Distribusi - Journal of Management and Business

PROMOTIONAL STRATEGY OF KORNER CIRCLE K IN FACING RTE MINIMARKET COMPETITION

2026-03-27T03:56:59+00:00

This study analyzes the promotional strategy of Korner Circle K in facing Ready-to-Eat (RTE) product competition from minimarkets in the Educity Harvard Pakuwon City Surabaya area. The rapid growth of modern retail in Indonesia has intensified competition between convenience stores and conventional minimarkets, making effective promotional strategy crucial for business sustainability. Using qualitative methods with a case study approach, data were collected through in-depth interviews with 7 informants: 1 key informant (store manager), 2 primary informants (staff), and 4 supporting informants (consumers), complemented by field observation and documentation. The results show Circle K implements five promotional mix elements: advertising (posters and TV display), sales promotion (bundling and discounts), personal selling (suggestive selling), public relations (quality standard communication), and direct and digital marketing (social media and member application). Sales promotion is the most dominant and effective element, particularly price-based promotions and bundling which significantly influence consumer purchase decisions. Differentiation is achieved through modern RTE products (kebab, burrito, onigiri), 24-hour service, and two-floor dine-in facilities, yet faces intense competition from FamilyMart with similar positioning. Key challenges include slow promotion rotation, low app adoption, suboptimal promotional visibility, and operational issues such as inadequate air circulation and high staff turnover. Consumer behavior reveals a strong correlation between promotional intensity and loyalty. The study recommends accelerating promotion rotation to at least biweekly, strengthening visual communication, standardizing personal selling procedures, and intensifying app socialization.

WORK CONFLICT IN ORGANIZATIONS: ITS IMPLICATIONS ON EMPLOYEE WORK PERFORMANCE

2026-03-28T02:46:46+00:00

In organizational practice, interaction between employees is unavoidable because work is generally done in teams or across departments. Differences in educational background, experience, character, values, and interests often trigger the emergence of work conflicts. This study was conducted to analyze the influence of factors causing employee conflict consisting of resource competition, individual characteristics, task dependency, communication barriers, job boundary blurring, and status issues on the work performance of marketing employees at PT. Krida Dinamik Autonusa Mataram. Data were collected by distributing questionnaires to 54 respondents, then the collected data were analyzed using multiple linear regression analysis methods, by conducting a t-test to prove the proposed hypothesis. The results of the study showed that there was a negative and significant influence between factors causing employee conflict consisting of resource competition, individual characteristics, communication barriers, job boundary blurring, and status issues on the work performance of employees at PT. Krida Dinamik Autonusa Mataram, while the task dependency variable did not have a significant influence on work performance. Companies are advised to improve fair and effective resource management to reduce competition among employees and strengthen working relationships through interpersonal communication and teamwork training. Furthermore, internal communication systems need to be improved to be more opens and clear, and job descriptions should be structured to avoid overlapping tasks. Management also needs to create a transparent system for assigning status and positions to minimize conflict, and develop effective conflict management mechanisms through internal mediation and improving leadership skills in handling workplace conflicts.

CONTINUANCE INTENTION OF BUY NOW PAY LATER USERS: AN EXPECTATION CONFIRMATION MODEL

2026-03-16T15:19:39+00:00

This study examines the effects of financial literacy, perceived usefulness, and perceived risk on continuance intention in the use of PayLater services by considering satisfaction as a mediating variable and confirmation as a moderating variable among PayLater users in Semarang City, within the framework of the Expectation Confirmation Theory (ECT) and Technology Acceptance Model (TAM). This research adopts a quantitative approach with an explanatory research design. Data were collected through an online questionnaire from 156 active Buy Now Pay Later (BNPL) users in Semarang City using purposive sampling and were analyzed using Structural Equation Modelingâ€“Partial Least Squares (SEM-PLS) with SmartPLS 4. The results indicate that financial literacy has a significant effect on continuance intention, while perceived usefulness positively affects continuance intention through satisfaction. User satisfaction emerges as the strongest determinant influencing continuance intention, suggesting that actual usage experience plays a more critical role than initial perceptions. In contrast, perceived risk does not have a significant direct effect on continuance intention. These findings imply that user experience and satisfaction are more influential in sustaining BNPL usage than initial cognitive factors. This study provides practical implications for BNPL service providers to prioritize service quality and system usability. Therefore, providers are encouraged to enhance financial literacy education while strengthening service benefits and quality to improve user satisfaction and promote continued usage, particularly among PayLater users in Semarang City.

E-WALLET, FINANCIAL LITERACY, AND CONSUMPTIVE LIFESTYLE EFFECTS ON GENERATION Z FINANCIAL MANAGEMENT IN GRESIK

2026-03-10T05:49:59+00:00

Generation Z's spending habits, level of financial literacy, and use of electronic wallets are all factorsÂ that this research looks at in Gresik Regency, East Java. In this study, 180 members of Generation ZÂ who regularly use electronic wallets participated in a survey that used a quantitative methodology. AnÂ online survey with Likert scale questions served as the main data source. After doing instrumentÂ testing (validity and reliability) and classical assumption tests (including normality, multicollinearity,Â and heteroscedasticity), the data were analyzed using multiple linear regression with SPSS. TheÂ findings show that Generation Z's spending habits, level of financial knowledge, and use of electronicÂ wallets all have a major impact on their money management. The regression equation is Y = -0.107Â + 0.313X1 + 0.397X2 + 0.172X3, with an Adjusted R2 value of 0.867, indicating that 86.7% of theÂ variation in financial management is explained by the three variables. These findings highlight theÂ importance of improving financial literacy, encouraging responsible use of e-wallets, and controllingÂ consumptive lifestyles to support better financial management among Generation Z.

PRESTIGE OR PREFERENCE? GENERATION Zâ€™S PURCHASE DECISION BEHAVIOR TOWARD IPHONE AND SAMSUNG SMARTPHONES

2026-03-10T05:40:50+00:00

The development of digital technology has made smartphones a primary necessity for Generation Z, especially in the premium segment such as iPhone and Samsung. This study aims to analyze the influence of functional, emotional, social, and epistemic values on brand preference and purchase decisions, with brand preference as a mediating variable. The study employs a quantitative approach using an explanatory survey design involving 124 Generation Z students from the Faculty of Economics and Business at Dian Nuswantoro University. Data were collected through a five-point Likert scale questionnaire and analyzed using SEM-PLS with SmartPLS 4. The results show that functional and epistemic values have a significant effect on Brand Preference and Purchase Decision, while emotional and social values do not have a significant effect. Brand Preference was found to have a significant effect on Purchase Decision and mediated the effect of functional and epistemic values on Purchase Decision. These findings indicate that Gen Z considers rational and novelty aspects more than emotional and social status aspects when purchasing premium smartphones.

ASCOTT SERVICED APARTMENTS' MARKETING STRATEGY: CONSUMPTION TRENDS OF SHANGHAI'S NEW MIDDLE CLASS

2026-03-01T12:56:20+00:00

Amid the rapid expansion of Chinaâ€™s emerging middle class and the upgrading of urban residential consumption, serviced apartments are transforming from functional accommodation products into lifestyle-oriented living spaces. Taking Ascott Serviced Residences in Shanghai as a case study, this research examines how marketing strategies can better align with the consumption psychology, behavioral preferences, and decision-making patterns of the new middle class. Drawing on STP theory, the 4P marketing mix, the VALS lifestyle model, and the five-dimensional experiential marketing framework, the study employs questionnaire surveys, empirical analysis, and competitive benchmarking to evaluate the effectiveness of Ascottâ€™s current strategies. The findings reveal a mismatch between standardized product offerings and diversified, experience-driven user demands, as well as limitations in pricing flexibility, digital channels, and community engagement. Sensory and emotional experiences significantly influence initial stay decisions, while relational experiences drive repeat consumption. This study proposes a localized, experience-oriented marketing optimization framework, offering practical implications for serviced apartment brands seeking differentiated competition and sustainable brand value enhancement in emerging urban markets

QRIS MEDIATION MODEL: BRIDGING YOUTH ENTREPRENEURIAL ORIENTATION AND DIGITAL LITERACY TO MSME SUSTAINABILITY

2026-02-26T06:29:01+00:00

This study empirically examines how youth-driven Entrepreneurial Orientation (EO) and Digital Literacy (DL) enhance MSME sustainability through the mediating role of Quick Response Code Indonesian Standard (QRIS) utilization. Addressing the limited structural evidence on digital payment adoption as a mechanism that transforms internal human capital into measurable sustainable outcomes, this research contributes novel insights into the digitalizationâ€“sustainability nexus. A quantitative explanatory design was employed using survey data collected from youth MSME owners in Makassar. The structural relationships were analyzed using Partial Least Squares Structural Equation Modeling (PLS-SEM) with SmartPLS 4.0. The findings demonstrate strong explanatory power (RÂ² MSME Sustainability = 0.781; QRIS Utilization = 0.580) and confirm consistent partial mediation. QRIS utilization emerged as the strongest direct predictor of MSME sustainability and significantly amplified the total effects of both EO and DL. These results highlight the strategic importance of integrating human capital development with standardized digital payment systems to accelerate resilient and inclusive economic growth among young entrepreneurs. This study is among the first to structurally validate the sequential pathway linking EO and DL to MSME sustainability through QRIS adoption.

DETERMINANTS OF GEN Z PURCHASE INTENTION: THE INTERVENING ROLE OF PERCEIVED VALUE

2026-02-21T05:30:55+00:00

The development of technology has changed consumer behavior, especially among Generation Z, who are known as natives and are active in interacting on e-commerce platforms and social media. The phenomena of live shopping, influencer credibility, and user-generated content (UGC) have become key strategies capable of shaping consumers' purchase intentions. This study aims to analyze the influence of live shopping, influencer credibility, and user-generated content on purchase intention, with perceived value as a mediating variable among Generation Z in Surabaya. This research uses a quantitative approach with a survey method. The research population consists of Generation Z aged 12â€“27 years in Surabaya who actively shop online. The sampling technique uses purposive sampling. Data were collected through questionnaires and analyzed using path analysis with the assistance of SmartPLS 3.0 statistical software. The results show that live shopping and user-generated content have a positive and significant effect on Generation Z's purchase intention. Influencer credibility does not have a direct effect on purchase intention. Influencer credibility and user-generated content have a positive effect on perceived value. Perceived value does not affect purchase intention and does not function as a mediating variable. These findings indicate that Generation Z's purchase intention is more influenced by direct factors and shopping experience than by perceived value. The practical implications of this study emphasize the importance of marketing strategies based on interactive content, shopping experience, and ease of transaction. Future research is recommended to integrate additional variables and expand the context and research objects to increase the generalizability of the research.