Social Media Marketing, Product Knowledge Dan Fear Of Missing Out (Fomo) Terhadap Cosmetic Purchase Decision
Abstract
The many choices of types of cosmetics on the market will certainly affect consumer attitudes in purchase decisions. The purpose of this research is to analyze and determine the influence of social media marketing, product knowledge and fear of missing out on cosmetic product purchase decisions. This study used quantitative methods and had a sample of 200 respondents who purchased cosmetic products. Based on validity tests with Component matrix, reliability tests with Cronbach's alpha and multiple regression analysis consisting of R square test, F test and t test processed using SPSS, it was found that social media marketing has no effect on purchase decisions, Product knowledge has a positive and significant effect on purchase decisions and fear of missing out does not affect the purchase decision of cosmetic products.
References
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Ardiansyah, F., & Sarwoko, E. (2020). How social media marketing influences consumers purchase decision? A mediation analysis of brand awareness. JEMA: Jurnal Ilmiah Bidang Akuntansi Dan Manajemen, 17(2), 156. https://doi.org/10.31106/jema.v17i2.6916
Balakrishnan, B. K. P. D., Dahnil, M. I., & Yi, W. J. (2014). The Impact of Social Media Marketing Medium toward Purchase Intention and Brand Loyalty among Generation Y. Procedia - Social and Behavioral Sciences, 148, 177–185. https://doi.org/10.1016/j.sbspro.2014.07.032
Barry, C. T., & Wong, M. Y. (2020). Fear of missing out ( FoMO ): A generational phenomenon or an individual difference ? 1–15. https://doi.org/10.1177/0265407520945394
Boon-Long, S., & Wongsurawat, W. (2015). Social media marketing evaluation using social network comments as an indicator for identifying consumer purchasing decision effectiveness. Journal of Direct, Data and Digital Marketing Practice, 17(2), 130–149. https://doi.org/10.1057/dddmp.2015.51
Brucks, M. (1985). The Effects of Product Class Knowledge on Information Search Behavior. Journal of Consumer Research, 12(1), 1. https://doi.org/10.1086/209031
Ceyhan, A. (2019). The Impact of Perception Related Social Media Marketing Applications on Consumers’ Brand Loyalty and Purchase Intention. EMAJ: Emerging Markets Journal, 9(1), 88–100. https://doi.org/10.5195/emaj.2019.173
Chen, S. C. (2015). Customer value and customer loyalty: Is competition a missing link? Journal of Retailing and Consumer Services, 22, 107–116. https://doi.org/10.1016/j.jretconser.2014.10.007
Darpito, S. H. (2022). The effect of flash sale on purchase decision moderated by product knowledge. International Journal of Business Ecosystem & Strategy (2687-2293), 4(1), 37–41. https://doi.org/10.36096/ijbes.v4i1.301
Dian Oktavia Ningrum, & Widi Dewi Ruspitasari. (2022). Beauty Influencer: Homophily Relationship, Product Quality Beauty Product And Purchasing Decision. International Journal of Science, Technology & Management, 3(3), 641–646. https://doi.org/10.46729/ijstm.v3i3.501
Dr. Muhammad Ramdhan, S.Pd., M. M. (2021). METODE PENELITIAN. cipta Media Nusantara (CMN).
Dwisuardinata, I. B. N., & Darma, G. S. (2022). The Impact of Social Influence, Product Knowledge, and Fear of Missing Out (FOMO) towards Purchase Intention on Alcoholic Beverage in Bali. Binus Business Review, 14(1), 1–11. https://doi.org/10.21512/bbr.v14i1.8919
Ebrahim, R. S. (2020a). The Role of Trust in Understanding the Impact of Social Media Marketing on Brand Equity and Brand Loyalty. Journal of Relationship Marketing, 19(4), 287–308. https://doi.org/10.1080/15332667.2019.1705742
Ebrahim, R. S. (2020b). The Role of Trust in Understanding the Impact of Social Media Marketing on Brand Equity and Brand Loyalty. Journal of Relationship Marketing, 19(4), 287–308. https://doi.org/10.1080/15332667.2019.1705742
Ghozali, I. (2016). Aplikasi Analisis MultivarieteDengan Program IBM SPSS 23. (Edisi 8). Badan Penerbit Universitas Diponogoro.
Good, M. C., & Hyman, M. R. (2020). ‘Fear of missing out’: antecedents and influence on purchase likelihood. Journal of Marketing Theory and Practice, 28(3), 330–341. https://doi.org/10.1080/10696679.2020.1766359
Hanna, R., Rohm, A., & Crittenden, V. L. (2011). We’re all connected: The power of the social media ecosystem. Business Horizons, 54(3), 265–273. https://doi.org/10.1016/j.bushor.2011.01.007
Hodkinson, C. (2019). ‘Fear of Missing Out’ (FOMO) marketing appeals: A conceptual model. Journal of Marketing Communications, 25(1), 65–88. https://doi.org/10.1080/13527266.2016.1234504
Josep F. Hair, Jr., Wiliam C Black, Barry J. Babin, R. E. A. (2019). MULTIVARIATE DATA ANALYSIS. Person.
Kottler, Keller, Cunningham, & Sivaramakrishnan. (2010). Department of Marketing and Consumer Studies College of Management and Economics Advanced Marketing MCS 3000 / FALL 2010. Marketing Management.
Lin, L. Y., & Chen, C. S. (2006). The influence of the country-of-origin image, product knowledge and product involvement on consumer purchase decisions: An empirical study of insurance and catering services in Taiwan. Journal of Consumer Marketing, 23(5), 248–265. https://doi.org/10.1108/07363760610681655
Moslehpour, M. (2020). The dynamic stimulus of social media marketing on purchase intention of Indonesian airline products and services. https://doi.org/10.1108/APJML-07-2019-0442
Ningtyas, Y.P., & Fauzi, R. U. A. (2023). PENGARUH PROMOSI, MOTIVASI HEDONIS, FoMO, DAN DESAIN PRODUK TERHADAP KEPUTUSAN PEMBELIAN PADA PENGGUNA SHOPEE DI KOTA MADIUN. September.
Nurhayati, T., & Hendar, H. (2020). Personal intrinsic religiosity and product knowledge on halal product purchase intention: Role of halal product awareness. Journal of Islamic Marketing, 11(3), 603–620. https://doi.org/10.1108/JIMA-11-2018-0220
Park, J. Y., & Jang, S. C. S. (2013). Confused by too many choices? Choice overload in tourism. Tourism Management, 35, 1–12. https://doi.org/10.1016/j.tourman.2012.05.004
Prasad, S., Garg, A., & Prasad, S. (2019). Purchase decision of generation Y in an online environment. Marketing Intelligence and Planning, 37(4), 372–385. https://doi.org/10.1108/MIP-02-2018-0070
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. https://doi.org/10.1016/j.chb.2013.02.014
Rossanty, Y., & Nasution, M. D. T. P. (2018). Information search and intentions to purchase: The role of country of origin image, product knowledge, and product involvement. Journal of Theoretical and Applied Information Technology, 96(10), 3075–3085.
Salem, M. Z. (2018). Effects of perfume packaging on Basque female consumers purchase decision in Spain. Management Decision, 56(8), 1748–1768. https://doi.org/10.1108/MD-04-2017-0363
Sheldon, K. M., & Schüler, J. (2011). Wanting, having, and needing: Integrating motive disposition theory and self-determination theory. Journal of Personality and Social Psychology, 101(5), 1106–1123. https://doi.org/10.1037/a0024952
Shirin, K., & Kambiz, H. H. (2011). The Effect of the Country-of-Origin Image , Product Knowledge and Product Involvement on Consumer Purchase Decisions. 10(8), 601–615.
Solt, M. Van. (2019). FIU Digital Commons # FOMO : How the Fear of Missing Out Drives Consumer Purchase Decisions.
Suardhika, I. N., Rihayana, I. G., & Krisnayanti, N. M. A. (2023). Pengaruh Social Media Marketing, Brand Image Dan Brand Ambassador Terhadap Keputusan Pembelian. Value : Jurnal Manajemen Dan Akuntansi, 18(2), 253–264. https://doi.org/10.32534/jv.v18i2.3918
Sugiyono. (2018). Metode Penelitian Kuantitatif Kualitatif dan R&D. Alfabeta.
Sun, Y., & Wang, S. (2020). Understanding consumers’ intentions to purchase green products in the social media marketing context. Asia Pacific Journal of Marketing and Logistics, 32(4), 860–878. https://doi.org/10.1108/APJML-03-2019-0178
Syafaah, N., & Santoso, I. H. (2022). Fear of Missing Out dan Korean Wave : Implikasinya pada Keputusan Pembelian Kosmetik asal Korea. INOBIS: Jurnal Inovasi Bisnis Dan Manajemen Indonesia, 5(3), 405–414. https://doi.org/10.31842/jurnalinobis.v5i3.239
Wang, H. M. D., Chen, C. C., Huynh, P., & Chang, J. S. (2015). Exploring the potential of using algae in cosmetics. Bioresource Technology, 184, 355–362. https://doi.org/10.1016/j.biortech.2014.12.001
Wang, Y., & Hazen, B. T. (2016). Consumer product knowledge and intention to purchase remanufactured products. International Journal of Production Economics, 181, 460–469. https://doi.org/10.1016/j.ijpe.2015.08.031
Wischhover, C. (2018). Natural Beauty Products are Huge Now Because of a Fear of Chemicals. Vox. https://www.vox.com/thegoods/2018/9/18/17866150/natural-cleanbeauty-products-feinstein-cosmetics-bill-fda
Wu, S.-I., & Chen, Y.-J. (2014). The Impact of Green Marketing and Perceived Innovation on Purchase Intention for Green Products. International Journal of Marketing Studies, 6(5), 81–100. https://doi.org/10.5539/ijms.v6n5p81
Yang, R., & Che, T. (2020). Do social ties matter for purchase frequency? The role of buyers’ attitude towards social media marketing. Computers in Human Behavior, 110(April), 106376. https://doi.org/10.1016/j.chb.2020.106376
Zhang, H., Zhang, Y., Ryzhkova, A., Tan, C. D., & Li, F. (2019). Social Media Marketing Activities and Customers’ Purchase Intention: The Mediating Effect of Brand Image. IEEE International Conference on Industrial Engineering and Engineering Management, 369–373. https://doi.org/10.1109/IEEM44572.2019.8978520
Alba, J. W., & Hutchinson, J. W. (1987). Dimensions of Consumer Expertise. Journal of Consumer Research, 13(4), 411. https://doi.org/10.1086/209080
Angela Chang, C. C., & Kukar-Kinney, M. (2011). The effects of shopping aid usage on consumer purchase decision and decision satisfaction. Asia Pacific Journal of Marketing and Logistics, 23(5), 745–754. https://doi.org/10.1108/13555851111183110
Ardiansyah, F., & Sarwoko, E. (2020). How social media marketing influences consumers purchase decision? A mediation analysis of brand awareness. JEMA: Jurnal Ilmiah Bidang Akuntansi Dan Manajemen, 17(2), 156. https://doi.org/10.31106/jema.v17i2.6916
Balakrishnan, B. K. P. D., Dahnil, M. I., & Yi, W. J. (2014). The Impact of Social Media Marketing Medium toward Purchase Intention and Brand Loyalty among Generation Y. Procedia - Social and Behavioral Sciences, 148, 177–185. https://doi.org/10.1016/j.sbspro.2014.07.032
Barry, C. T., & Wong, M. Y. (2020). Fear of missing out ( FoMO ): A generational phenomenon or an individual difference ? 1–15. https://doi.org/10.1177/0265407520945394
Boon-Long, S., & Wongsurawat, W. (2015). Social media marketing evaluation using social network comments as an indicator for identifying consumer purchasing decision effectiveness. Journal of Direct, Data and Digital Marketing Practice, 17(2), 130–149. https://doi.org/10.1057/dddmp.2015.51
Brucks, M. (1985). The Effects of Product Class Knowledge on Information Search Behavior. Journal of Consumer Research, 12(1), 1. https://doi.org/10.1086/209031
Ceyhan, A. (2019). The Impact of Perception Related Social Media Marketing Applications on Consumers’ Brand Loyalty and Purchase Intention. EMAJ: Emerging Markets Journal, 9(1), 88–100. https://doi.org/10.5195/emaj.2019.173
Chen, S. C. (2015). Customer value and customer loyalty: Is competition a missing link? Journal of Retailing and Consumer Services, 22, 107–116. https://doi.org/10.1016/j.jretconser.2014.10.007
Darpito, S. H. (2022). The effect of flash sale on purchase decision moderated by product knowledge. International Journal of Business Ecosystem & Strategy (2687-2293), 4(1), 37–41. https://doi.org/10.36096/ijbes.v4i1.301
Dian Oktavia Ningrum, & Widi Dewi Ruspitasari. (2022). Beauty Influencer: Homophily Relationship, Product Quality Beauty Product And Purchasing Decision. International Journal of Science, Technology & Management, 3(3), 641–646. https://doi.org/10.46729/ijstm.v3i3.501
Dr. Muhammad Ramdhan, S.Pd., M. M. (2021). METODE PENELITIAN. cipta Media Nusantara (CMN).
Dwisuardinata, I. B. N., & Darma, G. S. (2022). The Impact of Social Influence, Product Knowledge, and Fear of Missing Out (FOMO) towards Purchase Intention on Alcoholic Beverage in Bali. Binus Business Review, 14(1), 1–11. https://doi.org/10.21512/bbr.v14i1.8919
Ebrahim, R. S. (2020a). The Role of Trust in Understanding the Impact of Social Media Marketing on Brand Equity and Brand Loyalty. Journal of Relationship Marketing, 19(4), 287–308. https://doi.org/10.1080/15332667.2019.1705742
Ebrahim, R. S. (2020b). The Role of Trust in Understanding the Impact of Social Media Marketing on Brand Equity and Brand Loyalty. Journal of Relationship Marketing, 19(4), 287–308. https://doi.org/10.1080/15332667.2019.1705742
Ghozali, I. (2016). Aplikasi Analisis MultivarieteDengan Program IBM SPSS 23. (Edisi 8). Badan Penerbit Universitas Diponogoro.
Good, M. C., & Hyman, M. R. (2020). ‘Fear of missing out’: antecedents and influence on purchase likelihood. Journal of Marketing Theory and Practice, 28(3), 330–341. https://doi.org/10.1080/10696679.2020.1766359
Hanna, R., Rohm, A., & Crittenden, V. L. (2011). We’re all connected: The power of the social media ecosystem. Business Horizons, 54(3), 265–273. https://doi.org/10.1016/j.bushor.2011.01.007
Hodkinson, C. (2019). ‘Fear of Missing Out’ (FOMO) marketing appeals: A conceptual model. Journal of Marketing Communications, 25(1), 65–88. https://doi.org/10.1080/13527266.2016.1234504
Josep F. Hair, Jr., Wiliam C Black, Barry J. Babin, R. E. A. (2019). MULTIVARIATE DATA ANALYSIS. Person.
Kottler, Keller, Cunningham, & Sivaramakrishnan. (2010). Department of Marketing and Consumer Studies College of Management and Economics Advanced Marketing MCS 3000 / FALL 2010. Marketing Management.
Lin, L. Y., & Chen, C. S. (2006). The influence of the country-of-origin image, product knowledge and product involvement on consumer purchase decisions: An empirical study of insurance and catering services in Taiwan. Journal of Consumer Marketing, 23(5), 248–265. https://doi.org/10.1108/07363760610681655
Moslehpour, M. (2020). The dynamic stimulus of social media marketing on purchase intention of Indonesian airline products and services. https://doi.org/10.1108/APJML-07-2019-0442
Ningtyas, Y.P., & Fauzi, R. U. A. (2023). PENGARUH PROMOSI, MOTIVASI HEDONIS, FoMO, DAN DESAIN PRODUK TERHADAP KEPUTUSAN PEMBELIAN PADA PENGGUNA SHOPEE DI KOTA MADIUN. September.
Nurhayati, T., & Hendar, H. (2020). Personal intrinsic religiosity and product knowledge on halal product purchase intention: Role of halal product awareness. Journal of Islamic Marketing, 11(3), 603–620. https://doi.org/10.1108/JIMA-11-2018-0220
Park, J. Y., & Jang, S. C. S. (2013). Confused by too many choices? Choice overload in tourism. Tourism Management, 35, 1–12. https://doi.org/10.1016/j.tourman.2012.05.004
Prasad, S., Garg, A., & Prasad, S. (2019). Purchase decision of generation Y in an online environment. Marketing Intelligence and Planning, 37(4), 372–385. https://doi.org/10.1108/MIP-02-2018-0070
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. https://doi.org/10.1016/j.chb.2013.02.014
Rossanty, Y., & Nasution, M. D. T. P. (2018). Information search and intentions to purchase: The role of country of origin image, product knowledge, and product involvement. Journal of Theoretical and Applied Information Technology, 96(10), 3075–3085.
Salem, M. Z. (2018). Effects of perfume packaging on Basque female consumers purchase decision in Spain. Management Decision, 56(8), 1748–1768. https://doi.org/10.1108/MD-04-2017-0363
Sheldon, K. M., & Schüler, J. (2011). Wanting, having, and needing: Integrating motive disposition theory and self-determination theory. Journal of Personality and Social Psychology, 101(5), 1106–1123. https://doi.org/10.1037/a0024952
Shirin, K., & Kambiz, H. H. (2011). The Effect of the Country-of-Origin Image , Product Knowledge and Product Involvement on Consumer Purchase Decisions. 10(8), 601–615.
Solt, M. Van. (2019). FIU Digital Commons # FOMO : How the Fear of Missing Out Drives Consumer Purchase Decisions.
Suardhika, I. N., Rihayana, I. G., & Krisnayanti, N. M. A. (2023). Pengaruh Social Media Marketing, Brand Image Dan Brand Ambassador Terhadap Keputusan Pembelian. Value : Jurnal Manajemen Dan Akuntansi, 18(2), 253–264. https://doi.org/10.32534/jv.v18i2.3918
Sugiyono. (2018). Metode Penelitian Kuantitatif Kualitatif dan R&D. Alfabeta.
Sun, Y., & Wang, S. (2020). Understanding consumers’ intentions to purchase green products in the social media marketing context. Asia Pacific Journal of Marketing and Logistics, 32(4), 860–878. https://doi.org/10.1108/APJML-03-2019-0178
Syafaah, N., & Santoso, I. H. (2022). Fear of Missing Out dan Korean Wave : Implikasinya pada Keputusan Pembelian Kosmetik asal Korea. INOBIS: Jurnal Inovasi Bisnis Dan Manajemen Indonesia, 5(3), 405–414. https://doi.org/10.31842/jurnalinobis.v5i3.239
Wang, H. M. D., Chen, C. C., Huynh, P., & Chang, J. S. (2015). Exploring the potential of using algae in cosmetics. Bioresource Technology, 184, 355–362. https://doi.org/10.1016/j.biortech.2014.12.001
Wang, Y., & Hazen, B. T. (2016). Consumer product knowledge and intention to purchase remanufactured products. International Journal of Production Economics, 181, 460–469. https://doi.org/10.1016/j.ijpe.2015.08.031
Wischhover, C. (2018). Natural Beauty Products are Huge Now Because of a Fear of Chemicals. Vox. https://www.vox.com/thegoods/2018/9/18/17866150/natural-cleanbeauty-products-feinstein-cosmetics-bill-fda
Wu, S.-I., & Chen, Y.-J. (2014). The Impact of Green Marketing and Perceived Innovation on Purchase Intention for Green Products. International Journal of Marketing Studies, 6(5), 81–100. https://doi.org/10.5539/ijms.v6n5p81
Yang, R., & Che, T. (2020). Do social ties matter for purchase frequency? The role of buyers’ attitude towards social media marketing. Computers in Human Behavior, 110(April), 106376. https://doi.org/10.1016/j.chb.2020.106376
Zhang, H., Zhang, Y., Ryzhkova, A., Tan, C. D., & Li, F. (2019). Social Media Marketing Activities and Customers’ Purchase Intention: The Mediating Effect of Brand Image. IEEE International Conference on Industrial Engineering and Engineering Management, 369–373. https://doi.org/10.1109/IEEM44572.2019.8978520
Published
2023-12-11
How to Cite
SARIANI, Komang Widi; ANGGARAWATI, Sularsih.
Social Media Marketing, Product Knowledge Dan Fear Of Missing Out (Fomo) Terhadap Cosmetic Purchase Decision.
REVITALISASI : Jurnal Ilmu Manajemen, [S.l.], v. 12, n. 2, p. 301-310, dec. 2023.
ISSN 2657-1684.
Available at: <https://ejournal.uniska-kediri.ac.id/index.php/Revitalisasi/article/view/4540>. Date accessed: 21 dec. 2024.
doi: https://doi.org/10.32503/revitalisasi.v12i2.4540.
Section
Articles
This work is licensed under a Creative Commons Attribution 4.0 International License.
This work is licensed under a Creative Commons Attribution 4.0 International License
