CEL

Commercial Excellence LAB

CEL - Commercial Excellence LAB

2018

Digital & Social Selling Index: an empirical investigation into its nature, antecedents and consequences (coaut. S.Ghaddar), Proceedings of the 12th annual GSSI Conference, Vienna, June 5-8 2018

2017

How students perceive salespeople and the sales job (coaut. P. Caiozzo, M.C. Cito, S.Ghaddar, G. Miniero, Proceedings of the 11th annual GSSI Conference, Mauritius, June 6-9 2017
How Sales Organization Capabilities Affect the Simultaneous Pursuit of Customer Acquisition and Retention (coaut. M. van den Borgh, E.Nijssen), The Thought Leadership on the Sales Profession Conference, Hec Paris, France, May30-June 1 2017

2016

"The Organizational Impact of Big Data Marketing on Service Innovation" (coaut. L.M. DeLuca, G. Troilo), Proceedings of the JPIM-MSI Research Workshop, Knoxville, Tennessee, USA, June 8-10 2016
The impact of Sales Force Management Capabilities and Personal Selling Capability on Performance (coaut. L.Sajtos, G.Troilo), Proceedings of the 45th EMAC Conference, Oslo, Norway, May 24-27 2016

2015

Which Competencies for Successful Commercial Executives: Are we Missing the Real Points? (coaut. P. Caiozzo, G.Troilo), Proceedings of the 44th EMAC Conference, Leuven, Belgium, May 26-29 2015

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2019

Marco Aurelio Sisti - ViaSarfatti25 - 2019

Strategie di vendita: c’è posto per il digitale

Andrea Biondi - IlSole24Ore - 2019

I venditori scontano il ritardo nel digitale – Evidenze dalla ricerca del CEL SDA Bocconi

2017

Marco Aurelio Sisti - 2017

Commercial excellence e le sfide per le imprese

Sarah Ghaddar, Paolo Guenzi - 2017

Sales Enablement. Tecnologie e contenuti a supporto dell'attività di vendita

Paolo Guenzi - 2017

L'umorismo del Sales Leaders per gestire il lato oscuro nelle vendite

2016

Davis Jarach - Ideas of Management - Febbraio 2016

Pricing 4.0: la logica delle ancillary sales per l'incremento dei margini

2015

Paolo Guenzi - Ideas of Management - Ottobre 2015

Le tre spine dei Sales Manager

Marco Aurelio Sisti, Paolo Guenzi, Paola Caiozzo - Ideas of Management - Febbraio 2015

L'eccellenza nel Sales Management: i pilastri della trasformazione commerciale

Paolo Guenzi, Paola Caiozzo, Cristina Cito - 2015

Analizzare la relazione tra competenze e performance dei venditori: un caso studio

2014

Paolo Guenzi, Paola Caiozzo, Gabriele Troilo - Ideas of Management - Marzo 2014

Qual è la chiave del successo professionale?

Caiozzo Paola, Cito Cristina, Taggiasco Giordana

Extraordinary Sales People. Competenze per competere

Publications

2020

Mastering the digital transformation of sales (with J.Habel), California Management Review, 62(4) 57–85 , 2020
Studying the antecedents and outcome of social media use by salespeople using a MOA framework (with E. Nijssen), Industrial Marketing Management, 90, 346-359, 2020
Dynamic Governance Matching in Solution Development (with A. Ordanini and T. Bornemann), Journal of Marketing, 2020, vol.84, no. 1, pp.105-124

2019

It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress (with D. Rangarajan, N. Chaker, L. Sajtos), Journal of Personal Selling & Sales Management, 39, 4, 352–369, 2019

2018

The role of leadership in salespeople’s price negotiation behavior (with S.Alavi, J.Habel, J.Wieseke), Journal of the Academy of Marketing Science, 46, 4, 703-724, 2018
Gestire le Vendite, in Collana Management (coaut P.Guenzi, M.A.Sisti, P.Caiozzo), 2018 Corriere della Sera
Cognitive and Affective Determinants of salesforce Performance: A Two-wave Study (coaut. I.Soscia, R.Bagozzi), Industrial Marketing Management. 2018 (in corso di pubblicazione)
The role of leadership in salespeople’s price negotiation behavior (coaut S.Alavi, J.Habel, J.Wieseke), Journal of the Academy of Marketing Science, 2018 (in corso di pubblicazione)

2017

When Service Customers Do Not Consume in Isolation (with A. Ordanini and A. Parasuraman), Journal of Service Research, 2017, vol.20, no. 3, pp.223-239
Cognitive and affective determinants of salesforce performance: a two-wave study (with I. Soscia, R.P. Bagozzi), Industrial Marketing Management, 75, 206-217, 2018
Venditori si nasce? Il mestiere visto dagli studenti (coaut Caiozzo–M.C.Cito, G.Miniero), E&M, gennaio 2017
Exraordinary People-Competenze per competere (coaut Caiozzo – M.C.Cito-G.Taggiasco), E&M, gennaio 2017
Linking Data-Rich Environments with Service Innovation in Incumbent Firms: A Conceptual Framework and Research Propositions (coaut. G. Troilo, L. M. De Luca), Journal of Product Innovation Management, 34, 5, 617-639, 2017
Beyond the retention—acquisition trade-off: Capabilities of ambidextrous sales organizations (coaut. E.Nijssen, Mv.d.Borgh), Industrial Marketing management 64, 1-13, 2017
Commercial excellence e le sfide per le imprese, M.A. Sisti, Economia & Management 1, 2017.
Il caso Ecolab (coaut. A. Costantini), Economia & Management 3,28-32, 2017
Cosa attrae (e cosa no) delle carriere commerciali (coaut. S.Ghaddar), Economia & Management 1, 18-22, 2017
Top manager dalle vendite con una marcia in più (coaut. S.Ghaddar), Economia & Management 1, 30-35, 2017
Le 7S della sales transformation (coaut. M.Sisti), Economia & Management 1, 36-44, 2017
Cosa attrae (e cosa no) delle carriere commerciali (coaut. S.Ghaddar), Economia & Management 1, 18-22, 2017

2016

Two faces of the same coin: How the interplay between organizational and territorial culture builds the concept of service culture (with A. Carù), Mercati e Competitività, 2016, no. 3, pp.87-109
The dual mechanism of sales capabilities in influencing organizational performance (coaut. L. Sajtos, G. Troilo), Journal of Business Research Vol. 69, 3707-3713, 2016
The Combined Effect of Customer Perceptions about a Salesperson’s Adaptive Selling and Selling Orientation on Customer Trust in the Salesperson: A Contingency Perspective (coaut. L.M. De Luca, R.Spiro), Journal of Business & Industrial Marketing Vol.31, 4, 553-564, 2016

2015

Sogno o incubo? Marketing analytics e social media visti dai direttori marketing, Economia & Management Vol. 3, 55-61, 2015

Events

Disseminating content in an experiential and engaging way is one of CEL’s main goals. Every year, meetings are organized with various formats in terms of target and implementation. They are excellent opportunities for debating and networking on the most innovative topics for commercial excellence. Here is the list of events that have been organized:

2021

February

Virtual meeting Covid-19 Remote selling - P.Caiozzo, P.Guenzi M.A.Sisti SDA Bocconi)

2020

June

Online Event - MINE Community SDA Bocconi, “Digital Tra-ction: Technopower o Technostress?” - P.Caiozzo, P.Guenzi (SDA Bocconi)

May

Partner Meeting presentazione dei risultati di ricerca Digital Commercial transformation in action : Technopwer o Technostress?

April

Virtual meeting Covid-19 Emergency Landascape

March

Online Event - MINE Community SDA Bocconi, “Il lato oscuro della forza (di vendita)” - P.Guenzi, P.Caiozzo (SDA Bocconi)

Past Events

2019

October

CEL TALK “Leading solution selling in the digital ERA”, - Alberto Frasarin (Google Italia), Germano Buttazzo (Linkedin Italia)
Partner Meeting sulla ricerca Digital TrAction: transformation in action (con focus sulla dimensione Technopwer vs Technostress nelle vendite)

June

CEL Talk, “From selling products to selling solutions: managing the servitization of sales forces”, Ed Nijssen, Eindhoven University of Technology, Netherlands

May

Event - MINE Community di SDA Bocconi, “Digital Commercial Transformation: istruzioni per l’uso. P.Guenzi, Marco A. Sisti (SDA Bocconi). Guest Speaker: Giovanni Sorreca (3M Italia), Gabriele Spadoni (HILTI Italia)
Partner Meeting sui temi di ricerca 2019. Guest speech su “Mastering the Digital trasformation journey”. - Gabriele Morosini (ABB Italia)

April

Partner Meeting, “Digital Commercial TransformationPlan”. Presentazione e discussione dei risultati della ricerca qualitativa - P.Guenzi, P.Caiozzo (SDA Bocconi)

February

Partner Meeting, “DCTP – Digital Commercial Transformation Plan – Evidenze dalla ricerca quantitativa e implicazioni manageriali”, presentazione e discussione dei risultati della ricerca internazionale - P.Guenzi, Marco A. Sisti (SDA Bocconi)
Steering Committee CEL – Meeting annuale di programmazione strategica del CEL (SDA Bocconi e i partner)

2018

December

Meeting per partner: “Insights for managerial practice. Gestire strategicamente i clienti: innovazioni e prospettive a confronto”. Ospitato da Luxottica Italia

October

Webinar per partner su “Il lato oscuro della forza (vendita)”

July

Vodafone Event (con la collaborazione del CEL) su “Digital Sales Transformation”

May

Workshop open su “Sales Content Management e Performance Commerciale”. Ospitato da MINE Community SDA Bocconi
CEL Talk (Int’l) per partner su “Leveraging artificial intelligence in sales”

2017

November

Roundtable partner su: “Marketing & Sales integration nella prospettiva della commerciale excellence. Best practice aziendali e opportunità future a confronto”. Ospitato da 3M Italia

Ottobre

Workshop partner “Sales Content Management Systems – Risultati della Ricerca e Piani di miglioramento”
Workshop open su “Digital & Social Selling Index: il barometro del grado di sviluppo tecnologico delle reti commerciali in Italia”. Ospitato dalla Marketing Community di SDA Bocconi

Maggio

Workshop (Int’l) per partner su “ The impact of technologies on customer relationship management: the era of the empowered customer”

2016

October

Workshop open su “Le vendite nella "stanza dei bottoni": il commerciale agli occhi dei Top Manager”

June

- Workshop open su: “Vendite: un mestiere meraviglioso? Percezioni e prospettive delle professioni commerciali”. Ospitato da Marketing Community di SDA Bocconi

Contacts

research.sdabocconi@sdabocconi.it

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CEL

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2018

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2016

2015

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2019

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2016

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Publications

2020

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2016

2015

Events

2021

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2018

2017

2016

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