Pengaruh Saluran Distribusi, Gaya Hidup dan Kelompok Acuan Terhadap Minat Beli Ulang Air Minum Dalam Kemasan Merek Cleo di Surabaya


  • Misbachul Munir Universitas Sunan Giri Surabaya, Sidoarjo, Indonesia
  • Amartya Fazrani Widya Putri Universitas Sunan Giri Surabaya, Sidoarjo, Indonesia



Distribution Channels; Lifestyle and Reference Groups; Repurchase Interests


Water is a basic element of living things, they cannot survive without water. If we consume less water, it can cause changes in plasma volume thermoregulation, hallucinations, and can even cause death. Meeting the human need for water creates bottled drinking water. With the existing brand competition, companies want to know the aspects that determine buying interest in money. The purpose of this study was to determine the role of distribution channels, lifestyle, and reference groups in the formation of repurchase interest in bottled water with the Cleo brand. This research is a quantitative research. The population of this study is an infinite number of consumers of Cleo brand bottled drinking water in Surabaya. The sample used was 100 respondents with multiple linear regression analysis techniques. The results of the three independent variables are proven to have a role to influence consumers when they take action to buy water in the Cleo brand packaging. Distribution channels, lifestyle, and reference groups have a real role in generating repurchase interest


Download data is not yet available.


Alias, Kantiah & S. Jeyakumar. (2019). Marketing Management. Orangebook Publication, India.

Ali?i?, A. & T. Duman. (2013). Comparing the efficiency of distribution methods in home appliance industry. European Journal of Business and Social Sciences, 2 (5), 56-75.

An?elkovi?, A., N. Barac & M. Radosavljevi?. (2017). Analysis of Distribution Channel’s Successfulness-The Case of the Retail Chains in the Republic of Serbia. Economic Themes, 55(4), 505-507.

Ansbacher, H. L. (1967). Lifestyle: A historical and systematic review. Journal of Individual Psychology, 23 (2), 191–212.

Assael, H. (1998). Consumer Behavior and Marketing Action. International Thomson Publishing.

Babin, B. J. & E. Harris. (2018). Consumer behavior. 8th ed. Cengage, Boston.

Blackwell, R. D., P. W. Miniard & J. F. Engel. (2001). Consumer Behavior. The Dryden Press, Orlando.

Cronin, J. J., M. K. Brady & G. T. M. Hult. (2000). Assessing the effects of quality, value, and customer satisfaction on consumer behavioral intentions in service environments. Journal of retailing, 76(2), 193-218.

Danzer, A. M., B. Dietz, K. Gatskova, & A. Schmillen. (2014). Showing to the new neighbors? Income, socio-economic status and consumption patterns of internal migrants. Journal of Comparative Economics, 42 (1), 230-245.

Darmawan, D. (2015). Metodologi Penelitian. Metromedia, Surabaya.

Doyle, Peter & Phillip Stern. (2006). Marketing Management and Strategy. 4th Ed. Financial Time Prentice Hall, England.

Fungai, M. (2017). Factors influencing customer repurchase intention in the fast food industry: a case study of Innscor-Mutare, Zimbabwe. Business & Social Sciences Journal, 2(1), 113-133.

Gheysari, H., A. Rasli, P. Roghanian & N. Norhalim. (2012). A Review on the Market Orientation Evolution. Procedia - Social and Behavioral Sciences, 40(0), 542-549.

Hair Jr., J.F., W. C. Black, B. J. Babin & R. E. Anderson. (2014). Multivariate Data Analysis. 7th edition. Pearson Education. New York.

Hawkins, D. I., R. J. Best, & K. A. Coney. (2004). Consumer Behavior: Building marketing strategy. New York: McGraw Hill.

Huang, C. C., S. W. Yen, C. Y. Liu, & T. P. Chang. (2014). The relationship among brand equity, customer satisfaction, and brand resonance to repurchase intention of cultural and creative industries in Taiwan. International Journal of Organizational Innovation, 6(3), 106-120.

Indumathi & A. K. Dawood. (2016). Impact of Marketing Mix on Consumer Buying Behavior in Organic Product. International Journal of Research in Finance and Marketing, 6(10), 43–54.

Jahroni., E. A. Sinambela., R. Mardikaningsih., & D. Darmawan. (2021). Pengaruh Citra Toko, Suasana Toko dan Harga terhadap Keputusan Pembelian. Jurnal Pendidikan Tambusai, 5(3), 10234-10241.

Jamil, R. A., & S. Rameez ul Hassan. (2014). Influence of celebrity endorsement on consumer purchase intention for existing products: a comparative study. Journal of Management Info, 4(1), 1-23.

Janssen, M., R. Walravens, E. Thibaut, J. Scheerder, A. Brombacher & S. Vos. (2020). Understanding diferrerent types of recreational runners and how they use running-related technology. International Journal of Environmental Research and Public Health, 17 (7), 1–18.

Keller, K. L. (2001). Building customer-based brand equity: creating brand resonance requires carefully sequenced brand-building efforts. Marketing Management, 10(2), 15-19.

Kerin, R.A. & S. W. Hartley. (2019). Marketing. 14th ed. McGraw-Hill, New York.

Kim, M., & C. Kim. (2020). Lifestyle and travel motivation of the elderly in South Korea: Baseline characteristics and the relationship between demographic factors. International Journal of Hospitality & Tourism Administration, 21 (2), 141–64.

Long-Yi Lin & Yeun-Wen Chen. (2009). A study on the influence of purchase intentions on repurchase decisions: the moderating effects of reference groups and perceived risks. Tourism Review, 64(3), 28 - 48.

Moschis, P. G. (1976), Social Comparison and Informal Group Influence. Journal of Marketing Research, 13(3), 237-244.

Moutinho, L. (1987). Consumer behaviour in tourism. European Journal of Marketing, 21(10), 5-44.

Nasirun, N., S. M. Noor, A. A. Sultan, & W. M. Haniffiza. (2019). Role of marketing mix and halal certificate towards purchase intention of agro based products. International Journal, 2(7), 37-46.

Park, C. W., & V. P. Lessig. (1977). Students and housewives: Differences in susceptibility to reference group influence. Journal of Consumer Research, 4(2), 102-110.

Petraccia, L., G. Liberati, S. G. Masciullo, M. Grassi, & A. Fraioli. (2006). Water, mineral waters and health. Clinical Nutrition, 25(3), 377-385.

Rajaobelina, L. & J. Bergeron. (2009). Antecedents and consequences of buyer-seller relationship quality in the financial services industry international. International Journal of Bank Marketing, 27(5), 359-380.

Retnowati, E., D. Darmawan., R. Mardikaningsih., & E. A. Sinambela. (2021). Pengaruh Pencapaian Kepuasan Konsumen Rumah Makan Berdasarkan Kesan Kualitas Produksi dan Harga. Jurnal Ekonomi dan Ekonomi Syariah, 4(2), 1382-1389.

Rosenberg, L. J. (1974). A new approach to distribution conflict management. Business Horizons, 17 (5), 67-74.

Schiffman, L.G. & L. L. Kanuk. (2004). Consumer Behavior. 8th ed. Pearson Education Prentice-Hall, Upper Saddle River, New Jersey.

Solomon, M. R. (2020). Consumer behavior: buying, having, and being. 13th ed. Pearson, Harlow.

Swart, E. M. (2021). The effect of lifestyle and perceived value on the purchase intention of consumers in the cellular industry. Doctoral dissertation, North-West University, South Africa.

Witt, E. B. & D. G. Bruce. (1972), Group Influence & Brand Choice Congruence. Journal of Marketing Research, 9(4), 440-443.

Witt, E. T. (1969). Informal Social Group Influence on Consumer Brand Choice. Journal of Marketing Research, 6(4), 443-476.

Witzling, L. & B. R. Shaw. (2019). Lifestyle segmentation and political ideology: Toward understanding beliefs and behavior about local food. Appetite, 132, 106–113.

Bila bermanfaat silahkan share artikel ini

Berikan Komentar Anda terhadap artikel Pengaruh Saluran Distribusi, Gaya Hidup dan Kelompok Acuan Terhadap Minat Beli Ulang Air Minum Dalam Kemasan Merek Cleo di Surabaya


Submitted: 2022-03-10
Published: 2022-03-28
Abstract View: 160 times
PDF Download: 143 times