Template-Type: ReDIF-Article 1.0 Author-Name: Tamather Shatnawi Author-X-Name-First: Tamather Author-X-Name-Last: Shatnawi Author-Name: Laila Ashour Author-X-Name-First: Laila Author-X-Name-Last: Ashour Author-Name: Dana Kakeesh Author-X-Name-First: Dana Author-X-Name-Last: Kakeesh Title: Investigating the impact of atmospherics and online flow cues on visiting intentions: the case of Jordan' virtual tourist centre Abstract: Using the stimulus-organism-response (S-O-R) framework, this study aims to investigate the impact of atmospherics and online flow cues of Jordan virtual tourist centre on visitors' affective and cognitive states, which are assumed to affect their visiting intentions. This is based on the fact that more tourists are getting information directly via the internet to direct their choices of tourism destinations. In order to test our proposed model, an online survey was launched via different social networking means directed towards a convenience sample of non-Jordanians using a snowball technique. Non- Jordanians respondents who agreed to participate in the survey were asked to browse Jordan virtual tourist centre and to live a virtual experience before answering related questions measuring targeted constructs. Analysis of the results supports the research model and shows that both atmospherics and online flow cues experienced by visitors, impact positively their affective and cognitive states, which in turn impact their visit intentions. Affective and cognitive states were impacted upon by atmospherics more than online flow; however, affective state tends to explain more variations in visiting intentions vis-à-vis virtual centres. Implications and recommendations are discussed to develop robust tourist centres capable of attracting tourists' visiting intentions. Journal: Int. J. of Electronic Marketing and Retailing Pages: 1-23 Issue: 1 Volume: 11 Year: 2020 Keywords: atmospherics; online flow; S-O-R model; cognitive state; affective state; visiting intentions. File-URL: http://www.inderscience.com/link.php?id=106430 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:1:p:1-23 Template-Type: ReDIF-Article 1.0 Author-Name: Sergio Palacios Author-X-Name-First: Sergio Author-X-Name-Last: Palacios Author-Name: Minjoon Jun Author-X-Name-First: Minjoon Author-X-Name-Last: Jun Title: An exploration of online shopping convenience dimensions and their associations with customer satisfaction Abstract: The purpose of this paper is to extend our understanding of shopping convenience and customer satisfaction in the context of online shopping. Employing the critical incident technique, the authors content-analyse 1,134 customer-generated reviews regarding 31 US online retailers' service performance. This study uncovers 51 original categories and further refines them into nine dimensions of online shopping convenience: access, search, evaluation/selection, configuration/customisation, transaction, delivery, possession/in-use, service recovery, and post-purchase communication convenience. Our findings indicate that, of the nine service convenience dimensions, four dimensions, such as delivery, service recovery, transaction, and possession/in-use convenience, tend to be the main sources of customer satisfaction/dissatisfaction. Journal: Int. J. of Electronic Marketing and Retailing Pages: 24-49 Issue: 1 Volume: 11 Year: 2020 Keywords: online shopping convenience; customer satisfaction; qualitative research; content analysis; customer reviews; online retailers. File-URL: http://www.inderscience.com/link.php?id=106431 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:1:p:24-49 Template-Type: ReDIF-Article 1.0 Author-Name: Ole Nass Author-X-Name-First: Ole Author-X-Name-Last: Nass Author-Name: José Albors Garrigós Author-X-Name-First: José Albors Author-X-Name-Last: Garrigós Author-Name: Hermenegildo Gil Gómez Author-X-Name-First: Hermenegildo Gil Author-X-Name-Last: Gómez Author-Name: Klaus-Peter Schoeneberg Author-X-Name-First: Klaus-Peter Author-X-Name-Last: Schoeneberg Title: Attribution modelling in an omni-channel environment – new requirements and specifications from a practical perspective Abstract: How much am I, the customer, currently worth to a company? The answer to this question is very important for the marketing team but difficult to obtain. In an omni-channel environment, the degree of complexity for answering this question has reached a new level. Based on a structured literature research process, existing dynamic budget allocation approaches are identified and evaluated regarding their applicability in an omni-channel environment. For the evaluation process of these identified models, assessment criteria are needed. Structured interviews are conducted with experts in the field of attribution to formulate evaluation criteria, which are being used to evaluate the applicability of the defined models. This article describes why existing dynamic attribution models are not suitable for an omni channel environment and what features need to be part of a new future-ensured omni-channel attribution model. The authors conclude by presenting questions for future research in the field of dynamic attribution. Journal: Int. J. of Electronic Marketing and Retailing Pages: 81-111 Issue: 1 Volume: 11 Year: 2020 Keywords: omni-channel attribution; practical requirements for omni-channel attribution; online advertising; dynamic attribution; dynamic attribution model; omni-channel attribution modelling; multi-touch attribution; MTA; budget allocation; data-driven attribution modelling; real-world attribution. File-URL: http://www.inderscience.com/link.php?id=106432 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:1:p:81-111 Template-Type: ReDIF-Article 1.0 Author-Name: Michael Groß Author-X-Name-First: Michael Author-X-Name-Last: Groß Title: Differences between mobile and non-mobile buyers: comparing attitudinal, motive-related, and media behaviour Abstract: The aim of this study is to investigate the disparities between different types of consumers with respect to their mobile shopping (m-shopping) attitude, shopping motives, and media usage behaviour when practising online shopping. Thus, this study is the first to combine three different consumer viewpoints to provide an enhanced consumer picture. The findings are as follows. First, non-m-buyers' attitude towards m-shopping is crucially formed by function-orientated aspects, and they prefer to engage more in exploring stores than in certain m-buying activities when they use smartphones. In contrast, m-buyers strive for more flexibility in meeting their recreational needs, since they have a hedonically compelled attitude towards m-shopping. Second, both groups regard m-shopping convenience as a basic requirement that must be fulfilled; otherwise, m-shopping is not useful to them at all. Moreover, contrary to non-m-buyers, the empirical outcomes suggest that m-buyers are multi-device shoppers because they engage heavily in online shopping and use portable media to a large degree, meaning that they are not restricted to a local environment. Journal: Int. J. of Electronic Marketing and Retailing Pages: 50-80 Issue: 1 Volume: 11 Year: 2020 Keywords: mobile buying; mobile shopping; m-shopping; mobile buyer; non-mobile buyer; consumer discrepancy; digital natives; generation Z; consumer attitude; shopping motive; media usage behaviour; mobile commerce; electronic marketing; retailing. File-URL: http://www.inderscience.com/link.php?id=106433 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:1:p:50-80 Template-Type: ReDIF-Article 1.0 Author-Name: Ibrahim Mashal Author-X-Name-First: Ibrahim Author-X-Name-Last: Mashal Author-Name: Ahmed Shuhaiber Author-X-Name-First: Ahmed Author-X-Name-Last: Shuhaiber Author-Name: Mohammad Daoud Author-X-Name-First: Mohammad Author-X-Name-Last: Daoud Title: Factors influencing the acceptance of smart homes in Jordan Abstract: Smart home services are one of the recent internet of things applications that aims to improve residents' quality of life. This study aims to investigate the factors that influence residents' acceptance and usage of smart home services in Jordan. Theoretically, this study extends the technology acceptance model. By following a quantitative method, responses were collected and statistically analysed from 258 household using the SEM-PLS approach. Results show that user awareness, trust, perceived enjoyment, personalisation, perceived usefulness and perceived ease of use significantly influence attitude towards smart home services which, with social influence, impact the intention to use. Journal: Int. J. of Electronic Marketing and Retailing Pages: 113-142 Issue: 2 Volume: 11 Year: 2020 Keywords: internet of things; user acceptance; smart home services; technology acceptance model; Jordan. File-URL: http://www.inderscience.com/link.php?id=106842 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:2:p:113-142 Template-Type: ReDIF-Article 1.0 Author-Name: Sumit Kumar Author-X-Name-First: Sumit Author-X-Name-Last: Kumar Author-Name: Bibhas Chandra Author-X-Name-First: Bibhas Author-X-Name-Last: Chandra Title: Consumer purchase intention towards private label brands of virtual retailers: evidence from a developing nation Abstract: Despite an evolutionary growth in PLBV in the recent past, the study on PLBV is scarce. The present study is a novel attempt to gauge underlying purchase intention of consumers towards PLBV in developing nation like India. A PLBV purchase intention framework incorporating the online store image and consumers' technology acceptance along with other pertinent factors has been designed and empirically validated. An online questionnaire was framed and administered to the identified survey pool followed by analysis of data using confirmatory factor analysis (CFA) and structural equation modelling (SEM) to validate the proposed framework. The findings unveil store image, technology acceptance, consumer innovativeness and shoppers' value consciousness as the building blocks of attitude towards PLBV. Additionally, the result unfolds that price consciousness does not influence shoppers' attitude towards PLBV individually. However, when other factors act in unison, the purchase intention towards PLBV increases which is remarkable in contrast to the PLB purchase intention in offline mode. Journal: Int. J. of Electronic Marketing and Retailing Pages: 161-183 Issue: 2 Volume: 11 Year: 2020 Keywords: private label brands of virtual retailers; PLBV; purchase intention; online shopping; internet shopping; developing nation; India; online retail. File-URL: http://www.inderscience.com/link.php?id=106843 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:2:p:161-183 Template-Type: ReDIF-Article 1.0 Author-Name: Benedikt Hirschfelder Author-X-Name-First: Benedikt Author-X-Name-Last: Hirschfelder Author-Name: Joel Mugove Chigada Author-X-Name-First: Joel Mugove Author-X-Name-Last: Chigada Title: The importance of electronic word-of-mouth on consumer perception of content marketing Abstract: Content marketing is a new trend that is highly recognisable in online marketing strategies. The nexus of commercial communication of content is to enable the brand to give something valuable and gain something valuable in return. Indeed, research on firm-generated content (FGC) and user-generated content (UGC) exists, but possible connections are left in the dark. This study explored the commercial value added chain of content marketing by focusing on possible coherences of commercially driven content generating constructs and their online communication channels, using content marketing as an umbrella term for any commercially generated content. This study provides insights into commercial B2C online content generation. After a data cleaning, elimination of incomplete questionnaires, the data was analysed with structural equation modelling. The results illustrate content marketing's ability to impact UGC commercially and thus provide a solid base for future research. Journal: Int. J. of Electronic Marketing and Retailing Pages: 184-198 Issue: 2 Volume: 11 Year: 2020 Keywords: content marketing; social media; electronic word-of-mouth. File-URL: http://www.inderscience.com/link.php?id=106844 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:2:p:184-198 Template-Type: ReDIF-Article 1.0 Author-Name: Ahmad Al Adwan Author-X-Name-First: Ahmad Al Author-X-Name-Last: Adwan Title: The impact of social media on consumer awareness towards buying copy brand Abstract: This study was based in Jordan to investigate the benefits that the social media offers and to explore how consumers access, process, and use the information of the social media, especially Facebook and YouTube. The paper used a quantitative method and an SEM-PLS technique for validating the findings and testing the theory's constructs. Notably, the research was based on a behavioural model known as the theory of reasoned action. The main outcomes show that attitude and subjective norm have positive significant relationships with the consumer's intention to use the social media search for information about a given brand. The search creates brand awareness, which also significantly correlates to the intention to buy. In sum, the social media has enhanced socialisation and social e-commerce. Journal: Int. J. of Electronic Marketing and Retailing Pages: 199-215 Issue: 2 Volume: 11 Year: 2020 Keywords: social media; consumer awareness; copy brand. File-URL: http://www.inderscience.com/link.php?id=106845 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:2:p:199-215 Template-Type: ReDIF-Article 1.0 Author-Name: Sombala Ningthoujam Author-X-Name-First: Sombala Author-X-Name-Last: Ningthoujam Author-Name: Reshmi Manna Author-X-Name-First: Reshmi Author-X-Name-Last: Manna Author-Name: Vikas Gautam Author-X-Name-First: Vikas Author-X-Name-Last: Gautam Author-Name: Sandeep Chauhan Author-X-Name-First: Sandeep Author-X-Name-Last: Chauhan Title: Building customer engagement and brand loyalty through online social media: an exploratory study Abstract: Building and sustaining brand loyalty are one of the fundamental subjects of research for strategists and marketers for ages. Online social media has come in forefront to support it in recent times. The objective of the current study was to examine the relationships among online social media, customer engagement and brand loyalty. The study model was estimated by using higher order structural equation modelling with IBS AMOS 21.0. The results of our study demonstrated that online social media is an important predictor of customer engagement and has significant direct impact on customer engagement. Further results confirmed direct impact of customer engagement on brand loyalty. We also found significant difference across the level of customer engagement with reference to gender. This study concluded that the use of Facebook as online social media to connect and engage with customers leads to building brand loyalty. The primary data comprised of 167 respondents. Journal: Int. J. of Electronic Marketing and Retailing Pages: 143-160 Issue: 2 Volume: 11 Year: 2020 Keywords: customer engagement; Facebook; online social media; brand loyalty. File-URL: http://www.inderscience.com/link.php?id=106846 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:2:p:143-160 Template-Type: ReDIF-Article 1.0 Author-Name: Rand Al-Dmour Author-X-Name-First: Rand Author-X-Name-Last: Al-Dmour Author-Name: Emilia Al Haj Dawood Author-X-Name-First: Emilia Al Haj Author-X-Name-Last: Dawood Author-Name: Hani Al-Dmour Author-X-Name-First: Hani Author-X-Name-Last: Al-Dmour Author-Name: Ra'ed Masa'deh Author-X-Name-First: Ra'ed Author-X-Name-Last: Masa'deh Title: The effect of customer lifestyle patterns on the use of mobile banking applications in Jordan Abstract: In the last few years, a crucial business trend has been derived from the information systems (IS) discipline called 'mobile banking applications'. This trend has focused upon conducting financial banking services with the help of smart mobile devices, and now has attained great importance. This study aimed to highlight the importance of mobile banking applications within the banking sector in Jordan. Data were collected using a self-administrated questionnaire from 300 participants from three banks in Jordan. The results indicated that there were no statistically significant differences between the lifestyle patterns of mobile banking applications of users and non-users. However, the lifestyle patterns of users had some common themes; fashion consciousness, leadership traits, family concern, health consciousness, carefree, community conscious and practicality had significance impact on mobile applications users, but cost consciousness had no significance impact on the rate of usage of mobile banking applications by users. Based on the research findings, a number of recommendations are suggested. Journal: Int. J. of Electronic Marketing and Retailing Pages: 239-258 Issue: 3 Volume: 11 Year: 2020 Keywords: information systems; mobile banking applications; customer lifestyles; online banking; Jordan. File-URL: http://www.inderscience.com/link.php?id=108121 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:3:p:239-258 Template-Type: ReDIF-Article 1.0 Author-Name: Mohammad Hamdi Al Khasawneh Author-X-Name-First: Mohammad Hamdi Al Author-X-Name-Last: Khasawneh Author-Name: Natalie Haddad Author-X-Name-First: Natalie Author-X-Name-Last: Haddad Title: Analysis of the effects of ease of use, enjoyment, perceived risk on perceived value and subsequent satisfaction created in the context of C2C online exchanges Abstract: The purpose of this paper is to investigate the factors which have a significant impact on consumers' perceived value in the context of consumer-to-consumer (C2C) online exchanges. The authors also examine the impact of consumers' perceived value on consumer satisfaction. The proposed research model is empirically examined using a survey method, consisting of 131 C2C site users. The statistical analysis of the data was presented through the use of SEMPLS regression analysis. The results determined that ease of use and enjoyment has a significant positive impact on perceived value, with the exception of perceived risks which had no impact on perceived value. Also, perceived value has a significant positive impact on satisfaction. The present study is one of the few studies that examine the seven types of perceived risks, four types of perceived value, and the important relationship between perceived value and satisfaction. Journal: Int. J. of Electronic Marketing and Retailing Pages: 217-238 Issue: 3 Volume: 11 Year: 2020 Keywords: consumer-to-consumer; C2C; perceived value; satisfaction; perceived risks; ease of use; enjoyment. File-URL: http://www.inderscience.com/link.php?id=108125 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:3:p:217-238 Template-Type: ReDIF-Article 1.0 Author-Name: Ana Reyes-Menendez Author-X-Name-First: Ana Author-X-Name-Last: Reyes-Menendez Author-Name: Jose Ramon Saura Author-X-Name-First: Jose Ramon Author-X-Name-Last: Saura Author-Name: Pedro Palos-Sanchez Author-X-Name-First: Pedro Author-X-Name-Last: Palos-Sanchez Title: Identifying key performance indicators for marketing strategies in mobile applications: a systematic literature review Abstract: In practice marketing can and should play an important role in mobile applications when formulating marketing strategies. The aim of this article is to identify the main KPIs to measure the effect of marketing strategies in mobile applications. To achieve this goal, we carried out a systematic literature review (SLR) on the topic of mobile applications and marketing strategies. The search terms consulted in the databases were KPIs, marketing and mobile applications obtaining a total of n = 1,088 studies. The databases consulted to extract data where Scopus, PubMed, PsyINFO, ScienceDirect and Web of Science. The results obtained in this research were the identification, development and analysis of the main quantitative and qualitative KPIs to measure the effect of marketing strategies in mobile applications. Furthermore, we name the main scientific journals developing further studies on this subject, as well as on the most relevant topics within the industry. The results of the research can be used to enhance mobile APP marketing strategy analysis and thus, enhance their development, both in the scientific and the professional sectors. Journal: Int. J. of Electronic Marketing and Retailing Pages: 259-277 Issue: 3 Volume: 11 Year: 2020 Keywords: mobile applications; marketing strategies; key performance indicators; KPIs; apps; marketing metrics. File-URL: http://www.inderscience.com/link.php?id=108126 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:3:p:259-277 Template-Type: ReDIF-Article 1.0 Author-Name: Jay P. Trivedi Author-X-Name-First: Jay P. Author-X-Name-Last: Trivedi Author-Name: Siddharth Deshmukh Author-X-Name-First: Siddharth Author-X-Name-Last: Deshmukh Author-Name: Amit Kishore Author-X-Name-First: Amit Author-X-Name-Last: Kishore Title: Wooing the consumer in a six-second commercial! Measuring the efficacy of bumper advertisements on YouTube Abstract: Consumption of video content is rising as internet data becomes more affordable. Online video sharing companies like YouTube are trying to leverage the power of short storytelling by offering non-skippable six-second advertisements (bumper ads) on its platform. This paper identifies the type of bumper ads, which lead to higher message involvement among the consumers, leading to attitude towards the brand and further purchase intentions. The study was conducted using the survey method. Data were collected from 287 respondents. The results established informative bumper ads to be the most involving. Further, the mediating role of involvement and attitude was empirically validated. Journal: Int. J. of Electronic Marketing and Retailing Pages: 307-322 Issue: 3 Volume: 11 Year: 2020 Keywords: bumper ads; YouTube; message process involvement; MPI; attitude towards the brand; AB; purchase intentions; PI. File-URL: http://www.inderscience.com/link.php?id=108131 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:3:p:307-322 Template-Type: ReDIF-Article 1.0 Author-Name: Ahmad Samed Al-Adwan Author-X-Name-First: Ahmad Samed Author-X-Name-Last: Al-Adwan Author-Name: Husam Kokash Author-X-Name-First: Husam Author-X-Name-Last: Kokash Author-Name: Ahmad Al Adwan Author-X-Name-First: Ahmad Al Author-X-Name-Last: Adwan Author-Name: Alaa Alhorani Author-X-Name-First: Alaa Author-X-Name-Last: Alhorani Author-Name: Husam Yaseen Author-X-Name-First: Husam Author-X-Name-Last: Yaseen Title: Building customer loyalty in online shopping: the role of online trust, online satisfaction and electronic word of mouth Abstract: Various scholars have empirically investigated customer beliefs regarding satisfaction, loyalty and trust in the context of B2C e-commerce in several countries. However, the number of investigations into such important aspects of e-commerce in developing Arab countries, such as Jordan, is limited. Therefore, the main aim of this study is to explore the main factors that affect the degree to which consumers in Jordan are satisfied with, loyal to and trust B2C e-commerce. This research relies on previous and related literature to formulate a conceptual research model that proposes relationships between online trust, satisfaction and loyalty, and their determinants. To examine the proposed model, a self-administered paper-based survey questionnaire was issued to B2C e-commerce customers in a Jordanian private university. The findings suggest that customer loyalty to B2C e-commerce in Jordan is significantly influenced by online customer satisfaction, electronic word of mouth (eWOM) and online trust. Journal: Int. J. of Electronic Marketing and Retailing Pages: 278-306 Issue: 3 Volume: 11 Year: 2020 Keywords: online loyalty; online shopping; e-commerce; online satisfaction; online trust; information quality; social commerce; electronic word of mouth; eWOM. File-URL: http://www.inderscience.com/link.php?id=108132 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:3:p:278-306 Template-Type: ReDIF-Article 1.0 Author-Name: M.M. Sulphey Author-X-Name-First: M.M. Author-X-Name-Last: Sulphey Author-Name: Mohammad Rishad Faridi Author-X-Name-First: Mohammad Rishad Author-X-Name-Last: Faridi Title: Consumer ethnocentrism: validation of CETSCALE and measurement among Saudi citizens Abstract: Consumer ethnocentrism (CE) is the patriotic, nationalistic and sympathetic feelings among consumers. This behaviour of consumer has been subjected to intensive and repeated research around the globe. Attempts to study CE in Saudi Arabia seem to be scarce, despite the vastness and potentiality of the markets in the country. The study has succeeded in validating the popularly used CETSCALE in the Saudi context thorough rigorous statistical techniques. The study has also found out the patterns of CE among the Saudi consumers. Findings with respect to dimensionality of CE are more or less in lines with the results of research work in other parts of the world. Further, it was found that the CE that is prevalent in Saudi Arabia differs conceptually from those of other countries. Another significant finding was that younger population, especially university students, had higher levels of CE - higher than that of other countries. Journal: Int. J. of Electronic Marketing and Retailing Pages: 326-342 Issue: 4 Volume: 11 Year: 2020 Keywords: consumer ethnocentrism; CETSCALE; Saudi Arabia; validation. File-URL: http://www.inderscience.com/link.php?id=111156 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:4:p:326-342 Template-Type: ReDIF-Article 1.0 Author-Name: V. Kalyani Author-X-Name-First: V. Author-X-Name-Last: Kalyani Author-Name: R. Saravanan Author-X-Name-First: R. Author-X-Name-Last: Saravanan Title: Does spiritual intelligence contribute to sales force effectiveness? Abstract: The present digitalisation era has made the marketing environment more complex and volatile demanding for more cognitive flexibility amongst organisations, but they stumble as their sales workforce may not be competent to face this ever-changing scenario. The rational sales approach will no longer be relevant in turbulent times and it is the right time for sales organisations to imbibe higher levels of intelligent quotient namely spiritual intelligence (SI) among their sales workforce. This can drive sales individuals to higher levels of cognitive thinking, flexibility and adaptability. This article applies this psychological concept to the sales workforce as it demands for more patience, cognitive thinking and adaptability along with the required sales skills. This article presents a conceptual framework showing how SI acts as a key source of increasing human capital and overcoming the major issues of career development with respect to sales force career plateau and career motivation. Journal: Int. J. of Electronic Marketing and Retailing Pages: 352-368 Issue: 4 Volume: 11 Year: 2020 Keywords: sales force; cognitive thinking; adaptability; organisational performance; spiritual intelligence; human capital; career development; sales force effectiveness; intelligent quotient; digitalisation; marketing environment; career plateau; career motivation. File-URL: http://www.inderscience.com/link.php?id=111157 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:4:p:352-368 Template-Type: ReDIF-Article 1.0 Author-Name: P. Praveen Babu Author-X-Name-First: P. Praveen Author-X-Name-Last: Babu Author-Name: S. Prabakar Author-X-Name-First: S. Author-X-Name-Last: Prabakar Title: Self-congruity and brand loyalty - an innovation of diffusion approach Abstract: Brand loyalty is a much debated topic in marketing and the present challenge for marketers' lie in understanding the self-image and product-image from the consumer's perspective. Though awareness remains the first factor in the adoption process, the interest and desire stages are of prime importance because consumers relate themselves to the offerings during these two stages. This article aims at relating the concept of self-congruity to brand loyalty across various consumer adoption categories [innovation of diffusion, Rogers (1962)] and suggests strategies to increase brand loyalty of the various adopter categories. It theoretically brings forth the differences in self-congruity levels amongst various adoption categories of consumers and its related brand loyalty levels. The need for relating self attributes to brand attributes is the need of the hour. Therefore this article aims at discussing the various theoretical assumptions built on concrete constructs which provides a new approach towards measuring brand loyalty. Journal: Int. J. of Electronic Marketing and Retailing Pages: 343-351 Issue: 4 Volume: 11 Year: 2020 Keywords: consumer adoption categories; self-image; product-image; self-congruity; brand loyalty; innovation of diffusion; innovators; early adopters; early majority; late majority; laggards; purchase intentions. File-URL: http://www.inderscience.com/link.php?id=111158 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:4:p:343-351 Template-Type: ReDIF-Article 1.0 Author-Name: M.M. Sulphey Author-X-Name-First: M.M. Author-X-Name-Last: Sulphey Author-Name: Shaha Faisal Author-X-Name-First: Shaha Author-X-Name-Last: Faisal Title: Generational difference as predictors of financial behaviour Abstract: Behavioural differences among generations are a fascinating area that has been studied across various topics and disciplines. However, no study is seen to have been undertaken to find out its relationship with financial behaviour. The present study attempts to bridge this gap in literature. Data for the study was collected randomly from 240 samples with the help of a validated tool - the ORTOFIN scale. The analysis of data has presented some interesting results. The study has succeeded in presenting the complex relationship that intergenerational differences have on financial behaviour. It is expected that the study will add to the literature on intergenerational difference and financial behaviour, and stimulate further studies in this unchartered area of research. Journal: Int. J. of Electronic Marketing and Retailing Pages: 369-383 Issue: 4 Volume: 11 Year: 2020 Keywords: financial behaviour; orientation towards finances; ORTOFINs generational differences. File-URL: http://www.inderscience.com/link.php?id=111159 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:4:p:369-383 Template-Type: ReDIF-Article 1.0 Author-Name: Danilo Magno Marchiori Author-X-Name-First: Danilo Magno Author-X-Name-Last: Marchiori Author-Name: Arminda Maria Finisterra Do Paço Author-X-Name-First: Arminda Maria Finisterra Do Author-X-Name-Last: Paço Author-Name: Helena Maria Batista Alves Author-X-Name-First: Helena Maria Batista Author-X-Name-Last: Alves Author-Name: Paulo Alexandre De Oliveira Duarte Author-X-Name-First: Paulo Alexandre De Oliveira Author-X-Name-Last: Duarte Author-Name: Ricardo José De Ascensão Gouveia Rodrigues Author-X-Name-First: Ricardo José De Ascensão Gouveia Author-X-Name-Last: Rodrigues Title: Digital marketing: a quantitative approach on the scientific production Abstract: The available technological infrastructure and the use of digital platforms by individuals and companies are in rapid growth worldwide. Companies, following this movement, invest more in marketing activities in environments mediated by information technology. Therefore, digital marketing, also known as internet marketing, e-marketing, web marketing, and mobile marketing, gains more space in scientific literature, attracting researchers from all over the world. In this context, due to the lack of similar studies that compile, organise and summarise the existing knowledge on this area of research, this article examines previous literature on digital marketing published between 1998 and April 2017 using bibliometric analysis techniques, especially the analyses of co-occurrence, co-citation, and coupling bibliographic. A total of 377 scientific articles were extracted from the Web of Science database, allowing the identification of the origins and evolution of the research on the subject, its foundations, and intellectual structures. Follow up of the results addresses their implication for the evolution of research on the new and promising field of digital marketing. Journal: Int. J. of Electronic Marketing and Retailing Pages: 384-428 Issue: 4 Volume: 11 Year: 2020 Keywords: digital marketing; bibliometrics; co-occurrence; co-citations; bibliographic coupling. File-URL: http://www.inderscience.com/link.php?id=111160 File-Format: text/html File-Restriction: Access to full text is restricted to subscribers. Handle: RePEc:ids:ijemre:v:11:y:2020:i:4:p:384-428