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Skripsi ini membahas mengenai pengaruh orientasi pembelian terhadap minat pembelian online konsumen pada Rajakarcis.com. Orientasi pembelian terdiri dari shopping enjoyment orientation, impulse purchase orientation, brand orientation, convenience orientation, dan quality orientation. Analisis data menggunakan Structural Equation Modelling (SEM). Data penelitian diambil dari 100 responden yang tersebar di wilayah Jabodetabek. Hasil penelitian menunjukkan bahwa shopping enjoyment orientation, brand orientation, dan convenience orientation memiliki pengaruh terhadap minat pembelian online konsumen. Sedangkan impulse purchase orientation, dan quality orientation tidak memiliki pengaruh terhadap minat pembelian online konsumen.

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Tesis ini membahas tentang business coaching yang dilakukan oleh penulis ndash; berkolaborasi dengan kelompok dari Sekolah Manajemen Yale - dengan Du 39;Anyam, LSM yang memproduksi dan mendistribusikan kerajinan anyaman seperti tas, clutch, sandal, dan wadah, yang ditujukan untuk memberdayakan ekonomi dan memperbaiki kesehatan perempuan di pedesaan Indonesia. Berdasarkan hasil diskusi dengan pemilik dan pelaksana penjualan, Du rsquo;Anyam yang hanya memiliki beberapa tenaga penjual dihadapkan pada proses penjualan manual yang memakan banyak waktu dan tenaga, dinilai sebagai urgensi untuk merancang penjualan secara online. Maka tujuan dari tesis ini adalah untuk meningkatkan pertumbuhan penjualan Du 39;Anyam melalui perancangan pengembangan situs web yang ada. Pengembangan situs web ditekankan pada perancangan fitur-fitur yang sesuai dengan kondisi dan kebutuhan LSM dan pelanggan. Data dikumpulkan dengan metode observasi, wawancara, dan kuesioner. Hasil business coaching akan terlihat melalui efisiensi proses pembelian customer Du 39;Anyam.

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ABSTRACT
This thesis discusses the business coaching conducted by the author collaborated with the team from Yale School of Management to Du rsquo Anyam, NGO that produces and distributes wicker crafts such as bags, clutch, sandals, and container, supposed to economically empower and improve woman rsquo s health in rural Indonesia. Based on discussions with the owner and sales executor, Du 39 Anyam which have only a few salespeople facing manual sales process that takes a lot of time and effort, valuated as the urgency to design online sales implementation. The aim of this thesis is to increase Du rsquo Anyam rsquo s sales growth by designing the improvement of its existing website. Website improvement is emphasized on the designing the features that fit the conditions and needs of NGO and customers. Data were gathered using observation, interview, and questionnaire method. The result of business coaching will be shown in efficiency of Du rsquo Anyam rsquo s customer buying process.

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Tesis ini meganalisa faktor-faktor yang dihipotesiskan dapat mempengaruhi niat konsumen untuk membeli secara online. Ada lima variabel yang dihipotesiskan mempengaruhi niat untuk membeli secara online langsung yaitu Attitude, Product Knowledge, Online Information Search, Perceived Risk, and Trust. Model penelitian ini diambil dari berbagai peneliti seperti jurnal dan juga studi orang. Menggunakan beberapa jurnal seperti, 'Online Purchase Determianants: Is Their Efect Moderated By Direct Experience?' by Broekhuizen and Huizingh 2009; 'The impact of online store environment cues on purchase intention: Trust and perceived risk as a mediator' by Chang and Chen, 2008; ?A Research Modeling to Understand Online Shopping Intention. Australian Journal of Basic & Applied Sciences? by Delafrooz, Paim, Khatibi, 2011; 'Consumer Behavior Research of Factors Influencing Online Purchase Intention' a thesis by Febriyanti, Institut Teknolgi Bandung, 2011. Ada 13 hipotesis yang disimpulkan dari model yang dibangun. Berdasarkan 341 responden konsumer online di wilayah JABODETABEK yang mengetahui secara khusus tentang Bukalapak.com, ditemukan bahwa dari 5 variabel yang dihipotesiskan mempengaruhi niat beli online secara langsung, ditemukan bahwa sebenarnya dalam kenyataan hanya 2 variabel yang secara signifikan mempengaruhi niat untuk membeli secara online. Kedua variabel itu adalah Online Information Search dan Percieved Risk. ......This thesis anlayzes the factors that are hypothesised to affect a consumer's intention to purchase online. There are five variables which are hypothesised to affect intention to purchase online directly which are Attitude, Product Knowledge, Online Information Search, Perceived Risk, and Trust. The model of this research is taken from various researchers such as journals and also past studies of people. The journals used in some consists of 'Online Purchase Determianants: Is Their Efect Moderated By Direct Experience?' by Broekhuizen and Huizingh 2009; 'The impact of online store environment cues on purchase intention: Trust and perceived risk as a mediator' by Chang and Chen, 2008; 'A Research Modeling to Understand Online Shopping Intention. Australian Journal of Basic & Applied Sciences' by Delafrooz, Paim, Khatibi, 2011; 'Consumer Behavior Research of Factors Influencing Online Purchase Intention' a thesis by Febriyanti, Institut Teknolgi Bandung, 2011. There are 13 hypotheses concluded from the model constructed. Based on 341 respondents in the JABODETABEK area who are online shoppers and know specifically about Bukalapak.com, it was found that from the 5 variable that are hypothesised to affect online purchase intention directly, it was found that there were actually in reality only 2 variables that significantly affects intention to purchase online. These two variables are online information search and perceived risk.

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Perkembangan teknologi memicu perubahan perilaku berbelanja konsumen menjadi lebih praktis dan e-commerce menjadi sebuah pilihan saluran berbelanja. Hal tersebut membuat e-commerce khususnya di Indonesia berlomba memberikan pelayanan dan penawaran terbaik bagi konsumen dengan terus mengembangkan inovasi. Salah satu inovasi yang dilakukan adalah mengimplementasikan gamification dalam aplikasi. Dengan gamification, komponen yang digunakan untuk proses desain game diaplikasikan ke konteks lingkup non-game yang dalam hal ini pada konteks e-commerce. Penelitian ini bertujuan untuk mengetahui bagaimana dinamika gamification dapat memengaruhi enjoyment konsumen dan lebih lanjut memberikan dampak pada online purchase intention. Variabel yang digunakan adalah 4 dinamika gamification (autonomy, rewards, absorption, competition), enjoyment, dan online purchase intention dari Cognitive Evaluation Theory. Desain penelitian yang digunakan adalah konklusif deskriptif dengan metode kuantitatif menggunakan self-administered questionnaire. Terdapat 254 responden berusia 18-55 tahun di Indonesia yang merupakan pengguna Shopee Games dalam enam bulan terakhir berpartisipasi dalam penelitian. Data dianalisis menggunakan Partial Least Squares Structural Equation Modeling (PLS-SEM) dan diolah dengan software SPSS serta SmartPLS. Hasil penelitian menunjukkan autonomy, rewards, dan absorption memiliki pengaruh terhadap enjoyment yang kemudian berpengaruh terhadap online purchase intention. ......The growth of technology has prompted changes in consumer shopping behavior to become more practical and e-commerce has become an option both globally and in Indonesia. This makes e-commerce, especially in Indonesia, compete to provide the best services and offers for consumers by continuing to innovate. One of the innovations made is to implement gamification. With gamification, the components used for the game design process are applied in the context of the non-game, which in this case is on e-commerce. The purpose of this study was to find out how the gamification dynamics can affect consumer enjoyment and further impact online purchase intention. The research design is conclusive descriptive with quantitative methods using a self-administered questionnaire. There were 254 respondents aged 18-55 years in Indonesia who are Shopee Games users in the last six months participating in the research. Data were analyzed using Partial Least Squares - Structural Equation Modeling (PLS-SEM) and processed with SPSS and SmartPLS. The results show that autonomy, rewards, and absorption have an influence on enjoyment which then affects online purchase intention.

Abstrak :

Dalam beberapa tahun terakhir, pasar barang mewah secara konsisten menunjukkan pertumbuhan yang signifikan di seluruh dunia. Makalah ini mengusulkan sebuah analisis tentang bagaimana budaya mempengaruhi konsumsi barang mewah, khususnya antara dua budaya yang berbeda: Indonesia dan Belanda. Penelitian ini berfokus pada pengaruh self-construal (interdependent vs independent) terhadap konsumsi barang mewah saat pembelian dilakukan secara online vs offline. Pertama, efek utama menunjukkan perbedaan antara konstruksi diri yang saling bergantung vs. konstruksi diri yang independen, khususnya tentang perbedaan konsumsi barang mewah untuk kedua budaya. Kedua, efek moderasi dari pembelian online vs. offline juga dimasukkan untuk menganalisis apakah ini membuktikan lebih jauh perbedaan antara konsep diri yang saling tergantung dan mandiri saat membeli barang mewah. Berdasarkan penelitian sebelumnya, diharapkan bahwa self-construal yang saling bergantung memiliki konsumsi barang mewah yang lebih tinggi, terutama ketika pembelian dilakukan secara offline, sedangkan yang diharapkan untuk independent self-construal adalah kebalikannya. Penelitian ini mengadopsi desain antar subjek 2x2 dengan mengumpulkan sampel sebanyak 170 partisipan dari Indonesia dan Belanda. ANCOVA satu arah, ANCOVA dua arah, serta ANOVA dua arah dilakukan untuk menganalisis data. Penelitian ini tidak dapat mengkonfirmasi hipotesis, namun tetap memberikan implikasi teoritis dan manajerial untuk pasar barang mewah. Terakhir, keterbatasan dan rekomendasi untuk penelitian masa depan juga disediakan. ......In the past years, the luxury goods market has consistently shown significant growth all over the world. This paper proposes an analysis of how culture affects luxury consumption, more specifically between two different cultures: Indonesia and the Netherlands. This study focuses on the effect of self-construal (interdependent vs. independent) on luxury consumption when purchase is done online vs. offline. Firstly, the main effect showed distinction between interdependent self-construal vs. independent self-construal, specifically on how luxury consumption differs for both cultures. Secondly, the moderating effect of online vs. offline purchase was also incorporated to analyze whether this further proves the distinction between interdependent and independent self-construal when purchasing luxury goods. Based on prior research, it was expected that interdependent self-construal has higher luxury consumption, especially when purchase is done offline, while the opposite was expected for independent self-construal. This research adopts a 2x2 between-subjects design by collecting samples of 170 participants from Indonesia and the Netherlands. A one-way ANCOVA, two-way ANCOVA, as well as two-way ANOVA were performed to analyze the data. This research was not able to confirm the hypotheses, however it still provides theoretical and managerial implications for the luxury market. Lastly, limitations and recommendations for future research are also provided.

Abstrak :
Meningkatnya jumlah generasi milenial yang melakukan pembelanjaan online semakin menekankan pentingnya para pelaku bisnis khususnya bidang skincare untuk mengidentifikasi faktor yang menjadi pertimbangan konsumen dalam memiliki niat untuk membeli online. Bahkan diprediksikan bahwa jumlah konsumen yang melakukan pembelian produk skincare online secara penuh akan meningkat setelah pandemi COVID-19 mereda. Karakteristik merek merupakan salah satu faktor pendorong konsumen untuk memiliki niat membeli online mengingat skincare merupakan salah satu produk yang terdiri dari berbagai merek yang memiliki karakteristik tersendiri. Seiring dengan perkembangan internet, dalam memperoleh informasi mengenai karakteristik merek, ulasan online yang terdapat pada platform e-commerce merupakan salah satu media yang dimanfaatkan oleh para milenial dalam memperoleh informasi sebelum melakukan pembelian produk skincare. Penelitian ini bertujuan untuk menganalisis pengaruh online customer review terhadap online purchase intention produk skincare COSRX pada generasi milenial di DKI Jakarta. Penelitian ini menggunakan pendekatan kuantitatif dengan teknik pengumpulan data melalui metode survei. Hasil penelitian menunjukan bahwa online customer reviewmemiliki pengaruh yang rendah terhadap online purchase intention produk skincare COSRX pada generasi milenial di DKI Jakarta. ......The increasing number of millennial generations who online shopping increasingly emphasizes the importance of business people, especially the skincare sector, to identify factors that are considered by consumers in having the intention to buy online. It is even predicted that the number of consumers who purchase full online skincare products will increase after the COVID-19 pandemic subsides. Brand characteristics are one of the driving factors for consumers to have the intention to buy online considering that skincare is a product consisting of various brands that have their own characteristics. Along with the development of the internet, in obtaining information about brand characteristics, online reviews found on e-commerce platforms are one of the media used by millennials in obtaining information before purchasing skincare products. This study aims to analyze the effect of online customer reviews on online purchase intention of COSRX skincare products for the millennial generation in DKI Jakarta. This study uses a quantitative approach with data collection techniques through survey methods. The results showed that online customer reviews had a low effect on online purchase intention of COSRX skincare products for millennials in DKI Jakarta.

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ABSTRAK
Akhir-akhir ini, kategori produk apparel wanita lokal Indonesia telah berkembang dengan dukungan kemajuan teknologi dan tren belanja online yang meningkat. Maka dari itu, dengan mengetahui dan mengikuti pola perilaku konsumen saat ini di setiap tahap (mulai dari problem recognition hingga post-purchase behavior) dalam membuat keputusan pembelian online, diharapkan dapat membantu merek apparel lokal untuk meningkatkan penjualan dan memperluas pangsa pasar mereka. Penelitian ini menganalisis perilaku pembelian online konsumen melalui: online brand experience yang dimediasikan oleh online brand familiarity; pengaruh central route & peripheral route terhadap information adoption; information adoption yang dimediasikan oleh perceived e-WOM credibility; dan online purchase experience. Responden merupakan individu yang pernah membeli merek apparel lokal Indonesia melalui online, yang kemudian data diolah menggunakan metode Structural Equation Modeling (SEM). Hasil menunjukkan bahwa online brand experience memiliki pengaruh positif pada perilaku pembelian online konsumen hanya jika dimediasi oleh online brand familiarity; central route peripheral route memiliki pengaruh positif pada information adoption; information adoption yang dimediasi oleh perceived e-WOM credibility tidak secara signifikan mempengaruhi perilaku pembelian online konsumen; dan online purchase experience memiliki pengaruh positif pada perilaku pembelian online konsumen.

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ABSTRACT
Recently, Indonesian local women apparel category has been growing with the support of technological advancements and the increasing trend of online shopping. Thus, by knowing and following the current patterns of consumer behavior at every stage (starting from problem recognition to post-purchase behavior) in making online purchase decisions, expected to help local apparel brands to increase the sales and expand their market share. This study is analyzing consumer online purchase behavior through: online brand experience mediated by online brand familiarity; the influence of central route & peripheral route on the information adoption; information adoption mediated by perceived e-WOM credibility; and online purchase experience. Respondents were people who has bought Indonesian local apparel brand through online, and the data is processed using Structural Equation Modeling (SEM) method. The results shows that online brand experience have a positive influence on consumer online purchase behavior only if mediated by online brand familiarity; central route peripheral route have a positive influence on information adoption; information adoption mediated by perceived e-WOM credibility is not significantly influence consumer online purchase behavior; and online purchase experience have a positive influence on consumer online purchase behavior.

Abstrak :
Tesis ini menganalisa faktor-faktor yang dihipotesiskan dapat mempengaruhi niat konsumen untuk membeli konten game mobile online di Indonesia. Ada lima variable yang dihipotesiskan mempearuhi niat pembeli konsumen pada konten mobile game online di Indonesia yaitu visual appeal, portability, hedonic browsing, perceived risk, dan juga utilitarian browsing. Model penelitian ini diambil dari berbagai peneliti seperti jurnal dan juga studi orang sebelumnya. Menggunakan beberapa jurnal seperti, “Understanding Impulse Buying in Mobile Commerce: An Investigation into Hedonic and Utilitarian Browsing” dari Zheng, Men, Yang, dan Gong, 2019; “Why Do People Play Games? A Meta-analysis” dari Hamari, Keronen, 2017; “Relationaship Between Consumers Percieved Risks and Consumer trust: A Study of Sainsbury Store” dari Amin, Mahasan, 2014; “Understanding Continuance Intention to Play Online Games: The Roles of Hedonic Value, Utilitarian Value, and Perceived Risk” dari Sharma, Ghosh, 2020. Ada Sembilan hipotesis yang disimpulkan dari model yang telah dibikin oleh peneliti. Berdasarkan 213 responden konsumer online gamers di wilayah JABODETABEK yang memenuhi kriteria yang penulis sudah tetapkan, ditemukan bahwa empat variabel dapat mempengaruhi niat pembelian konsumer pada konten mobile game online, yaitu visual appeal, portability, hedonic browsing, dan juga utilitarian browsing. ......This thesis analyzes the hypothesized factors that influence consumer intentions to buy online mobile game content in Indonesia. There are five variables that are hypothesized to influence consumer buying intent on online mobile game content in Indonesia, namely visual appeal, portability, hedonic browsing, perceived risk, and also utilitarian browsing. This research model was taken from various researchers such as journals and also previous studies of people. Using several journals such as, “Understanding Impulse Buying in Mobile Commerce: An Investigation into Hedonic and Utilitarian Browsing” from Zheng, Men, Yang, and Gong, 2019; “Why Do People Play Games? A Meta-analysis” from Hamari, Keronen, 2017; "Relationship Between Consumers Perceived Risks and Consumer Trust: A Study of Sainsbury Store" from Amin, Mahasan, 2014; "Understanding Continuance Intention to Play Online Games: The Roles of Hedonic Value, Utilitarian Value, and Perceived Risk" from Sharma, Ghosh, 2020. There are nine hypotheses which are concluded from the model that has been made by researchers. Based on 213 consumer online gamers respondents in the JABODETABEK area who met the criteria set by the authors, it was found that four variables can influence consumer purchase intentions for online mobile game content, namely visual appeal, portability, hedonic browsing, and also utilitarian browsing

Abstrak :
Pandemi Covid-19 yang menimbulkan kehawatiran secara global tidak hanya di Indonesia namun juga diseluruh dunia. Hal ini akibat virus corona yang mudah menyebar secara cepat terutama di akhir tahun 2019 yang menimbulkan kontaminasi cukup tinggi dan berdampak terhadap fenomena perubahan perilaku konsumen. Untuk mengatasi dampak dari Covid-19 itu sendiri, pelaku bisnis berupaya membuat terobosan dengan menu online yang menawarkan produk usaha mereka namun berpegang pada protocol kesehatan dengan meminimalisir risiko Covid-19, efek kontaminasi dan hygiene terhadap sentuhan produk yang ditawarkan untuk menarik minat beli konsumen. Tujuan dari penelitian ini adalah menganalisis pengaruh dari stimulus yang terdapat pada menu online terhadap keinginan membeli konsumen dan kaitannya dengan kontaminasi dimasa pandemi. Penelitian ini dilakukan pada industry makanan dan minuman di Indonesia dengan menggunakan model Stimulus Organism Response melalui metode penelitian kuantitatif dengan pendekatan confirmatory. Teknik pengumpulan melaui purposive sampling sebanyak 357 responden. Subjek penelitian adalah konsumen yang mengunjungi restoran dan melihat layanan menu online pada restoran selama pandemi. Berdasarkan hasil penelitian, dapat disimpulkan bahwa perception of covid-19 risk, hygiene, ease of app use, menu visual appeal, dan menu informativeness sebagai stimulus serta perceived uncontamination, perceived convenience dan desire for food sebagai organism yang menjadi pertimbangan konsumen akan purchase intention sebagai response. Diharapkan penelitian ini dapat mengungkapkan bahwa yang mempengaruhi orang sekarang itu bukan hanya kecanggihan, tapi lebih memperhatikan hygiene dan kontaminasi. ......The Covid-19 pandemic is causing global concern, not only in Indonesia but also throughout the world. This is due to the corona virus which spreads quickly, especially at the end of 2019 which causes quite high contamination. The perceived impact also highlights the phenomenon of changes in consumer behaviour. To overcome the impact of Covid-19 itself, marketer is trying to make breakthroughs with online menus that offer their business products but adhere to the health protocol by minimizing the risk of Covid- 19, the effects of contamination and hygiene on the touch of the products offered to attract consumer buying interest. The purpose of this study is to analyse the effect of online menu which used in businesses circumstances in restaurants by analysing the influence of the stimulus covid-19 risk, hygiene through perceived contamination, ease of app use through on perceived convenience and menu visual appeal and informativeness that effect desire for food to the consumer's purchase intention. This research was conducted in the food and beverage industry in Indonesia using the Stimulus Organism Response model through quantitative research methods with confirmatory research. Data collection techniques by electronic survey with convenience sampling technique as many as 357 respondents which consumers who shop for food using online menu at restaurants, especially during the pandemic. Based on the results of the study, it can be concluded that perception of covid-19 risk, hygiene, perceived contamination, perceived convenience, and desire for food are considered by consumers in their buying interest in food (purchase intention).

Abstrak :
Berbelanja di e-commerce, konsumen akan memiliki perceived value dan perceived risk. Pemasar perlu memahami nilai dan risiko pembelian online untuk memahami perilaku pelanggan online. Selain itu, perusahaan dapat membuat strategi pemasaran yang jelas untuk mempengaruhi niat pembelian online dan menciptakan perilaku belanja online yang berkelanjutan. Penelitian ini bertujuan untuk menganalisis pengaruh perceived value, terdiri dari utilitarian, hedonic, dan social value serta perceived risk terhadap online purchase intention, dimana layanan Cash On Delivery (COD) sebagai variabel moderasi untuk menganalisis apakah akan memperkuat atau memperlemah hubungan perceived value dan perceived risk terhadap online purchase intention. Kriteria responden pada penelitian ini adalah pelanggan e-commerce yang pernah belanja online menggunakan layanan COD dalam waktu tiga bulan terakhir dan berusia diatas tujuh belas tahun, kemudian di analisis menggunakan PLS-SEM. Hasil penelitian ini adalah social value berpengaruh signifikan terhadap utilitarian value, social value berpengaruh signifikan terhadap hedonic value, social value tidak berpengaruh signifikan secara langsung terhadap online purchase intention, utilitarian value memediasi pengaruh social value terhadap online purchase intention, hedonic value memediasi pengaruh social value terhadap online purchase intention, perceived risk tidak berpengaruh signifikan terhadap online purchase intention. COD tidak memoderasi pengaruh utilitarian value terhadap online purchase intention. COD tidak memoderasi pengaruh hedonic value terhadap online purchase intention, namun COD memoderasi pengaruh perceived risk terhadap online purchase intention. Berdasarkan hasil penelitian tersebut perusahaan e-commerce perlu berinovasi pada layanan atau menciptkan daya saing yang berbeda dari pesiang dalam meningkatkan kenyamanan konsumen saat berbelanja dan perusahaan e-commerce perlu mempertahankan layanan metode COD karena dapat menaikkan intensi online purchase intension. ......Shopping in e-commerce, consumers will have perceived value and perceived risk. Marketers need to understand the value and risks of online purchases to understand online customer behavior. In addition, companies can create clear marketing strategies to influence online purchase intentions and create sustainable online shopping behavior. This study aims to analyze the effect of perceived value, consisting of utilitarian, hedonic, and social value, as well as perceived risk on online purchase intention, where Cash On Delivery (COD) service is a moderating variable to analyze whether to strengthen or weaken the relationship between perceived value and perceived risk on online purchase intention. The criteria for respondents in this study were e-commerce customers who had shopped online using COD services within the last three months and were over seventeen years old, then analyzed using PLS-SEM. The results of this study, social value has a significant effect on utilitarian value. Social value has a significant effect on hedonic value. Social value has no significant direct effect on online purchase intention. Utilitarian value mediates the effect of social value on online purchase intention. Hedonic value mediates the effect of social value on online purchase intention. Perceived risk has no significant effect on online purchase intention. COD could not moderate the effect of utilitarian value on online purchase intention. COD could not moderate the effect of hedonic value on online purchase intention, but COD moderates the effect of perceived risk on online purchase intention. Based on the results of this study, e-commerce companies needs to innovate in services or create competitive advantages over competitors to increase consumer convenience, and e-commerce companies need to preserve the COD method service because it can increase online purchase intention.