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prices well. Most importantly, as a value proposition for the entire (family, religion and government programs). So this generation
company, prices have a major role in creating customer value and feels empowered and wants to make change for the better. Early
building relationships with consumers [12]. in their lives, Millennial demonstrated concern for others, the
environment and about global conditions. [27]. Here are some the
2.3 Social Influence characteristics of the millennial generation according to Fishman,
According to [16] social influence is an understanding of changes 2016:
in feelings, attitudes, thoughts, behaviors, intentional or • Millennial expect companies to understand their real life needs
unintentionally influenced by others. According to [12], consumer • Millennial want a profession with a purpose
behavior is influenced by people around them. Global Digital • Millennial were the first generation since 1943 to see themselves
Report in 2017, social media users reached 2.9 billion and 51.4% as part of a group not just as individuals
of this provided information in the form of digital video, text, • Millennial need instant feedback and praise, now and especially
images using smart phones on social media. In addition, the as they aged
growth of information dissemination was more than 25% • Millennial are the first generation to be raised in the digital
compared to the previous year [1]. Social influence occurs when world.
someone's emotions, opinions, or behavior are influenced by
others. According to [17], social influences include the influence
3. MATERIAL AND METHODS
of the media, parents, and peers. In general, peers are the main This framework is based on references from the previous journal.
influence followed by the media and parents [3]. Independent variables consist of Product Features, Price, and
Social Influence. Whereas for the dependent variable consists of
purchase intention variables and actual purchase behavior. Here is
2.4 Purchase Intention the theoretical framework.
Purchase intention is part of the consuming behavior component.
According to [18], purchase intention is the stage of respondents'
tendency to act before buying decisions are actually carried out Product
[19]. Purchase intention is related to the tendency of consumers to Features
take actual purchase actions and express the desire of consumers
to make purchases of goods and their assessment of alternative Purchase Actual
Price
options based on preference, experience and external factors, [20]. Intention Purchase
[12] also defines purchase intention as a measure of general Behavior
effectiveness and is used to anticipate behavioral response [1].
Purchase Intention relates to the tendency of consumers to take Social
actual action of purchase. According to [21], purchase intetion can Influence
be identified through the following indicators: [19]. ures
• Transactional intention: the tendency of someone to buy a Figure 1. Theoretical Framework
product Hypothesis:
• Referential intention: a person's tendency to refer products to H1: There is a significant effect between Product Features to
others Purchase Intention in the context of the selection of Android-
• Preferential intention: interest that describes the behavior of based smart phones in the millennial generation in
someone who has a primary preference for the product Jabodetabek, Indonesia.
• Explorative intention: an interest that describes the behavior of H2: There is a significant effect between price to Purchase
someone who is always looking for information about the Intention in the context of the selection of Android-based
products they are interested in and seeking information to smart phones in the millennial generation in Jabodetabek,
support the positive traits of the product. Indonesia.
H3: There is a significant effect between Social Influence to
2.5 Actual Purchase Behavior Purchase Intention in the context of the selection of Android-
Theory of Planned Behavior (TPB) is divided by three kinds of based smart phones in the millennial generation in
considerations which are behavioral beliefs: beliefs about the Jabodetabek, Indonesia.
likely of the behavior, normative beliefs: beliefs about other H4: There is a significant effect between Purchase Intention to
people's expectations to perform particular behavior, and control Actual Purchase Behavior in the context of the selection of
beliefs: beliefs about perceived factors which can facilitate or Android-based smart phones in the millennial generation in
impede performance of the behavior [22]. Some studies have Jabodetabek, Indonesia.
found a positive correlation between consumer purchase intention
and their actual buying behavior [22]. [23] saw that buying This research uses quantitative methods by distributing
intention was the originator of direct behavior. Therefore, [24] questionnaires to respondents. The researcher distributed the
define actual purchase behavior as individual readiness and questionnaire using a cross sectional method, which is the data
willingness to buy certain products or services [10] collected once [28]. Respondents used by researchers have the
following characteristic which is millennial generation (18-40
2.6 Millennial years) who use Android based smart phones in Jabodetabek.
According to [5], the generation of Millennial is a generation born Because this is market research, the minimum number of
in 1978-2000. From all aspects, Millennial generation according respondents used is 200 respondents as a requirement from Bina
to [25] is a generation that highly values diversity, prefers to Nusantara University, Indonesia. The design of the research
cooperate rather than take orders, and is very pragmatic when conducted an associative research because the purpose of this
solving problems. [26]. During millennial formative years three study is to investigate how it effect between variable and another.
societal support system necessary for young people were strong
2
The technique used to analyze data is the Structural Equation There are 3 criteria for assessing the measurement model (outer
Model (SEM). The purpose of SEM is to examine the relationship model) if using Smart PLS 3.0, which is: Convergent and
between latent variables and manifest variables [29]. There are Discriminant Validity, Composite Reliability and AVE .The rule
two types of SEM methods, namely: Covariance Based SEM and of thumb that is usually used to assess convergent and
Variance Based SEM (PLS-SEM) [30]. The researcher used the discriminant validity is that the outer loading value must be more
PLS-SEM method using Smart PLS 3.0 program. than 0.7 [30]
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c. There is no significant effect between Social Influence on
Significance Test Purchase Intention of 0.040 or 4%. It can be said that Social
Significant test in the SEM model with PLS aims to determine the Influence has little effect on Purchase Intention in the context
effect of exogenous variables on endogenous. This test is carried of the selection of Android-based smart phones in the
out by bootstrapping process with the help of Smart PLS 3.0. The millennial in Jabodetabek.
following summarizes the large value of the effect of exogenous d. There is a significant effect between Purchase Intention to
variables on endogenous variables. Actual Purchase Behavior by 27.7%. It can be said that Price
has a quite big effect on Purchase Intention in the context of the
Table 5. Significance Test selection of Android-based smart phones in millennial in
Direct Jabodetabek
Path T statistic T value Sig
Effect
The following are suggestions from researchers based on the
Product Features
7.535 1.96 0.450 Sig results of research tests that might be useful for industry and
Purchase Intention
subsequent research:
Price Purchase
9.266 1.96 0.537 Sig 5.1 For the smart phone industry
Intention
Social Influence Based on the results, when discussing Purchase Intention, the
Not
Purchase 1.364 1.96 0.040 smart phone industry should focus on increasing the consistency
Sig and competence of the Price variable and the Product Features
Intention
Purchase Intention variable. In this study, Price and Product Features variables are
Actual Purchase 5.035 1.96 0.277 Sig the variables that have the greatest effect. This variable can be
Behavior increased through indicators of the variable itself. On the other
hand the Social Influence variable has the smallest effect. The
Studies analyzing the results of this research using Smart PLS can smart phone industry must also pay attention to the indicators of
answer hypotheses and are stated below: the Social Influence variable. To improve Price variable
H1: Product Features has a significant influence to Purchase competencies, industries should give discounts or price
Intention with significance value shown is 7.535 and direct promotions. Second, the industry should also set smart phone
effect value is shown 0.450 or 45% prices according to the average price in the community. Third, the
H2: Price have a significant influence to Purchase Intention with industry should try its best to make the price distribution evenly
significance value shown is 9.266 and direct effect value is distributed in every location of smart phone sales. To improve the
shown 0.537 or 53.7% competence of the Social Influence variable, industries should
H3: Social Influence has a non-significant effect to Purchase focus more on media such as advertising on TV, magazines,
Intention with significance value shown is 1.364 and direct digital marketing, and other media facilities. The goal is for smart
effect value is shown 0.040 or 4% phones to be better known from all ages and social environments.
H4: Purchase Intention has a significant influence to Actual To increase the influence of Social Influence according to [31],
Purchase Behaviour with significance value shown is 5.035 the smart phone industry should develop in community relations.
and direct effect value is shown 0.277 or 27.7% By making an event that can help people in large numbers, hoping
The results of the effect test based on the hypothesis can be that with the event, the community feels helped and made easier
concluded as: Product features and Price has a significant effect to and awareness about these products can be increased which is
Purchase Intention (PF PI) (P PI). Social Influence do not formed through Word of Mouth.
significantly affect Purchase Intention (SI PI). And Purchase 5.2 For the next research
Intention has a significant effect on Actual Purchase Behaviour For the next research, the understanding of the smart phone
(PI AP). This means that consumers in Jabodetabek are more industry can be expanded by adding more variables and indicators
concerned with price and product features in the context of that affect Purchase Intention which can also affect Actual
choosing an Android-based smart phone. Purchase Behavior. By widening the sampling scale or target
location differently with a wider range can also be useful for
5. CONCLUSION researchers in obtaining broader results. In this study, researchers
This study aims to analyze how is the effect of Product Features targeted millennial where other generations have different
(PF), Price (P), and Social Influence (SI) on Purchase Intention characteristics in the use of technology. In addition to Android on
(PI) and its impact on Actual Purchase Behavior (AP) in the smart phones, the next research can also be expanded considering
context of Android-based smart phone selection in millennial in that Android is not the only player in the Operating System in the
Jabodetabek To analyze the effect between variables, this study smart phone industry.
uses the SEM method or the Structural Equation Model. Based on
the results of the analysis, it can be concluded as follows:
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