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