PENGARUH PROMOSI PENJUALAN DAN PERSONAL SELLING TERHADAP KEPUTUSAN PEMBELIAN KONSUMEN PADA PT. GIANT EXTRA PAMULANG - Kris Dipayanti (Universitas Pamulang, 2018)
ABSTRAK Penelitian ini bertujuan untuk mengetahui pengaruh promosi penjualan dan personal selling terhadap keputusan pembelian konsumen secara parsial maupun simultan. penelitian ini dilakukan pada PT. Giant Extra Pamulang. Metode yang digunakan metode penelitian diskriptif dengan pendekatan kuantitatif, dengan polulasi 5.951 responden konsumen selama 3 bulan dari bulan Agustus – Oktober 2017, dengan menggunakan rumus slovin didapatkan sampel penelitian 98 responden konsumen PT. Giant Extra Pamulang . Teknik pengumpulan data melalui obsevasi dan kuesioner. Metode Analisisnya yaitu uji validitas, reliabilitas, uji koefisien korelasi berganda,uji regresi linier berganda, uni koefisien determinasi, uji t dan uji F dengan uji klasik adalah uji normalitas, uji multinearitas dan uji homogenitas, mengunakan hitungan Spss 21. Hasil penelitian menunjukan terdapat pengaruh positif dan signifikan antara promosi penjualan dan personal selling terhadap keputusan pembelian diperoleh dari uji regresi linier berganda sebesar y=48,530+0,865X1+0,952X2, untuk koefisien korelasi berganda sebesar 0,907 artinya hubungan antara promosi penjualan dan perseonal selling memiliki hubungan yang sangat kuat terhadap keputusan pembelian, koefisien determinasi sebesar 0.822 bahwa promosi penjualan dan personal selling berpengaruh sebesar 82,2% dan sisanya dipengaruhi faktor lain, uji T (hipotesis)mempunyai pengaruh yang signifikan antara promosi penjualan terhadap keputusan pembelian sebesar 12,090>1,661,pengaruh yang signifikan antara personal selling terhadap keputusan pembelian sebesar 9,397>1,661 dan hasil uji F sebesar 9,637 dengan signifikan 0,000>0,1 hasilnya fhitung>ftabel yaitu 9,637>3,99, maka promosi penjualan dan personal selling secara simultan berpengaruh positif terhadap keputusan pembelian. Kata kunci : Keputusan Pembelian, Personal Selling, Promosi Penjualan ABSTRACT This research aims to know the influence of sales promotion and personal selling against consumer purchasing decisions partially or simultaneous. This research was conducted at PT. Giant Extra Pamulang. The methods used to research methods of quantitative approach with diskriptif, with a population of 5,951 consumer respondents for 3 mounth from August – October 2017 with the sample slovin formula using techniques with errors of 10% thus obtained sample research 98 consumer respondents PT. Giant Extra Pamulang. The technique of data collection through the obsevasi and the questionnaire. A method of Analysis that is test validity, reliability, multiple correlation coefficient test, multiple linear regression test, the coefficient of determination, t-test and F-test with the classic test is a test of normality, test multinearitas and its homogeneity test, using a count Spss 21. Results of the research showed there were positive and significant influence between the sales promotion and personal selling against purchasing decisions are obtained from multiple linear regression test of y = 48,530 + 0, 865X1 + 0, 952X2, correlation coefficients for multiple of 0.907 means the relationship between selling and sales promotion perseonal have a very strong relationship towards purchasing decisions, the determination of the coefficient of 0822 that sales promotion and personal selling effect of 82.2% and the rest is influenced by other factors, the T-test (hypothetical) have significant influence among the sales promotions against the purchasing decisions of 12,090>1,661, significant effects between personal selling against purchasing decisions of 9,397>1,661 and F test results of 9.637 significantly 0.000>0.1 fhitung > ftabel result of 9,637> 3.99, then sales promotion and personal selling simultaneously positive effect against purchasing decisions. Keywords: Purchasing decisions, Personal Selling,Sales Promotion