TY - JOUR AU - R. Alamsyah Sutantio , R. Andi Sularso , Bambang Irawan , Mohamad Dimyati, PY - 2020/12/11 Y2 - 2024/03/28 TI - AN EXAMINATION OF THE EFFECT OF ADAPTIVE SELLING, CUSTOMER PREFERENCE, AND CUSTOMER SATISFACTION ON CUSTOMER TRUST TOWARD CLUSTER HOUSING DEVELOPERS JF - PalArch's Journal of Archaeology of Egypt / Egyptology JA - J Arch.Egyptol VL - 18 IS - 1 SE - DO - UR - https://www.archives.palarch.nl/index.php/jae/article/view/2083 SP - 620 - 630 AB - <p>This study aimed to examine the antecedents of the hierarchical model of customer satisfaction<br>and customer trust in the purchase of cluster housing. In particular, this study investigated the<br>effect of adaptive selling and customer preference on customer satisfaction and customer trust.<br>The study was conducted from 2016 to 2017 in East Java Province, Indonesia. The sample<br>comprised 94 respondents, whose data were analyzed using generalized structured component<br>analysis (GSCA). The results showed that adaptive selling and customer preference had a<br>significant effect on customer satisfaction. Adaptive selling had the highest influence on<br>customer satisfaction, whereas customer preference had no significant effect on customer trust.<br>The findings from this limited sampling may not be applicable for a model of overall consumer<br>behavior in purchasing a cluster house in Indonesia with different respondent characteristics. The<br>high influence of adaptive selling on customer satisfaction indicated that satisfaction and trust<br>depended on the seller’s ability to communicate with the consumer. Indirectly, the study<br>indicated that a bond or relationship between seller and buyer affected purchase behavior. This<br>study can be referenced to examine customer trust, particularly in the buying behavior for cluster<br>housing. It also highlights the importance of adaptive selling capabilities in selling cluster<br>housing</p> ER -