Simangunsong, Elita Priscilla (2025) Disonansi dalam impulsive buying penjualan live streaming via TIKTOK. Masters thesis, Universitas Pelita Harapan.
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Abstract
The development of TikTok’s live streaming feature has shaped a new pattern
of consumer behavior that is visual, interactive, and emotional, encouraging audiences
to make impulsive purchases that often result in a mismatch between expectations and
the actual product received. This study aims to understand the cognitive dissonance
experienced by consumers after making impulsive purchases through TikTok Live,
using a qualitative approach with descriptive phenomenological methods involving
seven purposively selected informants. Data were collected through in-depth
interviews and analyzed thematically to explore the subjective meanings of their
experiences. The findings show that persuasive host communication, urgency created
by limited-time promotions, and emotional involvement through pseudo-interactions
drive impulsive buying decisions that later trigger cognitive dissonance. Consumers
alleviate this psychological discomfort through motivated reasoning, such as
emphasizing the product’s positive aspects or attributing dissatisfaction to external
factors. Parasocial interactions and TikTok’s algorithm further reinforce the cycle of
impulsive buying. This study highlights that the construction of product meaning is a
result of complex digital social construction, while also contributing to digital
communication studies and offering practical insights for industry players to design
more ethical and reflective live streaming strategies
Item Type: | Thesis (Masters) |
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Creators: | Creators NIM Email ORCID Simangunsong, Elita Priscilla NIM01689230020 01689230020@student.uph.edu UNSPECIFIED |
Contributors: | Contribution Contributors NIDN/NIDK Email Thesis advisor Simangunsong, Benedictus A. NIDN0316047501 benedictus.simangunsong@uph.edu |
Uncontrolled Keywords: | Live Streaming ; Disonansi ; Impulsif ; Motivated Reasoning ; Rasionalisasi |
Subjects: | H Social Sciences > HM Sociology > HM 1201-1216 Communication |
Divisions: | University Subject > Current > Faculty/School - UPH Karawaci > Faculty of Social and Political Science > Master of Communication Science Current > Faculty/School - UPH Karawaci > Faculty of Social and Political Science > Master of Communication Science |
Depositing User: | Elita Priscilla Simangunsong |
Date Deposited: | 12 Jul 2025 09:05 |
Last Modified: | 12 Jul 2025 09:05 |
URI: | http://repository.uph.edu/id/eprint/69677 |