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PAOLO GUENZI

PAOLO GUENZI
Associate Professor
Department of Marketing

Courses a.y. 2018/2019

10051 DEALERS & SALES MANAGEMENT
10358 SALES, CHANNEL AND CUSTOMER MANAGEMENT
10861 FF - SALES MANAGEMENT 1
10901 DL - SALES MANAGEMENT 1
20429 SALES MANAGEMENT
20475 EVENT AND MEGA EVENT MANAGEMENT AND CREATIVE INDUSTRIES
30230 PERSONAL SELLING

Courses previous a.y.


Biographical note

Born July 24th, 1969. Degree in Business Administration from Università Bocconi. PhD in Business Administration and Management, Università Bocconi (2000).


Academic CV

Associate Professor of Marketing. Teaches in the SDA Bocconi Marketing Department, where he is director of several courses on sales. His primary research interests concern management of commercial processes, sales management and personal selling, with special attention to the adoption of a relational perspective in sales activities. He also deals with marketing management in leisure-time services, with special reference to sports and entertainment marketing and their contexts in relational marketing. 
 


Research areas

Marketing. Sales management. Key account management. Team Leadership. Management of service-related firms. Sport&Entertainment management.


Selected publications

  • 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 ambidextroussales 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