The effect of the situational factor, store atmosphere, and sales promotion on hedonic shopping motivation and its implication on supermarket consumer impulsive buying in Manado city

Studies on impulsive buying signify sales promotion and hedonic shopping motivation as antecedents of impulsive buying behavior during the shopping festival. The availability of different payment methods, such as credit cards and cash on delivery, can make consumers more impulsive. Despite the potential effect of payment methods on impulsive buying behavior, only a few studies are looking at this variable. Hence, this study aims to examine the moderated-mediation effect of attitude toward shopping festivals and cash-on-delivery payment methods in the relationship between sales promotion, hedonic shopping motivation, and impulsive buying behavior. Purposive sampling was applied to select samples that resulted in 210 valid responses. Data were analyzed using PLS-SEM that indicated an indirect effect of the perceived low price on impulsive buying behavior through attitude toward sales promotion during online shopping festivals. Other elements related to sales promotion such as perceived perishability and scarcity did not affect attitude toward sales promotion and impulsive buying behavior. In contrast, hedonic shopping motivation had a direct effect on the impulsive buying behavior and an indirect effect via attitude towards sales promotion. Our finding only supported the moderating role of cash on delivery payment method in the relationship between hedonic shopping motivation and impulsive buying behavior. These findings provide insights to businesses in applying for sales promotion and utilizing customers’ hedonic shopping motivation to maximize their sales during the shopping festival.

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The Effect of Sales Promotion and Store Atmosphere on Hedonic Shopping Motivation and Impulsive Buying Behavior in Hypermart Manado City

DeReMa (Development Research of Management) Jurnal Manajemen ◽

10.19166/derema.v13i1.785 ◽

2018 ◽

Vol 13 (1) ◽

pp. 83

Author(s):

Nova Christian Mamuaya

Keyword(s):

Structural Equation Modeling ◽

Structural Equation ◽

Sales Promotion ◽

Primary Data ◽

Equation Modeling ◽

Survey Method ◽

Impulsive Buying ◽

Convenience Sampling ◽

Shopping Motivation ◽

Hedonic Shopping

The purpose of this research is to know and analyze the effect of sales promotion and store atmosphere on hedonic shopping motivation and impulsive buying of Hypermart consumers in Manado City. The method used in this research is explanatory survey method; with 175 consumers who shop at Hypermart in Manado City as sample with convenience sampling technique; primary data with data collecting technique using questionnaire instrument with Likert scale and structural equation modeling analysis technique with Lisrel 8.80 program. The result of this research shows that sales promotion has positive and significant effect on hedonic shopping motivation; store atmosphere has positive and significant effect on hedonic shopping motivation; sales promotion has positive and significant effect on impulsive buying; store atmosphere has positive and significant effect on impulsive buying; and hedonic shopping motivation has positive and significant effect on impulsive buying of Hypermart consumers in Manado City. Impulsive buying will be improved if Hypermart management in Manado City is able to increase hedonic shopping motivation with the most dominant indicator is “shopping for value”, where hedonic shopping motivation will be improved if Hypermart management in Manado City can increase sales promotion with the most dominant indicator is “sample giveaway program” and store atmosphere with the most dominant indicator is “in-store appearance”. Bahasa Indonesia Abstrak: Tujuan penelitian ini adalah ingin mengetahui dan menganalisis pengaruh promosi penjualan dan atmosfir toko terhadap motivasi belanja hedonik dan pembelian impulsif konsumen Hypermart di Kota Manado. Metode yang digunakan dalam penelitian ini adalah explanatory survey; dengan sampel 175 orang konsumen yang berbelanja di Hypermart Kota Manado dengan teknik convenience sampling; data primer dengan teknik pengumpulan data menggunakan instrumen kuesioner dengan skala Likert dan teknik analisis structural equation modeling dengan program Lisrel 8.80. Hasil penelitian menunjukkan promosi penjualan berpengaruh positif dan signifikan terhadap motivasi belanja hedonik; atmosfir toko berpengaruh positif dan signifikan terhadap motivasi belanja hedonik; promosi penjualan berpengaruh positif dan signifikan terhadap pembelian impulsif; atmosfir toko berpengaruh positif dan signifikan terhadap pembelian impulsif; dan motivasi belanja hedonik berpengaruh positif dan signifikan terhadap pembelian impulsif konsumen Hypermat di Kota Manado. Pembelian impulsif akan mampu ditingkatkan jika manajemen Hypermart di Kota Manado mampu meningkatkan motivasi belanja hedonik dengan indikator yang paling dominan adalah “belanja untuk nilai”, di mana motivasi belanja hedonik akan mampu ditingkatkan jika manajemen Hypermart di Kota Manado mampu meningkatkan promosi penjualan dengan indikator yang paling dominan adalah “program pemberian sampel” dan atmosfir toko dengan indikator yang paling dominan adalah “interior toko”.

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Influence of Sales Promotion, Hedonic Shopping Motivation and Fashion Involvement Toward Impulse Buying through a Positive Emotion.

Management Analysis Journal ◽

10.15294/maj.v7i4.24105 ◽

2018 ◽

Vol 7 (4) ◽

pp. 448-457

Author(s):

Kiki Andani ◽

Wahyono Wahyono

Keyword(s):

Data Analysis ◽

Path Analysis ◽

Positive Emotion ◽

Sampling Technique ◽

Sales Promotion ◽

Impulse Buying ◽

Questionnaire Data ◽

Shopping Motivation ◽

Hedonic Shopping ◽

Fashion Involvement

This study aims to determine the direct indirect influence of sales promotion, hedonic shopping motivation, fashion involvement and positive emotion as an intervening variable on impulse buying. The population of this research is customer of House of Smith Semarang. The number of samples is 100 respondents with incidental sampling technique through likert scale questionnaire. Data analysis using descriptive percentage and path analysis. The results show that sales promotion, hedonic shopping motivation, fashion involvement service affect impulse buying and positive emotion influence impulse buying and mediate the influence of sales promotion, hedonic shopping motivation, fashion involvement.

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A Literature Review on the Influence of Sales Promotion, Shopping Lifestyle, Store Atmosphere, and Hedonic Shopping Motivation toward Unplanned Purchase

Proceedings of the 2nd Padang International Conference on Education, Economics, Business and Accounting (PICEEBA-2 2018) ◽

10.2991/piceeba2-18.2019.14 ◽

2019 ◽

Author(s):

Cetya Prima Nasrul ◽

Yasri Yasri

Keyword(s):

Literature Review ◽

Sales Promotion ◽

Shopping Motivation ◽

Hedonic Shopping

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THE EFFECT OF SHOPPING LIFESTYLE, HEDONIC SHOPPING MOTIVATION, AND SALES PROMOTION ON IMPULSE BUYING BEHAVIOR IN E-COMMERCE (CASE STUDY OF BERRYBENKA CONSUMER)

Journal of Business Economics ◽

10.35760/eb.2020.v25i1.2343 ◽

2020 ◽

Vol 25 (1) ◽

pp. 45-54

Author(s):

Nia Yusnia Sari ◽

Sri Hermawati

Keyword(s):

Hypothesis Test ◽

Descriptive Analysis ◽

Sampling Technique ◽

Sales Promotion ◽

Impulse Buying ◽

Buying Behavior ◽

Internet Users ◽

To Come ◽

Shopping Motivation ◽

Hedonic Shopping

Increasing internet users and the growing of e-commerce in Indonesia impact on consumer behaviour in terms of shopping. One of the models of shopping channels that are currently being the world's trend is replacing conventional shopping systems that require shoppers to come to shopping with a shopping system online. This research aims to determine whether there is a influence on shopping lifestyle, hedonic shopping motivation and sales promotion of impulse buying in Berrybenka consumer. The samples on this research are consumers who have ever shopped at Berrybenka e-commerce through websites or applications. The sampling method used in this study is non probability sampling using the purposive sampling technique. The data analysis used is a descriptive analysis and confirmatory factor analysis (CFA). The hypothesis test results show that shopping lifestyle variable affects impulse buying behavior, while hedonic shopping motivation and sales promotion have no effect on the impulse buying behavior.

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Pengaruh Motivasi Belanja Hedonis, Gaya Hidup Berbelanja dan Promosi Penjualan terhadap Pembelian Impulsif pada Konsumen Shopee ID

JAMIN : Jurnal Aplikasi Manajemen dan Inovasi Bisnis ◽

10.47201/jamin.v2i2.51 ◽

2020 ◽

Vol 2 (2) ◽

pp. 34

Author(s):

Muhammad Afif ◽

Purwanto Purwanto

Keyword(s):

Data Analysis ◽

Linear Regression ◽

Multiple Linear Regression ◽

Sales Promotion ◽

Sales Promotions ◽

Data Analysis Technique ◽

Analysis Technique ◽

Social Idea ◽

Shopping Motivation ◽

Hedonic Shopping

This research was conducted on Shopee ID consumers (Studies in STIE Kertanegara Malang Students). The purpose of this research is to find out the influence of hedonic shopping motivation, shopping lifestyle and sales promotions on impulsive purchases on Shopee ID consumers. The method used is quantitative by collecting, presenting and analyzing data from Shoopee ID consumers using a questionnaire to respondents. Data analysis technique in this research is multiple linear regression to determine the effect simultaneously, partially and dominantly. Based on the results of the study, the influence of hedonic shopping motivation, shopping lifestyles and sales promotions on impulsive purchases on Shopee ID consumers was simultaneously significant (0.00). The influence of hedonic shopping motivation, shopping lifestyle and sales promotion on impulsive purchases on Shopee ID consumers is partially significant X1 (0.00), X2 (0.03) and X3 (0.03). Hedonic shopping motivation are influenced by indicators such as : adventure, social, idea. value and status.

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Pengaruh Sales Promotion, Hedonic Shopping Motivation dan Shopping Lifestyle Terhadap Impulse Buying Pada E-Commerce Shopee

Jurnal Ilmiah Mahasiswa Manajemen, Bisnis dan Akuntansi (JIMMBA) ◽

10.32639/jimmba.v2i2.457 ◽

2020 ◽

Vol 2 (2) ◽

pp. 144-154

Author(s):

Reni Suci Wahyuni ◽

Harini Abrilia Setyawati

Keyword(s):

Sales Promotion ◽

Impulse Buying ◽

Probability Sampling ◽

Purposive Sampling ◽

Shopping Motivation ◽

Hedonic Shopping

Tujuan penelitian ini adalah untuk mengetahui pengaruh Sales Promotion, Hedonic Shopping Motivation dan Shopping Lifestyle terhadap Impulse Buying pada e-commerce Shopee sehingga nantinya dapat menjadi referensi dalam dunia e-commerce Penelitian dilakukan di Kebumen dengan sampel sebanyak 100 responden. Variabel yang digunakan dalam penelitian ini meliputi Sales Promotion, Hedonic Shopping Motivation dan Shopping Lifestyle sebagai variabel independen atau variabel bebas dan Impulse Buying sebagai variabel dependen atau variabel terikat. Data yang digunakan dalam penelitian ini adalah data primer, diperoleh dari hasil jawaban responden yang dikumpulkan dengan bantuan kuisioner. Metode pengambilan sampel menggunakan dengan Tehnik non probability sampling yang digunakan dalam penelitian ini yaitu dengan tehnik purposive sampling yaitu teknik untuk menentukan sampel dengan pertimbangan tertentu. Metode analisis yang digunakan dalam penelitian ini adalah uji validitas, uji reliabilitas, tahap analisa menggunakan Regresi Linear Berganda dan pengujian hipotesis. Dengan bantuan program SPSS 25 for windows. Hasil penelitian ini menunjukkan bahwa variabel Sales promotion, Hedonic Shopping Motivation dan Shopping Lifestyle mempunyai pengaruh yang signifikan terhadap Impulse Buying pada e-commerce Shopee baik secara parsial atau simultan

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Pengaruh Positive Emotion, Time Availability, dan Money Availability terhadap Impulsive Buying Behavior Konsumen Mahasiswa pada Department Store di Kota Yogyakarta

Akmenika: Jurnal Akuntansi dan Manajemen ◽

10.31316/akmenika.v14i1.1012 ◽

2020 ◽

Vol 14 (1) ◽

Author(s):

Faizal Ardiyanto

Keyword(s):

Positive Emotion ◽

Department Store ◽

Department Stores ◽

Buying Behavior ◽

Managerial Implication ◽

Impulsive Buying ◽

Time Availability ◽

Unplanned Buying ◽

Buying In ◽

Yogyakarta City

This research was conducted to examine the influence of positive emotion, time availability, and money availabilty toward impulsive buying behavior both partially and simultaneously. The respondent of this research are university students who have experienced unplanned buying in several department stores at Yogyakarta City. Purposive sampling method was utilized then 102 respondents were chosen. The results indicate that positive emotion, time availability, and money avaiability positively and significantly influence impulsive buying behavior. The three independent variables as stated above, simultaneously influence impulsive buying behavior also. Finally, as the managerial implication stated, it can be concluded that understanding consumers condition related with unplanned buying is important topics in recent years, especially in department store.

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Sales Promotion, Hedonic Shopping Value, and Impulse Buying on Online Consumer Websites

SHS Web of Conferences ◽

10.1051/shsconf/20207601052 ◽

2020 ◽

Vol 76 ◽

pp. 01052

Author(s):

Sesilya Kempa ◽

Kevin Vebrian ◽

Hakim Bendjeroua

Keyword(s):

Online Shopping ◽

Positive Influence ◽

Partial Least Square ◽

Sales Promotion ◽

Least Square ◽

Impulse Buying ◽

Fashion Products ◽

Hedonic Shopping Value ◽

Hedonic Shopping ◽

Online Buying

The phenomenon in the increasing fashion business is caused by online shopping activity, especially in fashion products. In this research, shopping activity is focused on online shopping. Online shopping is also called internet shopping, electronic shopping, online buying, or buying through the internet. Online shopping has become the newest trend for Indonesian as an alternative to buying a product or service. Advertisement and trend are able to influence consumers in doing or deciding to buy. This is the reason people buy excessively unplanned as needed. This research purpose is to observe the sales promotion influence toward impulse buying with hedonic shopping value as intervening to fashion online shopping consumers in Surabaya. This research uses 99 respondents, and the data analysis uses the Partial Least Square (PLS) model. The result shows that sales promotion and hedonic shopping value have significant positive influence on impulse buying. Moreover, hedonic shopping value as variable intervening has an influence between sales promotion to impulse buying.

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Impulse buying intentions of young consumers from a hedonic shopping perspective

Journal of Indian Business Research ◽

10.1108/jibr-02-2017-0018 ◽

2017 ◽

Vol 9 (4) ◽

pp. 266-282 ◽

Cited By ~ 6

Author(s):

Dipanjan Kumar Dey ◽

Ankur Srivastava

Keyword(s):

Theoretical Work ◽

Situational Factors ◽

Impulse Buying ◽

Content Type ◽

Five Dimensions ◽

Situational Characteristics ◽

Impulsive Buying ◽

Young Consumers ◽

Hedonic Shopping Value ◽

Hedonic Shopping

Purpose The purpose of this research paper is to examine predictors of impulsive buying intentions among youngsters from a hedonic shopping perspective. Recent theoretical work suggests that impulsive buying can function as a form of different hedonic shopping value dimensions such as fun, social interactions, novelty, escapism and outside appreciation. Design/methodology/approach The present research empirically tests a theoretical model of impulse buying intentions by examining the associations between hedonic shopping value dimensions and intentions in the presence of situational characteristics as moderators. A survey of 333 youngsters aged 15 to 23 is conducted using a structured questionnaire. Constructs are measured using established scales. Findings Results indicate that the impulsive buying intentions of youngsters are positively associated with all the five dimensions of hedonic shopping value. Situational characteristics of money and time availability positively moderate this relationship. Task definition negatively moderates the association between impulsive buying intention and hedonic shopping value dimensions. Research limitations/implications Two major theoretical implications result from this study. First, the study enabled the conceptualization of a theoretical framework of impulse buying intentions by including five dimensions of hedonic shopping value as important factors in young consumers’ impulse behavior buying intentions. Further, it includes the moderating effects of all the three aspects of situational characteristics in the same model. Practical implications The marketers can make use of the shopping value dimensions and the situational characteristics moderators to design and implement marketing strategies so that sales via impulse buying are maximized. Originality/value This study provides novel insights on the complex process of impulsive buying by youngsters by expanding the application of the hedonic shopping motives in the presence of situational factors as moderating variables.

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