Zoran LATINOVIC
Associate Professor
Research topics
1. B2B Marketing and Sales
2. Sales Management and Personal Selling
3. AI and Digital Transformation role in Management Science
4. Customer Value Management
5. Emotional Intelligence in Marketing and Sales
Publications
Temerak, Mohamed Sobhy Hassan, Micevski, Milena, Kadić-Maglajlić, Selma, Latinovic, Zoran. 2024. Nuances of Sales–Service Ambidexterity across Varied Sales Job Types. British Journal of Management, 35 (4) : 1994-2010 p.
Latinovic, Zoran, Chatterjee, Sharmila C. 2024. Value co-creation: Balancing B2B platform value and potential reverse-value effects. Journal of Business Research, 175 : 10 p.
Latinovic, Zoran, Chatterjee, Sharmila C. 2022. Achieving the promise of AI and ML in delivering economic and relational customer value in B2B. Journal of Business Research, 144 : 966-974 p.
Latinovic, Zoran, Chatterjee, Sharmila C. 2020. AI’s Communication Upsides. MIT Sloan Management Review, 2 p.
Latinovic, Zoran, Chatterjee, Sharmila C. 2019. How AI Is Helping Companies Break Silos. MIT Sloan Management Review, 2 p.
Latinovic, Zoran, Chatterjee, Sharmila C. 2019. Customer Centricity in the Digital Age. MIT Sloan Management Review, 60 (4) : 2 p.
Academic articles
Temerak, Mohamed Sobhy Hassan, Micevski, Milena, Kadić-Maglajlić, Selma, Latinovic, Zoran. 2023. All Salespeople are (not) Created Equal: Customers’ Views on a Creator, a Getter, and a Taker . New Orleans, USA, May 17-19, 2023. New Orleans : Academy of Marketing Science
Latinovic, Zoran, Micevski, Milena, Kadić-Maglajlić, Selma. 2020. What if high is too high: the role of regulation of emotion in sales interactions . 11th, Online, Zagreb, Croatia, September 16-19, 2020. Zagreb : EMAC, European Marketing Academy
Latinovic, Zoran, Micevski, Milena, Kadić-Maglajlić, Selma. 2020. What if high is too high: role of regulations of emotions in sales interactions . 49th, Budapest, Hungary, May 26-29, 2020. Budapest : EMAC, European Marketing Academy
Conferences
Chatterjee, Sharmila C., Latinovic, Zoran. 2024. The future of physical retail: 5 actions to elevate customer experience. MIT Sloan School of Management: Ideas Made to Matter
Latinovic, Zoran, Chatterjee, Sharmila C. 2021. Tech Innovations Can Help Fight COVID — If We Do Our Part: Human frailties can stand in the way of real progress. Psychology Today
Chatterjee, Sharmila C., Latinovic, Zoran. 2020. 3 reasons why the workplace can’t return to normal after COVID-19. Fast Company
Latinovic, Zoran, Chatterjee, Sharmila C. 2019. Artificial intelligence helps salespeople get back to what they do best — selling. The Hill
Latinovic, Zoran, Chatterjee, Sharmila C. 2018. Robots can’t replace this crucial business skill. MarketWatch