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Rahmat Heru Setianto
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Faculty of Economics and Business, Universitas Airlangga, JL. Airlangga 4 Surabaya, 60286
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Jurnal Manajemen Teori dan Terapan
Published by Universitas Airlangga
ISSN : 19793650     EISSN : 25482149     DOI : 10.20473/jmtt.v13i1.14399
Core Subject : Science, Education,
Decision Sciences, Operations Research & Management Education
Arjuna Subject : -
Articles 8 Documents
 1 
Search results for , issue "Vol. 18 No. 3 (2025)" : 8 Documents clear
Energy-Saving Labels, Social Media, and the Sequential Mediation of Curiosity and Attitude in Energy-Efficient Household Appliance Adoption Andika; Maslikhah; Tampubolon, Nobel Kristian Tripandoyo; Anisah, Tiara Nur; Joshi, Mahesh Chandra
Jurnal Manajemen Teori dan Terapan| Journal of Theoretical and Applied Management Vol. 18 No. 3 (2025)
Publisher : Universitas Airlangga

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.20473/jmtt.v18i3.76045

Abstract

Objective: This study examines the impact of energy-saving labels and social media on consumers' intentions to purchase energy-efficient household appliances (EHAs), utilizing the Stimulus-Organism-Response (S-O-R) framework with curiosity and attitude as sequential mediators. Design/Methods/Approach: Data were collected through an online consumer survey, which resulted in 318 valid responses. Partial Least Squares Structural Equation Modeling (PLS-SEM) was employed to test the hypothesized relationships. Findings: The results indicate that energy-saving labels and social media significantly enhance consumer curiosity about EHAs, strengthening positive attitudes and purchase intentions. Curiosity and attitude sequentially mediate the effects of these external stimuli on purchase intention, with energy-saving labels exerting a more decisive influence than social media across the mediation pathway. Originality/Value: By extending the S-O-R framework to EHA adoption in a developing economy context, this study offers new insights into the psychological mechanisms shaping sustainable consumption, particularly the sequential mediation through curiosity and attitude. Practical/Policy implications: The findings suggest that clear energy-saving labels and culturally relevant social media campaigns can stimulate consumer curiosity and foster positive attitudes. These strategies can inform marketing practices and policy initiatives to accelerate EHA adoption and contribute to broader global sustainability goals.
Navigating Digital Credit: How Risky Indebtedness Behavior and Impulsive Buying Shape Buy-Now-Pay-Later Intention? Hesniati, Hesniati; Phangestu, Steffany Jessica; Marheni, Dewi Khornida; Arviano, Hengky
Jurnal Manajemen Teori dan Terapan| Journal of Theoretical and Applied Management Vol. 18 No. 3 (2025)
Publisher : Universitas Airlangga

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.20473/jmtt.v18i3.77543

Abstract

Objective: This study examines the psychological factors influencing consumers’ intention to use Buy Now Pay Later (BNPL) services, focusing on the roles of risky indebtedness behavior, impulsive buying, and attitude toward credit, while exploring gender-based differences. Design/Methods/Approach: Drawing on the Theory of Planned Behavior and Self-Regulation Theory, data were collected from 401 BNPL users using an online survey. The data were analyzed using Partial Least Squares Structural Equation Modeling (PLS-SEM) and multigroup analysis by gender. Findings: Risky indebtedness behavior, impulsive buying, and attitude toward credit significantly influence BNPL intention, with attitude serving as a key mediator. Impulsive buying indirectly affects BNPL intention through risky indebtedness and attitude toward credit. The multigroup analysis reveals that male consumers’ BNPL intention is more strongly influenced by impulsive buying, whereas female consumers’ intention is driven primarily by risky indebtedness behavior through attitude toward credit. Originality/Value: This study contributes to behavioral finance research by integrating TPB and SRT to explain BNPL adoption behavior. It offers new insights into how gender differences shape the psychological mechanisms in credit-based consumption. Practical/Policy implication: BNPL providers should tailor strategies such as targeted spending alerts and marketing campaigns to address behavioral differences across gender groups. Regulators should focus on enhancing digital financial literacy and self-regulation awareness, ensuring transparent product information, enforcing spending limits, and integrating educational programs to mitigate risky indebtedness and impulsive buying behaviors.
The Attraction Advantage: How Celebrity Charisma Outperforms Expertise in Attitude-Mediated Green Marketing Irawan, Ari; Zalfaa, Alyaa; Sanawiri, Brillyanes; Agusti, Rosalita Rachma; Iqbal, Mohammad
Jurnal Manajemen Teori dan Terapan| Journal of Theoretical and Applied Management Vol. 18 No. 3 (2025)
Publisher : Universitas Airlangga

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.20473/jmtt.v18i3.78379

Abstract

Objective: This study examines the role of consumer attitudes in the relationship between celebrity endorser credibility (attractiveness, trustworthiness, and expertise) and green purchase intention, with innovativeness as a moderating variable. The research clarifies how these factors impact purchase intention for eco-friendly products, focusing on a green beauty brand. Design/Methods/Approach: This explanatory research utilizes a quantitative approach to analyze relationships between variables. The sample consists of 200 Instagram users. Data was collected via questionnaires and analyzed using SmartPLS software, employing descriptive analysis and path analysis to examine celebrity endorser credibility influence on consumer attitudes and purchasing behavior. The theoretical framework integrates the Source Credibility Model, Theory of Planned Behavior, and Diffusion of Innovations Theory to examine celebrity endorser credibility influence on consumer attitudes and purchasing behavior. Findings: All three dimensions of celebrity endorser credibility, attractiveness, trustworthiness, and expertise, positively and significantly influenced consumer attitudes towards green products. Attitudes towards green products significantly impacted green purchase intentions. Consumer innovativeness negatively moderated the relationship between attitudes and green purchase intentions, indicating that innovative consumers are less influenced by attitudes when making purchasing decisions. Originality/Value: This study disaggregates celebrity credibility dimensions in green marketing contexts, revealing that attractiveness dominates over expertise in driving green purchase intentions through attitude formation. The research uniquely identifies consumer innovativeness as a negative moderator, demonstrating that highly innovative consumers rely less on attitude formation when making green purchase decisions, challenging traditional consumer behavior models. Practical/Policy Implication: Brand managers of green beauty products seeking to increase green purchase intention should prioritize celebrity attractiveness over expertise when selecting endorsers. Marketing practitioners should develop campaigns emphasizing emotional appeal while implementing differentiated strategies for innovative consumers, highlighting product uniqueness rather than traditional environmental benefits.
Digital Mindset, Technological Self-Efficacy, and Social Media Usage on Entrepreneurial Intention: Mediation of Innovation Capability and Moderation of Digital Literacy Nurfaizal, Yusmedi
Jurnal Manajemen Teori dan Terapan| Journal of Theoretical and Applied Management Vol. 18 No. 3 (2025)
Publisher : Universitas Airlangga

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.20473/jmtt.v18i3.78708

Abstract

Objective: This study investigates the influence of digital mindset, technological self-efficacy, and social media usage on entrepreneurial intention among digital business students, with innovation capability as a mediating variable and digital literacy as a moderating variable. It clarifies how digital competences and innovation jointly shape entrepreneurial aspirations in an educational context. Design/Methods/Approach: A quantitative research design was applied with data from 250 undergraduate students in digital business programs across several universities. A stratified proportional random sampling technique ensured campus representation. Data were analyzed using SmartPLS4 through the PLS-SEM approach, including measurement and structural model assessment, mediation moderation analysis, and control variables (gender and campus). Findings: The results reveal that digital mindset, technological self-efficacy, and social media usage significantly influence entrepreneurial intention both directly and indirectly through innovation capability. Innovation capability plays a mediating role, while digital literacy strengthens the relationship between innovation capability and entrepreneurial intention. All proposed hypotheses were supported, indicating the robustness of the model. Originality/Value: This study contributes to the growing body of knowledge on digital entrepreneurship education by integrating digital mindset, self-efficacy, and social media usage into a mediation–moderation framework. It extends the Technology Acceptance Model, the Resource-Based View, and Social Capital Theory by demonstrating how innovation capability and digital literacy shape entrepreneurial intention in the context of students in emerging economies. Practical/Policy implication: The findings suggest that higher education institutions should design curricula that integrate digital competences, experiential learning, and innovation-based projects to foster entrepreneurial aspirations. Educators are advised to leverage social media platforms and digital tools in teaching, while policymakers should create supportive ecosystems that strengthen digital literacy and innovation capability among students to prepare them for entrepreneurial engagement in the digital economy.
Navigating Conflict Towards Innovation: Exploring the Role of Supervisor Support Permatasari, Mezaluna Indy; Herachwati, Nuri; Mudzakkir , Muhammad Fakhruddin; Pujianto, Wahyu Eko; Yogatama, Gandi Aswaja; Nadia, Fiona Niska Dinda
Jurnal Manajemen Teori dan Terapan| Journal of Theoretical and Applied Management Vol. 18 No. 3 (2025)
Publisher : Universitas Airlangga

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.20473/jmtt.v18i3.79429

Abstract

Objective: This study purposefully analyses innovative work behaviour that is directly or indirectly influenced by task conflict through constructive conflict mediation, with supervisor support for innovation as a moderator. Design/Methods/Approach: The study participants consisted of 333 employees working in the R&D and Marketing divisions of eight subsidiaries of the food and beverage industry. Hypothesis testing using AMOS as software for SEM. Findings: This study showed that there was a positive and significant effect of task conflict on innovative work behavior. In addition, task conflict also had a positive and significant effect on constructive conflict. Furthermore, constructive conflict mediates the relationship between task conflict and innovative work behavior. However, this study found no significant moderating effect of supervisor support for innovation in the relationship between constructive conflict and innovative work behavior. Originality/Value: This study contributes to the existing literature on Constructive Controversy Theory by exploring the relationship between task conflict and innovative work behavior, while uniquely analyzing the mediating role of constructive conflict and the moderating role of supervisor support on innovation, aspects that have not been fully addressed in previous studies. Practical/Policy implication: These findings have implications for organizations to encourage constructive conflict optimally to enhance innovative work behavior. Organizations should encourage employees to manage conflict effectively by applying the principles of constructive conflict. HR managers of food and beverage companies seeking to increase employees’ innovative work behavior should be able to manage task conflicts constructively through open discussions that can produce new solutions.
When Credibility Meets Narrative: Dual Mechanisms Driving Consumer Brand Engagement Rahmawati; Primanto, Alfian Budi; Arifin, Rois; Mohd Salleh, Muhammad Zulfaris
Jurnal Manajemen Teori dan Terapan| Journal of Theoretical and Applied Management Vol. 18 No. 3 (2025)
Publisher : Universitas Airlangga

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.20473/jmtt.v18i3.79988

Abstract

Objective: Utilizing Source Credibility Theory and Narrative Persuasion Theory, this study develops a framework that positions influencer credibility and storytelling as dual antecedents of positive emotion and consumer trust toward consumer brand engagement. Homophily is introduced as a boundary condition that strengthens or weakens the pathways from emotion and trust to engagement. Design/Methods/Approach: A quantitative research design was employed using an online survey distributed to active social media users who follow brand-endorsing influencers. 416 respondents meet with criteria and PLS-SEM technique is applied for data analysis Findings: Results reveal that influencer credibility enhances consumer brand engagement through the mediation of positive emotion, whereas storytelling influences consumer brand engagement via consumer trust. Furthermore, homophily significantly strengthens the effect of positive emotion on engagement but has a weaker moderating influence on the trust–engagement relationship. Originality/Value: This study contributes to the influencer marketing and advertising literature by integrating affective and cognitive perspectives into a unified engagement framework. It extends existing theories by demonstrating how credibility and storytelling operate through parallel emotional and trust-based processes, and by identifying homophily as a boundary condition that differentiates emotional from cognitive persuasion. Practical/Policy implication: Given the results, managers seeking to create successful influencer-driven marketing campaigns are advised to collaborate with credible influencers who can communicate brand messages through authentic storytelling formats. Campaigns should also target audiences with shared lifestyles and values to enhance emotional resonance and trust formation. These strategies will optimize brand engagement and strengthen long-term consumer relationships in social media advertising.
Can Augmented Reality Influence Consumer Responses? An Experiential Hierarchy Model Perspective Vidyanata, Deandra; Gosal, Gladys Greselda; Subagio, Dyajeng Puteri Woro
Jurnal Manajemen Teori dan Terapan| Journal of Theoretical and Applied Management Vol. 18 No. 3 (2025)
Publisher : Universitas Airlangga

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.20473/jmtt.v18i3.80266

Abstract

Objective: This study aims to examine how the key characteristics of Augmented Reality (AR) affect consumers’ psychological responses and purchase intention. Drawing on the Experiential Hierarchy Model, the research investigates sequential effects on affective (Flow), cognitive (Experience Satisfaction, Decision Comfort), and behavioral outcomes (Purchase Intention). Design/Methods/Approach: A quantitative post-treatment design was employed. Respondents (N = 400) interacted with AR-based try-on feature before completing a structured questionnaire. Purposive sampling ensured inclusion of individuals without prior purchase experience. Constructs were measured using established scales, and data were analyzed using PLS-SEM. Findings: Results show that AR characteristics significantly enhance flow and positively influences experience satisfaction and decision comfort. Both satisfaction and comfort strongly predict purchase intention, while flow itself does not exert a direct effect. Instead, mediation analysis confirmed that purchase intention is fully mediated by experience satisfaction and decision comfort, indicating that flow enhances purchase intention only through these evaluative pathways. Originality/Value: This study extends AR marketing literature by integrating four AR attributes within the Experiential Hierarchy Model, offering a holistic view of psychological pathways from AR experiences to consumer behavior. It advances understanding by introducing decision comfort alongside flow and satisfaction, applies the model to high-involvement product contexts, and contributes evidence from a developing country setting, thereby enhancing cross-cultural relevance. Practical/Policy implication: The findings indicate that AR influences purchase intention exclusively through satisfaction and decision comfort. Accordingly, managers are advised to conceptualize AR as a strategic decision-support mechanism. By enhancing realism, interactivity, and vividness, AR can reduce uncertainty, foster consumer confidence, and thereby facilitate more effective decision-making in high-involvement purchase contexts.
Front & Back Matter JTAM
Jurnal Manajemen Teori dan Terapan| Journal of Theoretical and Applied Management Vol. 18 No. 3 (2025)
Publisher : Universitas Airlangga

Show Abstract | Download Original | Original Source | Check in Google Scholar

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