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Minna Heikinheimo

Minna Heikinheimo

Doctoral Researcher

Project and PhD researcher in the research group of International Business and Sales Management

minna.heikinheimo@uef.fi

Information Publications

Publications

Heikinheimo, M., Hautamäki, P., Julkunen, S. & Koponen, J. (2023). Multi-sided platforms promote B2B service value chain agility: A dynamic capabilities perspective. Conference paper in Symplatform 4 conference.

Heikinheimo, M., Julkunen, S., Jokiniemi, S. & Koponen, J. (2023). The role of entrepreneurial orientation in the process of sales digitalization among internationalizing growth-oriented Proceedings of the Global Sales Science Institute Annual Conference. https://gssi.world/wp-content/uploads/2023/07/GSSI-2023-Proceedings-.pdf

Heikinheimo, M. & Hautamäki, P. (2022) AI-enabled sales automation changing B2B sales work. Proceedings of the Global Sales Science Institute Annual Conference. https://gssi.world/wp-content/uploads/2022/06/Proceedings-GSSI-2022.pdf

Jokiniemi, S. & Heikinheimo, M. (2021) “Learning to Take the Next Step”: ​
The Unfolding of Digitalization ​in B2B Sales Organizations, Proceedings of the Global Sales Science Institute Annual Conference. https://gssi.world/wp-content/uploads/2021/06/GSSI-2021-Proceedings-Papers_complete.pdf

Heikinheimo, M. & Hautamäki, P. (2019) Finnish SMEs’ Sales Operations and Growth: Current Drivers and Obstacles Based on Literature Review, GSSI 2019 konferenssijulkaisu. http://gssi.world/wp-content/uploads/2019/08/GSSI_2019-Proceedings-Papers.pdf

 

 

Keywords

B2B sales business school digital platforms international business sales management Value chains value network

Publications

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