Petri Parvinen

Peer-reviewed scientific articles

Journal article-refereed, Original research

Generating Leads with Sequential Persuasion: Should Sales Influence Tactics be Consistent or Complementary?

Pöyry, Essi; Parvinen, Petri; McFarland, Richard G.

2017 in JOURNAL OF PERSONAL SELLING AND SALES MANAGEMENT (M.E. Sharpe Inc.)

ISSN: 0885-3134

Is more capability always beneficial for firm performance? Market orientation, core business process capabilities and business environment

Jaakkola, Matti; Frösén, Johanna; Tikkanen, Henrikki; Aspara, Jaakko; Vassinen, Antti; Parvinen, Petri

2016 in JOURNAL OF MARKETING MANAGEMENT (Taylor and Francis Ltd.)

ISSN: 0267-257X

Towards a Governance Approach to Determinants of Reseller Management Success

Parvinen, Petri; Pöyry, Essi

2016 in JOURNAL OF BUSINESS AND INDUSTRIAL MARKETING (Emerald Group Publishing Ltd.)

ISSN: 0885-8624

Advancing e-commerce personalization: Process framework and case study

Kaptein, Maurits; Parvinen, Petri

2015 in INTERNATIONAL JOURNAL OF ELECTRONIC COMMERCE (M.E. Sharpe Inc.)

ISSN: 1086-4415

The Danger of Engagement Behavioral Observations of Online Community Activity and Service Spending in the Online Gaming Context

Kaptein, Maurits; Parvinen, Petri; Pöyry, Essi

2015 in INTERNATIONAL JOURNAL OF ELECTRONIC COMMERCE (M.E. Sharpe Inc.)

ISSN: 1086-4415

Effective implementation of relationship orientation in new product launches

Matikainen, Minna; Terho, Harri; Matikainen, Esa; Parvinen, Petri; Juppo, Anne

2015 in INDUSTRIAL MARKETING MANAGEMENT (ELSEVIER SCIENCE INC)

ISSN: 0019-8501

An impact-oriented implementation approach in business marketing research : Introduction to the special issue on "Implementing strategies and theories of B2B marketing and sales management"

Möller, Kristian; Parvinen, Petri

2015 in INDUSTRIAL MARKETING MANAGEMENT (ELSEVIER SCIENCE INC)

ISSN: 0019-8501

E-selling: A new avenue of research for service design and online engagement

Parvinen, Petri; Oinas-Kukkonen, Harri; Kaptein, Maurits

2015 in ELECTRONIC COMMERCE RESEARCH AND APPLICATIONS (Elsevier)

ISSN: 1567-4223

Complexity of sales situation and sales lead performance: An empirical study in business-to-business company

Virtanen, Tatu; Parvinen, Petri; Rollins, Minna

2015 in INDUSTRIAL MARKETING MANAGEMENT (ELSEVIER SCIENCE INC)

ISSN: 0019-8501

The significance of the new venture's first sale: The impact of founders' capabilities and proactive sales orientation

Pitkänen, Ilona; Parvinen, Petri; Töytäri, Pekka

2014 in JOURNAL OF PRODUCT INNOVATION MANAGEMENT (Wiley-Blackwell)

ISSN: 0737-6782

Sales activity systematization and performance: differences between product and service firms

Parvinen, Petri; Aspara, Jaakko; Kajalo, Sami; Hietanen, Joel

2013 in JOURNAL OF BUSINESS AND INDUSTRIAL MARKETING (Emerald Group Publishing Ltd.)

ISSN: 0885-8624

Can we get from liking to buying?Behavioral differences in hedonic and utilitarian Facebook usage

Pöyry, Essi; Parvinen, Petri; Malmivaara, Tuuli

2013 in ELECTRONIC COMMERCE RESEARCH AND APPLICATIONS (Elsevier)

ISSN: 1567-4223

Awareness, action and context-specifity of blue ocean practices in sales management

Parvinen, Petri; Aspara, Jaakko; Hietanen, Joel; Kajalo, Sami

2011 in MANAGEMENT DECISION (Emerald Group Publishing Ltd.)

ISSN: 0025-1747

Bridging the theory to application gap in value-based selling

Töytäri, Pekka; Brashear Alejandro, Thomas; Parvinen, Petri; Ollila, Ilmari; Rosendahl, Nora

2011 in JOURNAL OF BUSINESS AND INDUSTRIAL MARKETING (Emerald Group Publishing Ltd.)

ISSN: 0885-8624

Strategic marketing and business performance: a study in three European "engineering countries"

Jaakkola, Matti; Möller, Kristian; Parvinen, Petri; Evanschitzky, Heiner; Mühlbacher, Hans

2010 in INDUSTRIAL MARKETING MANAGEMENT (ELSEVIER SCIENCE INC)

ISSN: 0019-8501

Genre-deviating artist entry: the role of authenticity and fuzziness

Mattsson, Juha T.; Peltoniemi, Mirva; Parvinen, Petri M.T.

2010 in MANAGEMENT DECISION (Emerald Group Publishing Ltd.)

ISSN: 0025-1747

An empirical study of important factors of value-added-reseller relationship in high-technology sales management: a dual pespective

Parvinen, Petri; Niu, Shuanghong

2010 in INNOVATIVE MARKETING (Emerald Group Publishing Ltd.)

ISSN: 1814-2427

Marketisation and the orchestration of healthcare networks in Finland

Parvinen, Petri; Lukkari, Pirjo

2010 in JOURNAL OF MANAGEMENT AND MARKETING IN HEALTHCARE (Emerald Group Publishing Ltd.)

ISSN: 1753-3031

A Theory of Affective Self-Affinity: Definitions and Application to a Company and its Business

Aspara, J.; Olkkonen, R.; Tikkanen, H.; Moisander, J.; Parvinen, P.

2008 in AMS REVIEW (Emerald Group Publishing Ltd.)

ISSN: 1869-814X

Stakeholder management and path dependence in organization transitions

Lamberg, A.; Pajunen, K.; Parvinen, P.; Savage, G.T.

2008 in MANAGEMENT DECISION (Emerald Group Publishing Ltd.)

ISSN: 0025-1747

Stakeholder management and path dependence in oprganizational transitions

Lamberg, Juha-Antti; Pajunen, Kalle; Parvinen, Petri; Savage, Grant T.

2008 in MANAGEMENT DECISION (Emerald Group Publishing Ltd.)

ISSN: 0025-1747

Pharmaceutical Marketing through the Customer Portfolio: Institutional Influence and Adaptation

Lukkari, P.; Parvinen, P.

2008 in INDUSTRIAL MARKETING MANAGEMENT (ELSEVIER SCIENCE INC)

ISSN: 0019-8501

Stakeholder approach for analyzing organizational change projects

Peltokorpi, Antti; Alho, Antti; Kujala, Jaakko; Aitamurto, J.; Parvinen, P.

2008 in INTERNATIONAL JOURNAL OF HEALTH CARE QUALITY ASSURANCE (Emerald Group Publishing Ltd.)

Corporate strategic marketing: a new task for top management

Parvinen, Petri; Tikkanen, Henrikki; Aspara, Jaakko

2007 in BUSINESS STRATEGY SERIES (Emerald Group Publishing Ltd.)

ISSN: 1751-5637

Incentive Asymmetries in the Mergers and Acquisitions Process

Parvinen, P.; Tikkanen, H.

2007 in JOURNAL OF MANAGEMENT STUDIES (Wiley-Blackwell)

ISSN: 0022-2380

Using the benefits of picture archiving and communicating systems - constraints in stakeholder governance

Parvinen, Petri; Tolkki, Olli

2007 in INTERNATIONAL JOURNAL OF HEALTHCARE TECHNOLOGY AND MANAGEMENT (Inderscience Enterprises Ltd)

ISSN: 1368-2156

From strategic fit to customer fit

Santala, M.; Parvinen, P.

2007 in MANAGEMENT DECISION (Emerald Group Publishing Ltd.)

ISSN: 0025-1747

Planned and spontaneous orders in the emerging network society

Tikkanen, Henrikki; Parvinen, Petri M.T.

2006 in JOURNAL OF BUSINESS AND INDUSTRIAL MARKETING (Emerald Group Publishing Ltd.)

ISSN: 0885-8624

Conceptual and empirical underpinnings in the research of corporate political activity: A bibliometric analysis

Lamberg, Juha-Antti; Skippari, Mika; Eloranta, Jari; Parvinen, Petri

2005 in Finnish Journal of Business Economics (Emerald Group Publishing Ltd.)

Managerial cognition, action and the business model of the firm

Lamberg, Juha-Antti; Tikkanen, Henrikki; Kallunki, Juha-Pekka; Parvinen, Petri

2005 in MANAGEMENT DECISION (Emerald Group Publishing Ltd.)

ISSN: 0025-1747

Conceptual and theoretical underpinnings in the research of corporate political activity: a bibliometric analysis

Skippari, Mika; Eloranta, Jari; Lamberg, Juha-Antti; Parvinen, Petri

2005 in LIIKETALOUDELLINEN AIKAKAUSKIRJA (Liiketaloustieteellinen Yhdistys Ry)

ISSN: 0024-3469

The river metaphor for strategic management

Lamberg, J.A.; Parvinen, Petri M.T.

2003 in EUROPEAN MANAGEMENT JOURNAL (Elsevier Limited)

Book section, Chapters in research books

Primary and Secondary Technologies in Radiology: A Lean Management Perspective

Tolkki, O.; Parvinen, P.

2007

ISBN: 8131407387

Impact of Modern Governance on Re-engineering Management Processes In Medical Imaging A Case Study in Helsinki Regional Medical Imaging Centre

Tolkki, Olli; Parvinen, Petri

2006

ISBN: 952-10-3494-7

The relevance of health care access systems: an exploratory study of seven industrialized countries

Parvinen, Petri; Savage, G.T.

2005

ISBN: 0-7623-1228-9

The relevance of health care access systems: an exploratory study of seven industrialized countries

Parvinen, Petri; Savage, Grant T.

2005

ISBN: 0-7623-1228-9

ISSN: 1474-8231

Conference proceedings

Personalized Product Recommendations: Evidence from the Field

Pöyry, Essi; Hietaniemi, Ninni; Parvinen, Petri; Hamari, Juho; Kaptein, Maurits

2017 in Annual Hawaii International Conference on System Sciences. Proceedings (IEEE Computer Society)

ISSN: 1530-1605

Introduction to gamification Motivations, effects and analytics minitrack

Hamari, Juho; Parvinen, Petri

2016 in Proceedings of the Annual Hawaii International Conference on System Sciences (IEEE Computer Society)

ISBN: 978-0-7695-5670-3

ISSN: 1530-1605

Core business processes link market orientation and business performance

Jaakkola, Matti; Frösén, Johanna; Parvinen, Petri; Santala, Matti; Vassinen, Antti

2015

ISBN: 0939783290

ISSN: 0149-7421

Sequential Learning Of Profit Maximizing Sales Prices

Kaptein, Maurits; Parvinen, Petri

2015 in Developments in Marketing Science (ACAD MARKETING SCIENCE)

ISBN: 978-3-319-10911-4

ISSN: 2363-6173

Introduction to E-commerce, engagement, and social influence minitrack

Parvinen, Petri; Kaptein, Maurits; Oinas-Kukkonen, Harri; Cheung, Christy

2015 in Proceedings of the Annual Hawaii International Conference on System Sciences (IEEE Computer Society)

ISBN: 978-1-4799-7367-5

ISSN: 1530-1605

Consistency or Complementarity? Optimizing Multi-Channel Selling Based on Online Click-Through Data

Pöyry, Essi; Parvinen, Petri; McFarland, Richard

2015 in Annual Hawaii International Conference on System Sciences. Proceedings (IEEE Computer Society)

ISSN: 1530-1605

Real-time adaptation of influence strategies in online selling

Kaptein, Maurits; Parvinen, Petri

2014

ISBN: 978-1-4799-2504-9

Introduction to HICCS-47 customer engagement and webflow user experience minitrack

Parvinen, Petri; Oinas-Kukkonen, Harri; Kaptein, Maurits

2014 in Proceedings of the Annual Hawaii International Conference on System Sciences (IEEE Computer Society)

ISBN: 978-1-4799-2504-9

ISSN: 1060-3425

Payment Anonymity in Pay-What-You-Want Pricing

Pöyry, Essi; Parvinen, Petri

2014

ISBN: 978-91-7258-945-2

Pay-what-you-want - a field experiment on anonymity and reference price cues

Pöyry, Essi; Parvinen, Petri

2014

ISBN: 978-84-370-9453-3

The causes and consequencies of price unfairness

Somervuori, Outi; Pöyry, Essi; Parvinen, Petri

2014

ISBN: 978-91-7258-945-2

Nice to know you: Familiarity and influence in social networks

Kaptein, Maurits; Nass, Clifford; Parvinen, Petri; Markopoulos, Panos

2013

ISBN: 978-1-4673-5933-7

Pay-what-you-want pricing - the impact of framing

Parvinen, Petri; Pöyry, Essi; Kaptein, Maurits

2013

ISBN: 0-87757-351-4

ISSN: 1054-0806

Theory vs. data driven learning in future e-commerce

Parvinen, Patri; Kaptein, Maurits; Pöyry, Essi

2013

ISBN: 978-1-4673-5933-7

Optimizing offline adaptive selling through online click-through data

Pöyry, Essi; Parvinen, Petri; McFarland, Richard

2013

The power of "like" - interpreting usage behaviors in company-hosted Facebook pages

Pöyry, Essi; Parvinen, Petri; Malmivaara, Tuuli

2013

ISBN: 978-1-4673-5933-7

Using clicks to drive influence tactics picks: Optimizing offline adaptive selling through online click-through data

Pöyry, Essi; Parvinen, Petri; McFarland, Richard G.

2013

Profiling research on consumer psychology

Somervuori, Outi; Parvinen, Petri; Bragge, Johanna; Aspara, Jaakko

2013

ISBN: 0-87757-351-4

ISSN: 1054-0806

The tradeoff between online community activity and consumption: evidence from online poker

Lindholm, Jerry; Kaptein, Maurits; Parvinen, Petri

2012

ISBN: 978-0-7695-4525-7

Dynamically adapting sales influence tactics in e-commerce

Parvinen, Petri; Kaptein, Maurits

2012

Dynamically adapting sales influence tactics in e-commerce

Parvinen, Petri; Kaptein, Maurits

2012

Weighted randomized probability matching: Sequential learning of profit maximizing prices

Parvinen, Petri; Kaptein, Maurits

2012

What is e-selling?

Parvinen, Petri; Tiainen, Olli

2012

The price of customer engagement: How substitution in online services leads to decreasing revenues

Parvinen, Petri; Kaptein, Maurits; Lindholm, Jerry

2012

Data-driven vs. theory-driven approaches to e-selling

Parvinen, Petri; Kaptein, Maurits; Pöyry, Essi

2012

ISSN: 2010-4626

The price of customer engagement: How substitution in online services leads to decreasing revenues

Parvinen, Petri; Kaptein, Maurits; Lindholm, Jerry

2012

Weighted randomized probability matching: Sequential learning of profit maximizing prices

Parvinen, Petri; Kaptein, Maurits

2012

Hedonic and utilitarian motivations to use Facebook brand communities and their effect on purchase intentions

Pöyry, Essi; Parvinen, Petri; Malmivaara, Tuuli

2012

Hedonic and utilitarian search for electronic word-of-mouth

Pöyry, Essi; Parvinen, Petri; Salo, Jari; Blakaj, Hedon

2012

ISBN: 978-0-7695-4525-7

Gaining superior business performance from market orientation: the mediating role of the core business process capabilities

Jaakkola, Matti; Frösén, Johanna; Tikkanen, Henrikki; Vassinen, Antti; Parvinen, Petri; Aspara, Jaakko

2011

Conceptualizing E-selling

Parvinen, Petri; Tiainen, Olli; Salo, Jari; Pöyry, Essi; Blakaj, Hedon

2011

ISBN: 978-1-4503-1428-2

Online information search and utilization of electronic word-of-mouth

Pöyry, Essi; Parvinen, Petri; Salo, Jari; Blakaj, Hedon; Tiainen, Olli

2011

ISBN: 978-1-4503-1428-2

Virtual community participation and sales performance - an investigation into an online poker affiliate

Pöyry, Essi; Blakaj, Hedon; Lindholm, Jerry; Parvinen, Petri

2011

ISBN: 978-0-646-56330-5

Managerial storytelling: how we write up managerial and academic stories in B2B: case study research

Sihvonen, Antti; Pedeliento, Giuseppo; Tikkanen, Henrikki; Salo, Jari; Hietanen, Joel; Mattila, Pekka; Parvinen, Petri

2011

"You should have been there": understanding consumer practices of value co-creation through comparative videography

Hietanen, J.; Parvinen, P.; Mattsson, J.; Aspara, J.; Tikkanen, H.

2010

ISSN: 1976-8699

Defining and performing e-selling through the immersion fit

Parvinen, Petri

2010

Adhering to the business model: Differences in sales processes between B2B service and non-service firms

Parvinen, Petri; Aspara, Jaakko; Hietanen, Joel; Kajalo, Sami

2010

How to bridge the non-implementation gap in value-based selling

Parvinen, Petri; Töytäri, Pekka; Heiskanen, Ilkka; Rosendahl, Nora

2010

Outsourcing knowledge intensive services: Knowledge management challenges in selling and contracting

Parvinen, Petri; Särkkä, Minni; Tolkki, Olli

2009

Use and perceived importance of marketing metrics in different business settings

Frösén, Johanna; Jaakkola, Matti; Vassinen, Antti; Aspara, Jaakko; Parvinen, Petri

2008

ISBN: 1863081445

An Exploratory Empirical Verification of Blue Ocean Strategies: Findings from Sales Strategy

Parvinen, P.; Aspara, J.; Hietanen, J.; Tikkanen, H.

2008

Key B2B sales processes in service vs. non-service companies

Parvinen, Petri; Aspara, Jaakko; Kajalo, Sami; Hietanen, Joel

2008

ISBN: 1863081445

Collaborative Resources in Innovation and Global Competition: Profitability Implications

Parvinen, P.; Tuominen, M.; Hietanen, J.; Tikkanen, H.

2008

Transforming from materials provider to project marketer in the international construction industry

Pöntiskoski, E.; Hietanen, J.; Aspara, J.; Rokka, J.; Westerlund, M.; Parvinen, P.

2008

ISBN: 1863081445

Revisiting the key success factors of project marketing - Case multinational construction company

Pöntiskoski, Erik; Tikkanen, Henrikki; Aspara, Jaakko; Hietanen, Joel; Rokka, Joonas; Parvinen, Petri

2008

Combining Process and Financial Management Paradigms in Laboratories

Eklund, F.; Parvinen, P.

2007

Strategic marketing and its effect on business performance in three European engineering countries

Jaakkola, M.; Parvinen, P.; Möller, K.

2007

Marketization of Healthcare Systems Why Does Orchestrating Changes in Governance Matter?

Lukkari, P.; Parvinen, P.

2007

Changing healthcare networks - Orchestrating needed but impossible?

Parvinen, Petri; Lukkari, Pirjo

2007

Cognitive Consensus Enables the Weaving of a Net of Business Partners in the Boat Industry

Parvinen, P.; Vassinen, A.; Aspara, J.; Tikkanen, H.

2007

Bridging Marketing Activities and Cash Flow Management

Vassinen, A.; Tikkanen, H.; Parvinen, P.

2007

Corporate management through corporate strategic marketing

Aspara, J.; Parvinen, P.

2006

Emergence of strategic decision-making situations: Evidence from organizational change process

Lamberg, Juha-Antti; Parvinen, Petri

2006

Critical Determinants of Entrepreneurial Activities in Purchaser-Provider Systems

Lillrank, Paul; Haukkapää-Haara, Pirjo; Parvinen, Petri

2006

Co-evolution of Outsourcing Relationships Experiences from the Private-Public Interface

Parvinen, Petri; Tolkki, Olli

2006

A Review of Value Disciplines and a Case Study on Toyota Motor Corporation

Pöntiskoski, E.; Parvinen, P.

2006

Strategic marketing in marketing discourse - a bibliometric study

Vassinen, Antti; Parvinen, Petri; Tikkanen, Henrikki

2006

Governance Problems in Organizational Change

Ahovuo, Juhani; Tolkki, Olli; Parvinen, Petri

2005

Stakeholder governance in organizational transition

Pajunen, Kalle; Parvinen, Petri; Savage, Grant T.

2005

Utilizing the benefits of picture archiving and communicating system - governance constraints

Parvinen, Petri; Tolkki, Olli; Fyhr, Nina

2005

Managing process interventions in healthcare - a question of governance

Parvinen, Petri; Kujala, Jaakko; Lillrank, Paul; Kouri, Juhani

2005

Utilizing the benefits of picture archiving the communicating system - governance constraint

Parvinen, Petri; Tolkki, Olli; Fyhr, N.

2005

Ageing Populations May Not Raise the Total Costs of Radiology

Tolkki, Olli; Parvinen, Petri; Ahovuo, Juhani

2005

Primary and secondary technologies in radiology: a lean management perspective

Tolkki, Olli; Parvinen, Petri

2005

The Use of Radiological Studies at Different Age Cohorts and Ageing Population

Tolkki, Olli; Parvinen, Petri; Ahovuo, Juhani

2005

Activity Based vs.Traditional Costing in Radiology: A Comparative Study

Tolkki, Olli; Parvinen, Petri; Ahovuo, Juhani

2005

A governance-process framework for healthcare research - some exploratory evidence

Parvinen, Petri; Kujala, Jaakko; Kämäräinen, Vesa; Reijonsaari, Karita

2004

ISBN: 0-9549608-1-5

Control information effects on process efficiency in healthcare

Reijonsaari, Karita; Kämäräinen, Vesa; Parvinen, Petri

2004

ISBN: 0-9549608-1-5

Conceptual and empirical underpinnings in the research of corporate political activity

Skippari, Mika; Eloranta, Jari; Parvinen, Petri

2004

Patient in process, benefits of reduced throughput time - case HUSpacs

Tolkki, Olli; Ahovuo, Juhani; Kauppinen, Tomi; Fyhr, Nina; Kujala, Jaakko; Parvinen, Petri

2004

ISBN: 88-8303-150-4

Agency problems in the Mergers and Acquisitions process: An incentive asymmetry perspective

Parvinen, Petri; Tikkanen, Henrikki

2003

Non-refereed scientific articles

Unrefereed journal articles

Special section on e-selling and online engagement

Parvinen, Petri; Oinas-Kukkonen, Harri; Kaptein, Maurits

2015 in ELECTRONIC COMMERCE RESEARCH AND APPLICATIONS (Elsevier)

ISSN: 1567-4223

Scientific books (monographs)

Book

Myyntipsykologia : näin meille myydään

Parvinen, Petri

2013

ISBN: 978-952-291-018-9

Marketing spirit : oppi realismista ja innostuksesta liiketoiminnassa

Parvinen, Petri

2008

ISBN: 978-952-5123-82-1

Publications intended for professional communities

Published development or research report

Vanhusten palvelut Espoossa.Kehittämisen lähtökohdat juurruttamalla

Kivisaari, Sirkku; Saranummi, Niilo; Parvinen, Petri

2004

Text book or professional handbook or guidebook or dictionary

Best cases in B2B sales management

Mattsson, Juha; Parvinen, Petri

2011

ISBN: 978-952-238-070-8

Johtamisen käsikirjat.Myynnin johtaminen

Parvinen, Petri

2011

ISSN: 1799-764X

Strategisen markkinoinnin perusteet

Tikkanen, Henrikki; Aspara, Jaakko; Parvinen, Petri

2007

ISBN: 952-14-1226-4

ISSN: 1796-1130

Johtaminen terveydenhuollossa : käytännöt, vastuu, valvonta

Parvinen, Petri; Lillrank, Paul; Ilvonen, Karita

2005

ISBN: 952-14-1013-2

Keskeneräinen potilas : terveydenhuollon tuotannonohjaus

Lillrank, Paul; Kujala, Jaakko; Parvinen, Petri

2004

ISBN: 952-14-0841-3