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Listar por autor "Fernández-Ferrín, Pilar"
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Corporate social responsibility and consumer advocacy behaviors: The importance of emotions and moral virtues
Castro-González, Sandra; Bande Videla, Belén ; Fernández-Ferrín, Pilar; Kimura, Takuma (Journal of Cleaner Production, 10/09/2019)Although previous studies revealed the positive perception effect of corporate social responsibility (CSR) on consumer behavior, the influence mechanism and the impact of individual characteristics on the effect have been ... -
How and When Does Emotional Intelligence Influence Salesperson Adaptive and Proactive Performance?
Bande Videla, Belén ; Fernández-Ferrín, Pilar (European Management Review, 12/2015)Salesperson adaptivity and proactivity are two emergent forms of sales performance that are particularly important when work requirements cannot be clearly anticipated and employees need to address complex situations. This ... -
Impression Management Tactics and Performance Ratings: A Moderated-Mediation Framework
Bande Videla, Belén; Fernández-Ferrín, Pilar; Otero-Neira, Carmen; Varela-Aldás, José (Journal of Business to Business Marketing, 2017)Purpose: The objective of this study is to contribute to the sales management literature by analyzing whether self-monitoring dimensions (the ability to adjust the presentation of one's self and the sensitivity to the ... -
PLS-SEM in business promotion strategies. A multigroup analysis of mobile coupon users using MICOM
Carranza, Rocío ; Díaz, Estrella; Martín-Consuegra, David; Fernández-Ferrín, Pilar (Industrial Management & Data Systems, 07/12/2020)Purpose The development of Information Systems (IS) and Information and Communication Technologies (ICT) is offering new opportunities for businesses to implement promotion strategies focused on customer attraction and ... -
Responsible leadership and salespeople's creativity: themediating effects of CSR perceptions
Castro-González, Sandra; Bande Videla, Belén ; Fernández-Ferrín, Pilar (Sustainability, 01/04/2019)Although sales tasks require creative thinking, salespeople's creativity has been identified as one of the most under-researched topics in the sales literature. This study contributes to filling this gap by understanding ... -
Salesperson coping with work-family conflict: The joint effects of ingratiation and self-promotion
Bande Videla, Belén ; Jaramillo, Fernando; Fernández-Ferrín, Pilar; Varela, José Antonio (Journal of Business Research, 02/2019)Impression management tactics have recently been identified as effective strategies for coping with work stressors. However, despite the evidence that using a combination of tactics can provide more favorable outcomes than ... -
The Choice of Local Food Products by Young Consumers: The Importance of Public and Private Attributes
Fernández-Ferrín, Pilar; Bande Videla, Belén ; Calvo-Turrientes, Aitor; Galan-Ladero, M Mercedes (Agribusiness, 2017)In this paper, we propose an explicative model for the effective purchase of various brands of local products, incorporating private and public motivations into a causal chain and considering product availability as a ...