바로가기메뉴

본문 바로가기 주메뉴 바로가기

logo

The Effect of Design Quality on Hedonic Search, Utilitarian Search and Impulse Buying in Distribution Market

The Journal of Distribution Science / The Journal of Distribution Science, (P)1738-3110; (E)2093-7717
2022, v.20 no.5, pp.49-64
https://doi.org/https://doi.org/10.15722/jds.20.05.202205.49
BUDIMAN, Santi
PALUPI, Majang
HARYONO, Tulus
UDIN, Udin

Abstract

Purpose: This research aims to determine the quality of online store designs that make consumers who use online market board applications have the urge to make impulse buying. This research was conducted because impulse buying is the most common buying behavior. Research design, data and methodology: This research used non-probability sampling. The sample size was 195 respondents from the distribution and service industries by applying a purposive sampling technique. The data collection technique employed a questionnaire distributed online according to predetermined criteria: mobile device users who accessed the online market board application and made at least one purchase in the last six months. The data analysis method utilized was structural equation modeling (SEM). Results: The findings revealed that usability, functionality, and sociability factors affected hedonic and utilitarian search. Furthermore, these findings proved that hedonic search affected impulse buying drives. In contrast, the utilitarian search did not affect impulse buying drives. Conclusions: The usability, functionality, and sociability factors supported hedonic and utilitarian searches. Consumer information security increased consumer confidence in an online store because it was considered to protect matters related to their privacy. The hedonic search also increased impulse buying drives. Consumers prefer to use their spare time to search through online market board applications, which provide many attractive promos.

keywords
Design Quality, Impulse Buying, Hedonic Search, Utilitarian Search, Distribution Market

Reference

1.

Aragoncillo, L., & Orus, C. (2018). Impulse buying behaviour: an online-offline comparative and the impact of social media. Spanish Journal of Marketing - ESIC, 22(1), 42-62. doi: 10.1108/SJME-03-2018-007

2.

Babin, B. J., Darden, W. R., & Griffin, M. (1994). Work and/or Fun: Measuring Hedonic and Utilitarian Shopping Value. Journal of Consumer Research, 20(4), 644-656. doi: 10.1086/209376

3.

Baron, R. M., & Kenny, D. A. (1986). The moderator–mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of personality and social psychology, 51(6), 1173-1182.

4.

Black, W., & Babin, B. J. (2019). Multivariate Data Analysis: Its Approach, Evolution, and Impact. In B. J. Babin & M. Sarstedt (Eds.), The Great Facilitator: Reflections on the Contributions of Joseph F. Hair, Jr. to Marketing and Business Research (pp. 121-130). Cham: Springer International Publishing.

5.

Budiman, S. (2021). The effect of social media on brand image and brand loyalty in generation Y. The Journal of Asian Finance, Economics and Business, 8(3), 1339-1347. doi: https://doi.org/10.13106/jafeb.2021.vol8.no3.1339

6.

Budiman, S., Haryono, T., Haryanto, B., & Hidayat, A. (2017). Behavioural model of buying intention of counterfeited products. International Journal of Economic Policy in Emerging Economies, 10(1), 47-66. doi: 10.1504/ijepee.2017.083894

7.

Cebi, S. (2013). A quality evaluation model for the design quality of online shopping websites. Electronic Commerce Research and Applications, 12(2), 124-135. doi: https://doi.org/10.1016/j.elerap.2012.12.001

8.

Cooper, D. R., & Schindler, P. S. (2014). Business Research Methods. New York: McGraw-Hill.

9.

Dewayani, J., Udin, U., & Djastuti, I. (2020). Investigating the effect of employee motivation and top management support on knowledge sharing. Quality-Access to Success, 21(179), 22-26.

10.

Fernandez, A., Insfran, E., & Abrahão, S. (2011). Usability evaluation methods for the web: A systematic mapping study. Information and Software Technology, 53(8), 789-817. doi: https://doi.org/10.1016/j.infsof.2011.02.007

11.

Floh, A., & Madlberger, M. (2013). The role of atmospheric cues in online impulse-buying behavior. Electronic Commerce Research and Applications, 12(6), 425-439. doi: https://doi.org/10.1016/j.elerap.2013.06.001

12.

Garofalakis, J. D., Stefani, A., Stefanis, V., & Xenos, M. N. (2007). Quality Attributes of Consumer-Based m-Commerce Systems. Paper presented at the ICE-B.

13.

Gonçalves Curty, R., & Zhang, P. (2013). Website features that gave rise to social commerce: a historical analysis. Electronic Commerce Research and Applications, 12(4), 260-279. doi: https://doi.org/10.1016/j.elerap.2013.04.001

14.

Guo, Y., & Barnes, S. (2011). Purchase behavior in virtual worlds: An empirical investigation in Second Life. Information & Management, 48(7), 303-312. doi: https://doi.org/10.1016/j.im.2011.07.004

15.

Handoyo, T. W., & Mani, L. (2021). Repurchase Decision on iPhone in Indonesia; The Influenced of Social Media between Utilitarian and Hedonic Values in Customer Satisfaction. Turkish Journal of Computer and Mathematics Education, 12(6), 4825-4834.

16.

Haryono, S., Supardi, S., & Udin, U. (2020). The effect of training and job promotion on work motivation and its implications on job performance: Evidence from Indonesia. Management Science Letters, 10(9), 2107-2112. doi: 10.5267/j.msl.2020.1.019

17.

Hassanein, K., & Head, M. (2007). Manipulating perceived social presence through the web interface and its impact on attitude towards online shopping. International Journal of Human-Computer Studies, 65(8), 689-708. doi: https://doi.org/10.1016/j.ijhcs.2006.11.018

18.

Huang, Z., & Benyoucef, M. (2015). User preferences of social features on social commerce websites: An empirical study. Technological Forecasting and Social Change, 95, 57-72. doi: https://doi.org/10.1016/j.techfore.2014.03.005

19.

Huang, Z., & Benyoucef, M. (2017). The effects of social commerce design on consumer purchase decision-making: An empirical study. Electronic Commerce Research and Applications, 25, 40-58. doi: https://doi.org/10.1016/j.elerap.2017.08.003

20.

Jimenez, N., San-Martin, S., & Azuela, J. I. (2016). Trust and satisfaction: the keys to client loyalty in mobile commerce. Academia Revista Latinoamericana de Administración, 29(4), 486-510. doi: 10.1108/ARLA-12-2014-0213

21.

Kim, S., Cha, J., Knutson, B. J., & Beck, J. A. (2011). Development and testing of the Consumer Experience Index (CEI). Managing Service Quality: An International Journal, 21(2), 112-132. doi: 10.1108/09604521111113429

22.

Kourouthanassis, P. E., & Giaglis, G. M. (2012). Introduction to the Special Issue Mobile Commerce: The Past, Present, and Future of Mobile Commerce Research. International Journal of Electronic Commerce, 16(4), 5-18. doi: 10.2753/JEC1086-4415160401

23.

Lee, C., & Lim, S.-Y. (2020). Impact of environmental concern on Image of Internal GSCM practices and consumer purchasing behavior. The Journal of Asian Finance, Economics and Business, 7(6), 241-254. doi: https://doi.org/10.13106/jafeb.2020.vol7.no6.241

24.

Lee, Y., & Kozar, K. A. (2012). Understanding of website usability: Specifying and measuring constructs and their relationships. Decision Support Systems, 52(2), 450-463. doi: https://doi.org/10.1016/j.dss.2011.10.004

25.

Liang, T.-P., & Lai, H.-J. (2002). Effect of store design on consumer purchases: an empirical study of on-line bookstores. Information & Management, 39(6), 431-444. doi: https://doi.org/10.1016/S0378-7206(01)00129-X

26.

Liu, Y., Li, H., & Hu, F. (2013). Website attributes in urging online impulse purchase: An empirical investigation on consumer perceptions. Decision Support Systems, 55(3), 829-837. doi: https://doi.org/10.1016/j.dss.2013.04.001

27.

Liu, Y., Li, Q., Edu, T., Jozsa, L., & Negricea, I. C. (2020). Mobile shopping platform characteristics as consumer behavior determinants. Asia Pacific Journal of Marketing and Logistics, 32(7), 1565-1587. doi: 10.1108/APJML-05-2019-0308

28.

Luna-Nevarez, C., & Hyman, M. R. (2012). Common practices in destination website design. Journal of Destination Marketing & Management, 1(1), 94-106. doi: https://doi.org/10.1016/j.jdmm.2012.08.002

29.

Mohan, S., Choi, E., & Min, D. (2008). Conceptual modeling of enterprise application system using social networking and Web 2.0 “social CRM system”. Paper presented at the 2008 International conference on convergence and hybrid information technology.

30.

Moon, M. A., Khalid, M. J., Awan, H. M., Attiq, S., Rasool, H., & Kiran, M. (2017). Consumer's perceptions of website's utilitarian and hedonic attributes and online purchase intentions: A cognitive–affective attitude approach. Spanish Journal of Marketing - ESIC, 21(2), 73-88. doi: https://doi.org/10.1016/j.sjme.2017.07.001

31.

Mothersbaugh, D. L., Hawkins, D. I., Kleiser, S. B., Mothersbaugh, L. L., & Watson, C. F. (2020). Consumer behavior: Building marketing strategy: McGraw-Hill Education New York, NY, USA.

32.

Okazaki, S., & Mendez, F. (2013). Exploring convenience in mobile commerce: Moderating effects of gender. Computers in Human Behavior, 29(3), 1234-1242. doi: https://doi.org/10.1016/j.chb.2012.10.019

33.

Pallud, J., & Straub, D. W. (2014). Effective website design for experience-influenced environments: The case of high culture museums. Information & Management, 51(3), 359-373. doi: https://doi.org/10.1016/j.im.2014.02.010

34.

Parboteeah, D. V., Valacich, J. S., & Wells, J. D. (2009). The Influence of Website Characteristics on a Consumer's Urge to Buy Impulsively. Information Systems Research, 20(1), 60-78. doi: 10.1287/isre.1070.0157

35.

Park, C., & Lee, T. M. (2009). Antecedents of Online Reviews’ Usage and Purchase Influence: An Empirical Comparison of U.S. and Korean Consumers. Journal of Interactive Marketing, 23(4), 332-340. doi: 10.1016/j.intmar.2009.07.001

36.

Park, E. J., Kim, E. Y., Funches, V. M., & Foxx, W. (2012). Apparel product attributes, web browsing, and e-impulse buying on shopping websites. Journal of Business Research, 65(11), 1583-1589. doi: https://doi.org/10.1016/j.jbusres.2011.02.043

37.

Parker, C. J., & Wang, H. (2016). Examining hedonic and utilitarian motivations for m-commerce fashion retail app engagement. Journal of Fashion Marketing and Management: An International Journal, 20(4), 487-506. doi: 10.1108/JFMM-02-2016-0015

38.

Pengnate, S., & Sarathy, R. (2017). An experimental investigation of the influence of website emotional design features on trust in unfamiliar online vendors. Computers in Human Behavior, 67, 49-60. doi: https://doi.org/10.1016/j.chb.2016.10.018

39.

Ribeiro Cardoso, P., & Carvalho Pinto, S. (2010). Hedonic and utilitarian shopping motivations among Portuguese young adult consumers. International Journal of Retail & Distribution Management, 38(7), 538-558. doi: 10.1108/09590551011052124

40.

Shaouf, A., Lü, K., & Li, X. (2016). The effect of web advertising visual design on online purchase intention: An examination across gender. Computers in Human Behavior, 60, 622-634. doi: https://doi.org/10.1016/j.chb.2016.02.090

41.

Stefani, A., & Xenos, M. (2011). Weight-modeling of B2C system quality. Computer Standards & Interfaces, 33(4), 411-421. doi: https://doi.org/10.1016/j.csi.2011.01.002

42.

Sukhumvito, J. P., Yuniawan, A., Kusumawardhani, A., & Udin, U. (2020). Public service motivation, work attitudes, and job performance: An empirical study. Quality - Access to Success, 21(175), 113-119.

43.

Venkatesh, V., Hoehle, H., & Aljafari, R. (2014). A usability evaluation of the Obamacare website. Government Information Quarterly, 31(4), 669-680. doi: https://doi.org/10.1016/j.giq.2014.07.003

44.

Verhagen, T., & van Dolen, W. (2011). The influence of online store beliefs on consumer online impulse buying: A model and empirical application. Information & Management, 48(8), 320-327. doi: https://doi.org/10.1016/j.im.2011.08.001

45.

Vila, N., & Kuster, I. (2011). Consumer feelings and behaviours towards well designed websites. Information & Management, 48(4), 166-177. doi: https://doi.org/10.1016/j.im.2011.04.003

46.

Wagner, N., Hassanein, K., & Head, M. (2014). The impact of age on website usability. Computers in Human Behavior, 37, 270-282. doi: https://doi.org/10.1016/j.chb.2014.05.003

47.

Yang, K., Li, X., Kim, H., & Kim, Y. H. (2015). Social shopping website quality attributes increasing consumer participation, positive eWOM, and co-shopping: The reciprocating role of participation. Journal of Retailing and Consumer Services, 24, 1-9. doi: https://doi.org/10.1016/j.jretconser.2015.01.008

48.

Zheng, X., Men, J., Yang, F., & Gong, X. (2019). Understanding impulse buying in mobile commerce: An investigation into hedonic and utilitarian browsing. International Journal of Information Management, 48, 151-160. doi: https://doi.org/10.1016/j.ijinfomgt.2019.02.010

49.

Zhuang, G., Tsang, A. S. L., Zhou, N., Li, F., & Nicholls, J. A. F. (2006). Impacts of situational factors on buying decisions in shopping malls. European Journal of Marketing, 40(1/2), 17-43. doi: 10.1108/03090560610637293

50.

Zubaidah, R., Haryono, S., & Udin, U. (2021). The effects of principal leadership and teacher competence on teacher performance: The role of work motivation. Quality - Access to Success, 22(180), 91-96.

The Journal of Distribution Science