Diponegoro.’, E-Jurnal Akuntansi, p. 1.
Hadiyati, E. (2012) ‘Kreativitas Dan Inovasi Pengaruhnya Terhadap Pemasaran Kewirausahaan Pada Usaha Kecil’, Jurnal Inovasi dan Kewirausahaan, 1(3), pp. 135–151. Available at: https://journal.uii.ac.id/ajie/article/view/2832.
Henderson, J. and Weiler, S. (2010) ‘Entrepreneurs and job growth: Probing the boundaries of time and space’, Economic Development Quarterly, 24(1), pp. 23–32. doi: 10.1177/0891242409350917.
Hoang, H. and Gimeno, J. (2010) ‘Becoming a founder: How founder role identity affects entrepreneurial transitions and persistence in founding’, Journal of Business Venturing, 25(1), pp. 41–53. doi: 10.1016/j.jbusvent.2008.07.002.
Hunt, S. D. and Morgan, R. M. (1995) ‘The Comparative Advantage Theory of Competition’, Journal of Marketing, 59(2), pp. 1–15. doi: 10.1177/002224299505900201.
Irawati, D. (2007) ‘Manajemen konflik sebagai upaya meningkatkan kinerja teamwork dalam organisasi’, Segmen Jurnal Manajemen Bisnis.
Jam’iyatuzzulfiyyah (2021) ‘Analisis Peran Usaha Mikro, Kecil Dan Menengah Terhadap Penyerapan Tenaga Kerja Di Indonesia’, Jurnal Inovasi Penelitian, 1(8), p. 6. Available at: https://e-journal.unair.ac.id/index.php/RLJ.
Karsidi, R. (2007) ‘Pemberdayaan Masyarakat Untuk Usaha Kecil dan Mikro (Pengalaman Empiris di Wilayah Surakarta Jawa Tengah)’, Jurnal Penyuluhan, 3(2). doi: 10.25015/penyuluhan.v3i2.2161.
Krueger, N. F. (2011) ‘Entrepreneurial Resilience: Real & Perceived Barriers to Implementing Entrepreneurial Intentions’, SSRN Electronic Journal. doi: 10.2139/ssrn.1155269.
Labola, Y. A. (2019) ‘Konsep Pengembangan Sumber Daya Manusia Berbasis Kompetensi, Bakat dan Ketahanan dalam Organisasi’, Jurnal Manajemen Dan Kewirausahaan, 7(1). doi: 10.26905/jmdk.v7i1.2760.
Linnenluecke, M. K., Griffiths, A. and Winn, M. (2012) ‘Resilience in Responding to Impacts’, Business Strategy and the Environment.
Mahmudah, S. and Handayani, E. (2017) ‘Dimensi Kewirausahaan, Pendidikan Dan Kecerdasan Emosional Terhadap Motivasi Dan Kinerja Usaha Perempuan Berwirausaha Di Dki Jakarta’, Jurnal Pengembangan Wiraswasta, 19(3), p. 189. doi: 10.33370/jpw.v19i3.101.
McKelvie, A. and Wiklund, J. (2010) ‘Advancing firm growth research: A focus on growth mode instead of growth rate’, Entrepreneurship: Theory and Practice, 34(2), pp. 261–288. doi: 10.1111/j.1540-6520.2010.00375.x.
Nababan, T. (2014) ‘Membangun Sustainable Entrepreneurship Untuk Meningkatkan Daya Saing Global’, Proceeding of National Seminar and Call For Paper, Faculty of Economics, Maranatha Christian University, Bandung, Indonesia.
Nugrahaningsih, H. (2018) ‘Pengaruh Kecerdasan Emosional Dan Pendidikan Kewirausahaan Terhadap Minat Berwirausaha Dengan Efikasi Diri Sebagai Variabel Intervening Pada Mahasiswa Universitas 17 Agustus 1945 Jakarta’, Jurnal Mozaik, (1).
Powell, E. E. and Baker, T. (2011) ‘Beyond Making Do: Toward a Theory of Entrepreneurial Resourcefulness’, Frontiers of Entrepreneurship Research, 31(12), pp. 376–388.
Pratono, A. H. and Mahmood, R. (2014) ‘The Moderating Effect of Environmental Turbulence in the Relationship between Entrepreneurial Management and Firm Performance’, Universal Journal of Management, 2(7), pp. 285–292. doi: 10.13189/ujm.2014.020704.
Samantha, G. (2018) ‘The Impact of Natural Disasters on Micro, Small and Medium Enterprises (MSMEs): A Case Study on 2016 Flood Event in Western Sri Lanka’, in Procedia Engineering, pp. 744–751. doi: 10.1016/j.proeng.2018.01.096.
Sedyastuti, K. (2018) ‘Analisis Pemberdayaan UMKM Dan Peningkatan Daya Saing Dalam Kancah Pasar Global’, INOBIS: Jurnal Inovasi Bisnis dan Manajemen Indonesia, 2(1), pp. 117–127. doi: 10.31842/jurnal-inobis.v2i1.65.
Suartan, I Wayan, Gerinta Wirawan Yasa, Ni Putu Wiwin Setyari, I. G. A. P. (2020) ‘Business Resilience of Village-Owned Enterprises in the Pandemic Era: A Case Study Approach’, Matrik: Jurnal Manajemen, Strategi Bisnis dan Kewirausahaan, 14(1), pp. 253–263.
Suartana, I. W. et al. (2020) ‘Resiliensi Bisnis Badan Usaha Milik Desa Pada Era Pandemi: Sebuah Pendekatan Studi Kasus’, Matrik : Jurnal Manajemen, Strategi Bisnis dan Kewirausahaan, p. 253. doi: 10.24843/matrik:jmbk.2020.v14.i02.p09.
Sullivan-Taylor, B. and Branicki, L. (2011) ‘Creating resilient SMEs: Why one size might not fit all’, International Journal of Production Research, 49(18), pp. 5565–5579. doi: 10.1080/00207543.2011.563837.
Sullivan-Taylor, B. and Wilson, D. C. (2009) ‘Managing the threat of terrorism in British Travel and Leisure organizations’, Organization Studies, 30(2–3), pp. 251–276. doi: 10.1177/0170840608101480.
Tamunosiki-Amadi, J. O., Coleman, R. O. and ... (2019) ‘Competitive aggressiveness and organizational resilience in mobile telecommunication firms in rivers state’, International Journal of …. Available at: https://ajpojournals.org/journals/index.php/IJE/article/view/410%0Ahttps://ajpojournals.org/journals/index.php/IJE/article/download/410/540.
Turulja, L. and Bajgoric, N. (2019) ‘Innovation, firms’ performance and environmental turbulence: is there a moderator or mediator?’, European Journal of Innovation Management, 22(1), pp. 213–232. doi: 10.1108/EJIM-03-2018-0064.
Vina G pendlt (2012) ‘Faktor-faktor yang Mempengaruhi Pengelolaan Sumber Daya Manusia Berbasis Kompetensi ( Competency Based Human Resource Management ) di Komisi Pemberantasan Korupsi ( KPK ) - kualitatif’, Universitas Indonesia, 0(0), p. 298. Available at: http://lib.ui.ac.id/file?file=digital/20306206-T30977 - Faktor faktor.pdf.
Wihastuti, L. and Rahmatullah, H. (2018) ‘Upah Minimum Provinsi (UMP) dan Penyerapan Tenaga Kerja di Pulau Jawa’, Jurnal Gama Societa, 1(1), pp. 96–102. Available at: https://jurnal.ugm.ac.id/jgs/article/view/34054.
Williams, N. and Vorley, T. (2014) ‘Economic resilience and entrepreneurship: lessons from the Sheffield City Region’, Entrepreneurship & Regional Development. Available at: https://www.tandfonline.com/doi/abs/10.1080/08985626.2014.894129.
Winn, M. et al. (2011) ‘Impacts from climate change on organizations: A conceptual foundation’, Business Strategy and the Environment. doi: 10.1002/bse.679.
Wong, S. K. S. (2014) ‘Impacts of environmental turbulence on entrepreneurial orientation and new product success’, European Journal of Innovation Management, 17(2), pp. 229–249. doi: 10.1108/EJIM-04-2013-0032.
Wulandari, A. (2007) ‘Analisis Faktor-Faktor Yang Mempengaruhi Kinerja Tenaga Penjual Melalui Kerja Cerdas dan Kemampuan Menjual Tenaga Penjual Sebagai Intervening Variabel’, Jurnal Sains Pemasaran Indonesia.
Baba, M., Rosli, M. and Halipah, A. (2017) ‘The Moderating Role of Environmental Turbulence on The Relationship Between Organizational Learning And Firm Innovativeness’, International Journal of Management Research & Review, 7(2), pp. 148–159. Available at: https://search.proquest.com/openview/c71c44a6198a6658faa8ba8ad8ac47b8/1?pq-origsite=gscholar&cbl=2028922.
Bernard, M. J. and Barbosa, S. D. (2016) ‘Resilience and entrepreneurship: A dynamic and biographical approach to the entrepreneurial act’, Management (France), 19(2), pp. 89–123. doi: 10.3917/mana.192.0089.
Bullough, A., Renko, M. and Myatt, T. (2014) ‘Danger zone entrepreneurs: The importance of resilience and self-efficacy for entrepreneurial intentions’, Entrepreneurship: Theory and Practice, 38(3), pp. 473–499. doi: 10.1111/etap.12006.
Bustam, N. H. (2017) ‘Pengaruh Jumlah Unit, Pdb Dan Investasi Umkm Terhadap Penyerapan Tenaga Kerja Di Indonesia Periode 2009-2013’, Kutubkhanah, 19(2), pp. 250–261. Available at: http://ejournal.uin-suska.ac.id/index.php/Kutubkhanah/article/view/2555.
Changchuan, G. et al. (2020) ‘Determination of N-Nitrosodimethylamine in Metformin Hydrochloride and its Preparations by High Performance Liquid Chromatography-Tandem Mass Spectrometry’, Chinese Journal of Chromatography (Se Pu), 38(11), pp. 1288–1293. doi: 10.3724/SP.J.1123.2020.03008.
Connelly, B. L. et al. (2010) ‘The power and effects of entrepreneurship research’, Entrepreneurship: Theory and Practice, 34(1), pp. 131–149. doi: 10.1111/j.1540-6520.2009.00316.x.
Fisher, R., Maritz, A. and Lobo, A. (2016) ‘Does individual resilience influence entrepreneurial success’, Academy of Entrepreneurship Journal, 22(2), pp. 39–53. Available at:
https://www.researchgate.net/profile/Alex_Maritz3/publication/311259544_Does_individual_resilience_influence_entrepreneurial_success/links/5850d47b08aecb6bd8d21948/Does-individual-resilience-influence-entrepreneurial-success.pdf.
Ghozali Imam. 2016 (2018) ‘Aplikasi Analisis Multivariate dengan Program IBM SPSS 19. Badan Universitas Diponegoro.’, E-Jurnal Akuntansi, p. 1.
Hadiyati, E. (2012) ‘Kreativitas Dan Inovasi Pengaruhnya Terhadap Pemasaran Kewirausahaan Pada Usaha Kecil’, Jurnal Inovasi dan Kewirausahaan, 1(3), pp. 135–151. Available at: https://journal.uii.ac.id/ajie/article/view/2832.
Henderson, J. and Weiler, S. (2010) ‘Entrepreneurs and job growth: Probing the boundaries of time and space’, Economic Development Quarterly, 24(1), pp. 23–32. doi: 10.1177/0891242409350917.
Hoang, H. and Gimeno, J. (2010) ‘Becoming a founder: How founder role identity affects entrepreneurial transitions and persistence in founding’, Journal of Business Venturing, 25(1), pp. 41–53. doi: 10.1016/j.jbusvent.2008.07.002.
Hunt, S. D. and Morgan, R. M. (1995) ‘The Comparative Advantage Theory of Competition’, Journal of Marketing, 59(2), pp. 1–15. doi: 10.1177/002224299505900201.
Irawati, D. (2007) ‘Manajemen konflik sebagai upaya meningkatkan kinerja teamwork dalam organisasi’, Segmen Jurnal Manajemen Bisnis.
Jam’iyatuzzulfiyyah (2021) ‘Analisis Peran Usaha Mikro, Kecil Dan Menengah Terhadap Penyerapan Tenaga Kerja Di Indonesia’, Jurnal Inovasi Penelitian, 1(8), p. 6. Available at: https://e-journal.unair.ac.id/index.php/RLJ.
Karsidi, R. (2007) ‘Pemberdayaan Masyarakat Untuk Usaha Kecil dan Mikro (Pengalaman Empiris di Wilayah Surakarta Jawa Tengah)’, Jurnal Penyuluhan, 3(2). doi: 10.25015/penyuluhan.v3i2.2161.
Krueger, N. F. (2011) ‘Entrepreneurial Resilience: Real & Perceived Barriers to Implementing Entrepreneurial Intentions’, SSRN Electronic Journal. doi: 10.2139/ssrn.1155269.
Labola, Y. A. (2019) ‘Konsep Pengembangan Sumber Daya Manusia Berbasis Kompetensi, Bakat dan Ketahanan dalam Organisasi’, Jurnal Manajemen Dan Kewirausahaan, 7(1). doi: 10.26905/jmdk.v7i1.2760.
Linnenluecke, M. K., Griffiths, A. and Winn, M. (2012) ‘Resilience in Responding to Impacts’, Business Strategy and the Environment.
Mahmudah, S. and Handayani, E. (2017) ‘Dimensi Kewirausahaan, Pendidikan Dan Kecerdasan Emosional Terhadap Motivasi Dan Kinerja Usaha Perempuan Berwirausaha Di Dki Jakarta’, Jurnal Pengembangan Wiraswasta, 19(3), p. 189. doi: 10.33370/jpw.v19i3.101.
McKelvie, A. and Wiklund, J. (2010) ‘Advancing firm growth research: A focus on growth mode instead of growth rate’, Entrepreneurship: Theory and Practice, 34(2), pp. 261–288. doi: 10.1111/j.1540-6520.2010.00375.x.
Nababan, T. (2014) ‘Membangun Sustainable Entrepreneurship Untuk Meningkatkan Daya Saing Global’, Proceeding of National Seminar and Call For Paper, Faculty of Economics, Maranatha Christian University, Bandung, Indonesia.
Nugrahaningsih, H. (2018) ‘Pengaruh Kecerdasan Emosional Dan Pendidikan Kewirausahaan Terhadap Minat Berwirausaha Dengan Efikasi Diri Sebagai Variabel Intervening Pada Mahasiswa Universitas 17 Agustus 1945 Jakarta’, Jurnal Mozaik, (1).
Powell, E. E. and Baker, T. (2011) ‘Beyond Making Do: Toward a Theory of Entrepreneurial Resourcefulness’, Frontiers of Entrepreneurship Research, 31(12), pp. 376–388.
Pratono, A. H. and Mahmood, R. (2014) ‘The Moderating Effect of Environmental Turbulence in the Relationship between Entrepreneurial Management and Firm Performance’, Universal Journal of Management, 2(7), pp. 285–292. doi: 10.13189/ujm.2014.020704.
Samantha, G. (2018) ‘The Impact of Natural Disasters on Micro, Small and Medium Enterprises (MSMEs): A Case Study on 2016 Flood Event in Western Sri Lanka’, in Procedia Engineering, pp. 744–751. doi: 10.1016/j.proeng.2018.01.096.
Sedyastuti, K. (2018) ‘Analisis Pemberdayaan UMKM Dan Peningkatan Daya Saing Dalam Kancah Pasar Global’, INOBIS: Jurnal Inovasi Bisnis dan Manajemen Indonesia, 2(1), pp. 117–127. doi: 10.31842/jurnal-inobis.v2i1.65.
Suartan, I Wayan, Gerinta Wirawan Yasa, Ni Putu Wiwin Setyari, I. G. A. P. (2020) ‘Business Resilience of Village-Owned Enterprises in the Pandemic Era: A Case Study Approach’, Matrik: Jurnal Manajemen, Strategi Bisnis dan Kewirausahaan, 14(1), pp. 253–263.
Suartana, I. W. et al. (2020) ‘Resiliensi Bisnis Badan Usaha Milik Desa Pada Era Pandemi: Sebuah Pendekatan Studi Kasus’, Matrik : Jurnal Manajemen, Strategi Bisnis dan Kewirausahaan, p. 253. doi: 10.24843/matrik:jmbk.2020.v14.i02.p09.
Sullivan-Taylor, B. and Branicki, L. (2011) ‘Creating resilient SMEs: Why one size might not fit all’, International Journal of Production Research, 49(18), pp. 5565–5579. doi: 10.1080/00207543.2011.563837.
Sullivan-Taylor, B. and Wilson, D. C. (2009) ‘Managing the threat of terrorism in British Travel and Leisure organizations’, Organization Studies, 30(2–3), pp. 251–276. doi: 10.1177/0170840608101480.
Tamunosiki-Amadi, J. O., Coleman, R. O. and ... (2019) ‘Competitive aggressiveness and organizational resilience in mobile telecommunication firms in rivers state’, International Journal of …. Available at: https://ajpojournals.org/journals/index.php/IJE/article/view/410%0Ahttps://ajpojournals.org/journals/index.php/IJE/article/download/410/540.
Turulja, L. and Bajgoric, N. (2019) ‘Innovation, firms’ performance and environmental turbulence: is there a moderator or mediator?’, European Journal of Innovation Management, 22(1), pp. 213–232. doi: 10.1108/EJIM-03-2018-0064.
Vina G pendlt (2012) ‘Faktor-faktor yang Mempengaruhi Pengelolaan Sumber Daya Manusia Berbasis Kompetensi ( Competency Based Human Resource Management ) di Komisi Pemberantasan Korupsi ( KPK ) - kualitatif’, Universitas Indonesia, 0(0), p. 298. Available at: http://lib.ui.ac.id/file?file=digital/20306206-T30977 - Faktor faktor.pdf.
Wihastuti, L. and Rahmatullah, H. (2018) ‘Upah Minimum Provinsi (UMP) dan Penyerapan Tenaga Kerja di Pulau Jawa’, Jurnal Gama Societa, 1(1), pp. 96–102. Available at: https://jurnal.ugm.ac.id/jgs/article/view/34054.
Williams, N. and Vorley, T. (2014) ‘Economic resilience and entrepreneurship: lessons from the Sheffield City Region’, Entrepreneurship & Regional Development. Available at: https://www.tandfonline.com/doi/abs/10.1080/08985626.2014.894129.
Winn, M. et al. (2011) ‘Impacts from climate change on organizations: A conceptual foundation’, Business Strategy and the Environment. doi: 10.1002/bse.679.
Wong, S. K. S. (2014) ‘Impacts of environmental turbulence on entrepreneurial orientation and new product success’, European Journal of Innovation Management, 17(2), pp. 229–249. doi: 10.1108/EJIM-04-2013-0032.
Wulandari, A. (2007) ‘Analisis Faktor-Faktor Yang Mempengaruhi Kinerja Tenaga Penjual Melalui Kerja Cerdas dan Kemampuan Menjual Tenaga Penjual Sebagai Intervening Variabel’, Jurnal Sains Pemasaran Indonesia.
Published
2022-06-09
How to Cite
Daengs, A. (2022). Menuju UMKM Tangguh melalui Kemampuan Proaktif Cerdas Penjual. Jesya (Jurnal Ekonomi Dan Ekonomi Syariah), 5(2), 2226-2238. https://doi.org/https://doi.org/10.36778/jesya.v5i2.829
Section
Articles
This work is licensed under a Creative Commons Attribution-NonCommercial 4.0 International License.
