"Kaski, Timo" - Selaus tekijän mukaan Julkaisut
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Changing participation in web conferencing: the shared computer screen as an online sales interaction resource
(de Gruyter Mouton, 2021)This article explores the increasing digitalization of workplace communication. Drawing on the material environment in a complex, technology-mediated workplace environment, the article investigates how remote sales interaction ... -
Characteristics of Successful Sales Interaction in B2B Sales Meetings
(World Academy of Science, Engineering and Technology, 2015)The value of co-creation has gained much attention in sales research, but less is known about how salespeople and customers interact in the authentic business to business (B2B) sales meetings. The study presented in this ... -
Creating effective visuals for destination marketing videos: Scenery vs people
Journal of Vacation Marketing : 10.3.2022 (SAGE Publications, 2022)By drawing from imagery and consumer choice theories, we examine how visuals of faces and social groups can foster behavioural intention and emotional effects in the case of nature tourism video marketing. We implemented ... -
Decision-making in salesperson-customer interaction: Establishing a common ground for obtaining commitment
(John Benjamins Publishing Company, 2021)Decisions are often made in a two-part sequence, consisting of a proposal by one party and an aligning response from others. While this sequence is well established, less is known about the preparatory work that may precede ... -
Entrepreneurial Mindset of Students attending the International Service Design Week in Belgium in Fall 2019
Esignals research : 30.3.2021 (Haaga-Helia ammattikorkeakoulu, 2021)The development of the entrepreneurial mindset of students is a topic that is relevant from a practical perspective and actively discussed in research. The aim of this paper is to explore how students evaluate their ... -
Mastering digital transformation in sales: A research agenda going forward
(Global Sales Science Institute, 2019)As buyers increasingly become more tech-savvy and consequently more demanding, it is imperative that sales organizations keep pace with their customers and work on a digital transformation strategy. However, a look at the ...
