Paul Viio

Associate, Hanken School of Economics, Marketing, Helsinki

Source: Scopus
Calculated based on no. of publications stored in Pure and citations from Scopus

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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59 Citations
3 h-Index
4 Article
3 Conference contribution
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 proceeding › Conference contribution › Scientific › peer-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 journal › Article › Scientific › peer-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 journal › Article › Scientific › peer-review
18 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 journal › Article › Scientific › peer-review

23 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 journal › Review Article › Scientific › peer-review

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

2017 Winter AMA Conference
Paul Viio (Speaker: Presenter)
17.02.2017 → 19.02.2017
Activity: Participating in or organising an event › Organisation of / participation in conferences, workshops, courses, seminars
The 2017 Global Sales Science Institute (GSSI) Conference: 11th Annual Conference
Paul Viio (Speaker: Presenter)
08.06.2017 → 09.06.2017
Activity: Participating in or organising an event › Organisation of / participation in conferences, workshops, courses, seminars
Michael Kleinaltenkamp
Paul Viio (Host)
20.03.2017 → 23.03.2017
Activity: Hosting a visitor › Hosted academic visit at Hanken
Freie Universität Berlin
Paul Viio (Visit abroad)
18.01.2016 → 20.01.2016
Activity: Visiting an external institution › Visit to other institution
University of St. Thomas
Paul Viio (Visit abroad)
12.11.2016 → 18.11.2016
Activity: Visiting an external institution › Visit to other institution