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Awareness, action and context-specificity of blue ocean practices in sales management
Parvinen, Petri; Aspara, Jaakko; Hietanen, Joel; … - In: Management decision : MD 49 (2011) 8, pp. 1218-1234
Persistent link: https://www.econbiz.de/10009355101
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Sales activity systematization and performance : differences between product and service firms
Parvinen, Petri; Aspara, Jaakko; Kajalo, Sami; … - In: The journal of business & industrial marketing 28 (2013) 6, pp. 494-505
Persistent link: https://www.econbiz.de/10009790089
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Special section on from strategy frameworks to value-in-use : implementing strategies and theories of B2B marketing and sales management
Parvinen, Petri; Möller, K. E. Kristian - In: Industrial marketing management : the international … 45 (2015), pp. 3-116
Persistent link: https://www.econbiz.de/10010530551
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Complexity of sales situation and sales lead performance : an empirical study in business-to-business company
Virtanen, Tatu; Parvinen, Petri; Rollins, Minna - In: Industrial marketing management : the international … 45 (2015), pp. 49-58
Persistent link: https://www.econbiz.de/10010530579
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An impact-oriented implementation approach in business marketing research : introduction to the special issue on "implementing strategies and theories of B2B marketing and sales management"
Möller, K. E. Kristian; Parvinen, Petri - In: Industrial marketing management : the international … 45 (2015), pp. 3-11
Persistent link: https://www.econbiz.de/10010530588
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Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?
Pöyry, Essi; Parvinen, Petri; McFarland, Richard G. - In: The journal of personal selling & sales management : JPSSM 37 (2017) 2, pp. 89-99
Persistent link: https://www.econbiz.de/10011734615
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Effectiveness of value calculators in B2B sales work : challenges at the sales-call level
Pöyry, Essi; Parvinen, Petri; Martens, Jonas - In: Journal of business research : JBR 126 (2021), pp. 350-360
Persistent link: https://www.econbiz.de/10012494256
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Reinforcing the capability perspective of value-based selling a response to the commentary by Jaakkola, Frösén and Tikkanen on the paper "value-based selling: an organizational capability perspective"
Rajala, Risto; Töytäri, Pekka - In: Industrial marketing management : the international … 45 (2015), pp. 115-116
Persistent link: https://www.econbiz.de/10010530567
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Various forms of value-based selling capability : commentary on "value-based selling : an organizational capability perspective"
Jaakkola, Matti; Frösén, Johanna; Tikkanen, Henrikki - In: Industrial marketing management : the international … 45 (2015), pp. 113-114
Persistent link: https://www.econbiz.de/10010530569