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PAOLO GUENZI

PAOLO GUENZI
Associate Professor
Department of Marketing

Courses a.y. 2022/2023

10051 DEALERS & SALES MANAGEMENT
10443 CHANNEL MANAGEMENT
11827 KEY ACCOUNT MANAGEMENT
12049 SALES MANAGEMENT 2
12169 VALUE COMMUNICATION, VALUE DELIVERY AND SALES
20429 SALES MANAGEMENT
30230 PERSONAL SELLING

Courses previous a.y.

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Biographical note

I was born in Como in 1969. I always lived in Milano. I got my degree at Università Bocconi, with a major in Marketing, in 1994. Since then, I have worked in the Department of Marketing of Università Bocconi and the Knowledge Group Marketing&Sales of SDA Bocconi School of Management.
I teach Sales Management in the MSci and Personal Selling in the Bachelor Degree. I do my best to be engaging and find the optimal mix between conceptual foundations, practical evidence, and managerial implications of all topics I teach. My extensive experience in teaching Executives helps me provide a real-world flavor to all lectures.
I have two daughters I love. I also love photography, traveling, and practicing several sports.


About

In 2021 I published my new book on Managing the digital transformation of sales organization. It is the result of 5 years of multiple research projects run on the topic, in the Commercial Excellence Lab of SDA Bocconi School of Management. It summarizes findings and insights from several surveys on hundreds of companies, dozens of interviews with managers from a multiplicity of businesses and industries, many case-based investigations on specific companies.


Research interests

The organizational drivers of sales force performance, the impact of sales leaders on sales force performance and the digital transformation of sales organizations.


Selected Publications

Guenzi, Paolo; Nijssen, Edwin J.
The impact of digital transformation on salespeople: an empirical investigation using the JD-R model
THE JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT, 2021

Guenzi, Paolo; Nijssen, Edwin J
Studying the antecedents and outcome of social media use by salespeople using a MOA framework
INDUSTRIAL MARKETING MANAGEMENT, 2020

Guenzi, Paolo; Habel, Johannes
Mastering the digital transformation of sales
CALIFORNIA MANAGEMENT REVIEW, 2020

Guenzi, Paolo; Rangarajan, Deva; Chaker, Nawar N.; Sajtos, Lazslo
It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress
THE JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT, 2019

Soscia, Isabella; Bagozzi, Richard P.; Guenzi, Paolo
Cognitive and affective determinants of salesforce performance: a two-wave study
INDUSTRIAL MARKETING MANAGEMENT, 2018

Alavi, Sascha; Habel, Johannes; Guenzi, Paolo; Wieseke, Jan
The role of leadership in salespeople’s price negotiation behavior
JOURNAL OF THE ACADEMY OF MARKETING SCIENCE, 2018

Nijssen, Edwin J.; Guenzi, Paolo; Van Der Borgh, Michel
Beyond the retention - acquisition trade-off: capabilities of ambidextrous sales organizations
INDUSTRIAL MARKETING MANAGEMENT, 2017

Troilo, Gabriele; De Luca, Luigi M.; Guenzi, Paolo
Linking data-rich environments with service innovation in incumbent firms: a conceptual framework and research propositions
THE JOURNAL OF PRODUCT INNOVATION MANAGEMENT, 2017

Guenzi, Paolo; Sajtos, Laszlo; Troilo, Gabriele
The dual mechanism of sales capabilities in influencing organizational performance
JOURNAL OF BUSINESS RESEARCH, 2016


Guenzi, Paolo; Storbacka, Kaj
The organizational implications of implementing key account management: a case-based examination
INDUSTRIAL MARKETING MANAGEMENT, 2015

Guenzi, Paolo; Storbacka, Kaj
Guidelines for future research on KAM implementation
INDUSTRIAL MARKETING MANAGEMENT, 2015

Guenzi, Paolo; Panzeri, Federico
How salespeople see organizational citizenship behaviors: an exploratory study using the laddering technique
THE JOURNAL OF BUSINESS & INDUSTRIAL MARKETING, 2015

Guenzi, Paolo; Baldauf, Artur; N. G. Panagopoulos
The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness
INDUSTRIAL MARKETING MANAGEMENT, 2014



Guenzi, Paolo; S. Geiger
Sales organization performance and evaluation
Sales Management: A Multinational Perspective, 2011

Guenzi, Paolo; De Luca, Luigi Mario; Troilo, Gabriele
Organizational drivers of salespeople's customer orientation and selling orientation
THE JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT, 2011



Guenzi, Paolo; L. Georges, C. Pardo
The Impact of Strategic Account Managers’ Behaviors on Relational Outcomes: An Empirical Study
INDUSTRIAL MARKETING MANAGEMENT, 2009

Guenzi, Paolo; Geiger, Susi
The sales function in the 21st century: where are we and where do we go from here?
EUROPEAN JOURNAL OF MARKETING, 2009

Guenzi, Paolo; M. D. Johnson; Castaldo, Sandro
A Comprehensive Model of Customer Trust in Two Retail Stores
JOURNAL OF SERVICE MANAGEMENT, 2009


Guenzi, Paolo; C. Pardo E. L. Georges
Relational selling strategy and key account managers’ relational behaviors: an exploratory study
INDUSTRIAL MARKETING MANAGEMENT, 2007

Guenzi, Paolo; Troilo, Gabriele
The joint contribution of Marketing and Sales to the creation of superior customer value
JOURNAL OF BUSINESS RESEARCH, 2007