Abstract:
Since starting operations in 2005, Mitra Rakyat Riau Rural Banks have
disbursed loans to micro, small, and medium enterprises is an important sector in
the economy of Indonesia. Loan amount is always greater than the number is
targeted by the company over the last three years (2009-2011). The purpose of
this research is to investigate persuasive communication of account officer in
disbursing loans (lending) to prospective debitor and to investigate the influence
factors.
This research using qualitative methods, with purposive sampling
techniques that capture informants adapted to the purpose of research, and
presented with a descriptive analysis based on primary data and secondary data
through data collection techniques nonparticipant observation, in-depth
interviews, and documentation. Informants were 10 people. Data analysis
techniques using interactive data analysis model Milles and Huberman, where the
data obtained and processed to be reduced, is presented, thus resulting a general
conclusion. Then the data examination techniques using participatory extension
and triangulation of data that is comparing observations with data from
interviews.
The results of the research indicate that account officer using in itself
persuasion techniques to enhance the credibility and personal interests of the
debitor starting from the preparation, the visit to the premises of debitor, to the
proposed application for credit to superior and negotiating the results of decision
making with prospective debitor about the credit limit, repayment period, and
binding assurance. The factors that affect persuasive communication of account
officer in lending to potential debitor is the human factor, intensive factors of the
company, and the factor of prejudice or bias.
