PERAN ENTREPRENEURIAL SALES ACTION UNTUK MENINGKATKAN KINERJA PENJUALAN BUSINESS TO BUSINESS (B2B): A Systematic Literature Review

Bunga Ayu Ratnasari, Ratih Purbasari, Margo Purnomo

Abstract


Peran strategis fungsi penjualan dalam konteks bisnis ke bisnis (B2B) sangat penting, karena penjualan tidak hanya merupakan transaksi sekadar menjual produk atau layanan, tetapi juga melibatkan pembangunan hubungan yang kuat dan jangka panjang dengan pelanggan bisnis. Tujuan penelitian ini adalah untuk mengetahui Entrepreneurial Sales Action dapat meningkatkan efektivitas dan efisiensi penjualan dalam konteks bisnis ke bisnis (B2B) dan untuk mengetahui faktor-faktor kunci yang mempengaruhi penerapan Entrepreneurial Sales Action dalam meningkatkan kinerja penjualan B2B. Metode penelitian ini adalah SLR. Hasil penelitian ini adalah penerapan Entrepreneurial Sales Action dalam konteks B2B menuntut kombinasi budaya inovasi, dukungan manajemen, kemampuan identifikasi peluang, kolaborasi dengan pelanggan, kesesuaian strategi penjualan dengan pasar, teknologi dan infrastruktur dukungan, keterampilan tim penjualan, serta kesiapan untuk mengambil risiko yang terukur.

Keywords


Entrepreneurial Sales Action; Kinerja Penjualan; Business To Business (B2B)

Full Text:

PDF

References


Alam, M. M., Awawdeh, A. E., & Muhamad, A. I. Bin. (2021). Using e-wallet for business process development: challenges and prospects in Malaysia. Business Process Management Journal, 27(4). https://doi.org/10.1108/BPMJ-11-2020-0528

Anggraini, M. D., Muhtarom, A., & Safaatillah, N. (2019). IMPLEMENTASI STRATEGI PEMASARAN DENGAN MENGGUNAKAN ANALISIS SWOT DALAM MENINGKATKAN PENJUALAN DAN PENDAPATAN PADA UD. YOGA PUTRA BANGKIT SAMBENG LAMONGAN. JURNAL MANAJEMEN, 4(2). https://doi.org/10.30736/jpim.v4i2.253

Chetty, R., Beharry-Ramraj, A., & Mashau, P. (2022). Analysis of climate change on entrepreneurial behavior towards business sustainability in South Africa. Ikenga, 23(3). https://doi.org/10.53836/ijia/2022/23/3/005

da Silva, L. B. P., Soltovski, R., Pontes, J., Treinta, F. T., Leitão, P., Mosconi, E., de Resende, L. M. M., & Yoshino, R. T. (2022). Human resources management 4.0: Literature review and trends. Computers and Industrial Engineering, 168. https://doi.org/10.1016/j.cie.2022.108111

Dobrowolski, Z., & SuÅ‚kowski, Å. (2021). Business model canvas and energy enterprises. Energies, 14(21). https://doi.org/10.3390/en14217198

Edwards, J., Miles, M. P., D'Alessandro, S., & Frost, M. (2023). Entrepreneurial strategy-making, corporate entrepreneurship preparedness and entrepreneurial sales actions: Improving B2B sales performance. Journal of Business Research, 157. https://doi.org/10.1016/j.jbusres.2022.113586

Erdian, F. S., Barkah, C. S., Sukoco, I. S., & Achmawati Novel, N. J. (2023). PERAN STRATEGI KOMUNIKASI PEMASARAN BUSINESS TO BUSINESS (B2B) DALAM MENINGKATKAN PENJUALAN ONLINE (STUDI KASUS PADA BISNIS FIRSTHAND SELLER). JURNAL LENTERA BISNIS, 12(3). https://doi.org/10.34127/jrlab.v12i3.843

Fahdia, M. R., Kurniawati, I., Amsury, F., Heriyanto, & Saputra, I. (2022). Pelatihan Digital Marketing Untuk Meningkatkan Penjualan Bagi UMKM Tajur Halang Makmur. Abdiformatika: Jurnal Pengabdian Masyarakat Informatika, 2(1). https://doi.org/10.25008/abdiformatika.v2i1.147

Hjalager, A. M., & Kwiatkowski, G. (2018). Entrepreneurial implications, prospects and dilemmas in rural festivals. Journal of Rural Studies, 63. https://doi.org/10.1016/j.jrurstud.2017.02.019

Javalgi, R. G., Hall, K. D., & Cavusgil, S. T. (2014). Corporate entrepreneurship, customer-oriented selling, absorptive capacity, and international sales performance in the international B2B setting: Conceptual framework and research propositions. International Business Review, 23(6), 1193-1202. https://doi.org/10.1016/j.ibusrev.2014.04.003

Jin, S. V., & Youn, S. (2022). "They bought it, therefore I will buy it": The effects of peer users' conversion as sales performance and entrepreneurial sellers' number of followers as relationship performance in mobile social commerce. Computers in Human Behavior, 131. https://doi.org/10.1016/j.chb.2022.107212

Kaur, A., Kumar, A., & Luthra, S. (2022). Business continuity through customer engagement in sustainable supply chain management: outlining the enablers to manage disruption. Environmental Science and Pollution Research, 29(10). https://doi.org/10.1007/s11356-021-16683-4

Kitching, J., & Rouse, J. (2017). Opportunity or dead end? Rethinking the study of entrepreneurial action without a concept of opportunity. International Small Business Journal: Researching Entrepreneurship, 35(5). https://doi.org/10.1177/0266242616652211

Marin, A., Parvatiyar, A., Mitchell, R. K., & Villegas, D. (2023). From Lab to Market: Learning Entrepreneurial Marketing Through Multi-Semester, Stage-Gate, Capstone Project in STEM MBA. Journal of Marketing Education, 45(3). https://doi.org/10.1177/02734753231185415

Nufus, H., & Handayani, T. (2022). STRATEGI PROMOSI DENGAN MEMANFAATKAN MEDIA SOSIAL TIKTOK DALAM MENINGKATKAN PENJUALAN (Studi Kasus Pada TN Official Store). Jurnal EMT KITA, 6(1). https://doi.org/10.35870/emt.v6i1.483

Nugroho, T. F., Andah, B. D., Yuliazmi, Y., & Juanita, S. (2023). Analisis Dan Perancangan E-Crm Berbasis Web Untuk Meningkatkan Penjualan Pada Cv. Anugerah Jaya. Seminar Nasional Mahasiswa Fakultas Teknologi Informasi (SENAFTI), 2(April).

Pamungkas, Y. C., & Fajar, A. N. (2022). Business Process Improvement Using Bpi Method in the Implementation of Communication Network Device to Support Online Bank Branch Office and ATMs. Journal of Information Systems and Informatics, 4(3). https://doi.org/10.51519/journalisi.v4i3.293

Pereira, V., Hadjielias, E., Christofi, M., & Vrontis, D. (2023). A systematic literature review on the impact of artificial intelligence on workplace outcomes: A multi-process perspective. Human Resource Management Review, 33(1). https://doi.org/10.1016/j.hrmr.2021.100857

Rahmawati, S. D. (2021). Pengaruh Media Sosial Seorang Influencer Dalam Meningkatkan Penjualan Melalui E-Commerce. National Conference Of Islamic Natural Science, 20.

Ramadhan, A., & Supriyatna, E. (2020). Rencana Bisnis (Business Plan) : Jasa Content Creator. Jurnal Manajemen Bisnis Dan Kewirausahaan, 4(6). https://doi.org/10.24912/jmbk.v4i6.9833

Ranti, R. F., Nuraini, P., & Firmansyah, R. (2022). Strategi Promosi pada Aplikasi TikTok Shop untuk Meningkatkan Penjualan UMKM. JURNAL EKONOMI PERJUANGAN, 4(2). https://doi.org/10.36423/jumper.v4i2.1121

Riski Putri Anjayani, & Intan Rike Febriyanti. (2022). Analisis Strategi Bauran Pemasaran untuk Meningkatkan Volume Penjualan (Studi Pada UMKM YJS Sukabumi). Jurnal Multidisiplin Madani, 2(9). https://doi.org/10.55927/mudima.v2i9.1175

Rumijati, A., & Hakim, A. R. (2023). Innovative work behavior and self-efficacy: Does entrepreneurial leadership impact MSME business performance? Problems and Perspectives in Management, 21(4), 304-315. https://doi.org/10.21511/ppm.21(4).2023.24

Sparviero, S. (2019). The Case for a Socially Oriented Business Model Canvas: The Social Enterprise Model Canvas. Journal of Social Entrepreneurship, 10(2). https://doi.org/10.1080/19420676.2018.1541011

Spillecke, S. B., & Brettel, M. (2013). The impact of sales management controls on the entrepreneurial orientation of the sales department. European Management Journal, 31(4), 410-422. https://doi.org/10.1016/j.emj.2012.07.002

Wati, V. T., Norhabiba, F., & Sadono, T. P. (2021). Strategi Marketing Public Relations Business to Business CV. Hakai Technology Industries dalam Menjaring Konsumen di Pulau Jawa. Jurnal Ilmiah Media, Public Relations, Dan Komunikasi (IMPRESI), 2(1). https://doi.org/10.20961/impresi.v2i1.55471

Zhong, Y. (2023). E-commerce utilization analysis and growth strategy for smes using an artificial intelligence. Journal of Intelligent and Fuzzy Systems, 45(5). https://doi.org/10.3233/JIFS-232406

Zubaedah, P. A., & Harsela, C. N. (2022). Strategi Marketing Syariah Dalam Meningkatkan Penjualan. Co-Value : Jurnal Ekonomi, Koperasi, Dan Kewirausahaan, 12(3). https://doi.org/10.36418/covalue.v12i3.1229




DOI: https://doi.org/10.37479/jimb.v7i3.30057

Refbacks

  • There are currently no refbacks.


Creative Commons License
This work is licensed under a Creative Commons Attribution 4.0 International License.

Alamat Redaksi:

Fakultas Ekonomi Universitas Negeri Gorontalo

Jalan Jenderal Sudirman No. 6 Kota Gorontalo