Factors That Influence Reseller Purchasing Decisions
Abstract
This study was conducted to examine what factors shape reseller purchasing decisions. This study used a quantitative approach by collecting data using questionnaires and then organizing the data using SPSS and SMART-PLS. The questionnaire was distributed to 68 respondents who were resellers from PT Dwitunggal Kencana Raya. This research used Confirmatory Factor Analysis (CFA). The factors used were derived from previous studies and were rational and emotional factors. Rational factors included product, brand image, price, distribution, promotion, service quality, information and warranty. Emotional factors included job assessment, incentives and interpersonal. The results of this study indicated that rational and emotional factors can be used to shape purchasing decisions at Jaguar Star resellers and for Dwitunggal management.
Keywords: reseller, purchase decision, rational factors, emotional factors, CFA
References
[1] Ghozali, I. (2012). Aplikasi Multivariat dengan Program IBM SPSS 20. Semarang: BPUNDIP.
[2] Griffin, R. W. and Moorhead, G. (2007). Organizational Behavior: Managing People and Organizatios. Boston: Houghton Mifflin Company.
[3] Grubor, A. and Milićević, N. (2015). Measuring Onshelf Availability of FMCG Products. International Journal of Retail and Distribution Management, vol. 43, issue 1, pp. 53-71.
[4] Grünbaum, N. N. (2016). A Three Step B2B Sales Model Based on Satisfaction Judgments. European Scientific Journal, vol. 6, issue 1, pp. 46-64.
[5] Hair, J. F., Hult, G. T. M. and Sarstedt, M. (2017). A Primer on Partial Least Squares Structural Equation Modeling (PLS-SEM). Australia: Sage Publication.
[6] Hande, P. V., Ghosh, D. and Govil, A. (2016). A Comparative Study on Factors Shaping Buying Behaviour on B2B and B2C E-Commerce Platforms in India. Journal of Marketing and Consumer Research, vol. 8, issue 1, pp. 53-58.
[7] Haußmann, A. (2016). Rationality versus Emotionality in Organizational Purchasing Behavior: The Role of Brands in Classic and Contemporary Management Theory. International Journal of Recent Advances in Organizational Behaviour and Decision Sciences, vol. 2, issue 1, pp. 721-733.
[8] Hut, M. D. and Speh, T. W. (2010). Business Marketing Management. Canada: Cengage Learning.
[9] Karuniastuti, N. (2017). Bahaya Plastik Terhadap Kesehatan dan Lingkungan. Forum Teknologi, vol. 3, issue 1, pp. 6-11.
[10] Keshvari, R. S., et al. (2017). The Impact of B2B Buying Behavior on Customer Satisfaction within SHAHAB KHODRO Company. International Journal of Business and Management, vol. 7, issue 7, pp. 151-171.
[11] Lovelock, C. and Wirtz, J. (2011). Service Marketing: People, Technology, Strategy. New York: Pearson.
[12] Nelson, D. L. and Quick, J. C. (2006). Organizational Behavior: Foundations, Realities & Challenges. Ohio: Thomson South-Western.
[13] Pawłowski, M. and Pastuszak, Z. (2016). B2B Customers Buying Behavior. Pobrane z czasopisma International Journal of Synergy and Research, vol. 5, issue 1, pp. 19-35.
[14] Povolna, L. (2018). Business Cycle Survey and B2B Buying Decision. Presented at 42nd International Academic Conference, September 10-13 2018. Rome, Italy. Pp. 332-345.
[15] Rivai, V. (2016). Manajemen Sumber Daya Manusia untuk Perusahaan. Depok: Raja Grafindo Persada.
[16] Subroto, B. (2011). Pemasaran Industri. Yogyakarta: ANDI.
[17] Sugiyono. (2014). Metode Penelitian Manajemen. Bandung: Alfabeta.
[18] Turban, E. et al. (2016). Electronic Commerce: A Managerial and Social Networks Perspective. Switzerland: Spring International Publishing.