UNDERSTANDING PURCHASE INTENTIONS AND DECISIONS FOR ISOTONIC BEVERAGES: THE ROLE OF MOTIVATION, LIFESTYLE, AND WORD OF MOUTH
DOI:
https://doi.org/10.26486/jpsb.v12i2.4428Keywords:
lifestyle, purchasing decisions, purchase interest, motivation, word of mouthAbstract
One way to maintain fluid balance in the body is by consuming isotonic beverages. This study aims to analyze the influence of motivation, lifestyle, and word of mouth on purchase intention, as well as the influence of motivation, lifestyle, word of mouth, and purchase intention on the purchase decision for isotonic beverages. The study employed a non-probability sampling method with a census technique. The research population consisted of students participating in 10 sports extracurricular organizations (UKM). Data were collected through a survey using questionnaires distributed to 225 student members of sports UKM. Data analysis was conducted using SPSS and SEM. The results of the study indicate that motivation, lifestyle, and word of mouth have a significant positive effect on purchase intention. Furthermore, the findings also show that motivation, lifestyle, and purchase intention significantly influence the purchase decision for isotonic beverages.
References
Abdullah, M. A. F., Febrian, W. D., Perkasa, D. H., Wuryandari, N. E. R., Pangaribuan, Y. H., & Fathihani. (2023). The effect of brand awareness, price perception and electronic word of mouth (e-WoM) toward purchase intention on Instagram. KnE Social Sciences, 7(2), 689–698. https://doi.org/10.18502/kss.v8i12.13716
Akram, U., Junaid, M., Zafar, A. U., Li, Z., & Fan, M. (2021). Online purchase intention in Chinese social commerce platforms: Being emotional or rational? Journal of Retailing and Consumer Services, 63(2), 1–12. https://doi.org/10.1016/j.jretconser.2021.102669
Anggraeni, M., & Fayasari, A. (2020). Asupan cairan dan aktivitas fisik dengan kejadian dehidrasi pada mahasiswa Universitas Nasional Jakarta. Jurnal Ilmiah Kesehatan (JIKA, 2)(2), 67–75. https://doi.org/10.36590/jika.v2i2.45
Anisa, N. A., & Widjatmiko, A. G. (2021). Electronic word of mouth (e-WoM), celebrity endorsement and lifestyle in the interest of buying online shop products. International Journal of Entrepreneurship and Business Development, 4(1), 31–35. https://doi.org/10.29138/ijebd.v4i1.1204
Aravindan, K. L., Ramayah, T., Thavanethen, M., Raman, M., Ilhavenil, N., Annamalah, S., & Choong, Y. V. (2023). Modeling positive electronic word of mouth and purchase intention using the Theory of Consumption Value. Sustainability, 15(4), 1–19. https://doi.org/10.3390/su15043009
Aslam, W., Farhat, K., & Arif, I. (2019). Role of electronic word of mouth on purchase intention. International Journal of Business Information Systems, 30(4), 411–426. https://doi.org/10.1504/IJBIS.2019.099304
Badan Pengawas Obat dan Makanan Republik Indonesia. (2016). Peraturan Kepala Badan Pengawas Obat dan Makanan Republik Indonesia Nomor 21 Tahun 2016 Tentang Kategori Pangan.
Bandura, A. (1977). Social learning theory. New York, NY: General Learning Press.
Brunkwall, L., Almgren, P., Hellstrand, S., Orho-Melander, M., & Ericson, U. (2019). Commonly consumed beverages associate with different lifestyle and dietary intakes. International Journal of Food Sciences and Nutrition, 70(1), 88–97. https://doi.org/10.1080/09637486.2018.1466272
Bull, F. C., Al-Ansari, S. S., Biddle, S., Borodulin, K., Buman, M. P., Cardon, G., Carty, C., Chaput, J. P., Chastin, S., Chou, R., Dempsey, P. C., DiPietro, L., Ekelund, U., Firth, J., Friedenreich, C. M., Garcia, L., Gichu, M., Jago, R., Katzmarzyk, P. T., Lambert, E., Leitzmann, M., Milton, K., Ortega, F. B., Ranasinghe, C., Stamatakis, E., Tiedemann, A., Troiano, R. P., van der Ploeg, H. P., Wari, V., & Willumsen, J. F. (2020). World Health Organization 2020 guidelines on physical activity and sedentary behaviour. British Journal of Sports Medicine, 54, 1451–1462. https://doi.org/10.1136/bjsports-2020-102955
Chang, C. C., Tsai, J. M., Hung, S. W., & Lin, B. C. (2015). A hybrid decision-making model for factors influencing the purchase intentions of technology products: The moderating effect of lifestyle. Behaviour & Information Technology, 34(12), 1200–1214. https://doi.org/10.1080/0144929X.2015.1019566
Chen, X., Yim, B. H., Tuo, Z., Zhou, L., Liu, T., & Zhang, J. J. (2021). "One event, one city": Promoting the loyalty of marathon runners to a host city by improving event service quality. Sustainability, 13, 3795–3808. https://doi.org/10.3390/su13073795
Chung, A., & Lee, K. B. (2022). Corporate apology after bad publicity: A dual-process model of CSR fit and CSR history on purchase intention and negative word of mouth. International Journal of Business Communication, 59(3), 406–426. https://doi.org/10.1177/2329488418819133
Contini, C., Boncinelli, F., Marone, E., Scozzafava, G., & Casini, L. (2020). Drivers of plant-based convenience foods consumption: Results of a multicomponent extension of the theory of planned behaviour. Food Quality and Preference, 84(2), 1–9. https://doi.org/10.1016/j.foodqual.2020.103931
Deputi Bidang Pembudayaan Olahraga, Kementerian Pemuda Olahraga Republik Indonesia. (2023). Laporan nasional sport development index 2022: Olahraga, daya saing, dan kebijakan berbasis data. Senayan: Deputi Bidang Pembudayaan Olahraga.
Dermawan, E., Baktiono, R. A., & Arif, M. (2021). Lifestyle, brand image, product attributes and how they affect purchasing decisions. International Journal of Integrated Education, Engineering, and Business, 4(2), 119–127. https://doi.org/10.29138/ijieeb.v4i2.1631
Dewi, N. S., & Prabowo, R. E. (2018). Performa kualitas produk, persepsi harga, promosi, dan gaya hidup dalam mempengaruhi proses keputusan pembelian minuman isotonik (Studi konsumen minuman isotonik di Kota Semarang). In Seminar Nasional Multi Disiplin Ilmu (pp. 710–716). Retrieved from http://www.unisbank.ac.id/ojs/index.php/fe7/article/view/5804
Dong, W., Xiao-Hui, X., & Xian-Bo, W. (2012). The healthy lifestyle scale for university students: Development and psychometric testing. Australian Journal of Primary Health, 18(4), 339–345. https://doi.org/10.1071/PY11107
Fenko, A., Kersten, L., & Bialkova, S. (2016). Overcoming consumer scepticism toward food labels: The role of multisensory experience. Food Quality and Preference, 48(2), 81–92. https://doi.org/10.1016/j.foodqual.2015.08.013
Fitriana, Y., Sudodo, Y., & Hakim, L. (2019). Pengaruh gaya hidup, harga, dan kualitas produk terhadap keputusan pembelian kosmetik Oriflame (Studi kasus pada konsumen Oriflame di Kabupaten Sumbawa). Jurnal Manajemen dan Bisnis, 2(1), 1–9. https://doi.org/10.37673/jmb.v2i1.304
Handayani, W., Musnaini, & Praditya, W. I. (2020). Hedonic value motivation: Impact on consumers’ purchase intention. Jurnal Perspektif Pembiayaan dan Pembangunan Daerah, 8(1), 91–100. https://doi.org/10.22437/ppd.v8i1.7468
Haryanto, B., Febrianto, A., & Cahyono, E. (2019). Lifestyle and consumer preferences in choosing local or foreign brands: A study of consumer behaviour in Surakarta-Indonesia. Jurnal Manajemen dan Kewirausahaan, 21(1), 74–88. https://doi.org/10.9744/jmk.21.1.74-88
Huang, Z., Zhu, Y.-D., Deng, J., & Wang, C.-L. (2022). Marketing healthy diet: The impact of health consciousness on Chinese consumers’ food choices. Sustainability, 14(4), 2059–2070. https://doi.org/10.3390/su14042059
Indriyani, R., & Suri, A. (2020). Pengaruh media sosial terhadap keputusan pembelian melalui motivasi konsumen pada produk fast fashion. Jurnal Manajemen Pemasaran, 14(1), 25–34. https://doi.org/10.9744/pemasaran.14.1.25-34
Jannah, A. F., & Briawan, D. (2018). Pengukuran pengeluaran energi pada hari kerja dan hari libur menggunakan aplikasi smartphone pada mahasiswa IPB. Media Kesehatan Masyarakat Indonesia, 14(4), 317–328. https://doi.org/10.30597/mkmi.v14i4.5224
Jung, H. J., Choi, Y. J., & Oh, K. W. (2020). Influencing factors of Chinese consumers’ purchase intention to sustainable apparel products: Exploring consumer “attitude–behavioral intention” gap. Sustainability (Switzerland, 12(5), 1–14. https://doi.org/10.3390/su12051770
Kabiri, S., Shadmanfaat, S. M., & Willits, D. (2019). A multi-theoretical framework for assessing performance-enhancing drug use: Examining the utility of self-control, social learning, and control balance theories. Journal of Drug Issues, 49(3), 512–530. https://doi.org/10.1177/0022042619839935
Karmoker, K., & Haque, M. E. (2019). Factors influencing the purchase decision of fast-moving consumer goods in the rural areas of Bangladesh: Evidence from Khulna District. Business Review: A Journal of Business Administration Discipline, 11(2), 58–66. https://doi.org/10.35649/KUBR.2016.11.12.5
Kokila, V., & Sampathlakshmi, N. (2022). Impact of word-of-mouth communication on consumer purchase decision. Journal of Business Thought, 13(1), 95–104. https://doi.org/10.18311/jbt/2022/30023
Kotler, P., & Armstrong, G. (2008). Prinsip-prinsip pemasaran (Edisi 12, Jilid 1, terjemahan). Jakarta, Indonesia: Erlangga.
Kudeshia, C., & Kumar, A. (2017). Social e-WoM: Does it affect the brand attitude and purchase intention of brands? Management Research Review, 40(3), 310–330. https://doi.org/10.1108/MRR-07-2015-0161
Kulsum, U., & Caturini, R. (2016). Industri minuman isotonik tumbuh 6,24% per tahun. Industri. Retrieved March 31, 2024, from https://industri.kontan.co.id/news/industri-minuman-isotonik-tumbuh-624-per-tahun
Kumar, N. A., & Joseph, J. (2014). A study on consumer behavior towards FMCG products among the rural-suburban households of Ernakulam. Journal of Global Economics, 2(4), 1–10. https://doi.org/10.4172/2375-4389.1000127
Li, J., Gu, Z., & Dai, Y. (2022). Impact of sports sponsorship motivation on consumer purchase intention: Mediating effect based on consumer attitude. Sustainability, 14(15430), 1–15. https://doi.org/10.3390/su142215430
Mahmud, M. S., Islam, M. N., Ali, M. R., & Mehjabin, N. (2020). Impact of electronic word of mouth on customer’s buying intention considering trust as a mediator: A SEM approach. Global Business Review, 25(2), 184–198. https://doi.org/10.1177/0972150920976345
Maniza, L. H., Hafiz, A., & Saleh, A. (2021). Strategi sales promotion price discount dalam mendorong pembelian impulsif produk jenis minuman isotonik di PT. Amerta Indah Otsuka. Journal of Applied Business and Banking (JABB), 2(2), 115–121. https://doi.org/10.31764/jabb.v2i2.5544
Mubarok, M. M. (2018). The effect of brand image and consumer attitudes on the decision to purchase Batik Jetis Sidoarjo mediated by intent to buy. Journal of Economics, 21(1), 105–116. https://doi.org/10.14414/jebav.1134
Nguyen, N. L., Tran, T. T., & Vo, M. P. (2020). The effect of lifestyle, brand image and personalities on smartphone purchase decision of consumers in Ho Chi Minh City. International Journal of Innovative Science and Research Technology, 5(3), 481–492. https://doi.org/10.38124/ijisrt
Nguyen, X. T. (2019). Factors impacting on Korean consumer goods purchase decision of Vietnam’s Generation Z. Journal of Distribution Science, 17(10), 61–71. https://doi.org/10.15722/jds.17.10.201910.61
Ningsih, D. V. C., Amallia, K. N., Ashari, N. C. F., Kurnia, N. F. I., Bagaskara, D., & Haliza, D. N. (2023). The effect of direct marketing on purchase decision with purchase intention as an intervening variable. In Proceedings of the Fifth Annual International Conference on Business and Public Administration (AICoBPA 2022). https://doi.org/10.2991/978-2-38476-090-9_15
Nur, M. R. T., Fathoni, M. A., & Sari, L. P. (2021). The impact of awareness, lifestyle, and halal certification on the buying interest of MSME’s halal food products in DKI Jakarta. El Barka: Journal of Islamic Economic and Business, 4(2), 156–189. https://doi.org/10.21154/elbarka.v4i2.3207
Putri, A. V., & Bambang. (2022). Pengaruh persepsi harga, lokasi, dan word of mouth terhadap keputusan pembelian di Tahu Gejrot Mitoha Galak. FJMR, 1(3), 835–850. https://doi.org/10.55927/fjmr.v1i3.798
Qazzafi, S. (2020). Factor affecting consumer buying behavior: A conceptual study. IJSRD-International Journal for Scientific Research & Development, 8(2), 2321–0613.
Rahmah, K., Sumarwan, U., & Najib, M. (2018). The effect of brand equity, marketing mix, and lifestyle toward purchase decision at coffee shop in Bogor. Journal of Consumer Sciences, 3(2), 1–15. https://doi.org/10.29244/jcs.3.2.01-15
Rayi, G., & Aras, M. (2021). How product innovation and motivation drive purchase decision as consumer buying behavior. Journal of Distribution Science, 19(1), 49–60. https://doi.org/10.15722/jds.19.1.202101.49
Rohman, I. Z. (2019). Pengaruh word of mouth dan brand image terhadap perception of product quality serta dampaknya pada purchase intention bakpia pathok di Yogyakarta. Jurnal Perilaku Dan Strategi Bisnis, 7(1), 1. https://doi.org/10.26486/jpsb.v7i1.556
Rosandi, F. H., & Nurlatifah, N. (2022). Pengaruh motivasi konsumen terhadap keputusan pembelian barang diskon pada mahasiswa UTS di minimarket Sumbawa Besar. Jurnal Tambora, 6(2), 59–65. https://doi.org/10.36761/jt.v6i2.1994
Sangkumchaliang, H., & Huang, W. H. (2012). Consumers’ perceptions and attitudes of organic food products in Northern Thailand. International Food and Agribusiness Management Review, 15(1), 87–102. https://doi.org/10.22004/ag.econ.120860
Saparso. (2022). The effect of customer trust, lifestyle and attitude on the online buying decision. Quantitative Economics and Management Studies (QEMS, 3(1), 84–91. https://doi.org/10.35877/454RI.qems891
Saygılı, M., & Sütütemiz, N. (2020). The effects of hedonic and utilitarian shopping motivations on online purchasing intentions: A Turkish case study. The Retail and Marketing Review, 16(1), 61–83.
Schiffman, L. G., Kanuk, L. L., & Hansen, H. (2012). Consumer behaviour: A European outlook. Indiana, IN: Pearson.
Soelasih, Y., & Sumani. (2021). The effect of word of mouth on purchase intention: A case study of low-cost carriers in Indonesia. Journal of Asian Finance, Economics and Business, 8(4), 433–440. https://doi.org/10.13106/jafeb.2021.vol8.no4.0433
Sofyan, D., Saputra, Y. M., Nurihsan, J., & Kusmaedi, N. (2021). Indonesian version of the healthy lifestyle beliefs scale for college students: A psychometric study. Journal of Physical Education, Sport, Health and Recreation, 10(1), 21–27. https://doi.org/10.15294/active.v10i1.44988
Sutrisno, E. (2009). Manajemen sumber daya manusia (Edisi Pertama). Jakarta, Indonesia: Kencana Prenada Media Group.
Wiyanti, S., Maulana, A., Hidayah, A. N., Yusufi, F. R., & Erdiansyah, M. Y. (2023). Pengaruh lingkungan, harga dan gaya hidup terhadap minat beli angkringan di Kota Tegal. Gudang Jurnal Multidisiplin Ilmu, 1(2), 1–8. https://doi.org/10.59435/gjmi.v1i2.6
World Health Organization. (2016). Global health observatory (GHO) data: Prevalence of insufficient physical activity among adults aged 18+ years.
World Health Organization. (2018). Global status report on road safety 2018.
World Health Organization. (2022). Assessing national capacity for the prevention and control of noncommunicable diseases: Report of the 2021 global survey.
Yu, C., & Bastin, M. (2010). Hedonic shopping value and impulse buying behavior in transitional economies: A symbiosis in the Mainland China marketplace. Journal of Brand Management, 18(2), 105–114. https://doi.org/10.1057/bm.2010.32
Yuan, B., & Peluso, A. M. (2021). The influence of word of mouth referral on consumers’ purchase intention: Experimental evidence from WeChat. Sustainability, 13(645), 1–18. https://doi.org/10.3390/su13020645
Zinko, R., Patrick, A., Furner, C. P., Gaines, S., Kim, M. D., Negri, M., Orellana, E., Torres, S., & Villareal, C. (2021). Responding to negative electronic word of mouth to improve purchase intention. Journal of Theoretical and Applied Electronic Commerce Research, 16(6), 1945–1959. https://doi.org/10.3390/jtaer16060109
Zollo, L., Carranza, R., Faraoni, M., Díaz, E., & Martín-Consuegra, D. (2021). What influences consumers’ intention to purchase organic personal care products? The role of social reassurance. Journal of Retailing and Consumer Services, 28(2016), 281–287. https://doi.org/10.1016/j.jretconser.2020.102432
Downloads
Published
Issue
Section
License
Copyright (c) 2024 Megawati Simanjuntak, Virna Keryn Patricia Hutajulu
This work is licensed under a Creative Commons Attribution-ShareAlike 4.0 International License.
Authors who publish with (JPSB) Jurnal Perilaku dan Strategi Bisnis agree to the following terms:
Authors retain copyright and grant the JPSB right of first publication with the work simultaneously licensed under a Creative Commons Attribution License (CC BY-SA 4.0) that allows others to share (copy and redistribute the material in any medium or format) and adapt (remix, transform, and build upon the material) the work for any purpose, even commercially with an acknowledgement of the work's authorship and initial publication in JPSB. Authors are able to enter into separate, additional contractual arrangements for the non-exclusive distribution of the journal's published version of the work (e.g., post it to an institutional repository or publish it in a book), with an acknowledgement of its initial publication in JPSB.
Authors are permitted and encouraged to post their work online (e.g., in institutional repositories or on their website) prior to and during the submission process, as it can lead to productive exchanges, as well as earlier and greater citation of published work (See The Effect of Open Access).
