Paolo Guenzi

Marketing and Sales

Biografia

Pubblicazioni recenti

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. (a cura di) Gestire le vendite. L'eccellenza nel sales management. II edizione Egea, Milano, Italia, 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
TROILO G., De Luca Luigi M., GUENZI P. Linking Data-Rich Environments with Service Innovation in Incumbent Firms: A Conceptual Framework and Research Propositions Journal Of Product Innovation Management, 2017, vol.34, no. 5, pp.617-639

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