Sandra Castro-González

University of Santiago de Compostela | USC · Departament of Business Organization and Commercialisation

Life insurance enhances households' capacity to absorb financial shocks and protects against personal risks that no one likes to contemplate. This is even more important in times of economic hardship such as now, when many Europe countries and particularly Spain are going through difficult times due to rising inflation, the war in Ukraine, and the...

Fair Trade (FT), which emerged in the mid-twentieth century, is a global movement that promotes an alternative type of trade to conventional one: it seeks greater equity in international trade and bases commercial relations on dialogue, transparency, and respect, thus contributing to sustainable development. It is based on production and marketing...

Drawing upon the “happy-productive worker” hypothesis and the Job Demands-Resources model, we examine whether expatriates’ well-being mediates the association between expatriates’ interaction adjustment and job satisfaction; and whether this indirect effect is moderated by expatriates’ perceived accomplishment of the organizational goals for the as...

Research on consumer financial vulnerability (CFV) was especially encouraged in the aftermath of the 2007–2008 financial crisis, becoming a phenomenon of global interest to academics and policy makers. This paper reviews the existing academic literature on CFV with the aim of mapping out four research fields (i.e., the concept, the measures, the me...

Despite the designation of Generation Zers (Gen Zers) as the main group of consumers and influencers (affecting the way other people behave) of the hotel industry in the 2020s, research in this field is still very scarce. This study seeks to contribute to addressing this gap, by studying how and when hotels’ involvement in environmentally responsib...

Despite the growing prevalence of employee exemplification in the workplace, there is limited understanding of this assertive self-focused tactic. This study proposes to expand the exemplification research domain by exploring the emotional and behavioral conditions under which this impression management tactic is effective. Data analysis from 206 s...

This paper proposes an explanatory model of the intention to pay for fair trade food products based on the stimulus-organism-response (S-O-R) theory. The research aims are to test the effects of general attitudes toward sustainable food products on the valuation of fair-trade food products, to study the effects of emotions on willingness to pay for...

In recent years, households have become increasingly indebted, which constitutes a matter of concern. Based on a sample from the Spanish Survey of Financial Competences , this paper examines the relationship between self-control and consumer borrowing behaviour and, in so doing, it proposes a new multi-item scale of individual’s self-control in fin...

This special issue of the Management Letters / Cuadernos de Gestión is dedicated to presenting those articles that are included as part of the special issue on consumer behavior and sustainable issues and that highlight marketing’s important role in encouraging sustainable consumption. The first part of this editorial presents six articles that str...

Research on salesperson creativity remains as one of the most under‐researched topics in the sales literature despite the evidence that encouraging creativity in the sales domain is a source of competitive advantage. This paper aims to fill this research gap by exploring the influence of perceived ethical climate on salesperson creative performance...

Purpose The present study examines the potential relationship between financial capability and household financial vulnerability for a sample of Spanish individuals. Design/methodology/approach The methodology combines a literature review deepening on the two concepts addressed in this paper – financial vulnerability and financial capability – and...

Purpose The purpose of this study is understanding how companies can improve sales force performance is a key issue. Despite this, the study of the impact that corporate social responsibility (CSR) practices might have on salespeople’s performance has been neglected in the sales literature. Design/methodology/approach Using data provided by 176 sa...

In collaboration with the Society for Marketing Advances’ 2021 conference, Management Letters/Cuadernos de Gestión is producing a special issue that will focus on “Consumer behavior on sustainability issues”. The objective of this special issue is to stimulate a lively discussion about the contributions that sustainability and CSR make to the knowl...

This study aims to explore and understand whether corporate social responsibility (CSR) could be considered as an indirect cue of certain product characteristics, turning it into an effective instrument to encourage credibility and trust in a food brand and thereby influence consumers’ purchase intention; the study also considers how consumers’ int...

Millennials are currently facing particular financial challenges that will condition the future financial well-being of the society as a whole, and the decision-making process happening in worse circumstances than those of preceding generations. However, few studies to date have deeply analyzed millennials’ financial behaviors, and particularly, ho...

Salespeople turnover is a key issue that can threaten a company’s survival, either by reducing its income or increasing its expenses. The purpose of this study is to analyze the impact of corporate social responsibility (CSR) practices on the salespeople turnover. Drawing from social network theory, this research suggests that the perception of CSR...

La capacitación o competencia financiera de los individuos, resultado de la combinación de su cultura financiera y de la oportunidad de acceder a los productos financieros, supone un reto en las sociedades actuales y, particularmente, para ciertos colectivos de población como la generación millennial. Por esta razón, es importante conocer la compet...

Corporate social responsibility (CSR) is presently one of the most interesting topics in the field of consumer behavior. However, not enough is known about the underlying mechanisms that explain how and when consumer CSR perceptions shape consumer behaviors such as loyalty. The present study proposes and demonstrates that CSR positively influences...

Individuals’ financial well-being has been recognised as an important concern to reach individuals’ general well-being and societal welfare. In this context, understanding how individuals can ensure a good state of financial well-being is a critical question. However, previous studies have not paid enough attention to underlying the mechanisms by w...

Population ageing, together with the recent economic downturn and its aftermath, are giving considerable cause for concern as regards the future sustainability of public pension systems. Voluntary pension schemes emerge here as an alternative to supplement the public pension pillar, and therefore, understanding how individuals make their financial...

A pesar do progresivo aumento de estudos sobre responsabilidade social corporativa (RSC), o estudo dos seus antecedentes e da súa influencia sobre as actitudes e comportamentos da forza de vendas aínda é limitado. Este traballo contribúe a encher este baleiro na literatura organizativa, de comportamento sostible e de vendas mediante a análise de co...

In recent years, especially after the recent economic downturn, household debt has increased in importance, due to its influence on the economy in general and on households’ wellbeing in particular. Therefore, the study of household debt turns out to be necessary in order to know what leads to its demand, and thus to avoid situations of over-indebt...

Although trust is considered a dyadic and bidirectional phenomenon, the majority of trust research has not considered it as such. The aim of the authors is to contribute to closing this research gap by analyzing the influence of supervisor’s propensity to trust on salesperson trust in supervisor, considering the mediating role of servant leadership...

The aim of this research is to present inferential statistical data on the influence of Corporate Social Responsibility (CSR) perceptions on consumer advocacy behaviors, and to consider when and how that relationship occurs. Data was provided by 252 customers of a food company located in Spain. Structural equation modeling was used to analyze the p...

The literature highlights the growing dissatisfaction of consumers with foods from industrial production systems. Their concern for health and the desire to support local producers led them to search for other alternatives: products that are local, traditional and typical of a particular region, such as many Geographical Indication (GI) food produc...

La literatura reciente señala la existencia de una brecha o gap de género en materia de conocimientos financieros que es necesario abordar de cara a mejorar la preparación financiera de la población, y especialmente de las mujeres. Esta investigación tendrá como objetivo presentar un análisis preliminar de los conocimientos financieros -tanto perci...

Corporate social responsibility (CSR) at the individual level has emerged as an important field of research. However, a more comprehensive understanding of how CSR affects employee work engagement and organizational citizenship behavior (OCB) is still lacking. Based on social exchange theory, we examine the effects of employees' perceptions of CSR...

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 underexplored. The purpose of this study is not only to examine the mediating role of the emotion of admiration in the relations...

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 how responsible leadership and corporate social responsibility (CSR) perceptions can contribute to fostering salespeople’s creati...

Purpose The purpose of this paper is to highlight the nature and the organizational role of salespeople and, in particular, underscore the change in salespeople’s management in the current business context. Design/methodology/approach The paper briefly explains the role of salespeople in an organization and how salespeople are gaining prominence...

Performance is especially relevant among sales staff. However, knowledge of the variables that encourage salespeople’s performance is still limited. The purpose of this paper is to contribute to partially fill this gap by analyzing the relationship between corporate social responsibility (CSR), salespeople’s organizational commitment, organizationa...

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 how responsible leadership and corporate social responsibility (CSR) perceptions can contribute to fostering salespeople's creati...

Purpose This paper aims to show how managers model culture for employees to promote corporate social responsibility (CSR) practices. Design/methodology/approach The proposal begins by highlighting the importance of culture for CSR implementation and then explains the impact of culture on employees. Findings Currently, many companies carry out...

The influence of corporate social responsibility (CSR) on salespeople's organizational citizenship behaviors (OCBs) has been widely neglected by academic literature. This paper analyzes the influence of salespeople's perceived dimensions of CSR on the salespeople OCB through organizational commitment. Additionally, the study proposes that interpers...

En los últimos años, el aprendizaje-servicio (ApS) ha irrumpido con fuerza en las universidades españolas como herramienta docente que promueve la adquisición de competencias para la ciudadanía en el alumnado. Competencias que son fundamentales para su exitosa incorporación al mercado laboral. Por esta razón, el profesorado responsable de dos asign...

Research on the role of Corporate Social Responsibility (CSR) in consumer loyalty has become increasingly important in recent academic literature. In this context, it has been suggested that emotions can turn into the mechanism which properly explains the reactions of consumers towards CSR. However, so far, the studies that analyze the role of the...

La investigación sobre el papel de la Responsabilidad Social Corporativa (RSC) en la lealtad de los consumidores ha cobrado importancia en la literatura académica reciente. En este contexto, se ha sugerido que las emociones pueden convertirse en el mecanismo que explique adecuadamente las reacciones de los consumidores a la RSC. Sin embargo, hasta...