Andani, K., and Wahyono. (2018). Influence Of Sales Promotion, Hedonic Shopping Motivation And Fashion Involvement Toward Impulse Buying Through A Positive Emotion. Management Analysis Journal, 4(2), 448–457.
Bashar, A., and Ahmad, I. (2012). Visual Merchandising and Consumer Impulse Buying Behavior: An Empirical Study of Delhi and NCR. International Journal of Retail Management and Research (IJRMR), 2(4), 31–41.
Darma, L. A., and Japarianto, E. (2014). Analisa Pengaruh Hedonic Shopping Value terhadap Impulse Buying dengan Shopping Lifestyle dan Positive Emotion sebagai Variabel Intervening pada Mall Ciputra World Surabaya. Jurnal Manajemen Pemasaran, 8(2), 80–89.
Fam, Kim Shyan., Merriless, Bill., Ricahrd, James E., Jozsa, Laszlo., Li, Yongqiang., and Krisjanous, Jayne. (2011). In-store Marketing: A Strategic Perspective. Asia Pacisif Journal of Marketing and Logistics, 23 (2), 165-176.
Farida, N. (2014). Analisis Model Kepuasan terhadap Pembelian Ulang. Jurnal Dinamika Manajemen, 5(1), 200–208.
Fitriyani, D. B., and Khoiruddin, M. (2015). Pengaruh Visual Merchandising Terhadap Pembelian Impulsif Melalui Emosi Positif Pada Mahasiswa. Managenent Analysis Journal, 1–17.
Gudonaviciene, R., and Alijosiene, S. (2015). Visual Merchandising Impact on Impulse Buying Behaviour. Procedia-Social and Behavioral Sciences, 213, 635–640.
Indraswari, G. R., and Martono. (2017). Pengaruh Promosi Terhadap Impuls Buying Dengan Gender Sebagai Variabel Dummy. Management Analysis Journal, 5(2), 116–122.
Ismayuni, I., and Saraswati, T. G. (2015). Emosi Positif, Keterlibatan Fashion, Kecenderungan Konsumsi Hedonis Terhadap Perilaku Pembelian Impulsif Nike. In e-Proceeding of Management (Vol. 2, pp. 3733–3741).
Japarianto, E., and Sugiharto, S. (2011). Pengaruh Shopping Life Style Dan Fashion Involvement Terhadap Impulse Buying Behavior Masyarakat High Income Surabaya. Jurnal Manajemen Pemasaran, 6(1), 32–41.
Kaur, A. (2013). Effect of Visual Merchandising on Buying Behavior of Customers in Chandigarh. International Journal of Engineering Science and Innovative Technology (IJESIT), 2(3), 247–251.
Kchaou, A. S., and Amara, R. Ben. (2014). The Role of Sales Promotion in inducing Impulse Purchases. International Journal of Management Excellence, 3(1), 362.
Kosyu, D. A., Hidayat, K., and Abdillah, Y. (2014). Pengaruh Hedonic Shopping Motives Terhadap Shopping Lifestyle Dan Impulse Buying (Survei Pada Pelanggan Outlet Stradivarius Di Galaxy Mall Surabaya). Jurnal Administrasi Bisnis, 14(2), 1–7.
Kurniawan, D., and Kunto, S. Y. (2013). Pengaruh Promosi Dan Store Atmosphere Terhadap Impulse Buying Dengan Shopping Emotion Sebagai Variabel Intervening Studi Kasus Di Matahari Department Store Cabang Supermall Surabaya. Jurnal Manajemen Pemasaran Petra, 1(2), 1–8.
Kwan, O. G. (2016). Pengaruh Sales Promotion Dan Store Atmosphere Terhadap Impulse Buying Dengan Positive Emotion Sebagai Variabel Intervening Pada Planet Sports Tunjungan Plaza Surabaya. Jurnal Manajemen Pemasaran, 10(1), 27–34.
Mardiyani, Y., and Murwatiningsih. (2015). Pengaruh Fasilitas Dan Promosi Terhadap Kepuasan Pengunjung Melalui Keputusan Berkunjung Sebagai Variabel Intervening Pada Objek Wisata Kota Semarang. Management Analysis Journal, 4(2), 120–128.
Mehta, N. P., and Chugan, P. K. (2013). The Impact of Visual Merchandising on Impulse Buying Behavior of Consumer-A Case from Central Mall of Ahmedabad India. Universal Journal of Management, 1(2), 7.
Mopidevi, R., and Lolla, S. R. (2013). Visual Merchandising An Impulsive Reinforcer of Purchases Leading to Social Imbalance: A Case Study on Middle Class Families in Hyderabad. Journal of Business and Management, 9(6), 111–122.
Nagadeepa, C., Selvi, J. T., and Pushpa, A. (2015). Impact of Sale Promotıon Technıques on Consumers’ Impulse Buyıng Behavıour towards Apparels at Bangalore. Asian Journal of Management Sciences and Education, 4(1), 116–124.
Nindyakirana, R. H., and Maftukhah, I. (2016). Membangun Emosi Positif Melalui Promosi Penjualan dan Lingkungan Toko Dampaknya Terhadap Impulse Buying. Management Analysis Journal, 5(4), 375–388.
Pablo, Samuel., (2018). Pengusaha: Industri Ritel Semester I-2018 Tumbuh 7-7,5%. Available at: https://www.cnbcindonesia.com/news/20180622163406-4-20125/pengusaha-industri-ritel-semester-i-2018-tumbuh-7-75. 23 Juli 2019.
Pancaningrum, E. (2017). Visual Merchandise Dan Atmosfer Toko: Pengaruhnya Terhadap Keputusan Pembelian Impuls. Jurnal Ilmu Ekonomi Dan Pembangunan, 17(1), 23–40.
Purnamasari, S., and Murwatiningsih. (2015). Brand Image sebagai Mediasi Pengaruh Promosi, Harga dan Sikap Konsumen terhadap Keputusan Pembelian Jamu Nyonya Meneer di Semarang Timur. Management Analysis Journal, 4(3), 265–272.
Purwa, E. M. R. G., and Yasa, N. N. K. (2014). Strategi Store Environment Dan Time Pressure Pada Pembelian Impulsif Melalui Emotional State. Jurnal Dinamika Manajemen, 5(2), 147–160.
Rahmawati, N. T. (2018). Pengaruh Hedonic Shopping Value Dan Shopping Lifestyle Terhadap Impulse Buying Dengan Emosi Positif Sebagai Variabel Mediasi. Jurnal Manajemen Bisnis Indonesia, 3(1), 315–326.
Riamukti, D., and Arief, S. (2017). Pengaruh Kecenderungan Konsumsi Hedonik dan Gaya Hidup Berbelanja Terhadap Perilaku Pembelian Impulsif Dengan Emosi Positif Sebagai Variabel Intervening. Economic Education Analysis Journal, 3(1), 2–16.
Rosyida, S., and Anjarwati, L. A. (2016). Pengaruh Store Atmosfer Dan Promosi Penjualan Terhadap Pembelian Impulsif Dengan Emosi Positif Sebagai Variabel Intervening. Jounal of Research in Economics and Management, 16(1), 105–127.
Sakitri, W., Arief, S., Maftukhah, I., and Tusyanah. (2017). Stategis Used by Indonesia Businessmen for Communication via Email in Global Trade Era. Asian EFL Journal, 102(2), 29-57.
Sudarsono, J. G. (2017). Pengaruh Visual Merchandising Terhadap Impulse Buying Melalui Positive Emotion Pada Zara Surabaya. Jurnal Manajemen Pemasaran, 11(1), 16–25.
Sumarwan, U. (2011). Perilaku Konsumen Teori dan Penerapannya dalam Pemasaran. Bogor: Ghalia Indonesia.
Tirmizi, M. A., Rehman, K. U., and Saif, M. I. (2009). An Empirical Study of Consumer Impulse Buying Behavior in Local Markets. European Journal of Scientific Research, 28(4), 522–532.
Utami, C. W. (2010). Manajemen Ritel Strategi dan Implementasi Operasional Bisnis Ritel Modern di Indonesia. Jakarta: Salemba Empat.
Weerathunga, A. ., and Pathimini, M. G. (2015). Impact of Sales Promotion on Consumer’s Impulse Buying Behaviour ( IBB ); Study in Supermarkets in Anuradhapura City. Internat Ional Research Symposium Rajarata University of Sri Lanka, 321–329.
Yanthi, D., and Japarianto, E. (2014). Analisis Pengaruh Hedonic Shopping Tendency Dan Visual Merchandising Terhadap Impulse Buying Dengan Positive Emotion Sebagai Variabel Intervaning Pada Area Ladies Matahari Department Store Tunjungan Plaza Surabaya. Journal Manajemen Pemasaran Petra, 2(2).
Bashar, A., and Ahmad, I. (2012). Visual Merchandising and Consumer Impulse Buying Behavior: An Empirical Study of Delhi and NCR. International Journal of Retail Management and Research (IJRMR), 2(4), 31–41.
Darma, L. A., and Japarianto, E. (2014). Analisa Pengaruh Hedonic Shopping Value terhadap Impulse Buying dengan Shopping Lifestyle dan Positive Emotion sebagai Variabel Intervening pada Mall Ciputra World Surabaya. Jurnal Manajemen Pemasaran, 8(2), 80–89.
Fam, Kim Shyan., Merriless, Bill., Ricahrd, James E., Jozsa, Laszlo., Li, Yongqiang., and Krisjanous, Jayne. (2011). In-store Marketing: A Strategic Perspective. Asia Pacisif Journal of Marketing and Logistics, 23 (2), 165-176.
Farida, N. (2014). Analisis Model Kepuasan terhadap Pembelian Ulang. Jurnal Dinamika Manajemen, 5(1), 200–208.
Fitriyani, D. B., and Khoiruddin, M. (2015). Pengaruh Visual Merchandising Terhadap Pembelian Impulsif Melalui Emosi Positif Pada Mahasiswa. Managenent Analysis Journal, 1–17.
Gudonaviciene, R., and Alijosiene, S. (2015). Visual Merchandising Impact on Impulse Buying Behaviour. Procedia-Social and Behavioral Sciences, 213, 635–640.
Indraswari, G. R., and Martono. (2017). Pengaruh Promosi Terhadap Impuls Buying Dengan Gender Sebagai Variabel Dummy. Management Analysis Journal, 5(2), 116–122.
Ismayuni, I., and Saraswati, T. G. (2015). Emosi Positif, Keterlibatan Fashion, Kecenderungan Konsumsi Hedonis Terhadap Perilaku Pembelian Impulsif Nike. In e-Proceeding of Management (Vol. 2, pp. 3733–3741).
Japarianto, E., and Sugiharto, S. (2011). Pengaruh Shopping Life Style Dan Fashion Involvement Terhadap Impulse Buying Behavior Masyarakat High Income Surabaya. Jurnal Manajemen Pemasaran, 6(1), 32–41.
Kaur, A. (2013). Effect of Visual Merchandising on Buying Behavior of Customers in Chandigarh. International Journal of Engineering Science and Innovative Technology (IJESIT), 2(3), 247–251.
Kchaou, A. S., and Amara, R. Ben. (2014). The Role of Sales Promotion in inducing Impulse Purchases. International Journal of Management Excellence, 3(1), 362.
Kosyu, D. A., Hidayat, K., and Abdillah, Y. (2014). Pengaruh Hedonic Shopping Motives Terhadap Shopping Lifestyle Dan Impulse Buying (Survei Pada Pelanggan Outlet Stradivarius Di Galaxy Mall Surabaya). Jurnal Administrasi Bisnis, 14(2), 1–7.
Kurniawan, D., and Kunto, S. Y. (2013). Pengaruh Promosi Dan Store Atmosphere Terhadap Impulse Buying Dengan Shopping Emotion Sebagai Variabel Intervening Studi Kasus Di Matahari Department Store Cabang Supermall Surabaya. Jurnal Manajemen Pemasaran Petra, 1(2), 1–8.
Kwan, O. G. (2016). Pengaruh Sales Promotion Dan Store Atmosphere Terhadap Impulse Buying Dengan Positive Emotion Sebagai Variabel Intervening Pada Planet Sports Tunjungan Plaza Surabaya. Jurnal Manajemen Pemasaran, 10(1), 27–34.
Mardiyani, Y., and Murwatiningsih. (2015). Pengaruh Fasilitas Dan Promosi Terhadap Kepuasan Pengunjung Melalui Keputusan Berkunjung Sebagai Variabel Intervening Pada Objek Wisata Kota Semarang. Management Analysis Journal, 4(2), 120–128.
Mehta, N. P., and Chugan, P. K. (2013). The Impact of Visual Merchandising on Impulse Buying Behavior of Consumer-A Case from Central Mall of Ahmedabad India. Universal Journal of Management, 1(2), 7.
Mopidevi, R., and Lolla, S. R. (2013). Visual Merchandising An Impulsive Reinforcer of Purchases Leading to Social Imbalance: A Case Study on Middle Class Families in Hyderabad. Journal of Business and Management, 9(6), 111–122.
Nagadeepa, C., Selvi, J. T., and Pushpa, A. (2015). Impact of Sale Promotıon Technıques on Consumers’ Impulse Buyıng Behavıour towards Apparels at Bangalore. Asian Journal of Management Sciences and Education, 4(1), 116–124.
Nindyakirana, R. H., and Maftukhah, I. (2016). Membangun Emosi Positif Melalui Promosi Penjualan dan Lingkungan Toko Dampaknya Terhadap Impulse Buying. Management Analysis Journal, 5(4), 375–388.
Pablo, Samuel., (2018). Pengusaha: Industri Ritel Semester I-2018 Tumbuh 7-7,5%. Available at: https://www.cnbcindonesia.com/news/20180622163406-4-20125/pengusaha-industri-ritel-semester-i-2018-tumbuh-7-75. 23 Juli 2019.
Pancaningrum, E. (2017). Visual Merchandise Dan Atmosfer Toko: Pengaruhnya Terhadap Keputusan Pembelian Impuls. Jurnal Ilmu Ekonomi Dan Pembangunan, 17(1), 23–40.
Purnamasari, S., and Murwatiningsih. (2015). Brand Image sebagai Mediasi Pengaruh Promosi, Harga dan Sikap Konsumen terhadap Keputusan Pembelian Jamu Nyonya Meneer di Semarang Timur. Management Analysis Journal, 4(3), 265–272.
Purwa, E. M. R. G., and Yasa, N. N. K. (2014). Strategi Store Environment Dan Time Pressure Pada Pembelian Impulsif Melalui Emotional State. Jurnal Dinamika Manajemen, 5(2), 147–160.
Rahmawati, N. T. (2018). Pengaruh Hedonic Shopping Value Dan Shopping Lifestyle Terhadap Impulse Buying Dengan Emosi Positif Sebagai Variabel Mediasi. Jurnal Manajemen Bisnis Indonesia, 3(1), 315–326.
Riamukti, D., and Arief, S. (2017). Pengaruh Kecenderungan Konsumsi Hedonik dan Gaya Hidup Berbelanja Terhadap Perilaku Pembelian Impulsif Dengan Emosi Positif Sebagai Variabel Intervening. Economic Education Analysis Journal, 3(1), 2–16.
Rosyida, S., and Anjarwati, L. A. (2016). Pengaruh Store Atmosfer Dan Promosi Penjualan Terhadap Pembelian Impulsif Dengan Emosi Positif Sebagai Variabel Intervening. Jounal of Research in Economics and Management, 16(1), 105–127.
Sakitri, W., Arief, S., Maftukhah, I., and Tusyanah. (2017). Stategis Used by Indonesia Businessmen for Communication via Email in Global Trade Era. Asian EFL Journal, 102(2), 29-57.
Sudarsono, J. G. (2017). Pengaruh Visual Merchandising Terhadap Impulse Buying Melalui Positive Emotion Pada Zara Surabaya. Jurnal Manajemen Pemasaran, 11(1), 16–25.
Sumarwan, U. (2011). Perilaku Konsumen Teori dan Penerapannya dalam Pemasaran. Bogor: Ghalia Indonesia.
Tirmizi, M. A., Rehman, K. U., and Saif, M. I. (2009). An Empirical Study of Consumer Impulse Buying Behavior in Local Markets. European Journal of Scientific Research, 28(4), 522–532.
Utami, C. W. (2010). Manajemen Ritel Strategi dan Implementasi Operasional Bisnis Ritel Modern di Indonesia. Jakarta: Salemba Empat.
Weerathunga, A. ., and Pathimini, M. G. (2015). Impact of Sales Promotion on Consumer’s Impulse Buying Behaviour ( IBB ); Study in Supermarkets in Anuradhapura City. Internat Ional Research Symposium Rajarata University of Sri Lanka, 321–329.
Yanthi, D., and Japarianto, E. (2014). Analisis Pengaruh Hedonic Shopping Tendency Dan Visual Merchandising Terhadap Impulse Buying Dengan Positive Emotion Sebagai Variabel Intervaning Pada Area Ladies Matahari Department Store Tunjungan Plaza Surabaya. Journal Manajemen Pemasaran Petra, 2(2).
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Affiliations
Listriyani Listriyani
Universitas Negeri Semarang
wahyono wahyono
Universitas Negeri Semarang
How to Cite
1.
Listriyani L, wahyono wahyono. The Role of Positive Emotion in Increasing Impulse Buying. MAJ [Internet]. 20Sep.2019 [cited 17Apr.2024];8(3):312-20. Available from: https://journal.unnes.ac.id/sju/maj/article/view/34265
The Role of Positive Emotion in Increasing Impulse Buying
Vol 8 No 3 (2019): Management Analysis Journal
Submitted: Sep 25, 2019
Published: Sep 20, 2019
Abstract
The purpose of this study is to determine the direct and indirect influence of visual merchanding, sales promotion and shopping lifestyle toward impulse buying through positive emotion as an intervening variable. Positive emotion influence customers to make an impulse buying. The population in this research is customers of Duta Mode Purwokerto. The total sample in this research is 115 respondents with incidental sampling technique through a likert scale. Methods of collecting data using questionnaires and documentation. Data analysis using classic assumption test and hypothesis test (t test and path analysis) with SPSS Statistics version 21 programs. Based on the hypothesis test, the results show that visual merchandising has a positive and significant effect on impulse buying, sales promotion has a positive and significant effect on impulse buying, shopping lifestyle does not has a positive and significant effect on impulse buying, and positive emotion has a positive and significant effect on impulse buying. Mediation test shows that positive emotion mediates the effect of visual merchandising, sales promotion, and shopping lifestyle on impulse buying.