Saara Julkunen

Professor of International Sales, Head of the UEF Business School

Information Publications

Research groups

Projects

International Retailing Finished 01.09.2020 - 31.05.2023
SpeakBusiness: Strategic planning and project management for cross-border areas Finished 01.11.2018 - 31.01.2021

Keywords

international new ventures international sales qualitative methods sales process sales relationships

Publications

36 items

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
Accelerated Internationalization Among Inexperienced Digital Entrepreneurs: Toward a Holistic Entrepreneurial Decision-Making Model
Gabrielsson, Mika; Raatikainen, Markus; Julkunen, Saara. 2022. Management international review. 62: 137-168
Development of long-term B2B customer relationships: the role of self-disclosure and relational cost/benefit evaluation
Koponen, Jonna Pauliina; Julkunen, Saara Maria. 2022. European journal of marketing. 56: 194-235
Understanding Value Creation through Digital and In-Person Communication in Solution Selling Process
Julkunen, Saara; Koponen, Jonna; Nickell, David. 2022. Nordic journal of business. 71: 5-25
An intercultural, interpersonal relationship development framework
Koponen, Jonna; Julkunen, Saara; Gabrielsson, Mika; Bolman Pullins, Ellen. 2021. International marketing review. 38: 1189-1216
Can exporting SMEs benefit from extending longer payment periods?
Julkunen, Saara; Mättö, Markus; Niskanen, Mervi; Niskanen, Max. 2021. International journal of export marketing. 4: 306-323
Myykö hyvä tuote itse itsensä? B2B-ratkaisumyynnissä tarvitaan edelleen asiantuntevaa myyjää
Koponen, Jonna; Julkunen, Saara. 2021. LUT-uutiset. : -
The importance of the knowledge sharing structures in sales units in fostering a firm's innovation process
Ylönen, Katariina; Puusa, Anu; Julkunen, Saara. 2021. Proceedings of the annual Global Sales Science Institute Conference
Understanding the European Business Environment in Esports: An Ecosystem Perspective
Julkunen, Saara; Raatikainen, Markus; Rollins, Minna; Pennanen, Mikael. 2021. Nordic journal of business. 70: 39-58
Uskottavuuden arviointi laadullisessa tutkimuksessa
Puusa, Anu; Julkunen, Saara. Teoksessa: Puusa, Anu; Juuti, Pauli(toim.) , 2020. Laadullisen tutkimuksen näkökulmat ja menetelmät. s. 189-201. Gaudeamus
ESports ecosystem: A Closed Community or a New Platform to Reach the Millennials? An Ecosystems Perspective
Pennanen, Mikael; Raatikainen, Markus; Rollins, Minna; Julkunen, Saara. 2019. Universidad Europea
Sales communication competence in international B2B solution selling
Koponen, Jonna; Julkunen, Saara; Akiko, Asai. 2019. Industrial marketing management. 82: 238-252
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. 2018. Academy of International Business United Kingdom-Ireland
Managerial autonomy and control at a retail chain store
Hiltunen, Esa; Julkunen, Saara; Kantanen, Teuvo. 2018. International journal of human resources development and management. 2019; 19: 47-61
The role of the business model in company internationalisation: a comparative analysis of an international new venture and an incremental internationalising company from a SMOPEC country
Incze, Emma; Gabrielsson, Mika; Julkunen, Saara. 2018. Australia and New Zealand International Business Academy
VIBE Project: Business Education in International Sales and Export
Julkunen, Saara; Koponen, Jonna; Kauniskangas, Katri. 2018. Journal of Excellence in Sales. : 25-28
Consumers' experiences of appropriate sales interaction - a speech code theory perspectice
Koponen Jonna, Julkunen Saara. 2017. Studies in communication sciences. 17: 25-41
Creating employees' motivational paths in the retail trade
Kantanen Teuvo, Julkunen Saara, Hiltunen Esa, Nickell David. 2017. Cogent business & management. 4: 1389332
Exploring cultural diversity with business students
Koponen Jonna, Julkunen Saara. 2017. Communication teacher. 31: 187-192
The Role of Sales Managers in Supporting Innovativeness
Ylönen Katariina, Gabrielsson Mika, Julkunen Saara. 2017. AMA winter educators' conference
Department Managers' Locus of Control at a Retail Store
Hiltunen Esa, Julkunen Saara, Kantanen Teuvo. Teoksessa: G.D. Sardana, Tojo Thachenkery(toim.) , 2016. Knowledge Creation and Organizational Well-being: Leveraging Talent Management and Appreciative Intelligence. s. 297-305. Bloomsbury Publishing
Meanings of Shared Resources in Interorganizational Relationships: A Narrative Study in Retailing
Julkunen Saara. 2016. Journal of relationship marketing. 15: 17-34
Commentary on article, 'The organizational implications of implementing Key Account Management: A case-based examination'
Julkunen Saara, Koponen Jonna, Gabrielsson Mika. 2015. Industrial marketing management. 45: 98-99
Give me the facts and leave me alone! Traces of Finnish speech culture in sales-related communication
Koponen Jonna, Julkunen Saara. Teoksessa: Vrontis D, Weber Y, Tsoukatos E, Chebbi H(toim.) , 2015. HR practices, strategic and entrepreneurial challenges: Academic and practitioners view. s. 118-131. EuroMed Press
INV growth and the role of decision-making logic in network structure development
Raatikainen Markus, Gabrielsson Mika, Julkunen Saara. 2015. Eiba conference committee
International Entrepreneurial Networking Strategies: Breaking out as a Global Player
Julkunen Saara, Gabrielsson Mika, Raatikainen Markus. Teoksessa: Pervez N. Ghauri and V.H. Manek Kirpalani(toim.) , 2015. Handbook of Research on International Entrepreneurial Strategy: Improving SME Performance Globally. s. 66-84. Edward Elgar
Power symmetry and the development of trust in interdependent relationships: The mediating role of goal congruence
Marcos Cuevas Javier, Julkunen Saara, Gabrielsson Mika. 2015. Industrial marketing management. 48: 149-159
Theoretical Principles of Simulation-Based Sales Communication Training
Koponen Jonna, Julkunen Saara. 2015. Simulation and gaming. 48: 137-147
Commitment and competences in a born global firm - An in-depth case
Raatikainen Markus, Gabrielsson Mika, Julkunen Saara. 2014. Annual Australian and New Zealand International Business Academy
Cooperating in business relationships: the emergence and collapse of power symmetry, trust and common goals
MarcosCuevas, Javier; Julkunen, Saara; Gabrielsson, Mika. 2014. Springer, Cham
FROM SHIFTING OF SHARED RESOURCES IN A BILATERAL RELATIONSHIP TOWARDS SUCCESSFUL COLLABORATION IN FUTURE RETAILING
Julkunen Saara. 2014. Annual IMP-Conference
Networking of international new ventures: leverage of large firm resources
Raatikainen Markus, Gabrielsson Mika, Julkunen Saara. 2014. Annual IMP-Conference
What is the interplay between culture and customer relationship development in the context of international B2B solutions selling: A multiple case study
Gabrielsson, M., Koponen, J. & Julkunen, S. Teoksessa: F.B. Al-Hussan(toim.) , 2014. IMP Proceedings. s. 1-12.
Sales Theatre as a novel educational tool
Koponen, Jonna; Julkunen, Saara. 2013.
The co-development of commitment and competences for international growth of a Born Global firm: an effectuation theory perspective
Raatikainen Markus, Gabrielsson Mika, Julkunen Saara. Teoksessa: Sarianna Lundan(toim.) , 2013. European International Business Academy (EIBA). s. 1-30.
Kauppiasyhteistyön muuttuvat merkitykset -narratiivinen näkökulma
Saara Julkunen. 2010. Dissertations in Social Sciences and Business Studies

Research groups

Projects

Keywords

The Role of Entrepreneurial Orientation in the Process of Sales Digitalization among Internationalizing Growth-Oriented SMEs

Accelerated Internationalization Among Inexperienced Digital Entrepreneurs: Toward a Holistic Entrepreneurial Decision-Making Model

Development of long-term B2B customer relationships: the role of self-disclosure and relational cost/benefit evaluation

Understanding Value Creation through Digital and In-Person Communication in Solution Selling Process

An intercultural, interpersonal relationship development framework

Can exporting SMEs benefit from extending longer payment periods?

Myykö hyvä tuote itse itsensä? B2B-ratkaisumyynnissä tarvitaan edelleen asiantuntevaa myyjää

The importance of the knowledge sharing structures in sales units in fostering a firm's innovation process

Understanding the European Business Environment in Esports: An Ecosystem Perspective

Uskottavuuden arviointi laadullisessa tutkimuksessa

ESports ecosystem: A Closed Community or a New Platform to Reach the Millennials? An Ecosystems Perspective

Sales communication competence in international B2B solution selling

A business model approach to SME internationalisation: a comparative analysis of an international new venture and an incremental internationalising company

Managerial autonomy and control at a retail chain store

The role of the business model in company internationalisation: a comparative analysis of an international new venture and an incremental internationalising company from a SMOPEC country

VIBE Project: Business Education in International Sales and Export

Consumers' experiences of appropriate sales interaction - a speech code theory perspectice

Creating employees' motivational paths in the retail trade

Exploring cultural diversity with business students

The Role of Sales Managers in Supporting Innovativeness

Department Managers' Locus of Control at a Retail Store

Meanings of Shared Resources in Interorganizational Relationships: A Narrative Study in Retailing

Commentary on article, 'The organizational implications of implementing Key Account Management: A case-based examination'

Give me the facts and leave me alone! Traces of Finnish speech culture in sales-related communication

INV growth and the role of decision-making logic in network structure development

International Entrepreneurial Networking Strategies: Breaking out as a Global Player

Power symmetry and the development of trust in interdependent relationships: The mediating role of goal congruence

Theoretical Principles of Simulation-Based Sales Communication Training

Commitment and competences in a born global firm - An in-depth case

Cooperating in business relationships: the emergence and collapse of power symmetry, trust and common goals

FROM SHIFTING OF SHARED RESOURCES IN A BILATERAL RELATIONSHIP TOWARDS SUCCESSFUL COLLABORATION IN FUTURE RETAILING

Networking of international new ventures: leverage of large firm resources

What is the interplay between culture and customer relationship development in the context of international B2B solutions selling: A multiple case study

Sales Theatre as a novel educational tool

The co-development of commitment and competences for international growth of a Born Global firm: an effectuation theory perspective

Kauppiasyhteistyön muuttuvat merkitykset -narratiivinen näkökulma