Pubblicazioni recenti
GUENZI P., Nijssen E. J.
The relationship between digital solution selling and value-based selling: a motivation-opportunity-ability (MOA) perspective
European Journal of Marketing, 2023, vol.57, no. 3, pp.745-770
Kanuri V. K., Habel J., Chaker N. N., Rangarajan D., GUENZI P.
B2B online sales pushes: Whether, when, and why they enhance sales performance
Production and Operations Management, 2022
CAIOZZO P., COLM L., GUENZI P., SISTI M. A.
Dieci aree di azione per ridisegnare la funzione vendite
Economia & Management, 2022, no. 4, pp.83-91
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, Italia, 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