Pengaruh Saving Motives, Kompetensi dan Pengalaman Positif terhadap Keputusan Membeli Asuransi dengan Kecenderungan Membeli sebagai Variabel Mediasi

The aim of this study is to examine the influence of saving motives, competency and positive experience on insurance purchasing decision with the inclination to purchase as mediating variable. The number of respondents from this study are 295 respondents which have criteria such as having insurance and being a decision maker to buy insurance and live in Surabaya, Gresik and Tuban. The technique to analyze the data use Partial Least Square Structural Equation Modeling (PLS-SEM) by using PLS 6.0 program. The results of this study explain that saving motives, competency and positive experience have a significant positive influence on insurance purchasing decision, while the inclination to purchase can mediate the influence of competency and positive experience on insurance purchasing decision. Keywords : saving motives, competency, positive experience, inclination to purchase, insurance purchasing decision