PAOLO GUENZI

PAOLO GUENZI
Associate Professor
Department of Marketing
 


Courses a.y. 2016/2017

10051 DEALERS & SALES MANAGEMENT
10358 SALES, CHANNEL AND CUSTOMER MANAGEMENT
10808 DL SALES MANAGEMENT 2
10861 FF - SALES MANAGEMENT 1
10901 DL - SALES MANAGEMENT 1
20429 SALES MANAGEMENT


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

ARTICLES 

 1 . The Influence of Formal and Informal Sales Controls on Customer-directed Selling Behaviors and Sales Unit Effectiveness (with A.Baldauf and N.Panagopoulos), Industrial Marketing Management (forthcoming)
2. How salespeople see Organizational Citizenship Behaviors:  an exploratory study using the laddering technique (with F.Panzeri), Journal of Business & Industrial Marketing (forthcoming)
3. 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 (forthcoming)
4. What can What can business leaders learn from sports leadership? (with D.Ruta), Strategic HR Review, Vol. 13;  1, 2014
5. 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
6. 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
7. Internationalizing Sales Research: Current Status, Opportunities And Challenges (con 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
8. "Interpersonal trust in commercial relationships: antecedents and consequences of customer trust in the salesperson" (con L. Georges), European Journal of Marketing Vol. 44, No. 1/2, p. 114-138, 2010
9. “Dispersion of influence between Marketing and Sales: Its effects on superior customer value and market performance” (with  G.Troilo e L.De Luca), Industrial Marketing Management Vol.38, p.872-882, 2009
10. “The Impact of Strategic Account Managers’ Behaviors on Relational Outcomes: An Empirical Study” (with L. Georges e C. Pardo), Industrial Marketing Management Vol.38, p.100-111, 2009
11. “Personal Loyalty Vs. Firm Loyalty? Exploring relational trade-offs in the presence of key employees: the case of radio DJ’s” (with  A.Arbore e A.Ordanini), Journal of Service Management Vol. 20, n° 3, p. 317-341, 2009
12. “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
13. “A Comprehensive Model of Customer Trust in Two Retail Stores” (with  M.D. Johnson e S.Castaldo), Journal of Service Management Vol. 20, n° 3, p. 290-316, 2009
14. “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
15.  “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
16. “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
17. “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
18. “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
19. “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
20. "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
21. “Antecedents and Consequences of a Firm’s Selling Orientation”, in European Journal of Marketing Vol.37, n°5/6, pagg. 706-727, 2003
22. “Sales Force Activities and Customer Trust”, in Journal of Marketing Management Vol.18, pagg. 749-778, 2002

 

BOOKS / BOOK CHAPTERS

 1. Key accountization at Bosch Automotive Aftermarket (BAA) Italy: managing and implementing a strategic change, in D. Woodburn, K. Wilson (Eds), Handbook of Strategic Account Management, Wiley, (Forthcoming)
2. “Sales Force”, Wiley Encyclopedia of Management, 3rd Edition (Forthcoming)
3. Leading teams: managerial lessons from sport coaches (with D.Ruta), Wiley, 2013
4. Sales Management: A Multinational Perspective (with S. Geiger, Editors), Palgrave McMillan, 2011
5. “Sales Management in the twenty-first century” (with S.Geiger), in Sales Management: A Multinational Perspective (with S. Geiger, Editors), Palgrave McMillan, 2011
6. “Managing change in the sales force”, in Sales Management: A Multinational Perspective (with S. Geiger, Editors), Palgrave McMillan, 2011
7. Team leadership and coaching, in Sales Management: A Multinational Perspective (with S. Geiger, Editors), Palgrave McMillan, 2011
8. “Sales organization performance and evaluation” (with S.Geiger), in Sales Management: A Multinational Perspective (with S. Geiger, Editors), Palgrave McMillan, 2011
9.  “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, p. 130-162, 2006
10. “Marketing du sport et management des installations”, in Marketing et Football: une perspective internationale ( G.Bolle and M.Desbordes, Eds.), Presses Universitaires du Sport, 2005
11. “Zur Typologisierung von Freizeitdienstleistungen: Ein kundenorientierter Ansatz” (with E.Valdani, K.Matzler), in Erfolg durch Dienen? (H.Hinterhuber and H.Stahl, Eds.), p. 244-263, 2002
12. “Marketing von Brand Parks” (with E.Valdani), in IndustrieErlebnisWelten (H.Hinterhuber and H.Pechlaner, Eds.), ESV, Berlin, Germany, p.155-193, 2001