THE INFLUENCE OF PERSONAL FACTORS AND IN STORE FACTORS TOWARD IMPULSE BUYING BEHAVIOR TO URGE TO BUY IMPULSIVELY AT SEPHORA PAKUWON MALL SURABAYA

Abstract

This research aims to examine the influence of Personal Factor (Money Availability,
Time Availability, Family Influence, Economic Well Being, Credit Card Use) and InStore
Factor
(Sales
Promotion,
Store
Environment,
Music,
Friendly
Employee)
Toward

Impulse
Buying
Behavior
to
Urge
to
Buy
Impulsively
on
the
consumer
of
SEPHORA

Pakuwon

Mall Surabaya. This research was conducted on consumers of SEPHORA
Pakuwon Mall Surabaya by using the primary data method. The questionnaires were
distributed directly to the consumers of SEPHORA Pakuwon Mall Surabaya using
Google docs/form. This questionnaire had been distributed to as much as 161 selective
respondents who experienced impulsive buying at SEPHORA Pakuwon Mall Surabaya.
The sampling technique used was purposive sampling and the research instruments were
tested using PLS analysis which employed steps of the outer model test, inner model
test and hypothesis test. The result of the data analysis from PLS showed that The
Personal Factors has insignificant influence toward Impulse Buying Behavior and Urge
to Buy Impulsively on the customers of SEPHORA Pakuwon Mall Surabaya, In-Store
Factor has significant influence toward Urge to Buy Impulsively on the customers of
SEPHORA Pakuwon Mall Surabaya, and Urge to Buy Impulsively give insignificant
effect toward Impulse Buying Behavior on the consumers of SEPHORA Pakuwon Mall
Surabaya.