A5015119706- Research in Social Sciences
- Service and Product Innovation
- Business Strategy and Innovation
- Customer Service Quality and Loyalty
- Big Data and Business Intelligence
- Consumer Behavior in Brand Consumption and Identification
- Digital Platforms and Economics
- Higher Education and Employability
- Digital Marketing and Social Media
- Collaboration in agile enterprises
- Digital Innovation in Industries
- Consumer Retail Behavior Studies
- Digital Transformation in Industry
- Outsourcing and Supply Chain Management
- COVID-19 Pandemic Impacts
- Digitalization and Economic Development in Agriculture
- Higher Education Learning Practices
- Engineering Education and Technology
- Blockchain Technology Applications and Security
- Sports injuries and prevention
- Quality and Management Systems
- Corporate Governance and Management
- Innovation and Knowledge Management
- Regional Development and Policy
- Library Science and Information Systems
Lappeenranta-Lahti University of Technology
2025
Tampere University of Applied Sciences
2017-2024
Tampere University
2021
Haaga-Helia University of Applied Sciences
2016
This study aims to offer novel means for rethinking contemporary business-to-business (B2B) sales operations and the assumptions that underlie them in digital era. relates especially managers' efforts facilitate cognitive unlearning B2B management during ongoing transformation taking place enterprises. Unlearning—the process of purposely reflecting on discarding old ways knowing doing—is crucial prevent outdated organizational knowledge routines from becoming a barrier change. Before...
Purpose Digital ecosystemic business environments challenge dyadic approaches to value creation and particularly business-to-business (B2B) sales. This paper aims offer a novel conceptualization of the connection between B2B sales, which indicates practical implications builds an agenda for future research. Design/methodology/approach conceptual integrates theoretical insights on service-dominant logic, service ecosystems, interactional co-creation uses anecdotal evidence from field sales...
Sales education has evolved significantly due to trends such as sales transformation, hybrid sales, and the growing relevance of in complex digital markets. However, there is a lack comprehensive educational research that can propose curriculum designs based on most relevant competencies for industry help respond recent challenges competitive technological terms. This study adopts competence-based multi-stakeholder perspective investigate emerging selling implement design model sales. It...
Purpose The purpose of this paper to explore the value creation expectations salespeople and buyers for initial sales meetings investigate how such align. Design/methodology/approach authors applied expectancy disconfirmation theory conducted a qualitative study among 12 B2B service buyers. data includes 46 in-depth interviews collected during 2 separate interview rounds. Findings discovered that buyers’ sellers’ differ are not reasonably satisfied. Buyers expect more business acumen,...
Business-to-business (B2B) service suppliers mobilize a platform approach to enhance their competitive advantage, selling, and long-term relationships. These emerging platforms in established value chains have been insufficiently studied on strategic level, especially regarding orchestration. The aim of this article is examine how digital multi-sided (DMSPs) change owners' toward joint creation from sales approach, including strategy, structure, customer Our longitudinal multiple case study...
In the context of global crisis presented by COVID-19 pandemic, we investigate perspectives sales managers regarding their organizations’ responses to and future expectations in a post-COVID-19 world. While there has been much discussion about these topics literature, very little research examined them globally collecting data from many nations across continents. Yet, how can events be understood without analyzing data? response, conducted first, our knowledge, coalition hosting...
Numerous companies are increasingly employing artificial intelligence (AI) to generate accurate predictions, increase efficiency and automate tactical decision-making processes. However, misguided AI initiatives can end up destroying customer value, for example, through customers experiencing a loss of control or fear their privacy. To develop guidelines retailers better understand value creation in this context, study examines how leverage creating propositions (CVPs). This conceptual paper...