Minna Heikinheimo
Doctoral Researcher
Project and PhD researcher in the research group of International Business and Sales Management
Business School, Faculty of Social Sciences and Business Studies
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
Publications
5/5 items-
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
Heikiheimo, Minna; Julkunen, Saara; Koponen, Jonna; Jokiniemi, Sini. 2024. 2024 AMA Winter Academic Conference Proceedings 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