Paola Caiozzo

Senior Lecturer
Knowledge groupLeadership, Human Resources and Digital Technologies
Research domainsOrganizational Behavior
Teaching domainsConflict Management, Assertive Communication, Interpersonal Skills, Negotiation, Team Management
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Paola Caiozzo

Biography

Paola Caiozzo is a Core Faculty member in Leadership and Organizational Behavior at SDA Bocconi School of Management, where she serves as Scientific Director of custom executive education programs for national and international companies and organizations. She is also the Scientific Director of several SDA Bocconi online courses and co-founder of the Commercial Excellence Lab (CEL), overseeing its management, development, activity design, and relationships with partner companies.

Since 1994, she has been a Contract Professor at Bocconi University in Milan, teaching Organizational Behavior and Personal Selling across undergraduate, graduate, and Master's programs in Marketing and Communication.

In addition to her academic responsibilities, Paola Caiozzo serves as an Advisor to the Financial Education Department Commission of the Bank of Italy, is a member of several technical-scientific committees focused on the evaluation of training processes in both the public and private sectors, and works as an Executive Coach for senior leaders. Her research and professional activities focus on Commercial Excellence, Sales Management, and Organizational Behavior, fields in which she has authored numerous publications.

Recent Publications

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  • 2026
    Gestire le vendite. L'eccellenza nel sales management. III edizione
    SISTI, M. A., P. CAIOZZO, P. GUENZI (Eds.), "Gestire le vendite. L'eccellenza nel sales management. III edizione" - 2026, Egea, Milano, Italy
  • 2026
    Intelligenza artificiale e vendite, le scelte che fanno la differenza
    CAIOZZO, P., "Intelligenza artificiale e vendite, le scelte che fanno la differenza", Economia & Management, September 2026, vol. 3
  • 2025
    Commercial excellence. La scienza dietro l’arte dell’eccellenza commerciale
    CAIOZZO, P., P. GUENZI, L. , I. M. COLM - "Commercial excellence. La scienza dietro l’arte dell’eccellenza commerciale" - 2025, McGraw-Hill, Italy
  • 2022
    Dieci aree di azione per ridisegnare la funzione vendite
    CAIOZZO, P., L. , I. M. COLM, P. GUENZI, M. A. SISTI, "Dieci aree di azione per ridisegnare la funzione vendite", Economia & Management, 2022, no. 4, pp. 83-91
  • 2020
    Gestire le vendite. L'eccellenza nel sales management. II edizione
    SISTI, M. A., P. GUENZI, P. CAIOZZO (Eds.), "Gestire le vendite. L'eccellenza nel sales management. II edizione" - 2020, Egea, Milano, Italy
  • 2017
    Extraordinary salespeople: competenze per competere
    CAIOZZO, P., M. CITO, G. TAGGIASCO, "Extraordinary salespeople: competenze per competere", Economia & Management, 2017, no. 1, pp. 23-29