Petri Parvinen

Adjunct Professor

Research outputs

  1. 2020
  2. Accepted/In press

    Advancing data monetization and the creation of data-based business models

    Parvinen, P., Laitila, M., Pöyry, E., Gustafsson, R. & Rossi, M., 2020, (Accepted/In press) In : Communications of the association for information systems.

    Research output: Contribution to journalArticleScientificpeer-review

  3. 2018
  4. Published

    Automated adaptive selling

    Kaptein, M., McFarland, R. & Parvinen, P., 2018, In : European Journal of Marketing. 52, 5/6, p. 1037-1059

    Research output: Contribution to journalArticleScientificpeer-review

  5. Published

    Towards a Governance Approach to Determinants of Reseller Management Success

    Parvinen, P. & Pöyry, E., 2018, In : Journal of Business and Industrial Marketing. 33, 2, p. 153-163

    Research output: Contribution to journalArticleScientificpeer-review

  6. 2017
  7. Published

    Generating Leads with Sequential Persuasion: Should Sales Influence Tactics be Consistent or Complementary?

    Pöyry, E., Parvinen, P. & McFarland, R. G., Apr 2017, In : JOURNAL OF PERSONAL SELLING AND SALES MANAGEMENT. 37, 2, p. 89-99

    Research output: Contribution to journalArticleScientificpeer-review

  8. Published

    Personalized Product Recommendations: Evidence from the Field

    Pöyry, E., Hietaniemi, N., Parvinen, P., Hamari, J. & Kaptein, M., 2017, Proceedings of the 50th Hawaii International Conference on System Sciences .

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  9. Published

    Physicians’ relationship with the pharmaceutical industry and its reflection in introduction of a new drug

    Matikainen, M., Olkkonen, L., Katajavuori, N., Parvinen, P. & Juppo, A., 2017, In : International Journal of Pharmaceutical and Healthcare Marketing. 11, 3, p. 309-326 18 p.

    Research output: Contribution to journalArticleScientificpeer-review

  10. 2016
  11. Published

    Is more capability always beneficial for firm performance? Market orientation, core business process capabilities and business environment

    Jaakkola, M., Frösén, J., Tikkanen, H., Aspara, J., Vassinen, A. & Parvinen, P., Sep 2016, In : Journal of Marketing Management. 32, 13-14, p. 1359-1385

    Research output: Contribution to journalArticleScientificpeer-review

  12. Published

    The role and impact of firm’s strategic orientations on launch performance: significance of relationship orientation

    Matikainen, M., Terho, H., Parvinen, P. & Juppo, A., 6 Jun 2016, In : Journal of Business and Industrial Marketing. 31, 5, p. 625-639 15 p.

    Research output: Contribution to journalArticleScientificpeer-review

  13. Published

    Introduction to gamification: Motivations, effects and analytics minitrack

    Hamari, J. & Parvinen, P., 7 Mar 2016, Proceedings of 49th Hawaii International Conference on System Sciences. IEEE Computer Society, Vol. 2016-March. p. 1307-1308 2 p. (Proceedings of the Annual Hawaii International Conference on System Sciences).

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  14. 2015
  15. Published

    Determinants of New Product Launch Success in the Pharmaceutical Industry

    Matikainen, M., Rajalahti, T., Peltoniemi, M., Parvinen, P. & Juppo, A., 1 Jun 2015, In : Journal of Pharmaceutical Innovation. 10, 2, p. 175-189 15 p.

    Research output: Contribution to journalArticleScientificpeer-review

  16. Published

    Introduction to E-commerce, engagement, and social influence minitrack

    Parvinen, P., Kaptein, M., Oinas-Kukkonen, H. & Cheung, C., 26 Mar 2015, Proceedings of 48th Hawaii International Conference on System Sciences. IEEE Computer Society, Vol. 2015-March. p. 3257 1 p. (Proceedings of the Annual Hawaii International Conference on System Sciences).

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  17. Published

    Advancing e-commerce personalization: Process framework and case study

    Kaptein, M. & Parvinen, P., 2015, In : International Journal of Electronic Commerce. 19, 3, p. 7-33

    Research output: Contribution to journalArticleScientificpeer-review

  18. Published
  19. Published

    Complexity of sales situation and sales lead performance: An empirical study in business-to-business company

    Virtanen, T., Parvinen, P. & Rollins, M., 2015, In : Industrial Marketing Management. 45, February, p. 49-58

    Research output: Contribution to journalArticleScientificpeer-review

  20. Published

    Consistency or Complementarity? Optimizing Multi-Channel Selling Based on Online Click-Through Data

    Pöyry, E., Parvinen, P. & McFarland, R., 2015, Proceedings of 48th Hawaii International Conference on System Sciences (HICSS). IEEE Computer Society, (Annual Hawaii International Conference on System Sciences. Proceedings).

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  21. Published

    Core business processes link market orientation and business performance

    Jaakkola, M., Frösén, J., Parvinen, P., Santala, M. & Vassinen, A., 2015, Academy of Marketing Science Annual Conference (AMS), Baltimore, USA, May 20-23, 2009. Robinson, L. J. (ed.). Academy of Marketing Science (AMS), p. 32-36

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  22. Published

    Effective implementation of relationship orientation in new product launches

    Matikainen, M., Terho, H., Matikainen, E., Parvinen, P. & Juppo, A., 2015, In : Industrial Marketing Management. 45, February, p. 35-46

    Research output: Contribution to journalArticleScientificpeer-review

  23. Published

    E-selling: A new avenue of research for service design and online engagement

    Parvinen, P., Oinas-Kukkonen, H. & Kaptein, M., 2015, In : ELECTRONIC COMMERCE RESEARCH AND APPLICATIONS. 14, 4, p. 214-221

    Research output: Contribution to journalArticleScientificpeer-review

  24. Published

    Sequential Learning Of Profit Maximizing Sales Prices

    Kaptein, M. & Parvinen, P., 2015, Marketing Dynamism & Sustainability: Things Change, Things Stay the Same...: Proceedings of the 2012 Academy of Marketing Science (AMS) Annual Conference. Robinson, L. (ed.). p. 398-401 4 p. (Developments in Marketing Science).

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  25. Published

    Special section on e-selling and online engagement

    Parvinen, P., Oinas-Kukkonen, H. & Kaptein, M., 2015, In : ELECTRONIC COMMERCE RESEARCH AND APPLICATIONS. 14, 4, p. 213-213

    Research output: Contribution to journalArticleScientific

  26. Published

    The Danger of Engagement: Behavioral Observations of Online Community Activity and Service Spending in the Online Gaming Context

    Kaptein, M., Parvinen, P. & Pöyry, E., 2015, In : International Journal of Electronic Commerce. 20, 1, p. 50-75 26 p.

    Research output: Contribution to journalArticleScientificpeer-review

  27. 2014
  28. Published

    Introduction to HICCS-47 customer engagement and webflow user experience minitrack

    Parvinen, P., Oinas-Kukkonen, H. & Kaptein, M., 2014, 2014 47TH HAWAII INTERNATIONAL CONFERENCE ON SYSTEM SCIENCES (HICSS). p. 3014 1 p. (Proceedings of the Annual Hawaii International Conference on System Sciences).

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  29. Published

    Payment Anonymity in Pay-What-You-Want Pricing

    Pöyry, E. & Parvinen, P., 2014, 2014 Shopper Marketing and Pricing Conference, Stockholm, Sweden, 8-10 May, 2014. Grewal, D., Roggeveen, A. L. & Nordfält, J. (eds.). Stockholm School of Economics, p. 18-19

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  30. Published

    Pay-what-you-want - a field experiment on anonymity and reference price cues

    Pöyry, E. & Parvinen, P., 2014, 43rd European Marketing Academy Annual Conference (EMAC), Valencia, Spain, June 3-6, 2014. Bigné, E. (ed.).

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  31. Published

    Real-time adaptation of influence strategies in online selling

    Kaptein, M. & Parvinen, P., 2014, 47th Annual Hawaii International Conference on System Sciences (HICSS), Hawaii, USA, 6-9 January, 2014. Sprague, R. H. J. (ed.). IEEE Computer Society, p. 3100-3109

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  32. Published

    The causes and consequencies of price unfairness

    Somervuori, O., Pöyry, E. & Parvinen, P., 2014, 2014 Shopper Marketing and Pricing Conference, Stockholm, Sweden, 8-10 May, 2014. Grewal, D., Roggeveen, A. L. & Nordfält, J. (eds.). Stockholm School of Economics, p. 11-12

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  33. Published

    The significance of the new venture's first sale: The impact of founders' capabilities and proactive sales orientation

    Pitkänen, I., Parvinen, P. & Töytäri, P., 2014, In : Journal of Product Innovation Management. 31, 4, p. 680-694

    Research output: Contribution to journalArticleScientificpeer-review

  34. 2013
  35. Published

    Can we get from liking to buying?Behavioral differences in hedonic and utilitarian Facebook usage

    Pöyry, E., Parvinen, P. & Malmivaara, T., 2013, In : ELECTRONIC COMMERCE RESEARCH AND APPLICATIONS. 12, 4, p. 224-235

    Research output: Contribution to journalArticleScientificpeer-review

  36. Published

    Digital customer engagement minitrack

    Parvinen, P., Cheung, C., Oinas-Kukkonen, H. & Xiao, S., 2013, In : Proceedings of the Annual Hawaii International Conference on System Sciences. 1 p., 6480174.

    Research output: Contribution to journalEditorialScientific

  37. Published

    Myyntipsykologia : näin meille myydään

    Parvinen, P., 2013, Jyväskylä. 294 p.

    Research output: Book/ReportBookScientificpeer-review

  38. Published

    Nice to know you: Familiarity and influence in social networks

    Kaptein, M., Nass, C., Parvinen, P. & Markopoulos, P., 2013, 46th Annual Hawaii International Conference on System Sciences (HICSS), Maui, Hawaii, US, 7-10 January, 2013. Sprague, R. H. J. (ed.). Los Alamitos, California: IEEE Computer Society, p. 2745-2752 8 p. (Proceedings of the Annual Hawaii International Conference on System Sciences).

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  39. Published

    Optimizing offline adaptive selling through online click-through data

    Pöyry, E., Parvinen, P. & McFarland, R., 2013, Australian and New Zealand Marketing Academy Conference (ANZMAC), Auckland, New Zealand, 1-4 December, 2013. Australian and New Zealand Marketing Academy (ANZMAC)

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  40. Published

    Pay-what-you-want pricing - the impact of framing

    Parvinen, P., Pöyry, E. & Kaptein, M., 2013, American Marketing Association Winter Marketing Educators' Conference, Las Vegas, USA, February 15-17, 2013. Rindfleisch, A. & Burroughs, J. (eds.). Chicago: American Marketing Association (AMA)

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  41. Published

    Profiling research on consumer psychology

    Somervuori, O., Parvinen, P., Bragge, J. & Aspara, J., 2013, American Marketing Association Winter Marketing Educators' Conference, Las Vegas, USA, February 15-17, 2013. Rindfleisch, A. & Burroughs, J. (eds.). Chicago: American Marketing Association (AMA), p. 490-498

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  42. Published

    Sales activity systematization and performance: differences between product and service firms

    Parvinen, P., Aspara, J., Kajalo, S. & Hietanen, J., 2013, In : Journal of Business and Industrial Marketing. 28, 6, p. 494-505

    Research output: Contribution to journalArticleScientificpeer-review

  43. Published

    Theory vs. data driven learning in future e-commerce

    Parvinen, P., Kaptein, M. & Pöyry, E., 2013, 46th Annual Hawaii International Conference on System Sciences (HICSS), Maui, Hawaii, US, 7-10 January, 2013. Sprague, R. H. J. (ed.). Los Alamitos, California: IEEE Computer Society, p. 2763-2772

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  44. Published

    The power of "like" - interpreting usage behaviors in company-hosted Facebook pages

    Pöyry, E., Parvinen, P. & Malmivaara, T., 2013, 46th Annual Hawaii International Conference on System Sciences (HICSS), Maui, Hawaii, US, 7-10 January, 2013. Sprague, R. H. J. (ed.). Los Alamitos, California: IEEE Computer Society, p. 2773-2782

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  45. Published

    Using clicks to drive influence tactics picks: Optimizing offline adaptive selling through online click-through data

    Pöyry, E., Parvinen, P. & McFarland, R. G., 2013, 7th Global Sales Science Institute Annual Conference (GSSI), Aalen, Germany, June 26-28, 2013. Global Sales Science Institute (GSSI)

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  46. 2012
  47. Published

    Data-driven vs. theory-driven approaches to e-selling

    Parvinen, P., Kaptein, M. & Pöyry, E., 2012, 2nd International Conference on Management and Artificial Intelligence (ICMAI), Bangkok, Thailand, April 7-8, 2012. IACSIT Press, p. 103-108

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  48. Published

    Dynamically adapting sales influence tactics in e-commerce

    Parvinen, P. & Kaptein, M., 2012, 41st European Marketing Academy Annual Conference (EMAC), Lisbon, Portugal, 22-25 May, 2012. European Marketing Academy (EMAC)

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  49. Published

    Dynamically adapting sales influence tactics in e-commerce

    Parvinen, P. & Kaptein, M., 2012, Academy of Marketing Science Annual Conference (AMS), New Orleans, USA, May 16-19, 2012. Academy of Marketing Science (AMS)

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  50. Published

    Hedonic and utilitarian motivations to use Facebook brand communities and their effect on purchase intentions

    Pöyry, E., Parvinen, P. & Malmivaara, T., 2012, 6th Global Sales Science Institute Annual Conference (GSSI), Turku, Finland, June 13-15, 2012. Global Sales Science Institute (GSSI)

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  51. Published

    Hedonic and utilitarian search for electronic word-of-mouth

    Pöyry, E., Parvinen, P., Salo, J. & Blakaj, H., 2012, 45th Annual Hawaii International Conference on System Sciences (HICSS), Maui, Hawaii, USA, January 4-7, 2012. Sprague, R. H. J. (ed.). Los Alamitos, California, p. 1797-1806

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  52. Published

    The price of customer engagement: How substitution in online services leads to decreasing revenues

    Parvinen, P., Kaptein, M. & Lindholm, J., 2012, Academy of Marketing Science Annual Conference (AMS), New Orleans, USA, May 16-19, 2012. Academy of Marketing Science (AMS)

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  53. Published

    The price of customer engagement: How substitution in online services leads to decreasing revenues

    Parvinen, P., Kaptein, M. & Lindholm, J., 2012, 41st European Marketing Academy Annual Conference (EMAC), Lisbon, Portugal, 22-25 May, 2012. European Marketing Academy (EMAC)

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  54. Published

    The tradeoff between online community activity and consumption: evidence from online poker

    Lindholm, J., Kaptein, M. & Parvinen, P., 2012, 45th Annual Hawaii International Conference on System Sciences (HICSS), Maui, Hawaii, USA, January 4-7, 2012. Sprague, R. H. J. (ed.). Los Alamitos, California, p. 3238-3246

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  55. Published

    Weighted randomized probability matching: Sequential learning of profit maximizing prices

    Parvinen, P. & Kaptein, M., 2012, Academy of Marketing Science Annual Conference (AMS), New Orleans, USA, May 16-19, 2012. Academy of Marketing Science (AMS)

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  56. Published

    Weighted randomized probability matching: Sequential learning of profit maximizing prices

    Parvinen, P. & Kaptein, M., 2012, 41st European Marketing Academy Annual Conference (EMAC), Lisbon, Portugal, 22-25 May, 2012. European Marketing Academy (EMAC)

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  57. Published

    What is e-selling?

    Parvinen, P. & Tiainen, O., 2012, 6th Global Sales Science Institute Annual Conference (GSSI), Turku, Finland, June 13-15, 2012. Global Sales Science Institute (GSSI)

    Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

  58. 2011
  59. Published

    Awareness, action and context-specificity of blue ocean practices in sales management

    Parvinen, P., Aspara, J., Hietanen, J. & Kajalo, S., 6 Sep 2011, In : Management Decision. 49, 8, p. 1218-1234 17 p.

    Research output: Contribution to journalArticleScientificpeer-review

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