The Effect of Consumer Trust, Consumer Experience and Consumer Attitude on Purchase Decisions, with Purchase Intention as a Mediating Variable at CV. Suara Mandiri Tegal
DOI:
https://doi.org/10.59890/ijmbi.v4i3.3Keywords:
Consumer Trust, Consumer Experience, Consumer Attitudes, Purchasing Interest, Purchasing Decisions, Stimulus Organism ResponseAbstract
This study examines the determinants of purchasing decisions, namely consumer trust, consumer experience, and consumer attitudes through purchase intentions at CV. Suara Mandiri Tegal, based on the Stimulus–Organism–Response (S-O-R) framework and the Theory of Planned Behavior (TPB). Using a quantitative approach, data were collected from 275 respondents through a survey. The results showed consumer trust, consumer experience, and consumer attitudes significantly influence purchase intentions. Consumer trust, consumer attitudes, and purchase intentions significantly influence purchase decisions, while consumer experience does not have a direct influence on purchase decisions but influences them indirectly through purchase intentions as a full mediating variable.
References
Ahmad, N., Zaki, M., & Alam, Z. (2025). Understanding consumer attitude and purchase intention of organic food products. Spanish Journal of Marketing - ESIC, November, 1–21. https://doi.org/10.1108/SJME-04-2024-0110
Aini, F., Maulidiyah, R., & Hidayanto, M. F. (2022). Pengaruh gaya hidup dan sikap konsumen terhadap keputusan pembelian. Jurnal Manajemen, 14(1), 83–90. https://doi.org/10.30872/jmmn.v14i1.10638
Aji, N. S., Rofiq, A., & Djawahir, A. H. (2019). The influence of products and promotions on purchasing decisions mediated in purchase motivation. Jurnal Aplikasi Manajemen, 17(1), 152–161. https://doi.org/10.21776/ub.jam.2019.017.01.17
Anfani, Purnama, I., & Candra, K. (2025). Pengaruh sikap dan motivasi konsumen terhadap minat beli pada UMKM Warung Sembako Rasqya di Kelurahan Sambinae Kota Bima. Inovasi Sosial: Jurnal Pengabdian Masyarakat, 2(3), 10–18. https://doi.org//10.62951/inovasisosial.v2i3.1719
Anggraeni, R., & Sutedjo, B. (2024). Pengaruh kepercayaan merek dan nilai pelanggan terhadap minat beli dan terhadap loyalitas pelanggan (Studi pada wanita bekerja pengguna kosmetik Wardah). Journal of Economic Bussines and Accounting (COSTING), 7(3), 3948–3957. https://doi.org/10.31539/costing.v7i3.8809
Angreni, N., Maszudi, E., & Adil. (2025). The influence of brand trust, live promo, and price on consumer purchasing interest in Tiktok shop in the South Sulawesi Region. Journal of Management : Small and Medium Enterprises (SMEs), 18(2), 1113–1126. https://doi.org/10.35508/jom.v18i2.20456
Baihaqi, A. I., Fani Sartika, S., Elizabeth, & Nurlina. (2025). Pengaruh variety seeking dan minat beli terhadap keputusan pembelian. Jurnal EMT KITA, 9(2), 585–591. https://doi.org/10.35870/emt.v9i2.3968
Balqis, A. S., & Patmarina, H. (2024). The effect of online sales and consumer trust on interest in buying clothing products at e-commerce Shopee. International Journal of Economics, Business and Innovation Research, 3(2), 1066–1078. https://doi.org/10.63922/ijebir.v3i02.812
Bejarano, P. P. Z., & Zirena, E. M. C. (2024). From consumer’s attitude towards online purchase decision: influence of friends and reference groups. Contemporary Management Research, 20(1), 1–24. https://doi.org/10.7903/cmr.23109
Cahaya, A. T., MS, M., & Pandjaitan, D. R. (2024). Influence of marketing mix and consumer attitudes regarding purchase decisions through brand image as a mediating variable to (Kentucky Fried Chicken Lampung). International Journal of Environmental, Sustainability, and Social Science, 5(2), 406–418. https://doi.org/10.38142/ijesss.v5i2.1025
Dahlan, A. D., Dermawan, R., & Zawawi. (2023). Pengaruh kualitas website dan kepercayaan konsumen terhadap minat beli pada e-commerce Tokopedia di Surabaya. Al-Kharaj Jurnal Ekonomi Keuangan & Bisnis Syariah, 3(2), 2803–2811. https://doi.org/10.47467/alkharaj.v6i2.4234
Dawi, N. M., Hwang, H. J., Jalil, N. A., Maresova, P., & Namazi, H. (2024). Consumer motivation to purchase online during COVID-19 pandemic: extending protection motivation theory. Sage Journals, January-Ma, 1–16. https://doi.org/10.1177/21582440241238613
Efendi, B., & Kholunnafiah, U. (2023). Pengaruh Kualitas Layanan, Kepercayaan Merek Dan Kepuasan Terhadap Loyalitas Pelanggan Paket Data Internet Kartu XL Prabayar. DFAME : Digital Financial Accounting Managemen Economics Journal, 1(2), 61–69. https://doi.org/10.61434/dfame.v1i2.116
Fahlevi, M., Hasan, F., & Islam, M. R. (2023). Exploring consumer attitudes and purchase intentions: Unraveling key influencers in China’s green agricultural products market. Corporate and Business Strategy Review, 4(3), 74–87. https://doi.org/10.22495/cbsrv4i3art8
Fajri, A., Kournikofa, D., & Haerudin. (2023). Kepercayaan sebagai pemediasi citra merek dan persepsi harga terhadap kepuasan konsumen event organizer. Jurnal Ilmiah Manajemen Dan Kewirausahaan, 2(3), 15–21. https://doi.org/10.55606/jimak.v3i3.1568
Firmansyah, A. (2021). Perilaku konsumen (Sikap dan pemasaran). Deepublish.
Franza, N. P. S., Indiani, N. L. P., & Wahyuni, N. M. (2025). The role of purchase intention in mediating the influence of influencers and online customer reviews on the purchase decisions of electronic products in e-commerce (A case study in Denpasar City). International Journal of Environmental, Sustainability, and Social Science, 6(2), 231–244. https://doi.org/10.38142/ijesss.v6i2.1331
Ghozali, I. (2017). Aplikasi Analysis Multivariate dengan Program SPSS. Universitas Diponegoro.
Gunistiyo, & Hanfan, A. (2019). Manajemen Pemasaran Membangun Kinerja Pemasaran UMK. Indonesian Research Society.
Gunistiyo, & Prihadi, D. (2023). Strategi pemasaran: Keunggulan bersaing berbasis kloning produk. PT. Literasi Nusantara Abadi Grup.
Hair, J. F., Hult, G. T. M., Ringle, C. M., & Sarstedt, M. (2017). A Primer on Partial Least Squares Structural Equation Modeling (PLS-SEM) Second Edition. In Sage.
Hanfan, A. (2017). Mengeksplorasi kesadaran merek terhadap minat beli ulang melalui sikap terhadap merek. Performance, 24(2), 42–49. https://doi.org/10.20884/1.performance. 2017.24.2.699
Hidayatillah, K. S. R., & Lasiyono, U. (2022). Pengaruh Kepercayaan Pelanggan dan Penjualan Online Terhadap Keputusan Pembelian dengan Minat Beli sebagai Variabel Intervening Pada Mahasiswa Prodi Manajemen Universitas PGRI Adi Buana Surabaya. Journal of Sustainability Business Research, 3(1), 44–54.
Hurriyati, R. (2019). Bauran Pemasaran dan Loyalitas Konsumen. Alfabeta.
Innukertarajasa, I. M., & Hayuningtias, K. A. (2023). The effect of trust, consumer attitude, and online consumer review on purchase decisions in e-commerce Shopee (Case study on college students in Semarang). Management Studies and Entrepreneurship Journal, 4(6), 7881–7889.
Innukertarajasa, I. M., & Hayuningtias, K. A. (2024). Pengaruh kepercayaan, sikap konsumen dan online consumer review terhadap keputusan pembelian pada e-commerce Shopee (Studi kasus pada mahasiswa di Semarang). Management Studies and Entrepreneurship Journal (MSEJ), 4(6), 7881–7889. https://doi.org/10.37385/msej.v4i6.2780
Kapantouw, C., & Mandey, S. L. (2020). Pengaruh sikap, norma subyektif, dan gaya hidup terhadap keputusan pembelian handphone Asus di Gamezone Computer Mega Mall Manado. Jurnal Riset Ekonomi, Manajemen, Bisnis Dan Akuntansi, 3(2). https://doi.org/10.35794/emba.3.2.2015.8699
Klaus, P., Kuppelwieser, V. G., & Heinonen, K. (2023). Quantifying the influence of customer experience on consumer share-of-category. Journal of Retailing and Consumer Services, 73(103375), 1–15. https://doi.org/10.1016/j.jretconser.2023.103375
Klein, A., & Sharma, V. M. (2022). Consumer decision-making styles, involvement, and the intention to participate in online group buying. Journal of Retailing and Consumer Services, 64(102808), 1–11. https://doi.org/10.1016/j.jretconser.2021.102808
Kotler, P., & Keller, K. L. (2019). Manajemen Pemasaran. Indeks.
Maalouf, N. J. Al, Sayegh, E., Makhoul, W., & Sarkis, N. (2025). Consumers’ attitudes and purchase intentions toward food ordering via online platforms. Journal of Retailing and Consumer Services, 82(104151), 1–14. https://doi.org/10.1016/j.jretconser.2024.104151
Marsudi, & Fitriasari, F. (2023). Buy now or buy later: Mediating role of buying interest in purchasing decisions. Manajemen Bisnis, 13(2), 1–8. https://doi.org/10.22219/mb.v13i02.31504
Maulidan, A. S., Jaelani, R., & Maesaroh, S. S. (2024). Pengaruh persepsi dan sikap terhadap keputusan pembelian fesyen berkelanjutan berbahan katun pada pengguna Tiktok. Journal of Economic, Bussines and Accounting (COSTING), 7(5), 3717–3726. https://doi.org/10.31539/costing.v7i5.11285
Muna, N., & Dewi, N. (2024). The role of consumer trust mediates the influence of live streaming on purchasing decisions for n’pure products on tiktok shop. Jurnal Manajemen Sains Dan Organisasi, 5(3), 181–195. https://doi.org/10.52300/jmso.v5i3.17771
Nani, Suteja, J., & Juju, U. (2026). Understanding the Drivers of Brand Trust in E-Commerce: The Role of Digital Payment, Online Reviews, and Transaction Convenience among Generation Z. International Journal of Management and Business Intelligence (IJBMI), 4(2), 183–194. https://doi.org/10.59890/ijmbi.v4i2.337
Nurhayati, Y. K., Wahyuningtyas, A. S. H., & Isaskar, R. (2025). Pengaruh sikap, motivasi dan gaya hidup konsumen terhadap keputusan pembelian melalui minat beli sebagai variabel mediasi (Studi kasus pada “teh kota” di Kabupaten Bojonegoro). Jurnal Ekonomi Pertanian Dan Agribisnis, 9(1), 20–26.
Rahmania, K. N., Ernawati, S., & Badar, M. (2024). Pengaruh sikap dan motivasi pada minat beli di Tiktok Shop. ECo-Fin, 6(2), 331–340. https://doi.org/10.32877/ef.v6i2.1413
Ramadhan, A. F., Tuwisna, & Murad, S. (2025). The influence of shopping orientation, online trust and shopping experience on online buying interest. Jurnal Humaniora, 9(2), 534–541. https://doi.org/10.30601/humaniora.v9i2.6933
Ramadhani, R. (2023). The influence of consumer motivation towards consumer purchase decisions at warung kopi Pancong Sarijadi, Indonesia. International Journal Administration, Business & Organization, 4(1), 43–51. https://doi.org/10.61242/ijabo.23.234
Risnawati, Wonua, A. R., & Astaginy, N. (2023). Pengaruh Kepercayaan dan Pengetahuan Produk Terhadap Keputusan Pembelian Produk Kecantikan (Studi Kasus Produk Wardah pada Toko Alke Kosmetik di Kabupaten Kolaka). Student Scientific Creativity Journal (SSCJ), 1(6), 15–28. https://doi.org/10.55606/sscj-amik.v1i6.2278
Rybaczewska, M., Sparks, L., & Sułkowski, Ł. (2020). Consumers’ purchase decisions and employer image. Journal of Retailing and Consumer Services, 55(102123), 1–11. https://doi.org/10.1016/j.jretconser.2020.102123
Sa’adah, N., Lusianti, D., & Wismar’ein, D. (2024). Is Consumer Trust Able to Intervening in Purchasing Decisions VJO Café and Bistro. Jurnal Studi Manajemen Bisnis, 4(2), 25–38. https://doi.org/10.24176/jsmb.v4i2.12999
Saktiana, N., & Miftahuddin, M. A. (2021). Pengaruh sikap konsumen, persepsi harga dan persepsi risiko terhadap keputusan pembelian kosmetik berlabel halal (Studi pada konsumen pengguna kosmetik berlabel halal di Purwokerto). MASTER: Jurnal Manajemen Dan Bisnis, 1(1), 45–62. https://doi.org/10.30595/jmbt.v1i1.10405
Salsabila, H., Suliyanto, Gunistiyo, & Setyowati, R. F. (2025). Peran minat beli dalam memediasi rasa percaya, persepsian harga dan risiko terhadap keputusan pembelian. Journal of Trends Economics and Accounting Research, 5(4), 346–359. https://doi.org/10.47065/jtear.v5i4.2104
Samsidar, A., Antong, Khaddapi, M., & Syafruddin. (2024). Online purchase decisions and consumer trust as the impact of social media promotions and electronic service quality. International Journal of Entrepreneurship and Management Practices, 7(27), 116–133. https://doi.org/10.35631/ijemp.727010
Santoso, U., Rosalina, S. S., & Nurminingsih. (2024). The influence of service quality and consumer trust on purchase decisions with purchase interest (Study of Trans Vision customers in the East Jakarta area). Journal of Entrepreneur and Business, 2(1), 35–43. https://doi.org/10.52643/joeb.v2i1.37
Sholehah, R., Destiarni, R. P., & Suprapti, I. (2024). The influence of consumer motivation on purchasing decisions at Ichips Banana MSME. Proceeding of 7th International Aciel 2024, 247–267.
Simange, C., Tawas, H. N., & Roring, F. (2023). Analysis Of The Effect Of Price Discounts, Brand Image And Customer Trust On Purchasing Decisions In Alfamidi Kec. Tobelo Tengah. Jurnal EMBA : Jurnal Riset Ekonomi, Manajemen, Bisnis Dan Akuntansi, 11(3), 761–771.
Soe, S. B., Listiana, E., Afifah, N., Juniwati, & Purmono, B. B. (2025). Analysis of consumer motivation on purchase intention of Flimty Fiber. Journal of Management and Digital Business, 5(2), 415–433. https://doi.org/10.53088/jmdb.v5i2.1335
Sutrisno, B, M., & Siregar, N. (2024). Analysis of precaution and consumer attitudes towards motivation-mediated decisions making (online product case study). International Journal of Management, Economic and Accounting, 2(2), 583–598. https://doi.org/10.61306/ijmea.v2i2.275
Tabelessy, W., Tamher, E. R., & Salamahu, N. F. (2025). Interaction of taste and tagline in increasing brand Awareness and purchasing decision of Le Minerale in Ambon City. International Journal of Management and Business Intelligence (IJBMI), 3(1), 47–62. https://doi.org/10.59890/ijmbi.v3i1.334
Tableessy, N. T., Huwae, V. E., & Siahainenia, S. (2023). The influence of purchase interest on purchasing decisions moderated by word of mouth: Study on consumers of Sariayu Martha Tilaar Cosmetics in Ambon City. Pro Bisnis : Jurnal Manajemen, 14(3), 303–308.
Tjiptono, F., & Chandra, G. (2020). Service, Quality, Dan Satisfaction. Andi.
Wang, C., Liu, T., Zhu, Y., Wang, H., Wang, X., & Zhao, S. (2023). The influence of consumer perception on purchase intention: Evidence from cross-border E-commerce platforms. Heliyon, 9(11), 1–13. https://doi.org/10.1016/j.heliyon.2023.e21617
Wibowo, B. S., Kusumaningtyasi, D. P., Syafrial, H., Arpan, Y., & Mamusung, R. (2025). The influence of hedonic motivation style on purchasing decisions with price as a moderating variable. Jurnal Pengabdian Masyarakat Dan Riset Pendidikan, 3(4), 5412–5418. https://doi.org/10.31004/jerkin.v3i4.1419
Wicaksana, P. S. I., & Baldah, N. (2022). The Influence Of Trust, Location And Promotion On Subsidized Home Purchase Decisions At PT. Mitra Indah Properti. Jurnal Pelita Ilmu, 15(1).
Widiawati, K., Wiladiyah, L., & Winata, S. D. (2025). Motivation and consumers’ attitudes mediate the effect of social media toward purchase decisions on generation Z via market place. Quantitative Economics and Management Studies, 6(4), 592–603. https://doi.org/10.35877/454RI.qems4004
Xiao, J., Gong, Y., Tang, X., Javeed, S. A., & Deng, Y. (2022). A study on the relationship between consumer motivations and subjective well-being: A latent profile analysis. Organizational Psychology Front. Psychol, 13, 1–14. https://doi.org/10.3389/fpsyg.2022.938060
Zaremohzzabieh, Z., Ismail, N., Ahrari, S., & Samah, A. A. (2021). The effects of consumer attitude on green purchase intention: A meta-analytic path analysis. Journal of Business Research, 132(3), 732–743. https://doi.org/10.1016/j.jbusres.2020.10.053
