The The Effect of Leadership Style and Incentives on Service Advisor Performance at Honda Dealers in the Jabodetabek Area
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May 3, 2025
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Abstract
Since the Covid-19 pandemic, more manufacturers have shifted their business focus to after-sales services because the average operating margin of after-sales business globally is around 2.5 times the operating margin of new product sales. In the automotive sector, service advisors have an important role to increase revenue for after-sales services, therefore this study examines the effect of leadership style and incentives on the performance of Honda dealer service advisors in Jabodetabek. The research is quantitative with a sample size of 138 respondents using a purposive sampling method and the data was analyzed using multiple linear regression using the SPSS application. Based on the results of the t-test, incentives do not affect performance while leadership style affect performance. Simultaneously, two variables have a positive effect on performance with an effect of 51.7%.
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This work is licensed under a Creative Commons Attribution-NonCommercial 4.0 International License.
LPPM Politeknik Piksi Ganesha Indonesia
How to Cite
Hardi, M., & Harsono, D. M. (2025). The The Effect of Leadership Style and Incentives on Service Advisor Performance at Honda Dealers in the Jabodetabek Area. Jurnal E-Bis, 9(1), 177-190. https://doi.org/10.37339/e-bis.v9i1.2261
References
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Leuhery, F., Ratnawita., Amang, A., Mulyadi, & Khasbulloh, M. W. (2023). Analysis of the Influence of Work Discipline, Motivation and Leadership Style on Performance of Automobile Authorized Dealer Company. Jurnal Ekonomi, Manajemen, & Akuntansi, 9(4), 1489-1495.
Lussa, M. F., Sudiro, A., & Hapsari, R. D. V. (2023). The Effect of Work Motivation and Work Environment on Employee Performance Through Work Engagement. International Journal of Research in Business & Social Science, 12(9), 134-143.
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Nguyen, P. T., Yandi, A., & Mahaputra, M. R. (2020). Factors That Influence Employee Performance: Motivation, Leadership, Environment, Culture Organization, Work Achievement, Competence and Compensation (A Study of Human Resource Management Literature Studies). Dinasti International Journal of Digital Business Management, 1(4), 645-662.
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Permadi, I. K. O., Landra, N., Kusuma, I. G. A. E. T., & Sudja, I. N. (2019). The Impact of Compensation and Work Environment Towards Job Satisfaction to Affect the Employee Performances. International Journal of Management and Commerce Innovations, 6(2), 1248-1258.
Pranatawijaya, V. H., Widiatry, W., Priskila, R., & Putra, P. B. A. A (2019). Pengembangan Aplikasi Kuesioner Survey Berbasis Web Menggunakan Skala Likert & Guttman. Jurnal Sains & Informatika, 5(2), 128-137.
Pujiono, B., Setiawan, M., Sumiati, & Wijayanti, R. (2020). The Effect of Transglobal Leadership and Organizational Culture on Job Performance - Inter-Employee Trust as Moderating Variable. International Journal of Public Leadership, 16(3), 319-335.
Rojikinnor, Gani, A. J. A., Sales, C., & Amin, F. (2023). The Role of Compensation as a Determinant of Performance and Employee Work Satisfaction: A Study at The PT Bank Rakyat Indonesia (Persero) Tbk. Journal of Economic and Administrative Sciences, 39(4), 943-956.
Slović, D., Tomašević, I., & Stojanović, D. (2023). The Effect of Mixed Wage Incentives on Performance: An Action Research Report. Journal of East European Management Studies, 28(3), 504-532.
Su, T. S., Chen, C., Cui, X., Yang, C., & Ma, W. (2020). Consistency at Different Levels: A Meta-Analytic Examination of Organizational Trust and Performance. Nankai Business Review International, 11(4), 537-567.
Sugiyono. (2019. Metode Penelitian Kuantitatif, Kualitatif & R&D. Bandung: Alfabeta.
Tarigan, S. A., Assaly, A., Arifin, Gunawan, E., & Harnjo, E. (2022). The Impact of Work Environment and Compensation Toward Employee Performance. Jurnal Mantik, 6(1), 89-96.
Thomas, J. (2021). Pengaruh Persepsi Harga, Aftersales, & Kualitas Layanan Terhadap Kepuasan Konsumen Dalam Membentuk Loyalitas Ppelanggan Pada UD. Enam Sembilan. PERFORMA: Jurnal Manajemen & Start-Up Bisnis, 6(3), 236-244.
Yusuf, R., Damayanti, F., Purnomo, P., Suryana, A. T., Kartikaningsih, D., Windarto, A. P., & Waluyo, A. (2021). Application of Analytical Hierarchy Process Method for SQM on Customer Satisfaction. Journal of Physics: Conference Series, 1783(1). https://doi.org/10.1088/1742-6596/1783/1/012019
Zen, A., Renaningtyas, A. R., Adisti, A. A., Afrizal, J. D., & Ningtyas, T. S. (2023). Faktor-faktor yang mempengaruhi Kinerja Karyawan: Lingkungan Kerja, Kompensasi & Kepemimpinan dengan Pengambilan Keputusan sebagai variabel intervening. Dinasti Review, 4(6), 800-814.
Zhang, W., Li, Y., Yuan, B., & Zhu, D. (2024). Primary Care Providers’ Preferences for Pay-For-Performance Programs: A Discrete Choice Experiment Study in Shandong China. Human Resources for Health, 22(20), 1-9.
Aguinis, H. (2019). Performance Management for Dummies. New Jersey: John Wiley & Sons, Inc.
Akbar, Z., & Rhomandiyas, N. A. (2021). The Effect of Training, Compensation and Work Discipline on Job Satisfaction that Impacts Employee Performance PT. Astra Honda Motor. Journal of Business and Management Studies, 3(2), 218-230.
Altunoglu, A. E., Sahin, F., & Babacan S. (2019). Transformational Leadership, Trust, and Follower Outcomes: A Moderated Mediation Model. Management Research Review, 42(3), 370-390.
Amelia, D., Setiaji, B., Jarkawi, Primadewi, K., Habibah, U., Peny, T. L. L., Rajagukguk, K. P., Nugraha, D., Safitri, W., Wahab, A., Larisu, Z., Setiaji, B., & Dharta, F. Y. (2023). Metode Penelitian Kuantitatif. Aceh: Yayasan Penerbit Muhammad Zaini.
Badan Pusat Statistik. (2024, 9 Oktober). Produk Domestik Bruto Indonesia Triwulan 2020-2024. Diakses pada 28 November 2024, dari https://www.bps.go.id/id/publication/2024/10/09/7290b829d2eaa972e4968d19/produk-domestik-bruto-indonesia-triwulanan-2020-2024.html
Cera, E., & Kusaku, A. (2020). Factors Influencing Organizational Performance: Work Environment, Training-Development, Management and Organizational Culture. European Journal of Economics and Business Studies, 6(1), 16-27.
Chandra, T. A. (2024). Komunikasi Pemasaran Perusahaan Otomotif Mobil Melalui Penggunaan Media Digital (Studi Kasus pada Tujuh Merek Passenger Car di Indonesia). Jurnal Global Ilmiah, 1(6), 395-404.
Cinthya. (2021, 18 Januari). After Sales Service: Pengertian & Pengaruhnya Dalam Suatu Hubungan Bisnis. Diakses pada 28 November 2024, dari https://accurate.id/marketing-manajemen/after-sales-service/
Diamantidis, A. D., & Chatzoglou, P. (2018). Factors Affecting Employee Performance: An Empirical Approach. International Journal of Productivity and Performance Management, 68(1), 171-193.
Gaikindo. (2024, November). Indonesia tetap Pimpin Penjualan Mobil ASEAN, Disusul Malaysia & Thailand. Diakses pada 28 November 2024, dari https://www.gaikindo.or.id/indonesia-tetap-pimpin-penjualan-mobil-asean-disusul-malaysia-dan-thailand/
Gaikindo. (2024, Oktober). Target Penjualan Mobil 2024 Direvisi, dari 1,1 Juta Unit Menjadi 850 Ribu. Diakses pada 28 November 2024, dari https://www.gaikindo.or.id/target-penjualan-mobil-2024-direvisi-dari-11-juta-unit-menjadi-850-ribu-unit/
Ghozali, I. (2021). Aplikasi Analisis Multivariate Dengan Program IBM SPSS 26. Semarang: Badan Penerbit Universitas Diponegoro.
Hendrayati, Heny; Yusuf, Ramayani; Ridwanudin, Oce; Henri, M. (2020). Adaptasi Kebiasaan Baru : Perspektif UMKM Jasa Oleh Womanpreuner di Jawa Barat Bangkit di Era Covid 19. JMBP UPI, 53(9), 1689–1699.
Hakim, L. (2020). Mudah Menulis penelitian Kualitatif & Kuantitatif. Mataram: Sanabil.
Hardani, Auliya, N. H., Andriani, H., Fardani, R. A., Ustiwaty, J., Utami, E. F., Sukmana, D. J., & Istiqomah, R. R. (2020). Metode Penelitian Kualitatif & Kuantitatif. Yogyakarta: CV. Pustaka Ilmu Group.
Kang, M., Um, K. H., Shou, Y., & Roh, J. J. (2022). Matching Goal-Based Incentive Systems with Cross-Functional Integration to Improve Operation and Innovation Performance. International Journal of Operations & Production Management, 42(2), 230-254.
Koohang, A., Paliszkiewicz, J., & Goluchowski, J. (2018). The Impact of Leadership on Trust, Knowledge Management, and Organizational Performance. Industrial Management & Data Systems, 117(3), 521-537.
Kristanto, H., & Edward, Y. R. (2020). The Effect of Leadership Style and Communication on Employee Performance through Job Satisfaction as a Mediation Variable at PT. Trans Sumatra Agung in Medan. International Journal of Research and Review, 7(9), 171-181.
Lee, Y. L. A., Malik, A., Rosenberger III, P. J., & Sharma, P. (2020). Demystifying the Differences in The Impact of Training and Incentives on Employee Performance: Mediating Roles of Trust and Knowledge Sharing. Journal of Knowledge Management, 24(8), 1987-2006.
Leuhery, F., Ratnawita., Amang, A., Mulyadi, & Khasbulloh, M. W. (2023). Analysis of the Influence of Work Discipline, Motivation and Leadership Style on Performance of Automobile Authorized Dealer Company. Jurnal Ekonomi, Manajemen, & Akuntansi, 9(4), 1489-1495.
Lussa, M. F., Sudiro, A., & Hapsari, R. D. V. (2023). The Effect of Work Motivation and Work Environment on Employee Performance Through Work Engagement. International Journal of Research in Business & Social Science, 12(9), 134-143.
Makmur, W., Hersona, S., & Nurhasanah, N. (2022). Pengaruh Kompensasi & Lingkungan Kerja Terhadap Kepuasan Kerja Yang Berdampak Pada Kinerja Salesman Pada Honda Kumala Karawang. COSTING: Journal of Economic, Business and Accounting, 5(2), 1292-1307.
Millar, K., Bendig, O., & Hussain, A. (2020, 14 Mei). Aftermarket services: Transforming manufacturing in the wake of the COVID-19 pandemic. Diakses pada 28 November 2024, dari https://www2.deloitte.com/us/en/insights/industry/manufacturing/aftermarket-services-digital-differentiator-beyond-COVID-19.html
Nafe, N. S., & Alizadeh, H. N. (2022). Examination of Work Motivation, Work Environment, and Work Engagement Relation with Job Satisfaction During Covid -19. Journal of Marketing and Management, 13(2), 27-42.
Nguyen, P. T., Yandi, A., & Mahaputra, M. R. (2020). Factors That Influence Employee Performance: Motivation, Leadership, Environment, Culture Organization, Work Achievement, Competence and Compensation (A Study of Human Resource Management Literature Studies). Dinasti International Journal of Digital Business Management, 1(4), 645-662.
Noe, R. A., Hollenbeck, J. R., Gerhart, B., & Wright, P. M. (2022). Fundamentals of Human Resource Management. New York. McGraw Hill LLC.
Noe, R. A., Hollenbeck, J. R., Gerhart, B., & Wright, P. M. (2023). Human Resources Management: Gaining a Competitive Advantage. New York: McGraw Hill LLC.
Permadi, I. K. O., Landra, N., Kusuma, I. G. A. E. T., & Sudja, I. N. (2019). The Impact of Compensation and Work Environment Towards Job Satisfaction to Affect the Employee Performances. International Journal of Management and Commerce Innovations, 6(2), 1248-1258.
Pranatawijaya, V. H., Widiatry, W., Priskila, R., & Putra, P. B. A. A (2019). Pengembangan Aplikasi Kuesioner Survey Berbasis Web Menggunakan Skala Likert & Guttman. Jurnal Sains & Informatika, 5(2), 128-137.
Pujiono, B., Setiawan, M., Sumiati, & Wijayanti, R. (2020). The Effect of Transglobal Leadership and Organizational Culture on Job Performance - Inter-Employee Trust as Moderating Variable. International Journal of Public Leadership, 16(3), 319-335.
Rojikinnor, Gani, A. J. A., Sales, C., & Amin, F. (2023). The Role of Compensation as a Determinant of Performance and Employee Work Satisfaction: A Study at The PT Bank Rakyat Indonesia (Persero) Tbk. Journal of Economic and Administrative Sciences, 39(4), 943-956.
Slović, D., Tomašević, I., & Stojanović, D. (2023). The Effect of Mixed Wage Incentives on Performance: An Action Research Report. Journal of East European Management Studies, 28(3), 504-532.
Su, T. S., Chen, C., Cui, X., Yang, C., & Ma, W. (2020). Consistency at Different Levels: A Meta-Analytic Examination of Organizational Trust and Performance. Nankai Business Review International, 11(4), 537-567.
Sugiyono. (2019. Metode Penelitian Kuantitatif, Kualitatif & R&D. Bandung: Alfabeta.
Tarigan, S. A., Assaly, A., Arifin, Gunawan, E., & Harnjo, E. (2022). The Impact of Work Environment and Compensation Toward Employee Performance. Jurnal Mantik, 6(1), 89-96.
Thomas, J. (2021). Pengaruh Persepsi Harga, Aftersales, & Kualitas Layanan Terhadap Kepuasan Konsumen Dalam Membentuk Loyalitas Ppelanggan Pada UD. Enam Sembilan. PERFORMA: Jurnal Manajemen & Start-Up Bisnis, 6(3), 236-244.
Yusuf, R., Damayanti, F., Purnomo, P., Suryana, A. T., Kartikaningsih, D., Windarto, A. P., & Waluyo, A. (2021). Application of Analytical Hierarchy Process Method for SQM on Customer Satisfaction. Journal of Physics: Conference Series, 1783(1). https://doi.org/10.1088/1742-6596/1783/1/012019
Zen, A., Renaningtyas, A. R., Adisti, A. A., Afrizal, J. D., & Ningtyas, T. S. (2023). Faktor-faktor yang mempengaruhi Kinerja Karyawan: Lingkungan Kerja, Kompensasi & Kepemimpinan dengan Pengambilan Keputusan sebagai variabel intervening. Dinasti Review, 4(6), 800-814.
Zhang, W., Li, Y., Yuan, B., & Zhu, D. (2024). Primary Care Providers’ Preferences for Pay-For-Performance Programs: A Discrete Choice Experiment Study in Shandong China. Human Resources for Health, 22(20), 1-9.