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Dual process of dual motives in real estate market Indonesia

Anastasia Njo (Faculty of Economic, Petra Christian University, Surabaya, Indonesia)
Narsa I. Made (Department of Accounting, Airlangga University, Surabaya, Indonesia)
Andry Irwanto (Department of Accounting, Airlangga University, Surabaya, Indonesia)

International Journal of Housing Markets and Analysis

ISSN: 1753-8270

Article publication date: 27 November 2018

Issue publication date: 14 February 2019




The dual process of thinking between conscious processes and unconscious processes generate a different decision. Thinking consciously produces rational decisions. However, a person’s cognitive limitation makes him or her simplify complex scenarios and think implicitly result in making decision in heuristics or rules of thumbs. This paper aims to evaluate patterns of decision-making relationships and dual motives for home purchasing by first home buyers and family life cycle in Indonesia.


Collecting data was done by distributing questionnaires to home buyers within three years (2013-2016). Further data were processed using ANOVA based on group of dual motives, time for buyer and family life cycle.


The results show that buyers have consumption motives in buying a residence and they behave rational, while investors prefer to buy an apartment and tend to behave heuristics. Dual motives of time for buyers are not significant to decision model. Family life cycle is significant to decision model based on dual motives.


This is an unpublished dissertation study to qualify for graduation.



The authors gratefully acknowledge that the present research is supported by the Ministry of Research, Technology and Higher Education of the Republic of Indonesia under the “Penelitian Produk Terapan 2017” (PPT) Research Grant Scheme (No: 002/SP2H/P/K7/KM/2017).


Njo, A., I. Made, N. and Irwanto, A. (2019), "Dual process of dual motives in real estate market Indonesia", International Journal of Housing Markets and Analysis, Vol. 12 No. 1, pp. 25-42.



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