Saara Julkunen

Important e-Communication Skills in e-Leadership According to Top and Middle Managers at Japanese IT-companies [in Japanese]

Asai, Akiko; Hori, Kiyoshi; Koponen, Jonna; Salin, Lotta; Julkunen, Saara. 2024. Ibunka komyunikēshon. 2024: 129-152 A1 Journal article (refereed), original research

Role of Customer Loyalty in the Application of Customer Data within Supply Chains

Paavola, Lauri; Julkunen, Saara; Gabrielsson, Mika. Teoksessa: Bui, Tung X(toim.) , 2024. Proceedings of the 57th Hawaii International Conference on System Sciences. s. 6119-6127. Hawaii International Conference on System Sciences A4 Conference proceedings

Sales managers' perceptions of interpersonal communication competence in leading AI-integrated sales teams

Koponen, Jonna; Julkunen, Saara; Laajalahti, Anne; Turunen, Marianna; Spitzberg, Brian. 2024. Industrial marketing management. 2025; 124: 57-72 A1 Journal article (refereed), original research

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

Are you afraid of shopping? consumers’ adaptive responses under crises

Julkunen, Saara; Koponen, Jonna; Hartikka, Elli. 2023. International review of retail, distribution and consumer research. 33: 519-538 A1 Journal article (refereed), original research

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

Understanding sales innovativeness through sales managers’ accounts

Ylönen, Katariina; Julkunen, Saara; Puusa, Anu. 2023. Proceedings of the annual Global Sales Science Institute Conference abstract

Work Characteristics Needed by Middle Managers When Leading AI-Integrated Service Teams

Koponen, Jonna; Julkunen, Saara; Laajalahti, Anne; Turunen, Marianna; Spitzberg, Brian. 2023. Journal of service research. [Epub ahead of print 13 Dec 2023]: 1-18 A1 Journal article (refereed), original research

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 A1 Journal article (refereed), original research

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 A1 Journal article (refereed), original research

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 A1 Journal article (refereed), original research

An intercultural, interpersonal relationship development framework

Koponen, Jonna; Julkunen, Saara; Gabrielsson, Mika; Bolman Pullins, Ellen. 2021. International marketing review. 38: 1189-1216 A1 Journal article (refereed), original research

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 A1 Journal article (refereed), original research

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

Koponen, Jonna; Julkunen, Saara. 2021. LUT-uutiset. : - E1 Popularised article, newspaper article

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 A1 Journal article (refereed), original research

Uskottavuuden arviointi laadullisessa tutkimuksessa

Puusa, Anu; Julkunen, Saara. Teoksessa: Puusa, Anu; Juuti, Pauli(toim.) , 2020. Laadullisen tutkimuksen näkökulmat ja menetelmät. s. 189-201. Gaudeamus A3 Book section, Chapters in research books

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 abstract

Sales communication competence in international B2B solution selling

Koponen, Jonna; Julkunen, Saara; Akiko, Asai. 2019. Industrial marketing management. 82: 238-252 A1 Journal article (refereed), original research

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 A1 Journal article (refereed), original research

VIBE Project: Business Education in International Sales and Export

Julkunen, Saara; Koponen, Jonna; Kauniskangas, Katri. 2018. Journal of Excellence in Sales. : 25-28 D1 Article in a trade journal

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

Koponen Jonna, Julkunen Saara. 2017. Studies in communication sciences. 17: 25-41 A1 Journal article (refereed), original research

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

Julkunen Saara. 2016. Journal of relationship marketing. 15: 17-34 A1 Journal article (refereed), original research

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 A1 Journal article (refereed), original research

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 A3 Book section, Chapters in research books

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 A3 Book section, Chapters in research books

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 A1 Journal article (refereed), original research

Theoretical Principles of Simulation-Based Sales Communication Training

Koponen Jonna, Julkunen Saara. 2015. Simulation and gaming. 48: 137-147 A1 Journal article (refereed), original research

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. A4 Conference proceedings

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. A4 Conference proceedings

Kauppiasyhteistyön muuttuvat merkitykset -narratiivinen näkökulma

Saara Julkunen. 2010. Dissertations in Social Sciences and Business Studies G4 Doctoral dissertation (monograph)

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Keywords

Important e-Communication Skills in e-Leadership According to Top and Middle Managers at Japanese IT-companies [in Japanese]

Role of Customer Loyalty in the Application of Customer Data within Supply Chains

Sales managers' perceptions of interpersonal communication competence in leading AI-integrated sales teams

The development of sales digitalization capabilities in entrepreneurial b2b service firms

Are you afraid of shopping? consumers’ adaptive responses under crises

B2B service sales on a digital multi-sided platform: Transformation from value chains to value networks

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

Understanding sales innovativeness through sales managers’ accounts

Work Characteristics Needed by Middle Managers When Leading AI-Integrated Service Teams

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

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