The effect of Merchandising, Price Discount, and Store Atmosphere on Impulse Buying with Positive Emotion as a mediating variable based on Islamic Business Perspective
DOI:
https://doi.org/10.59525/jess.v4i2.992Keywords:
Merchandising, Price Discount, Store Atmosphere, Impulse Buying, Positive EmotionAbstract
This study aims to describe the phenomenon and also examine the causal relationship that is structured by using a scientific approach and quantitative analysis that is valid and reliable. This study was conducted using quantitative methods. In the context of this study, the population in question is all Alfamart consumers who are in the District Sukarame, Bandar Lampung, which is actively engaged in purchasing activities in Alfamart outlets scattered in the area. The number of samples used in this study is as many as 96 respondents who are domiciled in the city of Bandar Lampung, especially Alfamart consumers in the Sukarame Sub-District. Based on the results of the study, it can be concluded that positive emotions are the main driving factor for impulsive purchases in consumers. Although marketing strategies such as merchandising, price discounts, and store atmosphere have no direct influence, their impact on impulse buying is mediated through the positive emotions they elicit. This finding is also in line with the Islamic business perspective, which views that excessive promotion to manipulate consumer emotions and encourage waste is an unethical practice.
References
Agios Gerasimos Bisotwo Purnomo, & Tarandhika Tantra. (2024). Pengaruh Store Atmosphere, Sales Promotion, dan Hedonic Shopping Motivation terhadap Impulsive Buying dimediasi oleh Positive Emotional Response pada Toko Ritel Sepatu Kulit Lokal: Toko XYZ. Economic Reviews Journal, 3(2 SE-Articles), 1177 – 1195. https://doi.org/10.56709/mrj.v3i2.368
Ali, M. A., Anggarini, Y., & Ibrahim, M. W. (2025). Pengaruh Price Discount dan Store Atmosphere terhadap Impulse Buying yang di Mediasi oleh Positive Emotion. UMMagelang Conference Series, 705–712. https://doi.org/https://doi.org/10.31603/conference.14589
Basrowi, B., & Zaki, M. (2020). MANAJEMEN HARTA DALAM ISLAM DARI PERSPEKTIF HADITS. Jurnal Syarikah : Jurnal Ekonomi Islam, 6(2 SE-Articles), 160–170. https://doi.org/10.30997/jsei.v6i2.1833
Bela Mufaridiyah Ma’rufah, & Astuty, H. S. (2023). Pengaruh Kelompok Wanita Tani Terhadap Pendapatan Keluarga Tani Di Dusun Panderejo Desa Simorejo-Widang-Tuban. Istiqra, 11(2), 259–274. https://doi.org/10.24239/ist.v11i2.2338
Bulutoding, L., Sari, N. R., Suhartono, S., Jannah, R., Sumarlin, S., Syariati, N. E., Iwang, B., Sirajuddin, S., Lutfi, M., Habibi, A., Zainal, G. J. I., Saifullah, F., Iffah, N., & Masrawati, M. (2024). FGD ON MSME MANAGEMENT STRATEGIES IN FACING GLOBAL COMPETITION FROM AN ISLAMIC PERSPECTIVE. JICS : Journal Of International Community Service, 3(01 SE-), 57–68. https://doi.org/10.62668/jics.v3i01.1265
Buying, I., & Merchandising, V. (2022). ISSN 2356-3966 E-ISSN: 2621-2331. B.I.Cahyani, S.Purwanto Pengaruh Visual Merchandising …. 9(3), 1233–1244.
Candra Susanto, P., Ulfah Arini, D., Yuntina, L., Panatap Soehaditama, J., & Nuraeni, N. (2024). Konsep Penelitian Kuantitatif: Populasi, Sampel, dan Analisis Data (Sebuah Tinjauan Pustaka). Jurnal Ilmu Multidisplin, 3(1), 1–12. https://doi.org/10.38035/jim.v3i1.504
Dwi Rizkite, B., Khudhori, K. U., & Wijaya, H. (2025). Analisis Perilaku Impulse Buying Melalui E-Commerce Shopee dalam Modest Fashion Ditinjau dari Etika Konsumsi Islam. Institut Agama Islam Negeri Curup. http://e-theses.iaincurup.ac.id/id/eprint/8719
Efendi, N., Lubis, T. W. H., & Ginting, S. O. (2023). Pengaruh citra merek, promosi, kualitas pelayan dan store atmosphere terhadap kepuasan konsumen. Jurnal Ekonomi, 28(2), 197–215.
Fajriah, A. L., Idris, A., & Nadhiroh, U. (2022). Pengaruh Pertumbuhan Penjualan, Pertumbuhan Perusahaan, Dan Ukuran Perusahaan Terhadap Nilai Perusahaan. Jurnal Ilmiah Manajemen Dan Bisnis, 7(1), 1–12. https://doi.org/10.38043/jimb.v7i1.3218
Ghana Putra Setiawan, & Irmawati, I. (2023). Pengaruh Price Discount dan Visual Merchandising Terhadap Impulse Buying dengan Positif Emotion Sebagai Variabel Mediasi. JEBDEKER: Jurnal Ekonomi, Manajemen, Akuntansi, Bisnis Digital, Ekonomi Kreatif, Entrepreneur, 3(2), 231–246. https://doi.org/10.56456/jebdeker.v3i2.181
Irfandi, S. A. (2020). Pengaruh sales promotion, visual merchandising dan hedonic shopping motivation terhadap impulse buying pada aplikasi shopee (studi pada mahasiswa/I di malang pengguna aplikasi shopee). Jurnal Ilmiah Mahasiswa FEB, 9(2). https://jimfeb.ub.ac.id/index.php/jimfeb/article/view/7149
Janna, N. M., & Herianto. (2021). Artikel Statistik yang Benar. Jurnal Darul Dakwah Wal-Irsyad (DDI), 18210047, 1–12.
Karimah, A. (2024). Pengaruh visual merchandising dan store atmosphere terhadap impulse buying dimediasi oleh positive emotion: Studi pada konsumen KKV Malang. Universitas Islam Negeri Maulana Malik Ibrahim. http://etheses.uin-malang.ac.id/id/eprint/64215
Lamrotua, M. (2022). PENGARUH IN STORE DISPLAY DAN PRICE DISCOUNT TERHADAP IMPULSE BUYING PADA GUARDIAN LIVING WORLD PEKANBARU. VALUTA, 8(2), 116–134.
Lestari, S. I. P. (2018). Pengaruh Price Discount dan Bonus Pack terhadap Impulse Buying melalui Nilai Hedonik di Carrefour Surakarta. Jurnal Maksipreneur: Manajemen, Koperasi, Dan Entrepreneurship, 7(2), 129–140.
Lutfiani, I., Farisi, H., & Yuliana, A. (2023). Pengaruh Hedonic Shopping Motivation, Visual Merchandising, dan Store Atmosphere Terhadap Impulse Buying Melalui Positive Emotion Sebagai Variabel Intervening Pada Konsumen Industri Retail Tiongkok di Indonesia. JURNAL EKONOMI, MANAJEMEN, BISNIS, DAN SOSIAL (EMBISS), 4(1 SE-Articles), 74–88. https://doi.org/10.59889/embiss.v4i1.282
Novianto, W., & Johannes, J. (n.d.). Store Atmosphere dan Sales Promotion terhadap Impulse Buying dengan Positive Emotion sebagai mediasi (Studi Gerai Alfamart di Kota Jambi). Non Available.
Novita, Y., Tarmizi, & Lidiana. (2024). Analisis Pengaruh Lingkungan Toko dan Kualitas Layanan terhadap Keputusan Pembelian Impulsif pada Konsumen. Jurnal Managemen Dan Teknologi. https://doi.org/https://doi.org/10.63447/jmt.v1i2.1103
Purnamasari, F., Rosilawati, W., & Amrina, D. H. (2022). Promotion Analysis Through Media Social to Improvement of Small Business and Medium. Finance, Accounting and Business Analysis (FABA), 4(1 SE-Articles), 43–51.
Ridwansyah, Salsabilla Mutia Fortuna, & Wiraputra, J. W. (2024). Effect of Financing to Deposit Ratio, Net Operating Margin, and Current Ratio on Financial Performance of Sharia Commercial Bank in Indonesia and Malaysia Listed on The Stock Exchange in 2018–2023. Mutanaqishah: Journal of Islamic Banking, 4(2 SE-Articles), 153–166. https://doi.org/10.54045/mutanaqishah.v4i2.1893
Rismawati, R., & Pertiwi, I. F. P. (2022). Pengaruh Store Atmosphere, Shopping Lifestyle Dan Fashion Involvement Terhadap Impulse Buying Dengan Positive Emotion Sebagai Variabel Intervening. Social Science Studies, 2(3), 215–239.
Rook, D. W. (1987). The buying impulse. Journal of Consumer Research, 14(2), 189–199.
Sakti, W., Irianto, G., Widiyaningtyas, T., Afnan, M., Syah, A. I., Hadi, A. A., Fuadi, A., & Malang, U. N. (2023). Bulletin of Community Engagement. 3(2), 2019–2024.
Sewang Sewang. (2023). Pengaruh Budaya Organisasi dan Gaya Kepemimpinan terhadap Kepuasan Kerja Pegawai Bappeda Kabupaten Jeneponto. Public Service and Governance Journal, 4(2), 51–60. https://doi.org/10.56444/psgj.v4i2.919
Susanti, D., Purnamasari, F., & Hasyim, D. M. (2023). The Influence of Service Quality, Promotion, and Knowledge about Al Wadi’ah Products on Customers’ Decision to Save in Islamic Banks. Al-Mashrof: Islamic Banking and Finance, 4(1), 46–64. https://doi.org/https://dx.doi.org/10.24042/al-mashrof.v4i1.16482
Susanto, I. (2021). Budaya Konsumerisme Masyarakat Perkotaan Dalam Perspektif Ekonomi Islam (Studi pada Masyarakat Perkotaan di Kota Bandar Lampung). JMI (Jurnal Manajemen Indonesia).
Susanto, I., Moh. Mukri, Moh. Bahrudin, & Faisal, F. (2024). The Influence of Lifestyle and Trust in the Use of Shopee Paylater Services on Consumer Behavior in the Maqashid Sharia Perspective (Study on Students of UIN Raden Intan Lampung). El-Jizya : Jurnal Ekonomi Islam, 12(1 SE-Articles), 85–100. https://doi.org/10.24090/ej.v12i1.10961
Umar, N. (2020). Pengaruh Diskon Harga dan Strategi Lokasi terhadap Pembelian Impulsif di Swalayan Alfamart Kota Bakti Kabupaten Pidie. Jurnal Sains Riset |, 10(2), 140.
Utama, A. P., SE, M. M., & Adab, P. (2023). Manajemen Pemasaran Konsep Dasar Dan Ruang Lingkup. Penerbit Adab.
Yuliasari, W., Arumsari, N. R., & Karatri, R. H. (2023). Pengaruh Keragaman Produk, Diskon, Store Atmosphere dan Citra Toko Terhadap Loyalitas Pelanggan. Jurnal EK&BI, 6, 2620–7443. https://doi.org/10.37600/ekbi.v6i2.1089
Zainal Arifin, S. E., Yoes, S. E., Sarwo Eddy Wibowo, M. M., Angellia, F., Kom, S., MSI, M., Pranawukir, I., Kom, M. I., Cindrakasih, R. R. R., & SH, M. I. (2023). Bisinis Digital Digital Marketing Saat ini (Kemampuan Digital Marketing dengan Menguasai Digital Konten Spesialist pada Masa Society 5.0). PT. Sonpedia Publishing Indonesia.
Downloads
Published
How to Cite
Issue
Section
License
Copyright (c) 2025 Ismi Zahra Fadila Yusuf, Femei Purnamasari, Is Susanto
This work is licensed under a Creative Commons Attribution 4.0 International License.
