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Journal : Journal of the Community Development in Asia

The Mediating Role of Visual Appeal in the Influence of Emotional Appeal and FOMO on Impulsive Buying Tambunan, Otari Adelia; Syahputra, Syahputra; Madiawati, Putu Nina
Journal of The Community Development in Asia Vol 8, No 2 (2025): May 2025
Publisher : AIBPM Publisher

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.32535/jcda.v8i2.3922

Abstract

Indonesia's cosmetics industry experienced a growth of 21.9%, increasing from 913 companies in 2022 to 1,010 companies by mid-2023. During January to November 2023, exports of cosmetics, fragrances, and essential oils reached USD 770.8 million (KKBPRI, 2024). Skintific has emerged as one of the popular skincare brands in Indonesia, leveraging high-quality products and dynamic social media campaigns, particularly on platforms like Instagram and TikTok. This research explores the effects of emotional appeal and Fear of Missing Out (FOMO) on impulsive buying during TikTok flash sales, with visual appeal acting as a mediating factor. Utilizing a quantitative approach with 385 Skintific users from Indonesia, data were analyzed using SMART PLS version 3.1. The findings reveal that both emotional appeal and FOMO have a direct and significant positive impact on impulsive buying and visual appeal. Visual appeal itself significantly influences impulsive buying. Moreover, emotional appeal and FOMO also indirectly affect impulsive buying behavior through the enhancement of visual appeal.
Co-Authors Aditya Wardhana Akbar, Asep Syaeful Aldo Putra Kusuma Almaida, Nisya Amirah Mardhiyah Anak Agung Gde Agung Andorra, Dyana Andriano, David Arisyanti, Faiza Iffa Arry Widodo As Syihab, Tasya Fadia Astadi Pangarso Axchell Ayu Lestari Azhari, Irvan Guruh Fathur Azka, Kansanida Ghaniya Baladhika, Nicole Kansa Kostra Baskara, Muhamad Br Karo, Ella Manisa Budi Rustandi Kartawinata Choiruman, Doni Christian Bernard Gunawan Devie Ryana Suchendra Divo Afrianto Eka Wahyu Ningsih Enggar Akbar Nur Izza Fadillah, Mohammad Fakhsi Fahira, Luwisca Faisal Dava Fikriansyah Fauzi, Muhammad Luthfi Fauziah, Ismi Al Febri Yuliani Febriantika, Rifda Zahra Flaviana, Aneu Karlob Gifani, Auliannisa Gunawan, Tedi Haryady, Arys Naufal Hendriawan, Mochamad Izza Ryan Ihsan, Bill Walidaen Indra Suharman Julianti, Diva Silvia Kadarisman, Razes Kristina Sisilia Luh Putu Ratna Sundari Luwisca Fahira Madani, Dita Hega Mahir Pradana Mangruwa, Rajiv Marbun, Putri Wina Ragelia Marlindia Ike Sari Mika Handayani Muhammad Sorim Arkan Mulyanie, Shintia Dewi Ni Made Dwi Ratnadi Novena Allowcya Regina Caeli br. Tarigan Nurdin, Fakhri Muhammad Nurrochman, Tedy Wiza Perdana, Ariabima Putra Putri, Anida Juliana Putu Nina Madiawati Rajiv Dharma Mangruwa Raphaela Medisa Retno Tri Pratiwi Rini Handayani Rizqullah, Muhammad Dary Roni Riandi Sadiah, Aliya Nurul Sakti, Muhammad Raisa Permana Septia Nursa Seto Perbowo, Grahatama Windhu Silaban, Ester Riski Safira Suherman Suherman Suryanegara, Ardito Al Khairy Syahputra, Yoga Aditya Eka Syakhilla, Nurfarahim Tambunan, Otari Adelia Tasya Salsabiila Wijayanti, Annisa Tri Yasir, Amru Zaili Rusli