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Prof. Sandro Castaldo

SDA Professor of Marketing

Director Executive Education Open Programs Division

Master of Science in Management, major in Accounting at Bocconi University, Milan, 1989
Ph.D. in Management at Bocconi University, Milan, 1994.

Curriculum Vitae

Sandro Castaldo, Director of Executive Education Open Programs Division & Professor of Marketing at SDA Bocconi, Milan. He was the former Director of Marketing Department at SDA Bocconi (2004-2009). He is Scientific Director of the Channel & Retail Academy – sponsored by IBM, Luxottica and Prenatal – and Scientific Supervisor of the Executive Master in Marketing & Sales (EMMS) program. He is Full Professor of Management, Bocconi University. He is faculty member of many master courses and Master of Science degrees (FT MBA, EMMS, Marketing MSc., etc).

His current research interest is mainly focused on trust in multi-channel relationships, in buyer-seller dyads and consumer and shopper behaviour fields. He has been visiting professor at University of Florida, Florida State University, ESADE Business School, IESE Business School ,and Autonoma of Barcellona. He has published in several national and international journals and written more than ten books, among others: “Trust in market relationships” and Channel and Retail Marketing, Edward Elgar.

Research Interests

  • Retailing
  • Channel Management
  • Innovation
  • Trust
  • Shopping Behavior



  • Channel and Retail Management (with Monica Grosso and Katia Premazzi), Edward Elgar, Cheltenham, 2013
  • Marketing, EGEA, Milan, 2012 (Written in Italian)
  • Coopetition Winning Strategies for the 21st Century, (eds. Sandro Castaldo, Giambattista Dagnino, Frédéric Le Roy, Saïd Yami,), Edward Elgar, Cheltenham, UK, 2010
  • Channel & Retail Management, EGEA, Milan, 2008 (Written in Italian)
  • Trust in Market Relationships, Edward Elgar, Cheltenham, UK, 2007
  • Supermarket customer loyalty promotions. An empirical study, EGEA, Milan, 1994 (Written in Italian)

Chapters in books

  • ‘Private Labels and National Brands : A Comparison Within Brand Extension’ (co-author M. Grosso). In MARTINEZ-LOPEZ Francisco J., GAZQUEZ-ABAD Juan Carlos, SETHURAMAN Raj, Advances in National Brand and Private Label Marketing. Springer, 2015, pp. 95-102
  • ‘Retailer-Customers Relationships in the Online Setting: An Empirical Investigation to Overcome Privacy Concerns and Improve Information Sharing’ (co-author M. Grosso). In MUSSO Fabio, DRUICA Elena, Handbook of Research on Retailer-Consumer Relationship Development. IGI Global, 2014, pp. 404-425
  • ‘The management of trust in competitive strategy research: Why it is important and what is new’ (with Katia Premazzi) in Giambattista Dagnino (a cura di) Handbook of Research in Competitive Strategy, Edward Elgar, Cheltenham, UK, 2012, pp.437-459
  • ‘Give to get. An experimental study to explore information giving and technology adoption in retailing’, (with M. Grosso e K. Premazzi), Timmermans Harry and Pantano Eleonora , Advanced Technologies Management for Retailing, IGI Global, Hershey PA, 2011, pp. 197-220
  • ‘Trust in on line customer-firm interaction: a literature review and directions for research’ (with M. Grosso, C. Hofacker e K. Premazzi), in Latusek Dominika and Gerbasi Alexandra Trust and Technology in a Ubiquitous Modern Environment, IGI Global, Hershey PA, 2010, pp. 287-304
  • ‘The Relationship Between Corporate Responsibility and Brand Loyalty in Retailing: the Mediating Role of Trust’ (with F. Perrini, N. Misani e A. Tencati), in C. Smith, C.B. Bhattacharya, D. Vogel, D. Levine (Editors), Global Challenges in Responsible Business: Corporate Responsibility and Strategy, Cambridge University Press, Cambridge, UK, 2010
  • ‘The management of trust in competitive strategy research: why it is important and what is new’ (with Katia Premazzi), in Giambattista Dagnino (Edited), Handbook of Research on Competitive Strategy, Edward Elgar, Cheltenham, UK, 2010
  • ‘Coopetition strategies: toward a new form of inter-organizational dynamics?’ (with Saïd Yami, Giambattista Dagnino, Frédéric Le Roy, Wojcieck Czakon) in Saïd Yami, Sandro Castaldo, Giambattista Dagnino, Frédéric Le Roy (Editors) Coopetition Winning Strategies for the 21st Century, Edward Elgar, Cheltenham, UK, 2010, pp.1-17
  • ‘Exploring How Third-Party Organizations Facilitate Coopetition Management in Buyer-Seller Relationships’ (with Monica Grosso, Guido Moellering e Fabrizio Zerbini) in Saïd Yami, Sandro Castaldo, Giambattista Dagnino, Frédéric Le Roy (a cura di) Coopetition Winning Strategies for the 21st Century, Edward Elgar, Cheltenham, UK, 2010, pp. 141-165
  • ‘Trust and coopetition: the strategic role of trust in interfirm coopetitive dynamics (with Giovanni B. Dagnino) in Giovanni B. Dagnino, Elena Rocco (Editors) Coopetition Strategy: Theory, experiments and cases, Routledge Studies in Global Competition, Abingdon, Oxon, 2009, pp,.74-98
  • “Trust as a market-based resource: Economic value, antecedents and consequences” (co-author Bruno Busacca) in K. M. Bijlsma-Frankema e Klein Woolthuis R., Trust under Pressure. Empirical Investigation of Trust and Trust Building in Uncertain Circumstances, Edward Elgar, Cheltenham, UK, 2005, pp.148-169


  • The Meaning(s) of Trust. A Content Analysis on the Diverse Conceptualizations of Trust in Scholarly Research on Business Relationships’ (with K. Premazzi, F. Zerbini), Journal of Business Ethcs, 96 (4), 657-668, 2010
  • ‘The Impact of Corporate Social Responsibility Associations on Trust in Organic Products Marketed by Mainstream Retailers: A Study of Italian Consumers’ (with F. Perrini, N. Misani, A. Tencati), Business Strategy and the Environment, 19 (8), 512-526, 2010
  • ‘Supporting retailers to exploit online settings for internationalization: The different role of trust and compensation’ (with K. Premazzi, M. Grosso, C. Hofacker), Journal of Retailing & Consumer Services, 17 (3), 229-240, 2010
  • ‘Customer Information Sharing With E-Vendors: The Roles Of Incentives And Trust’ (with K. Premazzi, M. Grosso, P. Raman, S. Brudvig, C. Hofacker), International Journal of Electronic Commerce, 14 (3),63-91, 2010
  • ‘Mediated Category Management: How Third Parties Enable The Implementation Of Buyer-seller Collaboration’ (with M. Grosso and F. Zerbini), Finanza Marketing e Produzione, 2, 2009, pp. 11-28
  • ‘The missing link between corporate social responsibility and consumer trust: the case of Fair Trade products’ (with F. Perrini, N. Misani e A. Tencati), Journal of Business Ethics, vol. 84 (19), pp. 1-15, 2009
  • ‘Private Labels: Purchase Precedes Trust in Retailer’, IESE Insight, Fourth quarter 2009, 3, 28-35
  • ‘Corporate Social Responsibility and Trust’ (with Francesco Perrini), Business Ethics: A European Review, 17 (1), 2009, pp.1–2
  • ‘Corporate social responsibility in the retailing industry: A trust-based model of its effects on consumer behaviour with regard to organic food’ (co-author F. Perrini, N. Misani e A. Tencati), Finanza, Marketing e Produzione, n.2, 2009
  • ‘Integration of third parties within existing dyads: an exploratory study of category management programs (CMPs)’ (co-authors M. Grosso, F. Zerbini), Industrial Marketing Management, Vol. 38, October, 2009, pp. 946-959
  • “Stay in or get out the Janus? The maintenance of multiplex relationships between buyers and sellers” (co-author Fabrizio Zerbini), Industrial Marketing Management, October 2007, Vol. 36 Issue 7, pp.941-954
  • “Trust in market relationships: An interpretative model” (co-authors Bruno Busacca), Sinergie, Quaderni, 2003″

Other Relevant Information

For any additional information please visit http://www.sdabocconi.it/en/faculty/castaldo-sandro