Juan Sánchez-Fernández

Juan Sánchez-Fernández
University of Granada | UGR · Departamento de Comercialización e Investigación de Mercados

Phd. in Marketing

About

93
Publications
84,060
Reads
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2,523
Citations
Additional affiliations
January 2012 - present
Universidad de Granada
May 2001 - October 2017
University of Granada
Position
  • Professor (Assistant)
Education
January 2001
University of Granada
Field of study
  • Marketing

Publications

Publications (93)
Article
Full-text available
Governments, political parties and public institutions regularly design and launch communication campaigns emphasising their successes, fostering participation in democratic acts, promoting the use of public services and seeking to boost electoral support. Accordingly, researchers in the fields of politics and public administration have long sought...
Article
Full-text available
Traditional psychological theories of message persuasion typically conclude that messages that are able to facilitate an optimal allocation of cognitive resources in the audience will increase memory encoding, will be better retrieved and recalled, and will likely be more persuasive. The growing competition in online advertising has led to a need t...
Article
Previous interactive marketing literature has concluded that banner attributes are key drivers of ad effectiveness and online consumer behaviors. In particular, prior advertising studies have largely defined the two most commonly used ad appeals in online settings: hedonic (i.e., visually attractive, joy-focused, and interactive) and utilitarian (i...
Article
The increasing number of active Internet users has encouraged companies to compete to design the most efficient online ads for their target audience. While some companies build their ads based on the functional and instrumental benefits of their advertised products (i.e., utilitarian banners), others emphasize the experiential, personal, and emotio...
Article
Purpose-This study aims to illuminate the contribution of neurophysiological techniques in the field of marketing and consumer decision-making and to highlight avenues and research questions that marketing researchers can take advantage of from neuroscience and psychology to inform marketing phenomena. Methodology-The authors first reviewed the ro...
Article
Full-text available
Este trabajo ha obtenido el 1.er Premio Estudios Financieros 2021 en la modalidad de Marketing y Publicidad. Investigaciones previas en el campo del e-commerce han definido los dos entornos web más ampliamente utilizados, a saber, el hedónico (entorno visualmente atractivo, centrado en el disfrute e interactivo) y el utilitario (informativo y func...
Chapter
The growth of e-commerce and new digital methods of payment has ushered in unexpected repercussions on many companies throughout the world.The hotel chain EHS is an example. An increase in competition resulting from the digitalization of hotel bookings has led to a 5% reduction in its net sales in 2019. To address this situation, EHS’s CEO charged...
Chapter
Despite the ever-increasing growth of tourism in Granada (Spain), its city council plans to boost this growth even more in 2021 by making improvements to the tourist experience. The city council entrusted a team led by Rocio Sainz to develop a smart city project called “e-Granada” aiming to enhance the tourist experience by implementing a series of...
Article
Overweight and obesity have become international public health problems, so there is an urgent need to implement effective interventions that prevent these concerning health issues. Designing personalized (tailored) dietary communications has become one of the most effective tools in reducing unhealthy eating behavior, when compared with one-size-f...
Article
Full-text available
The teaching methodology in university marketing subjects has traditionally been based on “lecture classes”, which have proved to be insufficient for providing students with professional skills that can be directly applied in the workplace. This research aims to reduce this gap between the university and business by applying the active teaching met...
Article
This paper presents the results of a bibliometric analysis of academic research dealing with COVID-19 in the area of city destination development from 1 December 2019 to 31 March 2021. Particularly, by means of SciMAT software, it identifies, quantifies, and visually displays the main research clusters, thematic structure and emerging trends that c...
Research Proposal
Full-text available
One of the marketing disciplines that is experiencing exponential growth in recent years is consumer neuroscience, which consists of the application of techniques from psychology, neuroscience and physiology to the study of the neuropsychological origin of consumer attitudes, preferences, intentions and behaviors. Thus, methodologies such as eye-tr...
Article
Full-text available
The limitations of self-report techniques (i.e., questionnaires or surveys) in measuring consumer response to advertising stimuli have necessitated more objective and accurate tools from the fields of neuroscience and psychology for the study of consumer behavior, resulting in the creation of consumer neuroscience. This recent marketing sub-field s...
Article
Full-text available
Daily worldwide newspapers are filled with campaigning unveiling political corruption. Despite this information be worrying to many citizens, political researchers have not identified any consistent trend of decline of support among party sympathizers. This study utilizes neuroimaging for the first time to examine the neuropsychological origin of p...
Article
International business research posits that, under certain circumstances, consumers prefer goods manufactured in their own country regardless of their country of origin image. Yet the psychological origin of such Domestic bias remains unknown. This study presents a neuroimaging experiment developed in Spain. The task combined low and high involveme...
Chapter
Health economics literature has demonstrated that physician motivation is related with three reasons—extrinsic motivation, intrinsic motivation, and prosocial motivation—and that this motivational structure is influenced by the type of organization in which they work. Yet this research proves insufficient to identify the origin of the physician's p...
Article
Full-text available
Worldwide political parties devote more than half of their budgets to communication campaigns. Yet research on political behavior is not unanimous as to the effect of political campaign communications on the electorate. Certain studies interpret the discrepancy by indicating that individual characteristics may modulate the way citizens perceive pol...
Article
Despite the emergence of the notion of smart tourism destinations in tourism research, few studies have delved deeply into the topic, and the little research focusing on the subject has not offered an overview of its evolution, current scope, and potential domains of interest. This study aims to fill this gap in literature by applying a bibliometri...
Article
The fight against COVID-19 since January 2020 has become the top priority of more than 200 countries. In order to offer solutions to eradicate this global pandemic, the scientific community has published hundreds of articles covering a wide range of areas of knowledge. With the aim of synthesizing these publications, academics are resorting to bibl...
Article
Purpose The aim of this research is to assess the influence of the underlying service quality variable, usually related to university students' perception of the educational experience. Another aspect analysed in this work is the development of a procedure to determine which variables are more significant to assess students' satisfaction. Design/m...
Chapter
To date, literature in the advertising and storytelling fields has long evidenced the outcomes (cognition, affect and behaviour) of the effects of individual (consumer goals or familiarity) and stimulus factors (advertising design) on visual attention (fixation number, viewing order or pupil size). Nevertheless, a full overview of the main papers,...
Conference Paper
Full-text available
One of the marketing disciplines that has been experiencing exponential growth in recent years is consumer neuroscience, which consists of the application of techniques from psychology, neuroscience and physiology to the study of the origin of consumer behavior. Despite the rapid development of this branch, it is surprising to discern how most stud...
Article
Consumer services literature offers substantial evidence that ethnocentric consumers tend to prefer domestic over foreign products. Yet no research to date has delved into the question how consumer ethnocentrism (CE) modulates the neural processing of products. This is the first study resorting to neuroimaging to explore to what extent CE levels af...
Article
Modern eye-tracking techniques have opened a new door of opportunities for evaluating communication effectiveness in a way that minimizes cognitive biases and provides moment-by-moment insights into communication’s attention processes. The increasing body of research applying eye-tracking methodologies, together with the reorientation of the landsc...
Article
The growth of online transactions coupled with the worldwide expansion of Internet-based information exchange has triggered fear, distrust and risk among online consumers. Despite the well-proven benefits to retailers when they include assurance services (online trust signals) such as seals of approval, rating systems or assurance statements in the...
Article
Daily worldwide newspapers print articles exposing government corruption. Yet these messages do not lead to a loss of votes for the corrupt parties. Sympathizers' partisan bias, which respectively minimizes and maximizes corruption and positive messages of their own parties respectively, is widely considered the main cause of the loss of effectiven...
Chapter
The pursuit of more persuasive advertising has recently attracted the interest of the scientific community. Yet most of this research resorts to self-report studies that are inaccurate when measuring sensitive information and unconscious reactions. There is therefore a growing interest in applying more objective systems such as tools from the field...
Article
This study compares the factors that determine consumer acceptance SMS (Short Message Service), NFC (Near Field Communication) and QR (Quick Response) mobile payment systems, in addition to determining the principal factors which influence the adoption of these mobile payment systems as means payment. A comprehensive review of the scientific litera...
Article
Despite the enormous growth of e-commerce, consumers still come against risk-related barriers while carrying out online purchases. Specialists of e-commerce have therefore explored the facets of online risk perception with the aim of identifying which has the greatest impact. There is, nonetheless, no consensus as to the facets of risk perception o...
Article
Dependable online payment systems (e-payments) are fundamental in promoting future online purchases. Yet little research has focused on either the differences between secure and risky e-payments or consumer reactions to the different systems. This study reverts to neuroscience (fMRI) to i) identify the neural effects pertaining to risky and secure...
Article
This paper explores neural and self-report responses to gender congruence in product-voice combinations in commercials. An fMRI study was carried out in which participants (n = 30) were presented with gender-targeted pictures of characteristic male or female products accompanied by either gender congruent or incongruent voices. The findings show th...
Chapter
The pursuit of more persuasive advertising has recently attracted the interest of the scientific community. Yet most of this research resorts to self-report studies that are inaccurate when measuring sensitive information and unconscious reactions. There is therefore a growing interest in applying more objective systems such as tools from the field...
Article
Full-text available
Mobile devices and social media have led to a profound revolution of modern society, obliging many companies to reorient their sales systems towards more successful commercial formats (mobile commerce and social commerce). The mobile payment, for instance, as an emerging and supplementary service to these new commercial formats, is now undergoing t...
Article
Full-text available
Ecological information offered to society through advertising enhances awareness of environmental issues, encourages development of sustainable attitudes and intentions, and can even alter behavior. This paper, by means of functional Magnetic Resonance Imaging (fMRI) and self-reports, explores the underlying mechanisms of processing ecological mess...
Article
This article examines the neural and behavioral effects of voice gender and message framing in ecological advertising by means of functional MRI in conjunction with a task presenting persuasive gain-framed (GF) or loss-framed (LF) messages pronounced by male voice (MV) and female voice (FV). Behavioral responses showed more positive attitudes towar...
Article
The backbone of the European innovation strategy is knowledge transfer from universities to companies, the programmes supporting the creation of university spin-offs being one of its pillars. In order to achieve a better understanding of this kind of entrepreneurial activity in Spain, this article analyses the relationship between research activity...
Chapter
Over the last few years, the payment systems used in business activities have been altered by recent technological developments. Increasingly, more consumers use their mobile phones to do their purchases. Currently, sales through smartphones are an indicator of the growth potential that these new trade and payment methods have in the future society...
Article
Full-text available
Objective – The aim of this study is to propose and prove a theoretical integrative model which allows determining the relative importance of a new mobile payment system as well as the analysis of possible moderator effects of the age of its potential users within new electronic environments. Design/methodology/approach – To carry out this researc...
Article
Full-text available
While the SERVQUAL scale has met with greater success than other initiatives in the Internet context, the various adaptations and changes made to the measurement scales often make it difficult to compare results over time; a key aspect that companies must take into account when implementing their market-oriented strategies. Even when the time horiz...
Article
Full-text available
How does the consumer emotionally process and react to messaging intended to prompt responsible behavior toward the environment? This study provided a psychophysiological method to analyze how certain combinations of elements in an advertisement generate different types of response. Psychophysiology is the study of the relationship between the mind...
Article
Full-text available
This paper contributes to the research area concerned with behaviours of young users in virtual environments. More specifically, we study their purchasing behaviours on the Internet and the acceptance of the new mobile payment tools that are being used. To perform this research, a web experiment involving a new short-message-service (SMS) mobile pa...
Article
Full-text available
The main goal of our research is to analyze users' acceptance of mobile payment systems, considering the population's widespread use of mobile devices. In order to explain acceptance, we have added trust and perceived risk to the traditional variables. To this end, we have carried out a study through an online survey to a national panel of Internet...
Article
The aim of this paper is to contribute to the field of satisfaction research from the perspective of electronic banking users—a topic of great interest to financial institutions as they formulate business strategies. In this context, we analyze the possible moderating effect of user experience with the products of a specific institution. A comprehe...
Article
Although mobile-related technologies are widely accepted in today's society, mobile payment in Virtual Social Networks (VSN) is not among the most widely used mobile services. This paper analyzes users’ acceptance of mobile payment in VSN. In order to analyze the level of acceptance of this technology, as well as the factors that determine its use...
Article
Full-text available
Purpose – The purpose of the research is to try to explain the intention of adopting a new mobile payment (m-payment) system in a country where this type of payment systems does not have a presence. More exactly, to propose and test an integrative theoretical model that allows to determine the relative influence of the determining factors (external...
Article
Full-text available
Over the last few years, the payment systems used in business activities have been altered by recent technological developments. Increasingly, more consumers use their mobile phones to do their purchases. Currently, sales through smartphones are an indicator of the growth potential that these new trade and payment methods have in the future society...
Article
Full-text available
Recent innovations in the field of information technology and communications are radically changing the way international organizations conduct business. In this competitive environment, having the necessary tools to streamline business transactions and secure digital payments is crucial to business success. Electronic Payment Systems for Competiti...
Chapter
The advancement and the evolution of mobile communications and mobile device technology have led to a remarkable growth and tremendous requirement for mobile applications that are carried on mobile phones. These technologies have lead to the deployment of business, communications, and mobile services, and hence, gave rise to mobile payments. The mo...
Chapter
During the last decade, the national financial markets have shown a great transformation that has failed to reduce the high rate of existing banking in spite of the current financial crisis. This high level of competition makes financial institutions concerned about the loyalty of their customers to maintain or increase their market share and profi...
Chapter
According to the Mobile Payment Forum, mobile payments are the transactions with a monetary value that is conducted through a mobile telecommunications network through diverse mobile users devices, such as cellular telephones, smart phones or PDAs, and mobile terminals. Mobile payment is a transfer of funds in return for goods or services in which...
Article
Full-text available
The emergence of Web 2.0 in recent years has significantly affected tourism information sources. This paper attempts to confirm how Travel 2.0 applications have influenced tourist decision-making behaviour. The results of the study show that tourists continue to be influenced to a greater extent by the comments and opinions of friends and relatives...
Article
Full-text available
The aim of this paper is to analyse the users’ acceptance of mobile payment on social networks. Although social networks and mobile-related technology are widely accepted by society, mobile payment is not among the most widely used mobile services. In order to analyse the level of acceptance of this technology, as well as the factors that determine...
Article
Full-text available
Following the development of advanced neuroimaging techniques, the growing interest in studying the brain’s response to marketing stimuli resulted in the birth of consumer neuroscience within the field of neuroeconomics. However, marketing scholars have remained reluctant to adopt the techniques of neuroscience and there is still uncertainty about...
Article
Full-text available
Microblogging social networks (µBSNs) provide the opportunity to communicate worldwide making use of a small number of characters; an apparent limitation that forces users to share only essential information when linking to the world with which they interact. These platforms can serve to motivate students by narrowing the physical and psychological...
Article
Full-text available
Analysis of the relations between family events and the demand for housing has, to date, received very little attention from researchers, although there can be no doubt that housing preferences vary with changing personal circumstances. The spectacular growth in the number of single-parent households throughout Europe highlights the timeliness and...
Article
Full-text available
El análisis de las conexiones entre eventos familiares y eventos de vivienda ha recibido hasta ahora muy poca atención por parte de los investigadores, aunque nadie discute que las preferencias de las personas sobre vivienda cambian conforme evoluciona su ciclo vital. El espectacular crecimiento del número de hogares monoparentales en toda Europa j...
Article
Abstract Purpose – The purpose of this paper is to analyse tourist behaviour with regard to the new Web 2.0-based sites, or Travel 2.0 websites. Concretely, it seeks to generalise the underlying behavioural model in explaining intention to use such sites according to its main determinants. Design/methodology/approach – The authors develop a structu...
Article
This paper analyses the academic research conducted in financial marketing from 1961 to 2010. To do so, an automatic approach for detecting and visualising the hidden themes is applied. This automatic approach, based on co-word analysis, combines performance analysis and science mapping. It permits visualising the division of the financial marketin...
Article
The present paper analyses research in the social science subfield of financial marketing research (FMR). We apply a bibliometric approach, using co-word analysis combined with performance analysis and science mapping, to detect and visualise conceptual subdomains and identify the most prominent themes. The thematic networks extracted show the asso...
Article
Although it is habitual to measure human perceptions with quite accurate instruments, perceptions are characterized by uncertainty and fuzziness. Furthermore, variations in individual perceptions and personality mean that the same words can indicate very different perceptions. In this context, the fuzzy linguistic approach seems to be an appropriat...
Article
Full-text available
This article presents an application of a bibliometric and visual study of the research carried out on a social science subfield, concretely the consumer behaviour research (CBR), from a longitudinal perspective (period 1966–2008). The study combines perfor-mance analysis and science mapping for detecting and visualizing conceptual subdomains. Quan...
Article
This study centers on three parameters that can influence responses to Web-based surveys: personalization, the periodicity of follow-up mailings and incentives based on prize draws. The results show the need to send a lower number of reminders with personalized e-mail messages when the aim is for respondents to complete the full questionnaire. In c...
Article
Full-text available
One of the most significant changes affecting family structures in Europe over the last few decades is the remarkable increase in the number of lone-parent families as a result of the dissolution of relationships. Housing is one of the primary needs that arises. Attitudes for coping with the situation are varied and are determined by a number of fa...
Article
Full-text available
The microblogging social networks (µBSNs) can serve to motivate students by narrowing the physical and psychological distances separating teachers and students, thus increasing their confidence and engagement in the learning process. To examine this issue in greater depth, an experiment was carried out using a µBSN before, during and after face-to-...
Article
Full-text available
Uno de los cambios más significativos experimentados por las estructuras familiares en Europa en las últimas décadas lo constituye el notable incremento del número de familias monoparentales como consecuencia de una ruptura de pareja y una de las necesidades primarias con las que se encuentran es la relativa a la vivienda. Las actitudes para afront...