I was born in Como in 1969. I always lived in Milano. I got my degree at Università Bocconi, with a major in Marketing, in 1994. Since then, I have worked in the Department of Marketing of Università Bocconi and the Knowledge Group Marketing&Sales of SDA Bocconi School of Management.
I teach Sales Management in the MSci and Personal Selling in the Bachelor Degree. I do my best to be engaging and find the optimal mix between conceptual foundations, practical evidence, and managerial implications of all topics I teach. My extensive experience in teaching Executives helps me provide a real-world flavor to all lectures.
I have two daughters I love. I also love photography, traveling, and practicing several sports.
In 2021 I published my new book on Managing the digital transformation of sales organization. It is the result of 5 years of multiple research projects run on the topic, in the Commercial Excellence Lab of SDA Bocconi School of Management. It summarizes findings and insights from several surveys on hundreds of companies, dozens of interviews with managers from a multiplicity of businesses and industries, many case-based investigations on specific companies.
The organizational drivers of sales force performance, the impact of sales leaders on sales force performance and the digital transformation of sales organizations.
The impact of digital transformation on salespeople: an empirical investigation using the JD-R modelTHE JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT, 2021
It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stressTHE JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT, 2019
Linking data-rich environments with service innovation in incumbent firms: a conceptual framework and research propositionsTHE JOURNAL OF PRODUCT INNOVATION MANAGEMENT, 2017
The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson: a contingency perspectiveTHE JOURNAL OF BUSINESS & INDUSTRIAL MARKETING, 2016
How salespeople see organizational citizenship behaviors: an exploratory study using the laddering techniqueTHE JOURNAL OF BUSINESS & INDUSTRIAL MARKETING, 2015
The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectivenessINDUSTRIAL MARKETING MANAGEMENT, 2014
How to use a sponsorship platform to support an international master brand strategy: The UniCredit UEFA champions league sponsorshipJOURNAL OF BRAND MANAGEMENT, 2014
Interpersonal trust in commercial relationships Antecedents and consequences of customer trust in the salespersonEUROPEAN JOURNAL OF MARKETING, 2010
An empirical investigation of the impact of relationship selling and LMX on salesforce’s behaviours and effectivenessEUROPEAN JOURNAL OF MARKETING, 2009
Dispersion of influence between Marketing and Sales: Its effects on superior customer value and market performanceINDUSTRIAL MARKETING MANAGEMENT, 2009