Publications with participation of AASE members

The following list shows publications done with participation or under supervision of members of the AASE.

2020

Schneider-Störmann L., Muhamete F. (2020) Die Chance für die Wende zum digitalen Vertrieb nutzen. Sales Excellence, No 11. https://doi.org/10.1007/s35141-020-0390-y

Kagermann D., Lang K., Roscher A. (2020) Mehr Lernerfolg durch die Digitalisierung der Lehre. Sales Excellence, No 11. https://doi.org/10.1007/s35141-020-0392-9

Barrantes, L. (2020)
Vertriebsingenieur studieren. Sales Excellence, No 11. https://doi.org/10.1007/s35141-020-0396-5

Reunanen T., Einolander J. (2020)
Correlations in Time Management and Organizational Commitment. In: Kantola J., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2020. Advances in Intelligent Systems and Computing, vol 1209. Springer, Cham. https://doi.org/10.1007/978-3-030-50791-6_27

Reunanen T., Kontio E., Lahtiranta J. (2020)
Concurrent Research and Decentralized Decision Making as an Accelerator from Idea to Business – Case Turku Finland. In: Kantola J., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2020. Advances in Intelligent Systems and Computing, vol 1209. Springer, Cham. https://doi.org/10.1007/978-3-030-50791-6_26

Reunanen T., Eckhaus E. (2020)
Lack of Authority, Failure of Leadership–Burden of Not Being Led. In: Kantola J., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2020. Advances in Intelligent Systems and Computing, vol 1209. Springer, Cham. https://doi.org/10.1007/978-3-030-50791-6_28

Penttinen M., Raitala L., Reunanen T., Kantola J. (2020)
The Effects of Leadership and Management to Organizational Atmosphere and the Impact to Cash Flow Earnings: A Study from SME-Companies in Finland. In: Kantola J., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2020. Advances in Intelligent Systems and Computing, vol 1209. Springer, Cham. https://doi.org/10.1007/978-3-030-50791-6_20

Penttinen M., Holopainen T., Raitala L., Rosala L., Kantola J. (2020)
The Dividers for Continuum of Business in Business Transfer Situations and Impacts to Cash Flow Earnings: A Study from SME-Companies in Finland. In: Kantola J., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2020. Advances in Intelligent Systems and Computing, vol 1209. Springer, Cham. https://doi.org/10.1007/978-3-030-50791-6_23

Berger T., Holopainen T., Seidenstricker S. (2020)
Analysis of Reading Offers: The Case of Finland and Germany. In: Kantola J., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2020. Advances in Intelligent Systems and Computing, vol 1209. Springer, Cham. https://doi.org/10.1007/978-3-030-50791-6_62

Venermo A., Rantala J., Holopainen T. (2020)
From Sales Funnel to Customer Journey. In: Kantola J., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2020. Advances in Intelligent Systems and Computing, vol 1209. Springer, Cham. https://doi.org/10.1007/978-3-030-50791-6_25

Holopainen T., Rantala J., Virtanen M., Korhonen T. (2020)
Sales Process Evolution. In: Kantola J., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2020. Advances in Intelligent Systems and Computing, vol 1209. Springer, Cham. https://doi.org/10.1007/978-3-030-50791-6_22

Rantala J., Yllikäinen M., Holopainen T. (2020)
Competences in Expert Sales. In: Kantola J., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2020. Advances in Intelligent Systems and Computing, vol 1209. Springer, Cham. https://doi.org/10.1007/978-3-030-50791-6_16

Bullemore, J., Anlanger, R., Görne, J. (2020)
Cultural influence in salespeople behaviors and emotional regulation. Revista espacios Vol. 41 (25) 2020. http://revistaespacios.com/a20v41n25/20412521.html

Jaskari R., Holopainen T., Reunanen T., Grotjahn M., Röhr T., Schneider-Störmann L. (2020)
ENGINE Model – Changing Higher Education with Industry Cooperation. In: Kantola J., Nazir S. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2019. Advances in Intelligent Systems and Computing, vol 961. Springer, Cham. https://doi.org/10.1007/978-3-030-20154-8_16

Holopainen T., Rantala J. (2020)
Value Creation in Three Clusters Focusing on Chemistry. In: Kantola J., Nazir S. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2019. Advances in Intelligent Systems and Computing, vol 961. Springer, Cham. https://doi.org/10.1007/978-3-030-20154-8_3

Reunanen T. (2020)
Responsibility Caps from Strategy to Operations in Leadership and Management – Conceptual Model. In: Kantola J., Nazir S. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2019. Advances in Intelligent Systems and Computing, vol 961. Springer, Cham. https://doi.org/10.1007/978-3-030-20154-8_15

Reunanen T., Eckhaus E. (2020)
Leadership Role Models for Young Professionals – Case Study from Finnish University Students. In: Kantola J., Nazir S. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2019. Advances in Intelligent Systems and Computing, vol 961. Springer, Cham. https://doi.org/10.1007/978-3-030-20154-8_4

Schneider-Störmann L., Röhr T., Jaskari R., Holopainen T., Reunanen T. (2020)
Enhanced Higher Education – Industry Cooperation Improving Work Capabilities of Sales Engineering Graduates. In: Kantola J., Nazir S. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2019. Advances in Intelligent Systems and Computing, vol 961. Springer, Cham. https://doi.org/10.1007/978-3-030-20154-8_1

2019

Holopainen T., Röhr T., Tómasson M., Murzin M., Ben-Amor M. (2019)
Sales Competition as Education Method – The Case of the European Sales Engineering Team Competition. In: Kantola J., Nazir S., Barath T. (eds) Advances in Human Factors, Business Management and Society. AHFE 2018. Advances in Intelligent Systems and Computing, vol 783. Springer, Cham. https://doi.org/10.1007/978-3-319-94709-9_7

Schneider-Störmann, L.; Büttner, J. (2019)
Wie digital muss eigentlich Vertrieb sein? Sales Excellence, No. 12

2018

Bäuerle M.; Görne J. (2018)
Comparison and Usage of the Boston Consulting-protfolio and the McKinsey-portfolio. Report HS Aalen

Turku University of Applied Sciences (2018)
Journal of Excellence in Sales. 1/2018

Reunanen T., Röhr T., Holopainen T., Schneider-Störmann L., Görne J. (2018)
On the Basis of the Sales Engineering Competences and Education. In: Kantola J., Barath T., Nazir S. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2017. Advances in Intelligent Systems and Computing, vol 594. Springer, Cham. https://doi.org/10.1007/978-3-319-60372-8_16

2017

Turku University of Applied Sciences (2017b)
Journal of Excellence in Sales. 2/2017

Turku University of Applied Sciences (2017)
Journal of Excellence in Sales. 1/2017

Reunanen T. (2017)
Engineering Education. The Academic Association of Sales Engineering, Finland, discusses technical and economic solutions for customers. Pan European Network Science & Technology, September, pp. 32-33

2016

Academic Association of Sales Engineering (2016)
AASE Roadmap on Sales Engineering Education. Aschaffenburg, Germany

Anlanger R., Engel W., Schuster R., Weiche G. (2016)
Panelstudie 2016 – Status quo des technischen Vertriebs. ISBN 978-3-902624-46-8

Koch V. (2016)
The Importance of Sales Engineers in Germany, Europe and the United States. Bachelor thesis submitted at HTW Aalen, Germany.

Nagel M. (2016)
Understanding the Sales Mechanisms in B2B Sales. Master thesis submitted at HTW Aalen, Germany

2015

Gorne J. (2015)
Setting Priorities in Customer Portfolio Management. GSSI Conference 2015, Hiroshima, Japan

Schneider-Störmann L. (2015)
Structural analysis of negotiating situations. Performance of Sales Engineers“ Sales Conference, 8.5.2015, Aalen, Germany

2014

Görne J. (2014)
Professionalization and Scientification of Sales. GSSI Conference 2014, Birmingham, United Kingdom

2012

Murzin M. ; Masharin V. (2012)
Optimierung strategischer Vertriebsprozesse in mittelständischen Unternehmen. MarkeZin #3, pp 43-55, Karlsruhe, Germany

2009

Görne J. (2009)
Sales Control in B2B Business. GSSI Conference 2009, Clermont-Ferrand, France