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Paolo Guenzi · Study
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Author
Paolo Guenzi
26 works
· latest 2022
· 1 institutions
cluster: provisional
ORCID 0000-0002-9332-1836
Works
26 shown
B2B online sales pushes: Whether, when, and why they enhance sales performance
Production and Operations Management
·
2022
·
5 authors
·
Open access
16
citations
The relationship between digital solution selling and value-based selling: a motivation-opportunity-ability (MOA) perspective
European Journal of Marketing
·
2022
·
2 authors
·
Open access
43
citations
The impact of digital transformation on salespeople: an empirical investigation using the JD-R model
Journal of Personal Selling and Sales Management
·
2021
·
2 authors
·
Open access
125
citations
Studying the antecedents and outcome of social media use by salespeople using a MOA framework
Industrial Marketing Management
·
2020
·
2 authors
·
Open access
96
citations
Mastering the Digital Transformation of Sales
California Management Review
·
2020
·
2 authors
·
Open access
174
citations
The role of leadership in salespeople’s price negotiation behavior
Journal of the Academy of Marketing Science
·
2017
·
4 authors
56
citations
Beyond the retention—acquisition trade-off: Capabilities of ambidextrous sales organizations
Industrial Marketing Management
·
2017
·
3 authors
58
citations
Linking Data‐Rich Environments with Service Innovation in Incumbent Firms: A Conceptual Framework and Research Propositions
Journal of Product Innovation Management
·
2017
·
2 authors
116
citations
The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson: a contingency perspective
Journal of Business and Industrial Marketing
·
2016
·
3 authors
60
citations
The dual mechanism of sales capabilities in influencing organizational performance
Journal of Business Research
·
2016
·
3 authors
45
citations
The organizational implications of implementing key account management: A case-based examination
Industrial Marketing Management
·
2015
·
2 authors
63
citations
The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness
Industrial Marketing Management
·
2014
·
3 authors
62
citations
Organizational Drivers of Salespeople’s Customer Orientation and Selling Orientation
Journal of Personal Selling and Sales Management
·
2011
·
3 authors
78
citations
Internationalizing Sales Research: Current Status, Opportunities, and Challenges
Journal of Personal Selling and Sales Management
·
2011
·
13 authors
60
citations
Interpersonal trust in commercial relationships
European Journal of Marketing
·
2010
·
1 author
189
citations
Dispersion of influence between Marketing and Sales: Its effects on superior customer value and market performance
Industrial Marketing Management
·
2009
·
3 authors
64
citations
An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness
European Journal of Marketing
·
2009
·
2 authors
60
citations
The sales function in the twenty‐first century: where are we and where do we go from here?
European Journal of Marketing
·
2009
·
2 authors
54
citations
A comprehensive model of customer trust in two retail stores
Journal of service management
·
2009
·
3 authors
191
citations
The impact of strategic account managers' behaviors on relational outcomes: An empirical study
Industrial Marketing Management
·
2008
·
2 authors
105
citations
The joint contribution of marketing and sales to the creation of superior customer value
Journal of Business Research
·
2006
·
2 authors
212
citations
Relational selling strategy and key account managers' relational behaviors: An exploratory study
Industrial Marketing Management
·
2006
·
2 authors
168
citations
Developing marketing capabilities for customer value creation through Marketing–Sales integration
Industrial Marketing Management
·
2006
·
2 authors
174
citations
The impact of interpersonal relationships on customer satisfaction and loyalty to the service provider
International Journal of Service Industry Management
·
2004
·
2 authors
292
citations
Antecedents and consequences of a firm's selling orientation
European Journal of Marketing
·
2003
·
1 author
·
Open access
36
citations
Sales Force Activities and Customer Trust
Journal of Marketing Management
·
2002
·
1 author
·
Open access
34
citations