CEL Lab - Outputs

Dall'Ultimo Miglio alla Cabina di Regia: il viaggio delle vendite verso la Commercial Excellence

P. Caiozzo, P. Guenzi

Le Chiavi del Successo

P. Caiozzo, L. Colm, P. Guenzi

La gestione dei servizi innovativi per la sostenibilità

L. Colm, P. Guenzi

Omnichannel Customer Experience Management

L. Colm, P. Guenzi, M. A. Sisti

CEL TALK - Una carriera nelle vendite: la parola ai potenziali talenti

P. Caiozzo, P. Guenzi

Sales Competencies Barometer: da Sales a Business Manager

P. Caiozzo, L. Colm, P. Guenzi

Ricerca principale 2022: Report risultati ricerca qualitativa

Laura Colm, Paolo Guenzi, Marco A. Sisti

Short Presentation Sales Performance Management State of the Art

P. Caiozzo, P. Guenzi

Presentazione Mastering the New Normal in Sales Organizations

P. Caiozzo, L. Colm, P. Guenzi, M. A. Sisti

Covid-19 Remote selling Progettare il futuro

P.Caiozzo, P.Guenzi

Virtual meeting Covid-19 Emergency Landascape

P.Caiozzo, P.Guenzi

Vendere ai tempi del corona virus

P.Caiozzo, P.Guenzi in collaborazione con JEME – Studenti Bocconi

Il lato oscuro della forza (di vendita)

P.Caiozzo, P.Guenzi

Olympus - The way to increase Customer experience: Service speed up

P. Caiozzo, P. Guenzi

Henkel

Il profilo ideale del commerciale Henkel: mappatura delle competenze

Allianz

I sette passi della vendita: processo di vendita, attività e competenze per un approccio consulenziale alla vendita

Hilti

Alle radici del solution selling: identificazione e validazione dei driver

Olympus

Una roadmap per l’Omnichannel Sales Transformation partendo dal remote selling

Akeron

Survey sullo stato dell’arte dei sistemi e processi di reporting, pianificazione e controllo in ambito commerciale

The relationship between digital solution selling and value-based selling: a motivation-opportunity-ability (MOA) perspective

European Journal of Marketing

B2B online sales pushes: Whether, when, and why they enhance sales performance

Production and Operations Management

Dieci aree di azione per ridisegnare la funzione vendite

Economia & Management

The strategic role of sales content management for omnichannel customer journeys: the Bioline Jatò case

The Case Center ECCH

Engaging customers through digital technologies: the case of Gewiss

The Case Center ECCH

A Roadmap for Omnichannel Sales Transformation Starting from Remote Selling: the Olympus Italy Case

The Case Center ECCH

Learning@Hilti - Implementing Digital Transformation: The Hilti Italy Case

The Case Center ECCH

Learning@Hilti: Implementing Digital Transformation: The Guided Onboarding Approach to Learning

Published with the international clearing house The Case Centre

The ABB case: a disruptive experience in the digital transformation of relations with the market

La trasformazione digitale delle vendite

Egea

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

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

Managing sales by digitally-enabled analyses at Ecolab

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