The Impact of Impulse Buying on Retail Markets in Indonesia

Mochamad Soelton, Yanto Ramli, Tri Wahyono, Eko Tama Putra Saratian, Chairiel Oktaviar, Muhammad Mujadid

Research output: Contribution to journalArticlepeer-review

2 Citations (Scopus)


This research aims to examine and analyze the impact of customer shifting behavior on the shopping emotion. Based on impulse buying, customers tend to behave recently based on the constructed variables of impulse buying, outlet ambience, hedonic shopping value utilitarian shopping value, and shopping emotion. This study employs samples/survey data of the population consisted of Asian women parents in Indonesia. The survey data of this research is based on observations using time series with cross-section/one-shot, which was done in 2019. The results indicate that variable outlet ambience, hedonic shopping value, and shopping emotion have a positive and significant impact on impulse buying. Whereas the utilitarian shopping value variable has a positive but not significant relationship against impulse buying. There is a positive influence between ambience outlets and utilitarian shopping value on shopping emotion. The variable hedonic shopping value has a negative and not significant relationship towards shopping emotion. The finding of this study suggests that both the retail stores and even the superstores must pay more attention to the design of outlet ambience to create the hedonic shopping value and eventually may attempt the attention of the impulse buying customers.

Original languageEnglish
Pages (from-to)575-584
Number of pages10
JournalJournal of Asian Finance, Economics and Business
Issue number3
Publication statusPublished - 2021


  • Hedonic Shopping Value
  • Impulse Buying
  • Outlet Ambience
  • Shopping Emotion
  • Utilitarian Shopping Value


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