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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 (forthcoming)
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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
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Beyond the retention—acquisition trade-off: Capabilities of ambidextroussales organizations (with E.Nijssen, Mv.d.Borgh), Industrial Marketing management 64, 1-13, 2017
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Il caso Ecolab (with A. Costantini), Economia & Management 3,28-32, 2017
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Cosa attrae (e cosa no) delle carriere commerciali (with S.Ghaddar), Economia & Management 1, 18-22, 2017
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Top manager dalle vendite con una marcia in più (with S.Ghaddar), Economia & Management 1, 30-35, 2017
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Le 7S della sales transformation (with M.Sisti), Economia & Management 1, 36-44, 2017
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The dual mechanism of sales capabilities in influencing organizational performance (with L. Sajtos, G. Troilo), Journal of Business Research Vol. 69, 3707-3713, 2016
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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
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Sogno o incubo? Marketing analytics e social media visti dai direttori marketing, (with G. Troilo) Economia & Management Vol. 3, 55-61, 2015
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The Organizational Implications of Implementing Key Account Management: A Case-based Examination (with K. Storbacka), Industrial Marketing Management Vol. 45, 84-97, 2015
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Guidelines for future research on KAM implementation (with K. Storbacka), Industrial Marketing Management Vol. 45, 100, 2015
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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
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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
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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
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What can business leaders learn from sports leadership? (with D. Ruta), Strategic HR Review, Vol. 13; 1, 2014
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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
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Competenze commerciali: cosa sono e come influenzano i risultati aziendali, Economia & Management Vol. 4, 89-105, 2014
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Caso Unicredit: la valutazione della sponsorizzazione della UEFA Champions League (with S.Santini, D.Penna, D.Boni), Economia & Management Vol.2, 89-110, 2013
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L’integrazione fra marketing e vendite: barriere, meccanismi operative e risultati (with G.Troilo), Economia & Management Vol.2, 89-110, 2013
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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Antecedents and Consequences of a Firm’s Selling Orientation, in European Journal of Marketing Vol.37, n°5/6, pagg. 706-727, 2003
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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
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Sales Force Activities and Customer Trust, in Journal of Marketing Management Vol.18, pagg. 749-778, 2002
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Marketing von Brand Parks (with E.Valdani), in IndustrieErlebnisWelten (Ed.H.Hinterhuber e H.Pechlaner), ESV, Berlino, Germania, pagg.155-193, 2001
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