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Gabriele Troilo
- SDA Professor of Marketing
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| gabriele.troilo@sdabocconi.it |
Via Roentgen 1, room 4-C1-11
20136 MILANO |
| Tel +39 02-5836.6518/.6853 |
| Fax +39 02-5836.6893 |
Curriculum Vitae
Degree in Business Administration, Major in Marketing, Bocconi University, Milan, 1990
Ph.D. in Business administration, Bocconi University, Milan, 1996
Academic position and/or Professional activities
Associate Professor, Department of Management, Bocconi University, Milan
Research Interests
- marketing organization
- marketing-sales integretation
- marketing knowledge management
- creativity and innovation management
PUBLICATIONS
Books
- G. Troilo (2011), “Integrating Sales and Marketing”, in S. Geiger, P. Guenzi, Sales Management, Palgrave, London
- G. Troilo, S. Vicari (2008), “The Role of Unexpected Market Events in Market Creation Strategies”, in K. Tollin, A. Carù (eds.), Strategic Market Creation, Wiley, Chichester, UK
- C. Santoro, G. Troilo (2007), “The Drivers of Consumption Experience in Rock Concerts”, in A. Carù, B. Cova (eds.),, Consuming experiences, Routledge, London
- G. Troilo (2006), Marketing knowledge management. Managing knowledge in market oriented companies, Edward Elgar, Cheltenham, UK
- A. Joy, J. Sherry, G. Troilo, J. Deschenes (2006), “Writing it up, writing it down: Being reflexive in accounts of consumer behaviour”, in R.Belk (ed.), Handbook of Qualitative Research in Marketing, Edward Elgar, Cheltenham, UK
Articles
- P. Guenzi, L. De Luca, G. Troilo (2011), “Organizational Drivers of Salespeople's Customer Orientation and Selling Orientation”, Journal of Personal Selling and Sales management, vol. 31, n.3
- P. Cillo, L. De Luca, G. Troilo (2010), “Market Information Approaches, Product Innovativeness, and Firm Performance: An Empirical Study in the Fashion Industry”, Research Policy, vol. 39
- A. Joy, J.F. Sherry Jr., G. Troilo, J. Deschenes (2010), “Re-thinking the relationship between self and other: Levinas and narratives of beautyfying the body”, Journal of Consumer Culture, vol. 10, n. 3
- G.Troilo, L. De Luca, P. Guenzi (2009), “Dispersion of influence between Marketing and Sales: Effects on Superior Customer Value and Organizational Performance”, Industrial Marketing Management, November
- P. Guenzi, G. Troilo (2007), “The joint contribution of Marketing and Sales to the creation of superior customer value”, Journal of Business Research, February
- G.Troilo, K. Zaghi (2006), “Imprese vinicole e orientamento al mercato: un connubio da costruire”, Economia & Management, luglio
- P. Guenzi, G. Troilo (2006), “Developing marketing capabilities for customer value creation through Marketing-Sales integration”, Industrial Marketing Management, September
SDA Bocconi Activities
Executive Programs
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