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All Journal ETIKONOMI Jurnal Siasat Bisnis JPBM (Jurnal Pendidikan Bisnis dan Manajemen) Binus Business Review JBMP (Jurnal Bisnis, Manajemen dan Perbankan) International Journal of Social Science and Business Jurnal Sosial Humaniora Ekonomi dan Bisnis MABIS: Manajemen dan Bisnis FIRM: Journal of Management Studies International Journal of Business Studies Jurnal Bisnis dan Kewirausahaan (Journal of Business and Entrepreneurship) Business Economic, Communication, and Social Sciences Journal (BECOSS) Journal of Entrepreneurship & Business International Journal of Social Service and Research Milestone: Journal of Strategic Management IDEAS: Journal of Management & Technology Journal of Applied Management Research Journal of Social Science Business and Entrepreneurial Review Jurnal Manajemen dan Pemasaran Jasa International Journal of Economics (IJEC) Jurnal Manajemen dan Bisnis Madani Journal of Business, Management and Social Studies Journal of Mutidisciplinary Issues ELIGIBLE : Journal of Social Sciences International Transactions on Education Technology (ITEE) Advances In Social Humanities Research Jurnal Multidisiplin Indonesia Journal of Community Services: Sustainability and Empowerment Journal of Management, Economic, and Financial Asian Journal of Social and Humanities
Pangaribuan, Christian Haposan
Sampoerna University
Agriculture, Biological Sciences & Forestry Humanities Computer Science & IT Control & Systems Engineering Decision Sciences, Operations Research & Management Earth & Planetary Sciences Economics, Econometrics & Finance Education Engineering Environmental Science Industrial & Manufacturing Engineering Languange, Linguistic, Communication & Media Law, Crime, Criminology & Criminal Justice Library & Information Science Public Health Social Sciences Veterinary Other

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Analysis of Factors That Influence The Purchase Intention of Electric Vehicles In Indonesia: An Extended Theory of Planned Behavior Approach Meliana, Meliana; Pangaribuan, Christian Haposan
Journal Of Social Science (JoSS) Vol 3 No 12 (2024): JOSS: Journal of Social Science
Publisher : Al-Makki Publisher

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.57185/joss.v3i12.397

Abstract

Environmental problems such as climate change, pollution, rising earth temperatures and degradation of the quality of life are crucial today. Electric vehicles are present as an alternative to reducing carbon emissions from conventional vehicles which have a large impact on producing pollutants. This research aims to analyze the influence of environmental concerns, incentives, price value, attitudes, subjective norms and perceived behavioral control on purchase intentions of electric vehicles in the Jabodetabek area using the Theory of Planned Behavior approach. This research is a quantitative research with a total sample of 123 respondents. Data collection was carried out by distributing questionnaires online and the scale used was a Likert scale. The data analysis technique used is Structural Equation Modeling (SEM) with SmartPLS 3.0 software. The tests carried out include testing the inner model and outer model. The test results show that environmental concern has no significant effect on attitude and purchase intention, incentives have a significant effect on attitude but not significant effect on purchase intention, price value has a significant effect on attitude but not significant effect on purchase intention, attitude and perceived behavioral control have a significant effect but subjective norms does not have a significant effect on purchase intention. Attitude succeeded in significantly mediating the influence of incentives and price value on purchase intention. Attitude does not significantly mediate the influence of environmental concern on purchase intention.
Performance or Pleasure: Which Counts More for Virtual-Influencer Adoption in Indonesia? Kinerja atau Kenikmatan: Mana yang Lebih Penting dalam Penerapan Influencer Virtual di Indonesia? Kembau, Agung Stefanus; Pangaribuan, Christian Haposan; Kumaat, Arief Perdana; Bernanda, Devi Yurisca; Doa, Fidelia Novena
JBMP (Jurnal Bisnis, Manajemen dan Perbankan) Vol. 11 No. 2 (2025): September
Publisher : Universitas Muhammadiyah Sidoarjo

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.21070/jbmp.v11i2.2168

Abstract

In mobile-first collectivistic markets such as Indonesia, research has not yet clarified how consumers respond to virtual influencers (VIs), AI-driven characters that sell, entertain, and chat in parasocial spaces. Filling this gap is important because Indonesia is projected to become Asia’s fastest-growing e-commerce arena, valued at roughly ninety-five billion US dollars. We adapted the Artificial Intelligence Device Use Acceptance (AIDUA) model and surveyed 235 Instagram users aged 18 to 35 years who follow at least one VI. After pretesting, the final PLS-SEM model satisfied all reliability (CR ≥ 0.89) and convergent validity (AVE ≥ 0.73) thresholds and explained 37 percent of the variance in willingness to accept VIs. Positive emotion emerged as the strongest driver (β = 0.51, p < 0.001). Performance expectancy showed both a direct effect (β = 0.12, p < 0.05) and an indirect effect through emotion, whereas effort expectancy influenced acceptance solely through emotion. Perceived risk and social influence were not significant, confirming that feeling rather than function guides VI persuasion among young Indonesians. Brands should therefore pair clear decision support cues with local humor, everyday Bahasa, and low-friction interfaces to spark joy and reduce novelty skepticism, a strategy likely to accelerate VI adoption in other collectivistic mobile-centric economies.
The paradox of flash sales: How time-limited offers influence impulsive buying tendency in the emerging market (e-Commerce in Jakarta, Indonesia) Pangaribuan, Christian Haposan; Wanda, Meisya; Prayitno, Sentot Basuki; Wismiarsi, Tri; Barlian, Erland; Roemawi, Nathania Ferinda
Jurnal Manajemen dan Pemasaran Jasa Vol. 18 No. 2 (2025): September
Publisher : Lembaga Penerbit Fakultas Ekonomi dan Bisnis

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.25105/jmpj.v18i2.22350

Abstract

The shift to online shopping, especially in Indonesia, appeals to many people due to its easy access and promotions like big discounts and free shipping. The rapid growth of e-commerce supports this phenomenon, which in turn leads to an increase in impulsive buying habits and the popularity of flash sales programs. The aim of this study is to find out how price discounts, flash sale programs, and consumer trust affect impulsive buying tendency during flash sale programs. In this respect, we performed a survey on the 214 young participants in Jakarta, Indonesia. Questionnaires were used for primary data collection. To ascertain the validity and reliability of the questionnaire, a pre-test was conducted. This study used PLS-SEM to test the direct and mediating effects of attitude toward flash sales and consumer trust. The study finds that while consumer trust and price discounts do not directly influence impulsive buying, a positive attitude toward flash sales programs significantly mediates between price discounts and impulsive buying. The results demonstrate that price discounts have a greater influence on attitude toward flash sales than on consumer trust. The findings provide important insights for companies looking to implement discount strategies and offer potential avenues for future research.
Nano Influencers And Social Factors As Drivers Of Hedonic Consumption Among Generation Z In Indonesia's Social Commerce Kembau, Agung Stefanus; Pangaribuan, Christian Haposan; Hong, Kristy
Journal of Entrepreneurship & Business Vol. 6 No. 3 (2025): Journal of Entrepreneurship and Business (October)
Publisher : Program MM Universitas Surabaya

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.24123/jeb.v6i3.7458

Abstract

Purpose: This study seeks to shed light on the often-overlooked role of nano influencers in shaping hedonic consumption among Generation Z (Gen-Z) in Indonesia’s rapidly evolving social commerce landscape. While much attention has been given to macro influencers, our research suggests that smaller, more trusted voices may hold the key to authentic consumer engagement. Method: A cross-sectional survey of 200 Gen-Z consumers was conducted, utilizing Structural Equation Modeling (SEM) via Smart PLS to analyze the influence of nano influencers, reference groups, and communities on hedonic consumption. The research framework focuses on the social dynamics of peer validation over family influence. Result: The findings indicate that nano influencers significantly enhance the influence of peer groups on Gen-Z’s hedonic consumption, while family influence appears less relevant. This result points to a shift in consumer behavior, where peer-driven validation is dominant. Marketers are encouraged to reconsider their strategies, placing greater emphasis on nano influencers for more genuine connections in the social commerce era.
The Influence of Hedonic Motivation and Influencer Marketing on Purchasing Decisions with FOMO (Fear of Missing Out) as A Mediating Variable (Empirical Study: Cupika Online Store Customers) Stephanus Solaiman; Christian Haposan Pangaribuan
International Journal of Economics (IJEC) Vol. 3 No. 2 (2024): July-December
Publisher : PT Inovasi Pratama Internasional

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.55299/ijec.v3i2.1006

Abstract

This study investigates the influence of hedonic motivation and influencer marketing on purchase decisions, with Fear of Missing Out (FOMO) as a mediating variable, in the context of Cupika online store customers. The research employs a quantitative approach using structural equation modeling (SEM) with a sample of 132 respondents who have purchased from Cupika's e-commerce platforms. The findings reveal significant direct effects of hedonic motivation (β = 0.206, p = 0.017) and influencer marketing (β = 0.317, p < 0.001) on purchase decisions. FOMO demonstrates a strong direct effect on purchase decisions (β = 0.470, p < 0.001). Furthermore, the study identifies significant indirect effects of hedonic motivation (β = 0.243, p = 0.001) and influencer marketing (β = 0.149, p = 0.006) on purchase decisions, mediated by FOMO. These results highlight the complex interplay between emotional factors, social influence, and psychological states in shaping online consumer behavior. The study contributes to the growing body of literature on digital consumer behavior and offers practical implications for e-commerce marketing strategies. It underscores the importance of leveraging hedonic appeals, influencer partnerships, and FOMO-inducing tactics to drive online sales. However, it also emphasizes the need for ethical considerations in implementing such strategies. Future research directions include exploring these relationships across various product categories and cultural contexts, and investigating the long-term impacts of FOMO-driven purchases on consumer satisfaction and brand loyalty.
Unraveling The Factors Influencing Impulsive Buying Behavior Among Gen Z Using Shopee Paylater: A Quantitative Analysis Laurinda, Cindy; Pangaribuan, Christian Haposan; Thaib, Danial
Asian Journal of Social and Humanities Vol. 2 No. 12 (2024): Asian Journal of Social and Humanities
Publisher : Pelopor Publikasi Akademika

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.59888/ajosh.v2i12.411

Abstract

This study aims to analyze the influence of psychological factors, external factors, financial literacy, hedonic motivation, and utilitarian motivation on impulsive buying behavior using Shopee PayLater in generation Z employees at Private Banks in South Tangerang, South Tangerang. Impulsive buying is a spontaneous and unplanned buying behavior, which is often triggered by a variety of internal and external factors. This study uses a quantitative approach with a survey method to collect data from respondents who are employees of generation Z. Data analysis is carried out using multiple linear regression techniques to determine the influence of each independent variable on impulsive buying behavior. The results showed that psychological factors and hedonic motivation had a significant positive influence on impulsive buying behavior. In contrast, financial literacy had a negative effect, while external factors and utilitarian motivation did not show a significant influence. These findings provide insights for companies to develop effective marketing strategies by considering factors that influence impulsive consumer behavior.
Driving Brand Loyalty in Creative Culinary Industry Butar Butar, Ivan Destian; Pratama, Mohammad Harry; Pangaribuan, Christian Haposan
Milestone: Journal of Strategic Management Vol. 1 No. 1 April 2021
Publisher : Universitas Pelita Harapan

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.19166/ms.v1i1.3200

Abstract

The government has emphasized the increasing number of the creative culinary industry in Indonesia to increase support in this area. One of the flourishing brands running a creative culinary business in Indonesia is Warunk Upnormal. The growth of the player in this industry has grown some concern about such business's sustainability since the related industry has low entry barriers. This research aims to know how well the known drivers of brand loyalty, including variables brand awareness, perceived quality, brand image, perceived value, pleasure, and customer satisfaction, affect brand loyalty in Warunk Upnormal. This research used a quantitative method in finding the relationships among variables and used primary data to be processed. The design and development of the questionnaire are based on the pretested model and distributed toward 208 respondents. The overall result of this research shows that perceived quality affects most toward pleasure, followed by perceived value, then brand awareness. This research also shows the positive and significant relationship of pleasure toward customer satisfaction and customer satisfaction toward brand loyalty. 
THE INFLUENCE OF WOMEN'S LEADERSHIP  ON INNOVATION CAPABILITY AND PERCEIVED SUBORDINATE SUPPORT (A PRELIMINARY STUDY) Christin, Lelly; Megawati, Yenli; Pangaribuan, Christian Haposan; Rembulan, Glisina Dwinoor
Journal of Business And Entrepreneurship Vol. 13 No. 2 (2025): JOURNAL OF BUSINESS AND ENTREPRENEURSHIP (November 2025 Edition)
Publisher : Sampoerna University

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.46273/jobe.v13i2.545

Abstract

This study investigates the relationships between women’s leadership, perceived subordinate support, and innovation capability within organizations in Jakarta, Indonesia. Despite a growing body of research on leadership and innovation, there remains a gap in understanding the specific contributions of women leaders and how subordinate support influences their effectiveness. Using a purposive sample of female leaders and employing a Structural Equation Modeling (SEM) approach with Partial Least Squares (PLS) analysis, the research tested three key hypotheses. The preliminary findings revealed a statistically significant positive relationship between women’s leadership and both innovation capability and perceived subordinate support. However, no direct, statistically significant relationship was found between perceived subordinate support and innovation capability. The results suggest that women leaders play a powerful and foundational role in an organization by fostering a supportive environment that, in turn, may indirectly influence innovation. This study contributes to the literature by highlighting the direct impact of women’s leadership on key organizational outcomes, while also serving as a preliminary basis for future research on the mediating role of subordinate support.
The Effect of Environmental Concern on Green Purchase Intention Mediated by Attitude Towards Green Product, and Subjective Norm in Sensatia Botanicals Gen Z Cosmetic Users in Indonesia Riyanto, Ricarhdus Rikky; Pangaribuan, Christian Haposan
Journal of Management Economic and Financial Vol. 3 No. 3 (2025): Special Issue
Publisher : Politeknik Siber Cerdika Internasional

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.59261/jmef.v3i3.141

Abstract

Rising environmental awareness has spurred demand for green products, yet a gap persists between concern and purchase behavior, especially among Gen Z consumers in emerging markets like Indonesia. This study investigates how environmental concern influences green purchase intention, mediated by attitude and subjective norms, using Sensatia Botanicals cosmetics as a case study. A quantitative survey of 170 Indonesian Gen Z non-buyers was analyzed via SEM-PLS to test hypotheses derived from green consumer behavior theory. Environmental concern significantly shapes attitudes toward green products (p = 0.000) but not purchase intention directly (p = 0.644). Attitude fully mediates this relationship (p = 0.000), while subjective norms show no significant mediation (p = 0.409), underscoring the dominance of personal over social factors. Marketers should prioritize attitude formation through education and product benefits over social campaigns. Future research could explore pricing strategies (e.g., dynamic pricing) and behavioral nudges to bridge the intention-action gap.
Co-Authors Adele Valerry Aggraeni, Ella Intan Ali Akbar Fuadi Alicia Listiani Tenia Alif, Muhammad Gunawan Amini, Nuzulia Anggeliana, Dhea Antari, Ni Kadek Yuni Arief Perdana Kumaat Aurelia Venus Angelica Ayya Sofia Bambang Setiono Bambang Setiono Barlian, Erland Bernanda, Devi Yurisca Butar Butar, Ivan Destian Calista Luhur Christin, Lelly Citra, Baiq Sany Ayu Dairion Thahar DANIAL THAIB Desman Hidayat Doa, Fidelia Novena Effendi, Sahlan Furqan, Farhan Galingging, Jesusha Glory Anemone Getruda Filumena Yulius Glisina Dwinoor Rembulan Glory Aguzman Gularso, Kurnadi Hamidah, Rusyda Haqi Putri, Id'hayani Shavana Hong, Kristy Id'hayani Shavana Haqi Putri islam, sri susilawati Iwan Setiawan Jalu Kawiworo Kartika, Leni Ajeng Kawiworo, Jalu Kembau, Agung Stefanus Kurniawati, Regina Zaviera Anggi Laurinda, Cindy Lidhiah Lesthary Luhur, Calista Madeline Lydia Hiustra Maharani, Regita Maldini, Anak Agung Kompiyang Ratih Maria Francisca Lies Ambarwati Martinus Fieser Sitinjak Megawati, Yenli Meisya Nurahmasari Meliana Meliana Mona Chaterina Muhril Ardiansyah Nabiel Elhakim Al-Ahmad Bit Nabila Tafriza Nabilah Putri Justine Niha, Irma Shafika Nilam, Edric Budiman Novitasari, Evi Nurfaiza, Nazia Okta Prihatma Bayu Putra Pananda Pasaribu, Pananda Paulina, Putri Pratama, Mohammad Harry Prayataneswara Dwiputri Susanto Prayitno, Sentot Basuki Princes, Elfindah Puti Syifa Azzahra Putri Lathifah &#039;Afif Putri Paulina Ramadhanti, Jovita Rith Analin Osok Riyanto, Ricarhdus Rikky Roemawi, Nathania Ferinda Santo Tjhin Santo Tjhin Setiawan, Johan Sherisa, Livia Alma Sitinjak, Martinus Fieser Stephanie Stephanus Solaiman Syarifah Nur Silfiyah Thahar, Dairion Titanicko, Titanicko Tri Wismiarsi, Tri Wanda, Meisya Yandi, Muhammad