http://www.suarapembaruan.com/index.php?detail=News&id=5944
David McClelland (1917 - 1998), psikolog terkenal, pada akhir 1961 pernah menulis: “…motivation and performance vary according to the strength of an individual’s need for achievement”.
Menurutnya, ada tiga keinginan seseorang untuk mendapatkan motivasi. Pertama, the need for achievement, yaitu keinginan untuk mencapai sesuatu yang sulit dicapai; Kedua, the need for affiliation, yaitu keinginan untuk menggunakan waktu bagi kepentingan dan aktivitas sosial; Ketiga, the need for power, yaitu keinginan untuk mempengaruhi, melatih, mengajari, dan mendorong yang lain untuk mencapai suatu tujuan.
Dalam kisah pewayangan Mahabharata, Pendeta Dorna merupakan tokoh antagonis yang haus kekuasaan. Dia digambarkan selalu ada dalam setiap waktu terjadinya sengketa dan perselisihan antara para Pandawa dan Kurawa. Dia adalah tokoh kunci yang selalu bermain di air keruh dan mengompori para Kurawa untuk menghalalkan segala cara guna mengalahkan Pandawa Lima.
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Article - Newspaper
Organization Behaviour
Process-based organizations: Structure and integration
Totok Sugiharto , Contributor | Wed, 02/18/2009 2:55 PM | Management
http://www.thejakartapost.com/news/2009/02/18/processbased-organizations-structure-and-integration.html
Hammer and Champy (1993) define a business process as “a collection of activities that takes one or more kinds of input and creates an output that is of value to the customer”.
In every organization, the processes are at the very heart because they are the means through which companies create value for their customers. Major processes such as sales, logistics and manufacturing almost always draw on multiple functional skills and cross the external boundaries of the company.
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Article - Newspaper
Change Management, Organization Behavior
Securing the downstream petroleum industry
The Jakarta Post , Jakarta | Sat, 09/21/2002 7:30 AM | Opinion
Totok Sugiharto, Strategic Planning, PT Elnusa, Jakarta
With growing competition and deregulation, the rules of the game in the downstream petroleum industry in Indonesia will undergo some major changes in the next few years. The revolution in the downstream petroleum sector (crude oil and petrochemical refineries, transportation, storage and bunkering, trading and distribution) has brought free-market dynamics to the structure of the industry and the strategies of various players.
Deregulation of the downstream petroleum industry will undoubtedly lead to battles for market share, with new players attempting to gain shares from current incumbents. To succeed in this battle, what will be the most effective strategies for Pertamina in the few next years?
Following the new oil and gas law (No. 22/2001) there is the potential for new players as well as for Pertamina to build a strong downstream petroleum business.
To develop a strong position in the Indonesian futures markets, a key imperative is to understand market psyche, behavior and need. Segmentation of demand is a powerful tool to help identify the most profitable areas, and to develop a supply line that meets consumer needs more efficiently and effectively than the existing competition.
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Article - Newspaper
Oil and Gas
Integration toward lean distribution in archipelago
Totok Sugiharto , Contributor, Jakarta | Wed, 07/23/2008 10:53 AM | Management
The rule of competition in the fast-moving consumer goods industry will experience major changes. Innovations in the industry have brought some changes to the structure of the industry and the strategies adopted by players. One of them is the integration strategy that is aimed at anticipating external changes.
To become a successful player in this environment, a company should be able to answer (1) what preparations to make to anticipate external changes (2) what is the most effective strategy and how to effectively communicate and deploy it, and (3) what is the best way to align the business processes and create value for it.
To develop a strong position in the market, the most important things to understand are the needs and behavior of customers. Channel management is one of the powerful tools to identify the most profitable segment and to develop an efficient supply line to satisfy consumers’ needs. Market analysis and overview; geography, demography and channel are factors that affect the behavior of customers. Today, these factors are often used to classify potential customers. The modern channel has become more demanding, particularly in terms of business and impact on manufacturers’ and distributors’ profitability.
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Article - Newspaper
FMCG, Management