Paola Caiozzo

Paola Caiozzo is a Senior Lecturer of Leadership, Organization and Human Resources with SDA Bocconi School of Management.

Her collaboration with SDA Bocconi began in 1994. She is the scientific director in various management education initiatives for senior executives from national and international companies with responsibility for the design of activities, team management, project margins and the management of customer relations. She deals with teaching design and innovation for the SDA education initiatives, from the traditional formats to those fully online. She has carried out numerous custom research studies for large companies such as Banca Mediolanum, Boehringer Ingelheim, Hilti, Luxottica and consultancy projects for multinationals such as Bayer, Bristol-Myers-Squibb, Club Med, Electrolux, Candy Hoover Group, Thomson-Reuters.

Her latest research activities mainly focus on two areas: organizational behavior and sales management. Her work over the last few years includesresearch aimed at understanding the causes of dysfunctional behavior in sales people; the impact that digitization processes are having on organizations, people and performances; and the sales skills evolution and the definition of new competence models.

She is the author of numerous books and articles on her topics of interest. A partecipant in national and international conventions using her own research, she is a member of several scientific and technical committees, which monitor and evaluate education projects. An expert in adult learning processes, she taught didactics to the Faculty of Università Bocconi from 1998 to 2012. She is involved in teaching improvement projects and teaching activities on learning processess, teaching metodologies and the assessment of learning outcomes with other universities. She is a contract professor with the Department of Management and Technology at Università Bocconi; she is a C-Level Executive Coach and Co-founder of the SDA Bocconi Commercial Excellence Lab (CEL), where she is in charge of coordination.

Paola graduated in Economics from the Università di Palermo and she has an MBA from SDA Bocconi. She is married with two children and she is completely in love with her job.

Teaching domains

• Negotiation
• Conflict Management
• Assertive Communication
• Interpersonal Skills
• Team Management

Companies

• Co fondatrice e coordinatrice del Commercial excellence Lab Sda bocconi SDA Bocconi (2016)
• Consulenza manageriale e socio organizzativa Libero professionista (1996)
• Professore a contratto Università Bocconi (1996)
• SDA Senior lecturer di Leadership, Organization and Human resources SDA Bocconi (1994)

Latest publications

SISTI M. A., GUENZI P., CAIOZZO P. (EDS.) Gestire le vendite. L'eccellenza nel sales management. II edizione Egea, Milano, Italy, 2020

CAIOZZO P., CITO M., TAGGIASCO G. Extraordinary salespeople: competenze per competere Economia & Management, 2017, vol.1, pp.23-29

CAIOZZO P., CITO M. C., MINIERO G. Venditori si nasce? Il mestiere visto dagli studenti Economia & Management, 2017, vol.1, pp.13-17

SISTI M. A., GUENZI P., CAIOZZO P. (EDS.) Gestire le vendite – L’eccellenza nel sales management Egea, Milano, Italy, 2015

CAIOZZO P., VACCANI R. (EDS.) Le cause organizzative del mobbing. Se il malato fosse l'organizzazione? Franco Angeli, , 2010

CAIOZZO P. Gli sfumati confini del mobbing Economia & Management, 2004, vol.5, pp.40-44