International Journal of Marketing & Human Resource Research

e-ISSN: 2746-4040
Vol. 2, No. 1, January 2021

The Effect of Social Media Marketing on Purchase

Decision of K-Pop Idol Iz*One's Albums in
Palembang
Siti Ulfa Ridayani1), Juhaini Alie2), Roswaty3)
1), 2), 3)
Universitas Indo Global Mandiri, Palembang, Indonesia
Email: [email protected]), [email protected]), [email protected])
Abstract
This study aims to investigate the influence of social media marketing on album purchase decisions, as well as to
explore the causes of the wide reach of fans in Palembang City in deciding to purchase the Idol K-pop album
Iz*One. Data from fans who use Instagram and Twitter are collected through a questionnaire. This study
implements a simple linear regression method to analyze data. The results of the investigation show that social
media marketing has a significant effect on the decision to buy Idol K-pop album Iz*One. This study can provide
insights for K-pop idol agencies. The result indicates that to reach Indonesian fans and affect purchasing decision,
an agency should optimise their social media marketing strategy.
Keywords: digital marketing, social media marketing, k-pop, purchase decisions, consumer behaviour
1. Introduction
The development of the current era 4.0, K-pop Idol competition is getting tighter in determining
the target market globally. Popularity is difficult to reach if the target market does not match
what the public is interested in. Seeing the advancement of the era, it is only natural for K-pop
Idol management to start marketing their idols using Digital Marketing media. Digital
Marketing components such as Social Media Marketing are considered more effective than
other strategies, because they can reach people all over the world. Social Media Marketing
components that have great potential to reach overseas fans are Instagram and Twitter, where
Instagram and Twitter are able to reach and influence K-pop fans among teenagers who actively
play social media Instagram and Twitter. In Indonesia, K-pop idols are no stranger to people.
This is due to the spread of Idol's popularity which uses one of the components of the Digital
Marketing strategy, namely Social Media Marketing with the media of Instagram and Twitter,
which targets the K-pop fan market in Indonesia.
Iz*One is one of the well-known K-Pop idols who has successfully penetrated the international
market. Idol Iz*One is a K-pop Idol which is a vocal group combined Japanese and South
Korean women who have now become idols of young people. Under the label Swing
Entertainment and Off the Record Entertainment in South Korea, as well as AKS in Japan, they
offer a new color to the world K-Pop music scene. Since 2018 Iz*One has been formed by CJ
E&M through a competition reality show on TV Produce48. Iz*One members were then
selected through online voting (Saretta, 2020). Iz*One's Idol fans, who have spread globally,
are fanatically competing in buying merchandise, especially albums to show their consumptive
behavior. The buying decision itself is caused by the consumptive nature of the fans. This
consumptive consumer behavior is used by management as best as possible to increase
attractive promotions.
Based on the phenomenon that occurs from the research background, the writer has an interest
in researching more deeply about how Social Media Marketing-based promotions can influence
the decision to purchase Iz*One’s Idol K-pop album in Palembang. Therefore, the researcher

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e-ISSN: 2746-4040
Vol. 2, No. 1, January 2021

will conduct further research on the influence of social media marketing on the purchase
decision of iz*one’s k-pop idol album in palembang city. Research Problem Formulation Based
on the uarian from the research background and problem identification above, it can be
formulated that the problem in this research is: How is the influence of social media marketing
on the decision to buy K-Pop album Iz*One Idol in Palembang? The purpose of this study was
to determine and analyze the influence of social media marketing on purchasing decisions of
Iz*One K-pop albums in Palembang. As well as knowing how much influence Social Media
Marketing has had in spreading the popularity of K-pop idols in Indonesia, especially in the
city of Palembang.
2. Literature Review
2.1 Management
Management according to Naim & Asma (2019) is a distinctive process, which consists of the
following actions: Planning, Organizing, Activating and Monitoring which are carried out to
determine and achieve targets that have been determined through the use of human resources
and other sources.
2.2 Management Functions
Management functions according to (Hery, 2019), include:
1. Planning: (a) Selection or setting of organizational goals and; (b) Determining the
strategies, policies, projects, programs, procedures, methods, systems, budgets and
standards needed to achieve the standards.
2. Organizing: (a) Determination of the resources and activities needed to achieve
objectives; (b) The design and development of organizations or work groups to achieve
goals; (c) Assignment of responsibilities; (d) Delegation of authority to individuals; (e)
Composition of personnel: recruitment, training, development, placement and orientation
of employees in a favorable and productive work environment.
3. Directing: getting or getting employees to do what they want and need to do. This function
asks employees to move towards achieving organizational goals.
4. Monitoring: discovery, application of means and equipment to ensure that the disaster has
been carried out in accordance with the established style.
2.3 Marketing Management
Marketing management is defined as an art and science in selecting target markets and getting,
maintaining, and growing customers by creating, delivering, and communicating superior
customer value (Hery, 2019). According to Gary Armstrong et al. (2015), marketing is a process
by which companies create value for customers and build strong customer relationships to
capture value from customers in return.
2.4 Social Media Marketing
Social Media Marketing is promotion or marketing carried out using social media (Instagram,
Facebook, Twitter, Telegram, etc.) (Wahid, 2021; Wahid & Wadud, 2020). Mileva & DH (2018)
argues that social media marketing is a form of direct or indirect marketing that is used to build
awareness, recognition, memory, and action for brands, businesses, products, people, or other
entities and is carried out by use tools from the social web such as blogging, microblogging,
social networking, social bookmarking, and content sharing.

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Vol. 2, No. 1, January 2021

There are 5 indicators of Social Media Marketing Variables according to (As'ad et al., 2014),
including:
1. Online Comunities. A company or business can use social media to build a community
around its product / business. A vibrant community creates loyalty and encourages
discussion, which can contribute to business development and improvement (Taprial &
Kanwar, 2012).
2. Interaction. Facebook page or Twitter account can notify all the followers of a particular
subject quickly and simultaneously (Berselli et al., 2012). Social networking sites allow
greater interaction with the online community through broadcasting current, consumer-
relevant information (Fischer & Reuber, 2011).
3. Sharing of Content. The sharing dimension is about the extent to which a person changes,
distributes, and receives content in a social media setting. (Babac, 2011).
4. Accessibility. Social media is easily accessible and requires little or no cost to use. Social
media is easy to use and doesn't require any special skills, knowledge to use. (Taprial &
Kanwar, 2012).
5. Credibility. It is all about getting your message across clearly to people, building
credibility for what you say or do, connecting emotionally with your target audience,
motivating buyers and generating customer loyalty. Social media provides an excellent
platform for all businesses (big or small) to network and reach their target audience,
connect with them directly and generate trust by listening to what they have to say.
(Taprial & Kanwar, 2012).
2.5 Components of a Purchasing Decision
According to (Sunyoto, 2012) the purchase decision has a structure of seven components
consisting of:
1. Decisions about the type of product Consumers can make decisions to buy a product or
use the money for other purposes. Companies should focus on the people who are
interested in buying the product and other alternatives they are considering.
2. Decisions about the shape of the product. The decision regarding the shape of the product
concerns the size, sound quality, style, and others. The company must first carry out
marketing research to find out what consumers like about the product in order to
maximize the appeal of its brand.
3. Decisions about brands. Consumers must make decisions about which brands to buy
because each brand has its own differences.
4. Decisions about the seller. The consumer must make a decision on where to buy the
product. Manufacturers, wholesalers and retailers need to know how consumers choose a
particular seller.
5. Decisions about the number of products. Consumers can make decisions about the
number of products he will buy. Companies must be able to prepare the number of
products according to the different desires of buyers.
6. Decisions about when to purchase. The decision to buy an item is closely related to the
availability of money owned by consumers. Companies must know the factors that
influence consumer decisions in determining the time of purchase so that the company
can manage production time and marketing activities.
7. Decisions about payment methods. Consumers must make decisions about the method or
method of payment for products purchased, whether in cash or in installments. The

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Vol. 2, No. 1, January 2021

company must know what the buyer wants the payment method for.
2.6 Theoretical Framework

Figure 1. Theoretical Framework

It is suspected that there is an influence of social media marketing on the decision to purchase
Iz*One’s Idol K-pop album in Palembang. The hypothesis can be described as follows:
H0: There is no influence of social media marketing on purchasing decisions
Ha: There is an influence of social media marketing on purchasing decisions
3. Research Method
3.1 Population and Sample
In the research that was conducted, the population that became the source of the research data
was 400 fans and non-fans of teenagers aged 14-27 years who resided in the city of Palembang.
The source of the data population was taken from the Palembang WIZ*ONE community,
members of the Hansarang Club Palembang, and teenage fans who were scattered without
joining any particular club or community. Researchers used the Slovin formula to examine a
portion of the sample from the existing population, where the researcher would take 80 samples
of teenagers as fans of Idol K-po Iz*One as a research source. To determine the number of
samples, the error rate that the authors use is 10%.
3.2 Data Analysis Techniques
Researchers used quantitative analysis methods and data analysis. Research instrument test,
simple linear regression test, correlation coefficient test, determination coefficient test,
statistical test and classical assumption test in managing research data. Data were analyzed
using the Likert scale score method. Likert scale is used to measure attitudes, opinions, and
perceptions of a person or a group of certain social phenomena. Research data that has been
disseminated, collected and calculated and analyzed with IBM SPSS 26 and SPSS 16 to prove
the influence of the independent variable (social media marketing) and the dependent variable
(purchase decision).
4. Findings and Discussions
Based on the data that has been collected, 80 respondents consist of K-popers Palembang. From
the data that has been obtained consists of male and female respondents, age of the respondent
(14-30 years), and respondents who are members of the community and respondents who are
not part of the community but like things about K-Pop. 26 male respondents, 54 female
respondents who filled out the questionnaire. The researcher found a variety of teenagers who
belong to the K-popers community and who are not included in the community. There are
approximately 20 different k-pop communities participating in the questionnaire filling.

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Vol. 2, No. 1, January 2021

4.1 Test Research Instruments

4.1.1 Validity Test
Each of the Social Media Marketing and Purchasing Decision variables has 8 questions that the
researcher has adjusted with each indicator. The total questions for each indicator on these two
variables reached 16 questions. Each question item has r count> r table (0.1852) which states
that the data that the researcher has managed is valid or has a positive value on the Social Media
Marketing variable on the Purchasing Decision variable.
4.1.2 Reliability Test
In testing these data, to measure the reliability test is Cronbach's Alpha> 0.60. Data obtained
for each variable is Cronbach's Alpha> 0.60. So the results obtained are the independent
variable and the dependent variable is reliable because the Cronbach's Alpha test data is greater
than the measurement of 0.60.
4.2 Simple Linear Regression Test
Table 1. Simple linier regression test result
Coefficientsa
Standardized
Unstandardized Coefficients
Model Coefficients T Sig.
B Std. Error Beta
(Constant) -4,559 5,360 -,851 ,398
1 SOCIAL
MEDIA 1,093 ,151 ,635 7,256 ,000
MARKETING
a. Dependent Variable: KEPUTUSAN PEMBELIAN
From the data generated, it can be explained that the relationship between variables in the
regression model between equations is as follows: Y = a + bX → Y = - 4,559 + 1,093 X
4.3 Coefficient correlation test
Table 2. Coefficient correlation test result
Model Summary
Std. Error of the
Model R R Square Adjusted R Square Estimate
1 ,635a ,403 ,395 3,762
a. Predictors: (Constant), SOCIAL MEDIA MARKETING
Correlation coefficient data testing was tested using Table R contained in the Summary Model
in data processing IBM SPSS 26. From the data that researchers tested, the results showed that
R (Correlation Coefficient)=0.635, it can be said that there is a relationship between
independent variables (Social Media Marketing) the dependent variable (Purchase Decision).
There is an influence between the Social Media Marketing variables on the Purchasing Decision
variable by 63.5%. In the Interpretation measurement, a High Interval result was found.

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Vol. 2, No. 1, January 2021

4.4 Determination Coefficient Test

Table 3. Determination coefficient test result
Model Summary
Std. Error of the
Model R R Square Adjusted R Square Estimate
1 ,635a ,403 ,395 3,762
a. Predictors: (Constant), SOCIAL MEDIA MARKETING
In testing the coefficient of determination (R2), the coefficient of determination (R2 / R Square)
is 0.403. That the measurement of the independent variable (Social Media Marketing) on the
dependent variable (Purchase Decision) is 40.3%.
4.4 T-Test (Partial)
Table 4. T-test partial result
Coefficientsa
Standardized
Unstandardized Coefficients
Model Coefficients t Sig.
B Std. Error Beta
(Constant) -4,559 5,360 -,851 ,398
1 SOCIAL
MEDIA 1,093 ,151 ,635 7,256 ,000
MARKETING
a. Dependent Variable: KEPUTUSAN PEMBELIAN
The Independent variable (Social Media Marketing) has a significant value in the table of 0.000,
while the significant level is set at 0.05 or 5%. While the value of T-count is t-count (7,256)> t-
table (1,991). It can be concluded that H0 is rejected and Ha is accepted because there is an
influence between the independent variable (Social Media Marketing) on the dependent
variable (Purchase Decision).
4.5 Classical Assumption Test
4.5.1 Normality Test
To test the normality data, researchers used the IBM SPSS 26 Statistics in the One-Sample
Kolmogorov-Smirnov Test table. Based on the results of the normality test data that researchers
have done, it is known that the significant value of the Social Media Marketing variable is
0.014> 0.05 and the Purchasing Decision variable, it is known that the significant value is
0.200> 0.05, the data is greater than the 0.05 significance value. It is concluded that the data on
these variables are normally distributed.
4.5.2 Heteroscedesity Test

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Figure 2. Heteroscedesity Test

Heteroscedesity data can be predicted through the Scatterplot pattern, test data that do not
experience Heteroscedesity the pattern will spread above and below or around 0, the spread of
the pattern does not form a clustered and narrow wave, but is patterned in the range of 0 points.
4.5.3 Multicollinearity Test
The Social Media Marketing variable indicates that the Tolerance Value and VIF = 1,000, where
the test value is more than 10. It can be concluded that the Social Media Marketing variable
data is free from multicollinearity.
4.5.4 Autocorrelation Test
With the formula obtained is Table DW> dU and ≤ (4 - dU), in the Autocorrelation Test it is
known that the value of Durbin-Watson (DW) = 1,813. While the significant table value is 0.05
with a sample size of 80 from the Social Media Marketing variable (K = 1) = 1.80 with the dU
results obtained in the table DW = 1.6620. Then the results obtained in the DW test are greater
than the dU limit and less than (4 - dU) = 4 - 1.6620 = 2.338.
4.6 The Influence of Social Media Marketing on Purchasing Decisions
From research that researchers have tested and analyzed, it is known that the Social Media
Marketing (X) variable has an influence on the Purchasing Decision variable (Y). It is proven
in the simple regression test that the t-count value (7,256)> t-table (1,992) and the t-table (0,000)
<t-significant level (0.05). This proves that the effect of the hypothesis H0 is rejected and Ha is
accepted because of the influence. Whereas in the measurement of the Determination
Coefficient (R2) the Independent variable (Social Media Marketing) on the dependent variable
(Purchase Decision) was 40.3%.
From the results of simple linear regression data analysis, the results obtained are Y = - 4,559
+ 1,093 X. In the measurement of the dependent variable, if there is only 1 independent variable,
the results of the SPSS data test are more than 1 for each increase. This has a positive and

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Vol. 2, No. 1, January 2021

significant effect because every 1% increase in the independent variable will cause an increase
in the dependent variable of 1.093%.
In the measurement using the validity test, the value of R-count> R-table (0.1852). The analysis
obtained in the test shows that each data is tested valid. Whereas in measuring reliability using
the Cronbach's Alpha measurement model, the data tested was greater than 0.60 (Cronbach's
Alpha> 0.60), it was stated that the data was reliable. The conclusion is that the Validity Test
and Reliability Test are positive on the Social Media Marketing variable against the Purchasing
Decision variable.
5. Conclusion
The results of this study found that Social Media Marketing has a considerable impact on K-
pop culture, especially in increasing sales and album purchase decisions among fans. In the
research conducted, researchers set boundaries only for K-pop fans in the city of Palembang.
In this research, it was found that many fans were interested in participating in the research. For
future researchers, it is hoped that it can expand the reach of the research so that many k-popers
can participate in further research.
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