THE ANALYSIS OF THE INFLUENCE OF PROMOTION COST TO PROPAN WALLPAINT SALES AT
BEKASI PROPAN SERVICE CENTRE
SEMINAR OF SCIENTIFIC WRITING
Submitted To Complete The
Requirements To Reach An Equivalent Bachelor’s Degree In Majoring Of
Management, Faculty Of Economic In Gunadarma University
Members of Group:
1.
Ade Yulisa 10212141
2.
Effendy Napitupulu 18212201
3.
Fina Daniati 12212956
4.
Iyus Ratu Bay Pasga 13212882
5.
Kitri Fathul Hakim 14212111
6.
Muhammad Fadli 14212922
7.
Nurhidayat Ramadhani 15412494
8.
Suryadi Ginting 17212211
FACULTY OF ECONOMIC
GUNADARMA UNIVERSITY
JAKARTA
2016
CHAPTER I
INTRODUCTION
1.1 Background
Problem
The promotion has already been required by
the company because of the intense competition in the market. The community
will be free to choose the product by simply comparing a product with other
similar products from various brands. Society in General can already compare
classmates products but with different brands by searching for information or
reference in advance. Then decide on the purchase of certain price levels
according to their compliance with product quality. Especially for new products
with premium quality but not yet known by the community will require a more
aggressive promotion and follow other competitor product prices. But at its
core the goal of the company doing promotional activities is to remain able to
compete and earn customer loyalty, increase sales and get new customers.
The object examined in this study are local
companies engaged in the production of paint. Problems – problems in the face
is the large number of competitors – local competitors or foreign companies
engaged in the same industry and with product prices are relatively lower in a
class of the same product. Indeed the company which becomes the object of the
research is one of the Market Leader already experienced and certified by
standardization of the product that is already recognized by the institutions
of the standardization of the world that one of them is the Singapore Green
Label. But with the large number of competitors the market so companies will
still ship to still be able to compete in the market.
Any company that will conduct the sale of
its results to society will surely through the stages of the promotion. A wide
variety of forms of promotion will be taken by the company to deliver its
products to the community. For example, by exerting a number of team to hold
the event directly in the field of community activities or places with another
unique way is very varied and creative. Of course all forms of promotion done
cost that must be taken into account by the company to estimate the cost of
goods sold of its products. It really needs to be analyzed to find out how big
the influence of promotional costs incurred against proceeds received by the
company.
Therefore,
I as a writer interested in conducting research entitled "analysis of the
influence of Sales Promotion Costs against the Wall Paint Propan on Propan
Bekasi Service Centre".
1.2 Outline
of the Problem and Limitations
1.2.1 Formulation
Problems
This research explores the influence of
promotional cost against sales, then as a formulation of the problem is how to
influence the cost of promotions against a wall paint sales Propan?
1.2.2 Limit
Problem
The authors examine the secondary data
obtained from the company's retail sales data product in 2014.
1.3 Research
Objectives
The main objective of this research is to
know how to influence the cost of promotions against a wall paint sales Propan.
1.4 Benefits
Research
a.
Academic Benefits
Research student can apply analytical tools
in the learn to analyze the effect of the cost of the promotion against product
sales.
b.
practical uses
Research student can know the field
activity conducted by the company in the competition in the market.
1.5 Research
Methods
1.5.1 Research
Object
The object of research in the writing of it
is PT Propan Raya that located on JL. Gatot Subroto KM 9 Kadu Jaya Tangerang.
Research is devoted on the retail branches of Bekasi who was given the name
Propan Service Centre.
1.5.2 Data/Variables
The data used in this research is secondary
data and libraries. Secondary data is data in the form of sales data from the
marketing company. While the data are obtained from the library of books
relating to writing.
Variables – variables used in this study is
the cost of promotion sales (X) and (Y). The cost of the promotion in writing
are grouped into two of discounts (X 1) and a face-to-face (X 2). The cost of
this promotion be variables not bound (independent) and sales as a variable is
bound (the dependent).
1.5.3 Method
of Data collection
The
type of the data obtained from this research is
1.Field
Studies
a.
Observation
I.e.
do direct observation regarding the promotional activities that are performed
to obtain data.
b.
Interview
Namely
the interview directly with the leadership of the Department of marketing and
promotion power of the company.
2.
The library
The
authors collected data theory and analytical tools used in this research by
studying books – books that deal with the problems encountered.
1.5.4 Hypothesis
This study will test the hypothesis
directly between the cost of promotions and sales. There are two statements or
allegations while before doing the test whose hypotheses are:
Ho
accepted: the cost of the promotion does not influence on product sales.
HA
accepted: the cost of the promotion effect on product sales.
The
hypothesis will be proven by the test of t and F test on chapter discussion in
writing.
1.5.5 Analysis
Tools Used
A. Test Validity
Validity is a measure that shows the valid
or whether an instrument. An indicator is said to be valid is with the
following conditions:
1.
The results of the compute r table > r = invalid
2.
The results of the compute r table r < = not valid
B. Multiple Linear Regression.
Multiple Linear regression is a tool for
predicting the value of the influence of two or more free variables against
variables bound. This method is used to prove or no functional relationship and
causal relationships among variables non X 1, x 2 ... Xn against variable Y.
General
linear regression equations are multiplied as follows:
Y
= a + b1X1 + b2X2
Where,
Y: variable (dependent)
a:
constants
B1,
b2: multiple coefficient
X
1, x 2: free variable
C. Test T (Partial)
This test is done to find out the influence
of the variables the dependent variables independent of partially. This means
that the value of the influence of each variable are independent of varibel
dependennya. In the writing of this will look for the value of the influence of
variables (x 1) discount against sales (Y) and the variable cost of face-to-face
(X 2) for sale (Y).
D. F Test.
This test is done to find out the value of
the second independent variable influences the discount and the cost of
face-to-face (X 1 and X 2) together – the dependent variables against the same
sales (Y). This test also proves the hypothesis that will be summed up.
E. Correlation Coefficient
The value of the correlation coefficient is
used to measure the strength (keeratan) a relationship between the variables.
The correlation coefficient is usually symbolized by r.
The correlation coefficient has a value
between-1 and + 1. The nature of the correlation coefficient value is a plus
(+) or minus (-) that indicates the direction of the correlation. The meaning
of the nature of the correlation:
1.
positive Sign (+) on the correlation coefficients showed a direct relationship
(positive correlation). This means that if a variable value increase the value
of the other variable also increase and so does the opposite.
2.
a negative Sign (-) on the correlation coefficient shows the relationship in
the opposite direction (negative correlation). This means that if a variable
value increase the value of the other variable also decreased and so does the
opposite.
To
further facilitate the know how in fact the degree keeratan between these
variables, can be viewed on the following formula:
-1.00
≤ r ≤-0.80 means a strong correlation
-0.79
≤ r ≤-0.50 mean correlations is being
-0.49
≤ r ≤ 0.49 means the correlation is weak
0.50
≤ r ≤ 0.79 mean correlations is being
0.80
≤ r ≤ 1.00 means a strong correlation
F. Determination Of Coefficient
The coefficient of determination symbolized
by r2 aims to find out how large the ability to affect the dependent variable
independent variable. The value is said to be good if it is above 0.5 (50%) due
to a value ranging between 0 and 1. In General a linear multiple regression
model can be said to deserve to be used for research, since most of the
dependent variable is affected by the independent variable used in the model.
CHAPTER II
REVIEW OF RELATED
LITERATURE
2.1 DESIGN OF THEORY
2.1.1. Marketing
Marketing
is an activity that is essential for the company to keep it can do its business
activities. Marketing in General is defined as an activity of marketers to run
a business in order to meet the needs of the market with goods or services, set
prices, distribute, and promote it through the Exchange process in order to
satisfy consumers and achieving the objectives of the company. According to the
quoted by Freddy Kothler Rangkuti (2009; 19) marketing is a process planning
and running concept, pricing, promotion and distribution of a number of goods
and services, to create an Exchange that is able to satisfy the objectives of
individuals and organizations. Meanwhile, according to Philip Kothler cited by
Suyanto (2004; 1), marketing is a social and managerial process conducted by a
person or group to obtain what they need and want through the creation and
exchange of products and the value. Definitions expressed by the experts, it
can be concluded that marketing is a process of creating the concept, price, promote
and distribute goods and services to individual consumers to satisfy the needs
of customers and realize the objectives of the company.
2.1.2. Management Marketing
Marketing
activities conducted by the company would of course require the setting, monitoring
and control in order not to deviate from the concept that has been designed.
This system is called marketing management. According to the Kothler and
Armstrong cited by Buchari Alma (2009; 137) marketing management is the
activity analyze, plan, implement and supervise all activities (programs), in
order to obtain a favourable exchange rate with the target buyers in order to
achieve the goals of the organization. Based on the defenisi marketing
management can be defined as a process involving analysis, planning,
implementation, and control of goods and services and ideas that depend on the
Exchange and with the aim of satisfying the parties – parties involved.
2.1.3 Marketing Mix Of Company
The
goals through marketing is to get the maximum profit. To achieve those goals
companies must be able to analyze the requests that would affect sales. Demand
factor generally consists of factors that can be controlled and factors that
cannot be controlled. Factors that cannot be controlled i.e. factors that cannot
be controlled by the Government, whereas the factors that can be controlled is
called marketing mix (the marketing mix). According to Lamb, Hair and Mc Daniel
cited by Freddy Rangkuti (2009; 21) explained that the marketing mix are
product, promotion and strategy pricing that is unique and designed to produce
mutually beneficial exchange with the intended market. According to Freddy
Rangkuti (2009; 21) marketing mix is the set of marketing tools the company
used to achieve the goal of the game in the target.
Based
on the defenisi it can be concluded that the product, price, distribution, and
promotion are interlinked and influence each other. To better understand the
marketing mix, the following described each of the components of the marketing
mix.
A. PRODUCT
Decision – decision on the determination of
this product include the determination of the physical supply, brand,
packaging, warranty and service (service) after the sale. Product development
can be done by analyzing the needs and wants of its market. If this problem has
been resolved then decisions – decisions about pricing, distribution and
promotion can be taken.
B. PRICE
Price is the exchange value of the top
benefits of a product that is commonly expressed in units of currency. The
price competition of the product to meet the two parties i.e. the producers and
consumers. Manufacturers looked at price as the value of the goods which is
able to give the benefits of profit above the cost of production while
consumers regard the price as the value of goods that were able to benefit upon
fulfillment of your needs and desires.
C. PLACEDISTRIBUTION/channel
The
distribution is the marketing activities that attempt to streamline and
simplify the delivery of products and services from the producer to the consumer
so that their use as required. Producers and consumers have the social gap,
timing, values, diversity, and ownership of the product because of the
difference in goals and perceptions of each. Asymmetry of are able to handle.
D. PROMOTION
Promotion
is one of the efforts to introduce your goods or services to the community.
Without the promotion of company's business activities will not be developed.
The company can do with its promotional campaign using components of the
promotion mix consists of: advertising, personal selling, sales promotion and
publicity.
2.1.4. Promotion
Promotion aims to introduce
goods and services to the community. According to Buchari Alma (2009; 179) the
promotion is a type of communication that give a convincing explanation of
prospective consumers of goods and services.According to Swastha cited by
Freddy Rangkuti (2009; 50) promotional information flow is one-way persuasion
or made to direct the person or organization to the action that creates the
Exchange in marketing.
Based on the defenisi-defenisi
promotions may be inferred that the promotion is attracting the attention of
consumers of goods and services through the information given to consumers so that
they can make a purchase.
2.1.4.1 Promotional purposes
According to Freddy Rangkuti
(2009; 28), there are three promotional purposes, namely providing information,
change attitudes and beliefs or feelings (coax), and stimulating so that
customers make a purchase (remind). The purpose of the promotion can be
outlined as follows:
1. Inform (informing):
a. Menginformsikan of the existence of a product market
b. Introduces how to use products
c. Convey price changes to market
d. Explain the workings of a product
e. Inform services – services provided by the company
f. Melurukan false impression
g. Reduce fears or worries buyers
h. building a company's image
2. Persuade target customers (persuasing):
a. Shaping
b. Brand selection choices to brand tertrntu
c. Changing customer perception towards product attributes
d. Encourage shoppers to spend that time also
e. Encourage shoppers to visit a salesman (salesman)
3. Remind (reminding):
a. Remind the buyer that the products concerned will be required in
the near future.
b. Reminding the buyer will place – a place that sells the company's
products
c. Keep the memory of the first buyer to fall on the company's
products.
2.1.4.2
Promotional Mix
According
to m. Fuad (2000; 128), the marketing mix is an integrated marketing activities
that mutually support one another. The success of the company in the field of
marketing supported by success in choosing the right products, at reasonable
prices, distribution channels, and promotion of effective.
The following is a basic
component of the promotional mix, namely:
1. Advertising
(Advertising)
Advertising
is a form of communication or presentation product or company controlled by
manufacturers to communicate with customers.
2. Sales
promotion
Promotion
sales promotion is a tool which is a stimulus for consumers to immediately make
a purchase, generally are short term
3. Personal
selling
Salespeople
(personal selling) is a promotional tool that many companies involve direct
communication (personal) between companies with consumers either individually
or groups.
4. Publicity
Communication
tools that other companies are public relations activities or public relations
to build the publicity of the company and its products.
2.1.5. Sales
Sales is an activity undertaken
by a company that invites others to purchase the goods and services offered
that can generate revenue for the company. According To Mulyadi(2001:2) sales
activities consisting of a sale of goods or services, either credit or cash.
2.1.5.1 Types of Sales
1. Cash sales
According to Mulyadi (2001;
455), cash sale executed by the company in a way obliges the purchaser to make
payment in advance the price of goods before the goods are submitted by the
company to the buyer. After the money is received by the company, the goods are
then submitted to the buyer and sales transactions in cash later recorded by
the company.
2. Credit sales
According to Mulyadi (2001;
703), credit sales executed by the company by way of sending goods according
orders received from buyers and for a certain period, the company has a Bill to
the buyer.
3. The sale of installment (instalment)
Installment Sales is the
delivery of the products belonging to the seller to the buyer by receiving the
downpayment and the rest in the form of mortgage payments for some period.
5. Sale
consignment
Sale
consignment sales with the situation of party supplies for holder to act as
agent for the owner.
2.1.5.2 Factors that affect Sales
Sales
Activity heavily influenced by factors that can increase the activity of the
company, therefore the sales manager needs to pay attention to factors that
affect sales. Factors that affect sales, according to Mulyadi (2001; 703) as follows:
1. The
conditions and the ability of a seller
Conditions and ability consists of understanding over some important matters relating to the products sold, the amount and nature of the salespeople are:
Conditions and ability consists of understanding over some important matters relating to the products sold, the amount and nature of the salespeople are:
a) Types
and the characteristics of the goods or services offered;
b) The
price of products or services;
c) Terms
of sale such as: payment, shipping.
2. Market
Market conditions
affecting activities in the sales transaction as both a group of buyers or
sellers. Market conditions are influenced by several factors including: the
type of market, a group of buyers, purchasing power, frequency of purchase as well
as your wishes and needs.
3. Capital
Capital or funds badly needed in order to transport the merchandise is placed or to enlarge her business. The company's capital in this explanation is the working capital of the company that used to achieve sales goals.
Capital or funds badly needed in order to transport the merchandise is placed or to enlarge her business. The company's capital in this explanation is the working capital of the company that used to achieve sales goals.
2.2. Similar Research Study
2.2.1 "Promotional Costs
Influence against sales results PT. Galael Supermarket"
Composed by:
Name : Monika
Sinta Mediana
NPM : 10208936
Department : Management
Supervisor : Wardoyo, SE., MM.
The conclusion
The existence of a strong link
between the promotion cost against sales results PT. Galael Supermarkets from
1997 up to 2001 is evidenced by the correlation analysis of 0.79 marked
positive, while the coefficient of determination of 62%, mean promotional
activities affects the results of sales by 62% and the rest are determined by
other factors outside of promotional activities.
2.2.2 "Analysis Influence the cost of
Promotional product sales Rate against PT CARREFOUR INDONESIA, Tbk. In
2007-2009 "
Composed
by:
Name : Prayogi
NPM : 20208957
Department : Accounting
Supervisor : Early
Armein Thahar, SE., MM
The
Conclusions
PT. Carrefour Indonesia obtained
data sales in 2007 amounted to Rp. 57,715 (billions of dollars), sales in 2008
amounted to Rp. 78,980 (billions of dollars) and in 2009 amounted to Rp. 67,389
(billions of rupiah). Next also obtained cost data promotion in 2007 amounted
to Rp. 12,147 (billions of dollars), in 2008 amounted to Rp. 26,907 (millions
of dollars), and in 2009 amounted to Rp. 10,439 (billions of dollars). From the
above data can be known that greatly affects the level of promotional product
sales at PT Carrefour Indonesia. When the costs of increased promotions then
the same thing will happen with the level of sales, whereas when the cost of
sales decreased promotional rate will come into
decline.
decline.
2.3 The Analysis
2.3.1 Test The Validity
Instrument are valid if it is
able to measure what it wants and can reveal data from the variables
investigated appropriately. High low the instrument shows the extent to which
data collected does not deviate from the description of the variable in
question. A tool to measure the validity of product moment correlation is from
Pearson provided:
1. The
result r count > r = valid
Table 2. The result r = r table < count is not valid.
Table 2. The result r = r table < count is not valid.
2.3.2 Multiple Linear Regression
Multiple Linear Regression is predicting the value of the influence of two or more free variables against variables bound. This method is used to prove or no functional relationship and causal relationships among variables non X 1, x 2 ... Xn against variables bound y.
General linear regression equations are multiplied as follows:
Multiple Linear Regression is predicting the value of the influence of two or more free variables against variables bound. This method is used to prove or no functional relationship and causal relationships among variables non X 1, x 2 ... Xn against variables bound y.
General linear regression equations are multiplied as follows:
Y = a + b1X1 + b2X2
Where :
Where :
Y : variable
(dependent)
a : constants
b1, b2 : coefficient of
multiple
X 1, x 2 : non variable
a. Test
t (partial)
This test is done to
find out the influence of the variables the dependent variables independent of
partially. This means that the value of the influence of each variable are
independent of varibel dependennya. In the writing of this will look for the
value of the influence of variables (X1) discount against sales (Y) and the
variable cost of face-to-face (X2) for sale (Y)
b. Test F
This test is done to find out the value of the second independent variable influences the discount and the cost of face-to-face (X 1 and X 2) together – the dependent variables against the same sales (Y). This test also proves the hypothesis that will be inferred.
This test is done to find out the value of the second independent variable influences the discount and the cost of face-to-face (X 1 and X 2) together – the dependent variables against the same sales (Y). This test also proves the hypothesis that will be inferred.
c. The coefficient Correlation
Correlation coefficient Value is the value that is used to measure the strength (keeratan) a relationship between the variables. The correlation coefficient is usually symbolized by r.
The correlation coefficient has a value between-1 and + 1. The nature of the correlation coefficient value is a plus (+) or minus (-) that indicates the direction of the correlation. The meaning of the nature of the correlation:
Correlation coefficient Value is the value that is used to measure the strength (keeratan) a relationship between the variables. The correlation coefficient is usually symbolized by r.
The correlation coefficient has a value between-1 and + 1. The nature of the correlation coefficient value is a plus (+) or minus (-) that indicates the direction of the correlation. The meaning of the nature of the correlation:
1. positive Sign
(+) on the correlation coefficients showed a direct relationship (positive
correlation). This means that if a variable value increase the value of the
other variable also increase and so does the opposite.
2. The negative
sign (-) on the correlation coefficient shows the relationship in the opposite
direction (negative correlation). This means that if a variable value increase
the value of the other variable also decreased and so does the opposite.
For easier knowing how to actually keeratan degrees between the variables, can be viewed on the following formula:
-1.00 ≤ r ≤-0.80 means a strong correlation
-0.79 ≤ r ≤-0.50 means the correlation being
-0.49 ≤ r ≤ 0.49 means the correlation is weak
0.50 ≤ r ≤ 0.79 means the correlation being
0.80 ≤ r ≤ 1.00 means a strong correlation
For easier knowing how to actually keeratan degrees between the variables, can be viewed on the following formula:
-1.00 ≤ r ≤-0.80 means a strong correlation
-0.79 ≤ r ≤-0.50 means the correlation being
-0.49 ≤ r ≤ 0.49 means the correlation is weak
0.50 ≤ r ≤ 0.79 means the correlation being
0.80 ≤ r ≤ 1.00 means a strong correlation
d. Determination
of Coefficient
Coefficient
determination symbolized by r2 aims to find out how large the ability to affect
the dependent variable independent variable. The value is said to be good if it
is above 0.5 (50%) due to a value ranging between 0 and 1. In General a linear
multiple regression model can be said to deserve to be used for research, since
most of the dependent variable is affected by the independent variable used in
the model.
CHAPTER IV
RESEARCH DISCUSSION
4.1
DATA AND PROFILES OF THE RESEARCH OBJECT
Companies that become the object of this
paper is PT . Propan Raya which is engaged in manufacturing paints and
chemicals supporters at Jl . Gatot Subroto Km 9 Kadu Jaya Tangerang , West Java
. The research is devoted to the retail branch Propan Service Centre Bekasi .
4.2
RESULTS OF RESEARCH AND DISCUSSION ANALYSIS
TABLE 4.1
DATA SALES OF PROPAN PAINTS AT BEKASI PSC 2014
|
PERIODS
|
SALES
|
PROMOTIONS COST
|
|
|
DISCOUNT
|
FACE TO FACE
|
||
|
(Y)
|
(X1)
|
(X2)
|
|
|
JANUARY
|
Rp178.026.499,00
|
Rp27.000.000,00
|
Rp3.000.000,00
|
|
FEBRUARY
|
Rp218.178.350,00
|
Rp22.000.000,00
|
Rp4.000.000,00
|
|
MARCH
|
Rp208.958.700,00
|
Rp21.000.000,00
|
Rp5.000.000,00
|
|
APRIL
|
Rp292.558.924,00
|
Rp29.000.000,00
|
Rp6.000.000,00
|
|
MAY
|
Rp287.287.427,00
|
Rp29.000.000,00
|
Rp3.000.000,00
|
|
JUNE
|
Rp258.583.053,00
|
Rp26.000.000,00
|
Rp8.000.000,00
|
|
JULY
|
Rp402.514.399,00
|
Rp81.000.000,00
|
Rp4.000.000,00
|
|
AUGUST
|
Rp244.477.100,00
|
Rp24.000.000,00
|
Rp5.000.000,00
|
|
SEPTEMBER
|
Rp378.061.271,00
|
Rp76.000.000,00
|
Rp9.000.000,00
|
|
OCTOBER
|
Rp325.235.550,00
|
Rp65.000.000,00
|
Rp5.000.000,00
|
|
NOVEMBER
|
Rp300.720.798,00
|
Rp60.000.000,00
|
Rp7.000.000,00
|
|
DECEMBER
|
Rp412.776.450,00
|
Rp83.000.000,00
|
Rp4.000.000,00
|
|
TOTAL
|
Rp3.507.378.524,00
|
Rp543.000.000,00
|
Rp63.000.000,00
|
Source : Sales data Propan Service Centre West BEKASI.
Table 4.2 above are details of the results of sales and promotion costs PSC Bekasi . Promotional costs incurred consisted of a discount and the cost of face to face . Discounts in the form of special discounts which are mostly given to major customers ( project ) . Cost -face is calculated based on the expenses that occur when face to face with customers such as the provision of food and beverages at the time of consultation and the costs incurred as a result of the sales person visit to a customer site . The table above details will be a discussion of the data in this chapter .
4.2.1
Calculation Using SPSS 20
4.2.1.1
Validity Test
TABLE 4.2
|
Case Processing
Summary
|
|||
|
|
N
|
%
|
|
|
Cases
|
Valid
|
12
|
100,0
|
|
Excludeda
|
0
|
,0
|
|
|
Total
|
12
|
100,0
|
|
|
a.
Listwise deletion based on all variables in the procedure.
Source : Results of the reliability scale analysis of SPSS 20
|
|||
Table 4.2 shows that all the analyzed data variables has been processed by the reliability test using SPSS and overall the data is valid data .
4.2.1.2
Multiple Linier Regression
TABLE 4.3
|
Coefficientsa
|
||||||
|
Model
|
Unstandardized Coefficients
|
Standardized Coefficients
|
t
|
Sig.
|
||
|
B
|
Std. Error
|
Beta
|
||||
|
1
|
(Constant)
|
158924356,453
|
32565965,084
|
|
4,880
|
,001
|
|
DISCOUNT
|
2,729
|
,410
|
,906
|
6,656
|
,000
|
|
|
COST - FACE
|
1,880
|
5,433
|
,047
|
,346
|
,737
|
|
|
a. Dependent Variable: SALES
|
||||||
Source : The results of multiple regression analysis with SPSS 20
Table 4.3 shows that the relationship between the dependent variable and the independent variable is Y = 158,924,356.45 + 2,729X1 + 1,88X2 . This means that if there is promote the sale of products is Rp .158,924,356.00 . If adding Rp 1.00 of discount and addingRp 1.00 of cost-face ,those variables will add Rp . 2,729,00 and USD . 1,88,00 to sales
4.2.1.3
Partial Test (t)
The T Test obtained from the previous table (TABLE 4.5) shows that each of independent variable ( discount and face to face ) has a positive effect to the dependent variable ( sales ) . T table on statistical tables is 2,262 whereas in table 4.5 that t value variable discount is 6,656 and cost-face t variables is 0.346 . Variable discount with t > t table ( 6.656> 2.262 ) indicates that this variable has a significant relationship in line with the sales variable . Cost-face variable with t
4.2.1.4
Simultant Test (F)
Tabel 4.4
|
ANOVAa
|
||||||
|
Model
|
Sum of Squares
|
Df
|
Mean Square
|
F
|
Sig.
|
|
|
1
|
Regression
|
53782060047749608,000
|
2
|
26891030023874804,000
|
23,411
|
,000b
|
|
Residual
|
10337660274570610,000
|
9
|
1148628919396734,500
|
|
|
|
|
Total
|
64119720322320216,000
|
11
|
|
|
|
|
|
a. Dependent Variable:
Sales
|
||||||
|
b. Predictors:
(Constant), Face To Face, Discount
|
||||||
Source: The results of multiple regression analysis SPSS
20
Table
4.4 shows the value of 23.411 F count> F table 4.26. This test showed that
the variables - independent variables simultaneously - each has a
unidirectional relationship significantly to the dependent variable. The F-test
also confirms the hypothesis that had been made earlier that promotional
activities have a significant relationship to the sales of products.
4.1.2.5
Correlation Regression
Table 4.5
|
Correlations
|
||||
|
|
SALES
|
DISCOUNT
|
FACE TO FCE
|
|
|
SALES
|
Pearson Correlation
|
1
|
,915**
|
,212
|
|
Sig. (2-tailed)
|
|
,000
|
,508
|
|
|
N
|
12
|
12
|
12
|
|
|
DISCOUNT
|
Pearson Correlation
|
**
|
1
|
,182
|
|
Sig. (2-tailed)
|
,000
|
|
,571
|
|
|
N
|
12
|
12
|
12
|
|
|
FACE TO FACE
|
Pearson Correlation
|
,212
|
,182
|
1
|
|
Sig. (2-tailed)
|
,508
|
,571
|
|
|
|
N
|
12
|
12
|
12
|
|
|
**. Correlation is significant at the 0.01 level
(2-tailed).
|
||||
Source:
The results of the analysis of correlation analysis SPSS 20
Table
4.5 shows the correlation between the variable discount, variable and variable
face-to-face sales. Based on the number of samples studied n = 12 and used a
significant level α = 0.05, r tables in the can is 0.536. The formula to
determine the validity of a variable is if r count> r table. In the table
above there are face to face with the value of the variable count r 0.212
4.1.2.6
Coefficient of Determination
Table 4.6
|
Model Summary
|
||||
|
Model
|
R
|
R Square
|
Adjusted R Square
|
Std. Error of the Estimate
|
|
1
|
,916a
|
,839
|
,803
|
33891428,406
|
|
a. Predictors:
(Constant), Cost - Face, Discount
|
||||
Source:
The results of multiple regression analysis SPSS 20
Table
4.6 shows the results of multiple regression calculation with a value of
determination coefficient of 0.839. That is as much as 83.9% of sales are
influenced by promotional activities and the rest influenced by other factors.
4.3
Summary of Results
The
table below is a summary of the analysis influence of sales promotion costs to
paint the walls Propane in Bekasi PSC.Tabel 4.7
Summary
of Results
|
Analysis Method
|
Result Analysis
|
Conclusion
|
|
Multiple Linear
Regression
|
Y =
158.924.356,45 + 2,73X1 + 1,88X2
|
Variable X1 and
X2 positive effect on Y
|
|
Correlation
Regression
|
0,916
|
The influence
of variable X to variable Y is very strong
|
|
Coefficient of
Determination
|
83,90%
|
The influence
of variables X1 and X2 to variable Y by 83.90%
|
Source:
The final result of the calculation of SPSS 20
4.3.1
Conclusion Based Research Economic Studies
Propan wall paint sales in 2014 at Bekasi PSC is strongly influenced by
the cost of sale. The greater the promotion costs were allocated to increase
the number of product sales and vice versa. This means that with the cost of
these campaigns have influenced the increase in sales and increase
profitability.
CHAPTER V
CONCLUSION AND SUGGESTION
5.1 CONCLUSION
Propan in wall paint sales Propan Service Centre (PSC) Bekasi is affected by the cost of promotion. Based on the results of interviews with retail party note that the discounts given only to customers purchasing because the number of projects and sustainability. The PSC also conducts visits directly to projects that need painting samples and suggestions of engineering applications. The costs arising from such activities are classified into to
face charges. For regular
customers, the retail promotion activities by providing brochures, gifts and souvenirs at the time face to face.
Based
on the analysis of the
results of the discussion in the
previous chapter, it can be
concluded that the sale of paint wall Propan on PSC Bekasi influenced by promotional activities, one of which is the grant of discounts. This can be proved by the results of
the calculation of the coefficient of determinasinya which indicates that as
much as 83.9% product sales are affected by the activities of promotion and
sales influence relationship mathematically product is Y = 158,924,356.45 + 2,
729X1 + 1, 88X2. The results of the analysis show that variable discount also has
significant effects against the sales shown by the correlation (0.916) which is
very strong.
5.2 SUGGESTIONS
Promotions conducted
by the PSC in Jakarta should be improved and more equitable because it is based on information obtained the PSC more customer discounts to prioritize the projects just because
of the volume of purchase. However, in general individual customers will also be more interested ifthere are price cuts that will make the purchase frequency will further increase and auto sales will increase too. Propan
Raya preferably should also more actively introduce its products to the entire community through good advertising via radio, television or other media.