CEL Lab

Pubblicazioni

P. GUENZI, E. NIJSSEN
The relationship between digital solution selling and value-based selling: a motivation-opportunity-ability (MOA) perspective
European Journal of Marketing

V. K. KANURI, J. HABEL, N. N. CHAKER, D. RANGARAJAN, P. GUENZI
B2B online sales pushes: Whether, when, and why they enhance sales performance
Production and Operations Management

P. CAIOZZO, L. COLM, P. GUENZI, M. A. SISTI
Dieci aree di azione per ridisegnare la funzione vendite
Economia & Management

L. COLM, P. GUENZI
The strategic role of sales content management for omnichannel customer journeys: the Bioline Jatò case
The Case Center ECCH

Colm, L., & Guenzi, P. (Forthcoming).
Engaging customers through digital technologies: the case of Gewiss.
The Case Center ECCH

Colm, L., & Guenzi, P.
A Roadmap for Omnichannel Sales Transformation Starting from Remote Selling: the Olympus Italy Case.
The Case Center ECCH

Caiozzo.P,& Taggiasco.G
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

P. Caiozzo
Learning@Hilti: Implementing Digital Transformation: The Guided Onboarding Approach to Learning
Published with the international clearing house The Case Centre

Guenzi, P. & Piancatelli C.
The ABB case: a disruptive experience in the digital transformation of relations with the market

P. Guenzi
La trasformazione digitale delle vendite
Egea - 2021

P. Guenzi, E. Nijssen
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

L. Colm, P. Guenzi
A Roadmap for Omnichannel Sales Transformation Starting from Remote Selling: the Olympus Italy Case
published with the international clearing house The Case Centre - 2021

L. Colm, S. Prestini
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

L. Colm, B. DeMont, A. Swain
Critical Success Factors to Craft Experiential Learning Opportunities Abroad
The Internationalization of Higher Education, John Branch (ed.), IAP Information Age Publishing. 2021

L. Colm, A. Ordanini
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

P.Guenzi, E. Nijssen
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
Approfondisci

Guenzi, P.
Managing sales by digitally-enabled analyses at Ecolab

P. Guenzi, J. Habel
Studying the antecedents and outcome of social media use by salespeople using a MOA framework
Industrial Marketing Management, 90, 346-35 - 2020

P. Guenzi, J. Habel
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

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
Approfondisci

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)

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

M.A. Sisti
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

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

Sogno o incubo? Marketing analytics e social media visti dai direttori marketing
Economia & Management Vol. 3, 55-61, 2015

Download articoli

P.Caiozzo, P.Guenzi, M.A. Sisti
Come si venderà dopo la pandemia
Approfondisci

P.Caiozzo, P.Guenzi, M.A. Sisti
Il Covid-19 e la sfida delle vendite gestite da remoto
Approfondisci

P.Guenzi
Vendere con strumenti digitali: analytics e adattamento migliorano la performance
Approfondisci

P.Caiozzo
L’engagement e la motivazione delle reti: una leva per sostenere i cambiamenti e la perfomance
Approfondisci

P.Guenzi
Come motivare venditori di generazioni diverse: in cosa sono diversi i Millennials?
Approfondisci

P.Caiozzo
Usare il bastone con i venditori? Passato e... futuro
Approfondisci

P.Caiozzo
Digitalizzazione, multitasking, efficienza...Tutto a posto?
Approfondisci

M. A. Sisti
Il Commercial Excellence Lab 2019
Approfondisci

M. A. Sisti
Strategie di vendita: c’è posto per il digitale
Approfondisci

A. Biondi
I venditori scontano il ritardo nel digitale – Evidenze dalla ricerca del CEL SDA Bocconi
Approfondisci

M. A. Sisti
Commercial excellence e le sfide per le imprese
Approfondisci

S. Ghaddar, P. Guenzi
Sales Enablement. Tecnologie e contenuti a supporto dell'attività di vendita
Approfondisci

P. Guenzi
L'umorismo del Sales Leaders per gestire il lato oscuro nelle vendite
Approfondisci

D. Jarach
Pricing 4.0: la logica delle ancillary sales per l'incremento dei margini
Approfondisci

P. Guenzi
Le tre spine dei Sales Manager
Approfondisci

P.Caiozzo, P.Guenzi, M.A. Sisti
L'eccellenza nel Sales Management: i pilastri della trasformazione commerciale
Approfondisci

P.Caiozzo, P.Guenzi, C. Cito
Analizzare la relazione tra competenze e performance dei venditori: un caso studio
Approfondisci

P. Caiozzo, P. Guenzi, G. Troilo
Qual è la chiave del successo professionale?
Approfondisci

P. Caiozzo, C. Cito, T. Taggiasco
Extraordinary Sales People. Competenze per competere
Approfondisci

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

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

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

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