Foto del docente

Sara Valentini

Associate Professor

Department of Management

Academic discipline: SECS-P/08 Management

Curriculum vitae

Education

  • 2008 Ph. D. in Marketing , Department of Management, University of Bologna
  • 2007 Visiting at Tuck School of Business, Dartmouth College (NH) USA.
  • 2003 Laurea cum laude in Statistics, University of Bologna

Academic Positions

  • Associate Professor of Marketing, Department of Management, University of Bologna (Sept 2014 –Present)

  • Assistant Professor of Marketing, Department of Management, University of Bologna (31/Dec/2008 - Sept 2014)

Honours and Awards

  • 2016 Sim Conference Best Track Paper: Service retailing and channel management, 20-21 October, Italy
  • 2016 Sim Conference Best Conference Paper, 20-21 October, Cassino, Italy
  • 2010 “Does Multichannel Produce More Profitable Customers?” winner of the “Modeling
  • Multichannel Customer Behavior” Research Competition sponsored by
  • The Marketing Science Institute and the Wharton Interactive Media Initiative (awarded funding).
  • 2009 “Customer Evolution in Sales Channel Migration” selected among the nine presenting papers at the special John D. C. Little Festschrift (Marketing Science Conference 2009, Ann Arbor - Michigan).
  • 2008 Best Paper of the Conference based on a Doctoral Dissertation Award for the paper entitled “Customer Evolution in Sales Channel Migration” 37th EMAC Conference Brighton, UK, May 27-30, 2008.
  • 2007 Best Paper Award for “A Meta-Analysis of Satisfaction with Complaint Handling in Services” (With. M. De Angelis, C. Orsingher) June 2007, QUIS 10, Quality in Services, Orlando, Florida.
  • 2007 University of Bologna Marco Polo Scholarship.
  • 2005 University of Bologna Ph.D. Full Scholarship.

 

Publications

  • Montaguti, Elisa, Scott A. Neslin and Sara Valentini (2016), “Can marketing campaigns induce multichannel buying and more profitable customers? A field experiment”, Marketing Science Volume 35, Issue 2, March-April 2016, Pages 201-217.
  • Valentini, Sara, Montaguti, Elisa and Scott A. Neslin (2015), “Decision Process Evolution in Customer Channel Choice” in “From Little’s Law to Marketing Science: Essays in Honor of John D.C. Little”, eds. Glen Urban and John Hauser MIT Press.

  • Valentini, Sara, Montaguti, Elisa and Scott A. Neslin (2011), “Decision Process Evolution in Customer Channel Choice”, Journal of Marketing, 75 (November), 72–86, 2011.

  • Orsingher, Chiara, Marzocchi, Gian Luca and Sara Valentini (2011), “Consumer (goal) satisfaction: A means-ends chain approach”, Psychology & Marketing, 28(7), 730-748, 2011.

  • Orsingher, Chiara, Valentini, Sara and Matteo De Angelis (2010), “A Meta-analysis of Satisfaction with Complaint Handling in Services”, Journal of the Academy of Marketing Science, 38 (2), 169-186, 2010.

Working Papers and Works under Review

  • “How to Determine Re-Broadcasting Activity: The Role of the Fit between the Brand Fan Page and the Post Content” with Elisa Montaguti and Federica Vecchioni

  • “The ‘Right’ Variation of Fit between Online Contents and Brand Fan Pages” with Elisa Montaguti and Federica Vecchioni

  • “The Deal Prone Consumer in a Omnichannel Marketplace” with Scott Neslin, and Elisa Montaguti.

  • “Consumer impatience and market structure: The case of online pizza delivery” with Elisa Montaguti and Federico Rossi

  • “A meta analysis of Emotions following service failure and recovery” with C. Orsingher and A. Polyakova

  • “Getting Emotional Twice: An Analysis of Patterns of Emotional States after failure and recovery ” with C. Orsingher and A. Polyakova

  • “The Impact of Cross-channel Buying on Customer Life Time Value” with E. Montaguti and S. Neslin

Presentations at Conferences

  • 2017 "Customers’ Emotions in Service Failure and Recovery: A Meta-Analysis" (With C. Orsingher and A. Polyakova), ACR Conference  October 26-29, San Diego, CA, USA.
  • 2017 “How Can Companies Get Their Social Media Campaigns Rebroadcast:
    The Role Of Fit Between Online Contents And Corporate Fan Pages” (With E. Montaguti, F. Vecchioni), 7- 10 June, Marketing Science Conference, Los Angeles, CA, USA.
  • 2017 “The Deal Prone Consumer in a Omnichannel Marketplace” (With E. Montaguti, S.Neslin), 23-26 May 2017, EMAC Conference Groningen, The Netherlands
  • 2017 “The ‘Right’ Variation of Fit between Online Contents and Brand Fan Pages” (with E. Montaguti and F. Vecchioni), 23-26 May 2017, EMAC Conference Groningen, The Netherlands
  • 2016 “Is There a Multichannel Deal Prone Consumer?” (With E. Montaguti, S. Neslin), SIM Conference Italy October 20-21, 2016
  • 2016 “Can companies generate engagement through their social media activity? A Field Experiment” (With E. Montaguti, F. Vecchioni), SIM Conference Italy October 20-21.
  • 2016 “Getting Emotional Twice: An Analysis of Patterns of Emotional States after failure and recovery” (With C. Orsingher, A. Polyakova) La Londe Conference France, May 31-June 3.
  • 2015 “Consumer impatience and market structure: The case of online pizza delivery” (with E. Montaguti and F. Rossi). Marketing Science Conference Baltimore, June 18,2015.
  • 2015 “The Role of the Fit between the Brand Fan Page and the Post in Determining Re - broadcasting Activity” (with E. Montaguti, F. Vecchioni). Emac Conference 2015, Leuven, Belgium
  • 2014 “Do Marketing Campaigns Produce Multichannel Buying and More Profitable Customers? A Field Experiment” (with E. Montaguti, S. Neslin) invited to HEC/JR Thought Leaders in Marketing Channels Conference Paris, June 1-3, 2014
  • 2013 “Redoubling emotions: An analysis of customers’ emotional patterns following service failure and recovery” (with C. Orsingher). EMAC Conference, 4-7 June. Instabul, Turkey.
  • 2011 “Does Multichannel Produce More Profitable Customer” (with E. Montaguti e S. Neslin), SIG Track entitled “Multichannel Customer Management” EMAC Conference, 24-27 May. Ljubljana, Slovenia.
  • 2011 “Does Multichannel Usage Produce More Profitable Customers?” (with E. Montaguti e S. Neslin), Marketing Science Conference, 9-11 June. Houston Texas.
  • 2011 “A Meta-Analytic Assessment of the Effects of Perceived Justice and Emotional Response in Service Recovery Situations” (with C. Orsingher e M. De Angelis), EMAC Conference 2011, 24-27 May. Ljubljana, Slovenia.
  • 2010 “The Impact of Customer Multichannel Choices on Revenues and Retention” (with E. Montaguti e S. A. Neslin), 32nd Marketing Science Conference, 17-19 June. Cologne (Germany).
  • 2010 “Does Multichannel Produce More Profitable Customers?” (with S. Neslin e E. Montaguti), WIMI's and MSI's Crossplatform and Multichannel Customer Behavior. 9-10 December, Wharton School, Philadelphia (USA).
  • 2009 “Do Multichannel Customers Really Outperform? Retention, Revenues, and Multichannel Usage in a Contractual Setting” (with S. Neslin e E. Montaguti), Marketing Science Conference, 12-14 June. Ann Arbor, Michigan (USA).
  • 2009 “Do Multichannel Customers Really Outperform? Retention, Revenues, and Multichannel Usage in a Contractual Setting” (with S. Neslin e E. Montaguti), EMAC, 26-29 May. Nantes, France.
  • 2008 “Customer Evolution in Sales Channel Migration” (with S. Neslin e E. Montaguti), Marketing Science Conference, 12-14 June. Vancouver, Canada.
  • 2008 “Customer Evolution in Sales Channel Migration” (with S. Neslin e E. Montaguti), EMAC Conference, 27-30 May. Brighton, UK. (Best Paper Based on a Doctoral Dissertation).
  • 2007 “Generalisations About Satisfaction with Complaint Handling” (with M. De Angelis e C. Orsingher) EMAC Conference, May, Reykjavik, Iceland.
  • 2007 A Meta-Analysis of Satisfaction with Complaint Handling in Services” (with M. De Angelis e C. Orsingher) 10th QUIS Conference, June, Quality in Services, Orlando, Florida. (Best Paper of the Conference).

Invited Talks

  • 01/11/2016 University of Lausanne (Lausanne, Switzerland)

  • 10/05/2016 University of Amsterdam (Amsterdam, Netherlands)

  • 31/03/2016 Cass Business School (London, UK)

  • 12/10/2015 Samsung Italy (Milan, Italy)

  • 02/03/2015 Tulane Business School (New Orleans, USA)

  • 10/02/2015 Bocconi University (Milan, Italy)

  • 26/06/2008 ESC Rouen Business School (Rouen, France)

  • 02/10/2008 Politecnico di Milano – DRIG DAY- (Milan, Italy)

  • 20/10/2008 RSM Erasmus University (Rotterdam, the Netherlands)

  • 18/12/2008 KOC University (Istanbul, Turkey)

  • 29/11/2007 Mondadori Group (Milan, Italy)

Teaching

SCHOOL OF ECONOMICS, MANAGEMENT, AND STATISTICS, UNIVERSITY OF BOLOGNA (FIRST AND SECOND CYCLE DEGREE PROGRAMS):

  • 2008/2009 - present - Marketing (taught in English) -First cycle degree in Business and Economics.
  • 2013/2014 - present –Social Media Marketing (taught in Italian) Second cycle degree in Business Administration.
  • 2008/2009 – 2012/2013 – Marketing Models (taught in Italian) Second cycle degree in Business Administration.

PHD IN GENERAL MANAGEMENT, DEPARTMENT OF MANAGEMENT, UNIVERSITY OF BOLOGNA:

  • 2012/2013 - present - Introduction to Statistics (taught in English), PhD in General Management, Management Department, University of Bologna, Italy.
  • 2009/2010 - present – module within Marketing Strategy (taught in English), PhD in GeneralManagement, Management Department, University of Bologna, Italy.

MASTER (FULL-TIME), BOLOGNA BUSINESS SCHOOL:

  • 2017 - Present, Omnichannel Marketing, Master in Digitial Commerce.
  • 2009/2010 – present – Marketing Research (taught in English and Italian), Master in Marketing, Communication and New Media, Master in Sales & Marketing and Master in Management

EXECUTIVE MBA and Global MBA, BOLOGNA BUSINESS SCHOOL:

  • 2017 - Present - Omnichannel Marketing (Taught in English), Executive Master in Digital Business
  • 2017 - Present -  Big Data Analytics, Executive Master in Sales and Marketing
  • 2016-Present -   Multichannel and Omnichannel Marketing Management, Executive Master in Sales and Marketing
  • 2015-Present -  Marketing Research, Executive Master in Sales and Marketing
  • 2011- 2016 - Coordinator of the "Global Leadership Program, Italy Itinerary Tulane University (USA)"
  • 2011-Present - Welcome and Lecture - Made in Italy (taught in English) - Visiting MBA (Tulane University, USA)
  • 2011-Present - Lecture Made in Italy (taught in English) Visiting Executive MBA (Stockholm School of Economics).
  • 2011-Present Pre-Course in Statistics (taught in English), Global MBA.

 

Professional Services

External

  • January 2017- June 2017. Thesis Supervisor – University of Amsterdam, Amsterdam, Netherlands
  • 2013-2016 Executive Committee Member – European Marketing Academy, Italian National Representatives (member elected).
  • Since 2008 Reviewer Emac Conference.
  • Since 2012 Ad Hoc Reviewer International Journal of Research in Marketing
  • Since 2012 Ad Hoc Reviewer Journal of Interactive Marketing
  • Since 2013 Ad Hoc Reviewer Journal of Retailing
  • Since 2014 Ad Hoc Reviewer Journal of Service Research

Internal

  • 2017 (Jan) - Present Delegate for Foreign Affairs of the Management Department of the University of Bologna, Italy.
  • 2017 - Present - Member of the PHD Comitee, Department of Management
  • 2014 (Dec)-2017 Associate Dean, Alumni Bologna Business School
  • 2010-2015 Member of the Admission Committee Second Cycle Degree Programs in Business Administration (CLAMDA)
  • 2009-2010 Member of the Admission Committee Second Cycle Degree Programs in Business Administration (CLAMDA - IM)
  • Nov 2015 – Organizer of the Event “ Ready for an Omnichannel World?” Bologna Business School

Education Related Activities

  • 2012 Consumer Analytics Program, Alma Graduate School (Bologna). Peter Fader (Wharton School) and Bruce Hardie (London Business School).
  • 2010, Invited to “Bayesian Statistics & Marketing”, London Business School (UK). Two day seminar with Peter Rossi (University of Chicago)
  • 2006, Summer school in econometric models and panel data analysis. University of Bologna, Bertinoro, Italy.
  • 2006, Summer school (with fellowship) in categorical data analysis, Paul Allison, Alma Graduate School, University of Bologna, Bologna, Italy.
  • 2005, Summer school in "Structural equation modeling with ordinal variables using Lisrel", Karl G. Joreskog, University of Bologna, Italy.

Other Activities

  • Since 2013 EMAC Climber Community
  • Since2008 member of the European Marketing Academy.
  • Since2008 member of Informs Society (Marketing).