The influence of service quality, brand image, and personal selling towards customer satisfaction at PT Autostar Mandiri Teknotama Medan

Susanto, Louis (2025) The influence of service quality, brand image, and personal selling towards customer satisfaction at PT Autostar Mandiri Teknotama Medan. Bachelor thesis, Universitas Pelita Harapan.

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Abstract

The phenomenon in this study is a decline in customer satisfaction can be indicated by a decrease in sales of Toyota brand spare parts by poor service quality, negative brand image leading to customer distrust, and personal selling that is not yet competent. The objective of this study are analyze whether the service quality, brand image and personal selling have partial and simultaneously influence towards customer satisfaction at PT Autostar Mandiri Teknotama. Service quality, brand image and personal selling play an important role in increasing customer satisfaction and customer loyalty can drive an increase in sales data in the company. Then this can encourage the company to have high competitiveness. In this research, the writer used quantitative, descriptive, causal research design. Population size is as many as 183 customers of Toyota brand spare parts. In this research, the sample size is 126 respondents with slovin formula. Sampling technique used was simple random sampling. The data analysis technique uses multiple linear regression analysis. The results of hypothesis test showed that service quality has partial influence towards customer satisfaction, brand image has partial influence towards customer satisfaction, personal selling has partial influence towards customer satisfaction, and service quality, brand image and personal selling have simultaneously influence towards customer satisfaction. Recommendations for PT Autostar Mandiri Teknotama accepts returns and deals quickly with complaints from customers who receive defective or damaged Toyota brand spare parts, update the packaging, provide original marks from Toyota and can utilize a customer relationship management system to help manage interactions with customers, track sales, and analyze data to improve sales effectiveness. / Fenomena yang diteliti dalam studi ini adalah penurunan kepuasan pelanggan yang dapat ditandai dengan penurunan penjualan suku cadang merek Toyota akibat kualitas layanan yang buruk, citra merek yang negatif yang menyebabkan ketidakpercayaan pelanggan, dan penjualan pribadi yang belum kompeten. Tujuan dari studi ini adalah untuk menganalisis apakah kualitas layanan, citra merek, dan penjualan pribadi memiliki pengaruh parsial dan simultan terhadap kepuasan pelanggan di PT Autostar Mandiri Teknotama. Kualitas pelayanan, citra merek dan personal selling memegang peranan penting dalam meningkatkan kepuasan pelanggan dan loyalitas pelanggan dapat mendorong peningkatan data penjualan pada perusahaan. Maka hal ini dapat mendorong perusahaan memiliki daya saing yang tinggi. Dalam penelitian ini, penulis menggunakan desain penelitian kuantitatif, deskriptif, kausal, dengan jumlah populasi sebanyak 183 pelanggan suku cadang merek Toyota dan 126 responden dengan rumus slovin, dianalisis dengan teknik pengambilan sampel yang digunakan adalah simple random sampling. Teknik analisis data menggunakan analisis regresi linier berganda. Hasil uji hipotesis menunjukkan bahwa kualitas pelayanan berpengaruh secara parsial terhadap kepuasan pelanggan, citra merek berpengaruh secara parsial terhadap kepuasan pelanggan, personal selling berpengaruh secara parsial terhadap kepuasan pelanggan, dan kualitas pelayanan, citra merek, dan personal selling berpengaruh secara simultan terhadap kepuasan pelanggan. Rekomendasi untuk PT Autostar Mandiri Teknotama menerima pengembalian dan menangani dengan cepat keluhan dari pelanggan yang menerima suku cadang merek Toyota yang cacat atau rusak, memperbarui kemasan, memberikan tanda asli dari Toyota dan dapat memanfaatkan sistem manajemen hubungan pelanggan untuk membantu mengelola interaksi dengan pelanggan, melacak penjualan, dan menganalisis data untuk meningkatkan efektivitas penjualan.
Item Type: Thesis (Bachelor)
Creators:
Creators
NIM
Email
ORCID
Susanto, Louis
NIM03011210039
louiisntoo@gmail.com
UNSPECIFIED
Contributors:
Contribution
Contributors
NIDN/NIDK
Email
Thesis advisor
Panggabean, Priska Basariana
NIDN0324097901
priska.panggabean@uph.edu
Uncontrolled Keywords: Service Quality; Brand Image; Personal Selling; Customer Satisfaction
Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
Divisions: University Subject > Current > Faculty/School - UPH Medan > Business School > Management
Current > Faculty/School - UPH Medan > Business School > Management
Depositing User: Louis Susanto
Date Deposited: 24 Jul 2025 05:04
Last Modified: 24 Jul 2025 05:04
URI: http://repository.uph.edu/id/eprint/70110

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