
International Business and Sales Management (IBS)
Leaders
We contribute to international business, sales and marketing research by developing new theoretical models/frameworks and new concepts, and through conducting both quantitative and qualitative empirical research. Also, the research group seeks contribution to existing research through cross cultural comparative research. Our research has, besides theoretical, also managerial and governmental implications thus contributing to the development of sustainable value creation systems in the society. The research results are published in highly ranked international refereed journals (JUFO class 2-3 / ABS 3-4* publications).
The research group is currently focusing on the following themes:
– Business models, growth and survival of born globals and digital firms;
– Networking of born globals and digital firms;
– International sales channel and social media strategies;
– Entrepreneurial and strategic orientations of internationalizing SMEs;
– International sales relationships, their processes and management;
– International interorganizational cooperation across B2B firms;
– Methods in international business and sales education.
Group leader: professor Mika Gabrielsson
Cooperation
Keywords
Leaders
Professors
Others
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Markus Raatikainen
University LecturerFaculty of Social Sciences and Business Studies, Business School -
Katariina Ylönen
University TeacherFaculty of Social Sciences and Business Studies, Business School -
Tomi Seppälä
ProfessorFaculty of Social Sciences and Business Studies, Business School -
Irina Mihailova
Associate ProfessorFaculty of Social Sciences and Business Studies, Business School -
Marina Kovalchuk
Doctoral ResearcherFaculty of Social Sciences and Business Studies, Business School -
Sara Fraccastoro
University LecturerFaculty of Social Sciences and Business Studies, Business School -
Sylvie Kamala Chetty
ProfessorFaculty of Social Sciences and Business Studies, Business School -
Andreas Fürst
ProfessorFaculty of Social Sciences and Business Studies, Business School -
Joona Kemppainen
Project ResearcherFaculty of Science, Forestry and Technology, Department of Technical Physics
Publications
72 items-
Social presence and e-commerce B2B chat functions
Koponen, Jonna; Rytsy, Saara. 2020. European journal of marketing. 54: 1205-1224 -
Verkkovuorovaikutus vaatii uutta osaamista
Koponen, Jonna; Isotalus, Pekka. 2020. Viestintäproffan blogi. : - -
Entrepreneurial Decision-Making Logic Related to Software Development in Different Growth Phases of INVs
Fraccastoro, Sara; Ojala, Arto; Gabrielsson, Mika. Teoksessa: -(toim.) , 2019. Proceedings of the 52nd Hawaii International Conference on System Sciences 2019. s. 5439-5448. Hawaii International Conference on System Sciences -
Sales communication competence in international B2B solution selling
Koponen, Jonna; Julkunen, Saara; Akiko, Asai. 2019. Industrial marketing management. 82: 238-252 -
The Flipped Classroom Approach for Teaching Cross-cultural Communication to Millennials
Koponen, Jonna. 2019. Journal of teaching in international business. 30: 102-124 -
The Process Model of Inclusive Innovation from an MNE Perspective - Case study of Nokia
Mortazavi, Sina; Raatikainen, Markus; Väätänen, Juha; Gabrielsson, Mika. 2019. EIBA -
A business model approach to SME internationalisation: a comparative analysis of an international new venture and an incremental internationalising company
Incze, Emma; Gabrielsson, Mika; Julkunen, Saara. 2018. Academy of International Business United Kingdom-Ireland -
Effects of Social Media Usage on the Speed of International Growth of an International New Venture
Fraccastoro, Sara; Gabrielsson, Mika. Teoksessa: -(toim.) , 2018. Proceedings of the 51st Hawaii International Conference on System Sciences. s. 4309-4316. Hawaii International Conference on System Sciences -
Introduction to the Minitrack on Knowledge Society, Culture, and Knowledge Systems
Rollins, Minna; Gabrielsson, Mika; Wickramasinghe, Nilmini. Teoksessa: -(toim.) , 2018. Proceedings of the 51st Hawaii International Conference on System Sciences. s. 4300. Hawaii International Conference on System Sciences -
Learning from Ph.D. education in the IB field: The Nord-IB experience
Fey, N; Fraccastoro, S; Gorgijevski, A; Myllymäki, D; Schmitt, J. 2018.