Paolo Guenzi

Marketing and Sales


Latest publications

GUENZI P., Nijssen E. J. The impact of digital transformation on salespeople: an empirical investigation using the JD-R model Journal of Personal Selling and Sales Management, 2021, vol.41, no. 2, pp.130-149
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

Related Articles

The use of social media in sales
Required time 6 min
Digital transformation in sales (in Italian)
Required time 11 min
La trasformazione digitale delle vendite
Required time 3 min


COMPETENZE PER VENDERE Fidelizzare e sviluppare i clienti attuali
  • Duration
  • wkly effort
  • Format
  • Language
  • Price
  • 8 weeks
  • 4-5 hours
  • On Demand
  • Italian
  • 400€

The program focuses on the consolidation and development of business opportunities involving existing customers with a view to building loyalty and expanding business with them.