Articles
Marco Aurelio Sisti
Il Commercial Excellence Lab 2019
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Marco Aurelio Sisti
Strategie di vendita: c’è posto per il digitale
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Andrea Biondi - IlSole24Ore
I venditori scontano il ritardo nel digitale – Evidenze dalla ricerca del CEL SDA Bocconi
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Marco Aurelio Sisti
Commercial excellence e le sfide per le imprese
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Sarah Ghaddar, Paolo Guenzi
Sales Enablement. Tecnologie e contenuti a supporto dell'attività di vendita
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Paolo Guenzi
L'umorismo del Sales Leaders per gestire il lato oscuro nelle vendite
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Davis Jarach - Ideas of Management
Pricing 4.0: la logica delle ancillary sales per l'incremento dei margini
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Paolo Guenzi - Ideas of Management
Le tre spine dei Sales Manager
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Marco Aurelio Sisti, Paolo Guenzi, Paola Caiozzo - Ideas of Management
L'eccellenza nel Sales Management: i pilastri della trasformazione commerciale
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Paolo Guenzi, Paola Caiozzo, Cristina Cito
Analizzare la relazione tra competenze e performance dei venditori: un caso studio
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Paolo Guenzi, Paola Caiozzo, Gabriele Troilo - Ideas of Management
>Qual è la chiave del successo professionale?
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Caiozzo Paola, Cito Cristina, Taggiasco Giordana
Extraordinary Sales People. Competenze per competere
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Publications
P. Guenzi, E. Nijssen
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
L. Colm, P. Guenzi
A Roadmap for Omnichannel Sales Transformation Starting from Remote Selling: the Olympus Italy Case
published with the international clearing house The Case Centre - 2021
L. Colm, S. Prestini
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
L. Colm, B. DeMont, A. Swain
Critical Success Factors to Craft Experiential Learning Opportunities Abroad
The Internationalization of Higher Education, John Branch (ed.), IAP Information Age Publishing. 2021
L. Colm, A. Ordanini
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
P.Guenzi, E. Nijssen
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
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P. Guenzi, J. Habel
Studying the antecedents and outcome of social media use by salespeople using a MOA framework
Industrial Marketing Management, 90, 346-35 - 2020
P. Guenzi, J. Habel
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
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
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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)
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
M.A. Sisti
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
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
Sogno o incubo? Marketing analytics e social media visti dai direttori marketing
Economia & Management Vol. 3, 55-61, 2015