Program Magister Psikologi Universitas Kristen Maranatha
DAFTAR ISI
Halaman Judul Halaman Pengesahan`
Daftar Isi ································································································ i
Daftar Bagan ·························································································· v
Daftar Tabel ··························································································· vi
BAB I PENDAHULUAN
1.1. Latar Belakang Masalah ····························································· 1
1.2. Identifikasi Masalah ··································································· 13
1.3. Maksud dan Tujuan Penelitian ···················································· 13
1.3.1. Maksud Penelitian ·······················································
13 1.3.2.
Tujuan Penelitian ························································ 14
1.4. Kegunaan Penelitian ··································································· 14
1.4.1. Kegunaan Teoritis ······················································· 14
1.4.2. Kegunaan Praktis ························································ 14
BAB II TINJAUAN PUSTAKA
2.1. Kajian Pustaka ·········································································· 16
2.1.1. Kompetensi ································································· 16
Program Magister Psikologi Universitas Kristen Maranatha
2.1.1.1. Definisi Kompetensi ·········································· 16
2.1.1.2. Karakteristik Kompetensi ·································· 17
2.1.1.3. Kategori Kompetensi ········································· 18
2.1.1.4. Hubungan Kompetensi dengan Kinerja ··············· 21
2.1.2. Model Kompetensi ······················································ 22
2.1.2.1. Struktur Model Kompetensi ································ 27
2.1.2.2. Indikator Perilaku ·············································· 27
2.1.2.3. Dimensi Kompetensi ·········································· 28
2.1.2.4. Kelompok Kompetensi Cluster ························· 31
2.1.2.5. Model Kompetensi Sales ··································· 31
2.1.2.6. Metode Penyusunan Model Kompetensi ············· 35
2.1.2.7. Bentuk Dasar Pengukuran Kompetensi ··············· 36
2.1.2.8. Metode Pengembangan Kompetensi ···················· 38
2.1.2.9. Kelebihan Model Kompetensi dalam Sistem Manajemen SDM ···············································
40 2.1.2.10. Pengaplikasian Kompetensi pada Sistem Rekrutmen
41 2.1.3. Organisasi dan Salespeople ··········································
43 2.2.3.1. Definisi Organisasi ·············································
43 2.2.3.2. Definisi Salesperson ··········································
45 2.2.3.3. Fungsi Salespeople ·············································
45 2.1.4. Behavioral Event Interview BEI ·································
50
Program Magister Psikologi Universitas Kristen Maranatha
2.1.4.1. Pengertian Behavioral Event Interview ··············· 50
2.1.4.2. Prinsip Behavioral Event Interview ····················· 50
2.1.4.3. Kelebihan BEI Dibandingkan dengan Wawancara Tradisional ·······················································
50 2.1.4.4. Teknik dan Prosedur BEI ····································
51 2.1.5. Cipaganti Group ···························································
52 2.1.5.1. Sejarah Perusahaan ·············································
52 2.1.5.2. Visi dan Misi Cipaganti Group ····························
59 2.1.5.3. Lambang, Moto, Filosofi Cipaganti Group ···········
61 2.1.5.4. Ruang Lingkup Usaha ·········································
61 2.1.5.5. Struktur Organisasi ············································
67 2.1.5.5.1. Uraian Struktur Organisasi ······················
68 2.2. Kerangka Pemikiran ···································································
67 2.3. Asumsi ·····················································································
87
BAB III METODOLOGI PENELITIAN 3.1.
