
International Business and Sales Management (IBS)
Research group
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
Keywords
Time period
Group members - UEF
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Mika Gabrielsson Professor , Faculty of Social Sciences and Business Studies, Business School
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Saara Julkunen Professor , Faculty of Social Sciences and Business Studies, Business School
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Markus Raatikainen Project Researcher , Faculty of Social Sciences and Business Studies, Business School
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Katariina Ylönen University Teacher , Faculty of Social Sciences and Business Studies, Business School
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Tomi Seppälä Professor , Faculty of Social Sciences and Business Studies, Business School
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Irina Mihailova Associate Professor , Faculty of Social Sciences and Business Studies, Business School
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Marina Kovalchuk Early Stage Researcher , Faculty of Social Sciences and Business Studies, Business School
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Sara Fraccastoro University Lecturer , Faculty of Social Sciences and Business Studies, Business School
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Sylvie Kamala Chetty Professor , Faculty of Social Sciences and Business Studies, Business School
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Andreas Fürst Professor , Faculty of Social Sciences and Business Studies, Business School
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Joona Kemppainen Project Coordinator , Faculty of Science and Forestry, Department of Applied Physics
Leader(s)
Professors
Others
Cooperation partners
Publications
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Social presence and e-commerce B2B chat functions Koponen, Jonna; Rytsy, Saara. 2020. Social presence and e-commerce B2B chat functions European journal of marketing 54 6: 1205-1224. 2020
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Verkkovuorovaikutus vaatii uutta osaamista Koponen, Jonna; Isotalus, Pekka. 2020. Verkkovuorovaikutus vaatii uutta osaamista Viestintäproffan blogi 30.3.2020: -. 2020
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Entrepreneurial Decision-Making Logic Related to Software Development in Different Growth Phases of INVs Entrepreneurial Decision-Making Logic Related to Software Development in Different Growth Phases of INVs. Fraccastoro, Sara; Ojala, Arto; Gabrielsson, Mika / Proceedings of the 52nd Hawaii International Conference on System Sciences 2019. 2019. 2019
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Sales communication competence in international B2B solution selling Koponen, Jonna; Julkunen, Saara; Akiko, Asai. 2019. Sales communication competence in international B2B solution selling Industrial marketing management 82: 238-252. 2019
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The Flipped Classroom Approach for Teaching Cross-cultural Communication to Millennials Koponen, Jonna. 2019. The Flipped Classroom Approach for Teaching Cross-cultural Communication to Millennials Journal of teaching in international business 30 2: 102-124. 2019
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The Process Model of Inclusive Innovation from an MNE Perspective - Case study of Nokia The Process Model of Inclusive Innovation from an MNE Perspective - Case study of Nokia. Mortazavi, Sina; Raatikainen, Markus; Väätänen, Juha; Gabrielsson, Mika / Proceedings of the 44th annual conference of European international business academy. 2019. 2019
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A business model approach to SME internationalisation: a comparative analysis of an international new venture and an incremental internationalising company 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 / Conference Proceedings from 45th Annual Conference of Academy of International Business AIB-UK 2018: International business strategies in a changing commercial and political landscape. 2018. 2018
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Effects of Social Media Usage on the Speed of International Growth of an International New Venture Effects of Social Media Usage on the Speed of International Growth of an International New Venture. Fraccastoro, Sara; Gabrielsson, Mika / Proceedings of the 51st Hawaii International Conference on System Sciences. 2018. 2018
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Introduction to the Minitrack on Knowledge Society, Culture, and Knowledge Systems Introduction to the Minitrack on Knowledge Society, Culture, and Knowledge Systems. Rollins, Minna; Gabrielsson, Mika; Wickramasinghe, Nilmini / Proceedings of the 51st Hawaii International Conference on System Sciences. 2018. 2018
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Learning from Ph.D. education in the IB field: The Nord-IB experience Learning from Ph.D. education in the IB field: The Nord-IB experience. Fey, N; Fraccastoro, S; Gorgijevski, A; Myllymäki, D; Schmitt, J / -. 2018. 2018