Exploration of Consumer Buying Interests at Tiktok Stores Live Streaming Based on the Stimulus Organism Response (SOR) Framework

Windy Dara Dinanti(1*), Wira Bharata(2)

(1) Universitas Mulawarman
(2) 
(*) Corresponding Author

Abstract


Technological developments are currently increasing rapidly so that entrepreneurs advance their business ventures with various innovations. No wonder there are many emerging marketplaces that provide several conveniences in shopping. The TikTok application is one of the most popular marketplaces. This study aims to determine the effect of Store Atmosphere, Online Customer Reviews and Online Customer Ratings on Purchase Intention with Trust as a mediating variable at the TikTok Shop. This study uses quantitative data and this type of research is associative research. The population used in this research is live streaming viewers @oktaviana_tas_grosir. The sample collection technique uses a non-probability sampling technique. The sample in this study was determined by 100 respondents. The data analysis technique in this study used the Smart PLS version 3.0 tool. The results of this study indicate that Store Atmosphere, Online Customer Reviews and Online Customer Ratings have a positive effect on Trust. Online Customer Reviews and Online Customer Ratings have a positive effect on Purchase Intention, while the Store Atmosphere has a negative effect on Purchase Intention. Trust has a positive effect on Purchase Intention. Trust is able to mediate Store Atmosphere, Online Customer Reviews and Online Customer Ratings on Purchase Intention positively.


Keywords


Store Atmosphere, Online Customer Review, Online Customer Rating, Kepercayaan, Minat Pembelian

Full Text:

PDF

References


C. Parsad, S. Prashar, T. S. Vijay, and M. Kumar, “Do promotion and prevention focus influence impulse buying: The role of mood regulation, shopping values, and impulse buying tendency,” J. Retail. Consum. Serv., vol. 61, p. 102554, 2021.

C. H. Lee and C. W. Chen, “Impulse buying behaviors in live streaming commerce based on the stimulus-organism-response framework,” Inf., vol. 12, no. 6, pp. 1–17, 2021, doi: 10.3390/info12060241.

A. Mehrabian and J. A. Russell, “A measure of arousal seeking tendency,” Environ. Behav., vol. 5, no. 3, p. 315, 1973.

M. Genc, T. Genc, and P. G. Rasgele, “Effects of nature-based environmental education on the attitudes of 7th grade students towards the environment and living organisms and affective tendency,” Int. Res. Geogr. Environ. Educ., vol. 27, no. 4, pp. 326–340, Oct. 2018, doi: 10.1080/10382046.2017.1382211.

J. Carlson, M. Rahman, R. Voola, and N. De Vries, “Customer engagement behaviours in social media: capturing innovation opportunities,” J. Serv. Mark., vol. 32, no. 1, pp. 83–94, Feb. 2018, doi: 10.1108/JSM-02-2017-0059.

P. K. Chopdar and J. Balakrishnan, “Consumers response towards mobile commerce applications: S-O-R approach,” Int. J. Inf. Manage., vol. 53, p. 102106, Aug. 2020, doi: 10.1016/j.ijinfomgt.2020.102106.

B. Zhu, S. Kowatthanakul, and P. Satanasavapak, “Generation Y consumer online repurchase intention in Bangkok,” Int. J. Retail Distrib. Manag., vol. 48, no. 1, pp. 53–69, Sep. 2019, doi: 10.1108/IJRDM-04-2018-0071.

E. Bigne, K. Chatzipanagiotou, and C. Ruiz, “Pictorial content, sequence of conflicting online reviews and consumer decision-making: The stimulus-organism-response model revisited,” J. Bus. Res., vol. 115, pp. 403–416, Jul. 2020, doi: 10.1016/j.jbusres.2019.11.031.

I. R. Dewi, “Data Terbaru! Berapa Pengguna Internet Indonesia 2022?,” CNBC Indonesia, Jun. 2022.

Y. Mulyati and G. Gesitera, “Pengaruh Online Customer Review terhadap Purchase Intention dengan Trust sebagai Intervening pada Toko Online Bukalapak di Kota Padang,” J. Maksipreneur Manajemen, Koperasi, dan Entrep., vol. 9, no. 2, p. 173, 2020, doi: 10.30588/jmp.v9i2.538.

A. M. Alaei, A. A. Taleizadeh, and M. Rabbani, “Marketplace, reseller, or web-store channel: The impact of return policy and cross-channel spillover from marketplace to web-store,” J. Retail. Consum. Serv., vol. 65, p. 102271, 2022.

I. M. A. Anugrah and I. B. T. Prianthara, “Pengaruh Bisnis E-Commerce dan Sistem Informasi Akuntansi Berbasis Teknologi Terhadap Kebutuhan Jasa Audit E-Commerce,” J. Ilm. Akunt. Bisnis, vol. 3, no. 2, pp. 197–208, 2018.

Nisak, Khoirun, Wijayanto, Heri, and Widyaningrum, “Pengaruh Sikap Generasi Milenial, Media Sosial dan E-Wom terhadap Minat Beli,” Universitas Muhammadiyah Ponorogo, 2020.

W. Bharata and D. P. Wardhani, “Pengaruh Cognitive Response Terhadap Purchase Intention Permen Kopiko Melalui Attitude Towards Advertising Sebagai Variabel Mediasi Pada Penonton Drama Korea Vincenzo,” J. Appl. Bus. Econ., vol. 8, no. 1, pp. 91–101, 2021.

R. Daulay, S. Handayani, and I. P. Ningsih, “Pengaruh Kualitas Produk, Harga, Store Atmosphere dan Sales Promotion Terhadap Impulse Buying Konsumen Department Store di Kota Medan,” Pros. Konf. Nas. Ekon. Manaj. dan Akunt., vol. 1, pp. 1–14, 2021.

V. T. Dang, N. Nguyen, and J. Wang, “The impact of retailers’ indoor environmental quality on consumer purchase decision,” Int. J. Retail Distrib. Manag., vol. 49, no. 6, pp. 772–794, 2021.

K. Gielens and J.-B. E. M. Steenkamp, “Branding in the era of digital (dis) intermediation,” Int. J. Res. Mark., vol. 36, no. 3, pp. 367–384, 2019.

A. N. Ardianti and M. A. Widiartanto, “Pengaruh Online Customer Review dan Online Customer Rating terhadap Keputusan Pembelian melalui Marketplace Shopee .,” J. Ilmu Adm. Bisnis, pp. 1–11, 2019.

E. S. P. Ningsih, “Pengaruh Rating dan Online Customer Review terhadap Keputusan Pembelian Secara Online pada Marketplace Shopee,” Universitas Muhammadiyah Makassar, 2019.

T. Ramadhani, B. Budimansyah, and ..., “Pengaruh Rating Dan Online Consumer Review Terhadap Minat Beli Dengan Kepercayaan Sebagai Pemediasi Pada Marketplace Shopee dalam Perspektif Ekonomi Islam,” … J. Manaj. Bisnis …, 2021.

F. Latief and N. Ayustira, “Pengaruh Online Costumer Review dan Customer Rating terhadap Keputusan Pembelian Produk Kosmetik di Sociolla,” J. Mirai Manag., vol. 6, no. 1, pp. 139–154, 2020.

M. Geetha, P. Singha, and S. Sinha, “Relationship between customer sentiment and online customer ratings for hotels - An empirical analysis,” Tour. Manag., vol. 61, pp. 43–54, Aug. 2017, doi: 10.1016/j.tourman.2016.12.022.

A. Farki, I. Baihaqi, and M. Wibawa, “Pengaruh online customer review rating terhadap kepercayaan place di indonesia,” vol. 5, no. 2, 2016.

H. Wang et al., Live-Streaming Fraud Detection: A Heterogeneous Graph Neural Network Approach, vol. 1, no. 1. Association for Computing Machinery, 2021. doi: 10.1145/3447548.3467065.

M. Soelton, Y. Ramli, T. Wahyono, E. T. P. Saratian, C. Oktaviar, and M. Mujadid, “The impact of impulse buying on retail markets in Indonesia,” J. Asian Financ. Econ. Bus., vol. 8, no. 3, pp. 575–584, 2021.

M. D. A. Darmawan and N. Laily, “Pengaruh Online Customer Review dan Rating terhdap Minat Beli Konsumen Marketplace Tokopedia Melalui Trust Sebagai variabel Interveningnya,” Ilmu dan Ris. Manaj., vol. 11, pp. 1–17, 2022.

F. A. Aldilla, “Pengaruh Online Customer Review dan Online Customer Rating terhadap Purchase Intention Melalui Customer Trust pada Konsumen E-commerce Shopee,” Universitas Islam Sultan Agung Semarang, 2021.

Y. Peres, “Pengaruh Online Customer Review, Online Customer Rating, dan Online Trust terhadap keputusan pembelian melalui marketplace Shopee,” Universitas Sanata Dharma Yogyakarta, 2021.

Rahmi and Syafitri, “Pengaruh Kepercayaan Dan Minat Beli Masyarakat Secara Online,” Al-Ijtima`i Int. J. Gov. Soc. Sci., vol. 6, no. 1, pp. 29–42, 2020, doi: 10.22373/jai.v6i1.665.

F. Agmeka, R. N. Wathoni, and A. S. Santoso, “The influence of discount framing towards brand reputation and brand image on purchase intention and actual behaviour in e-commerce,” Procedia Comput. Sci., vol. 161, pp. 851–858, 2019.

H. Q. Almomani, “Relationship quality as predictor of B2B customer loyalty in the pharmaceutical sector: Evidence from Jordan,” J. Relatsh. Mark., vol. 18, no. 2, pp. 108–123, 2019.

K. P. Mahendra and R. Indiryani, “Pengaruh Kepercayaan Pelanggan terhadap Kepuasan Pelanggan CV Mitra Perkasa Utomo,” J. Agora, 2018.

A. H. Isnaeni, “Pemanfaatan Aplikasi Tiktok Sebagai Social Media Marketing Daffa Hijab Dalam Menarik Minat Beli Periode Januari S/D September Tahun 2020,” Universitas Muhammadiyah Yogyakarta, 2020.

A. N. Sa’adah, A. Rosma, and D. Aulia, “Persepsi Generasi Z Terhadap Fitur Tiktok Shop Pada Aplikasi Tiktok,” Transekonomika Akuntansi, Bisnis dan Keuang., vol. 2, no. 5, pp. 131–140, 2022, doi: 10.55047/transekonomika.v2i5.176.

Djamaris and A. R. A., “Analisis Perbandingan Traffic Generation Pada Streamer Esports Dan Self Streamer Di Aplikasi Live Streaming Video Games Analisis Perbandingan Traffic Generation Pada Streamer Esports Dan Self Streamer Di Aplikasi Live Streaming Video Games,” J. Entrep. Manag. Ind., vol. 5, no. 1, pp. 39–56, 2022.

N. A. A. Samat, H. Hashim, and M. M. Yunus, “Live Streaming: A New Platform for ESL Learning,” Creat. Educ., vol. 10, no. 12, pp. 2899–2906, 2019, doi: 10.4236/ce.2019.1012215.

B. A. Surabaya, “Oktaviana Tas Grosir Jual 200 Ribu Tas Lokal Berkualitas di TikTok,” Kumparan.com, 2022.

Sugiyono, Metode Penelitian Kuantitatif Kualitatif dan R & D. Bandung: Alfabeta, 2017.

Y. A. Wang and M. Rhemtulla, “Power analysis for parameter estimation in structural equation modeling: A discussion and tutorial,” Adv. Methods Pract. Psychol. Sci., vol. 4, no. 1, p. 2515245920918253, 2021.

Nuryanti, “Analisis Kesuksesan Sistem Informasi Website Pemerintah Kota Sukabumi Menggunakan Model Delone Dan Mclean,” pp. 1–95, 2020.

I. Ghozali and H. Latan, “Partial Least Squares Konsep, Teknik dan Aplikasi Menggunakan Program SmartPLS 3.0 Untuk Penelitian Empiris (2nd ed.),” Undip, 2019.

G. A. P. S. Suningsih, “Pengaruh Budaya Organisasi, Motivasi Kerja, Disiplin Kerja Terhadap Kinerja Pegawai Di Bagian Keuangan Sekretariat Daerah Kabupaten Tabanan,” J. Chem. Inf. Model., vol. 53, no. 9, pp. 1689–1699, 2017.

D. P. Alamsyah and D. Syarifuddin, “Store Image: Mediator of Social Responsibility and Customer Perceived Value to Customer Trust for Organic Products,” IOP Conf. Ser. Mater. Sci. Eng., vol. 288, no. 1, 2018, doi: 10.1088/1757-899X/288/1/012045.

E. G. Adhinda, M. Y. Arief, and S. Soeliha, “Harga dan Suasana Toko (Store Atmosphere) dalam Menentukan Kepuasan Konsumen dengan Kepercayaan Konsumen Sebagai Variabel Intervening pada Coffee Shop Titik Kumpul Capore Situbondo,” vol. 1, no. 3, pp. 508–522, 2022.

S. Rejeki and S. Hadi, “PENGARUH STORE ATMOSPHERE TERHADAP MINAT BELI KONSUMEN (Studi Kasusu di Kedai Giyong Kekalik Mataram),” J. Appl. Bus. Bank., vol. 1, no. 1, p. 65, 2020, doi: 10.31764/jabb.v1i1.2278.

T. Wahyudi, R. B. Handayani, and S. Sarmo, “Pengaruh Online Customer Review dan Online Customer Rating terhadap Kepercayaan Konsumen Remaja Kota Mataram pada Pembelian Produk Fashion,” J. Ris. Manaj., 2019.

K. A. P. Issac, “Analisis Faktor Customer Experience, Customer Trust dan Customer Satisfaction terhadap Customer Engagement pada Pelanggan Kereta Api Ambarawa Ekspres,” Universitas Maritim Amni, 2020.

K. N. Rahmawati, “Program Pascasarjana Fakultas Ekonomi Program Studi Magister Manajemen Universitas Islam Indonesia Yogyakarta 2018,” 2018.

D. Solihin, “Pengaruh Kepercayaan Pelanggan Dan Promosi Terhadap Keputusan Pembelian Konsumen Pada Online Shop Mikaylaku Dengan Minat Beli Sebagai Variabel Intervening,” J. Mandiri Ilmu Pengetahuan, Seni, dan Teknol., vol. 4, no. 1, pp. 38–51, 2020, doi: 10.33753/mandiri.v4i1.99.

Berman and Evans, Retail Managament A Strategic Approach, Edisi 13,. UK: Pearson, 2018.

A. L. Roggeveen, D. Grewal, and E. B. Schweiger, “The DAST Framework for Retail Atmospherics: The Impact of In- and Out-of-Store Retail Journey Touchpoints on the Customer Experience,” J. Retail., vol. 96, no. 1, pp. 128–137, Mar. 2020, doi: 10.1016/j.jretai.2019.11.002.

F. J. Martínez-López, R. Anaya-Sánchez, I. Esteban-Millat, H. Torrez-Meruvia, S. D’Alessandro, and M. Miles, “Influencer marketing: brand control, commercial orientation and post credibility,” J. Mark. Manag., vol. 36, no. 17–18, pp. 1805–1831, 2020.

Sanjaya, Hernia, and Vicky, “Online Consumer Review, Brand Community, Trust an Consumer Purchase Decision in Indonesia,” J. Ekon. Dan Bisnis Islam, 2020.

P. Issn, “Jurnal Ekonomi dan Bisnis , Vol . 11 No . 4 Desember 2022 E - ISSN TRUST MEMEDIASI ONLINE CUSTOMER REVIEW DAN RATING TERHADAP MINAT BELI MELALUI MARTKETPLACE SHOPEE Oleh : Populasi dalam penelitian ini adalah mahasiswa STIE Sampit yang menggunakan aplikas,” vol. 11, no. 4, pp. 201–207, 2022.




DOI: https://doi.org/10.32736/sisfokom.v12i2.1658

Refbacks

  • There are currently no refbacks.


Indexed By:

 


Creative Commons License
Jurnal Sisfokom (Sistem Informasi dan Komputer) has ISSN 2301-7988 and e-ISSN 2581-0588 which is published by Lembaga Penelitian dan Pengabdian Masyarakat (LPPM) ISB Atma Luhur under a Creative Commons Attribution-ShareAlike 4.0 International License.
Web Analytics Made Easy - StatCounter