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Retail Attribute’s Effect on Shopping Motivation and Customer Loyalty: Age as a Moderating Variable
Science Journal of Business and Management
Volume 5, Issue 1, February 2017, Pages: 27-36
Received: Jan. 27, 2017; Accepted: Feb. 14, 2017; Published: Feb. 25, 2017
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Agung Yuniarinto, Department of Management Science, Faculty of Economics and Business, Brawijaya University, Malang, Indonesia
Armanu Thoyib, Department of Management Science, Faculty of Economics and Business, Brawijaya University, Malang, Indonesia
Solimun Solimun, Statistical Program, Faculty of Mathematics and Natural Sciences, Brawijaya University, Malang, Indonesia
Andi Sularso, Faculty of Economics, Jember University, Jember, Indonesia
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The study was based on the Stimulus Organism Response (SOR) theory stated by Mehrabian-Russel which aimed to analyze the effect of retail attribute on utilitarian, hedonic shopping motivation and customer loyalty. This study also aimed to test the age as the moderation variable effect of the retail attribute on the utilitarian, hedonic shopping motivation and customer loyalty. The respondents of study were 150 people. Sampling was done by convenience sampling. Collecting data used personal questionnaire through face to face interviews. Questionnaires were distributed to customers who visited the shopping mall. Data were analyzed by Partial Least Square (PLS). The results showed that the retail attributes had positive and significant effects on the utilitarian, hedonic shopping motivation, and customer loyalty. The age was the moderating variable effect of the retail attribute on utilitarian shopping motivation. The practical implications of this research was to develop segmentation, customization and innovation of retail attributes as an important strategy to overcome the differences in store attribute effects on the values of shopping and customer loyalty.
Retail Attribute, Utilitarian Motivation, Hedonic Motivation, Customer Loyalty
To cite this article
Agung Yuniarinto, Armanu Thoyib, Solimun Solimun, Andi Sularso, Retail Attribute’s Effect on Shopping Motivation and Customer Loyalty: Age as a Moderating Variable, Science Journal of Business and Management. Vol. 5, No. 1, 2017, pp. 27-36. doi: 10.11648/j.sjbm.20170501.14
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This article is an open access article distributed under the Creative Commons Attribution License ( which permits unrestricted use, distribution, and reproduction in any medium, provided the original work is properly cited.
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