ANALYSIS OF DOMINANT FATORS INFLUENCE THE RELATIONSHIP BETWEEN PT SANY INDONESIA MACHINERY AND ITS DISTRIBUTORS

Abstract

This study was about the dominant factors that influence the relationship between PT SANY INDONESIA MACHINERY. Since the construction machinery industry is developing in a booming speed in developing countries and Indonesia has huge potential demand in construction machinery for domestic infrastructure construction. As a new comer, SANY has to develop powerful distributors and maintain good relationship with them in order to accomplish its mission in Indonesia market. It is quite significant to find out the factors that influence the relationship between SANY and its distributors, so that SANY could improve their performance and maintain a better relationship with its distributors. Moreover, the researcher could offer some suggestions to other manufacturers in this industry as well. Therefore, the researcher will conduct a research to find out the current condition of the relationship between SANY and its distributors and analyze the factors that influence the relationship between SANY and its distributors. In this thesis, the researcher used both qualitative and quantitative method. The researcher set up four independent variables that might influence the relationship between SANY and its distributors based on the theory. From the outcome of research, the researcher found that among the four variables, only motivation and communication have significance in influencing the relationship between SANY and its distributors, whereas organizational structure and control have no significant influence. Thus, SANY should improve their performance in motivation and communication. At last, as time and area limitation, the research did not cover all factors. The researcher hopes there are many other researchers to enrich this research and find out more factors and offer good suggestions for the manufacturers of this industry.