Strategi Transfer Tacit Knowledge Dalam Suksesi Pialang Asuransi Untuk Menjaga Kontinuitas Kepercayaan Klien
DOI:
https://doi.org/10.37385/ceej.v7i1.11494Keywords:
tacit knowledge, transfer pengetahuan, suksesi pialang, kepercayaan klien, pialang asuransiAbstract
Penelitian ini bertujuan merumuskan strategi transfer tacit knowledge dalam proses suksesi pialang asuransi untuk menjaga kontinuitas kepercayaan klien. Penelitian menggunakan pendekatan kualitatif deskriptif dengan metode studi kasus pada PT Antara Indonesia Broker Asuransi. Data diperoleh melalui wawancara mendalam terhadap tujuh informan yang mewakili fungsi marketing, placing, klaim, dan HRD, serta didukung observasi terbatas dan studi dokumentasi. Analisis data dilakukan melalui kondensasi data, penyajian data, serta penarikan kesimpulan dan verifikasi. Hasil penelitian menunjukkan bahwa tacit knowledge kritis pialang senior terdiri dari pengetahuan tacit relasional, pengetahuan tacit teknis-pasar, dan pengetahuan tacit penanganan klaim. Transfer pengetahuan sudah berlangsung melalui pendampingan informal, joint visit, diskusi kasus, dan on-the-job learning, tetapi belum sepenuhnya terstruktur dan terdokumentasi. Kebaruan penelitian ini terletak pada pemetaan tacit knowledge lintas fungsi broker asuransi dan perumusan strategi transfer berbasis tiga mekanisme, yaitu shadowing, warm handover, dan Digital Knowledge Library. Ketiga mekanisme tersebut berfungsi sebagai sarana pembelajaran langsung, pengalihan kepercayaan, dan institusionalisasi pengetahuan agar kualitas layanan, kepercayaan klien, dan keberlanjutan portofolio bisnis tetap terjaga pada masa transisi.
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