ASEAN Marketing Journal
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IMPACT OF COUNTRY OF ORIGIN EFFECT (COE) ON CONSUMER PURCHASE INTENTIONS: A CASE STUDY OF COSMETIC PRODUCTS IN LAMPANG, THAILAND
No full textCountry-of – origin plays an important role in international marketing by creating access to new and bigger markets for organizations globally. Various companies are investing and venturing in overseas market as they would be able to attract and benefit from a larger market share and advantage from economies of scales. This research studies the Country of Origin Effect (COE) and its impact on Consumer Purchase Intentions in Lampang Province, Thailand.For this study, mixed method approach was used combining quantitative and qualitative analysis and both primary and secondary data were analyzed to understand the country of origin effect. This study is done by employing mixed method concept, combining both qualitative and quantitative methods. Data were obtained by two mediums: (a) Quantitative data collection through questionnaires distributed to 120 consumers, (b) qualitative data by conducting face-to-face interview with 20 respondents ranging from different sectors through snowball technique. Result reveal that halo effect, materialism, and value consciousness influeneces consumer purchase intention to buying foreign made cosmetic product. It was found that consumer animosity and consumer ethnocentrism does not influence consumer purchase intetion to buying foreign made cosmetic product.This research will enable entrepreneurs and business organization to have a better understanding about the country-of-origin effects and its perception on end consumers of cosmetic products. The study further gives an insight on the effect of a country’s image on the consumers’ purchase intentions. With influx of ecommerce websites and changing global scenario, it has been become even more important to investigate the above topic so as to be able understand and provide details about country-of-origin effect on consumer purchasing intentions
THE ROLE OF CUSTOMER NETWORKING CAPABILITY EFFECTIVENESS IN ENHANCING THE SALESPEOPLE’S PERFORMANCE IN SMALL AND MEDIUM ENTERPRISES
No full textResearch Aims: This research examines the research gap between adaptive selling and the salespeople’s performance. There is an inconsistency of research results among marketing researchers. This study extends the previous marketing literature to customer network-based marketing.Design/Methodology/approach: The research data were collected from 300 salesperson in the field of small and medium enterprises. The data analysis used a structural equation model and Sobel tests.The findings of the research: Research findings show that the effectiveness of customer networking capability functions as an intervention between adaptive selling and salespeople’s performance. Adaptive selling, interaction quality, and perceived interpersonal skills have a significant positive effect on the effectiveness of customer networking capability and salespeople’s performance.Theoretical Contribution/Originality: The current study develops networking theory and tries to contribute to the literature, which serves as a step towards broadening the concept of customer networking.Practitioner/Policy Implication: Managers can also build a network of customers who can communicate well. This communication supports long-term relationships and mutual benefits between customers and the company. To sustain long-term relationships, a company monitors customers through the network of effective communication.Research limitation/Implication: As this research was undertaken in Indonesia, the collected data merely represents the country’s sales and marketing situations. The findings may not apply in all countries. Conducting the same type of research in other Asian countries can test the accuracy of the model empirically. 
DIFFERENCES OF INDIVIDUAL DEMOGRAPHIC CHARACTERISTICS TOWARDS E-WALLET PAYMENT IN RESTAURANTS
No full textManuscript type: Research paper.Research Aims: This study aims to understand the influence of individual differences to customers’ intention to use e-wallet as a method of payment at café or snack bar, fast food restaurant, and food court.Design/methodology/approach: A total of 481 valid online questionnaires were collected from DKI Jakarta, Banten and West Java respondents who have paid with e-wallet in restaurants within the last 12 months. SPSS Analysis through ANOVA with Dunnet’s C post hoc analysis was used to analyse the differences between groups.Research Findings: Individual differences such as gender, income and education have significant influence in customers’ intention to use e-wallet as a method of payment in restaurants. However, unlike previous studies, age does not have a significant impact on e-wallet adoption at restaurants. This study also demonstrated that type of restaurant makes significant influence for customers’ intention to use e-wallet.Originality: There has been a study about individual differences that influence adoption of NFC for payment in the US. However, this is the first study in Indonesia to understand how individual differences significantly influence e-wallet adoption for payment methods in restaurants.Practitioner Implication: This study provides insight for restaurants and e-wallet providers about consumer behaviour and develop marketing plans.Research limitation/Implications: This study was limited to some restaurant types and only towards respondents who have used e-wallet in restaurants within the last 12 months. Further research could be conducted in other types of restaurants and non-digital savvy respondents. 
INTERVARIABLE INFLUENCE ANALYSIS OF HIERARCHY OF EFFECT (HOE) MODEL IN CROSS-BORDER E-COMMERCE (STUDY CASE: SHOPEE AND LAZADA)
No full textManuscript type: Empirical researchResearch aims: This study was conducted to analyze and develop the intervariable influence within the stages of HOE Model in CBEC context.Design/methodology/approach: Based on the Hierarchy of Effect (HOE) model which consists of the stages of customer progression of learning and decision-making as a response of their shopping experiences. A total research data of 1,651 respondents were collected through a structured questionnaire. SEM method was used to test the proposed research model.Research findings: HOE Model was found to vary based on the level of product cognition and platform involvement. Two case studies provide different results which occur due to the different shopping journey held by the customer from the stages of cognition and involvement to the decision of making a purchase.Theoretical Contribution/Originality: The less attention that was given to the customer behavior in CBEC context has driven the authors to analyze customer journey from product cognition to actual behavior stage in CBEC context. The modification towards previous research model is conducted to extend the analysis with a purpose to provide a full picture of the customer experience and the factors that influence their buying decision.Practitioner/Policy Implication: Provide insights to encourage parties involved for implementing strategic plans that could escalate market presence and competitiveness of Indonesia CBEC at the global trade.Research limitation/Implications: The authors extend the research model to actual behavior stage which creates a wider unexplored variables on the formation of perceived trust and the overall affective stage
APPLICATION OF THEORY OF PLANNED BEHAVIOR IN CONSUMERS’ PURCHASE DECISION OF CATS AND DOGS FOOD PRODUCTS
No full textManuscript type: Empirical paperResearch Aims: This research was conducted to analyze the influence of Theory of Planned Behaviour in determining the consumers’ purchase behaviour of cats and dogs food products.Design/methodology/approach: The constructs used in the research model are attitude, subjective norms, Perceived Behavioural Control (PBC), intention, and behaviour. The research model was added with self-identity and social norms constructs. Respondents of this research were 300 cats and dogs owners. Data was collected through online questionnaires. Data analysis was conducted using Structural Equation Modeling (SEM) with LISREL version 8.8 as the software analysis tool.Research Findings: The results showed that attitude, subjective norms, Perceived Behavioural Control (PBC), self-identity and social norms influenced the purchase intention of cats and dogs food products. In addition, the intention to buy cats and dogs food products also influenced consumers’ purchasing behaviour.Theoretical Contribution/Originality: This study supports the alignment of the theory of planned behaviour (TPB) to the marketing of dog and cat food products.Practitioner/Policy Implication: From the results obtained, there were some practical suggestions such as improving the attitude of the dog or cat owner by providing promotions.Research limitation/Implications: Some improvements in next research can be done by using other theories in consumer behaviour and develop a more extensive research model by adding variables or factors that can influence consumer behavioural intention in product purchases. 
FACTORS AFFECTING ONLINE SHOPPING BEHAVIOR FOR NET-GENERATION IN JABODETABEK
No full textManuscript type: Research paperResearch Aims: This research was conducted to examine the factors which influence the online shopping behaviour of the Net-generation in Jabodetabek. There are 10 independent variables being hypothesized to predict purchase intentions and the Net-generation behaviour in Jabodetabek as its contextDesign/methodology/approach: Data were collected through an online survey that targeted the Net-generation as consumers in the Jabodetabek area. A linear regression equation was used as a method to analyze this data.Research Findings: The results show that there are 5 determinant factors that promote online purchase intentions for the Net-Generation in Jabodetabek, they are social motives, enjoyment, purchase involvement, feedback and personalization. Another 5 factors were found to be less influential towards the online purchase intention, they are information abundance, product variety, responsiveness, ease of return and exchange, and the acceptance of complaints.Theoretical Contribution/Originality: By understanding the purchasing behaviour of online shopping consumers in Jabodetabek that has the largest urban population in Indonesia, one can contribute by taking a strategic role in the national growth, especially in the economic, politic and socio-cultural sectorsPractitioner/Policy Implication: The results of this research can be used to help practitioners develop a marketing strategy for online shopping targeting the Net-generation in Jabodetabek as their consumersResearch limitation/Implications: range age, technological exposure, spending categories, geographic differenc
THE INFLUENCE OF SELF-CONGRUITY ON CUSTOMER LOYALTY OF COFFEE SHOPS: EVIDENCE FROM GLOBAL-CHAIN AND LOCAL-CHAIN COFFEE SHOPS IN INDONESIA
No full textManuscript type: Research PaperResearch Aims: This paper seeks to examine the concept of “self-congruity” and its direct and indirect impacts on consumer loyalty of global versus local coffee shops.Design/methodology/approach: The study is a quantitative study using online survey on 400 respondents, which were distributed evenly to consumers of Starbucks (as a global coffee shop) and Anomali Coffee (as a local coffee shop in Jakarta, Indonesia). This paper employs Structural Equation Modelling (SEM) to study the relationships amongst variables.Research Findings: Results of the research show that generally self-congruity has a positive direct and indirect effect on customer loyalty.Theoretical Contribution/Originality: The research conveys that self-congruity consistently predicts consumer loyalty in various research settings, while environment perception, service perception, product perception, and price perception can influence consumer loyalty in different manners depending on the research context. The research contexts studied (global versus local coffee shops) also contributes to the discussion of globalization effects.Practitioner/Policy Implications: Life style products should develop strategies to match the product’s concepts with those of consumer values, particularly with regards to products with global versus local images. Furthermore, managers should pay attention to their pricing strategies where price perception can influence consumer loyalty.Research limitation/Implications: This study overlooks stages in the consumer’s purchase decision process where self-congruity can particularly affect a certain stage to finally result in consumer loyalt
THE EFFECT OF PERCEIVED VALUE AND MOBILE GAME LOYALTY ON IN-APP PURCHASE INTENTION IN MOBILE GAME IN INDONESIA (CASE STUDY: MOBILE LEGEND AND LOVE NIKKI)
No full textManuscript type: Empirical ResearchResearch Aims: Investigate the effect of perceived value and mobile game loyalty on in-app purchase intention using case study male dominated game and female dominated gameDesign/methodology/approach: Conslusive descriptive research using Structural Equation Modelling Two-way approachResearch Findings: It is found that on male dominated game and female dominated game economic value, social value, and game loyalty significantly influence in-app purchase intention. While on male dominated game loyalty is influenced by emotional values, social values and economic values. On the other hand, loyalty in female dominated game is influenced by emotional value, quality value, social value, and economicTheoretical Contribution/Originality: Provide insight regarding value that drive in-app purchase intention on freemium game in gender domination contextPractitioner/Policy Implication: Provide insight to improve freemium game and contribute to give understanding on consumer behaviour primary in gaming contextResearch limitation/Implications: limited to particular game type (mobile game) and does not involved perceived risk in research framework 
EXPLORING THE INTENTION AND RESISTANCE OF THE CUSTOMER IN ADOPTING THE TECHNOLOGY INNOVATION: A QUALITATIVE STUDY ON THE NFC-BASED MOBILE PAYMENT
No full textManuscript type: EmpiricalResearch Aims: To explore what do the potential customers of NFC-Based mobile payment perceive to be the key attributes of both the factors- intention and resistance- in determining the adoption of innovation?Design/methodology/approach: Qualitative Study using in-depth InterviewResearch Findings: Preliminary result suggests existence of three intention, which are: relative advantage, complexity and compatibility; as well as the six resistance factors: value barrier, usage barrier, tradition barrier, risk barrier, image barrier, resistance to change and satisfaction for status quo, - influencing the willingness to adopt the NFC Mobile payment.Theoretical Contribution/Originality: To enrich and confirm the adoption-innovation behavior, where the intention as well as retention on the adoption the new innovation is combined together in order to grab more comprehensive understanding on adoption new innovation. From the adoption resistance perspective, this research explores both active and passive innovation resistance to fully understand their influences on innovation resistance.Practitioner/Policy Implication: The findings in this research might be useful as a preliminary basis for confirming the factors that might boost or hinder the customers’ adoption innovation in the context of financial information technology product, especially the NFC-based mobile payment.Research limitation/Implications:As in any qualitative research, the generalization and applicability of this study is limited to the context of the NFC-based mobile payment. Further research might use the findings to test the intention and resistance factors of adoption innovation in the context of financial product. The framework can also be empirically tested with different consequence variables such as customer expectation to adopt new innovation (Venkatesh et al., 2008) using the descriptive researc
GIFT GIVING BEHAVIOR AMONG MILLENNIALS, THE USE OF PHOTO ELICITATION INTERVIEW TO DISCOVER CONSUMER INSIGHT
No full textManuscript type: Research paperResearch Aims: This paper aims to explore gift-giving activities among millennials at the perspective of gift-giver using the photo elicitation interview. The typology of the relationship between gift givers and recieversand the effects of this relationship to the types of products given in gift-giving activities are also evaluated.Design/methodology/approach: This paper is using phenomenological approach and photo elicitation interview with purposive convenience sampling method to obtain gift-givers decision making process in searching gift products.Research Findings: The process of searching, preparing, and delivering of gifts is influenced by several factors, namely the closeness of the relationship, past experiences and the moment of giving the gift. The structure of intimacy creates hierarchy of gift giving given by gift givers. The position and social class of the gift receiver affect the shape, price, and gifts delivery process.Theoretical Contribution/Originality: This research is expected to provide an understanding of the consumer decision-making process in giving gifts at certain moments experienced by consumers.Practitioner/Policy Implication: This paper give insights to the practitioner about the promotional and products design that are associated with the closeness between consumers and gift givers to attract gift-givers giving a gift to the special people around them This study is only discuss gift-giving behavior from gift-givers and does not pay attention to the recipient perspective so it is less comprehensive in discussing gift-giving behavior in the millennial generatio