3rd Asia Pacific International Conference on Industrial Engineering and Operations Management

Cross-Industry Standard Process for Data Mining (CRISP-DM) Approach in Determining The Most Significant Employee Engagement Drivers to Sales at X Car Dealership

Ananda Kejora Rotty, Triwulandari Satitidjati Dewayana & Anik Nur Habyba
Publisher: IEOM Society International
0 Paper Citations
Track: Industrial Management

A car dealership is a car sales business that sells cars and services, which is the benchmark for prospective buyers. Increasing sales within the company are needed in developing business through building loyalty and trust between buyers and businesses. Companies can thrive on innovating and being sustainable when sales are in good shape. This research was conducted to find the correlation between employee engagement and sales. It is focused on making good business decisions to increase sales. This study focuses on determining the driving factors for employee engagement that have a significant effect on sales, the magnitude of its influence on sales, and suggestions for increasing sales from employee engagement. This research was conducted through Multiple Linear Regression modeling with Cross-Industry Standard Process for Data Mining (CRISP-DM) methodology. All independent variables in all models, namely NPBT Sales, NPBT Service, Unit Sales, and Unit Entry, each have a level of determination coefficient of 0.6889, 0.4962, 0.6795, and 0.4968. All models can be explained by 68.89%, 49.62%, 67.95%, and 49.68%, respectively, by the independent variables of each model. Suggestions were also obtained as a framework for maximizing sales based on Project Cycle Management.

Published in: 3rd Asia Pacific International Conference on Industrial Engineering and Operations Management, Johor Bahru, Malaysia

Publisher: IEOM Society International
Date of Conference: September 13-15, 2022

ISBN: 978-1-7923-9162-0
ISSN/E-ISSN: 2169-8767