Jani Holopainen ([email protected])
Research projects in the area of service and information system design. Special interest in consumer sustainable behaviour, psychology, learning, mixed reality marketing and sales technologies.
Jonna Koponen ([email protected])
Leading an international research project on “E-leadership with digital communication” 2021-2016 funded by the Academy of Finland. Decision number 342265.
Research area I: E-leadership and digital communication. Challenges and opportunities in e-leadership, digital communication channels in e-leadership, video communication and social presence.
Research area II: Digital transformation and sales management. Customer relationships, value co-creation, sales communication and digital interaction.
Research area III: Communication competence and the role of AI in leadership. AI and managerial competence, AI integration in service and sales teams, AI and ethics.
Joonas Huuhtanen ([email protected])
Joonas Huuhtanen is a researcher at the University of Eastern Finland (UEF). His research is focused on the new proposed European Union (EU) directive regarding sales and distribution of digital content and services, by is analysing the effects of the directive in relation to the existing consumer legislation and legal system.
As Finnish legislation is known for effective consumer protection and working practices, the proposed directive concerning contracts for the supply of digital content is of high interest. Regarding distance sales in general, he has published an article on the consumers right to withdraw from a distance sales contract. He has also done research related to EU fitness checks on consumer and marketing law, and class action legislation.
At the University of Eastern Finland, Joonas lectures on the course “Basics of Civil Law” and the bachelor’s thesis and seminar for civil law.
Katariina Ylönen ([email protected])
University Teacher and Doctoral Researcher in the International Business and Sales Management Research Group
Research Areas
The role of the sales function in organizational innovation. The role of B2B sales in organizational innovation processes and in developing innovation potential, sales innovativeness, innovation culture, and the management of innovation activities in sales teams.
Sales management and knowledge sharing in sales teams. Opportunities and challenges in sales management when developing innovation activities, barriers and enablers of knowledge sharing, and the use of technology and artificial intelligence in innovation and knowledge sharing in sales teams.
Workplace and organizational culture. Leadership and development of workplace culture, changing workplace cultures, and research on Organizational Citizenship Behavior (OCB).
Teaching and Supervision
Sales and Buyer Behavior in Retailing; International Sales; Introduction to Business Studies; Supervision of theses.
Marianna Halinen ([email protected])
In addition to teaching, Marianna writes her dissertation in marketing and consumer behavior research group. Marianna’s dissertation focuses on scent marketing and she is especially interested in processes behind the effects of scents on consumer behavior, and whether using scents could increase sales of products that are more environmentally friendly in comparison to conventional products. Marianna’s research interests also include sustainable consumption and she has written her master’s thesis about adoption of wood-based products. Prior to her academic career, Marianna has worked in a company specialising in sensory marketing solutions and in retail.
Marina Kovalchuk ([email protected])
I am a researcher of the International Business and Sales Management research group whose ongoing Doctoral dissertation is dedicated to industrial brands and international B2B branding of SMEs. My sphere of interest is brands’ formation and development within the networks of industrial relationships spanning geographic and cultural borders. I am doing studies on the topics of industrial brand personality, brand anthropomorphism, B2B strategic brand management and co-creation in branding.
Sara Fraccastoro ([email protected])
AI in International Marketing and Sales: The topic covers how small and miedium-sized firms (and often entrepreneurial ventures) navigate the complexities of cross-border markets and learn to use Artifical Intelligence and embed its tools into daily international marketing strategies, planning, and activities, as well as to improve B2B customers’ journey and experience.
Internationalization and Strategic Moves of Platform Firms: In this area, I focus on platform firms, their characteristics, and how, together with entrepreneurial capaibilities, they contribute to firms’ growth and international scaling. Spot is also on Born Digitals.
Social Media use for Intrnationalization and Sales: In this area, the spot is on Social Media Platforms and how they help firms to achieve international market reach, improve sales management, and increase sales performance.
Sustainability and Internationalization: In this resaerch area, I merge two very timely topics to see what goals lead small firms in adopting internationalization and Sustainability in their prctices and what implications these drivers have on firmsgrowth. I also embed elements of gamification in this area of research.
International Branding and Co-branding of firms.
Suvi Räisänen ([email protected])
Marketing and Communication. Customer relationship management. B2B and B2C sales enthusiast. Sharpening sales and marketing process to enable growth and need based flexibility. Inspiring people to create meaningful content and social selling.
Striving for lean and focused customer oriented implementation and strategy.