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P.Caiozzo, P.Guenzi, M.A. Sisti
Come si venderà dopo la pandemia
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P.Caiozzo, P.Guenzi, M.A. Sisti
Il Covid-19 e la sfida delle vendite gestite da remoto
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P.Guenzi
Vendere con strumenti digitali: analytics e adattamento migliorano la performance
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P.Caiozzo
L’engagement e la motivazione delle reti: una leva per sostenere i cambiamenti e la perfomance
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P.Guenzi
Come motivare venditori di generazioni diverse: in cosa sono diversi i Millennials?
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P.Caiozzo
Usare il bastone con i venditori? Passato e... futuro
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P.Caiozzo
Digitalizzazione, multitasking, efficienza...Tutto a posto?
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M. A. Sisti
Il Commercial Excellence Lab 2019
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M. A. Sisti
Strategie di vendita: c’è posto per il digitale
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A. Biondi
I venditori scontano il ritardo nel digitale – Evidenze dalla ricerca del CEL SDA Bocconi
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M. A. Sisti
Commercial excellence e le sfide per le imprese
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S. Ghaddar, P. Guenzi
Sales Enablement. Tecnologie e contenuti a supporto dell'attività di vendita
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P. Guenzi
L'umorismo del Sales Leaders per gestire il lato oscuro nelle vendite
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D. Jarach
Pricing 4.0: la logica delle ancillary sales per l'incremento dei margini
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P. Guenzi
Le tre spine dei Sales Manager
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P.Caiozzo, P.Guenzi, M.A. Sisti
L'eccellenza nel Sales Management: i pilastri della trasformazione commerciale
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P.Caiozzo, P.Guenzi, C. Cito
Analizzare la relazione tra competenze e performance dei venditori: un caso studio
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P. Caiozzo, P. Guenzi, G. Troilo
Qual è la chiave del successo professionale?
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P. Caiozzo, C. Cito, T. Taggiasco
Extraordinary Sales People. Competenze per competere
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Pubblicazioni
P.Caiozzo
Learning@Hilti: Implementing Digital Transformation: The Guided Onboarding Approach to Learning
Published with the international clearing house The Case Centre – 2021
P. Guenzi
La trasformazione digitale delle vendite
Egea - 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, 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
