Determinants of impulse buying behavior: The mediating role of positive emotions of minimarket retail consumers in Indonesia
-
Author(s)Nel AriantyLink to ORCID Index: https://orcid.org/0000-0002-3643-4578
,
Dedek Kurniawan GultomLink to ORCID Index: https://orcid.org/0000-0002-2442-1438
,
Willy YusnandarLink to ORCID Index: https://orcid.org/0000-0001-9020-4354
,
Muhammad ArifLink to ORCID Index: https://orcid.org/0000-0003-2640-2596
-
DOIhttp://dx.doi.org/10.21511/im.20(1).2024.23
-
Article InfoVolume 20 2024, Issue #1, pp. 277-287
- Cited by
- 429 Views
-
158 Downloads
This work is licensed under a
Creative Commons Attribution 4.0 International License
Impulse buying is characterized by quick and unplanned purchasing decisions often triggered by perceived necessity or attractive offers. Minimarkets operate on a smaller scale than hypermarkets and supermarkets but significantly influence consumer behavior, mainly because they use various promotional strategies. This study aims to determine the effect of price discounts and store atmosphere on impulse buying behavior through positive emotions. This study was conducted in Medan, North Sumatra, Indonesia, using a non-probability sampling approach; an online questionnaire was used to collect data from 180 participants through Google Forms. The data were analyzed using structural equation modeling (SEM) and partial least square (PLS) estimation methods. The results showed that price discounts and store atmosphere significantly affect positive emotions and impulse buying (p < 0.05). Positive emotions significantly affect impulse buying (p < 0.05). In addition, price discounts and store atmosphere affect impulse buying through positive emotions (p < 0.05). This study uncovers the complex mechanisms underlying consumer responses in the convenience store landscape, providing important insights for retailers and marketers in navigating the evolving retail terrain.
Acknowledgment
This research was funded by the Revenue and Expenditure Budget of the Universitas Muhammadiyah Sumatera Utara following the assignment agreement letter in the context of implementing the Basic Research Program of the Revenue and Expenditure Budget of the Muhammadiyah University of North Sumatra for the 2023 Fiscal Year, Number: 94/II.3- AU /UMSU-LP2M/C/2023.
- Keywords
-
JEL Classification (Paper profile tab)M31, M39, L81
-
References51
-
Tables7
-
Figures1
-
- Figure 1. Research framework
-
- Table 1. Cross-loadings
- Table 2. Average variance extracted (AVE)
- Table 3. Composite reliability and Cronbach’s alpha
- Table 4. Heterotrait-monotrait ratio (HTMT)
- Table 5. Fornell-Larcker criterion
- Table 6. R-square
- Table 7. Direct and indirect effects
-
- Akram, U., Hui, P., Kaleem Khan, M., Tanveer, Y., Mehmood, K., & Ahmad, W. (2018). How website quality affects online impulse buying. Asia Pacific Journal of Marketing and Logistics, 30(1), 235-256.
- Akram, U., Hui, P., Khan, M. K., Hashim, M., & Rasheed, S. (2016). Impact of store atmosphere on impulse buying behaviour: Moderating effect of demographic variables. International Journal of U- and e-Service, Science and Technology, 9(7), 43-60.
- Anggarwati, D., Hermawan, A., & Rahayu, W. P. (2023). The effect of price discount and promotion on impulse buying through hedonic shopping motivation as an intervening variable on Shopee consumers. International Scientific Journals of Social, Education and Humanities, 2(1), 34-49.
- Asrinta, P. S. (2018). The influence of sales promotion and store atmosphere towards impulse buying with shopping emotion as intervening variable. Journal of Research in Management, 1(2), 23-33.
- Belch, G. E., & Belch, M. A. (2007). Advertising and promotion: An integrated marketing communications perspective (7th ed.). McGraw-Hill.
- Berman, B., & Evans, J. R. (2010). Retail management: A strategic approach (11th ed.). Prentice Hall.
- Bohl, P. (2012). The effects of store atmosphere on shopping behaviour – A literature review. Corvinus Marketing Tanulmányok, 1-23.
- Bonfanti, A., & Yfantidou, G. (2021). Designing a memorable in-store customer shopping experience: Practical evidence from sports equipment retailers. International Journal of Retail and Distribution Management, 49(9), 1295-1311.
- Cheung, G. W., Cooper-Thomas, H. D., Lau, R. S., & Wang, L. C. (2023). Reporting reliability, convergent and discriminant validity with structural equation modeling: A review and best-practice recommendations. Asia Pacific Journal of Management.
- Di Leo, G., & Sardanelli, F. (2020). Statistical significance: p value, 0.05 threshold, and applications to radiomics – Reasons for a conservative approach. European Radiology Experimental, 4(1).
- Ferreira, M. C. O., Brandão, M. M., & Bizarrias, F. S. (2017). Understanding consumer’s responses to negative emotions related to crowding on satisfaction and impulse purchase in retail: The mediating role of coping. Revista de Administração, 52(4), 431-442.
- Ghozali, I., & Latan, H. (2015). Partial least squares konsep, teknik dan aplikasi menggunakan smart PLS 3.0 untuk penelitian empiris [Partial least squares: concepts, techniques and applications using smart PLS 3.0 for empirical research]. BP Undip.
- Gilbert, D. (2013). Retail marketing management (2nd ed.). Financal Times Management.
- Graa, A., & Dani-elKebir, M. (2012). Application of stimulus & response model to impulse buying behavior of Algerian consumers. Serbian Journal of Management, 7(1), 53-64.
- Hair, J. F., Hult, G. T. M., Ringle, C. M., Sarstedt, M., Danks, N. P., & Ray, S. (2021). Partial least squares structural equation modeling (PLS-SEM) using R: A workbook. Springer.
- Hamid, M. R. A., Sami, W., & Sidek, M. H. M. (2017). Discriminant validity assessment: Use of Fornell & Larcker criterion versus HTMT criterion. Journal of Physics, 890(1), 012163.
- Hawkins, D., & Mothersbaugh, D. L. (2015). Consumer behavior: Building marketing strategy (11th ed.). McGraw-Hill.
- Henseler, J., Ringle, C. M., & Sarstedt, M. (2015). A new criterion for assessing discriminant validity in variance-based structural equation modeling. Journal of the Academy of Marketing Science, 43(1), 115-135.
- Hussain, R., & Ali, M. (2015). Effect of store atmosphere on consumer purchase intention. International Journal of Marketing Studies, 7(2).
- Kotler, P., & Amstrong, G. (2012). Principles of marketing. Pearson Prentice Hall.
- Kotler, P., & Amstrong, G. (2016). Prinsip – Prinsip pemasaran [Principles of Marketing] (15th ed.). Erlangga.
- Kotler, P., & Keller, K. L. (2017). Manajemen pemasaran [Marketing Management]. Erlangga. (In Indonesian).
- Kwortnik, R. J., & Ross, W. T. (2007). The role of positive emotions in experiential decisions. International Journal of Research in Marketing, 24(4), 324-335.
- Larasati, K. L. D., & Yasa, N. N. K. (2021). The role of positive emotion in mediating the effect of price discount on impulse buying indomaret customers in Denpasar City, Indonesia. European Journal of Management and Marketing Studies, 6(2), 81-95.
- Levy, M., & Weitz, B. A. (2016). Retailing management. McGraw-Hill Education.
- Lin, M.-Q., & Chiang, Y.-F. (2010). The influence of store environment on perceived experiential value and behavior intention. Asia Pacific Management Review, 15(2), 281-299.
- Listriyani, L., & Wahyono, W. (2019). The role of positive emotion in increasing impulse buying. Management Analysis Journal, 8(3), 312-320.
- Mowen, J. C., & Minor, M. (1998). Consumer behavior (5th ed.). Prentice-Hall, Inc.
- Murnawati, M., & Khairani, Z. (2018). Store environmental atmosphere on giant hypermarket Pekanbaru: Do effect on consumers positive emotion and impulse? IOP Conference Series: Earth and Environmental Science, 175(1).
- Nasution, M. I., Fahmi, M., Jufrizen, J., Muslih, M., & Prayogi, M. A. (2020). The quality of small and medium enterprises performance using the structural equation model-part least square (SEM-PLS). Journal of Physics: Conference Series, 1477.
- Natasya, K. D., & Maridjo, H. (2022). Analysis of the effect of store atmosphere, price discount, and sale person on impulse buying, with shopping lifestyle and emotional response as mediation variables study on UNIQLO products consumers in Yogyakarta. Budapest International Research and Critics Institute-Journal (BIRCI-Journal), 5(1), 6101-6109.
- Park, E. J., Young Kim, E., & Cardona Forney, J. (2006). A structural model of fashion-oriented impulse buying behavior. Journal of Fashion Marketing and Management, 10(4), 433-466.
- Peter, P., & Olson, J. C. (2010). Consumer behavior & marketing strategy (9th ed.). New York: McGraw Hill.
- Qomariah, N., Wulandari, L. P., & Rozzaid, Y. (2020). Efforts to increase impulse buying through discount prices, positive emotions and situational factors. International Journal of Business and Management Invention (IJBMI) ISSN, 9(7), 53-58.
- Redine, A., Deshpande, S., Jebarajakirthy, C., & Surachartkumtonkun, J. (2023). Impulse buying: A systematic literature review and future research directions. International Journal of Consumer Studies, 47(1), 3-41.
- Rodrigues, R. I., Lopes, P., & Varela, M. (2021). Factors affecting impulse buying behavior of consumers. Frontiers in Psychology, 12.
- Rönkkö, M., & Cho, E. (2022). An updated guideline for assessing discriminant validity. Organizational Research Methods, 25(1), 6-14.
- Rook, D. W., & Fisher, R. J. (1995). Normative influences on impulsive buying behavior. Journal of Consumer Research, 22(3), 305-313.
- Saputro, I. B. (2019). Pengaruh price discount dan store atmosphere terhadap impulse buying dengan positive emotion sebagai variabel mediasi pada konsumen ritel minimarket kota Yogyakarta [The effect of price discount and store atmosphere on impulse buying with positive emotion as a mediating variable for minimarket retail consumers in Yogyakarta city.]. Jurnal Ilmu Manajemen, 16(1), 35-47.
- Satria, A., & Trinanda, O. (2019). Pengaruh promosi dan web quality terhadap impulse buying pada e-commerce Lazada di kota Padang [The effect of promotion and web quality on impulse buying on Lazada e-commerce in Padang city]. Jurnal Ecogen, 2(3), 463-471. (In Indonesian).
- Setiawan, K., & Ardani, G. A. K. S. (2022). The role of positive emotions to increase the effect of store atmosphere and discount on impulse buying. European Journal of Business & Management Research, 7(1), 219-223.
- Siagian, A. O., Martiwi, R., & Indra, N. (2020). Kemajuan pemasaran produk dalam memanfaatkan media sosial di era digital [Product marketing advancements in utilising social media in the digital era]. Jurnal Pemasaran Kompetitif, 3(3), 44-51. (In Indonesian).
- Tafesse, W., & Korneliussen, T. (2012). Identifying factors affecting consumers purchase incidence at retail trade shows. Journal of Retailing and Consumer Services, 19(4), 438-444.
- Tirtayasa, S., Nevianda, M., & Syahrial, H. (2020). The effect of hedonic shopping motivation, shopping lifestyle and fashion involvement with impulse buying. International Journal of Business Economics (IJBE), 2(1), 18-28.
- Tjiptono, F. (2014). Pemasaran jasa [Services marketing]. Andi. (In Indonesian).
- Tjiptono, F., & Chandra, G. (2017). Pemasaran strategi [Marketing strategy] (3rd ed.). Andi. (In Indonesian).
- Wang, J., Yang, X., He, Z., Wang, J., Bao, J., & Gao, J. (2022). The impact of positive emotional appeals on the green purchase behavior. Frontiers in Psychology, 13.
- Watson, D., Clark, L. A., & Tellegen, A. (1988). Development and validation of brief measures of positive and negative affect: The PANAS scales. Journal of Personality and Social Psychology, 54(6), 1063-1070.
- Wisesa, I. G. B. S., & Ardani, I. G. A. K. S. (2022). The effect of sales promotion and store atmosphere mediated by positive emotion on impulse buying for customers in bookstores. European Journal of Business and Management Research, 7(3), 63-66.
- Yudiatantri, A., & Nora, L. (2019). The effect of store atmosphere and packaging design toward impulsive buying with shopping lifestyle as a moderating variable at carrefour in Jakarta. KnE Social Sciences, 3(26), 474-491.
- Zhang, Z., Zhang, N., & Wang, J. (2022). The influencing factors on impulse buying behavior of consumers under the mode of hunger marketing in live commerce. Sustainability, 14(4), 2122.
-
The processing of advertising: does a consumer’s level of materialism make a difference?
Materialism has been given great attention in the consumer behavior literature. How materialistic tendencies are shaped by advertising has also been documented. Yet, the impact of consumers’ materialism on their perceptions of ads is not clearly understood. The goal of this research is to examine the relationship between an individual’s materialism and his/her perceptions of various kinds of advertising. Using four specific advertising appeals (i.e., interpersonal, prestige/status, achievement, and appearance-related), attitudes toward the ad, and thoughts elicited by the advertisement were measured and compared across high and low materialism groups. Significant differences were found between respondents from the two groups with respect to the evaluation of each type of appeal. When prestige/status, achievement, and appearance-related appeals were used in advertising, they were evaluated more favorably by consumers with high levels of materialism than by consumers with low levels of materialism. In contrast, advertising that used an interpersonal appeal was viewed more favorably by consumers with low levels of materialism. The results of this research provide implications for marketers on three perspectives: the furthering of our conceptualization of the materialism construct, the design of promotional communication for specific target markets, and the public policy dimension of targeting consumers more vulnerable to certain appeals.
-
Perceived health risk, online retail ethics, and consumer behavior within online shopping during the COVID-19 pandemic
Yuniarti Fihartini ,
Arief Helmi ,
Meydia Hassan ,
Yevis Marty Oesman
doi: http://dx.doi.org/10.21511/im.17(3).2021.02
Innovative Marketing Volume 17, 2021 Issue #3 pp. 17-29 Views: 4419 Downloads: 1703 TO CITE АНОТАЦІЯThe risk of virus contracting during the COVID-19 pandemic has changed consumer preference for online shopping to meet their daily needs than shopping in brick-and-mortar stores. Online shopping presents a different environment, atmosphere, and experience. The possibility of ethical violations is higher during online than face-to-face transactions. Therefore, this study was conducted to investigate the influence of perceived health risk and customer perception of online retail ethics on consumer online shopping behavior during the COVID-19 pandemic, involving seven variables, namely perceived health risk, security, privacy, non-deception, reliability fulfillment, service recovery, and online shopping behavior. The data were collected through an online survey by employing the purposive sampling technique to a consumer who has shopped online during the COVID-19 pandemic in Indonesia. 315 valid responses were obtained and analyzed through quantitative method using SEM-Amos. The results showed that perceived health risk and four variables of online retail ethics including security, privacy, reliability fulfillment, and service recovery affected online shopping behavior. Meanwhile, non-deception was found to have an insignificant effect. The coefficient value proved perceived health risk to be more dominant in influencing online shopping behavior than the variables of online retail ethics. Thus, consumers pay more concern for their health during online shopping. However, positive consumer perceptions of the behavior of online retail websites in providing services also can encourage consumers to shop online during this pandemic.
-
Human resource management in promoting innovation and organizational performance
I Gede Riana ,
Gede Suparna ,
I Gusti Made Suwandana ,
Sebastian Kot ,
Ismi Rajiani
doi: http://dx.doi.org/10.21511/ppm.18(1).2020.10
Problems and Perspectives in Management Volume 18, 2020 Issue #1 pp. 107-118 Views: 3445 Downloads: 811 TO CITE АНОТАЦІЯHuman resource management (HRM) is one of the elements enabling an organization to remain competitive in turbulence conditions. The effective practice of HRM makes competent and innovative employees contributing to the achievement of organizational objectives. This study aims to analyze HRM practices in creating innovation and organizational performance. The questionnaire was used to measure the respondents’ perceptions of variables used by a Likert scale. A survey of 126 manager samples and middle managers at export-oriented short and medium enterprises (SMEs) in Bali, Indonesia, was conducted to test the model. The analysis has shown that the proposed model was proven to be compliant with the research hypotheses. HRM significantly affects organizational performance and innovation, and it was found out that innovation can improve organizational performance. However, in the process of simultaneous testing, it was found out that innovation cannot improve organizational performance. The lack of attention to investments in human resources became one of the barriers to SMEs in creating innovation.
