Performance, Competence, Job Satisfaction, and Financial Compensation of Cosmetics Salesforce during the COVID-19 Outbreak

Shirkah Journal of Economics and Business Pub Date : 2022-09-09 DOI:10.22515/shirkah.v7i2.447

B. Suseno, Indah Hartini Sofa, Mohammad Tri Widayanto, B. Basrowi

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Abstract

The COVID-19 pandemic caused a decrease in sales turnover for the cosmetic industry, causing salesforce performance to be unsatisfactory. The study developed a model to improve the performance of the cosmetics industry in Banten Province of Indonesia. This quantitative study employed SmartPLS 3.3.2 version to analyze the data obtained from 120 respondents through observations and questionnaire. The results of the empirical model with SEM-PLS revealed that competence has a significant positive effect on financial compensation, competence has a significant positive effect on salesforce job satisfaction, salesforce job satisfaction has a significant positive effect on salesforce performance, financial compensation has no effect on salesforce performance, and salesforce performance has no effect on financial compensation. It is recommended that the cosmetic industry recalculate the amount of compensation appropriately according to measurable performance to yield an impact on salesforce performance. This study highlights the importance of competence-based compensation for fostering self-improvement of employee.

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COVID-19爆发期间化妆品销售人员的绩效、能力、工作满意度和经济补偿

新冠肺炎疫情导致化妆品行业销售额下降，销售人员业绩不理想。该研究开发了一个模型，以提高印尼万丹省化妆品行业的绩效。本定量研究采用SmartPLS 3.3.2版本，通过观察和问卷调查对120名被调查者的数据进行分析。SEM-PLS实证模型的结果显示，胜任力对财务薪酬有显著的正向影响，胜任力对销售人员工作满意度有显著的正向影响，销售人员工作满意度对销售人员绩效有显著的正向影响，财务薪酬对销售人员绩效没有影响，销售人员绩效对财务薪酬没有影响。建议化妆品行业根据可衡量的业绩适当地重新计算补偿金额，以产生对销售人员业绩的影响。本研究强调了基于能力的薪酬对于促进员工自我完善的重要性。

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Shirkah Journal of Economics and Business

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4 weeks