Concepedia

Paul Viio

PV

Statistics

Publications

4

Citations

179

H-Index

4

Active since

2011

Affiliations

Hanken School of Economics(Current)

Paul Viio is an author at Hanken School of Economics specializing in sales management, sales development, and marketing management.

Publications per year

2011–2016

4

Publications

4

Value-based sales process adaptation in business relationships

Paul Viio, Christian Grönroos · Industrial Marketing Management · 2014 · 59 citations

Management, Marketing, Marketing Management +14

How buyer–seller relationship orientation affects adaptation of sales processes to the buying process

Paul Viio, Christian Grönroos · Industrial Marketing Management · 2015 · 55 citations

Management, Marketing, Marketing Management +10

Understanding the sales-marketing interface dysfunction experience in business-to-business firms: A matter of perspective

Avinash Malshe, Jeff S. Johnson, Paul Viio · Industrial Marketing Management · 2016 · 41 citations

Management, Marketing, Marketing Management +14

Strategic Sales Process Adaptation: Relationship Orientation of the Sales Process in a Business-to-Business Context

Paul Viio · Työväentutkimus Vuosikirja · 2011 · 24 citations · Full text

Management, Marketing Management, Strategic Management +16

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