The Impact of Marketing Mix on Purchase

Decisions of Smart Automobile Industry in the

Egyptian Context

Dr. Niveen Mohamed El Saghier

Associate Professor
College of Management and Technology
(Marketing & International Business Dept.)
The Arab Academy for Science, Technology
and Maritime Transport (AASTMT). Egypt ,
Alexandria, Miami

Journal of Business Research

Faculty of Commerce - Zagazig University
Volume Forty Three - Issue Four October 2021
https://zcom.journals.ekb.eg

5
Abstract

Purpose – The purpose of this paper is to investigate the influence of

marketing mix on purchase decision and the role of brand loyalty as a
mediator in this relationship.

Design/methodology/approach – This study is based on a questionnaire

survey conducted inEgypt.

Findings – Results based on SEM analysis identify there is a significant

relationship between marketing mix and brand Loyalty and purchase decision.

Practical implications – The findings are important to enable decision

makers to increase competitiveness in the markets and so, increase the
profitability of institutions and companies as well. This in turn helps to
increase the purchasing in automobile industry sector, with the aim of
increasing the marketing mix (price, product, and distribution of products).

Research limitations– The primary limitation of this study is the scope of its
sample, as it includes the Egyptian context only.

Keywords– Marketing Mix, Purchase Decision, Automobile Industry, Brand

Loyalty.

Paper type- Research paper

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1. Introduction
Marketing in contemporary time is the real challenge to the success,
survival, growth and prosperity of organizations, which enables organizations
to plan and develop their products in accordance with the needs and desires of
the market, and then work on pricing and promoting them in a manner
compatible with the target market. The elements of the marketing mix are the
most prevalent model in the world of marketing, and this model includes the
product, price, promotion, and distribution, and each of these elements has its
own mix that is designed based on the needs and desires of the markets
(Abadhanny, 2019).
The success of projects in delivering the produced goods or services to
the various categories of customers and their regions enables the project to
enter the market and provides opportunities for expansion and development,
which ensures progress and economic growth in the long run. The company
has to realize the reality of the open market and the difficult to obtain the
benefits of this opportunity by adjusting according to the conditions of the
open market, organizing the strategies of its marketing mix according to the
demands of customers in different markets, and forcing the company to take
care about the line and components of their product (Yoyada and Kodrat,
2017).
Marketing contributes to directing the company’s policies, as the successful
marketing department has to provide the senior management of the project
with the results of its study and research in the market as it is the link between
the company and consumers, which calls for creating compatibility between

7
customers and the service provided by the company, and thus ensuring its
demand by prospective customers. Global communications are in the midst of
revolutionary changes that include not only technical but also social changes,
companies must change focus from being the first in the market for new
products to providing products and services that meet the needs of customers
(Sultan et al., 2019).
It is no secret to anyone that the great technological progress that has
clearly swept the world of vehicles and transportation, as there are many smart
cars that provide the most wonderful services and technical advantages. It is
known that smart services are exclusive to some of the leading brands in the
field of car production, and it is expected that they will be extended to other
cars in the near future, and this seems clear through press leaks. As for the
advantages offered by smart cars in general, they are as follows(Cherubini et
al., 2015): (1) The predictive user interface that monitors the driver's actions to
know his exact desires and then provide everything he wants, so that your car
becomes a resource to carry out commands before speaking them, (2) Alert
the driver in the event of any natural bumps or human obstacles and traffic
crises, which enhances the importance of the navigation system and makes it
responsive to the driver’s aspirations to stay away from stifling traffic or
sudden conditions, (3) Monitoring the traffic flow to arrange the agenda and
appointments according to the expected arrival time, as it will determine every
morning the condition of the roads with the time needed to reach them, which
will inevitably organize your appointments and (4) These cars alert drivers
and remind them of their appointments or forget their wallet and essential

8
items, in addition to receiving calls and sending messages via a voice capture
service.
The marketing mix is one of the modern concepts on which marketing
is based, and it includes a group of interrelated elements that the organization
can control and influence. The elements will affect the marketing
effectiveness of the organization, and the success of the marketing mix design
depends on the extent to which the organization knows the needs and desires
of customers, in order to achieve their loyalty to it. There is no doubt that
there is a close link between the marketing mix and the brand loyalty of the
organizations, considering that the marketing mix includes basic aspects that
directly or indirectly affect the customer and his loyalty to the brand, where
the service product, price and service delivery process can be considered as
elements that directly affect the customer. It contributes significantly to
achieving brand loyalty. Promotion, distribution, price and product can be
considered as indirect influences on the customer (Permatasari, 2019).
Firms place a high value on brand loyalty since it is an indication of
competitive advantage. Customer purchasing decisions are influenced by
brand loyalty, but not always. Due to brand loyalty, customers are not required
to buy the same automobile from the same manufacturer. When purchasing
the same brand, current price comparisons and car quality are also taken into
account. It indicates that the brand's quality is also an essential aspect that may
influence customers' buying decisions and make them loyal. Customers that
are loyal purchase items in large quantities, making them a valuable and long-
term asset for businesses (Ali, 2019). The tendency to make a purchasing

9
choice to buy a certain product again in the future is known as repurchase
intention. The purpose of this study is to determine the extent to which brand
loyalty influences car sector buying decisions in Egypt. The researcher selects
Egypt as one of developing countries and middle east countries as there is few
studies examine the research variables in Egypt, therefore, the researcher
examines the research variables in Egypt to improve its competitive advantage
and enter to global competition to achieve its vision in 2030 to be a higher
economic development through achieve higher performance for available
companies.

2. Literature Review
The marketing mix is one of the direct factors affecting the consumer’s
purchase decision, and since the latter passes through several stages before
making his purchase decision, the institution must be well aware of the factors
affecting it, and it must take advantage of the opportunity to attract this
consumer towards it and make his decision positive to purchase the product in
ultimately with a focus on achieving consumer satisfaction and not stopping at
the point of sale only. Therefore, this section presents the relationship between
marketing mix and purchase decision, the relationship between marketing mix
and brand loyalty and the relationship between brand loyalty and purchase
decision (Noviyanto and Basri, 2019).
The management mechanisms of service organizations change
according to the changing market forces, competitors and consumers, as we
find that the changes taking place in the marketing environment are influential
and effective on the strategic decisions of the organization, through changes in

10
the rates of demand for the services of the organization due to the quality of
service they offer, in addition to the effects of the marketing mix and its
innovative elements. The problem of the expanded marketing mix, the latter
represented in the expanded marketing mix, works to improve the
organization's output and direct the purchase decision towards its favor (Najib
et al., 2018).
Planning, organizing, controlling and directing the service marketing mix
is based on theexisting capabilities, the marketing culture that the organization
adopts, and the goals through which it tries to rationalize the decisions of the
final consumer. And it tries to leave a degree of autonomy for the final
consumer through the homogeneity of the outputs of the expanded marketing
mix in making decisions related to purchasing (Fawi and Abdalla, 2013).
The expanded marketing mix is among the basic elements that are of
great importance due to the impact of its outputs on the decisions of the final
consumer. Its evaluation requires the use of theoretical and other applied tools
that help in measuring its impact on the final consumer. These elements have
taken on a space of importance to researchers, as well as the purchasing
decision of the final consumer. As indicators of the marketing assets within
the organization and evidence of its marketing philosophy, it increases the
effectiveness of value-generating processes inside and outside the organization
and controls the active forces within the service marketing environment (Emi
et al., 2018).
Managing the expanded marketing mix requires a comprehensive vision
of the organization, internally and externally, as a strategic component that

11
contains a number of forms that can be applied and activated within the
organization’s internal and external environments. Provides feedback that
helps to know what the rest of the strategic components require, whether in the
marketing activity or outside of the development and strategic vision
(Hariyadi and Mardjono, 2016).
Relationship Between Marketing Mix and Purchase Decision
The marketing mix is a tool that will decide the company's marketing
performance, and it's all designed to offer satisfaction to certain market groups
or customers. The marketing mix is the process of coordinating the many parts
of the marketing mix in order to influence consumer purchasing decisions
with the goal of creating and selling products and/or services that satisfy
customers (Putra et al., 2020).
Amelia (2015) indicated the relationship between marketing mix (product,
price, distribution of products and promotion) and purchase decisions. The
participants in this study were Vitiara rent car members who had rented a car
from Vitiara rent car. The population of this study is made up of the 189
members of Vitiara rent a vehicle. The conclusion found that there was a
positive significant relationship between marketing mix (product, price,
distribution of products and promotion) and purchase decisions.
Emi et al. (2018) examined the impact of marketing mix (product, price
and distribution of products) on purchase decisions.The study was quantitative
and associative study that based on questionnaire distributed on consumers of
Toyota Yaris cars and the valid data was 250 responses that analyzed using
structural equation modeling (SEM). The study reached that there was a

12
partial effect of marketing mix (product, price and distribution of products) on
purchase decisions.
Mahendratmo and Ariyanti (2019) investigated the relationship between
marketing mix (product, price and promotion) and purchase decisions. The
study was built upon quantitative approach through collecting primary data
through questionnaire that distributed on 400 persons (233 men and 134
women) who use the Traveloka service site and analyzed the valid data using
Structural Equation Modeling (SEM). The results found that there was a
significant relationship between marketing mix (product, price and promotion)
and purchase decisions.
Santoso et al. (2020) clarified how marketing mix (product, price, place
and promotion)had effect on purchase decisions. To achieve the study
purpose, questionnaire was conducted for collecting primary data from 110
consumers and the valid data was 100 responses which analyzed through e
multiple linear regression method. The findings indicated that there was a
positive significant relationship between marketing mix (product, price, place
and promotion) had effect and purchase decisions.
Jasmani and Sunarsi (2020) expound the relationship between
marketing mix (product and promotion) and purchase decisions.The study
method employed is associative, with the goal of determining the link between
variables. The participants in this study were 96 customers who purchased
Sari Roti items in South Tangerang and analyzed the data using instrument
test, classical assumption test, regression, coefficient of determination and
hypothesis testing. The findings indicated that there was a significant

13
relationship between marketing mix (product and promotion) and purchase
decisions.
Gunawan and Melinda (2021) examined the effect of marketing mix
(product, price andpromotion) on purchase decisions. The study was built
upon quantitative approach through designed questionnaire and the valid data
was 97 respondents that analyzed using multiple linear regression, using
SPSS. The results found that there was a positive significant effect of
marketing mix (product, price and promotion) on purchase decisions.
Based on the previous studies that were illustrated, the researcher can assume
the first hypothesis of the study, which is that there is a statistically significant
relationship marketing mix (product, price, distribution of products and
promotion) and purchase decisions.

H1: There is a significant relationship between marketing mix and purchase

decisions.
Relationship between Marketing Mix and Brand Loyalty
Pradhan et al, (2014) explained the relationship between marketing
mix(product, price,place and promotion) and brand loyalty.A survey
questionnaire was conducted for collecting data from cellular service users of
Bharat Sanchar Nigam Limited, Vadodara Telecom District through email and
the valid data was 430 responses that analyzed using scale reliability for
questionnaire scaling validity, descriptive statistics, factor analysis and
regression analysis including other applicable statistical tests. The results
indicated that there was a positive relationship between marketing
mix(product, price, place and promotion) and brand loyalty.

14
Pourdehghan (2015) indicated relationship between marketing mix(product,
price, place and promotion)and brand loyalty. A survey was conducted and
distributed on mobile phone users and the valid data was 384 responses that
analyzed using verification of the model, structural equation modeling
approach (SEM) and confirmatory factor analysis (CFA). The findings reached
that there was a positive impact of marketing mix(product, price, place and
promotion) on brand loyalty.
Mathewet al. (2019) examined the relationship between marketing mix
(product, price, place and promotion) and brand loyalty. A structured
questionnaire was conducted and distributed on general public who were
acquainted with E-shopping sites in India and the valid data was 31 responses
which analyzed using structural equation modeling-partial least squares
method. The study found that there was a significant relationship between
marketing mix (product, price, place and promotion) and brand loyalty.
Khatibi et al. (2019) investigated the effect of marketing mix (product, price,
place and promotion) on brand loyalty. A questionnaire was designed for
collecting primary data from 300 consumers and used Path analysis and Sobel
test for analyzing the valid data. The findings showed that there was a positive
effect of marketing mix (product, price, place and promotion) on brand
loyalty.
Qamar et al. (2020) expound the impact of marketing mix on brand
loyalty. A self- administrated questionnaire was conducted for collecting
data from social online buyers in Pakistan (Karachi) and the valid data was
501 respondents which analyzed using Structural Equation Modeling (SEM)

15
analyses. The results found that there was a positive significant effect of
marketing mix on brand loyalty.
Lasi and Man (2020) clarified the impact of marketing mix (product, price,
place and promotion)on brand loyalty. Self-designed questionnaires were
designed for collecting data from 200 receivers of speech therapy service and
analyzed the data using Statistically Package for Social Science (SPSS). The
study found that marketing mix (product, price, place and promotion) had
positive relationship with brand loyalty.
Based on the previous studies that were illustrated, the researcher can assume
the first hypothesis of the study, which is that there is a statistically significant
relationship marketing mix (product, price, distribution of products and
promotion) and brand loyalty.

H2: There is a significant relationship between marketing mix and brand

loyalty.
Relationship between Brand Loyalty and Purchase Decisions
Brand loyalty has been defined as a consumer's good feelings toward a
particular brand, aswell as a consumer purchasing the brand more frequently
than others and purchasing and using the same brand for an extended period of
time (Naeem and Sami, 2020).
Shukla (2014) indicated the influence of brand loyalty on purchase decisions.
Both quantitative and qualitative approach were adopted for this study and a
questionnaire was conducted and distributed on young adults and the valid
data was 340 respondents. The study found that brand loyalty had strong
effect on purchase decisions.

16
 Huwaishel and Al-Meshal (2018) explained the effect of brand loyalty on
purchase decisions. A conducted questionnaire brand loyalty on purchase
decisions used for collecting primary data from Saudi females and the valid
data was 170 questionnaires that analyzed using Partial least squares (PLS)
and structural model testing. The findings showed that there was a significant
effect of brand loyalty on purchase decisions.
Hameed and Kanwal (2018) investigated the relationship between brand
loyalty and purchase decisions. The study was built upon questionnaire which
designed and distributed on female consumer of cosmetic product and the
valid data was 80 respondents which analyzed using linear regression method.
The study found that there was positive significant relationship between brand
loyalty and purchase decisions.
Naeem and Sami (2020) clarified the impact of brand loyalty on purchase
decisions. The study was based on quantitative design through online and
official questionnaire distributed on Honda City and Toyota Corolla XLi
automotive owners/buyers in Pakistan. The study reached that there was
significant relationship between brand loyalty and purchase decisions.
Lukitaningsih et al. (2021) clarified the relationship between brand loyalty
and purchase intention. A questionnaire was conducted for collecting data
from consumers at the Hamzah Batik Shop in Yogyakarta and the valid data
was 100 respondents that analyzed using random techniques. The result found
that that there was significant relationship between brand loyalty and purchase
decisions.

17
 Based on the previous studies that were illustrated, the researcher can
assume the first hypothesis of the study, which is that there is a statistically
significant relationship brand loyalty and purchase decision.
H3: There is a significant relationship between brand loyalty and purchase
decision.
3. Research Methodology
This paper adopts the quantitative approach to investigate the
relationship between marketing mix and purchase decision as brand loyalty
acts as a mediator in this relation. A questionnairewas developed and
distributed on consumers in Egyptian order to complete the picture and fulfill
what the researcher aim to measure. Consequently, the sample size for the
questionnaire was distributed among consumers about smart automobile
industry in Egypt, so the sampling technique is the convenient sampling
technique where the sample is selected according to the easy access to
respondents. According to Saunders et al. (2016), the sample size is
calculated according to the 95% confidence level for a large population size,
where a minimum of 385 respondents are selected for the sample. Therefore,
385 questionnaires were collected and found valid for the analysis.
Consequently, the research process involved the following phases: First, a
literature review was undertaken to identify what variables to consider in the
research. A questionnaire was constructed and piloted to confirm the
identified research variables from literature review and views of experts as is
illustrated in the appendix. Finally, data collected was analyzed to identify the
factors that have effect on purchase decisions. In the questionnaire analysis,
descriptive statistics, reliability and validity, correlation, and regression tools

18
were utilized to justify the proposed research model with the dependent
variable (purchase decisions) and independent factors (Marketing Mix)
through SPSS which used for checking the validity and reliability of the data.
The research variables are as following:
 Dependent Variable: Purchase Decision
 Independent Variable: Marketing Mix (Product, Price, Promotion and
Distribution of Product)
 Mediator: Brand Loyalty
The framework explained is shown in Figure 1.

Marketing
Mix
Price
Product H2 Brand Loyalty H3 Purchase Decision
Promotion
Place of
Distribution

H1

Figure 1: Research Framework

Accordingly, from the framework the research hypotheses could be stated as

follows:
H1: There is a significant relationship between marketing mix and purchase
decision.

19
H2: There is a significant relationship between marketing mix and brand
loyalty.
H3: There is a significant relationship between brand loyalty and purchase
decision.

4. Results and Findings

This section will introduce the empirical study with the main findings and
results after running the data analysis.
Data Testing using Validity and Reliability Analyses
Data validation involves examining data for validity and reliability.
Validity test is considered the most significant requirement for the quality of a
test. If a test has high validity, this means that the items are closely related to
the test’s objective. On the other hand, if a test has low validity, then this is an
indicator that the items are poorly related to a specific job. There are two main
factors measuring validity: Average Variance Extracted (AVE) that should be
greater than 0.5 and Factor Loading (FL) for each item that should be greater
than 0.4 for high validity.
In addition, reliability Test is an essential element for test quality. It
indicates the consistency of a measure. The higher the reliability, the better is
the test. The most common test used for reliability is observing the value of
Cronbach’s Alpha. The coefficient of Cronbach’s Alpha varies between 0 and
1. The higher the coefficients near to 1, the higher the reliability. If the
coefficient is higher than 0.7 then it is adequately reliable.

20
 Table 1: Validity and Reliability Test
Item Variable Estimate S.E. C.R. P
Price6 <--- Price .972 .019 50.998 ***
Price5 <--- Price .986 .019 50.924 ***
Price4 <--- Price .965 .020 48.626 ***
Price3 <--- Price .968 .019 51.845 ***
Price2 <--- Price .957 .020 48.369 ***
Price1 <--- Price 1.000
Product6 <--- Product 1.000
Product5 <--- Product .949 .028 34.052 ***
Product4 <--- Product .981 .025 39.317 ***
Product3 <--- Product .959 .023 42.224 ***
Product2 <--- Product .961 .025 39.105 ***
Product1 <--- Product .959 .025 39.016 ***
Promotion6 <--- Promotion .982 .020 48.568 ***
Promotion5 <--- Promotion .981 .016 60.456 ***
Promotion4 <--- Promotion 1.000
Promotion3 <--- Promotion .978 .020 48.329 ***
Promotion2 <--- Promotion .999 .021 46.701 ***
Promotion1 <--- Promotion .972 .019 51.287 ***
Dist8 <--- Distribution 1.000
Dist7 <--- Distribution .992 .011 86.951 ***
Dist5 <--- Distribution .988 .013 76.647 ***
Dist3 <--- Distribution .993 .013 78.725 ***
Dist2 <--- Distribution .987 .011 93.289 ***
Dist1 <--- Distribution .991 .011 89.441 ***
BL4 <--- BrandLoyalty .939 .017 54.978 ***
BL3 <--- BrandLoyalty 1.000
BL2 <--- BrandLoyalty .964 .016 60.029 ***
PD4 <--- PurchaseDecision .965 .011 90.429 ***
PD3 <--- PurchaseDecision 1.000
PD1 <--- PurchaseDecision .973 .009 106.720 ***

The model fit indices are within the accepted level, where CMIN/DF is 1.673 (<3.00),
GFI is 0.901 (>0.900), AGFI is 0.881 (>0.800), CFI is 0.989 (>0.900), RMSEA is 0.042
(<0.080).

21
Figure 2: SEM for the effect of Research Variables

22
Normality Testing for the Research Variables
According to the formal tests of normality which tests if the mean, the
mode and the median of the variables are equal to each other. Those tests as
Kolmogorov-Smirnov and Shapiro-Wilk show in table 3 that the P-value is
less than 0.05, which implies that these variables are not normally distributed,
then according to this formal test the null hypothesis can be rejected and the
first hypothesis can be accepted as theses hypotheses are stated as follows;
According to the informal test, the values of Skewness and kurtosis are ranged
between the accepted level of 1 and -1, which implies that these variables are
approximately normally distributed. Depending on this result, the hypothesis
allows to use the parametric tests. As the variables are approximately normally
distributed, then Spearman correlation can be applied to measure the
correlation between research variables as shown in Table 2.
Table 2: Formal Testing of Normality
Kolmogorov- Skewness Kurtosis
Smirnova
Std. Std.
Statistic df Sig. Statistic Error Statistic Error
Price .187 384 .000 -.388 .125 -.693 .248
Product .196 384 .000 -.246 .125 -.568 .248
Promotion .193 384 .000 -.015 .125 -.774 .248
Distribution of
.194 384 .000 -.392 .125 -.342 .248
Product
Brand Loyalty .173 384 .000 -.313 .125 -.850 .248
Purchase Decision .163 384 .000 -.346 .125 -.887 .248
Testing Research Hypotheses
Table 3 shows the correlation coefficient between price, product,
promotion, distribution of products and purchase decision as the P-value equal

23
 to 0.000, 0.000, 0.000 and 0.000 respectively, thus the variables are positively
correlated as the correlation coefficient equal .295, .290, .273 and .280
respectively. In addition, table 3 shows the correlation coefficient between
price, product, promotion, distribution of products and brand loyalty as the P-
value equal to 0.000, 0.000, 0.000 and 0.000 respectively, thus the variables
are positively correlated as the correlation coefficient equal.301, .270, .256
and .293 respectively. Furthermore, table 3 shows the correlation coefficient
between brand loyalty and purchase decision as the P-value equal to 0.000,
thus the variables are positively correlated as the correlation coefficient equal
0.911respectively.
Table 3: Correlation Matrix of Research Variables
Price Product Promotion Distributio Brand Purchase
n of Loyalty Decision
Product
Price r 1
P-value
n 384
Product r .489** 1
P-value .000
n 384 384
**
Promotio r .522 .682** 1
n P-value .000 .000
n 384 384 384
Distribu r .633** .416** .472** 1
tion of P-value .000 .000 .000
Product n 384 384 384 384
** ** **
Brand r .309 .281 .259 .306** 1
Loyalty P-value .000 .000 .000 .000
n 384 384 384 384 384
** ** ** **
Purchas r .313 .299 .280 .302 .902** 1
e P-value .000 .000 .000 .000 .000
Decision n 384 384 384 384 384 384

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 Table 4 shows the SEM analysis for the research variables marketing mix
(Price, Product, Promotion and distribution of products), brand loyalty and
purchase decision. It could be observed that there is a significant effect of
price, product and distribution of product on purchase decision as the P-values
are less than 0.05 (P-value = 0.026, 0.033 and 0.25 respectively). Moreover,
there is an insignificant effect of promotion on purchase decision as the P-
values are more than 0.5. Furthermore, it could be observed that there is a
significant effect of brand loyalty on purchase decision as the P-values are less
than 0.05 (P-value= 0.000) which refers that brand loyalty is a mediator in the
relationship between marketing mix and purchase decision.
Table 4: SEM Analysis of Research Variables

Dependent Independent Estimate S.E. C.R. P

Variable Variable
Brand Loyalty <--- Price .180 .081 2.224 .026
Brand Loyalty <--- Product .184 .087 2.131 .033
Brand Loyalty <--- Promotion .005 .090 .051 .959
Brand Loyalty <--- Distribution .178 .079 2.243 .025
Purchase Decision <--- Price .009 .037 .233 .816
Purchase Decision <--- Product .010 .039 .261 .794
Purchase Decision <--- Promotion .075 .040 1.859 .063
Purchase Decision <--- Distribution -.012 .036 -.341 .733
Purchase Decision <--- Brand Loyalty .923 .025 36.838 .000

25
 Figure 3: SEM for the effect of Research Variables

5. Research Implication
The academic implications made in this study are to examine the relationship
between marketing mix (product, price, promotion and distribution of product)
and purchase intention through the mediating role of brand loyalty. This is
what the previous studies did not address, as the previous literature did not
address the impact of all these dimensions on purchase intention, so
researchers should work on conducting more studies regarding the study of
more factors that have an actual impact on purchase intention.

26
The methodological implications of this study are that study presents different
sample from other previous studies as there is few studies examined the
relationship between marketing mix and purchase intention in automobile
sector in developing country, represented in Egypt.
The practical implications of this study are to provide decision-makers
with some methods that help develop and promote purchase intention, which
will lead to increased competitiveness in the markets and increase the
profitability of institutions and companies in particular. This, in turn, helps
increase the purchase intention in the automobile sector and develop
marketing mix (product, price, promotion and distribution of product).

6. Research Discussion
This section tries to identify if the research objectives and hypotheses were
achieved or not. In addition, this section covers how this research can respond
to these objectives. The first objective of this study is the investigation of the
effect of marketing mix on purchase intention. This objective was covered
through the first Hypothesis of this research, which stated that there is a
significant relationship between marketing mix on purchase intention.
H1: There is a significant relationship between marketing mix and purchase
decision.
The SEM analysis for the research variables marketing mix (Price, Product,
Promotion and distribution of products) and purchase decision. It could be
observed that there is a significant effect of price, product and distribution of
product on purchase decision as the P-values are less than 0.05. Moreover,
there is an insignificant effect of promotion on purchase decision as the P-
values are more than 0.5.

27
Therefore,H1“There is a significant relationship between marketing mix and
purchase decision.” is partially supported.

The second objective of this study is the investigation of the effect of

marketing mix on brand loyalty. This objective was covered through the
second Hypothesis of this research, which stated that there is a significant
relationship between marketing mix on brand loyalty.
H2: There is a significant relationship between marketing mix and brand
loyalty.
The SEM analysis for the research variables marketing mix (Price,
Product, Promotion and distribution of products) and brand loyalty. It could be
observed that there is a significant effect of price, product and distribution of
product on brand loyalty as the P-values are less than 0.05. Moreover, there is
an insignificant effect of promotion on brand loyalty as the P-values are more
than 0.5.
Therefore,H2“There is a significant relationship between marketing mix and
brand loyalty.” is partially supported.
The third objective of this study is the investigation of the effect of brand
loyalty on purchase intention. This objective was covered through the third
Hypothesis of this research, which stated that there is a significant relationship
between brand loyalty and purchase intention.
H3: There is a significant relationship between brand loyalty and purchase
intention.
The SEM analysis for the research variables, it could be observed that
there is a significant effect of brand loyalty on purchase decision as the P-

28
values are less than 0.05 which refers that brand loyalty is a mediator in the
relationship between marketing mix and purchase decision.
Therefore,H3“There is a significant relationship between brand loyalty and
purchase intention.” is fully supported.

7. Research Recommendations
The research provides some recommendations for decision-makers in different
sectors, these recommendations are as follows:
1. The need to pay more attention to the marketing mix strategies, as it is
aninfluencing factor on the purchase decision, through: diversify the
productassortment in the required quantity and quality, paying attention to
the distributionstrategy and ensuring that the factory's products reach
consumers at the right timeand place, reconsidering the price strategy, as it
represents the revenues of the factory, which is used to offset the costs of
other strategies in a way that ensures a balance in achieving profits, and
low competition for consumers.
2. Increasing interest in consumer behavior in general through its dimensions
(motives, perception, learning, trends), and consumers' motives are the
most important of these dimensions as a catalyst for making purchase
decisions.
3. Paying attention to market research and knowing the needs, tastes and
preferences of consumers that change according to rapid technological
developments and other environmental changes, resulting in competition
from foreign and local products.

29
 4. Holding training courses for the relevant lab departments, which
contributes to more clarity of marketing strategies and how they affect
the purchase decision.
5. Companies should always strive to provide their products at the right
time and place.
6. Organizations have to study and understand consumers' purchasing
decision to become competitive organizations.
7. The company pays attention to the factors of price, product, promotion
and product distribution, respectively, as the main factors for brand
preference, within the framework of the continuous review of these
factors and the expected relationships between customers, in which the
fellowship factor is an influential factor in order to achieve the required
adaptation to market requirements based on the needs and desires of
customers.
8. Research Limitations and Suggestions for Future Research
As all researches, this research has several limitations through the study
handled. First, despite the fact that the researcher collected the data from one
country representing Egypt, but the research was limited to take into
consideration more countries rather than one country. Second limitation for
this research is the time limitation to finish the research, which was a
constraint for collecting larger sample size to represent the data under study. A
third limitation was the small number of sample size used in questionnaires
collected, which forced it to the random sampling type. This limitation is due
to the fact that handling more questionnaire was causing a kind of redundancy
in information, which let the researcher stop collecting more data.

30
Appendix
The following table shows the research variables and their measurements according
to the conducted questionnaire.
Variables Statements References
Marketing Mix
1. I review the prices of smart automobiles before
deciding on which brand to purchase
2. I associate higher prices with high quality of smart
automobiles
3. The price of smart automobiles is a reflection of its
Gikonyo
Price performance
, 2020
4. I buy new smart automobiles only at reasonable prices
5. I will continue buying the same brand I’m used to
even when the price is increasing
6. The price of smart automobiles is a reflection of its
status
7. The perceived quality of smart automobiles is a key
determinant in my purchase of a product
8. The reliability of smart automobiles influences my
choice of the smart automobiles to buy
9. The value I get from smart automobiles influences my
purchase and repurchase of smart automobiles Gikonyo
Product
10. The design of smart automobiles influences my , 2020
decision to purchase
11. I look for the information by the company before
buying smart automobiles
12. The portability of a smart automobiles influences my
decision to buy it
13. I purchase smart automobiles that are on offer
14. Promotion on smart automobiles influence my buying
decisions
Gikonyo
Promotion 15. A sales person’s confidence and negotiation influence
, 2020
my buying decision of smart automobiles
16. A sales person’s appearance influences my purchase
intentions

31
 17. I purchase products after an advertisement is run in the
media
18. The choice of advertising media influences my
purchase decisions
19. I purchase brands that my friends/family have
recommended
20. I am more likely to purchase brands that I have had a
memorable experience with
21. I prefer purchasing smart automobiles from companies
that are well established in the market
22. I have preference on the company I buy from
23. The safety of buying at a company influences my
purchase intentions
Distribu 24. I may be loyal to a location with a company but not
Gikonyo
tion of particularly loyal to the retailer in that location
, 2020
Product 25. Convenience, opening hours and accessibility of a
company influence my buying decision
26. Stock outs cause my lack of trust
27. I prefer purchasing from companies with good display
28. I prefer to buy smart automobiles which are widely
distributed
29. I consider myself to be loyal to this brand (Al-
30. I am willing to pay more for this brand than for other Huwais
Brand brands on the market hel and
Loyalty 31. If this brand is not available, I would buy it in another Al-
store Meshal,
32. I recommend buying this brand 2018)
33. In selecting from the many types and brands available
in the market, you could say that I would care a great
(Al-
deal as to which one I buy
Huwais
34. Diverse types and brands available in the market are
Purchase hel and
all very alike
Decision Al-
35. It is important to you to make the right decision of this
Meshal,
product
2018)
36. In making your selection of this product, you are
concerned about the outcome of your choice

32
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 ‫الملخص‬

‫الغرض ‪ -‬الغرض من هذه الىرقذت البحثيذت هذى الححكيذف ذأ يذ اير ال ذلتس الح ذىتكأ ارذا قذرار ال ذرا‬
‫ودور وال العالمت الحجارتت كىسيط أ هه العالقت‪.‬‬

‫التصميم ‪ /‬ال نهجيت ‪ /‬ال نهس ‪ -‬ي حند هه الدراست إلا اسحبيان يم إجراؤ أ مصر‪.‬‬

‫النتائج ‪ -‬يحدد النحائس ال حندة إلا يحريذ الح ذىتف ابذر محذرل البحذد وجذىد االقذت كبيذرة ذين مذلتس‬
‫الح ىتف ووال العالمت الحجارتت وقرار ال را ‪.‬‬

‫اآلثاااا اللملي ا ‪ -‬يعحبذذر النحذذائس مه ذذت لح نذذين قذذا عأ الكذذرار مذذن لتذذادة الكذذدرة الحنا ذذيت ذذأ ا سذذىا‬
‫و الحالأ لتادة ر حيذت ال سس ذاث وال ذركاث أتضًذا‪ .‬وهذها ذدور ت ذااد ارذا لتذادة ال ذرا ذأ ق ذا‬
‫قناات ال ياراث ‪ ،‬هدف لتادة ال لتس الح ىتكأ (ال عر وال نحس ويىلتع ال نحجاث)‪.‬‬

‫ال يا ال صري كط‪.‬‬ ‫ا اينحها ‪ ،‬حيد أ ها ي‬ ‫محذدات البحث ‪ -‬الكيد ا ساسأ لهه الدراست هى‬

‫الكلمات المفتاحي ‪ -‬ملتس الح ىتف ‪ ،‬قرار ال را ‪ ،‬قناات ال ياراث ‪ ،‬الىال لرعالمت الحجارتت‪.‬‬

‫نوع الواق‪ :‬ورقت حد‪.‬‬

‫‪37‬‬