Paul Viio

Person

512 Business and Management - Sales management, Value sales, B2B relationship management, Strategic account management, Value pricing, Personal selling, Purchasing

D.Sc. (Economics and Business Administration), Hanken School of Economics, Finland, 2011

Doctor of Science (Economics and Business Administration), Business Economics, Hanken School of Economics, Finland, 2011

Latest activities

The 2017 Global Sales Science Institute (GSSI) Conference: 11th Annual Conference
Activity: Participating in or organising an event › Organisation of / participation in conferences, workshops, courses, seminars
Michael Kleinaltenkamp
Activity: Hosting a visitor › Hosted academic visit at Hanken
2017 Winter AMA Conference
Activity: Participating in or organising an event › Organisation of / participation in conferences, workshops, courses, seminars

Making marketing decisions in turbulent business contexts
Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › Scientific › peer-review
Double-Loop Sales Adaptation: A Conceptual Model and an Empirical Investigation
Research output: Contribution to journal › Article › Scientific › peer-review
Understanding the sales-marketing interface dysfunction experience in business-to-business firms: A matter of perspective
Research output: Contribution to journal › Article › Scientific › peer-review