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Team leadership and coaching
Guenzi, Paolo - In: Sales management : a multinational perspective, (pp. 336-363). 2011
Persistent link: https://www.econbiz.de/10008858689
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Sales organization performance and evaluation
Guenzi, Paolo; Geiger, Susi - In: Sales management : a multinational perspective, (pp. 465-491). 2011
Persistent link: https://www.econbiz.de/10008858684
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An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness
Paparoidamis, Nicholas G.; Guenzi, Paolo - In: European journal of marketing : EJM 43 (2009) 7/8, pp. 1053-1075
Persistent link: https://www.econbiz.de/10009525810
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How salespeople see organizational citizenship behaviors : an exploratory study using the laddering rechnique
Guenzi, Paolo; Panzeri, Federico - In: The journal of business & industrial marketing 30 (2015) 2, pp. 218-232
Persistent link: https://www.econbiz.de/10010532002
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The dual mechanism of sales capabilities in influencing organizational performance
Guenzi, Paolo; Sajtos, Laszlo; Troilo, Gabriele - In: Journal of business research : JBR 69 (2016) 9, pp. 3707-3713
Persistent link: https://www.econbiz.de/10011515242
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The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness
Guenzi, Paolo; Baldauf, Artur; Panagopoulos, Nikolaos G. - In: Industrial marketing management : the international … 43 (2014) 5, pp. 786-800
Persistent link: https://www.econbiz.de/10010404086
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Organizational drivers of salespeople's customer orientation and selling orientation
Guenzi, Paolo; DeLuca, Luigi M.; Troilo, Gabriele - In: The journal of personal selling & sales management : JPSSM 31 (2011) 3, pp. 269-285
Persistent link: https://www.econbiz.de/10009270841
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The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson : a contingency perspective
Guenzi, Paolo; DeLuca, Luigi M.; Spiro, Rosann L. - In: The journal of business & industrial marketing 31 (2016) 4, pp. 553-564
Persistent link: https://www.econbiz.de/10011496728
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The impact of digital transformation on salespeople : an empirical investigation using the JD-R model
Guenzi, Paolo; Nijssen, E. J. - In: Journal of personal selling & sales management : JPSSM 41 (2021) 2, pp. 130-149
Persistent link: https://www.econbiz.de/10012584523
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Studying the antecedents and outcome of social media use by salespeople using a MOA framework
Guenzi, Paolo; Nijssen, E. J. - In: Industrial marketing management : the international … 90 (2020), pp. 346-359
Persistent link: https://www.econbiz.de/10012322086