Repository Universitas Pakuan

Detail Karya Ilmiah Dosen

Wahyu Sardjono, Desi Maya Kristin, Gustian Rama Putra, Guntur Salim, Enina Putri, Julisar

Judul : Development of Performance Evaluation and Control Models for the Company's Product Sales to Achieve Competitive Advantages

Abstrak :
Abstract.

Processed foods for special medical purposes, are processed foods that are specifically processed or formulated for dietary management for people with certain diseases/disorders. In business terms, the products have large profit margins even though the sales volume of these products is relatively small compared to general dairy products. However, the existence of these products is important for business, namely as a complement to the portfolio of products and facilities to gain the confidence of medical personnel so as to increase the company’s credibility, especially in research and scientific fields. However, there is still a gap between product sales and sales targets set by the company. Therefore, it is necessary to analyze what factors influence the sales products. The analysis was performed using the factor analysis method followed by the regression analysis method to build the gap model that occurred so that it can be used to simulate the model. This study produced a number of new variables, namely quality of products and services, supporting product positioning, product planning and promotion, and product exclusivity and formed a model understanding the sales health nutrition team on product internal support and product strategy.

Keywords: Dietary management, Product sales, Model development, Factor analysis, Competive advantage

Tahun : 2022 Media Publikasi : Jurnal Internasional

Kategori : Jurnal No/Vol/Tahun : 4 / 16 / 2022

ISSN/ISBN : DOI: 10.24507/icicel.16.04.441

PTN/S : Binus University, Pakuan University, University of Trisakti Program Studi : ILMU KOMPUTER

Bibliography :
REFERENCES

[1] S. N. N. Htun, T. T. Zin and P. Tin, Consumer behavior analyzer in Internet of Things (IoT) environments, International Journal of Innovative Computing, Information and Control, vol.17, no.1, pp.345-353, 2021.

[2] P. Antonetti, D. Manika and C. Katsikeas, Why consumer animosity reduces product quality perceptions: The role of extreme emotions in international crises, International Business Review, vol.28, no.4, pp.739-753, 2019.

[3] R. Esteves and S. Cerqueira, Behavior-based pricing under imperfectly informed consumer, Information Economics and Policy, vol.40, pp.60-70, 2017.

[4] L. Wu, L. Zhang and Y. Zhang, A review on rules for examination of licensing criteria for producing foods for special medical purpose in China, Food Science and Human Wellness, vol.8, no.2, pp.106- 114, 2019.

[5] M. Camileri, Market segmentation, targeting, and positioning in travel marketing, Tourism Economics and the Airline Product, vol.4, pp.69-83, 2018.

[6] M. T. Pereira, J. M. C. Sousa and F. J. G. Silva, Localization system for optimization of picking in a manual warehouse, Procedia Manufacturing, vol.38, pp.1220-1227, 2019.

[7] S. Mejjaouli and R. F. Babiceanu, Cold supply chain logistics: System optimization for real-time rerouting transportation solutions, Computers in Industry, vol.95, pp.68-80, 2017.

[8] S. Smith and G. Albaum, Basic Marketing Research, Handbook for Research Professionals, USA, 2012.

[9] A. M. V. Takita and J. C. Leite, Inbound logistics: A case study, Business Management Dynamics, vol.5, no.12, pp.14-21, 2016.

[10] W. Sardjono, E. Selviyanti, W. G. Perdana and Maryani, Modeling of development of performance evaluation on health information systems implementation, Journal of Physics: Conference Series, vol.1465, DOI: 10.1088/1742-6596/1465/1/012025, 2020.

[11] N. N. Hartmann and B. Lussier, Managing the sales force through the unexpected exogenous COVID19 crisis, Industrial Marketing Management, vol.88, pp.101-111, 2020.

[12] D. Kumar and P. V. Rajeev, Value chain: A conceptual framework, International Journal of Management Study, vol.7, no.1, pp.74-77, 2014.

[13] SPAN Global Service, Customer Database, A Strong Foundation to Build a Successful Organization, Span Global Service, US, 2018.

[14] K. Laudon, Management Information System, Managing the Digital Firm, 2014.

[15] A. J. C. Trappey, C. Lee, W. Chen and C. V. Trappey, A framework of customer complaint handling system, 2010 7th International Conference on Service Systems and Service Management, DOI: 10.1109/ICSSSM.2010.5530119, 2010.

[16] A. Choundhary, S. Akhter, M. Asif and Z. Siddique, Impact of after sales service characteristics on customer satisfaction, Information Management and Business Review, vol.3, no.6, pp.360-365, 2011.

[17] F. Puteh, Employee core competencies and organizational excellence: An interpretative analysis, Australian Journal of Business and Economic Studies, vol.2, no.1, 2015.

[18] P. Szopa and W. Pekala, Distributor channel and their roles in the enterprise, Polish Journal of Management Studies, 2012.

[19] L. Dias, Training and Development, Beginning Management of Human Resources, Washington, 2012.

[20] L. Seng and N. Ping, The influence of product innovation toward consumer purchase intention, International Journal of Economics, Commerce and Management, 2016.

[21] W. Sardjono, B. S. Laksmono and E. Yuniastuti, The social welfare factors of public transportation drivers with online application as a result of the 4.0 industrial revolution in transportation, ICIC Express Letters, vol.14, no.4, pp.361-368, 2020.

[22] G. Ahmetoglu, S. Fried, J. Dawes and A. Furnham, Pricing practices: Their effect on consumer behavior and welfare, Mountainview Learning: Teaching Brain Science to Business, London, 2010.

[23] P. Ensign, Value chain analysis and competitive advantage, Journal of General Management, vol.27, no.1, pp.18-42, 2001.

[24] K. Prohl-Schwenke and M. Kleinaltenkamp, How business customer judge customer success management, Industrial Marketing Management, vol.96, pp.197-212, 2021.

[25] R. Wijayanti, The effect of product attributes on purchasing decisions, Journal of Administration and Business, vol.9, no.2, 2015.

[26] W. Sardjono and F. Firdaus, Readiness model of knowledge management systems implementation at the higher education, ICIC Express Letters, vol.14, no.5, pp.477-487, 2020.

[27] W. Sardjono, E. Selviyanti and W. G. Perdana, The application of the factor analysis method to determine the performance of IT implementation in companies based on the IT balanced scorecard measurement method, Journal of Physics: Conference Series, vol.1538, DOI: 10.1088/1742- 6596/1538/1/012026, 2019.

[28] A. Silvia, Distribution Channel Structure: An Overview of Determinants, Master Thesis, Federal Institute of Education, Science and Technology of Sao Paulo, Brasil, 2016.

[29] E. Gabriel, Value chain for services, a new dimension of porter’s value chain, The IMS International Journal, pp.1-26, 2006.

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Detail Karya Ilmiah Dosen

Wahyu Sardjono, Desi Maya Kristin, Gustian Rama Putra, Guntur Salim, Enina Putri, Julisar

Judul	:	Development of Performance Evaluation and Control Models for the Company's Product Sales to Achieve Competitive Advantages
Abstrak	:	Abstract. Processed foods for special medical purposes, are processed foods that are specifically processed or formulated for dietary management for people with certain diseases/disorders. In business terms, the products have large profit margins even though the sales volume of these products is relatively small compared to general dairy products. However, the existence of these products is important for business, namely as a complement to the portfolio of products and facilities to gain the confidence of medical personnel so as to increase the company’s credibility, especially in research and scientific fields. However, there is still a gap between product sales and sales targets set by the company. Therefore, it is necessary to analyze what factors influence the sales products. The analysis was performed using the factor analysis method followed by the regression analysis method to build the gap model that occurred so that it can be used to simulate the model. This study produced a number of new variables, namely quality of products and services, supporting product positioning, product planning and promotion, and product exclusivity and formed a model understanding the sales health nutrition team on product internal support and product strategy. Keywords: Dietary management, Product sales, Model development, Factor analysis, Competive advantage
Tahun	:	2022	Media Publikasi	:	Jurnal Internasional
Kategori	:	Jurnal	No/Vol/Tahun	:	4 / 16 / 2022
ISSN/ISBN	:	DOI: 10.24507/icicel.16.04.441
PTN/S	:	Binus University, Pakuan University, University of Trisakti	Program Studi	:	ILMU KOMPUTER
Bibliography	:	REFERENCES [1] S. N. N. Htun, T. T. Zin and P. Tin, Consumer behavior analyzer in Internet of Things (IoT) environments, International Journal of Innovative Computing, Information and Control, vol.17, no.1, pp.345-353, 2021. [2] P. Antonetti, D. Manika and C. Katsikeas, Why consumer animosity reduces product quality perceptions: The role of extreme emotions in international crises, International Business Review, vol.28, no.4, pp.739-753, 2019. [3] R. Esteves and S. Cerqueira, Behavior-based pricing under imperfectly informed consumer, Information Economics and Policy, vol.40, pp.60-70, 2017. [4] L. Wu, L. Zhang and Y. Zhang, A review on rules for examination of licensing criteria for producing foods for special medical purpose in China, Food Science and Human Wellness, vol.8, no.2, pp.106- 114, 2019. [5] M. Camileri, Market segmentation, targeting, and positioning in travel marketing, Tourism Economics and the Airline Product, vol.4, pp.69-83, 2018. [6] M. T. Pereira, J. M. C. Sousa and F. J. G. Silva, Localization system for optimization of picking in a manual warehouse, Procedia Manufacturing, vol.38, pp.1220-1227, 2019. [7] S. Mejjaouli and R. F. Babiceanu, Cold supply chain logistics: System optimization for real-time rerouting transportation solutions, Computers in Industry, vol.95, pp.68-80, 2017. [8] S. Smith and G. Albaum, Basic Marketing Research, Handbook for Research Professionals, USA, 2012. [9] A. M. V. Takita and J. C. Leite, Inbound logistics: A case study, Business Management Dynamics, vol.5, no.12, pp.14-21, 2016. [10] W. Sardjono, E. Selviyanti, W. G. Perdana and Maryani, Modeling of development of performance evaluation on health information systems implementation, Journal of Physics: Conference Series, vol.1465, DOI: 10.1088/1742-6596/1465/1/012025, 2020. [11] N. N. Hartmann and B. Lussier, Managing the sales force through the unexpected exogenous COVID19 crisis, Industrial Marketing Management, vol.88, pp.101-111, 2020. [12] D. Kumar and P. V. Rajeev, Value chain: A conceptual framework, International Journal of Management Study, vol.7, no.1, pp.74-77, 2014. [13] SPAN Global Service, Customer Database, A Strong Foundation to Build a Successful Organization, Span Global Service, US, 2018. [14] K. Laudon, Management Information System, Managing the Digital Firm, 2014. [15] A. J. C. Trappey, C. Lee, W. Chen and C. V. Trappey, A framework of customer complaint handling system, 2010 7th International Conference on Service Systems and Service Management, DOI: 10.1109/ICSSSM.2010.5530119, 2010. [16] A. Choundhary, S. Akhter, M. Asif and Z. Siddique, Impact of after sales service characteristics on customer satisfaction, Information Management and Business Review, vol.3, no.6, pp.360-365, 2011. [17] F. Puteh, Employee core competencies and organizational excellence: An interpretative analysis, Australian Journal of Business and Economic Studies, vol.2, no.1, 2015. [18] P. Szopa and W. Pekala, Distributor channel and their roles in the enterprise, Polish Journal of Management Studies, 2012. [19] L. Dias, Training and Development, Beginning Management of Human Resources, Washington, 2012. [20] L. Seng and N. Ping, The influence of product innovation toward consumer purchase intention, International Journal of Economics, Commerce and Management, 2016. [21] W. Sardjono, B. S. Laksmono and E. Yuniastuti, The social welfare factors of public transportation drivers with online application as a result of the 4.0 industrial revolution in transportation, ICIC Express Letters, vol.14, no.4, pp.361-368, 2020. [22] G. Ahmetoglu, S. Fried, J. Dawes and A. Furnham, Pricing practices: Their effect on consumer behavior and welfare, Mountainview Learning: Teaching Brain Science to Business, London, 2010. [23] P. Ensign, Value chain analysis and competitive advantage, Journal of General Management, vol.27, no.1, pp.18-42, 2001. [24] K. Prohl-Schwenke and M. Kleinaltenkamp, How business customer judge customer success management, Industrial Marketing Management, vol.96, pp.197-212, 2021. [25] R. Wijayanti, The effect of product attributes on purchasing decisions, Journal of Administration and Business, vol.9, no.2, 2015. [26] W. Sardjono and F. Firdaus, Readiness model of knowledge management systems implementation at the higher education, ICIC Express Letters, vol.14, no.5, pp.477-487, 2020. [27] W. Sardjono, E. Selviyanti and W. G. Perdana, The application of the factor analysis method to determine the performance of IT implementation in companies based on the IT balanced scorecard measurement method, Journal of Physics: Conference Series, vol.1538, DOI: 10.1088/1742- 6596/1538/1/012026, 2019. [28] A. Silvia, Distribution Channel Structure: An Overview of Determinants, Master Thesis, Federal Institute of Education, Science and Technology of Sao Paulo, Brasil, 2016. [29] E. Gabriel, Value chain for services, a new dimension of porter’s value chain, The IMS International Journal, pp.1-26, 2006.
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