The Influence of Agents' Working Environment and Motivation on Performance at PT. Asuransi Jiwa XYZ

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THESIS

THE INFLUENCE OF AGENTS WORKING ENVIRONMENT AND MOTIVATION TOWARD AGENTS PERFORMANCE

AT PT. ASURANSI JIWA XYZ

By

Akhiz Royhan Nasution 2-3115-003

MASTER’S DEGREE in

BUSINESS ADMINISTRATION

FACULTY OF BUSINESS ADMINISTRATION AND HUMANITIES

SWISS GERMAN UNIVERSITY EduTown BSD City

Tangerang 15339 Indonesia

March 2017

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AND MOTIVATION TOWARD AGENTS PERFORMANCE AT PT. ASURANSI JIWA XYZ

By

Akhiz Royhan Nasution 2-3115-003

MASTER’S DEGREE in

BUSINESS ADMINISTRATION

FACULTY OF BUSINESS ADMINISTRATION AND HUMANITIES

SWISS GERMAN UNIVERSITY EduTown BSD City

Tangerang 15339 Indonesia

Revision after the Thesis Defense on [3-3-2017]

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THE INFLUENCE OF AGENTS WORKING ENVIRONMENT AND MOTIVATION TOWARD AGENTS PERFORMANCE

AT PT. ASURANSI JIWA XYZ

Akhiz Royhan Nasution

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STATEMENT BY THE AUTHOR

I hereby declare that this submission is my own work and to the best of my knowledge, it contains no material previously published or written by another person, nor material which to a substantial extent has been accepted for the award of any other degree or diploma at any educational institution, except where due acknowledgement is made in the thesis.

Akhiz Royhan Nasution 3 Ferbuary 2017

Student Date

Approved by:

Dr. Dipl-Ing. Rachman Sjarief, MM, MH

Thesis Advisor Date

Dr. Gregorius I. Suryanto, SE, M.Sc.

Thesis Co-Advisor Date

Prof. Eric J. Nasution, MA, MBA, Ph.D

Dean Date

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ABSTRACT

By

Dr. Dipl,-Ing. Rachman Sjarief, MM, MH - Advisor Dr. Gregorius I. Suryanto, SE, M.Sc. - Co-Advisor

This study aimed to analyze the influence of agents working environment and motivation of the agent performance on business Life Insurance. Research focuses on examples of cases that occur in the working environment, agent motivation and performance at PT. Asuransi Jiwa XYZ. The study used a questionnaire to a number of survey respondents who are insurance agent actiove in the company that became the focus of research. Hypothesis testing is done by looking at the results of the regression test between each variable of research, but it also determination test to determine the amount of the influence of two independent variables to dependent variable. From the test results obtained reveal any significant positive influence on the working environment motivation agent and agent performance. In addition there is also a positive and significant influence motivation agent to agent performance. And lastly both variables agent working environment and motivation influence simultaneously to the formation of agent performance, so the better the working environment and the higher the agent motivation, the better the performance of an agent.

Keywords: Working Environment, Agent Motivation, Agent Performance, Compensation Package, Agent Productivity

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Page iii of 132

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DEDICATION

Alhamdulillah, Thanks to Allah.

To my beloved families, Julia, Aqeel, Akhsan, Akbar, for their unconditional love and motivation,

To all of my teachers and fellow friends for their advices and supports, And to everyone who believe that they can do everything

if they believe they can and put their mind to it.

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ACKNOWLEDGEMENTS

I would like to express my sincere gratitude to Allah swt for endless blessings and my family for their love and motivation throughout the accomplishment of this thesis.

I would also express my deepest gratitude to Dr. Dipl,-Ing. Rachman Sjarief, MM, MH as advisor and Dr. Gregorius I. Suryanto, SE, M.Sc. as co-advisor for this thesis project. Their trust, full support and motivation really help me in completing this thesis project.

I owe a sincere appreciation as well to Lecturer of General Business Administration, Swiss German University, to all my friends as sharing partners for this whole project.

Your supports and efforts are really appreciated.

Lastly, I would also grant my best gratitude to all fellow friends in MBA batch 26 and all the lecturers throughout this MBA Course for all our adventurous and wonderful moments. This MBA course wouldn‘t be so much fun and enjoyable without all of you.

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Page

STATEMENT BY THE AUTHOR ... i

ABSTRACT ... ii

DEDICATION... iv

ACKNOWLEDGEMENTS ... v

TABLE OF CONTENTS ... vi

LIST OF FIGURES ... ix

LIST OF TABLES ... x

CHAPTER 1 – INTRODUCTION ... 1

1.1 Background ... 1

1.2 Research Problems ... 7

1.3 Research Objectives ... 8

1.4 Significance of Study ... 8

1.5 Research Questions ... 9

1.6 Hypothesis ... 10

1.7 Thesis Structure ... 11

CHAPTER 2 – LITERATURE REVIEW ... 12

2.1 Theorical Perspectives ... 12

2.1.1 Working Environment ... 12

2.1.2 Agents’ Motivation ... 15

2.1.3 Agents’ Performance ... 22

2.2 Previous Studies ... 25

2.3 Theorical Assumption ... 33

CHAPTER 3 – RESEARCH METHODS ... 37

3.1 Scope of Study ... 37

3.2 Research Approach ... 37

3.3 Time Frame of Study ... 37

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Page vii of 132

3.4 Research Process ... 38

3.5 Research Model and Hypothesis ... 39

3.6 Data Source and Collection ... 40

3.7 Population and Sample ... 41

3.7.1 Population ... 41

3.7.2 Sample ... 41

3.8 Material and Equipment ... 42

3.8.1 Working Environment ... 42

3.8.2 Agents’ Motivation ... 42

3.8.2 Agents’ Performance ... 42

3.9 Validity and Reliability Instrument ... 51

3.9.1 Validity Test ... 51

3.9.2 Reliability Test ... 51

3.10 Normality Test ... 52

3.11 Multicolinearity Test ... 52

3.11 Method of Analysis ... 53

3.11.1 Descriptive Statistic ... 53

3.11.2 Multiple Regression Model ... 53

CHAPTER 4 – RESULTS AND DISCUSSIONS ... 56

4.1 Research Instrument and Normality Test ... 56

4.1.1 Validity Research Instrument Test ... 56

4.1.2 Reliability Research Instruments Test ... 60

4.1.3 Normality Data Research Test ... 60

4.1.4 Multicolinearity Test ... 61

4.2 Responden Characteristic ... 61

4.3 Analysis Research Hypothesis ... 64

4.3.1 Statistik Deskriptif ... 64

4.3.2 Multiple Regresion Test ... 69

4.4 Discussion ... 74

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4.4.2 Influence Working Environment Toward Agent Performance ... 79

4.4.3 Influence Working Environment Toward Agent Motivation ... 81

4.4.4 Influence Agent Motivation Toward Agent Performance ... 83

CHAPTER 5 – CONCLUSIONS AND RECOMMENDATIONS ... 85

5.1 Conclusions ... 85

5.2 Recommendations ... 86

5.2.1 Ideal Concept Working Environment and Agent Motivation ... 87

5.2.2 Effect Working Environment to the Agent Performance ... 87

REFERENCES ... 88

APPENDICES ... 91

APPENDIX 1 Questionaire ... 91

APPENDIX 2 Transkript ... 95

APPENDIX 3 Codding ... 100

APPENDIX 4 Output SPSS Vaildity dan Reliability Analysis ... 104

APPENDIX 5 Output SPSS Normality Test ... 110

APPENDIX 6 Output SPSS Multicolinearity Test ... 110

APPENDIX 7 Output SPSS Respondent Characteristics ... 111

APPENDIX 8 Output SPSS Descriptive Variable Working Environment ... 113

APPENDIX 9 Output SPSS Descriptive Variable Agent Motivation ... 121

APPENDIX 10 Output SPSS Descriptive Variable Agent Performance ... 124

APPENDIX 11 Output SPSS Hipotesis #1 ... 128

CURRICULUM VITAE ... 132