Peran Emosi Terhadap Rasionalitas dan Pembelian Impulsif Studi Kasus pada Mahasiswa Universitas Silampari
Abstract
The aim of this research is to determine the influence of emotions on rationality and impulsive buying. This study uses a quantitative approach. The target population in this research was students at Silampari University, Lubuklinggau, totaling 115 respondents. After processing it was found that 111 respondents were acceptable. Processed using smartpls-4. Research results Respondents were more likely to use instant messaging applications to connect with family members, followed by friends from far away or from college (mean = 3.84), and buyers or sellers (mean = 3.18). Furthermore, respondents indicated that they use instant messaging apps more often to send messages (mean = 3.89), followed by updating others on where they are now doing (mean = 3.16), posting social post quotes ( mean = 2.66), and convey their feelings in words (mean = 2.66). In conclusion, the majority of respondents have used instant messaging for more than two years, with an average of three years using instant messaging to make purchasing interactions with sellers. This increases the likelihood of the urge to buy impulsively.
Keywords: Positive Emotions, Positive Normative Evaluation, Impulsive Buying
References
Ahn, J., Lee, S. L., & Kwon, J. (2019). Impulsive buying in hospitality and tourism journals. Journals. Annals of Tourism Research, 82.
Bao, Z., & Yang, J. (2022). Why online consumers have the urge to buy impulsively: Roles of serendipity, trust and flow experience. Management Decision, 60(12), 3350–3365.
Cavazos-Arroyo, J., & M´ aynez-Guaderrama, A. T. (2022). Antecedents of online impulse buying: An analysis of gender and centennials’ and millennials’ perspectives. J. Theor. Appl. Electron. Commer. Res., 17, 122–137.
Chen, C. C., & Yao, J. Y. (2018). What drives impulse buying behaviors in a mobile auction? The perspective of the stimulus-organism-response model. Telematics and Informatics, 11(2), 57–69.
Chen, Y., & Zhang, L. (2018). Influential factors for online impulse buying in China: A model and its empirical analysis. International Management Review, 37(8), 973–988.
Chen, Y. F., & Katz, J. E. (2021). The social and personal costs of smartphone use: The moderating role of mindfulness. Mobile Media & Communication, 9(1), 46-67.
Coelho, F., Aniceto, I., Bairrada, C. M., & Silva, P. (2023). Personal values and impulse buying: The mediating role of hedonic shopping motivations. Journal of Retailing and Consumer Services, 72(1), 1–9.
Gupta, N. (2020). A study on key drivers of online impulse buying behaviour among youth in odisha. Sustainable Humanosphere, 16(1).
Hair, Jr., J. F., M. Hult, G. T., M. Ringle, C., Sarstedt, & Marko. (2022). A Primer on Partial Least Squares Structural Equation Modeling (PLS-SEM) [3 ed]. In Angewandte Chemie International Edition, 6(11), 951–952. (Vol. 3, Issue 1).
Huan, Y. (2023). SMS marketing alternatives for businesses in Malaysia: Blasting messages via social messenger. Retrieved from SleekFlow.
Islam, D., Pitafi, D. H., Wang, D. Y., Aryaa, D. V., Mubarik, D. S., Akhater, D. N., & X. (2020). Panic buying in the COVID-19 pandemic: A multi-country examination. Journal of Retailing and Consumer Services, 59(1).
Joseph, H., & Balqiah, T. E. (2022). Impulsive buying behavior analysis of E-commerce application: A perspective of the stimulus-organism-response model. In 4th international conference on economics, business, and economic education science. In 4th International Conference on Economics, Business, and Economic Education Science.
Judith, C., & M´ aynez-Guaderrama, A. I. (2022). Antecedents of online impulse buying: An analysis of gender and centennials’ and millennials’ perspectives. Journal of Theoretical and Applied Electronic Commerce Research, 17(1), 122–137.
Kritzinger, R., & Petzer, D. J. (2020). Motivational factors, customer engagement and loyalty in the South African mobile instant messaging environment: Moderating effect of application usage. European Business Review, 33(4).
Lavuri, R., Jaiswal, D., & Thaichon, P. (2023). Extrinsic and intrinsic motives: Panic buying and impulsive buying during a pandemic. International Journal of Retail & Distribution Management, 51((2),), 190–204.
Li, G., Jiang, Y., & Chang, L. (2022). The influence mechanism of interaction quality in live streaming shopping on consumers’ impulsive purchase intention. Frontiers in Psychology, 3.
Liu, Y., Cai, L., Ma, F., & Wang, X. (2023). Revenge buying after the lockdown: Based on the SOR framework and TPB model. Journal of Retailing and Consumer Services, 72((103263)), 1–12.
Lord, K. R., Putrevu, S., & Olson, E. A. (2023). Impulsiveness in the grocery store: Psychographic drivers and segments. Journal of Consumer Marketing, 40(3), 328–343.
Mandolfo, M., Bettiga, D., Lamberti, L., & Noci, G. (2022). Influence of sales promotion on impulse buying: A dual-process approach. Journal of Promotion Management, 28(8), 1212–1234.
Paul, J., Kaur, J., Arora, S., & Singh, S. (2022). Deciphering ‘urge to buy’: A meta-analysis of antecedents. International Journal of Market Research, 64(6), 773–798.
Presti, L., Maggiore, G., & Marino, V. (2020). Mobile chat servitization in the customer journey: From social capability to social suitability. The TQM Journal, 32(6), 1139–1158.
Presti, L. L., Maggiore, G., Marino, V., & Resciniti, R. (2022). Mobile instant messaging apps as an opportunity for a conversational marketing approach: A segmentation study. Journal of Business & Industrial Marketing, 37(7), 1432–1448.
Radzeviˇce, ˙ J., & Banyte, ˙ J. (2020). Driving factors of consumer irrationality. Proceedings of ICMarkTech 2019, 146–155.
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.
Rosenberg, E. L. (2004). Mindfulness and consumerism. In T. Kasser & A. D. Kanner (Eds.), Psychology and consumer culture: The struggle for a good life in a materialistic world. American Psychological Association.
Saad, S. B., & Choura, F. (2023). Towards better interaction between salespeople and consumers: The role of virtual recommendation agent. European Journal of Marketing, 57((3),), 858–903.
Sun, J, Li, T, Sun, S. (2023). Factors affecting users’ impulse purchases in online group buying: Online consumer reviews, countdowns and self-control. Asia Pacific Journal of Marketing and Logistics, 1355–5855.
Wang, D., Luo, X., Hua, Y., & Benitez, J. (2022). Big arena, small potatoes: A mixedmethods investigation of atmospheric cues in live-streaming e-commerce. Decision Support Systems, 158.
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. https://doi.org/10.24018/ejbmr.2022.7.3.1270
Xiang, L., Zheng, X., Lee, M. K., & Zhao, D. (2016). Exploring consumers’ impulse buying behavior on social commerce platform: The role of parasocial interaction. International Journal of Information Management, 36, 333–347.
Xu, X., Wang, L., & Zhao, K. (2020). Exploring determinants of consumers’ platform usage in “double eleven” shopping carnival in China: Cognition and emotion from an integrated perspective. Sustainability, 12(2), 1–18.
Zhang, L., Shao, Z., Zhang, J., & Li, X. (2022). The situational nature of impulse buying on mobile platforms: A cross-temporal investigation. Electronic Commerce Research and Applications, 22.
Bao, Z., & Yang, J. (2022). Why online consumers have the urge to buy impulsively: Roles of serendipity, trust and flow experience. Management Decision, 60(12), 3350–3365.
Cavazos-Arroyo, J., & M´ aynez-Guaderrama, A. T. (2022). Antecedents of online impulse buying: An analysis of gender and centennials’ and millennials’ perspectives. J. Theor. Appl. Electron. Commer. Res., 17, 122–137.
Chen, C. C., & Yao, J. Y. (2018). What drives impulse buying behaviors in a mobile auction? The perspective of the stimulus-organism-response model. Telematics and Informatics, 11(2), 57–69.
Chen, Y., & Zhang, L. (2018). Influential factors for online impulse buying in China: A model and its empirical analysis. International Management Review, 37(8), 973–988.
Chen, Y. F., & Katz, J. E. (2021). The social and personal costs of smartphone use: The moderating role of mindfulness. Mobile Media & Communication, 9(1), 46-67.
Coelho, F., Aniceto, I., Bairrada, C. M., & Silva, P. (2023). Personal values and impulse buying: The mediating role of hedonic shopping motivations. Journal of Retailing and Consumer Services, 72(1), 1–9.
Gupta, N. (2020). A study on key drivers of online impulse buying behaviour among youth in odisha. Sustainable Humanosphere, 16(1).
Hair, Jr., J. F., M. Hult, G. T., M. Ringle, C., Sarstedt, & Marko. (2022). A Primer on Partial Least Squares Structural Equation Modeling (PLS-SEM) [3 ed]. In Angewandte Chemie International Edition, 6(11), 951–952. (Vol. 3, Issue 1).
Huan, Y. (2023). SMS marketing alternatives for businesses in Malaysia: Blasting messages via social messenger. Retrieved from SleekFlow.
Islam, D., Pitafi, D. H., Wang, D. Y., Aryaa, D. V., Mubarik, D. S., Akhater, D. N., & X. (2020). Panic buying in the COVID-19 pandemic: A multi-country examination. Journal of Retailing and Consumer Services, 59(1).
Joseph, H., & Balqiah, T. E. (2022). Impulsive buying behavior analysis of E-commerce application: A perspective of the stimulus-organism-response model. In 4th international conference on economics, business, and economic education science. In 4th International Conference on Economics, Business, and Economic Education Science.
Judith, C., & M´ aynez-Guaderrama, A. I. (2022). Antecedents of online impulse buying: An analysis of gender and centennials’ and millennials’ perspectives. Journal of Theoretical and Applied Electronic Commerce Research, 17(1), 122–137.
Kritzinger, R., & Petzer, D. J. (2020). Motivational factors, customer engagement and loyalty in the South African mobile instant messaging environment: Moderating effect of application usage. European Business Review, 33(4).
Lavuri, R., Jaiswal, D., & Thaichon, P. (2023). Extrinsic and intrinsic motives: Panic buying and impulsive buying during a pandemic. International Journal of Retail & Distribution Management, 51((2),), 190–204.
Li, G., Jiang, Y., & Chang, L. (2022). The influence mechanism of interaction quality in live streaming shopping on consumers’ impulsive purchase intention. Frontiers in Psychology, 3.
Liu, Y., Cai, L., Ma, F., & Wang, X. (2023). Revenge buying after the lockdown: Based on the SOR framework and TPB model. Journal of Retailing and Consumer Services, 72((103263)), 1–12.
Lord, K. R., Putrevu, S., & Olson, E. A. (2023). Impulsiveness in the grocery store: Psychographic drivers and segments. Journal of Consumer Marketing, 40(3), 328–343.
Mandolfo, M., Bettiga, D., Lamberti, L., & Noci, G. (2022). Influence of sales promotion on impulse buying: A dual-process approach. Journal of Promotion Management, 28(8), 1212–1234.
Paul, J., Kaur, J., Arora, S., & Singh, S. (2022). Deciphering ‘urge to buy’: A meta-analysis of antecedents. International Journal of Market Research, 64(6), 773–798.
Presti, L., Maggiore, G., & Marino, V. (2020). Mobile chat servitization in the customer journey: From social capability to social suitability. The TQM Journal, 32(6), 1139–1158.
Presti, L. L., Maggiore, G., Marino, V., & Resciniti, R. (2022). Mobile instant messaging apps as an opportunity for a conversational marketing approach: A segmentation study. Journal of Business & Industrial Marketing, 37(7), 1432–1448.
Radzeviˇce, ˙ J., & Banyte, ˙ J. (2020). Driving factors of consumer irrationality. Proceedings of ICMarkTech 2019, 146–155.
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.
Rosenberg, E. L. (2004). Mindfulness and consumerism. In T. Kasser & A. D. Kanner (Eds.), Psychology and consumer culture: The struggle for a good life in a materialistic world. American Psychological Association.
Saad, S. B., & Choura, F. (2023). Towards better interaction between salespeople and consumers: The role of virtual recommendation agent. European Journal of Marketing, 57((3),), 858–903.
Sun, J, Li, T, Sun, S. (2023). Factors affecting users’ impulse purchases in online group buying: Online consumer reviews, countdowns and self-control. Asia Pacific Journal of Marketing and Logistics, 1355–5855.
Wang, D., Luo, X., Hua, Y., & Benitez, J. (2022). Big arena, small potatoes: A mixedmethods investigation of atmospheric cues in live-streaming e-commerce. Decision Support Systems, 158.
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. https://doi.org/10.24018/ejbmr.2022.7.3.1270
Xiang, L., Zheng, X., Lee, M. K., & Zhao, D. (2016). Exploring consumers’ impulse buying behavior on social commerce platform: The role of parasocial interaction. International Journal of Information Management, 36, 333–347.
Xu, X., Wang, L., & Zhao, K. (2020). Exploring determinants of consumers’ platform usage in “double eleven” shopping carnival in China: Cognition and emotion from an integrated perspective. Sustainability, 12(2), 1–18.
Zhang, L., Shao, Z., Zhang, J., & Li, X. (2022). The situational nature of impulse buying on mobile platforms: A cross-temporal investigation. Electronic Commerce Research and Applications, 22.
Published
2023-12-31
Section
Articles
Copyright (c) 2023 Tamri Tamri, Erwandi R, Iskandar D, Slamat J
This work is licensed under a Creative Commons Attribution-NonCommercial 4.0 International License.
