ANALISIS PENGARUH VARIABEL-VARIABEL MOTIVASI TERHADAP KECENDERUNGAN MELAKUKAN COMPULSIVE BUYING DI ”SOGO GALAXY MALL DAN TUNJUNGAN PLAZA”

Recently, the growth of retail industry shows big progress. It impacts the rise of new retailers’ especially department store. Department stores become a shopping choice because of the varieties of goods for adult to children’s stuffs. This research draws the customer behavior of department store in shopping. The aim of this study is to draw the influences of motivation variables toward the possibility of compulsive buying. Primary data used in this research is through questioner spreading to respondents. Sample is used in this research is 100 respondents with purposive sampling technique and analysis with the OLS technique. The result shows that buying unobserved, product and information variety do not impacts to the customer to conduct compulsive buying. The factor that influence customer to be compulsive is avoid social interaction and immediate positive feeling