The Role of Trust, Network Competence, and Knowledge Market Dimensions in Improving Marketing Performance on MSMEs in Indonesia

Abstract

Objective: This research aims to show the importance of networking even for small companies to increase their competitive advantage and marketing performance specifically   Theoretical Framework: This research combines the concepts of networking and relational marketing to form the competitive advantage of SME companies   Method: This study uses quantitative methods, namely research that uses numerical data or numbers and statistical analysis in testing hypotheses. This research is causal, and aims to analyze the causal or causal relationship between variables and determine the effect of one variable on another variable. This research is survey research conducted using questionnaire instrument to collect data. Samples in this study were 150 batik MSMEs.   Results and Discussion: The research results show that network competence and market knowledge dimensions influence KIMs, trust influences commitment, KIMs influence market performance, and commitment moderates the influence of KIMs on market performance.   Research Implications: The owner/manager of the company must develop a knowledge that is relatively unique and not easily imitated so that the company can survive and excel in the competition using interorganizational network   Originality/Value: Information is an important resource for companies to obtain superior performance, while this information is spread across the market and owned by many parties. For this reason, more than just an internal network is needed to obtain this information, namely through an external network. Based on this gap, this research was carried out. This research also adds variables from relationship marketing theory considering that a network is a relationship between two or more organizations.