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Prof. Dr. Sara Catalán Gil
Department of Marketing and Market Research, University of Zaragoza, Zaragoza, Spain

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0 Gamification
0 Serious Games
0 User engagement
0 Advergames
0 Game dynamics

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Gamification
Advergames
User engagement

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Earlycite article
Published: 30 June 2021 in International Journal of Bank Marketing
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Purpose This study integrates self-determination theory (SDT) and the technology acceptance model (TAM) to explore how gamification increases users' motivation and intention to use personal financial management (PFM) apps, and how it facilitates their adoption. Design/methodology/approach Data from 208 users of the Mint app were analyzed using partial least squares structural equation modeling. Findings The results showed that gamifying PFM apps satisfies users' needs for competence and autonomy and enhances their autonomous motivation to use them. Users' motivation increases their perceptions of ease of use and usefulness of the apps and causes them to develop more favorable attitudes toward them. The findings also confirmed a relationship between users' attitudes toward PFM apps and the behavioral intention to use them. Research limitations/implications To investigate the generalizability of results, studies using other PFM apps would be useful. The cross-sectional nature of the research also limits its causal inference. Practical implications This research provides support for the use of gamification in PFM apps and offers suggestions that may help fintech companies and banks to persuade users to engage with their apps. Originality/value Although gamification is a trending topic, few studies have explored its use in the finance industry. Drawing on SDT and the TAM, this study extends previous research and adds new insights into the effects of gamification in this context.

ACS Style

Paula Bitrián; Isabel Buil; Sara Catalán. Making finance fun: the gamification of personal financial management apps. International Journal of Bank Marketing 2021, ahead-of-p, 1 .

AMA Style

Paula Bitrián, Isabel Buil, Sara Catalán. Making finance fun: the gamification of personal financial management apps. International Journal of Bank Marketing. 2021; ahead-of-p (ahead-of-p):1.

Chicago/Turabian Style

Paula Bitrián; Isabel Buil; Sara Catalán. 2021. "Making finance fun: the gamification of personal financial management apps." International Journal of Bank Marketing ahead-of-p, no. ahead-of-p: 1.

Journal article
Published: 22 April 2021 in Journal of Business Research
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Organizations are increasingly making use of gamification to enhance users’ engagement with their mobile apps. However, more research into the mechanisms that facilitate user engagement and its consequences is needed. Drawing on the self-system model of motivational development, this study investigates how gamification might foster user engagement and positive marketing outcomes. Data from 276 users of a mobile gamified app were analyzed using partial least squares regression. The results showed that gamification increases user engagement through satisfaction of the needs for competence, autonomy and relatedness. User engagement, in turn, leads to greater intention to use, disseminate WOM about, and to positively rate, the app. Finally, this study provides a number of theoretical and practical implications that can help developers design more effective gamified mobile apps.

ACS Style

Paula Bitrián; Isabel Buil; Sara Catalán. Enhancing user engagement: The role of gamification in mobile apps. Journal of Business Research 2021, 132, 170 -185.

AMA Style

Paula Bitrián, Isabel Buil, Sara Catalán. Enhancing user engagement: The role of gamification in mobile apps. Journal of Business Research. 2021; 132 ():170-185.

Chicago/Turabian Style

Paula Bitrián; Isabel Buil; Sara Catalán. 2021. "Enhancing user engagement: The role of gamification in mobile apps." Journal of Business Research 132, no. : 170-185.

Earlycite article
Published: 03 April 2020 in Journal of Fashion Marketing and Management: An International Journal
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PurposeThis study explores consumers' self-congruence with luxury fashion brands they mention on Facebook. It investigates the extent to which those brands are congruent with the actual self (ASC) or the ideal self (ISC), and whether ASC or ISC of luxury fashion brands on Facebook predicts purchase intention. It also examines trait antecedents of both ASC and ISC Facebook mentions of luxury fashion brands, specifically materialism, self-monitoring and self-esteem.Design/methodology/approachFindings are presented from a survey of Facebook users who mention luxury fashion brands on the social medium.FindingsSelf-esteem was revealed as an antecedent of ASC luxury fashion brands mentioned on Facebook, while materialism and high self-monitoring predicted ISC luxury fashion brands. Only ASC luxury fashion brands mentioned online were positively associated with purchase intention.Research limitations/implicationsResults are exploratory, and they are limited to those who are active Facebook users and who mention a luxury fashion brand on Facebook.Practical implicationsThe study offers implications for managers of luxury fashion brands seeking to utilise Facebook to enhance the purchase intention for their brands or to increase the idealisation of the brand.Originality/valueThe paper provides new insights into the relationship between self-congruent mentions of luxury fashion brands on Facebook and purchase intention of those brands, distinguishing between ISC and ASC. This research also offers valuable and useful insights into ISC and ASC antecedents.

ACS Style

Elaine Wallace; Isabel Buil; Sara Catalán. Facebook and luxury fashion brands: self-congruent posts and purchase intentions. Journal of Fashion Marketing and Management: An International Journal 2020, 24, 571 -588.

AMA Style

Elaine Wallace, Isabel Buil, Sara Catalán. Facebook and luxury fashion brands: self-congruent posts and purchase intentions. Journal of Fashion Marketing and Management: An International Journal. 2020; 24 (4):571-588.

Chicago/Turabian Style

Elaine Wallace; Isabel Buil; Sara Catalán. 2020. "Facebook and luxury fashion brands: self-congruent posts and purchase intentions." Journal of Fashion Marketing and Management: An International Journal 24, no. 4: 571-588.

Journal article
Published: 21 January 2020 in The International Journal of Management Education
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In the context of management training business simulation games are increasingly emerging as pedagogical tools for motivating and engaging players actively in the learning experience. Business simulation games provide opportunities for students to enter the flow state. However, few studies have applied flow theory in this specific context. Using data from a two-wave longitudinal study with a sample of 430 students who played a business simulation game, this research draws on the four-channel model of flow to identify subgroups of students based on their levels of skill and challenge and to analyse the evolution of their optimal experience of flow. In addition, it explores whether students in flow achieve higher learning outcomes; in particular, students’ perceived learning, satisfaction and skills development.

ACS Style

Paula Bitrián; Isabel Buil; Sara Catalán. Flow and business simulation games: A typology of students. The International Journal of Management Education 2020, 18, 100365 .

AMA Style

Paula Bitrián, Isabel Buil, Sara Catalán. Flow and business simulation games: A typology of students. The International Journal of Management Education. 2020; 18 (1):100365.

Chicago/Turabian Style

Paula Bitrián; Isabel Buil; Sara Catalán. 2020. "Flow and business simulation games: A typology of students." The International Journal of Management Education 18, no. 1: 100365.

Journal article
Published: 07 January 2020 in Journal of Business Research
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Gamification has become a trend in organisations. However, little research has empirically analysed its potential for recruitment. This study explores the antecedents and outcomes of applicants’ attitudes towards a gamified recruitment tool by drawing on SDT and TAM. Data from 239 individuals who participated in a gamified recruitment process were analysed using partial least squares structural equation modelling. The results show that applicants’ attitudes are associated with their perceptions of ease of use and usefulness, which are correlated with the tool’s ability to satisfy their needs for competence and autonomy and to promote autonomous motivation. The findings also confirm the association between applicants’ attitudes towards the gamified recruitment tool and their recommendation intention, their satisfaction with the tool and perceived organizational attractiveness. In conclusion, this study provides a theoretical foundation based on SDT and the TAM and empirical support for the use of business simulation games in gamified recruitment processes.

ACS Style

Isabel Buil; Sara Catalán; Eva Martínez. Understanding applicants’ reactions to gamified recruitment. Journal of Business Research 2020, 110, 41 -50.

AMA Style

Isabel Buil, Sara Catalán, Eva Martínez. Understanding applicants’ reactions to gamified recruitment. Journal of Business Research. 2020; 110 ():41-50.

Chicago/Turabian Style

Isabel Buil; Sara Catalán; Eva Martínez. 2020. "Understanding applicants’ reactions to gamified recruitment." Journal of Business Research 110, no. : 41-50.

Earlycite article
Published: 02 September 2019 in Online Information Review
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Purpose Based on flow theory, the purpose of this paper is to explain why the use of mobile advergames can enhance players’ brand perceptions and purchase intentions, as well as the factors that affect players’ flow experience. Design/methodology/approach Data from 212 participants who played a mobile advergame was analysed. Structural equation modelling with PLS was used to test the research model. Findings The results reveal that challenge, interactivity, focused attention and telepresence significantly influence the flow experience while playing mobile advergames. Results also show that the greater the flow, the more positive the attitude towards the featured brand and the greater the purchase intention. Practical implications The findings of this study are important for advertising practitioners and advergames developers as understanding the key game features that promote flow is crucial to designing engaging mobile advergames that persuade players most. Originality/value This study contributes to the literature in two ways. First, it provides new insights into the effectiveness of mobile advergames, which is an under-researched area. Second, it offers a conceptual framework based on flow theory for understanding why the use of mobile advergames can enhance players’ brand perceptions and purchase intentions.

ACS Style

Sara Catalán; Eva Martínez; Elaine Wallace. The role of flow for mobile advergaming effectiveness. Online Information Review 2019, 43, 1228 -1244.

AMA Style

Sara Catalán, Eva Martínez, Elaine Wallace. The role of flow for mobile advergaming effectiveness. Online Information Review. 2019; 43 (7):1228-1244.

Chicago/Turabian Style

Sara Catalán; Eva Martínez; Elaine Wallace. 2019. "The role of flow for mobile advergaming effectiveness." Online Information Review 43, no. 7: 1228-1244.

Research article
Published: 26 August 2019 in International Journal of Tourism Research
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This paper explores differences among Generations X, Y, and Z in customer engagement behaviours. Specifically, it analyses differences in customer behaviours in social tourism websites and the effects of self‐efficacy and satisfaction on these behaviours. On the basis of an empirical study with a sample of 346 social tourism websites users, the results show that, in Generation X, self‐efficacy exerts a higher effect on word of mouth than in the other generations. In Generation Y, satisfaction influences information searches and hotel bookings more than for the others. Generation Z is more prone to give referrals than are the other two generations.

ACS Style

Rafael Bravo; Sara Catalán; José Miguel Pina. Intergenerational differences in customer engagement behaviours: An analysis of social tourism websites. International Journal of Tourism Research 2019, 22, 182 -191.

AMA Style

Rafael Bravo, Sara Catalán, José Miguel Pina. Intergenerational differences in customer engagement behaviours: An analysis of social tourism websites. International Journal of Tourism Research. 2019; 22 (2):182-191.

Chicago/Turabian Style

Rafael Bravo; Sara Catalán; José Miguel Pina. 2019. "Intergenerational differences in customer engagement behaviours: An analysis of social tourism websites." International Journal of Tourism Research 22, no. 2: 182-191.

Journal article
Published: 15 July 2019 in Journal of Product & Brand Management
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Purpose This paper aims to explain the effect of flow, game repetition and brand familiarity on players’ brand attitude and purchase intention in the context of mobile advergaming. Design/methodology/approach Data from 227 participants who played a mobile advergame were analysed. Structural equation modelling with partial least squares was used to test the research model. Findings The results reveal that the independent variables (i.e. game repetition and brand familiarity) significantly influence the dependent variables explored in this study (i.e. brand attitude and purchase intentions of players). Results also show that brand familiarity influences players’ flow experience, which in turn significantly affects players’ purchase intentions. Research limitations/implications The findings of this study are important for advertising practitioners and advergames’ developers as understanding the determinants of mobile advergaming effectiveness is crucial for designing successful advergames that persuade players the most. Originality/value This study contributes to the literature in two ways. First, it provides new insights into the effectiveness of mobile advergames, which is an under-researched area. Second, it offers empirical evidence of the effects of game repetition, flow and brand familiarity on mobile advergaming effectiveness.

ACS Style

Sara Catalán; Eva Martínez; Elaine Wallace. Analysing mobile advergaming effectiveness: the role of flow, game repetition and brand familiarity. Journal of Product & Brand Management 2019, 28, 502 -514.

AMA Style

Sara Catalán, Eva Martínez, Elaine Wallace. Analysing mobile advergaming effectiveness: the role of flow, game repetition and brand familiarity. Journal of Product & Brand Management. 2019; 28 (4):502-514.

Chicago/Turabian Style

Sara Catalán; Eva Martínez; Elaine Wallace. 2019. "Analysing mobile advergaming effectiveness: the role of flow, game repetition and brand familiarity." Journal of Product & Brand Management 28, no. 4: 502-514.

Research article
Published: 18 March 2019 in British Journal of Educational Technology
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This research draws on the self‐system model of motivational development to explain how the use of business simulation games in class facilitates students’ engagement and enhances their learning. Based on a survey of 360 undergraduate students who played a business simulation game in a marketing course, the findings show that students’ perceptions of competence, autonomy, relatedness and self‐efficacy have a positive impact on their cognitive, emotional and behavioural engagement. In addition, cognitive and emotional engagement have a positive influence on skills development and perceived learning.

ACS Style

Isabel Buil; Sara Catalán; Eva Martínez. Engagement in business simulation games: A self‐system model of motivational development. British Journal of Educational Technology 2019, 51, 297 -311.

AMA Style

Isabel Buil, Sara Catalán, Eva Martínez. Engagement in business simulation games: A self‐system model of motivational development. British Journal of Educational Technology. 2019; 51 (1):297-311.

Chicago/Turabian Style

Isabel Buil; Sara Catalán; Eva Martínez. 2019. "Engagement in business simulation games: A self‐system model of motivational development." British Journal of Educational Technology 51, no. 1: 297-311.

Journal article
Published: 23 February 2019 in The International Journal of Management Education
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Business simulation games are one of the most effective tools for motivating and engaging players actively in the learning experience. In this context, understanding which factors promote the intrinsic motivation of players is of primary importance. Self-determination theory (a theory of human motivation) postulates that contexts that support satisfaction of the three innate psychological needs for competence, autonomy, and relatedness allow individuals to maintain intrinsic motivation. However, no previous research has applied this theory to explain motivation while playing business simulation games. To address this gap, we propose that satisfaction of the needs for competence, autonomy, and relatedness influences players’ intrinsic motivation, which in turn facilitates engagement. This study also explores the impact of intrinsic motivation and engagement on the development of generic skills and perceived learning. Based on a survey of 360 undergraduate business students who used a business simulation game, the findings provide support for most of the hypothesized relationships.

ACS Style

Isabel Buil; Sara Catalán; Eva Martínez. Encouraging intrinsic motivation in management training: The use of business simulation games. The International Journal of Management Education 2019, 17, 162 -171.

AMA Style

Isabel Buil, Sara Catalán, Eva Martínez. Encouraging intrinsic motivation in management training: The use of business simulation games. The International Journal of Management Education. 2019; 17 (2):162-171.

Chicago/Turabian Style

Isabel Buil; Sara Catalán; Eva Martínez. 2019. "Encouraging intrinsic motivation in management training: The use of business simulation games." The International Journal of Management Education 17, no. 2: 162-171.

Journal article
Published: 27 August 2018 in Journal of Management and Business Education
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Los juegos de simulación empresarial presentan una alternativa interesante a los métodos de enseñanza tradicionales en el área de Empresa, ya que permiten reducir el gap existente entre la teoría y la práctica empresarial, permitiendo a los estudiantes desarrollar habilidades y competencias demandadas en el mundo empresarial. Uno de los factores que puede influir en su éxito como herramienta pedagógica es la experimentación de un estado de flow por parte de los estudiantes mientras están jugando. El objetivo de este trabajo es analizar si los juegos de simulación empresarial favorecen las condiciones para que exista flow (ej. equilibrio entre el reto y las habilidades, claridad de los objetivos, y feedback), si fomentan la experimentación del estado de flow (caracterizado por una elevada concentración, diversión y motivación intrínseca) y la evolución del estado de flow a lo largo del juego. Además, se pretende analizar si el uso de juegos de simulación empresarial favorece el desarrollo de habilidades y competencias, tanto genéricas como específicas. Para ello, se ha llevado a cabo un estudio con 320 alumnos que han utilizado un juego de simulación empresarial. Los resultados obtenidos proporcionan apoyo para el uso de este tipo de herramientas pedagógicas en el aula.

ACS Style

Sara Catalán Gil; Eva Martínez Salinas. FAVORECER EL ‘ESTADO DE FLOW’: LA CLAVE DE LOS JUEGOS DE SIMULACIÓN EMPRESARIAL. Journal of Management and Business Education 2018, 1, 140 -159.

AMA Style

Sara Catalán Gil, Eva Martínez Salinas. FAVORECER EL ‘ESTADO DE FLOW’: LA CLAVE DE LOS JUEGOS DE SIMULACIÓN EMPRESARIAL. Journal of Management and Business Education. 2018; 1 (2):140-159.

Chicago/Turabian Style

Sara Catalán Gil; Eva Martínez Salinas. 2018. "FAVORECER EL ‘ESTADO DE FLOW’: LA CLAVE DE LOS JUEGOS DE SIMULACIÓN EMPRESARIAL." Journal of Management and Business Education 1, no. 2: 140-159.

Journal article
Published: 19 January 2018 in Journal of Computer Assisted Learning
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Business simulation games are a motivational and engaging tool for teaching business management. However, relatively little is known about what factors contribute to their success. This study explores the role of flow experienced while using business simulation games. Specifically, this research investigates the influence of challenge, skills, feedback, and goal clarity on students' flow experience. It also explores the impact of flow on generic skills development, perceived learning, and satisfaction. Based on a survey of 167 undergraduate students who used a classroom-based business simulation game, the findings show that the challenge provided by the game, students' skills to meet the challenge, and instant feedback positively influenced students' flow. Conversely, goal clarity did not foster the optimal experience. Flow positively impacted generic skills development, perceived learning, and satisfaction.

ACS Style

I. Buil; S. Catalán; E. Martínez. Exploring students' flow experiences in business simulation games. Journal of Computer Assisted Learning 2018, 34, 183 -192.

AMA Style

I. Buil, S. Catalán, E. Martínez. Exploring students' flow experiences in business simulation games. Journal of Computer Assisted Learning. 2018; 34 (2):183-192.

Chicago/Turabian Style

I. Buil; S. Catalán; E. Martínez. 2018. "Exploring students' flow experiences in business simulation games." Journal of Computer Assisted Learning 34, no. 2: 183-192.

Journal article
Published: 20 April 2017 in British Journal of Educational Technology
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Flow is a state of total absorption and concentration in an activity that is desirable for students, as it enhances the learning experience. Due to the importance of flow for learning, this research investigates the influence of three flow preconditions—namely balance of skill and challenge, feedback and goal clarity—on students' flow, operationalized as heightened concentration, sense of control and autotelic experience, while using clickers—a type of polling device. The study also explores the impact of concentration, sense of control and autotelic experience on students' perceived learning and satisfaction. Based on a survey of 204 undergraduate students who use clickers in the classroom, the findings show that balance of skill and challenge has a positive influence on students' concentration, sense of control and autotelic experience. Both feedback provided by clickers and goal clarity have a positive influence on concentration and sense of control, but do not influence the autotelic experience. Findings also corroborate the positive impact of concentration and sense of control experienced by students on perceived learning. Finally, autotelic experience predicts both perceived learning and satisfaction.

ACS Style

Isabel Buil; Sara Catalán; Eva Martínez. The influence of flow on learning outcomes: An empirical study on the use of clickers. British Journal of Educational Technology 2017, 50, 428 -439.

AMA Style

Isabel Buil, Sara Catalán, Eva Martínez. The influence of flow on learning outcomes: An empirical study on the use of clickers. British Journal of Educational Technology. 2017; 50 (1):428-439.

Chicago/Turabian Style

Isabel Buil; Sara Catalán; Eva Martínez. 2017. "The influence of flow on learning outcomes: An empirical study on the use of clickers." British Journal of Educational Technology 50, no. 1: 428-439.

Journal article
Published: 23 October 2016 in Computers & Education
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The use of clickers in the classroom has gained popularity over the past few years. While significant work has been conducted on exploring clickers as drivers of learning outcomes, findings are still mixed and inconclusive. In addition, several recent reviews of this interactive technology highlight an important shortcoming of previous research: the lack of theoretical discussions that explain how clickers may help learning. To address these gaps, this research draws on the control-value theory of achievement emotions to explain how the use of clickers can enhance students' motivation, learning, and satisfaction. Based on a survey of 207 undergraduate students who use clickers in the classroom, the findings show that feedback provided by clickers has a positive influence on students' perceived academic control, self-efficacy, and value. Perceived academic control and self-efficacy positively predict pride, but do not influence the enjoyment experienced while using clickers. On the other hand, self-efficacy has a negative influence on boredom. Value has a positive effect on enjoyment and pride, and a negative effect on boredom. Enjoyment experienced by students while using clickers predicts both intrinsic and extrinsic motivation. Pride has a positive effect on extrinsic motivation, whereas boredom has a negative influence on students' intrinsic motivation. Finally, both types of motivation predict perceived learning and satisfaction.

ACS Style

Isabel Buil; Sara Catalán; Eva Martínez. Do clickers enhance learning? A control-value theory approach. Computers & Education 2016, 103, 170 -182.

AMA Style

Isabel Buil, Sara Catalán, Eva Martínez. Do clickers enhance learning? A control-value theory approach. Computers & Education. 2016; 103 ():170-182.

Chicago/Turabian Style

Isabel Buil; Sara Catalán; Eva Martínez. 2016. "Do clickers enhance learning? A control-value theory approach." Computers & Education 103, no. : 170-182.

Journal article
Published: 24 January 2015 in BRQ Business Research Quarterly
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Corporate brand identity management is a key issue for any organisation. Accordingly, its study is a research field of great interest. This paper seeks to broaden the understanding of this strategic activity and its effects. Specifically, it investigates the concept of corporate brand identity from the employees’ perspective in the UK financial banking sector and analyses the link between brand identity management and employees’ attitudes and behaviours. Results indicate that organisations should pay special attention to the corporate brand identity management, given its influence on employees’ commitment with their organisations, as well as their brand performance and satisfaction.

ACS Style

Isabel Buil; Sara Catalán; Eva Martínez. The importance of corporate brand identity in business management: An application to the UK banking sector. BRQ Business Research Quarterly 2015, 19, 3 -12.

AMA Style

Isabel Buil, Sara Catalán, Eva Martínez. The importance of corporate brand identity in business management: An application to the UK banking sector. BRQ Business Research Quarterly. 2015; 19 (1):3-12.

Chicago/Turabian Style

Isabel Buil; Sara Catalán; Eva Martínez. 2015. "The importance of corporate brand identity in business management: An application to the UK banking sector." BRQ Business Research Quarterly 19, no. 1: 3-12.