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PAOLO GUENZI

PAOLO GUENZI
Professore Associato
Dipartimento di Marketing

Insegnamenti a.a. 2019/2020

10051 DEALERS & SALES MANAGEMENT
10443 CHANNEL MANAGEMENT
10448 SALES MANAGEMENT
10861 FF - SALES MANAGEMENT 1
10901 DL - SALES MANAGEMENT 1
11827 KEY ACCOUNT MANAGEMENT
11902 EVENT AND MEGA EVENT MANAGEMENT AND CREATIVE INDUSTRIES
20429 SALES MANAGEMENT
20475 EVENT AND MEGA EVENT MANAGEMENT AND CREATIVE INDUSTRIES
30230 PERSONAL SELLING

Insegnamenti a.a. precedenti


Note biografiche

Nato il 24 luglio 1969. Laureato in Economia aziendale presso l'Università Bocconi. Dottore di ricerca in Economia aziendale presso l'Università Bocconi (2000).


Curriculum Accademico

Professore associato di Marketing. Docente dell'Area Marketing della SDA Bocconi, dove è responsabile di numerosi corsi sulle vendite. I suoi interessi di ricerca prevalenti riguardano la gestione dei processi commerciali, il Sales Management e il Personal Selling, con particolare attenzione all'adozione della prospettiva relazionale nell'attività di vendita. Si occupa inoltre di marketing management nei servizi per il tempo libero, soprattutto con riferimento al marketing dello sport e dell'entertainment, e alla contestualizzazione in tali ambiti del marketing relazionale.


Aree di interesse scientifico

Marketing. Sales Management. Key Account Management. Team Leadership. Gestione delle imprese di servizi. Sport&Entertainment Management.


Pubblicazioni



PUBBLICAZIONI SELEZIONATE
  • The role of leadership in salespeople’s price negotiation behavior (with S.Alavi, J.Habel, J.Wieseke), Journal of the Academy of Marketing Science (forthcoming)
  • Linking Data-Rich Environments with Service Innovation in Incumbent Firms: A Conceptual Framework and Research Propositions (with 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 (with E.Nijssen, Mv.d.Borgh), Industrial Marketing management 64, 1-13, 2017
  • Il caso Ecolab (with A. Costantini), Economia & Management 3,28-32, 2017
  • Cosa attrae (e cosa no) delle carriere commerciali (with S.Ghaddar), Economia & Management 1, 18-22, 2017
  • Top manager dalle vendite con una marcia in più (with S.Ghaddar), Economia & Management 1, 30-35, 2017
  • Le 7S della sales transformation (with M.Sisti), Economia & Management 1, 36-44, 2017
  • The dual mechanism of sales capabilities in influencing organizational performance (with 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 (with 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, (with G. Troilo) Economia & Management Vol. 3, 55-61, 2015
  • The Organizational Implications of Implementing Key Account Management: A Case-based Examination (with K. Storbacka), Industrial Marketing Management Vol. 45, 84-97, 2015
  • Guidelines for future research on KAM implementation (with K. Storbacka), Industrial Marketing Management Vol. 45, 100, 2015
  • How salespeople see Organizational Citizenship Behaviors:  an exploratory study using the laddering technique (with F. Panzeri), Journal of Business & Industrial Marketing Vol. 30, 2, 218 - 232
  • The Influence of Formal and Informal Sales Controls on Customer-directed Selling Behaviors and Sales Unit Effectiveness (with A. Baldauf e N. Panagopoulos), Industrial Marketing Management Vol. 43, 786-800, 2014
  • How to use a sponsorship platform to support an international master brand strategy: The UniCredit UEFA Champions League Sponsorship (with D. Penna), Journal of Brand Management Vol. 21, 2, 133–149, 2014
  • What can business leaders learn from sports leadership? (with D. Ruta), Strategic HR Review, Vol. 13;  1, 2014
  • Leading teams: Tools and Techniques for Successful Team Leadership from the Sports World, (with D. Ruta), The European Business Review, September-October, p. 21-25, 2013
  • Competenze commerciali: cosa sono e come influenzano i risultati aziendali, Economia & Management Vol. 4, 89-105, 2014
  • Caso Unicredit: la valutazione della sponsorizzazione della UEFA Champions League (with S.Santini, D.Penna, D.Boni), Economia & Management Vol.2, 89-110, 2013
  • L’integrazione fra marketing e vendite: barriere, meccanismi operative e risultati (with G.Troilo), Economia & Management Vol.2, 89-110, 2013
  • Organisational drivers of customer-oriented selling (with. L.De Luca e G.Troilo), Journal of Personal Selling & Sales Management,  Vol. 31, No. 3, p. 269-285, 2011
  • ·Internationalizing Sales Research: Current Status, Opportunities And Challenges (with N.Panagopoulos, N.Lee, E.Bolman Pullins, G.Avlonitis, P.Brassier, A.Humenberger, P.Kwiatek, T.Loe, E.Oksanen-Ylikoski, R.Peterson, B.Rogers, D.Weilbaker), Journal of Personal Selling & Sales Management,  Vol. 31, No. 3, p. 219-242, 2011
  • Interpersonal trust in commercial relationships: antecedents and consequences of customer trust in the salesperson (with L. Georges), European Journal of Marketing Vol. 44, No. 1/2, p. 114-138, 2010
  • Dispersion of influence between Marketing and Sales: Its effects on superior customer value and market performance (with  G.Troilo and L.De Luca), Industrial Marketing Management Vol.38, p.872-882, 2009
  • The Impact of Strategic Account Managers’ Behaviors on Relational Outcomes: An Empirical Study (with L. Georges and C. Pardo), Industrial Marketing Management Vol.38, p.100-111, 2009
  • Personal Loyalty Vs. Firm Loyalty? Exploring relational trade-offs in the presence of key employees: the case of radio DJ’s (with  A.Arbore and A.Ordanini), Journal of Service Management Vol. 20, n° 3, p. 317-341, 2009
  • ·An empirical investigation of the impact of relationship selling and LMX on salesforce’s behaviours and effectiveness (with  N.Paparoidamis), European Journal of Marketing Vol.43, n°7/8, p.1053-1075, 2009
  • A Comprehensive Model of Customer Trust in Two Retail Stores (with  M.D. Johnson and S.Castaldo), Journal of Service Management Vol. 20, n° 3, p. 290-316, 2009
  • The sales function in the 21st century: Where are we and where do we go from here? (with S. Geiger), European Journal of Marketing Vol.43, n°7/8, p.873-889, 2009
  • The joint contribution of Marketing and Sales to the creation of superior customer value (with G. Troilo), Journal of Business Research, Vol.60, pagg.98-107, 2007
  • Relational selling strategy and key account managers’ relational behaviors: an exploratory study (with C. Pardo and L. Georges), Industrial Marketing Management January 2007, Vol. 36, Issue 1, pagg. 121-133, 2007
  • Sport marketing and Facility Management: From Stadiums to customer-based multipurpose Leisure Centers, in Marketing and Football: an international perspective, M. Desbordes and G.Bolle (Eds.), Butterworth-Heinemann, 2006
  • Developing marketing capabilities for customer value creation through Marketing-Sales integration (with G. Troilo), Industrial Marketing Management, November 2006, Vol. 35, Issue 8, pagg. 974-988, 2006
  • The launch of new brands by professional soccer teams: The case of U.S. Lecce – Salento 12 (with M. Nocco), International Journal of Sport Marketing & Sponsorship, May 2006, pagg. 251-266,2006
  • Sport marketing and Facility Management: From Stadiums to customer-based multipurpose Leisure Centers, in Marketing and Football: an international perspective, M. Desbordes and G.Bolle (Eds.), Butterworth-Heinemann, pagg. 130-162, 2006
  • Marketing du sport et management des installations, in Marketing et Football: une perspective internationale (Ed.G.Bolle e M.Desbordes), Presses Universitaires du Sport, 2005
  • The Impact of Interpersonal Relationships on Customer Satisfaction and Loyalty to the Service Provider (with O.Pelloni), International Journal of Service Industry Management Volume 15, n° 4, pagg. 365-384, 2004
  • Antecedents and Consequences of a Firm’s Selling Orientation, in European Journal of Marketing Vol.37, n°5/6, pagg. 706-727, 2003
  • Zur Typologisierung von Freizeitdienstleistungen: Ein kundenorientierter Ansatz (with E.Valdani, K.Matzler), in Erfolg durch Dienen? (Ed.H.Hinterhuber e H.Stahl), pagg. 244-263, 2002
  • Sales Force Activities and Customer Trust, in Journal of Marketing Management Vol.18, pagg. 749-778, 2002
  • Marketing von Brand Parks (with E.Valdani), in IndustrieErlebnisWelten (Ed.H.Hinterhuber e H.Pechlaner), ESV, Berlino, Germania, pagg.155-193, 2001