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Rodrigo Guesalaga Trautmann

Profesor

Universidad Alberto Hurtado

Santiago, Chile

Líneas de Investigación


Venta estratégica y Key Account Management Consumo responsable y marketing sostenible Adopción de productos con inteligencia artificial Innovación de productos para consumidores de bajos ingresos

Educación

  •  Marketing, EMORY UNIVERSITY. Estados Unidos, 2007
  •  Business Administration, PONTIFICIA UNIVERSIDAD CATOLICA DE CHILE. Chile, 2000
  •  Ingeniero Comercial, PONTIFICIA UNIVERSIDAD CATOLICA DE CHILE. Chile, 1994
  •  Teaching and Learning , CRANFIELD UNIVERSITY. Reino Unido, 2018

Experiencia Académica

  •   Profesor Asociado Full Time

    PONTIFICIA UNIVERSIDAD CATOLICA DE CHILE

    Economía y Administración

    Santiago, Chile

    2001 - 2020

  •   Profesor Full Time

    UNIVERSIDAD ALBERTO HURTADO

    Economía y Negocios

    Santiago, Chile

    2023 - A la fecha

  •   Decano Full Time

    UNIVERSIDAD FINIS TERRAE

    Economía y Negocios

    Chile

    2020 - 2023

  •   Senior Lecturer Full Time

    CRANFIELD UNIVERSITY

    Reino Unido

    2015 - 2018

  •   Académico Part Time

    UNIVERSIDAD DE LOS ANDES

    Ciencias Económicas y Empresariales

    Chile

    2023 - A la fecha

Experiencia Profesional

  •   Brand Manager Full Time

    Nestlé Chile

    Chile

    1995 - 1999

  •   Subgerente Comercial Full Time

    Viña Errázuriz

    Chile

    2000 - 2001

  •   Profesor Full Time

    Pontificia Universidad Católica de Chile

    Chile

    2002 - 2020

  •   Decano Full Time

    Universidad Finis Terrae

    Chile

    2020 - 2023

  •   Senior Lecturer Full Time

    Cranfield University

    Reino Unido

    2015 - 2018

  •   Profesor Full Time

    Universidad Alberto Hurtado

    Chile

    2023 - A la fecha


 

Article (8)

Drivers of business-to-business sales success and the role of digitalization after COVID-19 disruptions

Guesalaga, Rodrigo; Ruiz-Alba, Jose L.; Lopez-Tenorio, Pablo J.

Article ISI SCOPUS
Journal of Business and Industrial Marketing  (2024)

Are your international salespeople culturally intelligent? The influence of cultural intelligence on adaptive selling behavior with B2B customers

Guesalaga, Rodrigo; Dickmann, Michael

Article ISI SCOPUS
Journal of Business and Industrial Marketing  (2022)

"How Do I Carry All This Now?" Understanding Consumer Resistance to Sustainability Interventions

Gonzalez-Arcos, Claudia; Joubert, Alison M.; Scaraboto, Daiane; Guesalaga, Rodrigo; Sandberg, Jorgen

Article ISI
JOURNAL OF MARKETING  (2021)

Interfunctional coordination: the role of digitalization

Ruiz-Alba J.L.; Guesalaga R.; Ayestarán R.; Morales Mediano J.

Article ISI SCOPUS
Journal of Business and Industrial Marketing  (2020)

New product introductions for low-income consumers in emerging markets

Arunachalam S.; Bahadir S.C.; Bharadwaj S.G.; Guesalaga R.

Article ISI SCOPUS
Journal of the Academy of Marketing Science  (2020)

Cultural intelligence in cross-cultural selling: Propositions and directions for future research

Hansen J.; Singh T.; Weilbaker D.; Guesalaga R.

Article SCOPUS
Journal of Personal Selling and Sales Management  (2011)

Purchasing power at the bottom of the pyramid: Differences across geographic regions and income tiers

Guesalaga R.; Marshall P.

Article SCOPUS
Journal of Consumer Marketing  (2008)

The quest for the fortune at the bottom of the pyramid: Potential and challenges

Pitta, Dennis; Pitta, Dennis A.; Guesalaga, Rodrigo; Marshall, Pablo

Article SCOPUS
Journal of Consumer Marketing  (2008)

Review (1)

Which resources and capabilities underpin strategic key account management?

Gabrielsson M.; Rogers, B.; Ryals L.; Marcos Cuevas J.

Review ISI SCOPUS
 (2018)

9
Rodrigo Guesalaga

Profesor

Universidad Alberto Hurtado

Santiago, Chile

1
Claudia Gonzalez

Profesora Asistente

Escuela de Negocios

Universidad Adolfo Ibánez

Santiago, Chile