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
Leggi

PERCORSO FORMATIVO IN MANAGEMENT

E' un progetto di crescita professionale sui temi di Management che consente di allenare le tre macro aree di competenza manageriali ritenute oggi indispensabili, Visione, Controllo e Guida, e di proseguire con un focus di specializzazione personalizzato in base alle esigenze del partecipante.