Petri Parvinen
Professor (part-time), Selling and Sales Management at Aalto University School of Business
Schools
- Aalto University School of Business
Links
Biography
Aalto University School of Business
- Selling and Sales Management
- Innovation selling
- Business models
- Marketing spirit
- Healthcare and the social services sector
Peer-reviewed scientific articles
Journal article-refereed, Original researchGenerating 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: 0885-3134Is 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, Petri2016 in JOURNAL OF MARKETING MANAGEMENT (Taylor and Francis Ltd.)ISSN: 0267-257XTowards a Governance Approach to Determinants of Reseller Management Success
Parvinen, Petri; Pöyry, Essi2016 in JOURNAL OF BUSINESS AND INDUSTRIAL MARKETING (Emerald Group Publishing Ltd.)ISSN: 0885-8624Advancing e-commerce personalization: Process framework and case study
Kaptein, Maurits; Parvinen, Petri2015 in INTERNATIONAL JOURNAL OF ELECTRONIC COMMERCE (M.E. Sharpe Inc.)ISSN: 1086-4415The Danger of Engagement Behavioral Observations of Online Community Activity and Service Spending in the Online Gaming Context
Kaptein, Maurits; Parvinen, Petri; Pöyry, Essi2015 in INTERNATIONAL JOURNAL OF ELECTRONIC COMMERCE (M.E. Sharpe Inc.)ISSN: 1086-4415Effective implementation of relationship orientation in new product launches
Matikainen, Minna; Terho, Harri; Matikainen, Esa; Parvinen, Petri; Juppo, Anne2015 in INDUSTRIAL MARKETING MANAGEMENT (ELSEVIER SCIENCE INC)ISSN: 0019-8501An 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, Petri2015 in INDUSTRIAL MARKETING MANAGEMENT (ELSEVIER SCIENCE INC)ISSN: 0019-8501E-selling: A new avenue of research for service design and online engagement
Parvinen, Petri; Oinas-Kukkonen, Harri; Kaptein, Maurits2015 in ELECTRONIC COMMERCE RESEARCH AND APPLICATIONS (Elsevier)ISSN: 1567-4223Complexity of sales situation and sales lead performance: An empirical study in business-to-business company
Virtanen, Tatu; Parvinen, Petri; Rollins, Minna2015 in INDUSTRIAL MARKETING MANAGEMENT (ELSEVIER SCIENCE INC)ISSN: 0019-8501The significance of the new venture's first sale: The impact of founders' capabilities and proactive sales orientation
Pitkänen, Ilona; Parvinen, Petri; Töytäri, Pekka2014 in JOURNAL OF PRODUCT INNOVATION MANAGEMENT (Wiley-Blackwell)ISSN: 0737-6782Sales activity systematization and performance: differences between product and service firms
Parvinen, Petri; Aspara, Jaakko; Kajalo, Sami; Hietanen, Joel2013 in JOURNAL OF BUSINESS AND INDUSTRIAL MARKETING (Emerald Group Publishing Ltd.)ISSN: 0885-8624Can we get from liking to buying?Behavioral differences in hedonic and utilitarian Facebook usage
Pöyry, Essi; Parvinen, Petri; Malmivaara, Tuuli2013 in ELECTRONIC COMMERCE RESEARCH AND APPLICATIONS (Elsevier)ISSN: 1567-4223Awareness, action and context-specifity of blue ocean practices in sales management
Parvinen, Petri; Aspara, Jaakko; Hietanen, Joel; Kajalo, Sami2011 in MANAGEMENT DECISION (Emerald Group Publishing Ltd.)ISSN: 0025-1747Bridging the theory to application gap in value-based selling
Töytäri, Pekka; Brashear Alejandro, Thomas; Parvinen, Petri; Ollila, Ilmari; Rosendahl, Nora2011 in JOURNAL OF BUSINESS AND INDUSTRIAL MARKETING (Emerald Group Publishing Ltd.)ISSN: 0885-8624Strategic marketing and business performance: a study in three European "engineering countries"
Jaakkola, Matti; Möller, Kristian; Parvinen, Petri; Evanschitzky, Heiner; Mühlbacher, Hans2010 in INDUSTRIAL MARKETING MANAGEMENT (ELSEVIER SCIENCE INC)ISSN: 0019-8501Genre-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: 0025-1747An empirical study of important factors of value-added-reseller relationship in high-technology sales management: a dual pespective
Parvinen, Petri; Niu, Shuanghong2010 in INNOVATIVE MARKETING (Emerald Group Publishing Ltd.)ISSN: 1814-2427Marketisation and the orchestration of healthcare networks in Finland
Parvinen, Petri; Lukkari, Pirjo2010 in JOURNAL OF MANAGEMENT AND MARKETING IN HEALTHCARE (Emerald Group Publishing Ltd.)ISSN: 1753-3031A 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: 1869-814XStakeholder 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: 0025-1747Stakeholder 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: 0025-1747Pharmaceutical Marketing through the Customer Portfolio: Institutional Influence and Adaptation
Lukkari, P.; Parvinen, P.2008 in INDUSTRIAL MARKETING MANAGEMENT (ELSEVIER SCIENCE INC)ISSN: 0019-8501Stakeholder 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, Jaakko2007 in BUSINESS STRATEGY SERIES (Emerald Group Publishing Ltd.)ISSN: 1751-5637Incentive Asymmetries in the Mergers and Acquisitions Process
Parvinen, P.; Tikkanen, H.2007 in JOURNAL OF MANAGEMENT STUDIES (Wiley-Blackwell)ISSN: 0022-2380Using the benefits of picture archiving and communicating systems - constraints in stakeholder governance
Parvinen, Petri; Tolkki, Olli2007 in INTERNATIONAL JOURNAL OF HEALTHCARE TECHNOLOGY AND MANAGEMENT (Inderscience Enterprises Ltd)ISSN: 1368-2156From strategic fit to customer fit
Santala, M.; Parvinen, P.2007 in MANAGEMENT DECISION (Emerald Group Publishing Ltd.)ISSN: 0025-1747Planned 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: 0885-8624Conceptual and empirical underpinnings in the research of corporate political activity: A bibliometric analysis
Lamberg, Juha-Antti; Skippari, Mika; Eloranta, Jari; Parvinen, Petri2005 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, Petri2005 in MANAGEMENT DECISION (Emerald Group Publishing Ltd.)ISSN: 0025-1747Conceptual and theoretical underpinnings in the research of corporate political activity: a bibliometric analysis
Skippari, Mika; Eloranta, Jari; Lamberg, Juha-Antti; Parvinen, Petri2005 in LIIKETALOUDELLINEN AIKAKAUSKIRJA (Liiketaloustieteellinen Yhdistys Ry)ISSN: 0024-3469The river metaphor for strategic management
Lamberg, J.A.; Parvinen, Petri M.T.2003 in EUROPEAN MANAGEMENT JOURNAL (Elsevier Limited)Book section, Chapters in research booksPrimary and Secondary Technologies in Radiology: A Lean Management Perspective
Tolkki, O.; Parvinen, P.2007 ISBN: 8131407387Impact of Modern Governance on Re-engineering Management Processes In Medical Imaging A Case Study in Helsinki Regional Medical Imaging Centre
Tolkki, Olli; Parvinen, Petri2006 ISBN: 952-10-3494-7The relevance of health care access systems: an exploratory study of seven industrialized countries
Parvinen, Petri; Savage, G.T.2005 ISBN: 0-7623-1228-9The relevance of health care access systems: an exploratory study of seven industrialized countries
Parvinen, Petri; Savage, Grant T.2005 ISBN: 0-7623-1228-9ISSN: 1474-8231Conference proceedingsPersonalized Product Recommendations: Evidence from the Field
Pöyry, Essi; Hietaniemi, Ninni; Parvinen, Petri; Hamari, Juho; Kaptein, Maurits2017 in Annual Hawaii International Conference on System Sciences. Proceedings (IEEE Computer Society)ISSN: 1530-1605Introduction to gamification Motivations, effects and analytics minitrack
Hamari, Juho; Parvinen, Petri2016 in Proceedings of the Annual Hawaii International Conference on System Sciences (IEEE Computer Society)ISBN: 978-0-7695-5670-3ISSN: 1530-1605Core business processes link market orientation and business performance
Jaakkola, Matti; Frösén, Johanna; Parvinen, Petri; Santala, Matti; Vassinen, Antti2015 ISBN: 0939783290ISSN: 0149-7421Sequential Learning Of Profit Maximizing Sales Prices
Kaptein, Maurits; Parvinen, Petri2015 in Developments in Marketing Science (ACAD MARKETING SCIENCE)ISBN: 978-3-319-10911-4ISSN: 2363-6173Introduction to E-commerce, engagement, and social influence minitrack
Parvinen, Petri; Kaptein, Maurits; Oinas-Kukkonen, Harri; Cheung, Christy2015 in Proceedings of the Annual Hawaii International Conference on System Sciences (IEEE Computer Society)ISBN: 978-1-4799-7367-5ISSN: 1530-1605Consistency or Complementarity? Optimizing Multi-Channel Selling Based on Online Click-Through Data
Pöyry, Essi; Parvinen, Petri; McFarland, Richard2015 in Annual Hawaii International Conference on System Sciences. Proceedings (IEEE Computer Society)ISSN: 1530-1605Real-time adaptation of influence strategies in online selling
Kaptein, Maurits; Parvinen, Petri2014 ISBN: 978-1-4799-2504-9Introduction to HICCS-47 customer engagement and webflow user experience minitrack
Parvinen, Petri; Oinas-Kukkonen, Harri; Kaptein, Maurits2014 in Proceedings of the Annual Hawaii International Conference on System Sciences (IEEE Computer Society)ISBN: 978-1-4799-2504-9ISSN: 1060-3425Payment Anonymity in Pay-What-You-Want Pricing
Pöyry, Essi; Parvinen, Petri2014 ISBN: 978-91-7258-945-2Pay-what-you-want - a field experiment on anonymity and reference price cues
Pöyry, Essi; Parvinen, Petri2014 ISBN: 978-84-370-9453-3The causes and consequencies of price unfairness
Somervuori, Outi; Pöyry, Essi; Parvinen, Petri2014 ISBN: 978-91-7258-945-2Nice to know you: Familiarity and influence in social networks
Kaptein, Maurits; Nass, Clifford; Parvinen, Petri; Markopoulos, Panos2013 ISBN: 978-1-4673-5933-7Pay-what-you-want pricing - the impact of framing
Parvinen, Petri; Pöyry, Essi; Kaptein, Maurits2013 ISBN: 0-87757-351-4ISSN: 1054-0806Theory vs. data driven learning in future e-commerce
Parvinen, Patri; Kaptein, Maurits; Pöyry, Essi2013 ISBN: 978-1-4673-5933-7Optimizing offline adaptive selling through online click-through data
Pöyry, Essi; Parvinen, Petri; McFarland, Richard2013 The power of "like" - interpreting usage behaviors in company-hosted Facebook pages
Pöyry, Essi; Parvinen, Petri; Malmivaara, Tuuli2013 ISBN: 978-1-4673-5933-7Using 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, Jaakko2013 ISBN: 0-87757-351-4ISSN: 1054-0806The tradeoff between online community activity and consumption: evidence from online poker
Lindholm, Jerry; Kaptein, Maurits; Parvinen, Petri2012 ISBN: 978-0-7695-4525-7Dynamically adapting sales influence tactics in e-commerce
Parvinen, Petri; Kaptein, Maurits2012 Dynamically adapting sales influence tactics in e-commerce
Parvinen, Petri; Kaptein, Maurits2012 Weighted randomized probability matching: Sequential learning of profit maximizing prices
Parvinen, Petri; Kaptein, Maurits2012 What is e-selling?
Parvinen, Petri; Tiainen, Olli2012 The price of customer engagement: How substitution in online services leads to decreasing revenues
Parvinen, Petri; Kaptein, Maurits; Lindholm, Jerry2012 Data-driven vs. theory-driven approaches to e-selling
Parvinen, Petri; Kaptein, Maurits; Pöyry, Essi2012 ISSN: 2010-4626The price of customer engagement: How substitution in online services leads to decreasing revenues
Parvinen, Petri; Kaptein, Maurits; Lindholm, Jerry2012 Weighted randomized probability matching: Sequential learning of profit maximizing prices
Parvinen, Petri; Kaptein, Maurits2012 Hedonic and utilitarian motivations to use Facebook brand communities and their effect on purchase intentions
Pöyry, Essi; Parvinen, Petri; Malmivaara, Tuuli2012 Hedonic and utilitarian search for electronic word-of-mouth
Pöyry, Essi; Parvinen, Petri; Salo, Jari; Blakaj, Hedon2012 ISBN: 978-0-7695-4525-7Gaining 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, Jaakko2011 Conceptualizing E-selling
Parvinen, Petri; Tiainen, Olli; Salo, Jari; Pöyry, Essi; Blakaj, Hedon2011 ISBN: 978-1-4503-1428-2Online information search and utilization of electronic word-of-mouth
Pöyry, Essi; Parvinen, Petri; Salo, Jari; Blakaj, Hedon; Tiainen, Olli2011 ISBN: 978-1-4503-1428-2Virtual community participation and sales performance - an investigation into an online poker affiliate
Pöyry, Essi; Blakaj, Hedon; Lindholm, Jerry; Parvinen, Petri2011 ISBN: 978-0-646-56330-5Managerial 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, Petri2011 "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: 1976-8699Defining and performing e-selling through the immersion fit
Parvinen, Petri2010 Adhering to the business model: Differences in sales processes between B2B service and non-service firms
Parvinen, Petri; Aspara, Jaakko; Hietanen, Joel; Kajalo, Sami2010 How to bridge the non-implementation gap in value-based selling
Parvinen, Petri; Töytäri, Pekka; Heiskanen, Ilkka; Rosendahl, Nora2010 Outsourcing knowledge intensive services: Knowledge management challenges in selling and contracting
Parvinen, Petri; Särkkä, Minni; Tolkki, Olli2009 Use and perceived importance of marketing metrics in different business settings
Frösén, Johanna; Jaakkola, Matti; Vassinen, Antti; Aspara, Jaakko; Parvinen, Petri2008 ISBN: 1863081445An 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, Joel2008 ISBN: 1863081445Collaborative 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: 1863081445Revisiting the key success factors of project marketing - Case multinational construction company
Pöntiskoski, Erik; Tikkanen, Henrikki; Aspara, Jaakko; Hietanen, Joel; Rokka, Joonas; Parvinen, Petri2008 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, Pirjo2007 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, Petri2006 Critical Determinants of Entrepreneurial Activities in Purchaser-Provider Systems
Lillrank, Paul; Haukkapää-Haara, Pirjo; Parvinen, Petri2006 Co-evolution of Outsourcing Relationships Experiences from the Private-Public Interface
Parvinen, Petri; Tolkki, Olli2006 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, Henrikki2006 Governance Problems in Organizational Change
Ahovuo, Juhani; Tolkki, Olli; Parvinen, Petri2005 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, Nina2005 Managing process interventions in healthcare - a question of governance
Parvinen, Petri; Kujala, Jaakko; Lillrank, Paul; Kouri, Juhani2005 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, Juhani2005 Primary and secondary technologies in radiology: a lean management perspective
Tolkki, Olli; Parvinen, Petri2005 The Use of Radiological Studies at Different Age Cohorts and Ageing Population
Tolkki, Olli; Parvinen, Petri; Ahovuo, Juhani2005 Activity Based vs.Traditional Costing in Radiology: A Comparative Study
Tolkki, Olli; Parvinen, Petri; Ahovuo, Juhani2005 A governance-process framework for healthcare research - some exploratory evidence
Parvinen, Petri; Kujala, Jaakko; Kämäräinen, Vesa; Reijonsaari, Karita2004 ISBN: 0-9549608-1-5Control information effects on process efficiency in healthcare
Reijonsaari, Karita; Kämäräinen, Vesa; Parvinen, Petri2004 ISBN: 0-9549608-1-5Conceptual and empirical underpinnings in the research of corporate political activity
Skippari, Mika; Eloranta, Jari; Parvinen, Petri2004 Patient in process, benefits of reduced throughput time - case HUSpacs
Tolkki, Olli; Ahovuo, Juhani; Kauppinen, Tomi; Fyhr, Nina; Kujala, Jaakko; Parvinen, Petri2004 ISBN: 88-8303-150-4Agency problems in the Mergers and Acquisitions process: An incentive asymmetry perspective
Parvinen, Petri; Tikkanen, Henrikki2003 Non-refereed scientific articles
Unrefereed journal articlesSpecial section on e-selling and online engagement
Parvinen, Petri; Oinas-Kukkonen, Harri; Kaptein, Maurits2015 in ELECTRONIC COMMERCE RESEARCH AND APPLICATIONS (Elsevier)ISSN: 1567-4223Scientific books (monographs)
BookMyyntipsykologia : näin meille myydään
Parvinen, Petri2013 ISBN: 978-952-291-018-9Marketing spirit : oppi realismista ja innostuksesta liiketoiminnassa
Parvinen, Petri2008 ISBN: 978-952-5123-82-1Publications intended for professional communities
Published development or research reportVanhusten palvelut Espoossa.Kehittämisen lähtökohdat juurruttamalla
Kivisaari, Sirkku; Saranummi, Niilo; Parvinen, Petri2004 Text book or professional handbook or guidebook or dictionaryBest cases in B2B sales management
Mattsson, Juha; Parvinen, Petri2011 ISBN: 978-952-238-070-8Johtamisen käsikirjat.Myynnin johtaminen
Parvinen, Petri2011 ISSN: 1799-764XStrategisen markkinoinnin perusteet
Tikkanen, Henrikki; Aspara, Jaakko; Parvinen, Petri2007 ISBN: 952-14-1226-4ISSN: 1796-1130Johtaminen terveydenhuollossa : käytännöt, vastuu, valvonta
Parvinen, Petri; Lillrank, Paul; Ilvonen, Karita2005 ISBN: 952-14-1013-2Keskeneräinen potilas : terveydenhuollon tuotannonohjaus
Lillrank, Paul; Kujala, Jaakko; Parvinen, Petri2004 ISBN: 952-14-0841-3
Generating Leads with Sequential Persuasion: Should Sales Influence Tactics be Consistent or Complementary?
Is more capability always beneficial for firm performance? Market orientation, core business process capabilities and business environment
Towards a Governance Approach to Determinants of Reseller Management Success
Advancing e-commerce personalization: Process framework and case study
The Danger of Engagement Behavioral Observations of Online Community Activity and Service Spending in the Online Gaming Context
Effective implementation of relationship orientation in new product launches
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"
E-selling: A new avenue of research for service design and online engagement
Complexity of sales situation and sales lead performance: An empirical study in business-to-business company
The significance of the new venture's first sale: The impact of founders' capabilities and proactive sales orientation
Sales activity systematization and performance: differences between product and service firms
Can we get from liking to buying?Behavioral differences in hedonic and utilitarian Facebook usage
Awareness, action and context-specifity of blue ocean practices in sales management
Bridging the theory to application gap in value-based selling
Strategic marketing and business performance: a study in three European "engineering countries"
Genre-deviating artist entry: the role of authenticity and fuzziness
An empirical study of important factors of value-added-reseller relationship in high-technology sales management: a dual pespective
Marketisation and the orchestration of healthcare networks in Finland
A Theory of Affective Self-Affinity: Definitions and Application to a Company and its Business
Stakeholder management and path dependence in organization transitions
Stakeholder management and path dependence in oprganizational transitions
Pharmaceutical Marketing through the Customer Portfolio: Institutional Influence and Adaptation
Stakeholder approach for analyzing organizational change projects
Corporate strategic marketing: a new task for top management
Incentive Asymmetries in the Mergers and Acquisitions Process
Using the benefits of picture archiving and communicating systems - constraints in stakeholder governance
From strategic fit to customer fit
Planned and spontaneous orders in the emerging network society
Conceptual and empirical underpinnings in the research of corporate political activity: A bibliometric analysis
Managerial cognition, action and the business model of the firm
Conceptual and theoretical underpinnings in the research of corporate political activity: a bibliometric analysis
The river metaphor for strategic management
Primary and Secondary Technologies in Radiology: A Lean Management Perspective
Impact of Modern Governance on Re-engineering Management Processes In Medical Imaging A Case Study in Helsinki Regional Medical Imaging Centre
The relevance of health care access systems: an exploratory study of seven industrialized countries
The relevance of health care access systems: an exploratory study of seven industrialized countries
Conference proceedingsPersonalized Product Recommendations: Evidence from the Field
Pöyry, Essi; Hietaniemi, Ninni; Parvinen, Petri; Hamari, Juho; Kaptein, Maurits2017 in Annual Hawaii International Conference on System Sciences. Proceedings (IEEE Computer Society)ISSN: 1530-1605Introduction to gamification Motivations, effects and analytics minitrack
Hamari, Juho; Parvinen, Petri2016 in Proceedings of the Annual Hawaii International Conference on System Sciences (IEEE Computer Society)ISBN: 978-0-7695-5670-3ISSN: 1530-1605Core business processes link market orientation and business performance
Jaakkola, Matti; Frösén, Johanna; Parvinen, Petri; Santala, Matti; Vassinen, Antti2015 ISBN: 0939783290ISSN: 0149-7421Sequential Learning Of Profit Maximizing Sales Prices
Kaptein, Maurits; Parvinen, Petri2015 in Developments in Marketing Science (ACAD MARKETING SCIENCE)ISBN: 978-3-319-10911-4ISSN: 2363-6173Introduction to E-commerce, engagement, and social influence minitrack
Parvinen, Petri; Kaptein, Maurits; Oinas-Kukkonen, Harri; Cheung, Christy2015 in Proceedings of the Annual Hawaii International Conference on System Sciences (IEEE Computer Society)ISBN: 978-1-4799-7367-5ISSN: 1530-1605Consistency or Complementarity? Optimizing Multi-Channel Selling Based on Online Click-Through Data
Pöyry, Essi; Parvinen, Petri; McFarland, Richard2015 in Annual Hawaii International Conference on System Sciences. Proceedings (IEEE Computer Society)ISSN: 1530-1605Real-time adaptation of influence strategies in online selling
Kaptein, Maurits; Parvinen, Petri2014 ISBN: 978-1-4799-2504-9Introduction to HICCS-47 customer engagement and webflow user experience minitrack
Parvinen, Petri; Oinas-Kukkonen, Harri; Kaptein, Maurits2014 in Proceedings of the Annual Hawaii International Conference on System Sciences (IEEE Computer Society)ISBN: 978-1-4799-2504-9ISSN: 1060-3425Payment Anonymity in Pay-What-You-Want Pricing
Pöyry, Essi; Parvinen, Petri2014 ISBN: 978-91-7258-945-2Pay-what-you-want - a field experiment on anonymity and reference price cues
Pöyry, Essi; Parvinen, Petri2014 ISBN: 978-84-370-9453-3The causes and consequencies of price unfairness
Somervuori, Outi; Pöyry, Essi; Parvinen, Petri2014 ISBN: 978-91-7258-945-2Nice to know you: Familiarity and influence in social networks
Kaptein, Maurits; Nass, Clifford; Parvinen, Petri; Markopoulos, Panos2013 ISBN: 978-1-4673-5933-7Pay-what-you-want pricing - the impact of framing
Parvinen, Petri; Pöyry, Essi; Kaptein, Maurits2013 ISBN: 0-87757-351-4ISSN: 1054-0806Theory vs. data driven learning in future e-commerce
Parvinen, Patri; Kaptein, Maurits; Pöyry, Essi2013 ISBN: 978-1-4673-5933-7Optimizing offline adaptive selling through online click-through data
Pöyry, Essi; Parvinen, Petri; McFarland, Richard2013 The power of "like" - interpreting usage behaviors in company-hosted Facebook pages
Pöyry, Essi; Parvinen, Petri; Malmivaara, Tuuli2013 ISBN: 978-1-4673-5933-7Using 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, Jaakko2013 ISBN: 0-87757-351-4ISSN: 1054-0806The tradeoff between online community activity and consumption: evidence from online poker
Lindholm, Jerry; Kaptein, Maurits; Parvinen, Petri2012 ISBN: 978-0-7695-4525-7Dynamically adapting sales influence tactics in e-commerce
Parvinen, Petri; Kaptein, Maurits2012 Dynamically adapting sales influence tactics in e-commerce
Parvinen, Petri; Kaptein, Maurits2012 Weighted randomized probability matching: Sequential learning of profit maximizing prices
Parvinen, Petri; Kaptein, Maurits2012 What is e-selling?
Parvinen, Petri; Tiainen, Olli2012 The price of customer engagement: How substitution in online services leads to decreasing revenues
Parvinen, Petri; Kaptein, Maurits; Lindholm, Jerry2012 Data-driven vs. theory-driven approaches to e-selling
Parvinen, Petri; Kaptein, Maurits; Pöyry, Essi2012 ISSN: 2010-4626The price of customer engagement: How substitution in online services leads to decreasing revenues
Parvinen, Petri; Kaptein, Maurits; Lindholm, Jerry2012 Weighted randomized probability matching: Sequential learning of profit maximizing prices
Parvinen, Petri; Kaptein, Maurits2012 Hedonic and utilitarian motivations to use Facebook brand communities and their effect on purchase intentions
Pöyry, Essi; Parvinen, Petri; Malmivaara, Tuuli2012 Hedonic and utilitarian search for electronic word-of-mouth
Pöyry, Essi; Parvinen, Petri; Salo, Jari; Blakaj, Hedon2012 ISBN: 978-0-7695-4525-7Gaining 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, Jaakko2011 Conceptualizing E-selling
Parvinen, Petri; Tiainen, Olli; Salo, Jari; Pöyry, Essi; Blakaj, Hedon2011 ISBN: 978-1-4503-1428-2Online information search and utilization of electronic word-of-mouth
Pöyry, Essi; Parvinen, Petri; Salo, Jari; Blakaj, Hedon; Tiainen, Olli2011 ISBN: 978-1-4503-1428-2Virtual community participation and sales performance - an investigation into an online poker affiliate
Pöyry, Essi; Blakaj, Hedon; Lindholm, Jerry; Parvinen, Petri2011 ISBN: 978-0-646-56330-5Managerial 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, Petri2011 "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: 1976-8699Defining and performing e-selling through the immersion fit
Parvinen, Petri2010 Adhering to the business model: Differences in sales processes between B2B service and non-service firms
Parvinen, Petri; Aspara, Jaakko; Hietanen, Joel; Kajalo, Sami2010 How to bridge the non-implementation gap in value-based selling
Parvinen, Petri; Töytäri, Pekka; Heiskanen, Ilkka; Rosendahl, Nora2010 Outsourcing knowledge intensive services: Knowledge management challenges in selling and contracting
Parvinen, Petri; Särkkä, Minni; Tolkki, Olli2009 Use and perceived importance of marketing metrics in different business settings
Frösén, Johanna; Jaakkola, Matti; Vassinen, Antti; Aspara, Jaakko; Parvinen, Petri2008 ISBN: 1863081445An 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, Joel2008 ISBN: 1863081445Collaborative 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: 1863081445Revisiting the key success factors of project marketing - Case multinational construction company
Pöntiskoski, Erik; Tikkanen, Henrikki; Aspara, Jaakko; Hietanen, Joel; Rokka, Joonas; Parvinen, Petri2008 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, Pirjo2007 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, Petri2006 Critical Determinants of Entrepreneurial Activities in Purchaser-Provider Systems
Lillrank, Paul; Haukkapää-Haara, Pirjo; Parvinen, Petri2006 Co-evolution of Outsourcing Relationships Experiences from the Private-Public Interface
Parvinen, Petri; Tolkki, Olli2006 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, Henrikki2006 Governance Problems in Organizational Change
Ahovuo, Juhani; Tolkki, Olli; Parvinen, Petri2005 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, Nina2005 Managing process interventions in healthcare - a question of governance
Parvinen, Petri; Kujala, Jaakko; Lillrank, Paul; Kouri, Juhani2005 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, Juhani2005 Primary and secondary technologies in radiology: a lean management perspective
Tolkki, Olli; Parvinen, Petri2005 The Use of Radiological Studies at Different Age Cohorts and Ageing Population
Tolkki, Olli; Parvinen, Petri; Ahovuo, Juhani2005 Activity Based vs.Traditional Costing in Radiology: A Comparative Study
Tolkki, Olli; Parvinen, Petri; Ahovuo, Juhani2005 A governance-process framework for healthcare research - some exploratory evidence
Parvinen, Petri; Kujala, Jaakko; Kämäräinen, Vesa; Reijonsaari, Karita2004 ISBN: 0-9549608-1-5Control information effects on process efficiency in healthcare
Reijonsaari, Karita; Kämäräinen, Vesa; Parvinen, Petri2004 ISBN: 0-9549608-1-5Conceptual and empirical underpinnings in the research of corporate political activity
Skippari, Mika; Eloranta, Jari; Parvinen, Petri2004 Patient in process, benefits of reduced throughput time - case HUSpacs
Tolkki, Olli; Ahovuo, Juhani; Kauppinen, Tomi; Fyhr, Nina; Kujala, Jaakko; Parvinen, Petri2004 ISBN: 88-8303-150-4Agency problems in the Mergers and Acquisitions process: An incentive asymmetry perspective
Parvinen, Petri; Tikkanen, Henrikki2003 Non-refereed scientific articles
Unrefereed journal articlesSpecial section on e-selling and online engagement
Parvinen, Petri; Oinas-Kukkonen, Harri; Kaptein, Maurits2015 in ELECTRONIC COMMERCE RESEARCH AND APPLICATIONS (Elsevier)ISSN: 1567-4223Scientific books (monographs)
BookMyyntipsykologia : näin meille myydään
Parvinen, Petri2013 ISBN: 978-952-291-018-9Marketing spirit : oppi realismista ja innostuksesta liiketoiminnassa
Parvinen, Petri2008 ISBN: 978-952-5123-82-1Publications intended for professional communities
Published development or research reportVanhusten palvelut Espoossa.Kehittämisen lähtökohdat juurruttamalla
Kivisaari, Sirkku; Saranummi, Niilo; Parvinen, Petri2004 Text book or professional handbook or guidebook or dictionaryBest cases in B2B sales management
Mattsson, Juha; Parvinen, Petri2011 ISBN: 978-952-238-070-8Johtamisen käsikirjat.Myynnin johtaminen
Parvinen, Petri2011 ISSN: 1799-764XStrategisen markkinoinnin perusteet
Tikkanen, Henrikki; Aspara, Jaakko; Parvinen, Petri2007 ISBN: 952-14-1226-4ISSN: 1796-1130Johtaminen terveydenhuollossa : käytännöt, vastuu, valvonta
Parvinen, Petri; Lillrank, Paul; Ilvonen, Karita2005 ISBN: 952-14-1013-2Keskeneräinen potilas : terveydenhuollon tuotannonohjaus
Lillrank, Paul; Kujala, Jaakko; Parvinen, Petri2004 ISBN: 952-14-0841-3
Personalized Product Recommendations: Evidence from the Field
Introduction to gamification Motivations, effects and analytics minitrack
Core business processes link market orientation and business performance
Sequential Learning Of Profit Maximizing Sales Prices
Introduction to E-commerce, engagement, and social influence minitrack
Consistency or Complementarity? Optimizing Multi-Channel Selling Based on Online Click-Through Data
Real-time adaptation of influence strategies in online selling
Introduction to HICCS-47 customer engagement and webflow user experience minitrack
Payment Anonymity in Pay-What-You-Want Pricing
Pay-what-you-want - a field experiment on anonymity and reference price cues
The causes and consequencies of price unfairness
Nice to know you: Familiarity and influence in social networks
Pay-what-you-want pricing - the impact of framing
Theory vs. data driven learning in future e-commerce
Optimizing offline adaptive selling through online click-through data
The power of "like" - interpreting usage behaviors in company-hosted Facebook pages
Using clicks to drive influence tactics picks: Optimizing offline adaptive selling through online click-through data
Profiling research on consumer psychology
The tradeoff between online community activity and consumption: evidence from online poker
Dynamically adapting sales influence tactics in e-commerce
Dynamically adapting sales influence tactics in e-commerce
Weighted randomized probability matching: Sequential learning of profit maximizing prices
What is e-selling?
The price of customer engagement: How substitution in online services leads to decreasing revenues
Data-driven vs. theory-driven approaches to e-selling
The price of customer engagement: How substitution in online services leads to decreasing revenues
Weighted randomized probability matching: Sequential learning of profit maximizing prices
Hedonic and utilitarian motivations to use Facebook brand communities and their effect on purchase intentions
Hedonic and utilitarian search for electronic word-of-mouth
Gaining superior business performance from market orientation: the mediating role of the core business process capabilities
Conceptualizing E-selling
Online information search and utilization of electronic word-of-mouth
Virtual community participation and sales performance - an investigation into an online poker affiliate
Managerial storytelling: how we write up managerial and academic stories in B2B: case study research
"You should have been there": understanding consumer practices of value co-creation through comparative videography
Defining and performing e-selling through the immersion fit
Adhering to the business model: Differences in sales processes between B2B service and non-service firms
How to bridge the non-implementation gap in value-based selling
Outsourcing knowledge intensive services: Knowledge management challenges in selling and contracting
Use and perceived importance of marketing metrics in different business settings
An Exploratory Empirical Verification of Blue Ocean Strategies: Findings from Sales Strategy
Key B2B sales processes in service vs. non-service companies
Collaborative Resources in Innovation and Global Competition: Profitability Implications
Transforming from materials provider to project marketer in the international construction industry
Revisiting the key success factors of project marketing - Case multinational construction company
Combining Process and Financial Management Paradigms in Laboratories
Strategic marketing and its effect on business performance in three European engineering countries
Marketization of Healthcare Systems Why Does Orchestrating Changes in Governance Matter?
Changing healthcare networks - Orchestrating needed but impossible?
Cognitive Consensus Enables the Weaving of a Net of Business Partners in the Boat Industry
Bridging Marketing Activities and Cash Flow Management
Corporate management through corporate strategic marketing
Emergence of strategic decision-making situations: Evidence from organizational change process
Critical Determinants of Entrepreneurial Activities in Purchaser-Provider Systems
Co-evolution of Outsourcing Relationships Experiences from the Private-Public Interface
A Review of Value Disciplines and a Case Study on Toyota Motor Corporation
Strategic marketing in marketing discourse - a bibliometric study
Governance Problems in Organizational Change
Stakeholder governance in organizational transition
Utilizing the benefits of picture archiving and communicating system - governance constraints
Managing process interventions in healthcare - a question of governance
Utilizing the benefits of picture archiving the communicating system - governance constraint
Ageing Populations May Not Raise the Total Costs of Radiology
Primary and secondary technologies in radiology: a lean management perspective
The Use of Radiological Studies at Different Age Cohorts and Ageing Population
Activity Based vs.Traditional Costing in Radiology: A Comparative Study
A governance-process framework for healthcare research - some exploratory evidence
Control information effects on process efficiency in healthcare
Conceptual and empirical underpinnings in the research of corporate political activity
Patient in process, benefits of reduced throughput time - case HUSpacs
Agency problems in the Mergers and Acquisitions process: An incentive asymmetry perspective
Special section on e-selling and online engagement
Scientific books (monographs)
BookMyyntipsykologia : näin meille myydään
Parvinen, Petri2013 ISBN: 978-952-291-018-9Marketing spirit : oppi realismista ja innostuksesta liiketoiminnassa
Parvinen, Petri2008 ISBN: 978-952-5123-82-1Publications intended for professional communities
Published development or research reportVanhusten palvelut Espoossa.Kehittämisen lähtökohdat juurruttamalla
Kivisaari, Sirkku; Saranummi, Niilo; Parvinen, Petri2004 Text book or professional handbook or guidebook or dictionaryBest cases in B2B sales management
Mattsson, Juha; Parvinen, Petri2011 ISBN: 978-952-238-070-8Johtamisen käsikirjat.Myynnin johtaminen
Parvinen, Petri2011 ISSN: 1799-764XStrategisen markkinoinnin perusteet
Tikkanen, Henrikki; Aspara, Jaakko; Parvinen, Petri2007 ISBN: 952-14-1226-4ISSN: 1796-1130Johtaminen terveydenhuollossa : käytännöt, vastuu, valvonta
Parvinen, Petri; Lillrank, Paul; Ilvonen, Karita2005 ISBN: 952-14-1013-2Keskeneräinen potilas : terveydenhuollon tuotannonohjaus
Lillrank, Paul; Kujala, Jaakko; Parvinen, Petri2004 ISBN: 952-14-0841-3
Myyntipsykologia : näin meille myydään
Marketing spirit : oppi realismista ja innostuksesta liiketoiminnassa
Vanhusten palvelut Espoossa.Kehittämisen lähtökohdat juurruttamalla
Text book or professional handbook or guidebook or dictionaryBest cases in B2B sales management
Mattsson, Juha; Parvinen, Petri2011 ISBN: 978-952-238-070-8Johtamisen käsikirjat.Myynnin johtaminen
Parvinen, Petri2011 ISSN: 1799-764XStrategisen markkinoinnin perusteet
Tikkanen, Henrikki; Aspara, Jaakko; Parvinen, Petri2007 ISBN: 952-14-1226-4ISSN: 1796-1130Johtaminen terveydenhuollossa : käytännöt, vastuu, valvonta
Parvinen, Petri; Lillrank, Paul; Ilvonen, Karita2005 ISBN: 952-14-1013-2Keskeneräinen potilas : terveydenhuollon tuotannonohjaus
Lillrank, Paul; Kujala, Jaakko; Parvinen, Petri2004 ISBN: 952-14-0841-3
Best cases in B2B sales management
Johtamisen käsikirjat.Myynnin johtaminen
Strategisen markkinoinnin perusteet
Johtaminen terveydenhuollossa : käytännöt, vastuu, valvonta
Keskeneräinen potilas : terveydenhuollon tuotannonohjaus
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