Structural Model of Intention to Buy on Purchase Decision Saloon Car In Surabaya: Theory of Planned Behavior Approach and Stimulus Response Theory

Abstract

The impact of modernization has been felt in almost every aspect of human life. The high level of mobility, both human and goods, the absolute need of adequate transportation and backed with supporting facilities. This condition causes the automotive industry sub-segment saloon car as transportation providers continue to experience growth over time. Lifestyle changes, especially in urban areas will cause the demand for motor vehicle sub-segment saloon car continues to increase. This study has several objectives: (1) the description of attitudes, subjective norms, behavioral control, culture, intention and car purchasing decisions in Surabaya, (2) determine the effect of attitudes, subjective norms, behavioral control, and culture to intentions (3) determine the effect of attitudes, subjective norms, behavioral control, culture and intention to car purchase decisions in Surabaya. The scope of this study is the city of Surabaya, the reason the area is the largest city, has the largest population, and has a number of new car buyers biggest saloon car in East Java. The number of sample is 164 samples. The statistical method for testing hypotheses using structural equation modeling (SEM). This study has several descriptive inference and hypothesis testing results. Attitude towards the product supports both confidence indicators side or evaluation. Consumers have a weakness stance on aspects of the evaluation. Subjective Norms high measured in both normative beliefs and motivation indicators. Subjective norm has the advantage of aspects of normative beliefs. Behavioral control high measured in confidence indicator has an average lower than indicators of the strength and confidence behavioral control has a weakness in the aspect of faith. Culture has the advantage of aspects of culture and social class. Intention has the advantage of preferential intentions. Purchase decision has the advantage of the time of purchase. Attitudes, subjective norms, behavioral control and cultural influence on purchase intentions saloon car in Surabaya. The strongest influence on behavioral intentions derived from controls. Attitudes, subjective norms, behavioral control, and intentions cultural influence purchasing decisions saloon car in Surabaya. The greatest impact on purchase decisions derived from the intention.