Facebook pixel
Foto sezione
Logo Bocconi


Full Professor
Department of Marketing

Courses a.y. 2022/2023

20125 CHANNEL MARKETING (Evoluzione del commercio, analisi e progettazione) / CHANNEL MARKETING (Trade evolution, analysis and planning)

Courses previous a.y.

Biographical note

Born May 2nd, 1965. Degree in Economics from Università Bocconi. Individual Studies Program from the College of Business Administration, University of Florida. PhD in Business Administration and Management, Università Bocconi.

Academic CV

Full Professor of Management, Università Bocconi. He has previously collaborated with the Institute of Corporate Economics as a research grantee, assistant and associate professor. Former Director of the SDA Bocconi Marketing Department. He is faculty member of Mba full time and Emms.

Research areas

Customer trust. Channel relationships. Retailing. Shopping behavior and customer loyalty. Innovation and new product development. E-commerce and trust  



Recent Books

  • Channel and Retail Management (with Monica Grosso and Katia Premazzi), Edward Elgar, Cheltenham, 2013.
  • Marketing, Egea, Milano, 2012.
  • Go to market, Il Mulino, Bologna, 2010.
  • Coopetition Winning Strategies for the 21st Century, (edited by Sandro Castaldo, Giambattista Dagnino, Frédéric Le Roy, Saïd Yami,), Edward Elgar, Cheltenham, UK 2010.
  • Marketing & Trust (edited by Sandro Castaldo), Società editrice Il Mulino, Bologna, 2009 (in Italian).
  • Channel & Retail Management, Egea, Milano, 2008 (In Italian).
  • Trust in Marketing Relationships, Edward Elgar, Cheltenham, UK, 2007.
  • Distribution (edited by Sandro Castaldo) Università Bocconi Editore, Milano, 2006 (in Italian).
  • Channel marketing, Società editrice Il Mulino, Bologna, 2005 (in Italian).
  • Store Management (edited by Sandro Castaldo and Chiara Mauri), Franco Angeli, Milano, 2005 (in Italian, 2010 third edition).

Recent Articles and Essays

‘The Relationship Between Corporate Responsibility and Brand Loyalty in Retailing: the Mediating Role of Trust’ (co-authored by F. Perrini, N. Misani e A. Tencati), in C. Smith, C.B. Bhattacharya, D. Vogel, D. Levine (a cura di), Global Challenges in Responsible Business: Corporate Responsibility and Strategy, Cambridge (UK): Cambridge University Press, forthcoming; 'The management of trust in competitive strategy research: Why it is important and what is new' (co-author Katia Premazzi) in Giambattista Dagnino (edited by) Handbook of Research in Competitive Strategy, Edward Elgar, Cheltenham, UK, 2012, pp.437-459; 'Give to get. An experimental study to explore information giving and technology adoption in retailing', (co-authors: M. Grosso, and K. Premazzi), Timmermans Harry and Pantano Eleonora (edited by), Advanced Technologies Management for Retailing, IGI Global, Hershey PA, 2011, pp. 197-220; 'Trust in on line customer-firm interaction: a literature review and directions for research' (co-authors: M. Grosso, C. Hofacker, and K. Premazzi), in Latusek Dominika and Gerbasi Alexandra (edited by) Trust and Technology in a Ubiquitous Modern Environment, IGI Global, Hershey PA, 2010, pp. 287-304; 'The management of trust in competitive strategy research: why it is important and what is new' (with Katia Premazzi), in Giambattista Dagnino (edited by), Handbook of Research on Competitive Strategy, Edward Elgar, Cheltenham, UK, 2010; 'Coopetition strategies: toward a new form of inter-organizational dynamics?' (with Saïd Yami, Giambattista Dagnino, Frédéric Le Roy, Wojcieck Czakon) in Saïd Yami, Sandro Castaldo, Giambattista Dagnino, Frédéric Le Roy (edited by) Coopetition Winning Strategies for the 21st Century, Edward Elgar, Cheltenham, UK, 2010, pp.1-17; 'Exploring How Third-Party Organizations Facilitate Coopetition Management in Buyer-Seller Relationships' (with Monica Grosso, Guido Moellering e Fabrizio Zerbini) in Saïd Yami, Sandro Castaldo, Giambattista Dagnino, Frédéric Le Roy (edited by) Coopetition Winning Strategies for the 21st Century, Edward Elgar, Cheltenham, UK, 2010, pp. 141-165; ‘The Meaning(s) of Trust. A Content Analysis on the Diverse Conceptualizations of Trust in Scholarly Research on Business Relationships’ (with K. Premazzi, F. Zerbini), Journal of Business Ethics, 96 (4), 657-668, 2010; 'The Impact of Corporate Social Responsibility Associations on Trust in Organic Products Marketed by Mainstream Retailers: A Study of Italian Consumers' (with F. Perrini, N. Misani, A. Tencati), Business Strategy and the Environment, 19 (8), 512-526, 2010; ‘Supporting retailers to exploit online settings for internationalization: The different role of trust and compensation’ (with K. Premazzi, M. Grosso, C. Hofacker), Journal of Retailing & Consumer Services, 17 (3), 229-240, 2010; 'Customer Information Sharing With E-Vendors: The Roles Of Incentives And Trust' (with K. Premazzi, M. Grosso, P. Raman, S. Brudvig, C. Hofacker), International Journal of Electronic Commerce, 14 (3),63-91, 2010; ‘The missing link between corporate social responsibility and consumer trust: the case of Fair Trade products’ (co-authored by F. Perrini, N. Misani e A. Tencati), Journal of Business Ethics, vol. 84 (19), pp. 1-15, 2009; ‘Corporate social responsibility in the retailing industry: A trust-based model of its effects on consumer behaviour with regard to organic food’ (co-authored by F. Perrini, N. Misani e A. Tencati), Finanza, Marketing e Produzione, n.2, 2009; ‘Integration of third parties within existing dyads: an exploratory study of category management programs (CMPs)’ (co-authored by M. Grosso, F. Zerbini), Industrial Marketing Management, Vol. 38, October, 2009, pp. 946-959; 'Trust and coopetition: the strategic role of trust in interfirm coopetitive dynamics (with Giovanni B. Dagnino) in Giovanni B. Dagnino, Elena Rocco (edited by) Coopetition Strategy: Theory, experiments and cases, Routledge Studies in Global Competition, Abingdon, Oxon, 2009, pp,.74-98. ‘Corporate social responsibility and trust’ (co-authored by F. Perrini), Business Ethics: A European Review, 17 (1), 2008, pp.1-2; "Stay in or get out the Janus? The maintenance of multiplex relationships between buyers and sellers" (co-authored by F. Zerbini), Industrial Marketing Management, September, 2007; "Trust as a market-based resource: Economic value, antecedents and consequences" (co-authored by B. Busacca) in K.M. Bijlsma-Frankema e Klein Woolthuis R., Trust under Pressure. Empirical Investigation of Trust and Trust Building in Uncertain Circumstances, Edward Elgar, Cheltenham, UK, 2005, pp.148-169; 'Trust in market relationships: An interpretative model' (co-authored by B. Busacca), Sinergie, Vol. 20, n.58, 2002, pp. 191-227; 'The role of trust in the financial services industry: an empirical research' (co-authored by F. Nava), Micro & Macro Marketing, 2, pp. 331-357, 2004;  'Innovation in reatiling: an empirical research', Micro & Macro Marketing, 3, 2001, pp.463-493; 'Market share analysis: a network-based approach', Micro & Macro Marketing, 2, 2001, pp.313-344; Market research to analyze market and brand performance, in Molteni L. and Troilo G. (edited by) Marketing research, McGraw Hill, 2007, Milan, pp.495-558 (in Italian); 'Innovation in the virtual economy' (co-authored by G. Verona) in S. Vicari (edited by) Virtual Economy, Egea, Milan, 2001; 'Channel management in the e-commerce age: managing the conflict in the channels', in C. Demattè (edited by) E-business, ETAS, Milan, 2001; 'E-commerce and industrial districts: new supply chains and virtual aggregations', Industria & Distribuzione, 3, 2000, pp. 7-21; 'E-commerce: value creation for customers' (co-authored by K. Premazzi), Finanza, Marketing e Produzione, 2000, pp.61-101; 'Trust-oriented marketing: the new frontier of loyalty management' (co-authored by P. Cillo), Economia & Management, 6, 2000, pp.69-84; 'The role of marketing in new drugs development: the Bayer case' (co-authored by A. M. Nozza Bielli, G. Verona), Economia & Management, n.1, 2000, pp. 115-132.