The study is carried out by an experienced, multidisciplinary research group that combines basic research and applied research, an ideal set-up to bring novel findings that are elaborated further to enable repeatable implementation. The three research groups come from HAAGA-HELIA (leader of the consortium), Aalto University, and the University of Helsinki. This consortium enables integrating expertise from different academic fields to address the research topic and build a novel collaboration.
MANIA will create new scientific knowledge and practical methods that support companies to develop well fitted value proposals and to manage customer interaction that resonates business buyers’ emotions and non-economic appreciations along a series of sales encounters. Eight ambitious Finnish companies from different fields of business participate in the study. MANIA applies a novel mix of methods such as narrative analysis of interviews, and conversation analytic study of digitally video recorded sales encounters and MBTI profiling to gain a rich understanding of the current practices in the participating firms and among their customers.
|Todellinen alku/loppupvm||01/01/2014 → 30/09/2016|
Tutkimustuotos: Lehtiartikkeli › Article › Scientific › vertaisarvioitu
Micro-role transitions in first-time service sales meetings: Insights from institutional talk using conversation analysisHolopainen, M., Niemi, J. J., Timonen, H. & Reissner, S., 2016.
Tutkimustuotos: Artikkeli kirjassa/konferenssijulkaisussa › Konferenssiesitys › Scientific › vertaisarvioitu
The performance of a sales meeting: Enacting interactional competence in professional business servicesTimonen, H., Holopainen, M., Haakana, M., Niemi, J. J. & Kaski, T., 2015.
Tutkimustuotos: Artikkeli kirjassa/konferenssijulkaisussa › Konferenssiesitys › Scientific