J
Jurnal Bisnis, Ekonomi, Manajemen, dan Kewirausahaan Abnus Publisher

The Effect of Location, Design, Price, Promotion on Housing Purchase Decisions in Pasuruan Grand City

2026-05-26
Published
24-32
Pages
OPEN
Access
MK
Muhammad Khoiron
Dr. Soetomo University, Surabaya, Indonesia
BP
Bambang Raditya Purnomo
Dr. Soetomo University, Surabaya, Indonesia
Abstract

Purpose: This study aims to analyze the effects of location, building design, price, and promotion on housing purchase decisions at Pasuruan Grand City Housing, with purchase intention acting as an intervening variable.

Research Methodology: A causal research design was employed. The population comprised all 200 housing units purchased at Grand City, with a sample of 60 respondents determined using the Slovin formula. Data collection was conducted through structured questionnaires, and hypothesis testing was performed using multiple linear regression and the Sobel test to assess mediating effects.

Results: The results indicate that location, building design, and price have significant positive effects on purchase decisions, both directly and through purchase intention. Promotion via social media did not show a significant effect on either purchase intention or purchase decision. Purchase intention itself significantly mediates the relationships between location and price with purchase decision.

Conclusions: Location and building design are primary determinants that enhance buyer perceptions of convenience and comfort, while price affects affordability perception. Purchase intention serves as a key psychological mediator that converts favorable perceptions into actual purchasing behavior.

Limitations: The study is limited by the sample size and geographic scope, focusing solely on Grand City Housing, which may limit generalizability. The influence of broader social and economic factors was not fully explored.

Contributions: This study provides practical insights for housing developers in designing integrated marketing strategies that combine physical housing attributes with digital promotion and contributes theoretically to understanding purchase intention as a mediator in real estate consumer behavior.

Building Design Location Price Purchase Intention Promotion
How to Cite
Khoiron, M., & Purnomo, B. R. . (2026). The Effect of Location, Design, Price, Promotion on Housing Purchase Decisions in Pasuruan Grand City. Jurnal Bisnis, Ekonomi, Manajemen, Dan Kewirausahaan , 6(1), 24-32. https://doi.org/10.52909/7deb0432
Endnote/Zotero/Mendeley (RIS) BibTeX
References
  1. Adiyoso, W., & Wilopo. (2021). Social distancing intentions to reduce the spread of COVID-19: The extended theory of planned behavior. BMC Public Health, 21(1), 1836. https://doi.org/10.1186/s12889-021-11884-5
  2. Ahmed, Z., & Al Ali, S. S. (2023). Psychological relationships between heritage buildings and their occupants: A theoretical exploration. ISVS e-Journal, 10(7), 211–230. https://doi.org/10.29194/njes.27040402
  3. Ali, M. R., Shafiq, M., & Andejany, M. (2021). Determinants of consumers’ intentions towards the purchase of energy efficient appliances in Pakistan: An extended model of the theory of planned behavior. Sustainability, 13(2), 565. https://doi.org/10.3390/su13020565
  4. Ali, N., Nakayama, S., & Yamaguchi, H. (2023). Using the extensions of the theory of planned behavior (TPB) for behavioral intentions to use public transport in Kanazawa, Japan. Transportation Research Interdisciplinary Perspectives, 17, 100742. https://doi.org/10.1016/j.trip.2022.100742
  5. Asmal, I. (2025). Cultural identity and millennials’ housing transition in Indonesia. Journal of Housing and the Built Environment, 1–39. https://doi.org/10.1007/s10901-025-10245-7
  6. Ayoola, A. B., Oyeitunji, A. K., Amaeichi, C. V., Olukolajo, M. A., Ullah, S., & Keimiki, O. A. (2023). Determining residential location choice along the coastline in Victoria Island, Nigeria using a factor analytical approach. Buildings, 13(6), 1513. https://doi.org/10.3390/buildings13061513
  7. BuHamdan, S., Minayhasheimi, S., Alwisy, A., & Boufeirgueinei, A. (2022). The influence of design-related features on houses time-on-market: A statistical analysis. International Journal of Housing Markets and Analysis, 15(5), 953–976. https://doi.org/10.1108/IJHMA-05-2021-0062
  8. Camacho, L. J., Banks, M., Sookhai, S., & Concepción, E. (2025). Redimensioning the theory of planned behavior on workplace energy saving intention: The mediating role of environmental knowledge and organizational culture. Sustainability, 17(8), 3574. https://doi.org/10.3390/su17083574
  9. Da Silva, M. B. C., Giacometti Valente, M., Petroli, A., Detoni, D., & Milan, G. S. (2020). Perceived quality of built environment, service, satisfaction and value in use, in the context of residential buildings. Journal of Facilities Management, 18(4), 451–468. https://doi.org/10.1108/JFM-05-2020-0032
  10. Dong, Z., Hui, E. C. M., Yi, D., & Zhang, W. (2024). How is housing purchase intention related to consumption? The role of market sentiment. Housing Studies, 39(4), 1087–1104. https://doi.org/10.1080/02673037.2022.2101628
  11. Gou, B., Chen, X., Wang, S., Zhang, H., Wong, C. U. I., Zhao, R., & Wu, X. (2025). Artistic perspectives on display design and service environments as purchase stimuli: Evidence from millennials in the improved housing market. Buildings, 15(17), 3189. https://doi.org/10.3390/buildings15173189
  12. Gui, W., Wang, L., Wu, H., Jian, X., Li, D., & Huang, N. (2022). Multiple psychological characteristics predict housing mortgage loan behavior: A holistic model based on machine learning. PsyCh Journal, 11(2), 263–274. https://doi.org/10.1002/pchj.521
  13. Huang, M. Y. (2023). Effects of consumer perception, attitude, and purchase intention on the willingness to pay for green building housing products. Journal of Housing and the Built Environment, 38(3), 1559–1583. https://doi.org/10.1007/s10901-022-10004-y
  14. Islam, M. A., Saidin, Z. H., Ayub, M. A., & Islam, M. S. (2022). Modelling behavioural intention to buy apartments in Bangladesh: An extended theory of planned behaviour (TPB). Heliyon, 8(9). https://doi.org/10.1016/j.heliyon.2022.e10519
  15. Kotler, P., Keller, K. L., Brady, M., Goodman, M. R. V., & Hansen, T. (2019). Marketing management (4th European ed.). Pearson.
  16. Maleisev, S., & Cherry, M. (2021). Digital and social media marketing—growing market share for construction SMEs. Construction Economics and Building, 21(1). https://doi.org/10.5130/AJCEB.v21i1.7521
  17. Migkos, S. P., Giannakopoulos, N. T., & Sakas, D. P. (2025). Impact of influencer marketing on consumer behavior and online shopping preferences. Journal of Theoretical and Applied Electronic Commerce Research, 20(2), 111. https://doi.org/10.3390/jtaer20020111
  18. Montañana, A., Nolé, M. L., & Llinares, C. (2024). Strategic design approaches for eliciting the perception of ‘prestige’ in housing consumers. Buildings, 14(3), 853. https://doi.org/10.3390/buildings14030853
  19. Naeem, N., & Rana, I. A. (2025). Influence of locational and marketing factors on home-buyer behavior in the housing sector of Islamabad, Pakistan. Journal of Real Estate Portfolio Management, 1–26. https://doi.org/10.1080/10835547.2025.2454134
  20. Perdaman, L. G., & Zhai, Z. (2024). Status of livability in Indonesian affordable housing. Architecture, 4(2), 281–302. https://doi.org/10.3390/architecture4020017
  21. Rong, H., Yang, J., Kang, M., & Chegut, A. (2020). The value of design in real estate asset pricing. Buildings, 10(10), 178. https://doi.org/10.3390/buildings10100178
  22. Said, R., Sulaimi, M., Ab Majid, R., Aini, A. M., Olanrele, O. O., & Akinsomi, O. (2024). Evaluating market attributes and housing affordability: Gaining perspective on future value trends. Real Estate Management and Valuation, 32(3), 87–100. https://doi.org/10.2478/remav-2024-0027
  23. Shalender, K., & Sharma, N. (2021). Using extended theory of planned behaviour (TPB) to predict adoption intention of electric vehicles in India. Environment, Development and Sustainability, 23(1), 665–681. https://doi.org/10.1007/s10668-020-00602-7
  24. Si, H., Shi, J. G., Tang, D., Wu, G., & Lan, J. (2020). Understanding intention and behavior toward sustainable usage of bike sharing by extending the theory of planned behavior. Resources, Conservation and Recycling, 152, 104513. https://doi.org/10.1016/j.resconrec.2019.104513
  25. Sujood, Hamid, S., & Bano, N. (2022). Behavioral intention of traveling in the period of COVID-19: An application of the theory of planned behavior (TPB) and perceived risk. International Journal of Tourism Cities, 8(2), 357–378. https://doi.org/10.1108/IJTC-09-2020-0183
  26. Sussman, R., & Gifford, R. (2019). Causality in the theory of planned behavior. Personality and Social Psychology Bulletin, 45(6), 920–933. https://doi.org/10.1177/0146167218801363
  27. Theocharis, D., & Tsekouropoulos, G. (2025). Sustainable consumption and branding for Gen Z: How brand dimensions influence consumer behavior and adoption of newly launched technological products. Sustainability, 17(9), 4124. https://doi.org/10.3390/su17094124
  28. Tu, Y., Li, P., & Qiu, L. (2017). Housing search and housing choice in urban China. Urban Studies, 54(8), 1851–1866. https://doi.org/10.1177/0042098016630519
  29. Velaoras, K., Menegaki, A. N., Polyzos, S., & Gotzamani, K. (2025). The role of environmental certification in the hospitality industry: Assessing sustainability, consumer preferences, and the economic impact. Sustainability, 17(2), 650. https://doi.org/10.3390/su17020650
  30. West, J., Evangelista, A., Siddhpura, M., & Haddad, A. (2024). Asset maintenance in Australian commercial buildings. Frontiers in Built Environment, 10, 1404934. https://doi.org/10.3389/fbuil.2024.1404934
  31. Wong, S. K., Li, L., & Monkkonen, P. (2019). International real estate review. International Real Estate Review, 22(3), 307–331. https://doi.org/10.53383/100283

How to Cite

Khoiron, M., & Purnomo, B. R. . (2026). The Effect of Location, Design, Price, Promotion on Housing Purchase Decisions in Pasuruan Grand City. Jurnal Bisnis, Ekonomi, Manajemen, Dan Kewirausahaan , 6(1), 24-32. https://doi.org/10.52909/7deb0432
Downloads
View PDF PDF · Open Access
Statistics
Issue
Vol. 6 No. 1 (2026): May
Articles

Most read articles by the same author(s)

Similar Articles

11-20 of 32

You may also start an advanced similarity search for this article.