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All Journal Jurnal Ekonomi JIP (Jurnal Industri dan Perkotaan) Jurnal Online Mahasiswa (JOM) Bidang Ilmu Ekonomi IJEBA (International Journal of Economic, Business & Applications) JOURNAL OF APPLIED BUSINESS ADMINISTRATION SELODANG MAYANG
Promalessy, Rika
Universitas Riau
Humanities Automotive Engineering Civil Engineering, Building, Construction & Architecture Computer Science & IT Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Education Electrical & Electronics Engineering Energy Engineering Environmental Science Industrial & Manufacturing Engineering Languange, Linguistic, Communication & Media Law, Crime, Criminology & Criminal Justice Library & Information Science Mechanical Engineering Nursing Public Health Social Sciences Transportation Other

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Scroll, feel, buy: How social presence and FOMO shape impulsive and repeat purchases Promalessy, Rika; Fathoni, Ahmad Fauzan; Novrianti, Dian Puspita; Hadi, T. Saipul
Journal of Applied Business Administration Vol 10 No 1 (2026): Journal of Applied Business Administration
Publisher : Pusat P2M Politeknik Negeri Batam

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.30871/jaba.11720

Abstract

This study aims to analyze the influence of social presence and fear of missing out (FOMO) on consumer impulsive buying and repurchase intention on e-commerce platforms in Indonesia. The research is grounded in Stimulus–Organism–Response (S-O-R) Theory, which posits that environmental stimuli (social presence and FOMO) affect internal psychological states (impulsive buying) that subsequently drive behavioral responses (repurchase intention). The study employed a quantitative approach using a survey method. Data were collected through questionnaires distributed to 157 active marketplace users in Indonesia. The data were analyzed using Structural Equation Modeling (SEM) with a variance-based approach (PLS-SEM) to examine both direct and indirect (mediating) effects among variables. The results indicate that social presence and impulsive buying have a significant positive effect on repurchase intention, particularly within the context of social media interaction and digital promotional strategies. Meanwhile, FOMO does not directly influence repurchase intention. However, impulsive buying significantly mediates the relationship between social presence and FOMO with repurchase intention, suggesting that both variables first stimulate impulsive buying behavior, which subsequently enhances repurchase intention. This research contributes theoretically by extending the application of Social Presence Theory and S-O-R Theory in the context of e-commerce consumer behavior in Indonesia. Practically, the findings provide strategic implications for e-commerce platforms and digital marketers to strengthen interactive features and social cues that enhance consumers’ emotional engagement and stimulate impulsive buying to increase repurchase intention.
Co-Authors Ahmad Fauzan Fathoni Alvi Furwanti Alwie Alvi Furwanti Alwie Alvionita Rina Mei Anggia Paramitha Fira Majdina Siswanto Fitri Fitri Fitri Fitri Furwanti Alwie, Alvi Gatot Wijayanto Hadi, T. Saipul Marhadi Marhadi Novrianti, Dian Puspita Nursanti Aida Nurul Sainatunnisak Ramadhan Derizal Rendra Wasnury Sainatunnisak, Nurul Saipul Hadi, T. Sesariani Novita Siswanto, Fira Majdina