Paolo Guenzi

Marketing and Sales


Latest publications

GUENZI P. La trasformazione digitale delle vendite. Innovare strategie e processi commerciali con le tecnologie Egea, Milano, Italy, 2021
GUENZI P., Nijssen E. J. Studying the antecedents and outcome of social media use by salespeople using a MOA framework Industrial Marketing Management, 2020, vol.90, pp.346-359
GUENZI P., Habel J. Mastering the Digital Transformation of Sales California Management Review, 2020, vol.62, no. 4, pp.57-85
SISTI M. A., GUENZI P., CAIOZZO P. (Eds.) Gestire le vendite. L'eccellenza nel sales management. II edizione Egea, Milano, Italy, 2020
GUENZI P., Rangarajan D., Chaker N. N., Sajtos L. It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress Journal Of Personal Selling And Sales Management, 2019, vol.39, no. 4, pp.352-369
GUENZI P., SOSCIA I., Bagozzi R. P. Cognitive and affective determinants of salesforce performance: A two-wave study Industrial Marketing Management, 2018, vol.75, pp.206-217

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