Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditionsAnna Salonen, Risto Rajala, Ari Virtanen et al.|Journal of the Academy of Marketing Science|2020Cited by 65
Opportunities for value-based selling in an economic crisis: Managerial insights from a firm boundary theoryJoona Keränen, Harri Terho, Anna Salonen|Industrial Marketing Management|2020Cited by 34
Toward a contextualized understanding of inside sales: the role of sales development in effective lead funnel managementHarri Terho, Meri Yrjänen, Anna Salonen|Journal of Business and Industrial Marketing|2022Cited by 20
Gain-sharing in performance-based contracting: How risk and fairness drive business customers' willingness-to-switch to a gain-sharing arrangementJoona Keränen, Dirk Totzek, Harri Terho et al.|Industrial Marketing Management|2023Cited by 13