Online Promotion Strategy and the Role of Customer Reviews on Purchasing Decisions in E-Commerce

Authors

  • Shanti Nugroho Sulistyowati Universitas PGRI Jombang

Keywords:

Online Promotion Strategy, Customer Review, Purchase Decision

Abstract

The purpose of this study is to analyze Online Promotion Strategy and the Role of Customer Reviews on Purchasing Decisions in E-Commerce. Literature review is used as the method of this study. to collect, analyze, and summarize previous research on the topic. The results of the literature review analysis indicate that Online Promotion Strategy partially has a significant effect on purchasing decisions in E-Commerce; Customer Reviews partially have a significant effect on purchasing decisions in E-Commerce; Simultaneously Online Promotion Strategy and Customer Reviews have a significant effect on purchasing decisions in E-Commerce

References

Afrizal, & Nugroho, F. (2022). THE EFFECT OF PROMOTION, PRICE, AND BRAND IMAGE ON PURCHASE DECISIONS ON E-COMMERCE SHOPEE IN PANGKALPINANG CITY. International Journal of Economics, Business and Accounting Research (IJEBAR), 9(3), 356–363.

Al Mutanafisa, T., & Retnaningsih. (2021). The Effect of Sales Promotion and Knowledge on Impulsive Buying of Online Platform Consumers. Journal of Consumer Sciences, 6(1), 77–91. https://doi.org/10.29244/jcs.6.1.77-91

Anggraini, T. C., Widjayanti, W., & Puspita, A. B. I. (2023). Pengaruh Promosi dan Citra Merek Terhadap Keputusan Pembelian Pelanggan Shopee. Jurnal Ekonomi dan Manajemen, 2(1), 40–51. https://doi.org/10.56127/jekma.v2i1.428

Anugrah, I. B., Nurfarida, I. N., & Sarwoko, E. (2021). Determinan keputusan pembelian di Shopee: online customer review, brand image dan promosi. Management and Business Review, 5(2), 239–250. https://doi.org/10.21067/mbr.v5i2.5554

Anwar, M., Wibowo, S., Andrian, & Setiyani, I. N. (2023). The Influence of Celebrity Endorsers and Online Promotion on Purchasing Decision through Brand ImageInfluence Of Celebrity Endorsers And Online Promotion On Purchasing Decision Through Brand Image. East Asian Journal of Multidisciplinary Research, 2(10), 3989–4012. https://doi.org/10.55927/eajmr.v2i10.6060

Astuti, N. P., & Susila, I. (2022). Influence Analysis of Customer Ratings Reviews Online, Free Shipping Promotion and Discount Promotion on Purchasing Decisions in E-Commerce. Proceedings of the International Conference on Economics and Business Studies (ICOEBS 2022), 655(Icoebs), 38–46. https://doi.org/10.2991/aebmr.k.220602.006

Ayuningrum, V., Rizka Arumsari, N., & Tamara Fahira, K. (2024). The Influence of Digital Marketing, E-WOM, and Trust on Purchasing Decisions at blibli.com: A Case Study of blibli.com E-Commerce Consumers in Kudus. KnE Social Sciences, 2024, 157–168. https://doi.org/10.18502/kss.v9i17.16320

Cakim, I. M. (2010). Implementing Word Of Mouth Marketing.

Cindrakasih, R. R., Mu’min, H., Jumui, J., Utami, E. Y., & Agus Tapaningsih, W. I. D. (2024). The Effect of Digital Marketing Strategy, Brand Trust, and Customer Expectations on Online Purchasing Decisions on E-Commerce in West Java. West Science Interdisciplinary Studies, 2(03), 552–562. https://doi.org/10.58812/wsis.v2i03.726

Constantinides, E., & Holleschovsky, N. I. (2016). Impact of online product reviews on purchasing decisions. WEBIST 2016 - Proceedings of the 12th International Conference on Web Information Systems and Technologies, 1, 271–278. https://doi.org/10.5220/0005861002710278

Creswell, J. W. (2009). Research design: Qualitative, quantitative, and mixed methods approaches (Third). SAGE.

Edji, R. (2024). Fenomena Belanja Online Mengubah Gaya Hidup Masyarakat. rri.co.id. https://rri.co.id/bisnis/1009284/fenomena-belanja-online-mengubah-gaya-hidup-masyarakat

Erislan. (2024). Buku Ajar Manajemen Pemasaran Online. In Sustainability (Switzerland) (Vol. 11, Nomor 1). Mitra Ilmu. http://scioteca.caf.com/bitstream/handle/123456789/1091/RED2017-Eng-8ene.pdf?sequence=12&isAllowed=y%0Ahttp://dx.doi.org/10.1016/j.regsciurbeco.2008.06.005%0Ahttps://www.researchgate.net/publication/305320484_SISTEM_PEMBETUNGAN_TERPUSAT_STRATEGI_MELESTARI

Fahrozi, R., Rahmawati, D., Muldani, V., & Saddam, M. (2022). The influence of online customer review on trust and its implications for purchasing decisions on the Tokopedia marketplace. Jurnal Ad’ministrare, 9(1). https://doi.org/10.26858/ja.v9i1.36509

Ghea Ocktalissa Maedia, & Ayi Muhiban. (2023). The Influence of Online Prices and Promotions on Purchase Decisions on the Shopee Marketplace (Case Study at PT. Gucci Ratu Textile, Cimahi City, West Java). International Journal of Integrative Sciences, 2(6), 887–910. https://doi.org/10.55927/ijis.v2i6.4766

Hanifah, R. N., & Fadila, A. (2023). Pengaruh Online Customer Review Dan Online Customer Rating Terhadap Keputusan Pembelian Pada Marketplace Lazada. Public Service And Governance Journal, 4(1), 230–245.

Helmi, L. cpl N. (2019). No Title. REVOLUSI INDUSTRI 4.0 DAN PENGARUHNYA BAGI INDUSTRI DI INDONESIA.

HIKMAH, A. (2023). PENGARUH CUSTOMER RATING DAN CUSTOMER REVIEW TERHADAP KEPUTUSAN MEMBELI PADA APLIKASI GO-FOOD DENGAN PRICE DISCOUNT SEBAGAI VARIABEL MODERATING PADA GENERASI MILENIAL DI KOTA MAKASSARیلیب. Nucl. Phys., 13(1), 104–116.

Jamaludin, A., Arifin, Z., & Hidayat, K. (2015). KEPUTUSAN PEMBELIAN ( Survei Pada Pelanggan Aryka Shop di Kota Malang ). Pengaruh Promosi Online dan Persepsi Harga Terhadap Keputusan Pembelian, 21(1), 1–8.

Juwita, M., Waluyo, T., & Digdowiseiso, K. (2023). The Influence of Digital Marketing, Online Customer Reviews and Promotions on Purchasing Decisions for Shopee E-Commerce Users in East Pejaten. Jurnal Syntax Admiration, 4(4), 714–726. https://doi.org/10.46799/jsa.v4i4.891

Khuan, H., Rahmiyati, N., Mendrofa, K. J., Santi Diwyarthi, N. D. M., & Mas Wiartha, N. G. (2024). Analysis of Consumer Perceptions of Product Quality, Sales Promotion, and Ease of Purchase in Increasing Purchasing Decisions at Start-up Companies in Indonesia. West Science Interdisciplinary Studies, 2(01), 264–271. https://doi.org/10.58812/wsis.v2i01.614

kompas.id. (2017). Fenomena E-commerce dalam Pemerataan Ekonomi Digital di Indonesia. kompas.id. https://www.kompas.id/baca/adv_post/fenomena-e-commerce-dalam-pemerataan-ekonomi-digital-di-indonesia

Kustiwi, I.A. 2024. “Accounting Information System (AIS): Integration of Artificial Intelligence and Management in Farm Tourism Kelompok Tani Elok Mekar Sari.” DiE: Jurnal Ilmu Ekonomi Dan Manajemen 15(1):123–31. doi: 10.30996/die.v15i1.10634.

Kustiwi, I. A., Hwihanus, H. 2023. Sistem Informasi Akuntansi Dari Sisi Audit Internal. JPEKBM (Jurnal Pendidikan Ekonomi, Kewirausahaan, Bisnis, dan Manajemen, Vol 7, No 2.

Monitaria, A. M., & Baskoro, E. (2021). Pengaruh Harga, Pelayanan Dan Promosi Pnline Terhadap Keputusan Pembelian Pada Rumah Makan Gubuk Tiwul. Pharmacognosy Magazine, 75(17), 399–405.

Novelayanti, M. D., Wulandari, A., & Yahya, A. (2014). THE EFFECT OF PROMOTIONS AND ONLINE CUSTOMER REVIEWS ON PURCHASE DECISIONS MEDIATED BY BRAND IMAGE ON ERIGO PRODUCTS ON SHOPEE E-COMMERCE. Indonesian Interdisciplinary Journal of Sharia Economics (IIJSE), 7(2), 3991–4004.

Pransiska, L. A., Sumartik, S., & Sari, H. M. K. (2024). Peran Kualitas Produk, Online Customer Review, Dan Customer Rating Terhadap Keputusan Pembelian Produk Kecantikan Pada Tiktokshop. Journal of Economic, Bussines and Accounting (COSTING), 7(2), 3619–3627. https://doi.org/10.31539/costing.v7i2.9055

Prasetyono, A. S., Suyono, J., Artaya, I. P., & Faviandhi, Q. (2021). The Impact of Promotion and Price on Purchase Decision Consumers at Marketplace Shopee. International Journal of Integrated Education, Engineering Business, 4(2), 79–86.

Prastiwi, E. H. (2022). The Impact of Instagram Social Media and e-Mouth of words as a Marketing Strategy on Purchasing Decisions. Die, 13(2), 151–156. https://doi.org/10.30996/die.v13i2.7296

Pratiwi, D. A. N., & Suwitho. (2020). Pengaruh Promosi Online, Harga Dan Kepercayaan Terhadap Keputusan Pembelian Pada Toko Online Shop Shopee. Jurnal Ilmu dan Riset Manajemen, 9(8), 1–18.

Priansa, D. J., & Suryawardani, B. (2020). Effects of E-Marketing and Social Media Marketing on E-commerce Shopping Decisions. Jurnal Manajemen Indonesia, 20(1), 76–82. https://doi.org/10.25124/jmi.v20i1.2800

Rachmiani, Oktadinna, N. K., & Fauzan, T. R. (2024). The Impact of Online Reviews and Ratings on Consumer Purchasing Decisions on E-commerce Platforms. 4(December), 504–515.

Ramadhanty, N., Halik, A., & Prastiwi, E. H. (2023). The Influence Of Service Quality Dimensions On Customer Loyalty With Customer Satisfaction As An Intervening Variable. International Journal of Science, Technology & Management, 4(4), 1067–1080. https://doi.org/10.46729/ijstm.v4i4.884

Regina, R., Rini, E. S., & Sembiring, B. K. F. (2021). Pengaruh Online Customer Review dan Promosi Melalui E-Trust Terhadap Keputusan Pembelian Bukalapak di Kota Medan. International Journal of Research and Review, Volume 8(8), 236–243.

Rijal, S., Hidayah, R. W., Caezar, A., Tadampali, T., Purnamasari, W., Education, E., Makassar, U. N., & Selatan, S. (2024). The Effect of Promotion , Discount , Service Quality on Consumer Satisfaction through Purchase Decisions on E-commerce as Intervening Variables on Students of the Faculty of Economics ,. 2(3), 574–583.

Rizkinaswara, L. (2020). Revolusi Industri 4.0.

Rob Stokes. (2008). eMarketing: The Essential Guide to Online Marketing Second Edition.

Rosário, A., & Raimundo, R. (2021). Consumer marketing strategy and e-commerce in the last decade: A literature review. Journal of Theoretical and Applied Electronic Commerce Research, 16(7), 3003–3024. https://doi.org/10.3390/jtaer16070164

Sariyanti, Tulhusnah, L., & Soliha, S. (1967). PENGARUH HARGA DAN PROMOSI ONLINE MELALUI INSTAGRAM TERHADAP KEPUTUSAN PEMBELIAN DENGAN MINAT BELI SEBAGAI VARIABEL INTERVENING PADA TOKO RIFKHASIRA DI SITUBONDO (Studi kasus mahasiswa Universitas Abdurachman Saleh Situbondo Angkatan 2018). 1765–1783.

Shellen, & Husein, A. E. (2025). The Influence of Promotion , E-Wom and Trust on Purchasing Decisions on E- Commerce Lazada in Batam City. 398–414.

Ullal, M. S., Spulbar, C., Hawaldar, I. T., Popescu, V., & Birau, R. (2021). The impact of online reviews on e-commerce sales in India: a case study. Economic Research-Ekonomska Istrazivanja , 34(1), 2408–2422. https://doi.org/10.1080/1331677X.2020.1865179

Usmiati, E., Ferdinal, A., & Purwanto, K. (2023). The Influence Of Online Customer Review And Online Customer Rating On Purchasing Decisions At The Shopee Marketplace. JPIM (Jurnal Penelitian Ilmu Manajemen), 8(3)(1), 344–355.

Utomo, S. budi, Risdwiyanto, A., & Judijanto, L. (2024). Pemasaran Digital: Strategi dan Taktik (A. Zulfikri (ed.)). PT. Sanskara Karya Internasional. https://books.google.com/books?hl=en&lr=&id=o8CAEAAAQBAJ&oi=fnd&pg=PP2&dq=pemasaran&ots=dop-VjbzRY&sig=R9vli4ygkVUA5KzfcyCuCimmmUc

Wirastomo, J. T., & Handayani, L. S. (2022). THE EFFECT OF PROMOTION, PRODUCT REVIEW, AND SECURITY ON PURCHASING DECISION. Jurnal Syntax Transformation, 33(1), 1–12.

Zahid, F., & Ruswanti, E. (2024). Electronic Word Of Mouth, Brand Image, Purchase Intention And Customer Purchase Decisions For Skinceuticals Users. Jurnal Ilmiah Manajemen Kesatuan, 12(1), 229–244. https://doi.org/10.37641/jimkes.v12i1.2414

Downloads

Published

2025-07-28

How to Cite

Sulistyowati, S. N. . (2025). Online Promotion Strategy and the Role of Customer Reviews on Purchasing Decisions in E-Commerce. International Conference On Economics Business Management And Accounting (ICOEMA), 4(1), 753-763. Retrieved from https://conference.untag-sby.ac.id/index.php/icoema/article/view/5651

Issue

Section

Articles