Papers by ROKHIMA ROSTIANI
Australasian Marketing Journal, 2022
While sustainable products are mostly promoted with intrinsic appeals (e.g., “Buy this product an... more While sustainable products are mostly promoted with intrinsic appeals (e.g., “Buy this product and do something good for the environment”), marketers can also incorporate extrinsic appeals (e.g., “Buy this product and show others how sustainable you are”), thus creating joint appeals. However, it remains unclear whether such joint appeals will be more or less effective than intrinsic appeals in driving favorable consumer evaluations of sustainable products. This research investigates the divergent effects of joint versus intrinsic appeals on consumers’ likelihood of purchasing sustainable products and tests the moderating role of pioneering status in this regard. Across two experimental studies, this research demonstrates that joint (vs. intrinsic) appeals will lead to a higher likelihood of purchasing sustainable products from a brand perceived as a pioneer, but to a lower likelihood of purchasing sustainable products from a brand perceived as a follower. Further, these positive ve...
EMAC (European Marketing Academy Conference), 2015
Universitas Gadjah Mada, 2013
International Review on Public and Nonprofit Marketing
This study aims to test an integrated model that explains volunteers' intention to continue volun... more This study aims to test an integrated model that explains volunteers' intention to continue volunteering in an uncertain and turbulent environment such as the one caused by the COVID-19 pandemic. We argue that volunteers' intention to continue is influenced by enthusiasm and personal constraints. Specifically, we assert that enthusiasm is influenced by intrinsic motivation, teamwork climate, and role ambiguity. Further, we propose the antecedents of personal constraints to be role ambiguity and perceived support. We conducted an online survey of potential respondents who were purposively sampled as active volunteers during COVID-19 pandemic. A total of 202 responses were complete and utilized for data analysis using a structural equation model. We found that enthusiasm has a positive influence on intention, while personal constraints has negative influence on intention. Further, we found that intrinsic motivation and teamwork climate positively influences enthusiasm, but enthusiasm is negatively influenced by role ambiguity. Similarly, personal constraints were found to be positively influenced by role ambiguity but negatively influenced by perceived support. The results of this study contribute to the discussion regarding the mechanism that increases volunteers' intention to continue volunteering. Enthusiasm was found to be one of the factors, and its antecedents were empirically tested. In addition, the dual influences of role ambiguity imply the existence of two different paths to increase volunteers' intention, which contributes to a deeper understanding of the formation of intention to continue volunteering. These findings provide insights and strategies on how to manage and retain volunteers for government and NPOs.
Journal of Business Venturing Insights, 2022
Journal of Management and Business, 2021
This research aims to analyze the effect of relationship quality on a fashion retail store custom... more This research aims to analyze the effect of relationship quality on a fashion retail store customer's loyalty in Indonesia. We further investigate the moderating role of personality traits (innovativeness, variety seeking, and relationship proneness) on the relationship between relationship quality and loyalty. An online survey utilizing a questionnaire was conducted, purposively sampled to potential respondents resulting in 1.341 valid responses. All valid data were analyzed with structural equation modelling, including the moderating effect. The findings showed that relationship quality positively affects loyalty while only the innovativeness trait moderates the relationship between relationship quality and loyalty. This research suggests that fashion retail stores should increase the relationship quality with their customer by developing customer service with an excellent standard service procedure, conducting email and social media marketing, and creating a loyalty program t...
Jurnal Siasat Bisnis, 2021
Purpose – This study tries to examine the effectiveness of gift with purchase when utilized in a ... more Purpose – This study tries to examine the effectiveness of gift with purchase when utilized in a social media platform, measured through several variables: perceived usefulness, perceived quality, perceived ingenuity, and perceived cost. We believe that gift with purchase evoke a sense of surprise that leads individual to feel happier thus connects the effectiveness with happiness that subsequently influence individual loyalty. Design/methodology/approach – An online survey was conducted on 207 users of social media platforms for at least six months and received free gift with purchase. Findings – Perceived usefulness and perceived quality significantly influence happiness towards gifts with purchases. Perceived usefulness and perceived quality served as two important predictors for happiness. When consumers perceived they receive more values and benefits and good quality of the gift, their happiness will be significantly higher. Further, this study showed that happiness is a signif...
Jurnal Manajemen Bisnis, 2021
Research aims: This study aims to analyze factors affecting consumer intention to book hotels fro... more Research aims: This study aims to analyze factors affecting consumer intention to book hotels from social media and online travel agencies. Specifically, we examine the direct effects of social media usage and electronic word of mouth (e-WoM) and the indirect effect through the mediation of trust in booking intention.Design/Methodology/Approach: Purposively sampled respondents resulted in 409 responses that met the predefined criteria: aged 18-34, active on their social media accounts, and had accessed online booking sites. Regression with mediating analysis was conducted on valid data.Research findings: Analysis results showed that social media usage and e-WoM had a direct, positive, and significant impact on booking intention. It has also proven to have an indirect effect on consumer booking intention mediated by trust. Social media usage and e-WoM directly affected booking intention and had higher valence when mediated by trust.Theoretical contribution/Originality: Information on...
Journal of Small Business and Enterprise Development, 2021
PurposeThis research aims to test the relationships between organisational mindfulness, social le... more PurposeThis research aims to test the relationships between organisational mindfulness, social learning and opportunistic behaviour of small business leaders during the COVID-19 pandemic.Design/methodology/approachSemi-structured interviews were conducted with six small business leaders from various sectors to explore and better grasp the unprecedented phenomenon. An online survey on small business owners and managers in Indonesia was then employed as the main study, resulting in 291 valid responses for further analysis. The data were analysed using regression on SmartPLS 3.0 software.FindingsThis research finds that organisational mindfulness and social learning have positive and significant associations with the ability of small business leaders to discover and exploit opportunities. The path analysis suggests that organisational mindfulness plays a pivotal role as it also partially mediates the relationship between social learning and opportunistic behaviour.Originality/valueThis...
E3S Web of Conferences, 2021
The setting of this study is an orchard that has turned into thriving farm tourism. The company c... more The setting of this study is an orchard that has turned into thriving farm tourism. The company continues to develop itself in line with the high demand for horticultural products and tourism to excel in doing business. This research aims to identify the key success factors of a tourism farm company. Having useful information enables a company to understand its competitive advantages and powerful resources. Therefore, they can outperform the competition and prevent competitive losses. This study employs an exploratory qualitative approach. Data collection was using observation, interviews, and data generated from the company. This research is using three analytical techniques. First, the external environment analysis consisted of Political, Economic, Socio-Cultural, Technological, and Environmental analysis (PESTEL) and Porter's Five Forces Analysis (PFFA). Second, the internal environment analysis encompassed Value Chain analysis, STP analysis, and Marketing Mix analysis. Then,...
Global Journal of Flexible Systems Management, 2021
The discourse of gender amidst the COVID-19 pandemic had been a big fuss. Amongst the discussions... more The discourse of gender amidst the COVID-19 pandemic had been a big fuss. Amongst the discussions is the gender-related responses to COVID-19 that generally assume females to better respond to COVID-19 than males. Despite the converging assumptions, previous studies tend to conceptualize gender as binary biological sex, and consequently, there is little understanding of the gender-COVID-19 measures compliance relationship. By taking gender as a multidimensional perspective, this research aims to examine the relationship between sex, gender psychology, and gender-role with voluntary compliance to COVID-19 measures as well as the moderating role of situational aspects that can activate individuals' responses toward COVID-19. A survey had been conducted in Indonesia, as Indonesia represents a country with relaxed COVID-19 restrictions making voluntary compliance is deemed important. Consistent with our predictions and previous studies, females tend to better comply with COVID-19 when gender is treated as dichotomous sex. However, a closer look at the gender dimensions revealed that gender psychology (feminine vs masculine) and gender-role (traditional vs egalitarian) provide a better explanation of the specific compliance behaviour toward COVID-19 measures. Interestingly, although situational pathogen avoidance (SPA) directly leads to adherence to several compliance behaviours, it does not moderate the four compliance behaviour of COVID-19 measures. Theoretical and practical contributions are further discussed.
Asia Pacific Journal of Marketing and Logistics, 2021
PurposeWhile new product introductions can potentially promote growth and benefit for brands, it ... more PurposeWhile new product introductions can potentially promote growth and benefit for brands, it remains unclear how marketers can develop effective communication strategies to increase the chance of success for new products. The present research investigates the role of cuteness in leveraging the effectiveness of a narrative emphasizing an insight versus an effort in this regard.Design/methodology/approachThis research presents two experimental studies. Study 1 examines the moderating role of cuteness on the likelihood of purchasing a new product featuring an insight-based (vs effort-based) narrative. Study 2 extends the findings of Study 1 using different stimuli and establishes the underlying mechanism.FindingsResults show that when a cuteness appeal is present, an insight-based (vs effort-based) narrative will lead to a higher purchase likelihood. However, these differences do not emerge when a cuteness appeal is absent (a control condition). Further, perceived brand creativenes...
Young Consumers, 2020
Purpose This study aims to empirically test the proposition that high narcissistic consumers are ... more Purpose This study aims to empirically test the proposition that high narcissistic consumers are more likely to perform donation-related behavior, such as the intention to donate and to share the donation link, compared to low narcissistic consumers when the organization’s reputation is high. Built upon the evolutionary psychology theory, this study proposes that narcissism activates the status motive, and the relationship between narcissism, organization reputation and donation-related behavior can be explained by status motive. Design/methodology/approach The current research comprises two between-subject experimental studies that use both measured and manipulated narcissism subsequently, whereas the organization’s reputation was manipulated in both studies. Findings The results demonstrate that narcissistic consumers are more likely to donate and to share the donation advertisement when the donation organization is perceived as having a high (vs low) prestige. Further, the status...
Jurnal Manajemen dan Pemasaran Jasa, 2020
Idea sharing is one of the most common ways of developing innovation in organizations. Aspiration... more Idea sharing is one of the most common ways of developing innovation in organizations. Aspirations and suggestions for improvements are recognized, discussed, and executed through idea sharing. This study adopts an ethnographic approach and critically analyzes how idea sharing goes against the grain of organizational culture. Based on a study of a higher education institution in Java, Indonesia, the paper highlights usul mikul and ketiban sampur as two modes of cultural practice which, over time, penalize innovators in their efforts to initiate change and renewal. The results show that these practices are formative to organizational atrophy. They weaken organizational capability to innovate due to the disuse of members’ capabilities. Importantly, the study contributes to the growing literature on innovation management, organizational culture, and higher education management.
Journal of Water, Sanitation and Hygiene for Development, 2018
Faecal sludge removal is critical for the long-term functionality of on-site sanitation facilitie... more Faecal sludge removal is critical for the long-term functionality of on-site sanitation facilities and sustained sanitation outcomes. Private enterprises are important players in providing sludge removal services in Indonesia and other countries where government does not do so. However, the extent to which sludge removal entrepreneurs can fulfil this role depends on the viability, or success, of their enterprises. This paper investigates factors linked to the success of sludge removal enterprises in Indonesia, including traits of the entrepreneurs, characteristics of the enterprises and contextual challenges. These factors and levels of success were examined from data collected from structured interviews with 24 sludge removal enterprises across six cities in Indonesia. This research found that higher levels of success were significantly associated with entrepreneurs that had previous work experience of any kind, made higher upfront investments and did not involve their family membe...
Journal of Indonesian Economy and Business, 2020
Introduction: Fast-fashion has been contributing to the growth of fashion industry globally by sh... more Introduction: Fast-fashion has been contributing to the growth of fashion industry globally by shortening its life cycle and transformed the behavior of companies as well as younger consumers. Background Problems: Younger consumers generally motivated to purchase products, especially those image-enhancing, not only externally (e.g. subjective norms and behavioral control) but also internally (e.g. intention to look good, positive attitude) yet it is unclear which motivation is more dominant factors. Novelty: This study combine two concepts namely theory of planned behavior that explained how internal and external motivation shaped younger consumer purchasing behavior and trait of vanity as the internal motivation that drive them to purchase fast-fashion. Research Methods: This study was conducted through online survey to young consumers who are active in social media for data collection, resulting in 336 valid responses and analyzed with structural equation modeling. Findings/Result...
Gadjah Mada International Journal of Business, 2012
Cross cultural training is widely believed to make a positive contribution to expatriate adjustme... more Cross cultural training is widely believed to make a positive contribution to expatriate adjustment. In practice, however, it is very costly and sometimes ineffective for expatriates. Therefore, there is a growing importance placed on increasing the cost effectiveness or enhancing the efficacy of crosscultural training by functioning individual expatriate’s social capital and emotional intelligence as moderating variables towards expatriate’s adjustment and performance. To do so we blend ideas drawn from social capital theory and emotional intelligence to develop the structure that underlies the logic of this paper. Thus, this paper uses social capital and emotional intelligence theories to enrich extant literature on expatriate adjustment
Development Studies Research, 2019
The involvement of women in economic activity in water, sanitation, and hygiene (WASH) in Indones... more The involvement of women in economic activity in water, sanitation, and hygiene (WASH) in Indonesia is increasing, and yet this is the first study to examine empowerment in this context. This qualitative study explored the experiences of 18 women business owners, mobilizers, and public sector employees in WASH-related activities. The women were observed to have strong social motivations, and only those responsibile for household income expressed economic motivations. Women's experiences were analyzed against four dimensions of empowerment: 'power within,' 'power to,' 'power over,' and 'power with.' Significant evidence of empowerment was found, and in some cases, economic empowerment. Equally, the complexity of the empowerment process as well as challenges, contradictions, and negotiations were observed. Evidence of self-belief and recognition that women had capabilities equal to men was tempered by adherence to gender norms concerning men's roles in technical matters and decisionmaking. While some women experienced support from close family relatives, others were limited by household duties, restricted mobility, and limited financial independence. Based on the results, the WASH programs and policies promoting involvement in economic activities need more nuanced consideration of women's empowerment, and to develop multi-pronged strategies that can support women in negotiating pathways towards greater gender equality.
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Papers by ROKHIMA ROSTIANI