Research output per year
Research output per year
Personal profile
Education information
D.Sc. (Economics and Business Administration), Hanken School of Economics, Finland, 2011
Education information
Doctor of Science (Economics and Business Administration), Business Economics, Svenska handelshögskolan, 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
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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. 53-57Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › Scientific › peer-review
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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
2 Citations (Scopus) -
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
22 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. 37-46Research output: Contribution to journal › Article › Scientific › peer-review
27 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
1 Citation (Scopus)
Activities
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The 2017 Global Sales Science Institute (GSSI) Conference: 11th Annual Conference
Paul Viio (Speaker: Presenter)
08.06.2017 → 09.06.2017Activity: Participating in or organising an event › Organisation of / participation in conferences, workshops, courses, seminars
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Michael Kleinaltenkamp
Paul Viio (Host)
20.03.2017 → 23.03.2017Activity: Hosting a visitor › Hosted academic visit at Hanken
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2017 Winter AMA Conference
Paul Viio (Speaker: Presenter)
17.02.2017 → 19.02.2017Activity: Participating in or organising an event › Organisation of / participation in conferences, workshops, courses, seminars
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Freie Universität Berlin
Paul Viio (Visit abroad)
18.01.2016 → 20.01.2016Activity: Visiting an external institution › Visit to other institution
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University of St. Thomas
Paul Viio (Visit abroad)
12.11.2016 → 18.11.2016Activity: Visiting an external institution › Visit to other institution