Helsinki School of Economics

Displaying 1-4 of 4 results

  • White Papers // Jan 2011

    Mobile Security as a Service

    The purpose of this paper is to study how a software product company can expand its product-based business with the Software as a Service (SaaS) model in the mobile setting. In this research paper, the authors examine how the SaaS model can be implemented by a software company with existing...

    Provided By Helsinki School of Economics

  • White Papers // Aug 2010

    An Exploratory Empirical Examination Of Blue Ocean Practices In Sales Management

    The paper investigates the role of totally new value creation mechanisms in a company's sales strategy. Using value creation and strategic marketing as theoretical approaches, the paper looks at the way in which blue ocean strategy is proliferated to sales management activities, and business results. This paper reports on a...

    Provided By Helsinki School of Economics

  • White Papers // Aug 2010

    Adhering To The Business Model: Differences In Sales Processes Between B2B Service And Non-Service Firms

    Exploratory research on the impact of systematic selling processes on profitable growth in Business-To-Business (B2B) companies. The research compares companies focusing on service offerings to those focusing on non-service offerings. Survey containing 85 questions in four sales process management domains (customer acquisition, customer retention, customer relationship reactivation and customer relationship...

    Provided By Helsinki School of Economics

  • White Papers // Sep 2009

    Towards a More Social Perspective of Network Management: An Action Research Study on Trust and Commitment

    This paper focuses on network management. The paper highlights the social perspective of network management and presents an action research study on creating, maintaining and restoring trust and commitment in a network. Through theoretical review and empirical findings, the paper discusses how trust can be divided into initial and evolved...

    Provided By Helsinki School of Economics

  • White Papers // Aug 2010

    An Exploratory Empirical Examination Of Blue Ocean Practices In Sales Management

    The paper investigates the role of totally new value creation mechanisms in a company's sales strategy. Using value creation and strategic marketing as theoretical approaches, the paper looks at the way in which blue ocean strategy is proliferated to sales management activities, and business results. This paper reports on a...

    Provided By Helsinki School of Economics

  • White Papers // Aug 2010

    Adhering To The Business Model: Differences In Sales Processes Between B2B Service And Non-Service Firms

    Exploratory research on the impact of systematic selling processes on profitable growth in Business-To-Business (B2B) companies. The research compares companies focusing on service offerings to those focusing on non-service offerings. Survey containing 85 questions in four sales process management domains (customer acquisition, customer retention, customer relationship reactivation and customer relationship...

    Provided By Helsinki School of Economics

  • White Papers // Sep 2009

    Towards a More Social Perspective of Network Management: An Action Research Study on Trust and Commitment

    This paper focuses on network management. The paper highlights the social perspective of network management and presents an action research study on creating, maintaining and restoring trust and commitment in a network. Through theoretical review and empirical findings, the paper discusses how trust can be divided into initial and evolved...

    Provided By Helsinki School of Economics

  • White Papers // Jan 2011

    Mobile Security as a Service

    The purpose of this paper is to study how a software product company can expand its product-based business with the Software as a Service (SaaS) model in the mobile setting. In this research paper, the authors examine how the SaaS model can be implemented by a software company with existing...

    Provided By Helsinki School of Economics