Curriculum Vitae

SDA Professor

Laurea in Economia Aziendale, Università Bocconi, Milano, 1990
Dottorato di ricerca in Economia Aziendale, 'Università  Bocconi, Milano, 1996


Posizione accademica e/o professionale

Professore associato di Economia e gestione d’impresa – Università Bocconi


Aree di interesse e di ricerca

  • Organizzazione delle attività di marketing
  • Integrazione fra Marketing e Sales
  • Marketing knowledge management
  • Management della creatività e dell'innovazione

Pubblicazioni

Libri

  • 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

Articoli

  • 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

 

Direzione/Coordinamento

THE MARKETING IN YOU

Senior management from across all sectors that want to incorporate current innovation and best practices in marketing management.

Durata 3 giorni
Inizio 08 Novembre 2017
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