Personal Selling, Sales Promotion, and Intention Revisit: The Mediating Role of Reputation



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Submitted Dec 3, 2020
Published Dec 11, 2020
10.24018/ejbmr.2020.5.6.645

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— The role of reputation as a mediator is used to explain the causality between personal selling and sales promotion with revisit intention. This research is an explanatory research, which aims to collect data from various sources and to verify the responses of 149 visitors to Nipah Mall Makassar. In testing the hypothesis, the data were analyzed using WarpPLS 7.0 analysis, the results of the study showed evidence that partially personal selling and sales promotion had a positive but insignificant effect on revisit intention but proved to have a significant effect on good reputation. reputation contributes positively and significantly in increasing revisit intention. The resulting mediation effect provides evidence that reputation can strengthen the relationship between personal selling and sales promotion with revisit intention.

Keywords: Personal selling reputation revisit intention sales promotion

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