Aptisi Transactions on Management
Vol 10 No 3 (2026): ATM (APTISI Transactions on Management: September)

Experimental Analysis of Impulse Buying in Indonesian Live Shopping

Tessa Handra (Universitas Multimedia Nusantara)
Yolanda Masnita (Universitas Trisakti)
Husna Leila Yusran (Universitas Trisakti)



Article Info

Publish Date
30 Sep 2026

Abstract

The growth of live shopping in Indonesia has created a dynamic digital retail environment, yet the psychological mechanisms underlying impulse buying remain insufficiently understood. Previous studies have predominantly emphasized positive and linear relationships between perceived enjoyment, purchase-related urges, and impulse buying, with limited experimental evidence on their combined effects in the Indonesian live-commerce context. This study examines the effects of Perceived Enjoyment and Urge To Buy Impulsively on Customer Impulse Buying using a 2 × 2 factorial between-subject experimental design. Data were collected from 160 female Gen Z and Millennial respondents in Indonesia who actively used live-commerce platforms. Both factors were manipulated at high and low levels through simulated live-streaming videos and analyzed using Two-Way ANOVA. The results show that low Perceived Enjoyment produced significantly higher Customer Impulse Buying than high Perceived Enjoyment, while low Urge To Buy Impulsively also produced significantly higher impulse-buying responses than the high condition. A significant interaction was found, with the low-Perceived Enjoyment and low-Urge To Buy Impulsively condition producing the highest Customer Impulse Buying score. These findings indicate that stronger entertainment and purchase-related stimulation do not necessarily generate stronger impulse-buying responses. The study extends the Stimulus-Organism-Response framework through an interaction-based perspective and provides implications for technology innovation management and digital transformation by emphasizing balanced entertainment, information efficiency, consumer decision support, and responsible live-commerce design.

Copyrights © 2026






Journal Info

Abbrev

ATM

Publisher

Subject

Computer Science & IT Decision Sciences, Operations Research & Management

Description

Aptisi Transactions on Management (ATM) adalah jurnal ilmiah yang diterbitkan oleh APTISI (Asosiasi Perguruan Tinggi Swasta Indonesia), guna memfasilitasi hasil jurnal ilmiah Civitas Akademika dalam bidang teknologi informasi, komunikasi, dan manajemen dalam menghadapi era digital di Indonesia. ATM ...