The Role of Fear of Missing Out on Purchase Intention Through The Use of Paylater Services
DOI:
https://doi.org/10.35877/454RI.qems4155Keywords:
FoMO, Materialism, Paylater, Imitation of Influencer, Social ComparisonAbstract
The rapid growth of social media users presents new challenges, one of which is the phenomenon known as Fear of Missing Out (FoMO), which drives impulsive consumer behavior. This study investigates FoMO and its impact on Purchase Intention when using the Paylater payment method for smartphone purchases. It analyzes the relationships between the Imitation of Influencers, Social Comparison, Materialism, and Purchase Intention. The research sample includes 150 respondents from Jakarta, Bogor, Tangerang, Depok, and Bekasi, all of whom are active social media users who have used Paylater for smartphone purchases. Data were analyzed using the Structural Equation Model (SEM) approach. The results reveal that the Imitation of Influencers significantly affects Social Comparison and Materialism among millennials. Social Comparison significantly impacts FoMO, which in turn influences Purchase Intention. Additionally, Materialism significantly affects Purchase Intention. However, Social Comparison does not have a significant effect on Materialism. This study highlights how FoMO and Materialism are triggered by the lifestyles promoted by influencers and the convenience of Paylater payment methods, which drive consumption behavior among millennials. The findings provide insights into marketing strategies targeting consumers based on prevailing social trends.
References
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Jamil, R. A., Qayyum, U., ul Hassan, S. R., & Khan, T. I. (2024). Impact of social media influencers on consumers’ well-being and purchase intention: a TikTok perspective. European Journal of Management and Business Economics, 33(3), 366–385. https://doi.org/10.1108/EJMBE-08-2022-0270
Kim, J., Lee, Y., & Kim, M. L. (2020). Investigating “Fear of Missing Out” (FOMO) as an extrinsic motive affecting sport event consumer’s behavioral intention and FOMO-driven consumption’s influence on intrinsic rewards, extrinsic rewards, and consumer satisfaction. PLoS ONE, 15(12 December). https://doi.org/10.1371/journal.pone.0243744
Kim, Y., & Oh, K. W. (2022). The effect of materialism and impression management purchase motivation on purchase intention for luxury athleisure products: the moderating effect of sustainability. Journal of Product and Brand Management, 31(8), 1222–1234. https://doi.org/10.1108/JPBM-07-2021-3578
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Lu, Y., Zhao, T., Song, S., & Song, W. (2024). Can Self-Presentation on Social Media Increase Individuals’ Conspicuous Consumption Tendency? A Mixed-Method Empirical Study on WeChat in China. Journal of Theoretical and Applied Electronic Commerce Research , 19(2), 1206–1221. https://doi.org/10.3390/jtaer19020062
Makhitha, K., M Khumalo, & T Sekhu. (2024). The influence of emerging market consumers’ purchase intention of luxury clothing on their purchase behaviour: a South African perspectives. International Journal of Research in Business and Social Science (2147- 4478), 13(1), 75–86. https://doi.org/10.20525/ijrbs.v13i1.3023
Mert, M., & Tengilimo?lu, D. (2023). The mediating role of FoMO and the moderating role of narcissism in the impact of social exclusion on compulsive buying: a cross-cultural study. Psicologia: Reflexao e Critica, 36(1). https://doi.org/10.1186/s41155-023-00274-y
ÖZCAN, H. M., & KOÇ, U. (2022). THE ROLE OF FEAR OF MISSING OUT (FoMO) IN THE RELATIONSHIP BETWEEN PERSONALITY TRAITS AND CYBERLOAFING. Ege Akademik Bakis (Ege Academic Review). https://doi.org/10.21121/eab.987487
Perazzini, M., Bontempo, D., Giancola, M., D’Amico, S., & Perilli, E. (2023). Adult Attachment and Fear of Missing Out: Does the Mindful Attitude Matter? Healthcare (Switzerland), 11(23). https://doi.org/10.3390/healthcare11233093
Platon, O.-E. (2024). UNDERSTANDING THE INFLUENCE OF HEDONIC MOTIVATION AND FEAR OF MISSING OUT (FoMO) ON ONLINE IMPULSE PURCHASE INTENTIONS OF DISCOUNTED PRODUCTS. 684–695. https://www.proquest.com/scholarly-journals/understanding-influence-hedonic-motivation-fear/docview/3089910518/se-2?accountid=215319
Pranata, J. A., Riyanto, M. R. P., Hendrawan, S., & Gunadi, W. (2024). The Effect of Hedonic Motivation and IT Affordance on Impulsive Buying Decisions in Social Commerce: TikTok. International Journal of Electronic Commerce Studies, 15(2), 63–102. https://doi.org/10.7903/ijecs.2303
Putra, A. H. P. K., Mariam, S., Tafsir, M., & Rosanti, N. (2024). Deciphering the Green Marketing Puzzle: Understanding the Interplay of Green Marketing Strategic Orientation, Attitude towards Green Marketing, Brand Integrity, and Purchase Intention. International Review of Management and Marketing, 14(4), 210–229. https://doi.org/10.32479/irmm.16224
Reid-Partin, K., & Chattaraman, V. (2023). Social Comparisons and Compensatory Consumption: The Art of Buying a Superior Self. Sustainability (Switzerland), 15(22). https://doi.org/10.3390/su152215950
Riyadi, M. I. (2024). Siaran Pers: Stabilitas Sektor Jasa Keuangan yang Terjaga dan Kinerja Intermediasi yang Kuat Sebagai Daya Dukung Perekonomian Nasional. Otoritas Jasa Keuangan. https://ojk.go.id/id/berita-dan-kegiatan/siaran-pers/Pages/Stabilitas-Sektor-Jasa-Keuangan-Terjaga-di-Tengah-Tren-Pelonggaran-Kebijakan-Moneter-RDKB-Sept-2024
Ruan, C., Lu, Z., Li, H., Lin, W., Li, D., & Yuan, J. (2023). More friends on SNS, more materialism? The moderating roles of self-esteem and social comparison orientation. PLoS ONE, 18(5 May). https://doi.org/10.1371/journal.pone.0283723
Son, J., & Jin, B. E. (2019). When do high prices lead to purchase intention? Testing two layers of moderation effects. Asia Pacific Journal of Marketing and Logistics, 31(5), 1516–1531. https://doi.org/10.1108/APJML-07-2018-0271
Xi, Y., Huo, J., Zhao, X., Jiang, Y., & Yang, Q. (2022). The effects of fear of missing out on social media posting preferences. European Journal of Marketing, 56(12), 3453–3484. https://doi.org/10.1108/EJM-10-2021-0814
Xiaoyu Fan, Dr. Rosya Izyanie Binti Shamshudeen, & Dr. Mohamad Saleeh Bin Rahamad. (2023). Empowering Chinese Young Female Fans on Social Media through Artificial Intelligence to Control their Body Image. Comunicar. https://doi.org/10.58262/v32i78.20
Zhang, Z. (2023). Validation of Self-Determination Scale: An Experiential Consumption Perspective. J. of Business and Management, 28(2), 89–119. https://doi.org/10.1504/jbm.2023.141300
Zheng, X., Baskin, E., & Peng, S. (2018). The spillover effect of incidental social comparison on materialistic pursuits: The mediating role of envy. European Journal of Marketing, 52(5–6), 1107–1127. https://doi.org/10.1108/EJM-04-2016-0208
Alfina, Hartini, S., & Mardhiyah, D. (2023). FOMO related consumer behaviour in marketing context: A systematic literature review. Cogent Business and Management, 10(3). https://doi.org/10.1080/23311975.2023.2250033
Andrade, F. C., Erwin, S., Burnell, K., Jackson, J., Storch, M., Nicholas, J., & Zucker, N. (2023). Intervening on Social Comparisons on Social Media: Electronic Daily Diary Pilot Study. JMIR Mental Health, 10. https://doi.org/10.2196/42024
Arthur, D., Sherman, C. E., Al Hameli, N. S., & Al Marzooqi, S. Y. (2020). Materialism in the United Arab Emirates: A grounded model of materialism in an emerging market. International Journal of Emerging Markets, 15(3), 507–533. https://doi.org/10.1108/IJOEM-08-2017-0277
Bakshi, Y. S., Islam, S. B., Darzi, M. A., & Riyaz, R. (2024). Materialism as Barrier to Green Purchase Intention: Exploring Through the Lenses of an Extended Theory of Planned Behavior. South Asian Journal of Management, 30(4), 150–171. https://doi.org/10.62206/sajm.30.4.2023.150-171
Barari, M. (2023). Unveiling the dark side of influencer marketing: how social media influencers (human vs virtual) diminish followers’ well-being. Marketing Intelligence and Planning, 41(8), 1162–1177. https://doi.org/10.1108/MIP-05-2023-0191
Bartolini, S., Piekalkiewicz, M., Sarracino, F., & Slater, G. (2023). The moderation effect of social capital in the relationship between own income, social comparisons and subjective well-being: Evidence from four international datasets. PLoS ONE, 18(12 December). https://doi.org/10.1371/journal.pone.0288455
Barton, B., Zlatevska, N., & Oppewal, H. (2022). Scarcity tactics in marketing: A meta-analysis of product scarcity effects on consumer purchase intentions. Journal of Retailing, 98(4), 741–758. https://doi.org/10.1016/j.jretai.2022.06.003
Bradford. (2021). Consumer purchase intention towards sustainable luxury products: Materialism dimensions and their influence. Strategic Direction, 37(10), 17–19. https://doi.org/10.1108/SD-09-2021-0099
Business, G., & Research, M. (2024). What Drives Re-Participation Intention of Volunteer Tourism in Malaysia? An International Journal, 16(2s).
Chatterjee, D., Kumar, M., & Dayma, K. K. (2019). Income security, social comparisons and materialism: Determinants of subjective financial well-being among Indian adults. International Journal of Bank Marketing, 37(4), 1041–1061. https://doi.org/10.1108/IJBM-04-2018-0096
Dinh, T. C. T., & Lee, Y. (2022). “I want to be as trendy as influencers” – how “fear of missing out” leads to buying intention for products endorsed by social media influencers. Journal of Research in Interactive Marketing, 16(3), 346–364. https://doi.org/10.1108/JRIM-04-2021-0127
Durao, M., Etchezahar, E., Albalá Genol, M. Á., & Muller, M. (2023). Fear of Missing Out, Emotional Intelligence and Attachment in Older Adults in Argentina. Journal of Intelligence, 11(2). https://doi.org/10.3390/jintelligence11020022
Garg, M., & Bakshi, A. (2024). Exploring the impact of beauty vloggers’ credible attributes, parasocial interaction, and trust on consumer purchase intention in influencer marketing. Humanities and Social Sciences Communications, 11(1). https://doi.org/10.1057/s41599-024-02760-9
Hair, J. F., Sarstedt, M., Hopkins, L., & Kuppelwieser, V. G. (2014). Partial least squares structural equation modeling (PLS-SEM): An emerging tool in business research. European Business Review, 26(2), 106–121. https://doi.org/10.1108/EBR-10-2013-0128
Hargitai, D. M., Grósz, A. S., & Sas, Z. (2023). Hallyu in the Heart of Europe: The rise of the Korean Wave in the digital space. Management and Marketing, 18(4), 537–555. https://doi.org/10.2478/mmcks-2023-0029
Hasri Liayanti, D., Yanuar Rahmat Syah, T., Indradewa, R., Edastama, P., & Author, C. (2022). Customer Brand Engagement in Relationship Quality and Brand Loyalty During Pandemis in the Field of Communication Technology and Communication. American International Journal of Business Management (AIJBM), 5(02), 59–67.
Henseler, J., Ringle, C. M., & Sinkovics, R. R. (2009). The use of partial least squares path modeling in international marketing. Advances in International Marketing, 20, 277–319. https://doi.org/10.1108/S1474-7979(2009)0000020014
Islam, T., Sheikh, Z., Hameed, Z., Khan, I. U., & Azam, R. I. (2018). Social comparison, materialism, and compulsive buying based on stimulus-response-model: a comparative study among adolescents and young adults. Young Consumers, 19(1), 19–37. https://doi.org/10.1108/YC-07-2017-00713
Jamil, R. A., Qayyum, U., ul Hassan, S. R., & Khan, T. I. (2024). Impact of social media influencers on consumers’ well-being and purchase intention: a TikTok perspective. European Journal of Management and Business Economics, 33(3), 366–385. https://doi.org/10.1108/EJMBE-08-2022-0270
Kim, J., Lee, Y., & Kim, M. L. (2020). Investigating “Fear of Missing Out” (FOMO) as an extrinsic motive affecting sport event consumer’s behavioral intention and FOMO-driven consumption’s influence on intrinsic rewards, extrinsic rewards, and consumer satisfaction. PLoS ONE, 15(12 December). https://doi.org/10.1371/journal.pone.0243744
Kim, Y., & Oh, K. W. (2022). The effect of materialism and impression management purchase motivation on purchase intention for luxury athleisure products: the moderating effect of sustainability. Journal of Product and Brand Management, 31(8), 1222–1234. https://doi.org/10.1108/JPBM-07-2021-3578
Koay, K. Y., Cheung, M. L., Soh, P. C. H., & Teoh, C. W. (2022). Social media influencer marketing: the moderating role of materialism. European Business Review, 34(2), 224–243. https://doi.org/10.1108/EBR-02-2021-0032
Le, K., & Aydin, G. (2023). Impact of the pandemic on social media influencer marketing in fashion: a qualitative study. Qualitative Market Research, 26(4), 449–469. https://doi.org/10.1108/QMR-11-2021-0133
Lin, S. C., & Jian, E. T. (2022). Effects of Personality Traits Concerning Media Use Decisions on Fear of Missing Out and Social Media Use Behavior. Behavioral Sciences, 12(11). https://doi.org/10.3390/bs12110460
Liu, D., He, B., Feng, R., Huang, X., & Liu, G. (2024). How social media sharing drives consumption intention: the role of social media envy and social comparison orientation. BMC Psychology, 12(1). https://doi.org/10.1186/s40359-024-01627-7
Lu, Y., Zhao, T., Song, S., & Song, W. (2024). Can Self-Presentation on Social Media Increase Individuals’ Conspicuous Consumption Tendency? A Mixed-Method Empirical Study on WeChat in China. Journal of Theoretical and Applied Electronic Commerce Research , 19(2), 1206–1221. https://doi.org/10.3390/jtaer19020062
Makhitha, K., M Khumalo, & T Sekhu. (2024). The influence of emerging market consumers’ purchase intention of luxury clothing on their purchase behaviour: a South African perspectives. International Journal of Research in Business and Social Science (2147- 4478), 13(1), 75–86. https://doi.org/10.20525/ijrbs.v13i1.3023
Mert, M., & Tengilimo?lu, D. (2023). The mediating role of FoMO and the moderating role of narcissism in the impact of social exclusion on compulsive buying: a cross-cultural study. Psicologia: Reflexao e Critica, 36(1). https://doi.org/10.1186/s41155-023-00274-y
ÖZCAN, H. M., & KOÇ, U. (2022). THE ROLE OF FEAR OF MISSING OUT (FoMO) IN THE RELATIONSHIP BETWEEN PERSONALITY TRAITS AND CYBERLOAFING. Ege Akademik Bakis (Ege Academic Review). https://doi.org/10.21121/eab.987487
Perazzini, M., Bontempo, D., Giancola, M., D’Amico, S., & Perilli, E. (2023). Adult Attachment and Fear of Missing Out: Does the Mindful Attitude Matter? Healthcare (Switzerland), 11(23). https://doi.org/10.3390/healthcare11233093
Platon, O.-E. (2024). UNDERSTANDING THE INFLUENCE OF HEDONIC MOTIVATION AND FEAR OF MISSING OUT (FoMO) ON ONLINE IMPULSE PURCHASE INTENTIONS OF DISCOUNTED PRODUCTS. 684–695. https://www.proquest.com/scholarly-journals/understanding-influence-hedonic-motivation-fear/docview/3089910518/se-2?accountid=215319
Pranata, J. A., Riyanto, M. R. P., Hendrawan, S., & Gunadi, W. (2024). The Effect of Hedonic Motivation and IT Affordance on Impulsive Buying Decisions in Social Commerce: TikTok. International Journal of Electronic Commerce Studies, 15(2), 63–102. https://doi.org/10.7903/ijecs.2303
Putra, A. H. P. K., Mariam, S., Tafsir, M., & Rosanti, N. (2024). Deciphering the Green Marketing Puzzle: Understanding the Interplay of Green Marketing Strategic Orientation, Attitude towards Green Marketing, Brand Integrity, and Purchase Intention. International Review of Management and Marketing, 14(4), 210–229. https://doi.org/10.32479/irmm.16224
Reid-Partin, K., & Chattaraman, V. (2023). Social Comparisons and Compensatory Consumption: The Art of Buying a Superior Self. Sustainability (Switzerland), 15(22). https://doi.org/10.3390/su152215950
Riyadi, M. I. (2024). Siaran Pers: Stabilitas Sektor Jasa Keuangan yang Terjaga dan Kinerja Intermediasi yang Kuat Sebagai Daya Dukung Perekonomian Nasional. Otoritas Jasa Keuangan. https://ojk.go.id/id/berita-dan-kegiatan/siaran-pers/Pages/Stabilitas-Sektor-Jasa-Keuangan-Terjaga-di-Tengah-Tren-Pelonggaran-Kebijakan-Moneter-RDKB-Sept-2024
Ruan, C., Lu, Z., Li, H., Lin, W., Li, D., & Yuan, J. (2023). More friends on SNS, more materialism? The moderating roles of self-esteem and social comparison orientation. PLoS ONE, 18(5 May). https://doi.org/10.1371/journal.pone.0283723
Son, J., & Jin, B. E. (2019). When do high prices lead to purchase intention? Testing two layers of moderation effects. Asia Pacific Journal of Marketing and Logistics, 31(5), 1516–1531. https://doi.org/10.1108/APJML-07-2018-0271
Xi, Y., Huo, J., Zhao, X., Jiang, Y., & Yang, Q. (2022). The effects of fear of missing out on social media posting preferences. European Journal of Marketing, 56(12), 3453–3484. https://doi.org/10.1108/EJM-10-2021-0814
Xiaoyu Fan, Dr. Rosya Izyanie Binti Shamshudeen, & Dr. Mohamad Saleeh Bin Rahamad. (2023). Empowering Chinese Young Female Fans on Social Media through Artificial Intelligence to Control their Body Image. Comunicar. https://doi.org/10.58262/v32i78.20
Zhang, Z. (2023). Validation of Self-Determination Scale: An Experiential Consumption Perspective. J. of Business and Management, 28(2), 89–119. https://doi.org/10.1504/jbm.2023.141300
Zheng, X., Baskin, E., & Peng, S. (2018). The spillover effect of incidental social comparison on materialistic pursuits: The mediating role of envy. European Journal of Marketing, 52(5–6), 1107–1127. https://doi.org/10.1108/EJM-04-2016-0208
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Published
2025-10-31
How to Cite
Sudrajad, I., & Edastama, P. (2025). The Role of Fear of Missing Out on Purchase Intention Through The Use of Paylater Services. Quantitative Economics and Management Studies, 6(5), 792–799. https://doi.org/10.35877/454RI.qems4155
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