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An intercultural, interpersonal relationship development framework

Koponen, Jonna; Julkunen, Saara; Gabrielsson, Mika; … - In: International Marketing Review 38 (2021) 6, pp. 1189-1216

Purpose: The purpose of this paper is to explore how business-to-business (B2B), intercultural, interpersonal salesperson–customer relationships develop using the lens of identity management theory (IMT; Imahori and Cupach, 2005). Design/methodology/approach: The research uses qualitative...

Persistent link: https://www.econbiz.de/10012639616

Commentary on article, "organizational implications of implementing key account management : a case-based examination"

Julkunen, Saara; Koponen, Jonna; Gabrielsson, Mika - In: Industrial marketing management : the international … 45 (2015), pp. 98-99

Persistent link: https://www.econbiz.de/10010530573

Sales communication competence in international B2B solution selling

Koponen, Jonna; Julkunen, Saara; Asai, Akiko - In: Industrial marketing management : the international … 82 (2019), pp. 238-252

Persistent link: https://www.econbiz.de/10012128066

Understanding value creation through digital and in-person communication in solution selling process

Julkunen, Saara; Koponen, Jonna; Nickell, David - In: Nordic journal of business : NJB 71 (2022) 1, pp. 5-25

Persistent link: https://www.econbiz.de/10013327278

B2B service sales on a digital multi-sided platform : transformation from value chains to value networks

Heikinheimo, Minna; Hautamäki, Pia; Julkunen, Saara; … - In: Industrial marketing management : the international … 116 (2024), pp. 26-39

Persistent link: https://www.econbiz.de/10014456183

The flipped classroom approach for teaching cross-cultural communication to millennials

Koponen, Jonna - In: Journal of teaching in international business 30 (2019) 2, pp. 102-124

Persistent link: https://www.econbiz.de/10012258369

Meanings of shared resources in interorganizational relationships : a narrative study in retailing

Julkunen, Saara - In: Journal of relationship marketing : innovations & … 15 (2016) 1/2, pp. 17-34

Persistent link: https://www.econbiz.de/10011633591

Video-based sales interaction in cross-cultural B2B relationships : potential (un)desired consequences

Koponen, Jonna; Metsola, Jaakko; Salin, Lotta; … - In: Industrial marketing management : the international … 119 (2024), pp. 238-251

Persistent link: https://www.econbiz.de/10014555774

"It's time to focus on humanity" : millennial business students' perceptions of competencies needed by future leaders

Koponen, Jonna; Heikkilä, Essi; Karhapää, Sari-Johanna; … - In: Nordic journal of business : NJB 71 (2022) 2, pp. 102-125

Persistent link: https://www.econbiz.de/10014280473

Creating employees’ motivational paths in the retail trade

Kantanen, Teuvo; Julkunen, Saara; Hiltunen, Esa; … - In: Cogent Business & Management 4 (2017)

This study examines the manifestation of intrinsic motivation by exploring the sources of intrinsic and extrinsic motivation among employees of a retail hypermarket. The research uses narrative and ethnographical analysis from 24 interviews. Two unique dimensions were created for motivational...

Persistent link: https://www.econbiz.de/10012117242