DAFTAR PUSTAKA Assael, Henry. 1992. Consumer Behaviour & Marketing Action. USA: PWSKENT Publishing Company.

Bungin, Burhan. 2005. Metodologi Penelitian Kuantitatif. Edisi Pertama. Cetakan ke-3. Jakarta: Kencana Media Prenada Group. Chan, Syafrudin. 2003. Relationship Marketing. Jakarta: PT. Gramedia Pustaka Utama. Dewi, Kinorika. 2010. Faktor-Faktor Yang Mempengaruhi Terjalinnya Pemasaran Relasional Pada Konsumen Bisnis Eceran Modern (Studi Pada Konsumen Progo Swalayan). EFEKTIF Jurnal Bisnis dan Ekonomi, 11, 16-30. Ghozali, Imam. 2007. Aplikasi Analisis Multivariate dengan Progam SPSS. Cetakan IV. Semarang: Universitas Negeri Diponegoro. Kotler, Phillip. 2000. Manajemen Pemasaran. Edisi Milenium. Jakarta: PT Indeks Kelompok Gramedia. Kotler, Philip dan Garry Amstrong. 1997. Prinsip-Prinsip Pemasaran. Edisi Ketiga. Jakarta: Erlangga. Kuncoro, Mudrajat. 2003. Metode Riset untuk Bisnis dan Ekonomi, Bagaimana Meneliti dan Menulis Tesis. Jakarta: Erlangga. Lupiyoadi, Rambat. 2001. Manajemen Pemasaran Jasa: Teori dan Praktik. Jakarta Salemba Empat. Putusan KPPU No. KPPU 02/KPPU L/2005 Setiadi, Nugroho. J. 2003. Perilaku Konsumen: Konsep dan Implikasi Untuk Strategi dan Penelitian Pemasaran. Jakarta: Prenada Media. Sheth, Jagdish .N. & Parvatiyar, Atul. 1995. Relathionship Marketing In Consumer Marketing, Journal Of The Academy Of Marketing Sciene, Vol. 23, No 4. P.225-271 Schiffman, Leon G. & Lesli Lazar Kanuk. 2000. Consumer Behavior, 7th Edition. Upper Saddle River. New Jersey: Prentice Hall Inc. Sugiyono. 2006. Statistik Untuk Penelitian. Bandung: Alfabeta.

Sujana, Asep.S.T. 2005. Paradigma Baru Dalam Manajemen Ritel Modern. Yogyakarta: Graha Ilmu. Tjiptono, Fandy. 2004. Strategi Pemasaran Jilid II. Yogyakarta: Andi Umar, Husein. 2002. Riset Pemasaran dan Perilaku Konsumen. Jakarta: PT Gramedia Pustaka Utama. Wurjandari, Rina. 2004. Analisis Faktor-Faktor Yang Mempengaruhi Pelanggan Dalam Menjalin Hubungan Relasional Di Pasar Konsumen: Penelitian Tentang Pelanggan Carrefour. Depok. Universitas Indonesia.

PERMOHONAN PENGISIAN KUESIONER

Kepada Yth. .. Di tempat

Dengan hormat, Sehubungan dengan skripsi yang sedang saya lakukan untuk meraih gelar Sarjana S1 di Fakultas Ekonomi Jurusan Manajemen, Universitas Muhammadiyah Purworejo, saya bermaksud melakukan penelitian dengan judul Pengaruh Motivasi Personal, Motivasi Sosiologis, dan Motivasi Institusional Terhadap Terjalinnya Pemasaran Relasional Pada Konsumen Bisnis Eceran Modern (Survei Pada Konsumen Sarinah Supermarket di Purworejo). Sehubungan dengan hal itu, saya mohon Bapak/Ibu, Saudara/I untuk meluangkan waktu guna mengisi kuesioner ini. Saya akan merahasiakan semua informasi yang tertuang dalam kuesioner ini, dan akan digunakan hanya untuk tujuaan penelitian saja. Saya percaya, bahwa Bapak/Ibu, Saudara/I memiliki kepedulian yang tinggi terhadap kemajuan ilmu pengetahuan. Atas partisipasi dan kerjasamanya, saya ucapkan terima kasih.

Purworejo,

Februari 2012

Hormat saya,

Nurkhasanah

IDENTITAS RESPONDEN

Nama : .

Berilah tanda silang (X) pada salah satu jawaban yang anda pilih. 1. Jenis Kelamin a. Laki-laki b. Perempuan 2. Umur a. Kurang dari 21 tahun b. 21 30 tahun c. 31 40 tahun d. Lebih dari 40 tahun 3. Pendidikan a. SD b. SMP c. SMA / SMK d. Diploma e. Sarjana 4. Apakah anda sering berbelanja di Sarinah Supermarket Purworejo? a. Ya b. Tidak 5. Berapa kali anda berbelanja di Sarinah Supermarket Purworejo dalam 1 bulan? a. 1 kali b. 3 kali c. Lebih dari 3 kali

DAFTAR KUESIONER Berilah tanda silang (X) pada salah satu jawaban yang anda pilih. Keterangan: SS S N TS : Sangat Setuju : Setuju : Netral : Tidak Setuju

STS : Sangat Tidak Setuju

I.

MOTIVASI PERSONAL 1 No Pernyataan STS TS MP1 Bila berbelanja di Sarinah, saya N S SS 2 3 4 5

membeli produk/ merek yang selalu sama. MP2 Saya lebih baik menghindari membeli produk dengan merek baru yang belum saya kenal. MP3 Saya masih membutuhkan informasi mengenai keunggulan dan kelemahan semua merek yang beredar di pasar. MP4 Saat ini banyak merek yang beredar di pasar untuk produk yang sama. MP5 Saya berbelanja di Sarinah karena yakin dengan harga produk yang dijual sesuai dengan kualitasnya.

II. MOTIVASI SOSIOLOGIS 1 No Pernyataan STS TS MS1 Saya terbiasa berbelanja kebutuhan N S SS 2 3 4 5

sehari-hari di Sarinah seperti keluarga saya. MS2 Saya terbiasa berbelanja kebutuhan sehari-hari di Sarinah seperti temanteman saya. MS3 Saya pernah mendengar merekomendasikan teman saya sebagai

Sarinah

tempat belanja kebutuhan sehari-hari yang baik. MS4 Saya pernah mendengar pembicaraan yang baik mengenai Sarinah diantara teman- teman saya.

III. MOTIVASI INSTITUSIONAL 1 No Pernyataan STS TS MI1 Saya nyaman berbelanja di Sarinah karena Sarinah telah mendapat ijin usaha dari pemerintah. MI2 Saya nyaman berbelanja di Sarinah karena Sarinah menyediakan produk yang dijual tidak melanggar norma agama (misal: terdapat label halal) N S SS 2 3 4 5

MI3

Produk yang dijual Sarinah lengkap dan harganya terjangkau bagi saya.

IV. PEMASARAN RELASIONAL 1 No Pernyataan STS TS P1 Sedikitnya semingu sekali saya berbelanja kebutuhan sehari-hari di Sarinah. P2 Saya berbelanja kebutuhan sehari-hari di Sarinah secara teratur (mingguan,dua mingguan, bulanan, dsb) P3 Sedikitnya separuh dari kebutuhan seharihari saya beli dari Sarinah. N S SS 2 3 4 5

HASIL UJI COBA INSTRUMEN UJI VALIDASI DENGAN CONFIRMATORY FACTOR ANALYSIS (CFA)

Motivasi Personal (X1), Motivasi Sosiologis (X2), Motivasi Institusional (X3), dan Pemasaran Relasional (Y). Factor Analysis
KMO and Bartlett's Test Kaiser-Meyer-Olkin Measure of Sampling Adequacy. Bartlett's Test of Sphericity Approx. Chi-Square df Sig. .840 302.126 105 .000

Rotated Component Matrix Component 1 x11 x12 x13 x14 x15 x21 x22 x23 x24 x31 x32 x33 y1 y2 y3 .705 .813 .680 .576 .510 .644 .507 2 3

4 .628 .606 .811 .761 .765

.737 .683 .709

Extraction Method: Principal Component Analysis. Rotation Method: Varimax with Kaiser Normalization. a. Rotation converged in 9 iterations.

UJI RELIABILITAS

Variabel Motivasi Personal (X1)

Reliability
Case Processing Summary N Cases Valid Excluded Total
a

% 50 0 50 100.0 .0 100.0

a. Listwise deletion based on all variables in the procedure.

Reliability Statistics Cronbach's Alpha Based on Standardized Cronbach's Alpha .785 Items .789 N of Items 5

Item Statistics Mean x11 x12 x13 x14 x15 3.7000 3.6200 3.7400 3.7200 3.7200 Std. Deviation .67763 .69664 .56460 .53605 .64015 N 50 50 50 50 50

Inter-Item Correlation Matrix x11 x11 x12 x13 x14 x15 1.000 .445 .432 .382 .273 x12 .445 1.000 .574 .474 .443 x13 .432 .574 1.000 .294 .359 x14 .382 .474 .294 1.000 .599 x15 .273 .443 .359 .599 1.000

Item-Total Statistics Scale Mean if Item Deleted x11 x12 x13 x14 x15 14.8000 14.8800 14.7600 14.7800 14.7800 Scale Variance if Item Deleted 3.551 3.169 3.737 3.767 3.563 Corrected ItemTotal Correlation .495 .654 .559 .587 .539 Squared Multiple Cronbach's Alpha Correlation .282 .458 .384 .442 .407 if Item Deleted .770 .713 .748 .741 .753

Scale Statistics Mean 18.5000 Variance 5.276 Std. Deviation 2.29685 N of Items 5

Variabel Motivasi Sosiologis (X2) Reliability

Case Processing Summary N Cases Valid Excluded Total
a

% 50 0 50 100.0 .0 100.0

a. Listwise deletion based on all variables in the procedure.

Reliability Statistics Cronbach's Alpha Based on Standardized Cronbach's Alpha .674 Items .676 N of Items 4

Item Statistics Mean x21 x22 x23 x24 3.7400 3.7800 3.6600 3.6800 Std. Deviation .52722 .58169 .59281 .65278 N 50 50 50 50

Inter-Item Correlation Matrix x21 x21 x22 x23 x24 1.000 .409 .299 .168 x22 .409 1.000 .489 .348 x23 .299 .489 1.000 .346 x24 .168 .348 .346 1.000

Item-Total Statistics Scale Mean if Item Deleted x21 x22 x23 x24 11.1200 11.0800 11.2000 11.1800 Scale Variance if Item Deleted 1.985 1.626 1.673 1.742 Corrected ItemTotal Correlation .373 .574 .516 .376 Squared Multiple Cronbach's Alpha Correlation .180 .344 .285 .162 if Item Deleted .657 .526 .566 .667

Scale Statistics Mean 14.8600 Variance 2.817 Std. Deviation 1.67831 N of Items 4

Variabel Motivasi institusional (X3)

Reliability
Case Processing Summary N Cases Valid Excluded Total
a

% 50 0 50 100.0 .0 100.0

a. Listwise deletion based on all variables in the procedure.

Reliability Statistics Cronbach's Alpha Based on Standardized Cronbach's Alpha .686 Items .685 N of Items 3

Item Statistics Mean x31 x32 x33 3.4400 3.6200 3.6400 Std. Deviation .67491 .56749 .59796 N 50 50 50

Inter-Item Correlation Matrix x31 x31 x32 x33 1.000 .499 .451 x32 .499 1.000 .310 x33 .451 .310 1.000

Item-Total Statistics Scale Mean if Item Deleted x31 x32 x33 7.2600 7.0800 7.0600 Scale Variance if Item Deleted .890 1.177 1.160 Corrected ItemTotal Correlation .586 .481 .446 Squared Multiple Cronbach's Alpha Correlation .346 .258 .213 if Item Deleted .473 .619 .659

Scale Statistics Mean 10.7000 Variance 2.092 Std. Deviation 1.44632 N of Items 3

Variabel Pemasaran Relasional (Y)

Reliability
Case Processing Summary N Cases Valid Excluded Total
a

% 50 0 50 100.0 .0 100.0

a. Listwise deletion based on all variables in the procedure.

Reliability Statistics Cronbach's Alpha Based on Standardized Cronbach's Alpha Items .724 .735

N of Items 3

Item Statistics Mean y1 y2 y3 3.6600 3.6200 3.6800 Std. Deviation .51942 .63535 .71257 N 50 50 50

Inter-Item Correlation Matrix y1 y1 y2 y3 1.000 .466 .527 y2 .466 1.000 .447 y3 .527 .447 1.000

Item-Total Statistics Scale Mean if Item Deleted y1 y2 y3 7.3000 7.3400 7.2800 Scale Variance if Item Deleted 1.316 1.168 .981 Corrected ItemTotal Correlation .586 .519 .563 Squared Multiple Cronbach's Alpha Correlation .344 .274 .330 if Item Deleted .615 .668 .627

Scale Statistics Mean 10.9600 Variance 2.284 Std. Deviation 1.51132 N of Items 3

HASIL UJI INSTRUMEN UJI VALIDASI DENGAN CONFIRMATORY FACTOR ANALYSIS (CFA) Motivasi Personal (X1), Motivasi Sosiologis (X2), Motivasi Institusional (X3), dan Pemasaran Relasional (Y).

Factor Analysis
KMO and Bartlett's Test Kaiser-Meyer-Olkin Measure of Sampling Adequacy. Bartlett's Test of Sphericity Approx. Chi-Square df Sig.
a

.772 427.555 105 .000

Rotated Component Matrix Component 1 x11 x12 x13 x14 x15 x21 x22 x23 x24 x31 x32 x33 y1 y2 y3 .785 .825 .665 .615 .590 .661 .607 .788 2 3

.682 .614 .610 .645

.733 .666 .616

Extraction Method: Principal Component Analysis. Rotation Method: Varimax with Kaiser Normalization. a. Rotation converged in 7 iterations.

UJI RELIABILITAS Variabel Motivasi Personal (X1)

Reliability
Case Processing Summary N Cases Valid Excluded Total
a

% 100 0 100 100.0 .0 100.0

a. Listwise deletion based on all variables in the procedure. Reliability Statistics Cronbach's Alpha Based on Standardized Cronbach's Alpha Items .748 .750

N of Items 5

Item Statistics Mean x11 x12 x13 x14 x15 3.8600 3.5900 3.7600 3.6600 3.5700 Std. Deviation .63596 .63715 .53409 .62312 .63968 N 100 100 100 100 100

Inter-Item Correlation Matrix x11 x11 x12 x13 x14 x15 1.000 .455 .465 .388 .322 x12 .455 1.000 .480 .307 .307 x13 .465 .480 1.000 .268 .286 x14 .388 .307 .268 1.000 .466 x15 .322 .307 .286 .466 1.000

Item-Total Statistics Scale Mean if Item Deleted x11 x12 x13 x14 x15 14.5800 14.8500 14.6800 14.7800 14.8700 Scale Variance if Item Deleted 3.054 3.119 3.412 3.224 3.225 Corrected ItemTotal Correlation .565 .528 .515 .492 .470 Squared Multiple Cronbach's Alpha Correlation if Item Deleted .340 .318 .315 .287 .262 .683 .698 .705 .711 .720

Scale Statistics Mean 18.4400 Variance 4.714 Std. Deviation 2.17107 N of Items 5

Variabel Motivasi Sosiologis (X2) Reliability

Case Processing Summary N Cases Valid Excluded Total
a

% 100 0 100 100.0 .0 100.0

a. Listwise deletion based on all variables in the procedure. Reliability Statistics Cronbach's Alpha Based on Standardized Cronbach's Alpha Items .639 .636

N of Items 4

Item Statistics Mean x21 x22 x23 x24 3.7800 3.7200 3.6900 3.6100 Std. Deviation .59595 .63691 .66203 .64971 N 100 100 100 100

Inter-Item Correlation Matrix x21 x21 x22 x23 x24 1.000 .262 .209 .194 x22 .262 1.000 .367 .393 x23 .209 .367 1.000 .397 x24 .194 .393 .397 1.000

Item-Total Statistics Scale Mean if Item Deleted x21 x22 x23 x24 11.0200 11.0800 11.1100 11.1900 Scale Variance if Item Deleted 2.242 1.872 1.856 1.873 Corrected ItemTotal Correlation .388 .478 .453 .459 Squared Multiple Cronbach's Alpha Correlation if Item Deleted .288 .232 .218 .232 .623 .526 .544 .540

Scale Statistics Mean 14.8000 Variance 3.111 Std. Deviation 1.76383 N of Items 4

Variabel Motivasi institusional (X3)

Reliability
Case Processing Summary N Cases Valid Excluded Total
a

% 100 0 100 100.0 .0 100.0

a. Listwise deletion based on all variables in the procedure. Reliability Statistics Cronbach's Alpha Based on Standardized Cronbach's Alpha Items .733 .737

N of Items 3

Item Statistics Mean x31 x32 x33 3.5900 3.6900 3.6300 Std. Deviation .62109 .63078 .71992 N 100 100 100

Inter-Item Correlation Matrix x31 x31 x32 x33 1.000 .523 .471 x32 .523 1.000 .457 x33 .471 .457 1.000

Item-Total Statistics Scale Mean if Item Deleted x31 x32 x33 7.3200 7.2200 7.2800 Scale Variance if Item Deleted 1.331 1.325 1.194 Corrected ItemTotal Correlation .580 .568 .531 Squared Multiple Cronbach's Alpha Correlation if Item Deleted .341 .331 .282 .623 .635 .687

Scale Statistics Mean 10.9100 Variance 2.547 Std. Deviation 1.59605 N of Items 3

Variabel Pemasaran Relasional (Y)

Reliability
Case Processing Summary N Cases Valid Excluded Total
a

% 100 0 100 100.0 .0 100.0

a. Listwise deletion based on all variables in the procedure. Reliability Statistics Cronbach's Alpha Based on Standardized Cronbach's Alpha Items .611 .611

N of Items 3

Item Statistics Mean y1 y2 y3 3.6700 3.6800 3.6800 Std. Deviation .60394 .63373 .58396 N 100 100 100

Inter-Item Correlation Matrix y1 y1 y2 y3 1.000 .407 .356 y2 .407 1.000 .266 y3 .356 .266 1.000

Item-Total Statistics Scale Mean if Item Deleted y1 y2 y3 7.3600 7.3500 7.3500 Scale Variance if Item Deleted .940 .957 1.078 Corrected ItemTotal Correlation .481 .411 .370 Squared Multiple Cronbach's Alpha Correlation if Item Deleted .232 .183 .145 .420 .525 .579

Scale Statistics Mean 11.0300 Variance 1.868 Std. Deviation 1.36667 N of Items 3

HASIL UJI REGRESI BERGANDA

Regression
Descriptive Statistics Mean x1 x2 x3 y 18.5100 14.7900 10.9100 11.0300 Std. Deviation 2.20420 1.74827 1.59605 1.35180 N 100 100 100 100

Correlations x1 x1 Pearson Correlation Sig. (2-tailed) N x2 Pearson Correlation Sig. (2-tailed) N x3 Pearson Correlation Sig. (2-tailed) N y Pearson Correlation Sig. (2-tailed) N 100 .476
**

x2 1 .476
**

x3 .384
**

y .442
**

.000 100 1

.000 100 .362

**

.000 100 .447

**

.000 100 .384

**

.000 100 .362

**

.000 100 .390

**

100 1

.000 100 .442

**

.000 100 .447

**

.000 100 .390

**

100 1

.000 100

.000 100

.000 100 100

**. Correlation is significant at the 0.01 level (2-tailed).

Variables Entered/Removed Model 1 Variables Entered x3, x2, x1

a

Variables Removed

Method . Enter

a. All requested variables entered. b. Dependent Variable: y

Model Summary Model 1 R .549

a

R Square .302

Adjusted R Square .280

Std. Error of the Estimate 1.14719

a. Predictors: (Constant), x3, x2, x1

ANOVA Model 1 Regression Residual Total a. Predictors: (Constant), x3, x2, x1 b. Dependent Variable: y Sum of Squares 54.570 126.340 180.910 df

Mean Square 3 96 99 18.190 1.316

F 13.822

Sig. .000
a

Coefficients Unstandardized Coefficients Model 1 (Constant) x1 x2 x3 a. Dependent Variable: y B 3.455 .148 .200 .173 Std. Error

Standardized Coefficients Beta t 2.918 .241 .259 .204 2.401 2.600 2.151 Sig. .004 .018 .011 .034

1.184 .062 .077 .080