Efektivitas Teknik Psikologi Selling dalam Meningkatkan Penjualan dengan Komitmen Pelanggan sebagai Variabel Intervening

Studi pada Industri E-Commerce di Indonesia

Authors

  • Frederick Rudy Sentosa Rajagukguk Sekolah Tinggi Ilmu Ekonomi Bina Karya
  • Hastuti Handayani Harahap Sekolah Tinggi Ilmu Ekonomi Bina Karya
  • Indra Welly Arifin Sekolah Tinggi Ilmu Ekonomi Bina Karya
  • Lija Romauli Hutajulu Sekolah Tinggi Ilmu Ekonomi Bina Karya
  • Ahmad Juanda Sekolah Tinggi Ilmu Ekonomi Bina Karya

DOI:

https://doi.org/10.70021/dbp.v4i1.211

Keywords:

Psychological Selling Techniques, Customer Commitment, Sales Increase, E-Commerce, Smart PLS

Abstract

This study aims to examine the effectiveness of Psychological Selling Techniques in increasing sales with Customer Commitment as an intervening variable in the e-commerce industry in Indonesia. The research method employed is quantitative, analyzed using Smart PLS. The results indicate that Psychological Selling Techniques significantly influence both Customer Commitment and Sales Increase. Furthermore, Customer Commitment significantly mediates the effect of Psychological Selling Techniques on Sales Increase. These findings suggest that implementing psychological techniques in selling can enhance customer loyalty and sustainable sales growth. This study offers practical implications for e-commerce companies to integrate psychological selling techniques into their marketing strategies to strengthen customer relationships and improve sales performance.

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Published

2025-06-30

How to Cite

Rajagukguk, F. R. S., Harahap, H. H., Arifin, I. W., Hutajulu, L. R., & Juanda, A. (2025). Efektivitas Teknik Psikologi Selling dalam Meningkatkan Penjualan dengan Komitmen Pelanggan sebagai Variabel Intervening: Studi pada Industri E-Commerce di Indonesia. Digital Business Progress, 4(1), 1–14. https://doi.org/10.70021/dbp.v4i1.211