Christyawan, Yordan Andy (2026) PENGARUH ORIENTASI TEKNOLOGI DAN ORIENTASI HUBUNGAN PELANGGAN TERHADAP KINERJA PEMASARAN DENGAN KAPABILITAS PEMASARAN DIGITAL SEBAGAI VARIABEL MEDIASI (Studi pada Usaha Kecil dan Menengah (UKM) di Provinsi Jawa Tengah). Magister (S2) thesis, Universitas BPD.
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Abstract
This study aims to analyze the influence of Technology Orientation and Customer Relationship Orientation on Marketing Performance with Digital Marketing Capability as a mediating variable in Small and Medium Enterprises (SMEs) in Central Java Province. A quantitative approach was employed using a survey method involving 200 SME owners selected through accidental sampling technique with the criteria of having operated for at least 2 years and having implemented digital marketing. The data were analyzed using Partial Least Squares Structural Equation Modeling (PLS-SEM) with SmartPLS 4.0. The results indicate that Technology Orientation and Customer Relationship Orientation have a significant effect on Digital Marketing Capability, and Digital Marketing Capability has a significant effect on Marketing Performance as the strongest predictor. Technology Orientation is proven to have a significant effect on Marketing Performance, while Customer Relationship Orientation has no direct effect. Digital Marketing Capability partially mediates the relationship between Technology Orientation and Marketing Performance and fully mediates the relationship between Customer Relationship Orientation and Marketing Performance. These findings provide practical implications for SME owners to prioritize the development of digital marketing capabilities as their main strategy in improving marketing performance, as well as for the government in designing more comprehensive and sector-based assistance programs.
| Item Type: | Thesis (Magister (S2)) |
|---|---|
| Additional Information: | Penelitian ini bertujuan untuk menganalisis pengaruh Orientasi Teknologi dan Orientasi Hubungan Pelanggan terhadap Kinerja Pemasaran dengan Kapabilitas Pemasaran Digital sebagai variabel mediasi pada Usaha Kecil dan Menengah (UKM) di Provinsi Jawa Tengah. Penelitian ini menggunakan pendekatan kuantitatif dengan metode survei terhadap 200 responden pelaku UKM yang dipilih menggunakan teknik accidental sampling dengan kriteria telah beroperasi minimal 2 tahun dan telah menerapkan pemasaran digital. Data dianalisis menggunakan Partial Least Squares Structural Equation Modeling (PLS-SEM) melalui SmartPLS 4.0. Hasil penelitian menunjukkan bahwa Orientasi Teknologi dan Orientasi Hubungan Pelanggan berpengaruh signifikan terhadap Kapabilitas Pemasaran Digital, serta Kapabilitas Pemasaran Digital berpengaruh signifikan terhadap Kinerja Pemasaran dan merupakan prediktor terkuat. Orientasi Teknologi terbukti berpengaruh signifikan terhadap Kinerja Pemasaran, namun Orientasi Hubungan Pelanggan tidak berpengaruh secara langsung. Kapabilitas Pemasaran Digital memediasi secara parsial hubungan antara Orientasi Teknologi dan Kinerja Pemasaran serta memediasi secara penuh hubungan antara Orientasi Hubungan Pelanggan dan Kinerja Pemasaran. Temuan ini memberikan implikasi bagi pelaku UKM untuk memprioritaskan pengembangan kapabilitas pemasaran digital sebagai strategi utama dalam meningkatkan kinerja pemasaran, serta bagi pemerintah dalam merancang program pendampingan yang lebih komprehensif dan berbasis sektor. |
| Uncontrolled Keywords: | Technology Orientation, Customer Relationship Orientation, Digital Marketing Capability, Marketing Performance, SMEs, Central Java |
| Subjects: | H Social Sciences > H Social Sciences (General) |
| Divisions: | Faculty of Law, Arts and Social Sciences > School of Management |
| Depositing User: | Wisudawan S2 |
| Date Deposited: | 02 Sep 2026 01:29 |
| Last Modified: | 02 Sep 2026 01:29 |
| URI: | https://eprints.ubpd.ac.id/id/eprint/192 |
