The Influence of Situational Factors (Interpersonal Influence, Visual Appeal, Portability) and Reaction Factors (Hedonic Browsing and Utilitarian Browsing) on ​​Impulsive Buying in Shopee Users.

Indira Rachmawati; Mita Aren  Pertiwi

doi:10.38142/ijesss.v7i1.1775

Authors

Indira Rachmawati Telkom University, Indonesia
Mita Aren Pertiwi Telkom University, Indonesia

DOI:

https://doi.org/10.38142/ijesss.v7i1.1775

Keywords:

Hedonic Browsing, Interpersonal Influence, Portability, Utilitarian Browsing, Visual Appeal

Abstract

The year-end shopping campaign succeeded in encouraging many consumers to access mobile commerce. One of the mobile commerce that carries out this campaign is Shopee. Shoppe reported that the campaign managed to increase orders for local products up to six times from before. Looking at consumer behavior formed during online shopping festivals, two online shopper personalities were found which were reflected in this research, namely planned shopper and impulsive shopper. From the survey, it is known that 42 percent of planned shoppers admit to spending more during online shopping festivals. This study aims to determine the influence of situation factors (interpersonal influence, visual appeal, portability) and reaction factors (hedonic browsing and utilitarian browsing) on Impulsive buying on Shopee users. Collecting research data by distributing online questionnaires to 400 respondents and processing data using PLS-SEM. The results showed that all hypotheses were accepted except Visual Appeal which did not have a positive and significant effect on Utilitarian Browsing and Portability did not have a positive and significant effect on Hedonic Browsing.

Downloads

Download data is not yet available.

References

Ajzen, I. (1991). The Theory of Planned Behavior. Organizational Behavior and Human Decision Process, 50. 180-211. https://doi.org/https://doi.org/10.1016/0749-5978(91)90020-T

Anggraeni, S. R., & Sharif, O. O. (2015). Analisis Pengaruh Bauran Pemasaran Terhadap Proses Keputusan Pembelian Mobil Daihatsu Ayla Analysis the Effect of Marketing Mix on Purchase Decision Process Toward Daihatsu Ayla ’ S Car. E-Proceeding of Management, 2(2), 1455–1459.

Bubeck, S., Tomaschek, J., & Fahl, U. (2016). Perspectives of electric mobility: Total cost of ownership of electric vehicles in Germany. Transport Policy, 50(2016), 63–77. https://doi.org/10.1016/j.tranpol.2016.05.012

Carley, S., Krause, R. M., Lane, B. W., & Graham, J. D. (2016). Intent to purchase a plug-in electric vehicle : A survey of early impressions in large US cites. Transportation Research Part D, 18(2013), 39–45. https://doi.org/10.1016/j.trd.2012.09.007

Cecere, G., Corrocher, N., & Guerzoni, M. (2018). Price or performance? A probabilistic choice analysis of the intention to buy electric vehicles in European countries. Energy Policy, 118(March), 19–32. https://doi.org/10.1016/j.enpol.2018.03.034

Cheung, C. M. K., Xiao, B. S., & Liu, I. L. B. (2014). Do actions speak louder than voices? the signaling role of social information cues in influencing consumer purchase decisions. Decision Support Systems, 65(C), 50–58. https://doi.org/10.1016/j.dss.2014.05.002

Chowdhury, M., Salam, K., & Tay, R. (2016). Consumer preferences and policy implications for the green car market. Marketing Intelligence and Planning, 34(6), 810–827. https://doi.org/10.1108/MIP-08-2015-0167

Cooper, D. R., & Schindler, P. S. (2014). Business research methods (12th ed.). New York: The McGraw-Hill Companies, Inc.

Creswell, J. W., & Creswell, J. D. (2018). Research Design: Qualitative, Quantitative, and Mixed Method Approaches (Fifth Edit). Melbourne: SAGE Publications, Inc.

Cui, L., Wang, Y., Chen, W., Wen, W., & Han, M. S. (2021). Predicting determinants of consumers’ purchase motivation for electric vehicles: An application of Maslow’s hierarchy of needs model. Energy Policy, 151(January), 112-167. https://doi.org/10.1016/j.enpol.2021.112-167

GAIKINDO. (2022). Wholesales Kendaraan Januari-Desember 2021. Jakarta: Gaikindo

Groening, C., Sarkis, J., & Zhu, Q. (2018). Green marketing consumer-level theory review: A compendium of applied theories and further research directions. Journal of Cleaner Production, 172, 1848–1866. https://doi.org/10.1016/j.jclepro.2017.12.002

Gustavsen, G. W., & Hegnes, A. W. (2020). Individuals’ personality and consumption of organic food. Journal of Cleaner Production, 245, 118772. https://doi.org/10.1016/j.jclepro.2019.118772

Han, L., Wang, S., Zhao, D., & Li, J. (2017). The intention to adopt electric vehicles: Driven by functional and non-functional values. Transportation Research Part A: Policy and Practice, 103, 185–197. https://doi.org/10.1016/j.tra.2017.05.033

Hartmann, P., & Apaolaza-Ibáñez, V. (2012). Consumer attitude and purchase intention toward green energy brands: The roles of psychological benefits and environmental concern. Journal of Business Research, 65(9), 1254–1263. https://doi.org/10.1016/j.jbusres.2011.11.001

Hopper, E. (2020). Maslow ’s Hierarchy of Needs Explained. [online]. https://www.thoughtco.com/maslows-hierarchy-of-needs-4582571 [17 November 2021]

Huang, X., & Ge, J. (2019). Electric vehicle development in Beijing : An analysis of consumer purchase intention. Journal of Cleaner Production, 216, 361–372. https://doi.org/10.1016/j.jclepro.2019.01.231

Indrawati. (2015). Metode Penelitian Manajemen dan Bisnis : Konvergensi Teknologi Komunikasi dan Informasi. Bandung: Refika Aditama.

Junquera, B., Moreno, B., & Álvarez, R. (2016). Analyzing consumer attitudes towards electric vehicle purchasing intentions in Spain: Technological limitations and vehicle confidence. Technological Forecasting and Social Change, 109, 6–14. https://doi.org/10.1016/j.techfore.2016.05.006

Kim, J., Rasouli, S., & Timmermans, H. (2014). Expanding scope of hybrid choice models allowing for mixture of social influences and latent attitudes: Application to intended purchase of electric cars. Transportation Research Part A: Policy and Practice, 69, 71–85. https://doi.org/10.1016/j.tra.2014.08.016

Kotler, P., & Keller, K. L. (2016). Marketing Management. In Pearson Education (15th ed.). New Jersey: Pearson Education.

Leksana, A. (2021, February 19). Pemerintah Terus Dorong Kendaraan Elektrifikasi, Sedang Siapkan Ragam Skema. [online]. https://carvaganza.com/pemerintah-terus-dorong-kendaraan-elektrifikasi-sedang-siapkan-ragam-skema/ [ 26 Oktober 2021]

Luchs, M. G., & Mooradian, T. A. (2012). Sex, Personality, and Sustainable Consumer Behaviour: Elucidating the Gender Effect. Journal of Consumer Policy, 35(1), 127–144. https://doi.org/10.1007/S10603-011-9179-0

Maden, D., & Köker, N. E. (2013). An Empirical Research on Consumer Innovativeness in Relation with Hedonic Consumption, Social Identity and Self-Esteem. Journal of Educational and Social Research, 3(7). 569-578 https://doi.org/10.5901/jesr.2013.v3n7p569

Mahendra, M., & Sri Ardani, I. (2015). Pengaruh Umur, Pendidikan Dan Pendapatan Terhadap Niat Beli Konsumen Pada Produk Kosmetik the Body Shop Di Kota Denpasar. E-Jurnal Manajemen Universitas Udayana, 4(2), 442-456.

Mandliya, A., Varyani, V., Hassan, Y., Akhouri, A., & Pandey, J. (2020). What influences intention to purchase sustainable products? impact of advertising and materialism. International Journal of Productivity and Performance Management, 69(8), 1647–1669. https://doi.org/10.1108/IJPPM-12-2019-0591

Milfont, T. L., & Sibley, C. G. (2012). The big five personality traits and environmental engagement: Associations at the individual and societal level. Journal of Environmental Psychology, 32(2), 187–195. https://doi.org/10.1016/j.jenvp.2011.12.006

Ozaki, R., & Sevastyanova, K. (2011). Going hybrid : An analysis of consumer purchase motivations. Energy Policy, 39(5), 2217–2227. https://doi.org/10.1016/j.enpol.2010.04.024

Parker, N., Breetz, H. L., Salon, D., Conway, M. W., Williams, J., & Patterson, M. (2021). Who saves money buying electric vehicles? Heterogeneity in total cost of ownership. Transportation Research Part D: Transport and Environment, 96(May), 102893. https://doi.org/10.1016/j.trd.2021.102893

Purnawan, H., & Trianasari, N. (2019). Analisis Faktor Faktor Yang Dipertimbangkan Dalam Keputusan Pembelian Mobil Xpander Di Showroom Pt . Bosowa Berlian Motors Di Kota Makassar Analysis of Factors Considered in Car Xpander Purchase Decisions in Showroom Pt . Bosowa Berlian Motors in Makassar. E-Proceeding of Management. 6(2), 1953–1960.

Saunders, M., Lewis, P., & Thornhill, A. (2016). Research Methods for Business (Seventh Ed). Edinburgh: Pearson Education.

Sekaran, U., & Bougie, R. (2016). Research Methods for Business. West Sussex: John Wiley & Sons Ltd.

Sierzchula, W., Bakker, S., Maat, K., & Wee, B. Van. (2014). The in fl uence of fi nancial incentives and other socio-economic factors on electric vehicle adoption. Energy Policy, 68, 183–194. https://doi.org/10.1016/j.enpol.2014.01.043

Sugiyono. (2017). Metode Penelitian Pendidikan Pendekatan Kuantitatif, Kualitatif, dan R&D. Bandung: Penerbit Alfabeta.

Truong, Y., & McColl, R. (2011). Intrinsic motivations, self-esteem, and luxury goods consumption. Journal of Retailing and Consumer Services, 18(6), 555–561. https://doi.org/10.1016/j.jretconser.2011.08.004

Tu, J. C., & Yang, C. (2019). Key factors influencing consumers’ purchase of electric vehicles. Sustainability (Switzerland), 11(14). 3863. https://doi.org/10.3390/su11143863

Wang, Y., Xiang, D., Yang, Z. Y., & Ma, S. (Sara). (2019). Unraveling customer sustainable consumption behaviors in sharing economy: A socio-economic approach based on social exchange theory. Journal of Cleaner Production, 208, 869–879. https://doi.org/10.1016/j.jclepro.2018.10.139

Weisstein, F. L., Asgari, M., & Siew, S. W. (2014). Price presentation effects on green purcase intentions. Journal of Product and Brand Management, 23(3), 230–239. https://doi.org/10.1108/JPBM-06-2013-0324

Zaremohzzabieh, Z., Ismail, N., Ahrari, S., & Abu Samah, A. (2021). The effects of consumer attitude on green purchase intention: A meta-analytic path analysis. Journal of Business Research, 132(May 2019), 732–743. https://doi.org/10.1016/j.jbusres.2020.10.053