ANALISIS PENGARUH MEDIA SOSIAL DAN CUSTOMER RELATIONSHIP MANAGEMENT (CRM) TERHADAP REPURCHASE INTENTION MELALUI BRAND AWARENESS DI WAHANA HONDA GUNUNG SAHARI - Daniel Yulius Wijaya; Theresia Pradiani; Widi Dewi Ruspitasari (Smart Education, 2025)
Abstract: The advancement of the digital world has impacted company activities across all sectors, especially in serving consumers. This study aims to analyze the influence of social media and Customer Relationship Management (CRM) on repurchase intention, with brand awareness as a mediating variable among consumers of Wahana Honda Gunung Sahari. Using a quantitative approach with a causal associative design, the study involved 100 respondents selected through purposive sampling. Data were collected via questionnaires and analyzed using the Partial Least Squares (SmartPLS) method. The results show that both social media and CRM significantly affect brand awareness and repurchase intention. Additionally, brand awareness is proven to be a significant partial mediator in these relationships. These findings underscore the strategic role of social media and CRM in building customer loyalty through increased brand awareness. The practical implication of this study is the importance of integrating more personalized social media and CRM strategies to encourage customer repurchase behavior. However, this study is limited by its single geographic context and quantitative approach, suggesting that future research should employ mixed methods and expand to a broader geographic scope. Keyword: Automotive, Brand Awareness, Customer Relationship Management (CRM), Repurchase Intention, Social Media Abstrak: Perkembangan dunia digital membawa dampak pada aktivitas perusahaan di segala bidang, khususnya dalam melayani konsumen, sehingga penelitian ini bertujuan untuk menganalisis pengaruh media sosial dan Customer Relationship Management (CRM) terhadap niat pembelian ulang (repurchase intention) dengan kesadaran merek (brand awareness) sebagai variabel mediasi pada konsumen Wahana Honda Gunung Sahari. Menggunakan pendekatan kuantitatif dengan desain asosiatif kausal, penelitian melibatkan 100 responden yang dipilih melalui purposive sampling, dan data dikumpulkan melalui kuesioner, serta dianalisis menggunakan metode Partial Least Square (SmartPLS). Hasil menunjukkan bahwa media sosial dan CRM secara signifikan berpengaruh terhadap brand awareness dan repurchase intention. Selain itu, brand awareness terbukti menjadi mediator parsial yang signifikan dalam hubungan tersebut. Temuan ini menegaskan peran strategis media sosial dan CRM dalam membentuk loyalitas pelanggan melalui peningkatan brand awareness. Implikasi praktis dari penelitian ini adalah pentingnya integrasi strategi media sosial dan CRM yang lebih personal untuk mendorong pembelian ulang konsumen. Keterbatasan studi ini terletak pada konteks geografis tunggal dan pendekatan kuantitatif yang digunakan, sehingga penelitian lanjutan disarankan menggunakan metode campuran dan memperluas lokasi penelitian. Kata kunci: Brand Awareness, Customer Relationship Management (CRM), Media Sosial, Otomotif, Repurchase Intention.