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., Habel Johannes 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 Deva, Chaker Nawar N., Sajtos Laszlo 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 Isabella, Bagozzi Richard P. Cognitive and affective determinants of salesforce performance: A two-wave study Industrial Marketing Management, 2018, vol.75, pp.206-217
Alavi Sascha, Habel Johannes, GUENZI P., Wieseke Jan The role of leadership in salespeople’s price negotiation behavior Journal Of The Academy Of Marketing Science, 2018, vol.46, no. 4, pp.703-724

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La trasformazione digitale delle vendite
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