CEL Lab
Commercial Excellence LAB
This section contains only reports and abstracts available in English. All the other CEL’s outputs are available from the Italian website
2023
Omnichannel Customer Experience Management.
2022
Short Presentation Sales Performance Management State of the Art
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2021
Covid-19 Remote selling Progettare il futuro
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2020
Vendere ai tempi del corona virus
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Virtual meeting Covid-19 Emergency Landascape
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Il lato oscuro della forza (di vendita)
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2019
Digital tra-action technostress o technopower?
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2017
Abstract of “Sales Content Management Systems
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Abstract of “Digital & Social Selling Index: the barometer of technological development of sales forces in Italy
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Vertical research
2023
Olympus
The way to increase Customer experience: Service speed up
2020 - 2022
Henkel
Il profilo ideale del commerciale Henkel: mappatura delle competenze
Allianz
I sette passi della vendita: processo di vendita, attività e competenze per un approccio consulenziale alla vendita
Hilti
Alle radici del solution selling: identificazione e validazione dei driver
Olympus
Una roadmap per l’Omnichannel Sales Transformation partendo dal remote selling
Akeron
Survey sullo stato dell’arte dei sistemi e processi di reporting, pianificazione e controllo in ambito commerciale
2019 - 2017
Hilti
Learning @ Hilti – Time to performance: • Programma Goal (onboarding neoinsseriti) • Programma Lead Now (onboarding first line manageriale)
Boehringer Ingelheim
Digital commercial transformation: un’indagine esplorativa su impatti e percezione della rete
Allianz
Sales Academy: analisi e mappatura processi di vendita e online training
ABB
Gestire la digital transformation nel commerciale: modello e applicazione
Ecolab
In search of commercial excellence
Book
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Laura Colm e Andrea Ordanini (2021)
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Guenzi Paolo, Sisti Marco Aurelio, Caiozzo Paola (2020) |
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Guenzi Paolo (2020) |
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Guenzi Paolo, Sisti Marco Aurelio, Caiozzo Paola (2018)
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Sisti Marco Aurelio, Guenzi Paolo, Caiozzo Paola (2015) |
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Guenzi Paolo, Dino Ruta (2013)
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Guenzi Paolo, Geiger Susi (2011)
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Guenzi Paolo, Dino Ruta (2010) |
2018
- Digital & Social Selling Index: an empirical investigation into its nature, antecedents and consequences (coaut. S.Ghaddar), Proceedings of the 12th annual GSSI Conference, Vienna, June 5-8 2018
2017
- How students perceive salespeople and the sales job (coaut. P. Caiozzo, M.C. Cito, S.Ghaddar, G. Miniero, Proceedings of the 11th annual GSSI Conference, Mauritius, June 6-9 2017
- How Sales Organization Capabilities Affect the Simultaneous Pursuit of Customer Acquisition and Retention (coaut. M. van den Borgh, E.Nijssen), The Thought Leadership on the Sales Profession Conference, Hec Paris, France, May30-June 1 2017
2016
- "The Organizational Impact of Big Data Marketing on Service Innovation" (coaut. L.M. DeLuca, G. Troilo), Proceedings of the JPIM-MSI Research Workshop, Knoxville, Tennessee, USA, June 8-10 2016
- The impact of Sales Force Management Capabilities and Personal Selling Capability on Performance (coaut. L.Sajtos, G.Troilo), Proceedings of the 45th EMAC Conference, Oslo, Norway, May 24-27 2016
2015
- Which Competencies for Successful Commercial Executives: Are we Missing the Real Points? (coaut. P. Caiozzo, G.Troilo), Proceedings of the 44th EMAC Conference, Leuven, Belgium, May 26-29 2015
Publications
2023
The relationship between digital solution selling and value-based selling: a motivation-opportunity-ability (MOA) perspective
European Journal of Marketing
B2B online sales pushes: Whether, when, and why they enhance sales performance
Production and Operations Management
Dieci aree di azione per ridisegnare la funzione vendite
Economia & Management
2022
The strategic role of sales content management for omnichannel customer journeys: the Bioline Jatò case
The Case Center ECCH
Engaging customers through digital technologies: the case of Gewiss.
The Case Center ECCH
2021
A Roadmap for Omnichannel Sales Transformation Starting from Remote Selling: the Olympus Italy Case.
The Case Center ECCH
Learning@Hilti - Implementing Digital Transformation: The Hilti Italy Case.
The Case Center ECCH
- Learning@ Hilti: The Guided Onboarding Approach to Learning
- Learning@ Hilti implementing digital transformation: il programma
Learning@Hilti: Implementing Digital Transformation: The Guided Onboarding Approach to Learning
Published with the international clearing house The Case Centre –
The ABB case: a disruptive experience in the digital transformation of relations with the market
La trasformazione digitale delle vendite
Egea - 2021
The Impact of Digital Transformation on Salespeople: an Empirical Investigation Using the JD-R Model
Journal of Personal Selling & Sales Management, 41 (2), 130–14 - 2021
A Roadmap for Omnichannel Sales Transformation Starting from Remote Selling: the Olympus Italy Case
published with the international clearing house The Case Centre - 2021
Innovating Luxury Service Experiences through E-Servicescapes
Developing Successful Global Strategies for Marketing Luxury Brands, Fabrizio Mosca, Cecilia Casalegno, Rosalia Gallo-Martínez (eds.), IGI Global, 119–138. DOI: 10.4018/978-1-7998-5882-9.ch007. 2021
Critical Success Factors to Craft Experiential Learning Opportunities Abroad
The Internationalization of Higher Education, John Branch (ed.), IAP Information Age Publishing. 2021
Facing Supply Chain Disruptions: Strategies to Ensure Relational Continuity
The Impact of Covid-19 on Supply Chain Management, Richard Wilding (ed.), Proud Pen. DOI: 10.51432/978-1-8381524-2-0-4 (open access) 2021
The impact of digital transformation on salespeople: an empirical investigation using the JD-R model
Journal of Personal Selling & Sales Management 2021, VOL. 41, NO. 2
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2020
Managing sales by digitally-enabled analyses at Ecolab
Studying the antecedents and outcome of social media use by salespeople using a MOA framework
Industrial Marketing Management, 90, 346-35 - 2020
Mastering the digital transformation of sales
California Management Review, 62 (4), 57–85 - 2020
Mastering the digital transformation of sales (with J.Habel)
California Management Review, 62(4) 57–85 , 2020
Studying the antecedents and outcome of social media use by salespeople using a MOA framework (with E. Nijssen)
Industrial Marketing Management, 90, 346-359, 2020
Dynamic Governance Matching in Solution Development (with A. Ordanini and T. Bornemann)
Journal of Marketing, 2020, vol.84, no. 1, pp.105-124
2019
It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress (with D. Rangarajan, N. Chaker, L. Sajtos)
Journal of Personal Selling & Sales Management, 39, 4, 352–369, 2019
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2018
The role of leadership in salespeople’s price negotiation behavior (with S.Alavi, J.Habel, J.Wieseke)
Journal of the Academy of Marketing Science, 46, 4, 703-724, 2018
Gestire le Vendite, in Collana Management (coaut P.Guenzi, M.A.Sisti, P.Caiozzo)
2018 Corriere della Sera
Cognitive and Affective Determinants of salesforce Performance: A Two-wave Study (coaut. I.Soscia, R.Bagozzi)
Industrial Marketing Management. 2018 (in corso di pubblicazione)
The role of leadership in salespeople’s price negotiation behavior (coaut S.Alavi, J.Habel, J.Wieseke)
Journal of the Academy of Marketing Science, 2018 (in corso di pubblicazione)
2017
When Service Customers Do Not Consume in Isolation (with A. Ordanini and A. Parasuraman)
Journal of Service Research, 2017, vol.20, no. 3, pp.223-239
Cognitive and affective determinants of salesforce performance: a two-wave study (with I. Soscia, R.P. Bagozzi)
Industrial Marketing Management, 75, 206-217, 2018
Venditori si nasce? Il mestiere visto dagli studenti (coaut Caiozzo–M.C.Cito, G.Miniero)
E&M, gennaio 2017
Exraordinary People-Competenze per competere (coaut Caiozzo – M.C.Cito-G.Taggiasco)
E&M, gennaio 2017
Linking Data-Rich Environments with Service Innovation in Incumbent Firms: A Conceptual Framework and Research Propositions (coaut. 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 (coaut. E.Nijssen, Mv.d.Borgh)
Industrial Marketing management 64, 1-13, 2017
Commercial excellence e le sfide per le imprese
Economia & Management 1, 2017.
Il caso Ecolab (coaut. A. Costantini)
Economia & Management 3,28-32, 2017
Cosa attrae (e cosa no) delle carriere commerciali (coaut. S.Ghaddar)
Economia & Management 1, 18-22, 2017
Top manager dalle vendite con una marcia in più (coaut. S.Ghaddar)
Economia & Management 1, 30-35, 2017
Le 7S della sales transformation (coaut. M.Sisti)
Economia & Management 1, 36-44, 2017
Cosa attrae (e cosa no) delle carriere commerciali (coaut. S.Ghaddar)
Economia & Management 1, 18-22, 2017
2016
Two faces of the same coin: How the interplay between organizational and territorial culture builds the concept of service culture (with A. Carù)
Mercati e Competitività, 2016, no. 3, pp.87-109
The dual mechanism of sales capabilities in influencing organizational performance (coaut. 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 (coaut. L.M. De Luca, R.Spiro)
Journal of Business & Industrial Marketing Vol.31, 4, 553-564, 2016
2015
Sogno o incubo? Marketing analytics e social media visti dai direttori marketing
Economia & Management Vol. 3, 55-61, 2015
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2021
Come si venderà dopo la pandemia
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Il Covid-19 e la sfida delle vendite gestite da remoto
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2020
Vendere con strumenti digitali: analytics e adattamento migliorano la performance
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L’engagement e la motivazione delle reti: una leva per sostenere i cambiamenti e la perfomance
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Come motivare venditori di generazioni diverse: in cosa sono diversi i Millennials?
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Usare il bastone con i venditori? Passato e... futuro
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Digitalizzazione, multitasking, efficienza...Tutto a posto?
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2019
Il Commercial Excellence Lab 2019
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Strategie di vendita: c’è posto per il digitale
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I venditori scontano il ritardo nel digitale – Evidenze dalla ricerca del CEL SDA Bocconi
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2017
Commercial excellence e le sfide per le imprese
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Sales Enablement. Tecnologie e contenuti a supporto dell'attività di vendita
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L'umorismo del Sales Leaders per gestire il lato oscuro nelle vendite
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2016
Pricing 4.0: la logica delle ancillary sales per l'incremento dei margini
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2015
Le tre spine dei Sales Manager
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L'eccellenza nel Sales Management: i pilastri della trasformazione commerciale
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Analizzare la relazione tra competenze e performance dei venditori: un caso studio
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2014
Qual è la chiave del successo professionale?
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Extraordinary Sales People. Competenze per competere
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La trasformazione digitale nelle vendite: superare le resistenze al cambiamento dei commerciali (in italian)
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La trasformazione delle vendite tra digital e nuove logiche di engagement (in italian)
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