• 51 Citations
  • 3 h-Index
20072018

Research output per year

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Personal profile

Education information

D.Sc. (Economics and Business Administration), Hanken School of Economics, Finland, 2011

Keywords

  • 512 Business and Management
  • Sales management
  • Value sales
  • B2B relationship management
  • Strategic account management
  • Value pricing
  • Personal selling
  • Purchasing

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Research Output

  • 51 Citations
  • 3 h-Index
  • 3 Conference contribution
  • 3 Article
  • 1 Review Article
  • 1 Doctoral Thesis

Making marketing decisions in turbulent business contexts

Nordin, F., Ravald, A. & Viio, P., 2018, Conference Proceedings (extended abstracts) of 23rd International Conference CBIM2018: Sustainable business models: integrating employees, customers and technology. p. 53-57

Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  • Double-Loop Sales Adaptation: A Conceptual Model and an Empirical Investigation

    Viio, P. & Nordin, F., 24.05.2017, In : Journal of Business-to-Business Marketing. 24, 2, p. 123-137 15 p.

    Research output: Contribution to journalArticleScientificpeer-review

  • Understanding the sales-marketing interface dysfunction experience in business-to-business firms: A matter of perspective

    Malshe, A., Johnson, J. S. & Viio, P., 2016, In : Industrial Marketing Management. 63, May, p. 145-157 13 p.

    Research output: Contribution to journalArticleScientificpeer-review

  • 16 Citations (Scopus)

    How buyer-seller relationship orientation affects adaptation of sales processes to the buying process

    Viio, P. & Grönroos, C., 2015, In : Industrial Marketing Management. 52, p. 37-46

    Research output: Contribution to journalArticleScientificpeer-review

    20 Citations (Scopus)

    When Does Implementation of Relationship Orientation in New Product Launch Matter?

    Viio, P. & Nordin, F., 02.2015, In : Industrial Marketing Management. 45, February, p. 47-48 2 p., 45.

    Research output: Contribution to journalReview ArticleScientificpeer-review

    Activities

    • 11 Visit to other institution
    • 8 Organisation of / participation in conferences, workshops, courses, seminars
    • 3 Hosted academic visit at Hanken
    • 2 Special issue of journal

    The 2017 Global Sales Science Institute (GSSI) Conference: 11th Annual Conference

    Paul Viio (Speaker: Presenter)
    08.06.201709.06.2017

    Activity: Participating in or organising an eventOrganisation of / participation in conferences, workshops, courses, seminars

    2017 Winter AMA Conference

    Paul Viio (Speaker: Presenter)
    17.02.201719.02.2017

    Activity: Participating in or organising an eventOrganisation of / participation in conferences, workshops, courses, seminars

    Michael Kleinaltenkamp

    Paul Viio (Host)
    20.03.201723.03.2017

    Activity: Hosting a visitorHosted academic visit at Hanken

    Freie Universität Berlin

    Paul Viio (Visit abroad)
    18.01.201620.01.2016

    Activity: Visiting an external institutionVisit to other institution

    University of St. Thomas

    Paul Viio (Visit abroad)
    12.11.201618.11.2016

    Activity: Visiting an external institutionVisit to other institution