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Guenzi, Paolo - In: Sales management : a multinational perspective, (pp. 15-37). 2011

Persistent link: https://www.econbiz.de/10008858701

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; De Luca, Luigi M.; Spiro, Rosann - In: Journal of Business & Industrial Marketing 31 (2016) 4, pp. 553-564

Purpose This paper aims to examine the impact of customer perceptions about a salesperson’s combined use of adaptive selling (AS) and selling orientation (SO) on customer trust in the salesperson. Based on insights from attribution theory, the contingency model of salespeople’ effectiveness,...

Persistent link: https://www.econbiz.de/10014843757

The relationship between digital solution selling and value-based selling : a motivation-opportunity-ability (MOA) perspective

Guenzi, Paolo; Nijssen, E. J. - In: European journal of marketing 57 (2023) 3, pp. 745-770

Persistent link: https://www.econbiz.de/10014226008

In search of digital solution sellers : the role of non-monetary motivation and empowering leadership behaviors

Guenzi, Paolo; Nijssen, E. J. - In: Journal of personal selling & sales management : JPSSM 44 (2024) 3, pp. 253-273

Persistent link: https://www.econbiz.de/10015192654

Dispersion of influence between marketing and sales : its effects on superior customer value and market performance

Troilo, Gabriele; Luca, Luigi M. de; Guenzi, Paolo - In: Industrial marketing management : the international … 38 (2009) 8, pp. 872-882

Persistent link: https://www.econbiz.de/10003924775

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

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

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

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

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