CEL
Commercial Excellence LAB
Contents
This section contains only reports and abstracts available in English. All the other CEL’s outputs are available from the Italian website
2022
Short Presentation Sales Performance Management State of the Art
Discover more
2021
Covid-19 Remote selling Progettare il futuro
Discover more
2020
Vendere ai tempi del corona virus
Discover more
Virtual meeting Covid-19 Emergency Landascape
Discover more
Il lato oscuro della forza (di vendita)
Discover more
2019
Digital tra-action technostress o technopower?
Discover more
2017
Abstract of “Sales Content Management Systems
Discover more
Abstract of “Digital & Social Selling Index: the barometer of technological development of sales forces in Italy
Discover more
 |
Laura Colm e Andrea Ordanini (2021)
|
 |
Guenzi Paolo, Sisti Marco Aurelio, Caiozzo Paola (2020) |
 |
Guenzi Paolo (2020) |
 |
Guenzi Paolo, Sisti Marco Aurelio, Caiozzo Paola (2018)
|
 |
Sisti Marco Aurelio, Guenzi Paolo, Caiozzo Paola (2015) |
 |
Guenzi Paolo, Dino Ruta (2013)
|
 |
Guenzi Paolo, Geiger Susi (2011)
|
 |
Guenzi Paolo, Dino Ruta (2010) |
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
Articles
2019
Il Commercial Excellence Lab 2019
learn more
Strategie di vendita: c’è posto per il digitale
learn more
I venditori scontano il ritardo nel digitale – Evidenze dalla ricerca del CEL SDA Bocconi
learn more
2017
Commercial excellence e le sfide per le imprese
learn more
Sales Enablement. Tecnologie e contenuti a supporto dell'attività di vendita
learn more
L'umorismo del Sales Leaders per gestire il lato oscuro nelle vendite
learn more
2016
Pricing 4.0: la logica delle ancillary sales per l'incremento dei margini
learn more
2015
Le tre spine dei Sales Manager
learn more
L'eccellenza nel Sales Management: i pilastri della trasformazione commerciale
learn more
Analizzare la relazione tra competenze e performance dei venditori: un caso studio
learn more
2014
>Qual è la chiave del successo professionale?
learn more
Extraordinary Sales People. Competenze per competere
learn more
Publications
2021
Learning@Hilti: Implementing Digital Transformation: The Guided Onboarding Approach to Learning
Published with the international clearing house The Case Centre – 2021
The Impact of Digital Transformation on Salespeople: an Empirical Investigation Using the JD-R Model
Journal of Personal Selling & Sales Management, 41 (2), 130–14 - 2021
A Roadmap for Omnichannel Sales Transformation Starting from Remote Selling: the Olympus Italy Case
published with the international clearing house The Case Centre - 2021
Innovating Luxury Service Experiences through E-Servicescapes
Developing Successful Global Strategies for Marketing Luxury Brands, Fabrizio Mosca, Cecilia Casalegno, Rosalia Gallo-Martínez (eds.), IGI Global, 119–138. DOI: 10.4018/978-1-7998-5882-9.ch007. 2021
Critical Success Factors to Craft Experiential Learning Opportunities Abroad
The Internationalization of Higher Education, John Branch (ed.), IAP Information Age Publishing. 2021
Facing Supply Chain Disruptions: Strategies to Ensure Relational Continuity
The Impact of Covid-19 on Supply Chain Management, Richard Wilding (ed.), Proud Pen. DOI: 10.51432/978-1-8381524-2-0-4 (open access) 2021
The impact of digital transformation on salespeople: an empirical investigation using the JD-R model
Journal of Personal Selling & Sales Management 2021, VOL. 41, NO. 2
learn more
2020
Studying the antecedents and outcome of social media use by salespeople using a MOA framework
Industrial Marketing Management, 90, 346-35 - 2020
Mastering the digital transformation of sales
California Management Review, 62 (4), 57–85 - 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
learn more
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
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
La trasformazione digitale nelle vendite: superare le resistenze al cambiamento dei commerciali (in italian)
Discover more
La trasformazione delle vendite tra digital e nuove logiche di engagement (in italian)
Discover more
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:
2022
September
- Academic insight, Jan Wieseke - 15th September 2022
Discover more
June
- Academic insight - 23 June 2022: (D2C) Strategies -– A close View beyond the Buzzword , Severin Lienhard
Discover more - Academic insight - 07 June 2022: insight , Laura Ingrid Maria Colm
Discover more - Academic insight - 07 June 2022: to develop B2B solutions successfully through governance matching, Laura Ingrid Colm
Discover more
April
- Search results presentation - 06 april 2022: Performance Management: State of the Art
Speakers:Paola Caiozzo, Paolo Guenzi.
Managers involved: Andrea Signorini (Zuegg Head of Sales Italy); Donato Mancone (Henkel Sales Director Italy, Greece, Cyprus, Malta); Manuel Vellutini (Akeron Co-Chief Executive Officer); Elena Fanfani (Akeron EVP Marketing & Sales Operations)
January
- Managerial insight - 26 January 2022: Multi / Omnichannel Challenge
Managers involved: Marc Routier (3M Managing Director South East Europe Region); Eleonora Attaguile (3M Learning & Development Leader Corporate Marketing Sale); Marco Tebaldi (3M Channel Manager Industrial & Safety Market Center); Daniele Brambilla (Head of Sales Southern Europe brand Sloggi at Triumph International)
2021
November
- CEL Talk - 25 November 2021: Enabling the sales force: AI a supporto della customer experience
Managers involved: Fulvio Berardo (Commercial Director Italy, Astellas Pharma S.p.A)
May
- Virtual meeting Covid-19 Remote selling Progettare il futuro
Speakers P. Caiozzo, P.Guenzi (SDA Bocconi)
February
- Virtual meeting Covid-19 Remote selling Progettare il futuro
Speakers P. Caiozzo, P.Guenzi (SDA Bocconi)
2020
June
- Online Event - MINE Community SDA Bocconi, Digital Tra-ction: Technopower o Technostress?
Speakers P.Caiozzo, P.Guenzi (SDA Bocconi)
May
- Partner Meeting - Search results presentation of Digital Commercial transformation in action: Technopwer o Technostress?
Speakers: P.Caiozzo e P.Guenzi (SDA Bocconi)
April
- Virtual meeting Covid-19 - Emergency Landascape
March
- Online Event - MINE Community SDA Bocconi, Il lato oscuro della forza (di vendita)
Speakers P.Guenzi, P.Caiozzo (SDA Bocconi)
Discover More
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) - P.Caiozzo P.Guenzi (SDA Bocconi)
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)
2018
December
- Meeting per partner: “Insights for managerial practice. Gestire strategicamente i clienti: innovazioni e prospettive a confronto”. Ospitato da Luxottica Italia - Marco Aurelio Sisti
October
- Webinar per partner su “Il lato oscuro della forza (vendita)” - P.Caiozzo P.Guenzi (SDA Bocconi)
- Webinar per partner Extraordinary Sales people: Guidare persone e risultati - P.Caiozzo (SDA Bocconi)
July
- Vodafone Event (con la collaborazione del CEL) su “Digital Sales Transformation” - P.Guenzi
May
- Workshop open su “Sales Content Management e Performance Commerciale”. Ospitato da MINE Community SDA Bocconi - P. Guenzi e M.A. Sisti
- 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 - P.guenzi, M.A Sisti
October
- Workshop partner “Sales Content Management Systems – Risultati della Ricerca e Piani di miglioramento” - P.Caiozzo, E. Pozzoli, M.A. Sisti (SDA Bocconi)
- 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 - P.Guenzi, S. Ghaddar (SDA Bocconi)
May
- 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 - P. Caiozzo (SDA Bocconi)