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Born July 24th, 1969. Degree in Business Administration from Università Bocconi. PhD in Business Administration and Management, Università Bocconi (2000).
Associate Professor of Marketing. Teaches in the SDA Bocconi Marketing Department, where he is director of the 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.
Marketing. Sales management. Key account management. Management of service-related firms. Sport&Entertainment management.
Organisational drivers of customer-oriented selling (with L.De Luca and G.Troilo), Journal of Personal Selling & Sales Management, forthcoming·"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 (withG.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(withL. 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 (withA.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 (withN.Paparoidamis),European Journal of Marketing Vol.43, n°7/8, p.1053-1075, 2009 ·A Comprehensive Model of Customer Trust in Two Retail Stores (withM.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 ·Developing marketing capabilities for customer value creation through Marketing-Sales integration (with G. Troilo), Industrial Marketing Management, 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 ·"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