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E. Decision making in purchasing
The decision to buy or not a product, especially that have the impact for many
people, will need more people to get involved in the decision making process. Tjiptono
opinion 1995:23 describes some possible role played by people in their buying decision:
1. Initiator
Beneficiary of the initiative is the person who suggested for the first time or thought about buying a product or service in particular.
2. Influencer
A person who give the influences, a person that their views or suggestions often taken into account in making a final decision.
3. Decider
Decision maker is someone who determines most or all purchasing decisions, to buy or not, how to buy and where to buy.
4. Buyer
Buyer is someone who did the actual purchase. 5.
User The user is someone or some people who enjoy or use of products or services.
By knowing and understanding this decision-making process, will increase consumer choice in choosing a tobacco product. One thing to remember is that any
decision taken there is always a risk that will happen and somehow the decision will be accurate when considering the external and internal factors.
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F. Result of Previous Studies
Research conducted on families residing in the Tegal Parang, Mampang. Determinations of the number of respondents from 70 questionnaires distributed, only 60
families bought this product Sampoerna Mild cigarette, so the 60 respondents used as a sample. In this study, there are 4 four variables, the product variable X
1
, price X
2
, family X
3
as well as attitudes and beliefs X
4
. From the calculation, the value of r = 0.7203 means that together have a strong relationship and trade-offs between product, price,
family, attitudes and beliefs with the decision to buy Sampoerna Mild cigarettes. While the coefficient of determination R ² of 0.5189 means that the change in frequency frequencies
to buy 51.89 are caused by changes in product, price, family, attitudes and beliefs. While the rest equal to 48.11 influenced by other variables not included in this study.
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G. Theoretical Framework
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