| PT. Festo is a sister company from Festo AG, Germany, established in pneumatic and automation supplier for manufacturing industries. In recent years, the market has been very competitive whenever any other existing and the new comer brands also penetrate in this same market and make a tough competition to increase market share. At The World Meeting in Budapest 2007, Festo AG announced in the middle term planning for turnover target. In 2014 Festo turnover target will be increase 100% from 2008. Facing this challenge, developed market share in whole segment is one of the offensive strategies, where sales is the important factor to improve. Sales are influenced by many factor such as macro factor (politics, government monetary, etc) and micro factor (relationship quality, purchase intention, corporate culture, etc). This topic brings hypotheses “Relationship quality influence customer purchase intention in PT. Festo’s customer”. Independent variable in this research is relationship quality and the cluster variable is corporate culture, in the other hand the dependant variable is purchase intention. Research population covers all the PT. Festo’s customer who have ever bought Festo products. Instrument used in this research is questionnaire, consists of questions and statement using ordinal and also interview to several representative person in order to contributing data needed. Questionnaire is constructed based on statements, questions and scale 1 (lowest) - 10 (higehst) regarding relationship quality; consist of trust and commitment, and purchase intention. For corporate culture statement, there are four parts. Which consist of four statement representing four types of corporate culture. This research involved 31 respondents who have to distribute total score of 100 in following statement. The data processing and analyzing are using multiple regression with significance level 0.05. From analysis result appear the independent variable influence dependence variable. Relationship quality influence the purchase intention. Customers in internal maintenance group have a higher level purchase intention than external positioning group. This research could bring insights to PT. Festo’s managers to decide some implementation in order to increase Festo’s market share and turnover. |