The Role of Experiential Marketing and Store Atmosphere on Purchase Intention via Consumer Trust: A Study of Cikole Luwak Coffee
Peran Eksperiental Marketing Dan Store Atmosphere Terhadap Minat Beli Melalui Kepercayaan Konsumen Pada Kopi Luwak Cikole
DOI:
https://doi.org/10.21070/dq6d0z21Keywords:
Civet Conservation, Sustainable Business, Educational Agritourism, Animal Welfare, Conventional MarketingAbstract
General Background: Indonesia holds a strategic global position in coffee production and agritourism development. Specific Background: Kopi Luwak Cikole in Lembang, West Java, operates as an ethical civet coffee enterprise founded by a veterinarian to integrate animal welfare with agricultural tourism. Knowledge Gap: Prior research frequently isolates green business practices, animal welfare, and civet coffee production without comprehensively examining how single-species conservation, selective-scale management, and conventional marketing strategies collectively foster sustainable competitive advantage. Aims: This qualitative case study analyzes the holistic implementation of green business principles, common palm civet conservation, and conventional marketing at Kopi Luwak Cikole. Results: Findings demonstrate that integrated operational pillars—comprising animal welfare-based coffee production, civet conservation, and socio-environmental education—allow the enterprise to maintain premium competitiveness independently of digital platforms. Novelty: This study establishes that authentic green business models in wildlife-based agribusiness can simultaneously generate economic value, support wildlife conservation, and utilize conventional marketing frameworks. Implications: Agribusiness practitioners can replicate ethical production standards and transparency-driven engagement to secure consumer trust and long-term sustainability.
Highlights:
-
Common palm civet conservation serves as an ethical and scientific foundation for sustainable agritourism.
-
Selective-scale management combined with conventional marketing maintains premium market positioning without digital platforms.
-
Integrated operational pillars align economic profitability with wildlife protection and socio-environmental education.
Keywords: Civet Conservation, Sustainable Business, Educational Agritourism, Animal Welfare, Conventional Marketing
References
United States Department of Agriculture Foreign Agricultural Service. (2024). Coffee : World Markets and Trade. June, 1–10. https://www.fas.usda.gov/sites/default/files/2024-06/coffee.pdf
Sudarso, S. (2023). Resep Pemasaran Digital: Keberlangsungan Hidup UMKM Terungkap di Katering Bu Budi. Studi Kasus Inovasi Ekonomi, 7(1), 75–88. https://doi.org/https://doi.org/10.22219/skie.v7i01.27186
Afnarius, S., Subkhan, C. F., Putra, A. E., Amron, Zain, E. R., Lenti, F. N., Nilowardono, S., Andrini, S., Surachman, A., Novita, D., Lina, L. F., Prakoso, F. A., & Wibowo, A. (2024). BUKU AJAR DIGITAL MARKETING (Ahmadi & V. A. Rengganis (eds.); 1st editio). CV. Eureka Media Aksara / EUREKA MEDIA AKSARA.
Erwin, Ardyan, E., Ilyas, A., Ariasih, M. P., Nawir, F., Sovianti, R., Amaral, M. A. L., Setiawan, Z., Setiono, D., & Munizu, M. (2023). DIGITAL MARKETING : Penerapan Digital Marketing pada Era Society 5.0 (E. Efitra, S. Sepriano, & A. Juansa (eds.); 1st editio). PT Sonpedia Publishing Indonesia.
Haffizd, M., Ropik, A., & Ningsih, C. P. A. (2025). Upaya Kopi 16 Pro Dalam Menarik Minat Pelanggan Melalui Media Sosial Instagram. Pendidikan Teknologi Informasi Dan Komunikasi, 5(4), 1121–1135. https://doi.org/https://doi.org/10.53682/j5wq3912
Permatasari, D. G., & Saputro, E. P. N. (2023). Permatasari, D. G., & Saputro, E. P. N. (2023). Komunikasi pemasaran digital brand “Good Day” di media sosial (analisis konten dan persepsi konsumen pada customer engagement brand “Good Day” di media sosial Instagram). Ilmu Komunikasi, 6(4), 372–386.
Ardiani, N., Maika, M. R., & Sudarso, S. (2024). Improving The Capacity Of Managers Of Productive Wakaf Business Units Through Digital Marketing Training And Use Of Smart Cashier Applications. Pengabdian Masyarakat, 3(2), 98–111. https://doi.org/https://doi.org/10.21154/amaluna.v3i2.4401
Bulan, R. A., Ardiani, N., Maika, R., Sudarso, S., & Ahmad, R. S. (2025). Optimization Of Digital Marketing For Bazaf Supermarket To Empower Productive Waqf. Pengabdian Masyarakat, 4(2), 108–119. https://doi.org/https://doi.org/10.21154/amaluna.v4i2.5173
Martiniasih, N. L., & Fadilla, S. (2025). Analisis Strategi Pengembangan Bisnis Kopi Luwak (Studi Kasus pada UMKM Satria Luwak Coffee Gianyar Bali). Ilmu Sosial,Politik Dan Hukum, 3(3), 1–7.
Kusno, K., Arifin, M. I. P., Wiyono, S. N., Dini, & Rochdiani. (2019). Kiwari Farmers adalah kelompok tani yang mengusahakan kopi arabika reguler dan kopi luwak Manglayang Karlina. Penjualan kopi luwaknya rendah dan tidak kontinyu selama tahun 2016-2017. Karena itu perlu diidentifikasi penyebabnya dengan tujuan untuk merumus. Agribisnis Dan Sosial Ekonomi Pertanian UNPAD, 4(1), 632–641. https://doi.org/https://doi.org/10.24198/agricore.v4i1.22799
Sari, S. D. R., Falentina, R. N., Fauziah, N. A., Gunawan, D. C., & Limantara, A. D. (2025). ANALISIS PENGARUH PROMOSI MEDIA SOSIAL INSTAGRAM DAN TIKTOK UNTUK MENINGKATKAN PENJUALAN KOPI KAYUHAN DENGAN METODE ARIMAX ( AUTOGRESSIVE INTEGRATED MOVING AVERAGE WITH EXOGENOUS VARIABLES)”. Simposium Manajemen Dan Bisnis, 4, 1665–1671. https://doi.org/https://doi.org/10.29407/dwxjgk27
Rijali, A. (2019). Analisis Data Kualitatif. Alhadharah: Jurnal Ilmu Dakwah, 17(33), 81–95. https://doi.org/10.18592/alhadharah.v17133.2374
Alfansyur, A., & Mariyani. (2020). Seni Mengelola Data: Penerapan Triangulasi Teknik, Sumber dan Waktu pada Penelitian Pendidikan Sosial. Historis: Jurnal Kajian, Penelitian dan Pengembangan Pendidikan Sejarah, 5(2), 146–150. https://doi.org/10.31764/historis v5i2.3432
Pamungkas, D. S., Saputra, I. B., & Laksana, A. (2024). Strategi Komunikasi Digital Melalui Media Sosial Untuk Membangun Kepercayaan Konsumen. Konsensus: Jurnal Ilmu Pertahanan, Hukum dan Ilmu Komunikasi, 1(6), 88–94. https://doi.org/10.62383/konsensus.v1i6.461
Djafarova, E., & Trofimenko, O. (2019). ‘Instafamous’ – kredibilitas dan presentasi diri selebriti mikro di media sosial. Informasi, Komunikasi & Masyarakat, 22(10), 1432–1446. https://doi.org/10.1080/1369118X.2018.1438491
Hanindharputri, M. A., & Pradnyanita, A. A. S. I. (2021). Konten Visual Instagram Sebagai Strategi Pemasaran UMKM Baru, Snades, 285–292.
Mujiati, D. W., Wibawa, B., Sylvia, C., & Purnamadani, T. H. (2020). Instagram: Integrated Marketing Communication (IMC) Sebagai Strategi Penjualan Bagi Make Up Artis (MUA). Jumal Ilmiah Dinamika Sosial, 4(2), 211. https://doi.org/10.38043/jids.v4i2.2418
Cikole, K. L. (n.d.). Instagram. Retrieved July 14, 2026, from https://www.instagram.com/kopiluwakcikole
Departemen Pertanian Amerika Serikat, Dinas Pertanian Luar Negeri. (2024). Kopi: Pasar dan Perdagangan Dunia. Juni, 1-10. https://www.fas.usda.gov/sites/default/files/2024-06/coffee.pdf
Downloads
Published
Issue
Section
Categories
License
Copyright (c) 2026 Dian Salsabila Nurjanah, Siti Nurika Amalia, Hafifah Adelia, Selfa Devi, Rizky Eka Febriansah
This work is licensed under a Creative Commons Attribution 4.0 International License.
