Minna Heikinheimo
Doctoral Researcher
Doctoral researcher in the research group of International Business and Sales Management
Business School, Faculty of Social Sciences and Business Studies
Research areas
Research area 1: Digital transformation in B2B sales. Digital sales tools and technologies, and especially digital platforms and artificial intelligence in B2B sales development, sales management in digital era, value creation and value capture in digital environments.
Research area 2: Capabilities in digital transformation: dynamic capabilities in digital transformation, organizational agility, flexibility and resilience in sales, drivers and birth mechnisms for organizational capabilities.
Research area 3: New, innovative business models in digital transformation: development, challenges and lifecycle phases of digital B2B platforms and platform-based value creation.
Publications
7/7 items-
Dynamic capabilities and multi-sided platforms: Fostering organizational agility, flexibility, and resilience in B2B service ecosystems
Heikinheimo, Minna; Hautamäki, Pia; Julkunen, Saara; Koponen, Jonna. 2025. Industrial marketing management. 125: 179-194 A1 Journal article (refereed), original research -
Fully leveraging AI in B2B sales: Exploring sales managers’ capabilities and organizational knowledge processes
Hautamäki, Pia; Heikinheimo, Minna. 2025. Journal of business research. 194: . 115396 A1 Journal article (refereed), original research -
Artificial Intelligence as a Resource in B2B Sales Management: Insights for Sales Managerial Practices from Data-driven Organizations
Hautamäki, Pia; Heikinheimo, Minna. 2024. Proceedings of the annual Global Sales Science Institute Conference abstract -
The development of sales digitalization capabilities in entrepreneurial b2b service firms
Heikinheimo, Minna; Julkunen, Saara; Koponen, Jonna; Jokiniemi, Sini. 2024. American Marketing Association abstract -
Alustataloutta yritysmyyntiin
Heikinheimo, Minna. 2023. Myynti & markkinointi. : 9 E1 Popularised article, newspaper article -
B2B service sales on a digital multi-sided platform: Transformation from value chains to value networks
Heikinheimo, Minna; Hautamäki, Pia; Julkunen, Saara; Koponen, Jonna. 2023. Industrial marketing management. 2024; 116: 26-39 A1 Journal article (refereed), original research -
The Role of Entrepreneurial Orientation in the Process of Sales Digitalization among Internationalizing Growth-Oriented SMEs
Heikinheimo, Minna; Julkunen, Saara; Koponen Jonna; Jokiniemi Sini. 2023. Proceedings of the annual Global Sales Science Institute Conference abstract