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Doubts and Risks in the Buying and Purchasing Processes of Business Buyers
(Springer, Cham, 2017)
This paper aims to reveal the nature of doubts and risks that may cause business buyers to resist making a purchasing decision or proceeding in the business-to-business (B2B) buying process. Much sales literature has focused ...
Rapid Prototyping of a Mobile SaaS Application
(Rinton Press, 2016)
Rapidly developing a customizable mobile application and the related software as a service (SaaS) is challenging and rarely studied. Traditionally, SaaS solutions are mainly accessed using personal computers, but the mobile ...
Tell me more: How salespeople encourage customer disclosure
(Emerald, 2020)
This paper explores salesperson-customer interactions to identify actual behaviors that result in enhanced customer disclosure and classify them as disclosure tactics, and to explore whether certain tactics are more likely ...
Innovations in Restaurants, Hotels and Venues
(Haaga-Helia University of Applied Sciences, 2020)
Corona crisis has hit restaurants, hotels and attractions hard. Thousands of managers and entrepreneurs suddenly find themselves looking for innovative ideas that would help their business to recover and at the same time ...
User Experience Evolution of M-Learning Applications
(SCITEPRESS Science And Technology Publications, 2017)
The development of a mobile learning application is associated with many challenges including timely technology, richness of the learning content, pedagogy, usability, and the design of user experience. Users’ expectations ...
Digital disruption: experiences of Finnish eCommerce companies´ development
(Lappeenrannan teknillinen yliopisto, 2020)
The aim of this paper was to contribute to the expansion of the eCommerce (eCom) operations of small and medium sized companies (SMEs) in Finland to global markets. We also wanted to investigate and reflect on our experiences ...
An interactive and augmented learning concept for orientation week in higher education
(Springer, 2018)
This paper details the concept development process for an interactive and augmented reality based application that compensates for attending Orientation Week at a higher education institution. The application will help ...
Eyes on Skin: Positioning Dance in Business Education
(Laurea University of Applied Sciences, 2015)
This article examines dance as a pedagogical resource in a non-dancing context and is founded on the author’s long-term experience of employing dance-based methods in business education. The value of dance can be regarded ...
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 ...
Big Data Governance in Agile and Data-Driven Software Development
(IGI Global, 2018)
Constructing a big data governance framework is important when a company performs data-driven software development. The most important aspects of big data governance are data privacy, security, availability, usability and ...









