The Effect of Distribution and Product Quality on The Purchase Decision of Prim-A Mineral Water at PT Delada Cahaya Mas Agro Gunungsitoli With Brand Awareness as A Mediation Variable
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Abstract
This study examines the influence of distribution and product quality on purchasing decisions of Prim-A mineral water at PT. Delada Cahaya Mas Agro, with brand awareness as a mediating variable. The increasing competition in the bottled water industry requires companies not only to strengthen distribution networks but also to maintain product quality in order to build consumer trust and brand recognition. This research employs a quantitative approach using Partial Least Squares (PLS) with SmartPLS 4. A total of 100 respondents in Gunungsitoli were selected through accidental sampling. The findings indicate that distribution has a direct and significant positive effect on purchasing decisions (p-value < 0.05). Product quality, however, does not directly influence purchasing decisions (p-value > 0.05) but significantly affects them indirectly through brand awareness (p-value < 0.05), which acts as a full mediator. Brand awareness thus plays a critical role in linking product quality to consumer decision-making. The study suggests that companies should expand distribution reach while simultaneously implementing branding strategies to enhance awareness and consumer perception. The results provide theoretical implications for marketing management and practical recommendations for local distributors competing with established national brands such as Aqua and Le Minerale.
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How to Cite
Fredika Ade Pratama Agustiawan, Harefa, I., Laia, O., & Mendrofa, Y. (2025). The Effect of Distribution and Product Quality on The Purchase Decision of Prim-A Mineral Water at PT Delada Cahaya Mas Agro Gunungsitoli With Brand Awareness as A Mediation Variable. ProBisnis : Jurnal Manajemen, 16(5), 1363–1370. Retrieved from https://ejournal.joninstitute.org/index.php/ProBisnis/article/view/1152
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Arsawan, I. W. E., Kariati, N. M., Shchokina, Y., Prayustika, P. A., Rustiarini, N. W., & Koval, V. (2022). INVIGORATING-EMPLOYEES-INNOVATIVE-WORK-BEHAVIOR-EXPLORING-THE-SEQUENTIAL-MEDIATING-ROLE-OF-ORGANIZATIONAL-COMMITMENT-AND-KNOWLEDGE-SHARING_2022_Vilnius-Gediminas-Technical-University.pdf. 23(1), 117–130.
Curado, C., Jerónimo, H. M., Henriques, P. L., & Tavares, M. (2022). Commitment in an organizational context: a SET-theoretic approach that provides management tools. Evidence-Based HRM, 10(1), 53–70. https://doi.org/10.1108/EBHRM-02-2021-0028
Duan, J., Wang, X. H. (Frank), Janssen, O., & Farh, J. L. (2022). Transformational Leadership and Voice: When Does Felt Obligation to the Leader Matter? Journal of Business and Psychology, 37(3), 543–555. https://doi.org/10.1007/s10869-021-09758-z
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Eneis, J. R., Lucia, A. F. S., & Alberto, H. T. Y. (2022). Competitiveness and productivity of the Colombian economy by means of competitive routes and clusters. WSEAS Transactions on Business and Economics, 19, 1584–1599. https://doi.org/10.37394/23207.2022.19.143
Halawa, F., Anggraini, E. N., Yulianti, P., Airlangga, U., & Timur, J. (2023). THE ANTECEDENTS AND CONSEQUENCES OF WORK ENGAGEMENT ON TEACHER: A SYSTEMATIC LITERATURE REVIEW. Maker: Jurnal Manajemen, 9(1), 27–38.
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Kuo, C. C., Ni, Y. L., Wu, C. H., Duh, R. R., Chen, M. Y., & Chang, C. (2022). When can felt accountability promote innovative work behavior? The role of transformational leadership. Personnel Review, 51(7), 1807–1822. https://doi.org/10.1108/PR-03-2021-0174
Loughhead, M., Hodges, E., McIntyre, H., Procter, N. G., Barbara, A., Bickley, B., Harris, G., Huber, L., & Martinez, L. (2023). A model of lived experience leadership for transformative systems change: Activating Lived Experience Leadership (ALEL) project. Leadership in Health Services, 36(1), 9–23. https://doi.org/10.1108/LHS-04-2022-0045
Ndruru, Y., Halawa, F., Laia, A., & Laia, H. (2025). Pengaruh Gaya Kepemimpinan Transformasional Terhadap Kinerja Karyawan. KETIK : Jurnal Informatika Publisher : Faatuatua Media Karya, 02(06), 8–14.
Nhat Vuong, B., Nam Khanh Giao, H., & Van Hung, D. (2023). How transformational leadership influences employees’ job-related outcomes through public service motivation: Does power distance orientation matter? Cogent Business and Management, 10(1). https://doi.org/10.1080/23311975.2023.2176281
Permata, I., Lombu, S., Zebua, A. I., Lase, N., & Harefa, K. A. (2025). Motivasi , Kepemimpinan dan Kinerja Pegawai : Sintesis Literatur. Tuhenori: Jurnal Ilmiah Multidisiplin, 3, 103–110.
Rachma, N. (2024). Penerapan Manajemen Risiko Keuangan pada Perusahaan Startup: Sebuah Tinjauan Kualitatif. Paradoks : Jurnal Ilmu Ekonomi, 7(4), 436–450. https://doi.org/10.57178/paradoks.v7i4.988
Rahmadani, V. G., & Schaufeli, W. B. (2022). Engaging leadership and work engagement as moderated by “diuwongke”: an Indonesian study. International Journal of Human Resource Management, 33(7), 1267–1295. https://doi.org/10.1080/09585192.2020.1799234
Sapu, G. R., John E.H.J. FoEh, & Henny A. Manafe. (2023). Pengaruh Gaya Kepemimpinan, Motivasi dan Lingkungan Kerja terhadap Kinerja Pegawai Dengan Disiplin Kerja sebagai Variabel Intervening. Jurnal Humaniora, Ekonomi Syariah Dan Muamalah, 1(3), 141–155. https://doi.org/10.38035/jhesm.v1i3.78
Siswanto, & Yuliana, I. (2022). Linking transformational leadership with job satisfaction: the mediating roles of trust and team cohesiveness. Journal of Management Development, 41(2), 94–117. https://doi.org/10.1108/JMD-09-2020-0293
Sobari, M., & Tussoleha Rony, Z. (2025). Sistem Rekrutmen, Seleksi, Kompetensi dan Pelatihan Dalam Manajemen Sumber Daya Manusia untuk Mencapai Keunggulan Kompetitif (Systemic Literature Review). Jurnal Manajemen Dan Pemasaran Digital, 3(1), 10–20. https://doi.org/10.38035/jmpd.v3i1.288
Stollberger, J., Ali Al-Atwi, A., & De Cremer, D. (2023). Untangling the team social capital–team innovation link: The role of proportional task conflict as well as group- and differentiated individual-focused transformational leadership. Human Relations, 76(6), 871–900. https://doi.org/10.1177/00187267221080995
Suhartono, S., Sulastiningsih, S., Chasanah, U., Widiastuti, N., & Purwanto, W. (2023). the Relationship of Leadership, Discipline, Satisfaction, and Performance: a Case Study of Steel Manufacture in Indonesia. International Journal of Professional Business Review, 8(2), 1–12. https://doi.org/10.26668/businessreview/2023.v8i2.1146
Tarí, J. J., Portela Maquieira, S., & Molina-Azorín, J. F. (2023). The link between transformational leadership and the EFQM model elements. Business Process Management Journal, 29(2), 447–464. https://doi.org/10.1108/BPMJ-10-2022-0498
Vermeulen, M., Kreijns, K., & Evers, A. T. (2022). Transformational leadership, leader–member exchange and school learning climate: Impact on teachers’ innovative behaviour in the Netherlands. Educational Management Administration and Leadership, 50(3), 491–510. https://doi.org/10.1177/1741143220932582