Minna Heikinheimo

Hautamäki, P. & Heikinheimo, M. (2025). Fully leveraging AI in B2B sales: Exploring sales managers’ capabilities and organizational knowledge processes, Journal of Business Research, 194, 115396, https://doi.org/10.1016/j.jbusres.2025.115396

Heikinheimo, M., Hautamäki, P., Julkunen, P., & Koponen, J. (2025). Dynamic capabilities and multi-sided platforms: Fostering organizational agility, flexibility, and resilience in B2B service ecosystems, Industrial Marketing Management, 125, p. 179-194. https://doi.org/10.1016/j.indmarman.2025.01.006

Heikinheimo, M., Hautamäki, P., Julkunen, S., & Koponen, J. (2024). B2B service sales on a digital multi-sided platform: Transformation from value chains to value networks. Industrial Marketing Management, 116, 26–39. https://doi.org/10.1016/j.indmarman.2023.11.006

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. & 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