The Influence of Hedonic Motive, Shopping Lifestyle and Religiosity on Customer’s Impulse Buying Behavior: Moderated by Fear of Missing Out

Handry Sudiartha Athar; Lady Faerrosa

doi:10.29313/amwaluna.v9i1.4562

Authors

Handry Sudiartha Athar Universitas Mataram
Lady Faerrosa Universitas Bumigora

DOI:

https://doi.org/10.29313/amwaluna.v9i1.4562

Keywords:

Consumer Behavior, Hedonic Motives, Impulse Buying, Lifestyle Shopping, Religiosity

Abstract

In recent years, there has been significant change in consumer behavior, particularly in the decision-making process and its influence on purchase intentions. Diverse market conditions, characterized by increased competition, have underscored the importance of understanding factors affecting consumer behavior. This study aims to explore the influence of hedonic motives, shopping lifestyle, and religiosity on impulse buying among customers of Muslim fashion stores with Fear of Missing Out (FOMO) as a moderating variable. The research employs a quantitative approach with purposive sampling technique to select 100 Muslim women respondents. Data collection is conducted through online questionnaires and analyzed using Structural Equation Modeling Partial Least Squares (SEM PLS). The findings demonstrate that hedonic motives and shopping lifestyle significantly and positively influence impulse buying, while religiosity also plays a role in enhancing impulsive purchasing behavior. However, FOMO does not significantly moderate the relationship between religiosity and impulse buying. These results highlight the interplay between psychological and cultural factors in shaping consumer behavior in niche markets. The study provides actionable insights for marketers in the Muslim fashion sector to design targeted strategies that resonate with consumer motivations. Additionally, it contributes to the theoretical understanding of consumer behavior within the context of religious and cultural influences, offering a foundation for future research in this domain.

References

Abdelsalam, H. M., Zidan, M. A., & El-Adly, M. I. (2020). The effect of in-store atmospheric cues on impulsive buying behavior: Evidence from Egyptian hypermarkets. Journal of Retailing and Consumer Services, 53, 101764.

Ahmad, A. R., Rehman, K. U., & Safwan, N. (2022). The impact of religiosity on consumer behavior: An empirical study in Pakistan. Journal of Islamic Marketing, 13(1), 45-59.

Aragoncillo, L., and Orús, C. (2018). Impulse buying behaviour: na online-offline comparative and the impact of social media. Spanish J. Market. 22, 42–62. doi: 10.1108/SJME-03-2018-007

Arnold, J. Mark, Reynold, E. Kristy. 2003. Journal Retailing, Hedonic Motivations, 79(77-79).

Aswin, A., Marwanto, B., & Kristina, D. (2022). Exploring the antecedents of impulsive buying behavior on social commerce platforms: A study in Indonesia. International Journal of Management and Commerce Innovations, 10(1), 120-134.

Betty R. Jackson. (2004). "Audit Information Dissemination, Taxpayer Communication, and Compliance: An Experimental Approach." IRS Research Conference, Washington, DC.

Burton, J., Gollins, J., McNeely, L., and Walls, D. (2018). Revisting the relationship between Ad frequency and purchase intentions. J. Advertising Res. 59, 27–39. doi: 10.2501/JAR-2018-031

Delener, N. (1994). Religious contrasts in consumer decision behaviour patterns: Their dimensions and marketing implications. European Journal of Marketing, 28(5), 36-53.

Deviana, N.P.S. dan Giantari, L.A.K. 2016. Pengaruh Shopping Lifestyle Dan Fashion Involvement Terhadap Impulse Buying Behaviour Masyarakat Di Kota Denpasar. Jurnal Universitas Udayana.

Essoo, N., & Dibb, S. (2004). Religious influences on shopping behaviour: An exploratory study. Journal of Marketing Management, 20(7-8), 683-712.

Gultekin, B. (2012). The influence of hedonic motives and browsing on impulse buying. Journal of Economics and Behavioral Studies, 4(3), pp.180-189.

Hair, J. (2010). Multivariate Data Analysis, 7th ed. United States.

Hood, R. W., Hill, P. C., & Spilka, B. (2018). The psychology of religion: An empirical approach. Guilford Publications.

Irwandila, Eka T. P. 2021. Hubungan Antara Sindrom Fomo (Fear Of Missing Out) Dengan Kecenderungan Nomophobia Di Masa Pandemi Covid-19 Pada Remaja Sma Kecamatan Kuta Alam Banda Aceh. Fakultas Psikologi UIN Ar-Raniry Banda Aceh

Khraim, H. S. (2010). Measuring religiosity in consumer research from an Islamic perspective. Journal of Economic and Administrative Sciences, 26(1), 52-78.

Made, D., & Purnama, F. 2019. Hedonic Shopping Motivation, Shopping Lifestyle, Price Reduction toward Impulse Buying Behavior in Shopping Center. 3, 48–54.

Meena, S. (2018). Consumer psychology and marketing. Int. J. Res. Analyt. Rev. 5, 218–222.

Mokhlis, S. (2009). Relevancy and measurement of religiosity in consumer behavior research. International Business Research, 2(3), 75-84.

Nielsen (2019). Survei Konsumen Indonesia: Pembelian Impulsif di Era Digital. Diakses dari: Nielsen Insights

Park, E.J., Kim, E.Y., Funches, V.M. and Foxx, W. 2012,“Apparel product attributes, web browsing, and eimpulse buying on shopping websites”, Journal of Business Research, Vol. 65 No. 11, pp. 1583-1589

Pradhan, D., Israel, D., and Jena, A. (2018). Materialism and compulsive buying behaviour: the role of consumer credit card use and impulse buying. Asia Pacific J. Market. Logist. 30,1355–5855. doi: 10.1108/APJML-08-2017-0164

Przybylski, A. K., Murayama, K., DeHaan, C. R., & Gladwell, V. (2013). Motivational, emotional, and behavioral correlates of fear of missing out. Computers in Human Behavior, 29(4), 1841-1848.

Rahmadani, N., Putri, Q. A. R., & others. (2024). Analysis of the Influence of Religiosity Values In Reducing Consumptive Behavior in Indonesian Muslim Consumers. Amwaluna: Jurnal Ekonomi Dan Keuangan Syariah, 8(2), 253–274.

Rusli, A. Bin. (2017). Muslim Jogya: Pasar, Kerja, & Gaya Hidup. Amwaluna: Jurnal Ekonomi Dan Keuangan Syariah, 1(1), 114–130.

Rusni, A. and Solihin, A., 2022. Pengaruh Motivasi Belanja Hedonis, Diskon Harga Dan Tagline “Gratis Ongkir” Terhadap Keputusan Pembelian Impulsif Secara Online Di Shopee. Jurnal Ilmiah Manajemen Dan Bisnis, 7(2), pp.167-179.

Santini, F. O., Ladeira, W. J., Vieira, V. A., Araujo, C. F., & Sampaio, C. H. (2019). The antecedents and consequences of impulse buying: A meta-analytic study. International Journal of Consumer Studies, 43(6), 692-705.

Scarpi, D. 2020. Hedonism, Utilitarianism and Consumer Behavior: Exploring The Consequences of Customer Orientation. Hedonism, Utilitarianism, and Consumer Behavior: Exploring the Consequences of Customer Orientation, 1–192

Shim, S., & Gehrt, K. C. (1996). Hispanic and native American adolescents: An exploratory study of their approach to shopping. Journal of Retailing, 72(3), 307-324.

Siguaw, J. A., & Simpson, P. M. (1997). Identifying differences between retail patronage factors in urban and rural markets. Journal of Business Research, 39(1), 57-63.

Stankevich, A. (2017). Explaining the consumer decision-making process: critical literature review. J. Int. Bus. Res. Market. 2, 7–14. doi: 10.18775/jibrm.1849-8558.2015.26.3001

Subagio, Hartono. 2011. Pengaruh Atribut Supermarket Terhadap Motif Belanja Hedonik Motif. Jurnal Manejemn Pemasaran, 6(1). 8 21.

Varadarajan, R. (2020). Customer information resources advantage, marketing strategy and business performance: a market resource-based view. Indus. Market. Manag. 89, 89–97. doi: 10.1016/j.indmarman.2020.03.003