KEPERCAYAAN KONSUMEN DALAM MEMEDIASI PERSONAL SELLING DAN DAYA TANGGAP PT. ARKA KELOLA KONSULTINDO TERHADAP KEPUTUSAN PEMBELIAN ASURANSI KENDARAAN BERMOTOR

Abstract

In order to prove the influence of personal selling and company’s responsiveness that makes purchasing decisions with consumer trust as a mediating variable, research was conducted. This research was conducted at PT. Arka Kelola Konsultindo by taking 67 samples which is calculated by using the Slovin formula from a total population of 206 consumers who buy motor vehicle insurance in 2022 through PT. Arka Kelola Konsultindo, with a 10% margin of error. The research was conducted quantitatively and used WarpPLS 8.0 analysis with hypothesis testing using the t-test and sig 0.05. The research found that personal selling, responsiveness directly had a positive and significant effect on consumer trust, consumer trust had a positive and significant effect on purchasing decisions. Meanwhile, personal selling, responsiveness indirectly has a positive and significant effect on purchasing decisions through consumer trust.).