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Sales and B2B Business

Sales and B2B Business

The research and development activities focus on

  • the development of interaction and negotiation competences at the interface of sales and purchasing processes
  • the development of B2B business profitability
  • the integration of RDI activities, teaching and business
  • the research and development of business innovations in face-to-face and remote interaction situations.

Digitalization and biometrics enable new opportunities to create competitive advantages for business. Digitalization of sales enables the utilization of customer profiles, personalization of products and services as well as dynamic pricing. It also enables more efficient quotation-ordering processes and more effective business processes such as information and product knowledge dissemination.

The use of biometrics offers a new quantitative research perspective on interaction and negotiation competences. Biometric research equipment can be used to collect quantitative data on topics such as gaze fixation and emotional impact of negotiation situations with the help of facial expression analysis and skin conductivity measurements.

Read more

Research group members

Harri Lappalainen
Mr Harri Lappalainen
Senior Lecturer
+358 40 355 0915
firstname.lastname@turkuamk.fi
Henkilön kuva puuttuu
Ms Pinja Palm
Senior Lecturer
+358 44 907 5491
firstname.lastname@turkuamk.fi
Sanni Koskimies-Chiba
Ms Sanni Koskimies-Chiba
Marketing Designer
+358 40 355 0353
firstname.lastname@turkuamk.fi

 

 

Customer Behaviour Lab

The Customer Behaviour Lab at Turku UAS enables development of and research on sales and marketing.

The Lab provides companies, cooperation partners, students and other stakeholders versatile opportunities for research on and development of sales, marketing, product development and the related processes, and for improving their competitive edge. The opportunities provided by the Lab can also be utilized in the development, practicing and research of advertising, customer interactions, competences and interaction situations.

Read more about the lab

Sales and B2B Business

Research group leader

Timo Holopainen
Mr Timo Holopainen
Ph.D., Principal Lecturer
+358 50 598 5786
firstname.lastname@turkuamk.fi
Timo.Holopainen@turkuamk.fi

Partners

European Sales Competition Association (ESCA)
The Academic Association of Sales Engineering (AASE)

Ongoing projects

Most recent publications and products

Khresna Bayu Sangka and Harri Lappalainen 2023: Developing sales competences in Indonesia via Sales Program. Talk, Turku University of Applied Sciences. https://talk.turkuamk.fi/myynti/developing-sales-competences-in-indonesia-via-sales-program/

Fischer, H., Seidenstricker, S., Berger, T., Holopainen, T.  (2022). Artificial intelligence in B2B sales: Impact on the sales process. In: Tareq Ahram, Jay Kalra and Waldemar Karwowski (eds) Artificial Intelligence and Social Computing. AHFE (2022) International Conference. AHFE Open Access, vol 28. AHFE International, USA.http://doi.org/10.54941/ahfe1001456

Douglas, T., Holopainen, T. (2022) European Sales Competition Association Goes from Strength to Strength, SEF Sales Education Annual 2022. SEF

Holopainen K., Rantala J., Holopainen T. (2021) Sales Professionalism – A Practice Theory Study. In: Kantola J.I., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2021. Lecture Notes in Networks and Systems, vol 267. Springer, Cham.

Penttinen M., Heikius A., Holopainen T. (2021) A Model for Demonstrating the Benefits of Weight Health and the Monetary Value for Changing Obesity Treatment into an Investment. In: Kantola J.I., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2021. Lecture Notes in Networks and Systems, vol 267. Springer, Cham

Fischer H., Seidenstricker S., Berger T., Holopainen T. (2021) Digital Sales in B2B: Status and Application. In: Markopoulos E., Goonetilleke R.S., Ho A.G., Luximon Y. (eds) Advances in Creativity, Innovation, Entrepreneurship and Communication of Design. AHFE 2021. Lecture Notes in Networks and Systems, vol 276. Springer, Cham.

Rantala J., Rantanen A., Yllikäinen M., Holopainen T. (2021) Weakness of Real Estate Collateral Valuation Policy in Changed Financial World. In: Goonetilleke R.S., Xiong S., Kalkis H., Roja Z., Karwowski W., Murata A. (eds) Advances in Physical, Social & Occupational Ergonomics. AHFE 2021. Lecture Notes in Networks and Systems, vol 273. Springer, Cham.

Hauge K., Rantala J., Holopainen T. (2021) Startups Born Out of Academia: Structural Pattern of Monetization Failures, Rectified. In: Kantola J.I., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2021. Lecture Notes in Networks and Systems, vol 267. Springer, Cham.

Lappalainen H., Rantala J., Ananda A.S., Sriphaew K., Holopainen T. (2021) Educating Next Generation B2B Sales Experts: First Impressions of B2B Sales Competitions in South-East Asia. In: Kantola J.I., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2021. Lecture Notes in Networks and Systems, vol 267. Springer, Cham.

Rantala J., Untinen H., Yllikäinen M., Holopainen T. (2021) Micro Loans to Over-Indebtedness, Causes and Consequences, Perspective on Youth Spending. In: Goonetilleke R.S., Xiong S., Kalkis H., Roja Z., Karwowski W., Murata A. (eds) Advances in Physical, Social & Occupational Ergonomics. AHFE 2021. Lecture Notes in Networks and Systems, vol 273. Springer, Cham.

Penttinen M., Rantala J., Holopainen T. (2021) The Effect of Research, Development and Innovation (RDI) on Companies’ Financial Activity Capabilities: A Case Study of SME-Companies in Finland. In: Kantola J.I., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2021. Lecture Notes in Networks and Systems, vol 267. Springer, Cham.

Rantala J., Untinen H., Yllikäinen M., Holopainen T. (2021) From Globalization Towards Localization in Sales. In: Kantola J.I., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2021. Lecture Notes in Networks and Systems, vol 267. Springer, Cham.

Rantala J., Yllikäinen M., Turklin J., Holopainen T. (2021) Future Investor Habits. In: Kantola J.I., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2021. Lecture Notes in Networks and Systems, vol 267. Springer, Cham.

Rantala J., Yllikäinen M., Holopainen T. (2020) Competences in Expert Sales. In: Kantola J., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2020. Advances in Intelligent Systems and Computing, vol 1209. Springer, Cham.

Holopainen T., Rantala J., Virtanen M., Korhonen T. (2020) Sales Process Evolution. In: Kantola J., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2020. Advances in Intelligent Systems and Computing, vol 1209. Springer, Cham.

Venermo A., Rantala J., Holopainen T. (2020) From Sales Funnel to Customer Journey. In: Kantola J., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2020. Advances in Intelligent Systems and Computing, vol 1209. Springer, Cham.

Berger T., Holopainen T., Seidenstricker S. (2020) Analysis of Reading Offers: The Case of Finland and Germany. In: Kantola J., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2020. Advances in Intelligent Systems and Computing, vol 1209. Springer, Cham.

Penttinen M., Holopainen T., Raitala L., Rosala L., Kantola J. (2020) The Dividers for Continuum of Business in Business Transfer Situations and Impacts to Cash Flow Earnings: A Study from SME-Companies in Finland. In: Kantola J., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2020. Advances in Intelligent Systems and Computing, vol 1209. Springer, Cham.

Schneider-Störmann L., Röhr T., Jaskari R., Holopainen T., Reunanen T. (2020) Enhanced Higher Education - Industry Cooperation Improving Work Capabilities of Sales Engineering Graduates. In: Kantola J., Nazir S. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2019. Advances in Intelligent Systems and Computing, vol 961. Springer, Cham.

Jaskari R., Holopainen T., Reunanen T., Grotjahn M., Röhr T., Schneider-Störmann L. (2020) ENGINE Model – Changing Higher Education with Industry Cooperation. In: Kantola J., Nazir S. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2019. Advances in Intelligent Systems and Computing, vol 961. Springer, Cham.

Holopainen T., Rantala J. (2020) Value Creation in Three Clusters Focusing on Chemistry. In: Kantola J., Nazir S. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2019. Advances in Intelligent Systems and Computing, vol 961. Springer, Cham.

Holopainen T., Röhr T., Tómasson M., Murzin M., Ben-Amor M. (2019) Sales Competition as Education Method – The Case of the European Sales Engineering Team Competition. In: Kantola J., Nazir S., Barath T. (eds) Advances in Human Factors, Business Management and Society. AHFE 2018. Advances in Intelligent Systems and Computing, vol 783. Springer, Cham.