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Recent market volatility has provided a fundamental challenge to those arguing for the central role of intellectual capital as a source of organisation value. Using perceptual data relevant to the importance of intellectual capital as a source of enterprise value gathered in two studies conducted before and after the recent market ‘downturn’ respectively, this paper provides empirical evidence in support of the continuing and central importance of intellectual capital. The findings from these two studies also demonstrate consistency in the composition of the human, internal and external components of intellectual capital. The Irish software/telecom sector provides an ideal research frame work for any such investigation. In recent years Ireland has established itself as the largest software exporter in the world and this sector has been one of the primary engines of growth in an economy that has experienced real growth of over 40% in 6 years, a rate unparalleled in the developed world.

This study aims to explore patterns in e‐tail spending across different demographic groups and to predict which households are the most frequent shoppers and highest spenders. Further, it aims to investigate which households are least likely to purchase from unfamiliar online stores.

Using a random sample of Florida households, the study is the first to use probit and ordered probit models to study Internet purchasing behavior.

Younger, college educated, higher income households living in suburban, rural and small towns spend and shop the most online. Caucasians purchase online more often than African Americans and Hispanics but spend about the same amount. The study also finds that male, Hispanic, college educated and younger consumers are more willing to purchase from unfamiliar online stores.

This study provides new evidence on factors affecting household online spending and buying decisions. Previous studies have not used an ordered probit to model different levels of spending and this new specification provides information about which demographic groups are the most (or the least) frequent buyers as well as which demographic groups are the highest (or the lowest) e‐tail spenders. This study also investigates which demographic groups are most likely to shop only at stores with whom they are already familiar.