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Day 1, Wednesday, October 11 

    Time

  

                                            Program
9:00   – 9:30 Registration & Coffee
9:30   – 9:45 Welcoming words from the Conference Committee
9:45   – 11:45 Session 1
    Chair: Titta Pitman
  9:45 – 10:15

Katariina Ylönen, Anu Puusa & Saara Julkunen, University of Eastern Finland (UEF)

THE IMPORTANCE OF THE KNOWLEDGE SHARING STRUCTURES IN SALES UNITS IN ENHANCING ORGANISATIONAL INNOVATION 
  10:15 – 10:45

Jonna Koponen (UEF), Jaakko Metsola (LUT) & Lotta Salin (UEF)

Social presence in video-based sales interaction 
  10:45 – 11:15

Pia Hautamäki, Tampere University of Applied Sciences (TAMK)

Sales Strategy: Decisions in Accelerating Green Transition
  11:15 – 11:45

Antti Lähtevänoja, University of Helsinki

Educational Selling: A constructivist departure from mainstream selling
11:45 – 12:45 Lunch
12:45 – 14:45 Session 2
    Chair: Bimesh Shrestha
  12:45 – 13:15

Eveliina Lakka, Jyväskylä University School of Business and Economics

Intra and inter-organizational paradoxes that arise at manufacturer's sales function level during digital servitization journey 
  13:15 – 13:45

Minna Heikinheimo (UEF), Julkunen Saara (UEF), Koponen Jonna (UEF), Jokiniemi Sini (TAMK)

Entrepreneurial B2B service firms: digitizing international sales utilizing dynamic capabilities 
  13:45 – 14:15

Jani Holopainen (UEF), Antti Lähtevänoja (University of Helsinki), Jarkko Niemi (LUT)

Principles of remote consultative communication: Empirical examination 
  14:15 –14:45

Joona Keränen (RMIT University), Anna Salonen (University of Jyväskylä), Harri Terho (University of Tampere), Juha Munnukka (University of Jyväskylä)

Enhancing customer willingness to pay for digital services through the application of free-to-fee choice architecture 
14:45 – 15:00 Coffee Break
15:00 – 15:30

Timo Tuomi (Customer Success Manager, Vainu):

What are the current trends of data-driven sales?

What sales topics should be researched?
15:30 – 16:30

Plenary talk by Prof. Deva Rangarajan (IESEG Paris, France):

Impact of digital transformation initiatives on the health

and well-being of sales professionals.
16:30 – 16:45

Lahti City representative:

Miikka Venäläinen (Manager, Business Development)

City of Lahti
18:30   Conference Dinner at Malskin Bistro

 

Day 2, Thursday, October 12

    Time

  

                                            Program
9:00   – 10:00

Plenary talk by Prof. Petri Parvinen (University of Helsinki)

So much cool sales tech out there!
10:00 – 10:15

Morning Coffee
10:15  – 12:15 Session 3
    Chair: Jaakko Metsola 
  10:15 – 10:45

Riikka Nissi (JYU), Piia Mikkola (JYU), Jarkko Niemi (LUT)

Interactional practices of tacit sales work in product demonstration workshops 
  10:45 – 11:15

Titta Pitman, LUT Business School

Assessing organizational readiness and sales enablement for digital transformation in a manufacturing company 
  11:15 – 11:45

Miira Jokela, LUT Business School

Current sales manager challenges and trends in Finland
  11:45 – 12:15

Arend-jan Diephuis, Hogeschool Utrecht Nyenrode Business Universiteit

How Salespersons can contribute to Innovation: The elicitation of customer knowledge of latent and emerging needs in customer-salesperson interactions 
12:15  – 13:00 Lunch
13:00  – 14:30 Session 4
    Chair: Jarkko Niemi 
  13:00 – 13:30

Bimesh Shrestha, LUT Business School

Understanding hybrid sales and seller influence tactics (SITs) in virtual interactions
  13:30 – 14:00

Antti Leijala & Osmo Kauppila, Oulu University

Collective intelligence of B2B buying behavior – comparison between planned and realized buying criteria 
  14:00 – 14:30

Katayoon Pourmahdi, Anna-Greta Nyström & Ilia Gugenishvili, Åbo Akademi

Premium Pricing and Sales Forecasting: A Sustainable Approach
14:30  – 14:45 Coffee Break
14:45  – 15:30

Kim Salvén (Vice President of Sales & Marketing, Peikko Group):

Peikko’s experiences and current challenges in sales
15:30  – 16:30

Panel discussion:

Theme: Sustainable B2C and B2B selling in the fashion industry

Sami Sykkö (Professor of Practice, LUT University)

Jenni Sipilä (Assistant Professor, LUT University)

Pia Hautamäki (Principal Lecturer,  TAMK University)

Jarkko Levänen  (Assistant Professor, LUT University)

Annamaria Väli-Klemelä (HR & Sustainability Director, Luhta)
16:30  

Concluding words

Guest speakers

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Deva Rangarajan

Professor of Marketing at IESEG School of Management, France
Email: d.rangarajan@ieseg.fr

Prof. Deva Rangarajan's main areas of research include B2B Industrial Marketing, Sales Force and Key Account Management.

He has a Bachelor degree in Mechanical Engineering from India and a PhD in Marketing from the USA. He has taught in business schools in Belgium, Italy, France, USA, South Africa, and India.

He has worked closely with many companies to consult and deliver, customized programs. He has also published in various international, peer-reviewed journals like Business Horizons, California Management Review, Industrial Marketing Management, Information and Management, Journal of Business and Industrial Marketing, Journal of Business Research, Journal of Service Research, and Rutgers Business Reviews.
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Kim Salvén

Vice president (sales & marketing) at Peikko Group Corporation.

Mr. Salvén will be presenting on Peikko’s experiences and current challenges in sales. Mr. Salvén has worked in international businesses for most of his life, and has a long experience in global B2B sales. His speciality is in the construction and equipment industry, where he has held several managerial positions in sales and marketing with premium products and a long track record of success. Mr. Salvén wants to be a sales enabler seeking profitable growth and leading his team to exceed all their goals.
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Sami Sykkö

Finnish style ambassador and Professor of Practice at LUT Business School

For many of you, Sami would need no introduction. He is a fashion, interior design, and culture journalist, host, consult, commentator, and an author. Currently, we are lucky to have him as a Professor of Practice at LUT Business School, where he aims to provide sincere curiosity and fresh ideas to the academia with real-life examples and current talking points in business.

Previously, Sykkö has acted as a business director at Fashion Finland, and as an editor-in-chief at the Federation of Finnish Special Commodity Trade ETU. He is a Master of Business Administration (International Marketing) from University of Vaasa, and he has studied at Parsons School of Design in New York.
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Timo Tuomi

Customer Success Manager at Vainu (one of the leading B2B company data providers in the world)

Mr. Tuomi will be talking about current trends in B2B sales and what could be some interesting and relevant topics for academics to study. Tuomi is a strong sales and customer success professional, with many years of experience and enthusiasm in data-driven and B2B sales.
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Jenni Sipilä

Academy of Finland postdoctoral researcher at LUT Business School

Her research focuses on consumer behavior, sustainable consumption, and consumer reactions to corporate social responsibility communication. Sipilä has received several awards for her research and published in reputable academic journals.

During her academic career, she has worked at LUT University (Finland), Stanford University (USA), and University of Mannheim (Germany). She teaches courses on consumer behavior and sustainable business at LUT Business School and several MBA/EMBA programs in Germany. Furthermore, her work has been featured in mainstream media and she has actively contributed to business practice by acting as a speaker and expert advisor!
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Pia Hautamäki

Principal Lecturer (Business and Media) at Tampere University of Applied Sciences

Currently, she leads the research on the sustainable textile industry at the SUSTAFIT project and acts as a researcher in the FairDataAct project.

Pia is a passionate proponent of sales skills development. She is a member of the board at Global Sales Science Institute, with a goal to develop sales management education and research worldwide.

Before her academic career, Pia had a 20-year experience in sales and sales management. As her target, she mentions the will to get everyone to understand the importance of sustainable industrial business and B2B sales management.
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Jarkko Levänen

Assistant Professor of sustainability science at LUT University’s School of Energy Systems

Jarkko leads the MSc programme on Circular Economy. His research focuses on sustainability management in the areas of socio-technical transitions, innovations, institutional changes and novel policy approaches.

Jarkko conducts research in many operational areas including textile industry. His studies have been published in journals such as Technological Forecasting and Social Change, Ecological Economics, Management and Organization Review, Environmental Research Letters, Technology Analysis & Strategic Management, and Global Environmental Change.
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Petri Parvinen

Full Professor of Strategic Marketing and Management at the University of Helsinki and part-time Visiting Distinguished Professor at the Aalto University School of Business

Dr. Parvinen's interdisciplinary research has been published in an interdisciplinary variety journals in marketing, sales, management, innovation, natural resources management, information systems and computer science and he has authored several best-seller books. He has worked with hundreds of organizations, reinforcing commercial and business thinking particularly in contexts where it has not spawned naturally and does most of his research collecting data at the front-line of sales organizations.

Dr. Parvinen is the original father of the Aalto Ventures Program (AVP), a popular worldwide lecturer, non-executive board member and investor with private equity funds. In a book review, he has been pegged “an academic enfant terrible, whose uncontainable power of expression is something new and fresh from the academic community."