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Abstrak :
Industri telekomunikasi Indonesia saat ini berkembang dengan sangat cepat dan kompetitif, terutama di era digital. Perkembangan teknologi dan preferensi pasar mengubah batas-batas industri sehingga metode analisis pasar dianggap kurang penting dan tidak memberikan dasar yang kokoh untuk perumusan strategi jangka panjang. Dibangun berdasarkan manajemen pengetahuan dan teori kemampuan inovasi, tujuan penelitian ini adalah untuk mengungkapkan mekanisme proses inovasi kolaboratif dengan menyelidiki hubungan yang kompleks antara faktor-faktor penting yang mempengaruhi kinerja inovasi perusahaan dalam jaringan rantai pasokan. Dengan menggunakan metode Structural Equation Model (SEM), hasil survei terhadap 100 Responden  Pimpinan unit di PT Telkomsel menunjukkan bahwa ada hubungan positif yang signifikan antara kegiatan inovasi kolaboratif, berbagi pengetahuan, strategi inovasi, dan kinerja inovasi perusahaan. Selain itu, diharapkan berbagi pengetahuan memainkan peran mediasi parsial dalam hubungan antara kegiatan inovasi kolaboratif dan kinerja inovasi perusahaan. Strategi inovasi menunjukkan efek signifikan pada kegiatan inovasi kolaboratif dalam hubungan kinerja inovasi. Hasil ini berkontribusi pada manajemen proses inovasi kolaboratif dengan menawarkan konseptualisasi bernuansa inovasi kolaboratif - hubungan kinerja inovasi antar unit dalam perusahaan telekomunikasi terbesar di Indonesia. ......The Indonesian telecommunications industry is currently developing very fast and competitive, especially in the digital era. Technological developments and market preferences change industry boundaries so that market analysis methods are considered less important and do not provide a solid basis for long-term strategy formulation. Building on knowledge management and innovation capability theory, the aim of this research is to reveal the mechanisms of collaborative innovation processes by investigating the complex relationships between important factors that affect the innovation performance of firms in supply chain networks. Using the Structural Equation Model (SEM) method, the results of a survey of 100 Unit Leader Respondents in PT Telkomsel showed that there was a significant positive relationship between collaborative innovation activities, knowledge sharing, innovation strategy, and company innovation performance. In addition, it is expected that knowledge sharing plays a partial mediating role in the relationship between collaborative innovation activities and firm innovation performance. The innovation strategy shows a significant effect on collaborative innovation activities in relation to innovation performance. These results contribute to collaborative innovation process management by offering a nuanced conceptualization of collaborative innovation - innovation performance relationships between units within Indonesia's largest telecommunications company.

Abstrak :
ABSTRACT
In today?s challenging and turbulent world, strategic management prescribes organizations to develop resources and capabilities in order to gain competitive advantage. The central question has been how to find ways and means to improve the performance of the organization. Among many capabilities which could be developed by the organization, the ability of the leaders to motivate and/or inspire members ofthe team and/or workers to perform in their jobs and beyond the scope of their jobs, is being researched here.

This dissertation studies how leadership by focusing at the bottom level of the organization and by using various influence tactics, can create Organizational Citizenship Behavior among the employees; in so doing, it could increase the overall performance of the organization. The research is done in a Indonesian entity, a publicly listed distribution company of a large pharmaceutical business group, operating through 40 branches across Indonesia, from Banda Aceh to J ayapura. The target population for research is 460 marketing Eelds and staff members of the company, who have filled-in some comprehensive questionnaires.

The research combines and extends three existing theories, the Leader-Member (LMX) Theory, the lntluence Theory, and the Organizational Citizenship Behavior (OCB) Theory. It also utilized eleven (11) influence tactics, and the OCB related to the organization. The dissertation contirms this new extension of theories by demonstrating the existence of the linkages (or mediations) between various variables of the model. It has tested fifteen (15) sets of hypotheses. Most of the hypotheses have been confirmed and the relationships between the variables are signiiicant.

Throughout the research, it was found that some speciitic iniluenee tactics (inspirational appeal, personal appeal, consultation, collaboration, rational, appraising, ingratiation, exchange or legitimation) are the most effective tactics used by the leaders to motivate the subordinates performing in their jobs, and beyond the scope of their jobs (OCR). The subordinates may help their colleagues; they may participate in many social or informal activities beneficial to the organization culture; they may try to protect the assets or properties of the organization, etc. With such an extraordinary performance, they will contribute in their aggregate efforts to increase the level of performance of the company as a whole. Other influence tactics such as coalition and pressure do not develop OCB.

Equally important, it was demonstrated empirically that the ranking of OCB- Organjzation Indexes is significantly correlated with the ranking of Total Sales of the 40 business units. It means that OCB-Organization can create high Total Sales, and therefore high organization performance.

The contribution to the advancement of strategic management are (1) a new extension of theories by combining three existing theories, (2) the practical implementation of the Endings of this research in the day to day leadership and management of a business organization, with focus at the bottom level, (3) the first time application of such model in Indonesia, and (4) the opportunity to generalize the application of the extension of theories, leading to a possible new theory to be called ?LMX-Organization Perfomance Theory?, and further practical implications, the result of which would contribute meaningfully to the improvement in the quality of management of organizations.