DESIGN OF PERFORMANCE MANAGEMENT SYSTEM USING BALANCED SCORECARD APROACH FOR DISTRIBUTOR OF PT TELKOMSEL
Telkomsel is one of 11 mobile operator operator in Indonesia at this time and is the market leader in mobile business Indonesia. Mobile telecommunications industry then entered a period of heavy thight competition, in all lines starting from the price war up to the competition in the distribution pr...
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| Format: | Theses |
| Language: | Indonesia |
| Online Access: | https://digilib.itb.ac.id/gdl/view/18578 |
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| Institution: | Institut Teknologi Bandung |
| Language: | Indonesia |
| Summary: | Telkomsel is one of 11 mobile operator operator in Indonesia at this time and is the market leader in mobile business Indonesia. Mobile telecommunications industry then entered a period of heavy thight competition, in all lines starting from the price war up to the competition in the distribution process. As a result the distribution process into a strategic process for Telkomsel because it will affect the achievement of the target number of customers and ultimately revenue. To face the competition in the distribution process, Telkomsel create a new distribution pattern based on assignment to a specific Distributors working area (cluster) or commonly referred as teritorry distribution management, as well as the expected occurrence of a distributor paradigm shift as the only traders to be a distributor. Because of it, is necessary a performance measurement system is a new distributor partners in accordance with changes in the distribution pattern. For the purposes of this final project is to design Performance Management System for Telkomsel distributor partners. Balanced scorecard design methods chosen to implement. There are four perspective and 12 Strategic goals used in the process of distributor performance measurement namely : The financial perpective have strategic objectives are ROI, net profit margin, and sales and marketing budget. Second are customer perspective with the strategic objectives are outlet coverage and outlet loyalty, the third internal process perspective with strategic goals are in cluster transaction, outlet supply domination, and price setting complience, and the fourth perpective is learning and growth perspective with the strategic objectives are actual call, effective call, outlets education and infrastructure. Performance management system that is designed to be applied to prepare any form of cooperation agreements and the infrastructure and resources in advance to all Telkomsel distributor partners. Furthermore the performance management system can be evaluate periodically of feasibility, adjusted to existing conditions. |
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