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Abstrak :
[Penelitian ini melihat kepada perkembangan dunia bimbingan belajar di Indonesia khususnya melalui media e-learning seperti internet ataupun multimedia. Penelitian dilakukan dengan 2 cara, exploratory melalui focus group discussion untuk variable process, people dan physical evidence dan melalui descriptive yang mengunakan survey untuk variable product, price, promotion, dan place. Hasil yang didapat dari descriptive adalah bahwa tidak satupun dari variable product, price, promotion, dan place mampu mempengaruhi keputusan pembelian dari produk Zenius secara signifikan. Hasil dari exploratory sendiri menunjukan bahwa 3 variable yang tersisa mempunyai indikator-indikator yang dianggap penting juga oleh responden.;This research purpose is to gain deeper understanding of why people buy cram school services in Indonesia, the case study used in this research is Zenius Education. The research used two method, one is descriptive for the purpose of finding the significance of product, price, promotion, and place factors. The other one is exploratory to gain insight of process, people, and physical evidence factors. The result is that none of the factors can influence the decision by itself., This research purpose is to gain deeper understanding of why people buy cram school services in Indonesia, the case study used in this research is Zenius Education. The research used two method, one is descriptive for the purpose of finding the significance of product, price, promotion, and place factors. The other one is exploratory to gain insight of process, people, and physical evidence factors. The result is that none of the factors can influence the decision by itself.]

Abstrak :
Kepopuleran social commerce menyebabkan ketergantungan konsumen terhadap pengalaman berbelanja konsumen lain. Hal ini mendorong terjadinya interaksi yang frekuen karena adanya dukungan informasi dan emosional yang diberikan oleh pengguna (penjual dan pembeli) sehingga trust memainkan peran yang penting pada social commerce. Penelitian ini dilakukan untuk mengetahui pengaruh dari social support yaitu emotional dan informational support terhadap trust dan dampaknya terhadap intention to purchase hingga actual purchase. Penelitian ini meneliti trust pada social commerce dari perspektif trust-transfer di mana terjadi transfer kepercayaan dari members ke platform dan dari platform ke seller. Target responden dari penelitian ini adalah konsumen yang pernah melakukan transaksi melalui social commerce. Data dikumpulkan dengan menggunakan metode survei online yang disebar melalui media sosial. Sebanyak 1.366 data valid yang terkumpul diolah dengan metode CB-SEM menggunakan program AMOS 24.0. Hasil pengolahan data menunjukkan bahwa informational support memiliki pengaruh signifikan terhadap trust towards members dan trust towards sellers serta emotional support terhadap trust towards members. Akan tetapi, tidak terdapat pengaruh signifikan dari emotional support terhadap trust towards seller. Penelitian ini juga menemukan bahwa terjadi trust-transfer dari members ke platform dan dari platform ke seller. Selain itu, trust memiliki pengaruh signifikan terhadap intention to purchase yang juga berpengaruh signifikan terhadap actual purchase. ......The popularity of social commerce lead to consumer's dependence on the shopping experience of other consumers. The exchange of informational and emotional support encourages the interaction among users hence trust plays an important role on social commerce. This study was conducted to determine the effect of social support (emotional and informational support) on trust and its impact on intention to purchase to actual purchases made by users. This study examines trust in social commerce from a trust-transfer perspective where trust-transfer occurs from members to platform and from platform to seller. The respondents of this study are consumers who have done transactions through social commerce. Data was collected using an online survey which was distributed via social media. A total of 1,366 valid data were collected and processed with CB-SEM method using AMOS 24.0 program. The result shows that informational support has significant effect on trust towards members and trust towards sellers and emotional support on trust towards members. However, emotional support has no significant effect on trust towards seller. This research also found that trust-transfer was occurred from members to the platform and from the platform to the seller. In addition, trust has a significant effect on intention to purchase which also has a significant effect on actual purchases.

Abstrak :
Most sales professionals make the mistake of using the same sales patterns over and over. But since all customers are different, true pros know they must tailor their methods to the buyer if they want to make their numbers every year. ProActive Selling gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. Thoroughly revised and updated, the second edition shows salespeople how to: • Qualify and disqualify prospects sooner to focus on the most promising accounts • Examine buyers’ motivations from every angle • Quantify the value proposition early • Double the number of calls returned from prospective customers • Appeal to the real decision-makers • Use technology (e.g. cloud, video, social media, and more) to generate leads and shorten sales cycles • Increase the effectiveness of every interaction Featuring dozens of enlightening examples and the author’s 17 exclusive, practical selling tools, ProActive Selling gives sales professionals the edge they need to exceed their goals—with any company, in any industry.

Abstrak :
"Many sales experts focus on a cookie-cutter sales "strategy," encouraging reps to push the customer through a pre-planned sales process -- an approach that can drive customers away. With ProActive Selling, reps have a wide variety of flexible and effective selling tactics to choose from.;