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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
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