PENGARUH WORD OF MOUTH TERHADAP MINAT BELI SERTA DAMPAKNYA PADA KEPUTUSAN PEMBELIAN (Survei pada Mahasiswa Pengguna Kartu Selular GSM “IM3” Angkatan 2011/2012 dan 2012/2013 Fakultas Ilmu Administrasi Universitas Brawijaya Malang)

Abstract

This research aims to: investigate the influence of word of mouth on purchase intention; investigate the influence of word of mouth on purchase decision; investigate the influence of purchase intention on purchase decision. The research method used in this study is explanatory research. The total sample is 116 college mobile users who adopt IM3 card at the Faculty of Administrative Science, Brawijaya University class of 2011/2012 and 2012/2113. The sampling technique used is simple random sampling with questionnaires as the instrument for collecting the data. Analysis of the data in this research uses descriptive analysis and path analysis. The results of this research show that: word of mouth has influence on purchase intention; word of mouth has influence on purchase decision; purchase intention has influence on purchase decision. Based on this research, then suggested the company PT. Indosat to take a higher concern in servicing their customer. As such, an emphatic opinion can be generated among the customer to create a positive word of mouth marketing for IM3 mobile card.

Keywords : Word of Mouth, Purchase Intention, Purchase Decision

Abstrak

Penelitian ini bertujuan: mengetahui pengaruh Word of Mouth terhadap Minat Beli; pengaruh Word of Mouth terhadap Keputusan Pembelian; dan pengaruh Minat Beli terhadap Keputusan Pembelian. Jenis penelitian yang digunakan adalah explanatory research. Sampel sebanyak 116 orang mahasiswa pengguna kartu selular GSM IM3 angkatan 2011/2012 dan angkatan 2012/2013 Fakultas Ilmu Administrasi Universitas Brawijaya Malang. Teknik sampling simpel random. Metode pengumpulan data dengan kuesioner. Analisis data secara deskriptif dan path analysis. Hasil penelitian menunjukkan bahwa variabel word of mouth berpengaruh signifikan terhadap variabel minat beli; variabel word of mouth berpengaruh signifikan terhadap variabel keputusan pembelian; variabel minat beli berpengaruh signifikan terhadap variabel keputusan pembelian. Berdasarkan hasil penelitian ini maka disarankan pihak PT. Indosat, Tbk. lebih meningkatkan pelayanan yang diharapkan dapat menciptakan pendapat positif dari konsumen, sehingga konsumen akan lebih merekomendasikan orang lain untuk menggunakan kartu selular GSM IM3.

Kata kunci : Word of Mouth, Minat Beli, Keputusan Pembelian