THE EFFECTS OF SALES PROMOTIONS, HEDONISTIC SHOPPINGMOTIVATION, SHOPPING LIFESTYLE, AND FASHIONENGAGEMENT ON IMPULSIVE PURCHASES ON THETOKOPEDIA E-COMMERCE PLATFORM IN SAMARINDA
Article Sidebar
Main Article Content
Abstract
This study aims to examine the influence of sales promotion, hedonic shopping motivation, shopping lifestyle, and fashion involvement on impulsive buying behavior among Tokopedia e-commerce users in Samarinda. The research employed a quantitative approach with data collected through questionnaires distributed to 230 respondents selected using purposive sampling. Data analysis was conducted using Structural Equation Modeling (SEM) with SmartPLS. The results indicate that: (1) sales promotion has no significant effect on impulsive buying, (2) hedonic shopping motivation has no significant effect on impulsive buying, (3) shopping lifestyle has a significant effect on impulsive buying, and (4) fashion involvement has no significant effect on impulsive buying. These findings suggest that psychographic factors such as consumer lifestyle play a more decisive role in influencing impulsive buying behavior compared to promotional strategies and emotional shopping triggers
Article Details
This work is licensed under a Creative Commons Attribution 4.0 International License.
References
Afif, M., & Purwanto, P. (2020). The Influence of Hedonic Shopping Motivation, Shopping Lifestyle, and Sales Promotions on Impulsive Purchases Among Shopee ID Consumers. JAMIN: Journal of Management Applications and Business Innovation, 2(2), 34. https://doi.org/10.47201/jamin.v2i2.51
Amalia, Y. (2017). The Influence of Hedonic Shopping Motivations and Demographic Factors on Impulsive Buying Among Mall Visitors. UIN Syarif Hidayatullah Jakarta: Faculty of Psychology, 2017.
Anggreani, D. D. M., & Suciarto A., S. (2020). The Influence of Shopping Lifestyle and Hedonic Behavior on Impulsive Purchases (A Study) on the Shopee Online Shopping Platform. Jemap, 3(1), 36–51. https://doi.org/10.24167/jemap.v3i1.2633
Ariani, I., Susandy, G., & Apriandi, D. W. (2019). The Effect of Promotions and Hedonic Shopping Motivation on Customer Impulse Buying on Zalora’s Online Shopping Sites. Journal of Accounting and Business Issues, 01(01), 15–21. https://ojs.stiesa.ac.id/index.php/jabi
Arianto, N., Asmalah, L., & Rahayu, S. (2023). The Influence of Hedonic Shopping Motivation and Sales Promotion on Impulse Buying through Positive Emotion. Journal of Advances in Digital Business and Entrepreneurship, 2(1), 46–61.
Chasanah, U., & Mathori, M. (2021). Impulsive Buying: A Study of Sales Promotions, Lifestyle, and Subjective Norms in Marketplaces in Yogyakarta. JRMSI - Indonesian Journal of Management Science Research, 12(2), 231–255. https://doi.org/10.21009/jrmsi.012.2.03
Darma, L. A., & Japarianto, E. (2014). Analysis of the influence of hedonic shopping value on impulse buying, with shopping lifestyle and positive emotion as intervening variables, at Ciputra World Mall in Surabaya. Journal of Marketing Management, 8(2), 80–89.
Duong, P. L., & Khuong, M. N. (2019). The effect of in-store marketing on tourists’ positive emotions and impulse buying behavior an empirical study in Ho Chi Minh City, Vietnam. International Journal of Trade, Economics and Finance, 10(5), 119–125.
Fauzan, M. R., & Widarmanti, T. (2024). The Influence of Sales Promotion and Hedonic Shopping Motivation on Impulsive Buying. Jurnal Ilmiah Ekonomi Bisnis, 29(1), 73–85. https://doi.org/10.35760/eb.2024.v29i1.8469
Fauziyyah, A. N., & Oktafani, F. (2018). The influence of shopping lifestyle and fashion involvement on impulse buying behavior. JURISMA: Journal of Business & Management Research, 8(1), 1–14.
Fitri, F. R. (2018). The influence of website quality and sales promotions on impulse buying behavior, with openness as a moderating variable. Journal of Accounting, Management, and Economics, 20(1), 48–55.
Hair, J. F., Hult, G. T. M., & Ringle, C. M. (2017). A primer on partial least squares structural equation modeling (PLS-SEM).
Hasim, M., & Lestari, R. B. (2022). The Influence of Discounts, Hedonic Shopping Motivation, E-WOM, and Shopping Lifestyle on Impulse Buying on Tokopedia. Scientific Journal of Economics and Business, Multi Data University of Palembang, 12(1), 59–69.
Hidayah, N., & Indah, D. (2023). The Influence of Sales Promotions and Hedonic Shopping Motivation on Impulsive Purchases Among Shopee Consumers. Journal of Economics and Management, 2(2), 116–
123. https://doi.org/10.56127/jekma.v2i2.621
Hikmawati, Salam, A., & Rizqi, R. M. (2019). The Influence of Shopping Lifestyle and Interest in Fashion on Impulsive Purchasing Behavior in Online Shopping (A Case Study of 2018-Cohort Students at the Faculty of Economics and Business, Sumbawa University of Technology, Who Made Purchases on Shopee). Journal of Economics and Business, 2(2), 1–7. http://jurnal.uts.ac.id
Ichsannudin, I., & Purnomo, H. (2021). Analysis of Hedonic Style, Social Status, and Product Variations on Purchase Decisions Through Brand Image. Media Sains Indonesia.
Irawan, D. O., Arifin, R., & Basalamah, M. R. (2020). The Influence of Shopping Lifestyle, Discounts, Fashion Involvement, Hedonic Shopping Motivation, and Sales Promotions on Impulse Buying (A Case Study of Female College Students Who Have Visited Center Point at Olympic Garden Mall in Malang). E-Journal of Management Research, Department of Management, Faculty of Economics and Business, Unisma, Vol. 09 (No. 04),
152–167.
Iyer, G. R., Blut, M., Xiao, S. H., & Grewal, D. (2020). Impulse buying: a meta-analytic review. Journal of the Academy of Marketing Science, 48(3), 384–404. https://doi.org/10.1007/s11747-019-00670-w
Kotler, P., & Keller, K. L. (2016). Marketing Management by Philip Kotler. Pearson Education Limited. Maley, N. M. S., Fanggidae, R. P. C., & Kurniawati, M. (2020). The Influence of Promotion, Price, and Motivation
Hedonic Shopping and Impulsive Purchasing Behavior Among Shopee Users (A Study of Students at the Faculty of Economics and Business, Undana). Economics & Social Sciences, 3(2), 123–141. http://ejurnal.undana.ac.id/index.php/glory/article/view/7718
Ozen, H., & Engizek, N. (2014). Online shopping without thinking: emotional or rational? Asia Pacific Journal of Marketing and Logistics, 26(1), 78–93.
Padmasari, D., & Widyastuti, W. (2022). The Influence of Fashion Involvement, Shopping Lifestyle, and Sales Promotion on Impulse Buying Among Shopee Users. Journal of Management Science, 10(1), 123–135. https://doi.org/10.26740/jim.v10n1.p123-135
Pramestya, N., & Widagda, I. J. A. (2020). The role of positive emotion in mediating the effect of fashion involvement on impulse buying. American Journal of Humanities and Social Sciences Research (AJHSSR), 4(9), 1–8.
Priadana, M. Sidik, and Denok Sunarsi. 2021. Quantitative Research Methods. Pascal Books.
Ratnasari, N. (2018). The Influence of Shopping Lifestyle and Fashion Involvement on Impulse Buying (A Case Study of Hijab Purchases Among Female Students in the Management Program at the Faculty of Economics and Business, Muhammadiyah University of Makassar). 100.
Sahar, F. (2022). Journal of Economic Discourse: The Influence of Sales Promotion and Advertising on Impulse Buying.
Sari, R. (2021). The Effect of Paylater Use on Impulse Buying Behavior Among E-Commerce Users in Indonesia. Journal of Business and Investment Research, 7(1), 44–57. https://doi.org/10.35313/jrbi.v7i1.2058
Scarpi, D. (2020). Hedonism, Utilitarianism, and Consumer Behavior: Exploring the Consequences of Customer Orientation. Springer Nature.
Sholihah, U. M., Rachma, N., & Slamet, A. R. (2017). The Influence of Shopping Lifestyle, Fashion Involvement, Hedonic Shopping Motivation, and Sales Promotion on Impulse Buying at Malang Town Square and Mall Olympic Garden (A Study of Students in the Faculty of Economics at the Islamic University of Malang). E-JRM: Electronic Journal of Management Research, 6(1).
Solomon, M. R. (2020). Consumer Behavior: Buying, Having, and Being. Pearson.
Sugiyono, D. (2015). Educational Research Methods: Quantitative, Qualitative, and R&D Approaches.
Suhartini, Y. I., Rodhiyah, & Listyorini, S. (2016). The Influence of Shopping Lifestyle, Fashion Involvement, and Hedonic Shopping Motivation on Impulse Buying. Journal of Business Administration, 5(1), 1–10.
Tambuwun, M. (2016). Shopping lifestyle as an intervening variable between hedonic motivation and gender in impulse buying. International Journal of Business and Finance Management Research, 4, 9–16.
Utama, D. H., Alif, A. L. F., & Rahayu, A. (2021). The Effect of Fashion Involvement on Impulse Buying (A Survey of Zalora’s Online Fashion Consumers). Journal of Business Management Education |, 6(2), 71–77.
Utami, C. W. (2017). Retail Management: Strategies and Operational Implementation of Modern Retail Businesses in Indonesia.2010 ISBN: 978-979-061-127-6 Salemba Empat
Wahyuni, R. S., & Setyawati, H. A. (2020). The Influence of Sales Promotion, Hedonic Shopping Motivation, and Shopping Lifestyle on Impulse Buying on the Shopee E-Commerce Platform. Student Journal of Management, Business, and Accounting (JIMMBA), 2(2), 144–154. https://doi.org/10.32639/jimmba.v2i2.457
Wardah, N. A., & Harti, H. (2021). The Influence of Shopping Lifestyle and Sales Promotions on Impulsive Purchases of Avoskin on Shopee. Ecobisma (Journal of Economics, Business, and Management), 8(2),
145–166. https://doi.org/10.36987/ecobi.v8i2.2090
Yulia Hermanto, E. (2016). The Effect of Fashion Involvement on Impulse Buying Behavior Among Surabaya Residents, with Hedonic Shopping Motivation and Positive Emotion as Mediating Variables for the Zara Brand. Journal of Marketing Management, 10(1), 11–19. https://doi.org/10.9744/pemasaran.10.1.11-19