Behavioral Modeling of Planned Impulse Buying for Sustainable Consumer Loyalty Systems
Nofriska Krissanya (a), Ika Febrilia (a*), Ari Warokka (b), Ujang Sumarwan (c)

a) Faculty of Economics and Business, Universitas Negeri Jakarta, Indonesia
b) Busan International College, Tongmyong University, South Korea
c) School of Business, Institut Pertanian Bogor, Indonesia

Abstract

Understanding consumer behavior through data-driven modeling plays a vital role in supporting technologies for sustainable development. This study examines how four internal psychological factors-emotional state, shopping list flexibility, product familiarity, and brand trust-influence planned impulse buying and how this behavior subsequently affects customer loyalty. Using structural equation modeling (SEM-AMOS) based on responses from 273 participants, the study finds that all four factors significantly influence planned impulse buying, which in turn positively impacts customer loyalty. Furthermore, planned impulse buying acts as a significant mediating variable between each internal factor and loyalty outcomes, indicating its strategic role in consumer decision-making. This research contributes to the field of behavioral modeling by reframing planned impulse buying-often perceived as impulsive and unstructured-as a predictable behavior that can be guided through psychological readiness and sustainable marketing stimuli. The integration of internal psychological triggers with sustainable and emotionally engaging product strategies provides a pathway for organizations to design more effective loyalty systems. The findings offer valuable insights for product developers, marketing technologists, and information engineers in aligning consumer engagement strategies with long-term sustainability goals. By modeling consumer decisions using a statistical framework, this study bridges the gap between behavioral science and technology-based innovation in supply chains. It reinforces the idea that ethically guided, impulse-driven purchasing can become an integral part of sustainable product development and consumer relationship management.

Keywords: Behavioral Modeling, Customer Loyalty, Planned Impulse Buying, Structural Equation Modeling, Sustainable Product Development

Topic: Information Engineering