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All Journal Jurnal Manajemen Teknologi Research Report - Social Science Media Ekonomi dan Manajemen Bina Ekonomi: Majalah Ilmiah Fakultas Ekonomi Universitas Katolik Parahyangan Golden Ratio of Data in Summary Parahyangan Management Science and Practices Review Matrik: Jurnal Manajemen, Strategi Bisnis, Dan Kewirausahaan
Agus Hasan Pura Anggawidjaja
Universitas Katolik Parahyangan
Computer Science & IT Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Environmental Science Industrial & Manufacturing Engineering Social Sciences

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Factors Influencing Purchase Intention for Luxury Brands in Indonesia’s Emerging Market Teresia Debby; Atik Aprianingsih; Agus Hasan Pura Anggawidjaja; Wisnu Wardhono; Eric Angga Budiyono; Indi Rafiyal Ka’bah
Golden Ratio of Data in Summary Vol. 6 No. 1 (2026): November - January
Publisher : Manunggal Halim Jaya

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.52970/grdis.v6i1.1867

Abstract

The Indonesian luxury goods market has grown significantly over the past decade due to rising disposable incomes, urbanization, and a growing middle class. Understanding the drivers of luxury brands’ purchase intention is essential, especially in Generation Z. This study examines the influence of hedonic, social, and financial value on purchase intention through attitudes toward luxury brands among Generation Z in Indonesia. This study employs PLS-SEM to analyze data collected from 103 Generation Z respondents across Indonesia through an online survey. The results of this study indicate that financial value and hedonic value have a positive and significant influence on customer attitudes toward luxury brands, whereas social value does not have a significant influence on these attitudes. This finding indicates that consumers may prioritize intrinsic qualities of luxury items, such as quality and personal aesthetic appeal, over the social status associated with these goods. Additionally, customer attitude towards luxury brands has a positive and significant influence on purchase intention. The results of this study suggest that luxury brands in Indonesia can increase the purchase intention of Generation Z by fostering a positive attitude towards luxury brands, which offer both financial and hedonic value.
PERSEPSI HARGA DAN NIAT BELI ULANG PADA PASAR BISNIS-KE-BISNIS: STUDI PADA PELANGGAN INDUSTRI PRODUSEN PVC STABILIZER DI INDONESIA Alfarizy Bagus Kartika Witjaksono; Agus Hasan Pura Anggawidjaja
Parahyangan Management Science and Practices Student Review Vol 2 No 1 (2025): Parahyangan Management Science and Practices Review
Publisher : Universitas Katolik Parahyangan

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Abstract

Retaining industrial customers is a persistent challenge for manufacturers that compete against lower-priced imports, yet most evidence on how price perception shapes repurchase intention comes from consumer (B2C) settings. This study examines the effect of price perception on repurchase intention among the industrial customers of a PVC stabilizer manufacturer in Indonesia, the only domestic producer in its category. Using an explanatory quantitative design, data were gathered through a census (saturated sampling) of all 31 customer firms, with purchasing decision-makers as respondents. Data were analysed through descriptive statistics, classical assumption tests, and simple linear regression using SPSS 27. Price perception has a positive and statistically significant effect on repurchase intention (b = 0.342; t = 9.686; p < 0.001) and explains 76.4% of its variance. Firms that judged the price as fair relative to the value and quality received reported high repurchase intention, whereas small-volume, price-sensitive firms that perceived the price as unfavourable against cheaper imports were the ones that discontinued purchasing. The findings extend the price-perception–repurchase link to a B2B, sole-domestic-supplier context and suggest that volume-based pricing and clearer value communication can strengthen retention.
KUALITAS APLIKASI, HARGA, DAN PERSAINGAN SEBAGAI DETERMINAN NIAT PAKAI ULANG APLIKASI PEMBAYARAN PPOB OLEH LOKET MITRA DI KOTA BANDUNG Afwi Naufal Safawi; Agus Hasan Pura Anggawidjaja
Parahyangan Management Science and Practices Student Review Vol 2 No 1 (2025): Parahyangan Management Science and Practices Review
Publisher : Universitas Katolik Parahyangan

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Abstract

This study examines the determinants of partner counters’ intention to reuse a PPOB (Payment Point Online Bank) digital payment application in Bandung, focusing on application quality, price, and competition. The research responds to a sustained downturn at the case firm (anonymised here as PT CAM) where registered partner counters in Bandung fell from 267 in 2020 to 128 in 2023, alongside declining transaction volumes. Using an explanatory quantitative design, primary data were gathered through a questionnaire administered to 113 partner counters selected by purposive sampling, and analysed with descriptive statistics and multiple linear regression. The results show that price and competition each exert a positive and significant effect on reuse intention, whereas application quality has no significant partial effect. Jointly, the three variables account for 32.9% of the variance in reuse intention, with price the strongest predictor. The findings indicate that, for agent-based payment platforms, a competitive and transparent fee structure matters more for partner retention than interface quality on its own. The firm is advised to rationalise its administrative fees, build a mobile-accessible application, and sharpen its competitive differentiation.
PENGARUH RETAIL MIX TERHADAP NIAT BELI KONSUMEN NONPELANGGAN: STUDI PADA RITEL PRODUK PLASTIK DAN KEMASAN DI KARTASURA Stephen Nathaniel; Agus Hasan Pura Anggawidjaja
Parahyangan Management Science and Practices Student Review Vol 2 No 2 (2025): Parahyangan Management Science and Practices Review
Publisher : Universitas Katolik Parahyangan

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Abstract

Most retail mix studies evaluate the perceptions of existing customers, leaving the perceptions of prospective consumers — those who are aware of a store but have never transacted with it — largely unexamined. This gap matters for small independent retailers, whose growth depends on converting store awareness into first purchases. This study examines the effect of retail mix on purchase intention among consumers who know but have never purchased from a plastic and packaging retailer ("Store X") in Kartasura, Central Java, whose purchase-conversion rate fell from 75% in 2022 to 62% in 2024 despite stable footfall. Using an applied, explanatory, cross-sectional design, data were collected from 128 respondents selected through judgement sampling, measured with 18 retail mix indicators across six dimensions (merchandise management, pricing, customer service, store design and display, location, communication mix) and three purchase intention indicators on a six-point Likert scale. Data were analysed with descriptive statistics, classical assumption tests, and simple linear regression in IBM SPSS Statistics 30. Respondents rated the retail mix as unsatisfactory (mean 2.44) and their purchase intention as low (mean 2.49); location was the weakest dimension (2.31). Retail mix had a positive and significant effect on purchase intention (b = 0.155; t = 23.486; p < 0.001; adjusted R² = 0.813). The findings indicate that purchase intention among non-customers is shaped by externally observable and socially transmitted retail cues — signage visibility, price transparency, stock availability, and store appearance — rather than by transactional experience, which reframes retail mix as an acquisition instrument rather than merely a satisfaction instrument.
PERSEPSI KUALITAS PRODUK, LAYANAN PURNA JUAL, DAN PREFERENSI MEREK TERHADAP NIAT BELI SEPEDA MOTOR SUZUKI PADA KONSUMEN NONPENGGUNA Shawn Genesis Pudjianto; Agus Hasan Pura Anggawidjaja
Parahyangan Management Science and Practices Student Review Vol 2 No 2 (2025): Parahyangan Management Science and Practices Review
Publisher : Universitas Katolik Parahyangan

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Abstract

Studies of purchase intention in the motorcycle market typically sample owners of the brand under investigation, which leaves the perceptions of non-users — riders who chose a competing brand — largely unexamined. Yet for a brand in structural decline, non-users are the entire growth opportunity. Suzuki motorcycles illustrate the problem sharply: annual Indonesian sales fell from 1,091,962 units in 2005 to 18,380 in 2021, and wholesales of just over 16,000 units in 2025 represent roughly 0.25% of a national market of 6,412,769 units. This study examines the effect of perceived product quality, after-sales service, and brand preference on purchase intention among 102 Indonesian motorcycle users who do not own a Suzuki, using an explanatory cross-sectional design, judgement sampling, six-point Likert measures, and multiple regression in IBM SPSS Statistics 30. Respondents rated perceived product quality (mean 3.21) and after-sales service (3.01) as inadequate and brand preference as low (2.32); purchase intention was 2.67. The three variables jointly explained purchase intention (F = 139.657; p < 0.001; R² = 0.810), but only perceived product quality (b = 0.302; t = 5.699) and brand preference (b = 0.340; t = 7.458) were significant; after-sales service was not (t = −1.047; p = 0.298). The central finding is a divergence between stated and derived importance: parts and workshop availability were the barriers respondents cited most often yet contributed no unique explanatory variance. We argue that among non-users, after-sales service functions as a screening attribute that can disqualify a brand but cannot generate intention, becoming decision-relevant only once the brand enters the consideration set.
PENGARUH PROMOSI PENJUALAN TERHADAP LOYALITAS PELANGGAN MELALUI KEPUASAN PELANGGAN PADA APLIKASI TOKOPEDIA Olivia Maureen Mulyana; Agus Hasan Pura Anggawidjaja
Parahyangan Management Science and Practices Student Review Vol 2 No 2 (2025): Parahyangan Management Science and Practices Review
Publisher : Universitas Katolik Parahyangan

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Abstract

Competition among marketplaces in Indonesia has intensified, pushing every platform to fight for customer retention. Tokopedia, the pioneering homegrown marketplace, saw its monthly visits decline throughout 2024 while its rivals kept growing. Price observations and preliminary interviews suggested that the root of the problem lies in Tokopedia's sales promotions, which are perceived as less attractive than those of Shopee and TikTok Shop. This study examines the effect of sales promotions on customer satisfaction and its subsequent impact on customer loyalty toward Tokopedia. Data were gathered from 130 respondents who had transacted on both Tokopedia and other marketplaces, using a six-point Likert questionnaire, and analysed with Partial Least Squares Structural Equation Modeling (PLS-SEM) in SmartPLS 4. Descriptive analysis showed that sales promotion, customer satisfaction, and customer loyalty all fell into the low category, with means of 1.94, 2.06, and 1.91, respectively. Nevertheless, sales promotion had a positive and significant effect on customer satisfaction (β = 0.506; p < 0.001), and customer satisfaction had a positive and significant effect on customer loyalty (β = 0.634; p < 0.001). These findings confirm that weak sales promotion translates into both low satisfaction and low loyalty, implying that Tokopedia should design more competitive promotions and apply them more evenly across product categories.
PENGARUH E-SERVICE QUALITY DAN HARGA TERHADAP NIAT BELI ULANG KONSUMEN PADA E-COMMERCE ZALORA INDONESIA Widyawati Caesaria Septiani; Agus Hasan Pura Anggawidjaja
Parahyangan Management Science and Practices Student Review Vol 2 No 2 (2025): Parahyangan Management Science and Practices Review
Publisher : Universitas Katolik Parahyangan

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Abstract

Intense competition in the e-commerce industry compels every platform to retain its customers through repeat purchases. Zalora Indonesia, which positions itself around fashion and beauty products, instead experienced a steady decline in monthly visitors and application downloads throughout 2019–2023, accompanied by consumer complaints about its service and pricing. This study examines the effect of e-service quality and price on the repurchase intention of Zalora consumers. Data were collected through a questionnaire distributed to 100 respondents who had shopped on the Zalora application, selected using purposive sampling, and analysed with multiple linear regression in IBM SPSS. The descriptive results indicate that consumers rate Zalora’s e-service quality as poor, perceive its prices as expensive, and report low repurchase intention. Hypothesis testing confirms that e-service quality and price have a positive and significant effect on repurchase intention, both partially and simultaneously, with price contributing more strongly than e-service quality. Together, the two variables explain 70% of the variation in repurchase intention. These findings underscore that improving the digital service experience and adopting a more competitive pricing strategy are central to encouraging repeat purchases at Zalora.
KEPUASAN KONSUMEN ATAS PRODUK DAN KEMASAN SEBAGAI PENENTU NIAT BELI ULANG: STUDI PADA KONSUMEN FOUNDATION MOTHER OF PEARL Shierla Johanna; Agus Hasan Pura Anggawidjaja
Parahyangan Management Science and Practices Student Review Vol 2 No 2 (2025): Parahyangan Management Science and Practices Review
Publisher : Universitas Katolik Parahyangan

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Abstract

Indonesia’s local cosmetics industry has grown rapidly, yet a strong launch does not guarantee repeat purchase. Mother of Pearl foundation, a brand owned by beauty influencer Tasya Farasya, sold IDR 1 billion worth of product within thirteen minutes of its release, but its Shopee sales then fell sharply from 909 units in August 2022 to 22 units in March 2023. This study examines how consumer satisfaction with the product and consumer satisfaction with the packaging affect repurchase intention. Data were gathered through a questionnaire completed by 100 female consumers aged 17 to 40 who had bought and used the product, and were analysed using multiple linear regression in IBM SPSS 23. Satisfaction with the product (β = 0.432; p < 0.001) and satisfaction with the packaging (β = 0.370; p < 0.001) both had a positive and significant effect on repurchase intention, partially and simultaneously (F = 58.350; p < 0.001), together explaining 53.7% of its variance. Satisfaction with the product was the stronger predictor. Respondents reported low satisfaction with the product (mean 2.58) and low repurchase intention (mean 2.15), consistent with the observed sales decline. The findings underline that retaining customers requires consistency between product claims and the actual use experience, alongside packaging that is genuinely functional.
Co-Authors Afwi Naufal Safawi Agung, Chris Petra Alfarizy Bagus Kartika Witjaksono Atik Aprianingsih Atik Aprianingsih Atik Aprianingsih Aulia Putri Ramalah Avadhut Patwardhan Catharina Tan Lian Soei Debby, Teresia Eric Angga Budiyono Indi Rafiyal Ka’bah Ivan Prasetya Kaustubh Virkar Meilita Fifarezqina Olivia Maureen Mulyana Rizka Nugraha Praktikna Sandra Sunanto Setiadi Umar Setiadi Umar Shawn Genesis Pudjianto Shierla Johanna Stephen Nathaniel V. J. Wisnu Wardhono Widyawati Caesaria Septiani