The Effect of Persuasive Communication Principles On The Ability Of Vision Agent at PT Allianz Wisma GKBI Jakarta

Priskila Nia Agustin; Marlinda Irwanti  Poernomo

doi:10.55227/ijhess.v3i3.650

Authors

Priskila Nia Agustin Mahasiswa Univeristas Sahid Jakarta, Indonesia
Marlinda Irwanti Poernomo Dosen Univeristas Sahid Jakarta, Indonesia

DOI:

https://doi.org/10.55227/ijhess.v3i3.650

Keywords:

Persuasive Communication, Capability, Agent Vision, PT Allianz

Abstract

This research aims to see the influence of persuasive communication principles on agent vision capabilities at PT Allianz Wisma GKBI Jakarta. The research that will be studied uses a post-positivism paradigm, with a qualitative approach and descriptive methods. This research will use quantitative and qualitative research (mix method). In this research, the secondary data used was obtained from the Allianz Star Network (ASN) portal data, the Allianz Website, the Mitranewvision Website. The subjects in this research were divided into respondents and key informants. Respondents consisted of prospective customers who were offered Allianz products/potential customers who had the criteria to be offered Allianz products. This research was conducted at the Wisma GKBI Agency Vision Office, 1st floor, located at Jl Jendral Sudirman Kav 28, South Jakarta. The object of research in this study is the influence of persuasive communication principles on the abilities of Vision PT customer agents. Allianz Indonesia Wisma GKBI Jakarta. 1. The results of this research show a positive influence between the persuasive communication principles of the Selective Exposure (X1) dimension on PT's Vision Agent Ability. Allianz Indonesia in the AISAS(Y) Marketing model. 2. There is a positive influence between the persuasive communication principles of the Selective Exposure (X2) dimension on PT's Vision Agent Ability. Allianz Indonesia in the AISAS(Y) Marketing model. 3. There is no influence between the persuasive communication principles of the Inoculation dimension (X3) on PT's Vision Agent Ability. Allianz Indonesia in the AISAS(Y) Marketing model. 4. The novelty of this research is that there is a positive influence between the principles of persuasive communication in the Change dimension (X4) on PT's Vision Agent Ability. Allianz Indonesia in the AISAS(Y) Marketing model.

Author Biography

Marlinda Irwanti Poernomo, Dosen Univeristas Sahid Jakarta, Indonesia

Dosen Univeristas Sahid Jakarta, Indonesia

References

Asbjørnsen, R. A., Smedsrød, M. L., Solberg Nes, L., Wentzel, J., Varsi, C., Hjelmesæth, J., & van Gemert-Pijnen, J. E. (2019). Persuasive System Design Principles and Behavior Change Techniques to Stimulate Motivation and Adherence in Electronic Health Interventions to Support Weight Loss Maintenance: Scoping Review. Journal of Medical Internet Research, 21(6), e14265. https://doi.org/10.2196/14265

Bakir, V., Herring, E., Miller, D., & Robinson, P. (2019). Organized Persuasive Communication: A new conceptual framework for research on public relations, propaganda and promotional culture. Critical Sociology, 45(3), 311–328. https://doi.org/10.1177/0896920518764586

Batista, J., & Boonstra, J. (2018). Leadership and organizational culture based on sustainable innovational values: Portraying the case of the Global Alliance for Banking Based on Values (GABV). ESADE Business School Research Paper, (270). Retrieved from https://ssrn.com/abstract=3349126

Berkovich, I., & Eyal, O. (2018). The effects of principals’ communication practices on teachers’ emotional distress. Educational Management Administration & Leadership, 46(4), 642–658. https://doi.org/10.1177/1741143217694894

Bukar, U. A., Jabar, M. A., Sidi, F., Nor, R. N. H. B., Abdullah, S., & Othman, M. (2020). Crisis Informatics in the Context of Social Media Crisis Communication: Theoretical Models, Taxonomy, and Open Issues. IEEE Access, 8, 185842–185869. https://doi.org/10.1109/ACCESS.2020.3030184

Charoensukmongkol, P., & Phungsoonthorn, T. (2022). The Interaction Effect of Crisis Communication and Social Support on The Emotional Exhaustion of University Employees during the COVID-19 Crisis. International Journal of Business Communication, 59(2), 269–286. https://doi.org/10.1177/2329488420953188

Cheng, Y. (2020). The social-mediated crisis communication research: Revisiting dialogue between organizations and publics in crises of China. Public Relations Review, 46(1), 101769. https://doi.org/10.1016/j.pubrev.2019.04.003

Claeys, A.-S., & Coombs, W. T. (2020). Organizational Crisis Communication: Suboptimal Crisis Response Selection Decisions and Behavioral Economics. Communication Theory, 30(3), 290–309. https://doi.org/10.1093/ct/qtz002

Eriksson, M. (2018). Lessons for Crisis Communication on Social Media: A Systematic Review of What Research Tells the Practice. International Journal of Strategic Communication, 12(5), 526–551. https://doi.org/10.1080/1553118X.2018.1510405

Feinberg, M., & Willer, R. (2019). Moral reframing: A technique for effective and persuasive communication across political divides. Social and Personality Psychology Compass, 13(12), e12501. https://doi.org/10.1111/spc3.12501

Foss, N. J., Schmidt, J., & Teece, D. J. (2023). Ecosystem leadership as a dynamic capability. Long Range Planning, 56(1), 102270. https://doi.org/10.1016/j.lrp.2022.102270

Han, H. (2021). Consumer behavior and environmental sustainability in tourism and hospitality: a review of theories, concepts, and latest research. Journal of Sustainable Tourism, 29(7), 1021–1042. https://doi.org/10.1080/09669582.2021.1903019

He, L., Basar, E., Wiers, R. W., Antheunis, M. L., & Krahmer, E. (2022). Can chatbots help to motivate smoking cessation? A study on the effectiveness of motivational interviewing on engagement and therapeutic alliance. BMC Public Health, 22(1), 726. https://doi.org/10.1186/s12889-022-13115-x

Jianyu, Z., Baizhou, L., Xi, X., Guangdong, W., & Tienan, W. (2018). Research on the characteristics of evolution in knowledge flow networks of strategic alliance under different resource allocation. Expert Systems with Applications, 98, 242–256. https://doi.org/10.1016/j.eswa.2017.11.012

Jin, Y., & Austin, L. (2021). A cocreational approach to social-mediated crisis communication. The Handbook of Strategic Communication, 102, 61.

Kim, Y. (2018). Enhancing employee communication behaviors for sensemaking and sensegiving in crisis situations. Journal of Communication Management, 22(4), 451–475. https://doi.org/10.1108/JCOM-03-2018-0025

Lu, X., & Jin, Y. (2020). Information vetting as a key component in social-mediated crisis communication: An exploratory study to examine the initial conceptualization. Public Relations Review, 46(2), 101891. https://doi.org/10.1016/j.pubrev.2020.101891

Mariotti, S. (2021). Forging a new alliance between economics and engineering. Journal of Industrial and Business Economics, 48(4), 551–572. https://doi.org/10.1007/s40812-021-00187-w

Martela, F., Hankonen, N., Ryan, R. M., & Vansteenkiste, M. (2021). Motivating voluntary compliance to behavioural restrictions: Self-determination theory–based checklist of principles for COVID-19 and other emergency communications. European Review of Social Psychology, 32(2), 305–347.

Meluch, A. L., LeBlanc, S. S., Hannah, M., & Starcher, S. (2023). Student-instructor communication during a crisis: college students’ disclosures about academic struggles and perceived instructor supportiveness and flexibility during the COVID-19 pandemic. Atlantic Journal of Communication, 31(4), 325–341. https://doi.org/10.1080/15456870.2022.2063865

Ostheimer, J., Chowdhury, S., & Iqbal, S. (2021). An alliance of humans and machines for machine learning: Hybrid intelligent systems and their design principles. Technology in Society, 66, 101647. https://doi.org/https://doi.org/10.1016/j.techsoc.2021.101647

Pengnate, S. (Fone), Lehmberg, D. G., & Tangpong, C. (2020). Top management’s communication in economic crisis and the firm’s subsequent performance: sentiment analysis approach. Corporate Communications: An International Journal, 25(2), 187–205. https://doi.org/10.1108/CCIJ-07-2019-0094

Prabhu, J. J. (2020). A Study and Analysis of Consumer Behavior and Factor Influencing in Marketing. International Research Journal Of Modernization In Engineering, 2(04), 68–76.

Quinn, D. P., & Jones, T. M. (2018). An agent morality view of business policy. In Business Ethics and Strategy, Volumes I and II (pp. 83–103). Routledge.

Quinn, P. (2018). Crisis Communication in Public Health Emergencies: The Limits of ‘Legal Control’ and the Risks for Harmful Outcomes in a Digital Age. Life Sciences, Society and Policy, 14(1), 4. https://doi.org/10.1186/s40504-018-0067-0

Rheu, M., Shin, J. Y., Peng, W., & Huh-Yoo, J. (2021). Systematic Review: Trust-Building Factors and Implications for Conversational Agent Design. International Journal of Human–Computer Interaction, 37(1), 81–96. https://doi.org/10.1080/10447318.2020.1807710

Semeen, H., & Islam, M. A. (2021). Social impact disclosure and symbolic power: Evidence from UK fair trade organizations. Critical Perspectives on Accounting, 79, 102182. https://doi.org/10.1016/j.cpa.2020.102182

Sheth, J. (2021). New areas of research in marketing strategy, consumer behavior, and marketing analytics: the future is bright. Journal of Marketing Theory and Practice, 29(1), 3–12. https://doi.org/10.1080/10696679.2020.1860679

Tafesse, W., & Wien, A. (2018). Using message strategy to drive consumer behavioral engagement on social media. Journal of Consumer Marketing, 35(3), 241–253. https://doi.org/10.1108/JCM-08-2016-1905

Warren, C., Becken, S., & Coghlan, A. (2019). Using persuasive communication to co-create behavioural change–engaging with guests to save resources at tourist accommodation facilities. In Marketing for Sustainable Tourism (pp. 67–86). Routledge.

White, K., Habib, R., & Hardisty, D. J. (2019). How to SHIFT Consumer Behaviors to be More Sustainable: A Literature Review and Guiding Framework. Journal of Marketing, 83(3), 22–49. https://doi.org/10.1177/0022242919825649