SEGMENTASI GEN Z DAN MILENIAL DALAM IMPULSIVE BUYING
PERAN MEDIASI SHOPPING EMOTION DI MR.DIY PONTIANAK
DOI:
https://doi.org/10.9744/pemasaran.19.2.85-104Keywords:
visual merchandising, shopping lifestyle, shopping emotion, impulsive buyingAbstract
Penelitian dilatarbelakangi oleh transformasi paradigmatik perilaku konsumen dalam era digitalisasi, yang dikarakterisasi dengan adanya pergeseran signifikan pola konsumsi dari orientasi kebutuhan menjadi orientasi keinginan. Manifestasi empiris fenomena tersebut terobservasi melalui peningkatan insidensi pembelian tidak terencana (impulsive buying) pada konteks ritel modern, dengan studi kasus MR.DIY Pontianak. Studi ini bertujuan untuk menginvestigasi pengaruh visual merchandising, product diversity, dan shopping lifestyle terhadap impulsive buying, serta mengeksplorasi efek mediasi shopping emotion dalam relasi kausal tersebut. Metodologi kuantitatif diaplikasikan dengan melibatkan 112 responden dari populasi generasi Z dan Milenial yang diseleksi melalui teknik purposive sampling dengan kriteria spesifik berupa adanya riwayat pembelian tidak terencana. Analisis data dilakukan menggunakan pendekatan Partial Least Squares-Structural Equation Modeling (PLS-SEM) menggunakan SmartPLS 3.0. Hasil penelitian mengindikasikan bahwa visual merchandising dan shopping lifestyle memiliki pengaruh positif dan signifikan terhadap impulsive buying, sedangkan product diversity menunjukkan pengaruh negatif yang signifikan. Shopping emotion secara signifikan memediasi hubungan antara shopping lifestyle dan impulsive buying, namun tidak memediasi hubungan antara visual merchandising dan product diversity terhadap impulsive buying. Model penelitian ini secara substansial mampu menggambarkan dinamika impulsive buying dan shopping emotion pada konsumen ritel modern. Kontribusi teoretis penelitian ini terletak pada eksplikasi komprehensif mengenai dinamika perilaku pembelian impulsif konsumen kontemporer dan menyediakan implikasi praktis bagi pengelola ritel modern dalam mengoptimalisasi strategi pemasaran untuk menghadapi transformasi perilaku konsumen di era digital.
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