IESE Business School

Cosimo Chiesa Professor of Marketing Doctor in Economic Science and Marketing, University Luigi Bocconi Doctor of Marketing, University of Pavia E-mail: cchiesa@iese.edu; CChiesa@barna-consulting.com

Prof. Chiesa has extensive professional experience in management and consultancy. His career began at Arthur Anderson's Milan office, which at the time catered for the entire southern Europe region. He then joined Star Food, Italy, where he was appointed assistant to the president and was in charge of subsidiaries. In 1970 he moved to Spain and took up the position of deputy general manager and council member of Starlux S.A. Eight years later, he joined the Martini & Rossi Group S.A. in the quality of deputy general manager and council member for Spain and Portugal. During the same period, he was president of Marques de Monistrol S.A. and Martini & Rossi Morocco.

In 1985 he founded Barna Consulting Group, a strategic consulting firm specialized in market distribution, sales management, customer loyalty and executive coaching, which he still presides over today.

Prof. Chiesa has supervised consulting work and training programs for several companies including Volkswagen-Audi Spain, Telefónica, General Óptica, Gas Natural, Banc de Sabadell, United Biscuits and La Caixa.

He is the author of the books Fidelizando para fidelizar (Fostering Customer Loyalty), 2002, and Las cinco pirámides del marketing relacional (The Five Pyramids of Relational Marketing), 2005. His most recent title, Las claves de la fidelización en la venta (The Keys to Loyalty in Sales), is currently in press. Recent articles he co-wrote for specialized journals include La remuneración de redes comerciales en España (Commercial Network Remuneration in Spain) which was published in Harvard-Deusto Marketing & Ventas in 2000.

Areas of interest

* Sales of Management
* Marketing Distribution
* Systems of remuneration for sales teams
* Customer relationship Management (CRM) and customer loyalty
* Executive e-coaching
* Emotional Intelligence