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Dr. Maria Luisa del Río Araujo
Associate Prof.

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0 Marketing
0 Sales & Marketing Leadership
0 Sustainability
0 Tourism management

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Articles
Published: 03 April 2019 in Journal of Business-to-Business Marketing
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Purpose: The goal of this paper is to investigate whether salesperson proactive behavior mediates the relationship between sales manager servant leadership and salesperson overall performance rating by the sales manager. Moreover, it examines whether salesperson customer orientation and political skill moderate the sales manager servant leadership − salesperson proactive behavior ─ salesperson overall performance. Design/methodology/approach: Empirical analysis is based on dyadic data from 181 industrial salespeople and their sales managers in a range of different industries (including both manufacturing and service industries). To analyze the multilevel moderated mediation process, this investigation uses Multilevel Structural Equation Modeling (MSEM). Findings: Sales manager servant leadership was positively related to salespeople overall performance rating through their proactive behavior except when their customer orientation was low. Moreover, this relationship between sales manager servant leadership and overall performance rating through proactive work behavior was stronger the greater the salespeople consumer orientation and political skill. Research implications: The study suggests that sales manager servant leadership is indirectly related to salesperson overall performance rating through salesperson proactive behavior. The findings also support subsequent research on salesperson values, skills, and behaviors as moderators in the servant leadership – proactive behavior – overall performance rating relationship. Understanding how these salesperson factors interact with sales management leadership to produce organizational outcomes (e.g., stress, engagement, organizational commitment) are questions that sales researchers may wish to pursue via further study. Practical implications: Sales managers should employ servant leadership to stimulate salespeople proactive work behavior. This study clearly indicates the salespeople need to adopt customer orientation and to have political skill. Hence, sales managers need to try to improve the customer orientation and the political skill of their salespeople through selection procedures or training programs. Originality/value: The relationship between sales manager servant leadership and salesperson overall performance through proactive work behavior has not been addressed and tested in the literature to date.

ACS Style

Jose A. Varela; Belén Bande; Marisa Del Rio; Fernando Jaramillo. Servant Leadership, Proactive Work Behavior, and Performance Overall Rating: Testing a Multilevel Model of Moderated Mediation. Journal of Business-to-Business Marketing 2019, 26, 177 -195.

AMA Style

Jose A. Varela, Belén Bande, Marisa Del Rio, Fernando Jaramillo. Servant Leadership, Proactive Work Behavior, and Performance Overall Rating: Testing a Multilevel Model of Moderated Mediation. Journal of Business-to-Business Marketing. 2019; 26 (2):177-195.

Chicago/Turabian Style

Jose A. Varela; Belén Bande; Marisa Del Rio; Fernando Jaramillo. 2019. "Servant Leadership, Proactive Work Behavior, and Performance Overall Rating: Testing a Multilevel Model of Moderated Mediation." Journal of Business-to-Business Marketing 26, no. 2: 177-195.

Journal article
Published: 20 December 2018 in Sémata: Ciencias Sociais e Humanidades
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O texto aborda, em primeiro lugar, a síntese das principais linhas de força das políticas públicas relativas à cultura e ao turismo implementadas em Santiago de Compostela, com base em bibliografia específica e foco nos Caminhos de Santiago. Em segundo lugar, com recurso a um corpus construído a partir de inquéritos a comerciantes e outros membros da comunidade local compostelana, o artigo analisa os impactes destas políticas, a que chamaremos reinventio. Verificámos que esses impactes são percebidos pela comunidade local compostelana, em geral, em termos de unanimidade, mas com diferenças significativas entre os locais comerciantes e os não comerciantes

ACS Style

Carlos Pazos-Justo; Roberto Samartim; Marisa Del Río. Reinventio e unanimidade. Impacto das políticas culturais e turísticas na Comunidade local de Santiago de Compostela. Sémata: Ciencias Sociais e Humanidades 2018, 1 .

AMA Style

Carlos Pazos-Justo, Roberto Samartim, Marisa Del Río. Reinventio e unanimidade. Impacto das políticas culturais e turísticas na Comunidade local de Santiago de Compostela. Sémata: Ciencias Sociais e Humanidades. 2018; (30):1.

Chicago/Turabian Style

Carlos Pazos-Justo; Roberto Samartim; Marisa Del Río. 2018. "Reinventio e unanimidade. Impacto das políticas culturais e turísticas na Comunidade local de Santiago de Compostela." Sémata: Ciencias Sociais e Humanidades , no. 30: 1.

Journal article
Published: 09 November 2018 in Sustainability
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The psychology of sustainability highlights the importance of building organizational environments promoting the employees’ well-being, and leaders play an important role in it. Drawing from Kahn’s theory, the purpose of this study is to simultaneously examine the mediating role of task significance, perceived organizational support (POS) and employees’ core self-evaluations (CSE) in the relationship between supervisors’ transformational leadership and job engagement. In order to test the proposed model, a structural equation modelling was performed using the bootstrapping technique in IBM SPSS Amos 23 for Windows. The sample consisted of 320 employees from emergent high-tech and knowledge-based SMEs in Spain. The results supported all the hypotheses posited. By helping employees to find the meaning and significance of their work, making them feel supported by the organization and strengthening their sense of worth and competence, transformational leaders boost job engagement, a key aspect of the human dimension of organizational sustainability. This paper contributes to the psychology of sustainability by advancing knowledge of the mechanisms through which supervisors’ transformational leadership influences employees’ well-being in terms of job engagement.

ACS Style

Guadalupe Vila-Vázquez; Carmen Castro-Casal; Dolores Álvarez-Pérez; Luisa Del Río-Araújo. Promoting the Sustainability of Organizations: Contribution of Transformational Leadership to Job Engagement. Sustainability 2018, 10, 4109 .

AMA Style

Guadalupe Vila-Vázquez, Carmen Castro-Casal, Dolores Álvarez-Pérez, Luisa Del Río-Araújo. Promoting the Sustainability of Organizations: Contribution of Transformational Leadership to Job Engagement. Sustainability. 2018; 10 (11):4109.

Chicago/Turabian Style

Guadalupe Vila-Vázquez; Carmen Castro-Casal; Dolores Álvarez-Pérez; Luisa Del Río-Araújo. 2018. "Promoting the Sustainability of Organizations: Contribution of Transformational Leadership to Job Engagement." Sustainability 10, no. 11: 4109.

Journal article
Published: 04 August 2018 in European Management Journal
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Politics in the workplace is a reality of organizational life. Several studies have investigated the negative implications of perceived organizational politics on various work attitudes and performance measures but not on proactive performance. However, proactive performance is important in a sales context because salespeople operate in an uncertain environment, and some task aspects cannot be formalized. Moreover, there is still a need for research to analyse the psychological mechanisms that lead perceived organizational politics to cause negative reactions from employees as well as to provide new insights on the boundary conditions of this process. Therefore, we examine the effect of perceived organizational politics on proactive performance through a salesperson’s trust in the sales manager, as well as the moderating role of the salesperson’s experience. This study uses dyadic data from 192 salespeople and their sales managers from a range of industries. The model entails a moderated mediation process. Results support the proposed model. The findings contribute to the salesforce management literature by suggesting the need to consider the importance of perceived organizational politics and by aiding in the understanding of how and when it hinders proactive performance.

ACS Style

Concepción Varela-Neira; Marisa Del Río Araujo; Emilio Ruzo Sanmartín; Ma Luisa Del Río Araujo. How and when a salesperson's perception of organizational politics relates to proactive performance. European Management Journal 2018, 36, 660 -670.

AMA Style

Concepción Varela-Neira, Marisa Del Río Araujo, Emilio Ruzo Sanmartín, Ma Luisa Del Río Araujo. How and when a salesperson's perception of organizational politics relates to proactive performance. European Management Journal. 2018; 36 (5):660-670.

Chicago/Turabian Style

Concepción Varela-Neira; Marisa Del Río Araujo; Emilio Ruzo Sanmartín; Ma Luisa Del Río Araujo. 2018. "How and when a salesperson's perception of organizational politics relates to proactive performance." European Management Journal 36, no. 5: 660-670.

Research article
Published: 23 July 2017 in Active Learning in Higher Education
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The undergraduate dissertation is characterized by a conflict between autonomy and support, in which the role of the supervisor is outlined; however, this role is not consistently defined either in the literature or in practice. As a result, a mismatch may arise between the dedication of the supervisor and the dedication expected from the student, which may affect both their satisfaction with the supervisor and the competences developed during the process. A structural equation model was used to test these relationships, concluding that the students who reported having acquired skills from the interaction with their respective supervisors are significantly more satisfied with them, and that the roles attributed to the supervisor by the student influence the skills developed. These findings suggest that it may be important to clarify the role of the supervisor in advance, according to the skills that are intended to be developed.

ACS Style

María L. del Río; Rosario Díaz-Vázquez; José M Maside Sanfiz. Satisfaction with the supervision of undergraduate dissertations. Active Learning in Higher Education 2017, 19, 159 -172.

AMA Style

María L. del Río, Rosario Díaz-Vázquez, José M Maside Sanfiz. Satisfaction with the supervision of undergraduate dissertations. Active Learning in Higher Education. 2017; 19 (2):159-172.

Chicago/Turabian Style

María L. del Río; Rosario Díaz-Vázquez; José M Maside Sanfiz. 2017. "Satisfaction with the supervision of undergraduate dissertations." Active Learning in Higher Education 19, no. 2: 159-172.

Journal article
Published: 19 January 2015 in International Journal of Emerging Markets
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Purpose – Consumer ethnocentrism and consumer animosity provide marketing management with two useful concepts to understand the reasons behind consumers’ purchase decisions concerning domestic vs imported products. The purpose of this paper is to investigate the antecedents and consequences of animosity and ethnocentrism within a single model, and respondents’ evaluations of a specific product category are solicited. Design/methodology/approach – The study is conducted within an ideal context for the study of consumer animosity: data were collected in Belgrade shortly after the US-led NATO bombings of 1999. The surveys were carried out in person at the interviewees’ home. The sample was part of a regular omnibus panel composed of 270 adult respondents, of which 92.2 percent agreed to participate. Findings – The findings indicate that animosity and consumer ethnocentrism are distinct constructs. Also consistent with previous research, results obtained confirm that each construct has unique antecedents and consequences. Practical implications – Once consumer animosity and ethnocentrism levels have been measured, managers can then make decisions about whether to promote their country of origin or, alternatively, create more powerful local connections for their products. Thus, the consideration of animosity and ethnocentrism can be part of a firm’s international strategies. Originality/value – Previous studies on consumer animosity have demonstrated through structural equation modeling that the two constructs are distinct and have distinct antecedents, but research has not examined both the antecedents and the consequences of animosity and ethnocentrism in the same study. Thus, this study investigates the antecedents and consequences of animosity and ethnocentrism within a single model.

ACS Style

Pilar Fernández-Ferrín; Belén Bande; Jill Gabrielle Klein; María L. del Río. Consumer ethnocentrism and consumer animosity: antecedents and consequences. International Journal of Emerging Markets 2015, 10, 73 -88.

AMA Style

Pilar Fernández-Ferrín, Belén Bande, Jill Gabrielle Klein, María L. del Río. Consumer ethnocentrism and consumer animosity: antecedents and consequences. International Journal of Emerging Markets. 2015; 10 (1):73-88.

Chicago/Turabian Style

Pilar Fernández-Ferrín; Belén Bande; Jill Gabrielle Klein; María L. del Río. 2015. "Consumer ethnocentrism and consumer animosity: antecedents and consequences." International Journal of Emerging Markets 10, no. 1: 73-88.

Journal article
Published: 01 January 2011 in Tourism and Hospitality Research
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The main objective of this article is to contribute to existing knowledge on how organizational service systems influence customer-contact employee job satisfaction. We examined the relationships using dyadic data provided by hotel managers and receptionists at 149 hotels. Owing to the size of the sample, we used hierarchical moderating regression analysis to test our hypotheses. Our results allowed us to verify the effect of the organizational service standards communication system on the job satisfaction of customer- contact employees, as well as the moderating effect of employee customer orientation on the relationship between the service standards communication system and employee job satisfaction. The results also highlighted the influence of hotel ratings on service standards communication and on service failure prevention and recovery, and the influence of hotel size on service technology and on service failure prevention and recovery.

ACS Style

Teresa García; José Varela; Marisa del Río. Organizational Service Systems: Antecedents and Consequences. Tourism and Hospitality Research 2011, 11, 67 -82.

AMA Style

Teresa García, José Varela, Marisa del Río. Organizational Service Systems: Antecedents and Consequences. Tourism and Hospitality Research. 2011; 11 (1):67-82.

Chicago/Turabian Style

Teresa García; José Varela; Marisa del Río. 2011. "Organizational Service Systems: Antecedents and Consequences." Tourism and Hospitality Research 11, no. 1: 67-82.

Journal article
Published: 01 December 2005 in Creativity and Innovation Management
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ACS Style

José Antonio Varela; Pilar Fernández; M. Luisa Del Río; Belen Bande. Cross-Functional Conflict, Conflict Handling Behaviours and New Product Performance in Spanish Firms. Creativity and Innovation Management 2005, 14, 355 -365.

AMA Style

José Antonio Varela, Pilar Fernández, M. Luisa Del Río, Belen Bande. Cross-Functional Conflict, Conflict Handling Behaviours and New Product Performance in Spanish Firms. Creativity and Innovation Management. 2005; 14 (4):355-365.

Chicago/Turabian Style

José Antonio Varela; Pilar Fernández; M. Luisa Del Río; Belen Bande. 2005. "Cross-Functional Conflict, Conflict Handling Behaviours and New Product Performance in Spanish Firms." Creativity and Innovation Management 14, no. 4: 355-365.

Journal article
Published: 01 February 2003 in Marketing Intelligence & Planning
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ACS Style

José A. Varela; Marisa Del Río. Market orientation behavior: an empirical investigation using MARKOR. Marketing Intelligence & Planning 2003, 21, 6 -15.

AMA Style

José A. Varela, Marisa Del Río. Market orientation behavior: an empirical investigation using MARKOR. Marketing Intelligence & Planning. 2003; 21 (1):6-15.

Chicago/Turabian Style

José A. Varela; Marisa Del Río. 2003. "Market orientation behavior: an empirical investigation using MARKOR." Marketing Intelligence & Planning 21, no. 1: 6-15.