Paolo Guenzi

Marketing

Biography

Latest publications

GUENZI P., Nijssen E. J. In search of digital solution sellers: the role of non-monetary motivation and empowering leadership behaviors Journal of Personal Selling and Sales Management, 2024, vol.44, no. 3, pp.253-273
GUENZI P., Nijssen E. J. The relationship between digital solution selling and value-based selling: a motivation-opportunity-ability (MOA) perspective European Journal of Marketing, 2023, vol.57, no. 3, pp.745-770
Kanuri V. K., Habel J., Chaker N. N., Rangarajan D., GUENZI P. B2B online sales pushes: Whether, when, and why they enhance sales performance Production and Operations Management, 2022
CAIOZZO P., COLM L., GUENZI P., SISTI M. A. Dieci aree di azione per ridisegnare la funzione vendite Economia & Management, 2022, no. 4, pp.83-91
GUENZI P., Nijssen E. J. The impact of digital transformation on salespeople: an empirical investigation using the JD-R model Journal of Personal Selling and Sales Management, 2021, vol.41, no. 2, pp.130-149
GUENZI P. La trasformazione digitale delle vendite. Innovare strategie e processi commerciali con le tecnologie Egea, Milano, Italy, 2021

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