Journal articles
Möller, K. Svahn, S. (2009) How to influence the birth of new business fields – Network perspective, Industrial Marketing Management, 38(4), pp. 450-458.
Ruokolainen, J. and Mäkelä, M. (2007). Constructing a market domain model for start-up technology companies: a case example from software business, Journal of Engineering and Technology Management, 24(3), pp. 186-202.
Ruokolainen, J., (2008). How to build the first customer reference to support the growth of a start-up software technology company: an iterative market entry through several sequential customer cases, European Journal of Innovation Management, 11(2), pp. 282-305.
Svahn, S. & Vaaramäki, T. (2009) Networked business models for train ICT system implementation, Business Review, Cambridge, 12(1), pp. 86-92
Svahn, S. & Westerlund, M. (2009) Purchasing strategies in supply relationships, Journal of Business & Industrial Marketing, 34, 3/4, pp. pp. 173-181
Uusitalo, O. and Mikkola, T. (2010) Revisiting the Case of Float Glass: Understanding the Industrial Revolution through the Design Envelope, European Journal of Innovation Management, 13(1), pp. 1460-1060.
Conference papers 2011
Uusitalo, O. (2011) Organizing the suppliers - Nokia within the telecom industry. Paper accepted for presentation at the 21th NFF Conference, held at 24-27 August 2011, Stockholm, Sweden.
Uusitalo, O. and Grønhaug, K. (2011) The Success Resources for a Growth Strategy - The Port of Kokkola. Paper accepted for presentation in the 21th NFF Conference, held at 24-27 August 2011, Stockholm, Sweden.
Uusitalo, O. and Grønhaug, K. (2011) Licensing in International Business-to-Business Markets: The Role of Service-Dominant Logic. Paper accepted for presentation in the 21th NFF Conference, held at 24-27 August 2011, Stockholm, Sweden.
Uusitalo, O. and Grønhaug, K. (2011) Licensing Dominant Logic in Business to Business Marketing. Paper accepted for presentation at the 40th EMAC European Marketing Academy Conference, held at 24-27 May 2011, Ljubljana, Slovenia.
Uusitalo, O. (2011) Path dependence - the US cement manufacturing technology in 1950-1980, A paper presented at the 2nd International Conference on Path Dependence, 3-4 March, 2011.
Conference papers 2010
Kaunonen, A. (2010) The Development of Industrial Buyer-Seller Relationships in a Chinese Context. The 26th IMP Conference, 2-4 September, 2010 Budapest, Hungary.
Kaunonen, A., Polsa, P. & Fan X. (2010) Industrial buyer-seller relationship process models and guanxi. ISBM 2010 Academic Conference, 11-12 August, 2010, Boston, U.S.A.
Lehti, O. and Uusitalo, O. (2010) The role of experts in creating customer value. The 26th IMP Conference (CD), 2-4 September, 2010, Budapest, Hungary.
Lehtimäki, P., Uusitalo, O. and Lehtimäki, M. (2010) The requirements for a sme heading to integrated solution sales. The 26th IMP Conference (CD), 2-4 September, 2010, Budapest, Hungary.
Mikkola, T and Uusitalo, O. (2010) Explaining the new industry emergence with networks, A case-study of the laser industry in Finland, Paper for Proceedings of international work shop: Understanding the emergence of new industries. Between path dependency and path plasticity, the University of Torino, Department of Economics & Collegio Carlo Alberto, 7-8 October, 2010, Turin, Italy.
Mikkola, T. and Uusitalo, O. (2010) Making strategic decisions in the changing networks - observations from the Scandinavian flat glass industry. The 26th IMP Conference (CD), 2-4 September, 2010, Budapest, Hungary.
Mikkola, T. and Uusitalo, O. (2010) Reconsidering the membership in the emerging university-based knowledge network. The 9th EBRF 2009 Conference, 23-25 September, 2009, Jyväskylä, Finland.
Ruokolainen, J. and Uusitalo, O. (2010) Enabling innovations in a commercial virtual organization. The 26th IMP Conference (CD), 2-4 September, 2010, Budapest, Hungary.
Talonen, P. & Uusitalo, O. (2010) Marketing Communication Channels for Capital Goods in entrepreneurial SME’s: Impact of web communication interaction with customers. ISBM Institute for the Study of Business Markets Conference. 11-12 August, 2010, Boston, U.S.A.
Uusitalo, O. (2010) Service-Dominant Logic and licensing in the business to business market. The 2010 International Colloquium on Relationship Marketing, Henley Business School, UK, September 28-29, 2010, CD.
Uusitalo, O. (2010) Social innovations facilitating the quick adoption of e-banking in Finland. In the Proceedings of ECIE 2010, The 5th European Conference on Entrepreneurship and Innovation, 16-17 September, 2010, Athens, Greece.
Uusitalo, O. and Mikkola, T. (2010) Commercialization of a new innovation in the US market. In the Proceedings of the Annual Conference of the Academy of Innovation and Entrepreneurship, 9-11 July, 2010, Tsinghua University, Beijing, China.
Uusitalo, O., Jaakkola, H. and Grønhaug, K. (2010) Information Systems – Fit or Hit the Needs, to be in the Proceedings of MIPRO 2010 33nd International Convention, Computers in Education, 24-28 May, 2010, Opatija, Croatia.
Conference papers 2009
Jaakkola, H., Uusitalo, O. and Henno, J. (2009) Adaptation in IS integration and Enterprise Migration. In the Proceedings of MIPRO 2009 32nd International Convention, Computers in Education, 25th-29th May 2009, Opatija, Croatia.
Kaunonen, A. & Uusitalo, O. (2009) Discontinuities in Industrial Buyer-Seller Relationships – Reflections on Ford et al.’s (1998; 2003) Buyer-Seller Relationship Development Model, 4th International Conference on Business Market Management. 18-20 March, 2009, Copenhagen, Denmark.
Kaunonen, A. & Uusitalo, O.H. (2009) The Lack of Suitability of Ford et al.'s (1998; 2003) Industrial Buyer-Supplier Relationship Development Stage Model in a Cross-Cultural Context, The 25th IMP Conference Euromed Management. 4-6 September, 2009, Marseille, France.
Mahlamäki, T. and Uusitalo, O. (2009) Factors affecting the key account manager performance, The ANZMAC conference, 1-3 December, 2009, Melbourne, Australia
Mahlamäki, T. and Uusitalo, O. (2009) Factors affecting the key account manager performance, The 25th IMP Conference (CD), 2-5 September, 2009, Marseille, France.
Mahlamäki, T., Uusitalo, O. and Suursalmi, R. (2009) Job Responsibilities of Finnish Key Account Managers. Paper presented in the 20th NFF Conference “Business as Usual”, 19-21 August, 2009, Turku, Finland.
Mikkola T., Uusitalo, O. and Puustinen, K. (2009) Relationships within a cluster in emerging business fields - Case-studies of optoelectronics and biotechnology at Tampere, The 25th IMP Conference (CD), 2-5 September, 2009, Marseille, France.
Mikkola, T and Uusitalo, O (2009) Commercializing academic research - the rise of the laser manufacturing companies at Tampere, 19th Nordic Workshop on Interorganisational Research 12-14 August, 2009, Jönköping, Sweden.
Mikkola, T. and Uusitalo, O. (2009) University-based Research Center Making Space for Supplier-Customer Interaction - Case: Optoelectronics at Tampere. Paper Submitted to the International Conference on Business Market Management, 18-20 March, 2009, Copenhagen, Denmark.
Mikkola, T., Svahn, S. and Uusitalo, O (2009) Intellectual capital management challenges of regional clusters in emerging business fields, Intellectual Asset Centre Congress and International Forum On Knowledge Asset Dynamics (IFKAD 2009) "Intellectual Capital Management and Innovation Capacity", 17-18 February, 2009, Glasgow, Scotland, UK.
Ojala, M. and Uusitalo, O. (2009) Development and challenges of partnering in public-private relationship, The 25th IMP Conference (CD), 2-5 September, 2009, Marseille, France.
Uusitalo, O (2009) Definition of innovation - The complexity of nonassembled products, An Interactive Paper, Academy of Management Meeting, 7-11 August, 2009, Chicago, Illinois.
Uusitalo, O. and Mikkola, T. (2009) The interplay between industry, innovation and intrapreneurship – the case of float glass, in the Proceedings of the Annual Conference of the Academy of Innovation and Entrepreneurship, 16-18 July, 2009, Tsinghua University, Beijing, China.
Uusitalo, O. and Svahn, S. (2009) The shining growth and downfall of Nokia’s contract manufacturer: case Eimo, Competitive Paper Submitted to the International Conference on Business Market Management, 18-20 March, 2009, Copenhagen, Denmark.
Uusitalo, O., Grønhaug, K. and Chakrabarti, A. (2009) Understanding of complex contexts of nonassembled products - The case of the steel screw foundation, A paper presented in the 20th NFF Conference “Business as Usual”, 19-21 August, 2009, Turku, Finland.
Uusitalo, O., Wendelin, R. and Mahlamäki, T. (2009) Branding as an opportunity of SMEs’ internationalization strategy in B2B market, The 25th IMP Conference (CD), 2-5 September, 2009, Marseille, France.
Conference papers 2008
Heikinheimo, M. and Uusitalo, O. (2008) How do service companies grow and internationalise? – A case analyses of the Finnish IT-service companies, 34th EIBA International Business and Catching –Up Economies, Annual Conference, Work-in-Progress Papers, 11-13 December, 2008, Tallinn, Estonia,
Kaunonen, A. & Uusitalo, O. (2008) The Challenge of Cold Calls in Services Sales of Project Business. 3rd International Conference on Business Market Management, 12-14 March, 2008, St. Gallen, Switzerland.
Kaunonen, A. & Uusitalo, O.H. (2008) The Sales of After-Sales Services of Investment Products in Different Cultural Environments. 37th EMAC Conference, 27-30 May, 2008, Brighton, United Kingdom.
Lyly-Yrjänäinen, J., Petri Suomala, P. and Uusitalo, O. (2008) Global Key Account as a Vehicle for Diffusing Subsidiary Initiatives in Multinational Corporations, The 3rd International Conference on Business Market Management 12-14 March, 2008, St. Gallen, Switzerland.
Mahlamäki, T, Uusitalo, O. and Repo, S. (2008) Examining the Role of Personal Communication in Business Simulations, Case INTOPIA, The ANZMAC conference, 1-3 December, Sydney, Australia.
Ojala, M., Uusitalo, O. and Mahlamäki, T. (2008) Special characteristics of public-private relationships - The case of Finnish Defence Forces, The 24th International Conference on Industrial Marketing and Purchasing (CD), in Work – in - Progress Papers, 3-6 September, 2008, Uppsala, Sweden.
Uusitalo, O. (2008) The Positioning Strategy of New Products, the 8th EBRF 2008 Conference, 22-24 September, 2008, Helsinki - Stockholm. Finland - Sweden.
Uusitalo, O. and Lehti, O. (2008) The Risk of Loosing Customer Value while Standardizing Industrial Investment Products, The 3rd International Conference on Business Market Management, 12-14 March, 2008, St. Gallen, Switzerland.
Uusitalo, O. and Uuskoski, M. (2008) Improving Supplier and Customer Relationship Management through Organizational Learning, The 24th International Conference on Industrial Marketing and Purchasing (CD), in Competitive Papers, 3-6 September, 2008, Uppsala, Sweden.
Uuskoski, M. and Uusitalo, O. (2008) Application of Dance Course Metaphor in Organizational Learning Between Supplier and Customer Relationship Management, The 3rd International Conference on Business Market Management, 12-14 March, 2008, St. Gallen, Switzerland.
Conference papers 2007
Lyly-Yrjänäinen, J., Suomala, P. and Uusitalo, O. (2007) Global Key Account as a Vehicle for Diffusing Subsidiary Initiatives in Multinational Companies, The 7th EBRF 2007 Conference 25-27 September, 2007, Jyväskylä, Finland..
Ruokolainen, J., (2007). How to build the first customer reference to support the growth of a start-up software technology company: an iterative market entry through several sequential customer cases, competitive paper, The 23th International Conference on Industrial Marketing and Purchasing, in Competitive Papers, 27-30 August, 2007, Manchester, UK.
Ruokolainen, J., (2007). The qualitative use of a customer reference in marketing in start-up technology companies – a constructive study, work-in-progress paper, Proceedings in the 2nd International Conference on Business Market Management, 26-27 March, 2007, Delft, the Netherlands.
Uusitalo, O. (2007) Forgotten Inventions and Serendipity in Turning them into Innovations, in Proceedings of 14th International Product Development Management Conference, Part III, 11-12 June, 2007, Porto, Portugal, pp. 1523 – 1532.
Uusitalo, O. (2007) The Impacts of Technological Change on the Industry - The Case of the Scandinavian Cement Industry in the 20th Century, The 23th International Conference on Industrial Marketing and Purchasing, in Competitive Papers, 27-30 August, 2007, Manchester, the UK.
Uusitalo, O. and Grønhaug, K. (2007) Are information systems beneficial, The 19th Nordic Academy of Management Conference, 9-11 August, 2007, Bergen, Norway.
Uusitalo, O. and Lattunen, M. (2007) A Method For Accounting Productivity In Sales Process Of Industrial Products, Proceedings in the 2nd International Conference on Business Market Management, 26-27 March, 2007, Delft, the Netherlands.
Uusitalo, O. and Mahlamäki, T. (2007) Validation of the Business Simulation as a Holistic Tool for Teaching / Learning in International Business Management, the 7th EBRF 2007 Conference, 25-27 September, 2007, Jyväskylä, Finland.
Uusitalo, O., Grønhaug, K. and Mahlamäki, T. (2007) Business decisions and networking: Experiences with INTOPIA, a business simulation, A paper presented in the 19th Nordic Academy of Management Conference, 9-11 August, 2007, Bergen, Norway.
Conference papers 2006
Ruokolainen, J. and Mäkelä, M., (2006). Employing the first customer reference to support the marketing of software products: An analysis based on quantitative and qualitative evidence, in Proceedings of the 22th International Conference on Industrial Marketing and Purchasing, competitive paper, 7-9 September, 2006, Milan, Italy.
Uusitalo, O and Grønhaug, K. (2006) The Expectations and Consequences of International Partnership: The Case of Benecol, in Proceedings of the 22th International Conference on Industrial Marketing and Purchasing, work in progress papers, 7-9 September, 2006, Milan, Italy.
Dissertations
Kaunonen, A. (2010) The Development of Industrial Buyer-Seller Relationships in a Chinese Context. Dissertation. Tampere University of Technology. Industrial Management. Tampere. 218 p.
Mahlamäki, T. (2010) The Influence of Personality on the Job Performance of Key Account Managers. Dissertation. Tampere University of Technology. Industrial Managament. Tampere. 204 p.
Fikopa publications
Journal articles 2011 (peer-reviewed process)
Mäenpää, I. & Voutilainen, R. (2011) Insurances for human capital risk management in SMEs. Journal of Information and Knowledge Management Systems (accepted for publication).
Journal articles 2010 (peer-reviewed process)
Jaakkola, H., Uusitalo, O. and Henno, J. (2010) IS integration and Enterprise Migration - Adaptation in Global Context. International Journal of Intelligent Support Systems 3 (1-2) 78-89.
Conference articles 2011 (peer-reviewed process)
Kuokkala, H-R. (2011) Do service providers know what creates value for their customers? Defining customer perceived value in bank-SME relationships.Paper accepted as a poster at the 40th EMAC European Marketing Academy Conference, held at 24-27 May 2011, Ljubljana, Slovenia.
Lamminen, K. & Uusitalo, O. (2011) Modularity in financial services: Defining the base service package for SME customers. Paper accepted for presentation at the 40th EMAC European Marketing Academy Conference, held at 24-27 May 2011, Ljubljana, Slovenia. Abstract in Finnish
Lamminen, K. & Kuokkala, H-R. (2011) What is the customer perceived value of e-invoicing for SMEs? Paper accepted for presentation at the 5th BMM Business Marketing Management Conference, held at 18-20 May 2011, Tampere, Finland. Abstract in Finnish
Mäenpää, I. (2011) Transition to solutions business in service-dominant settings: identifying the value drivers for service providers and their customers. Paper accepted for presentation at the 40th EMAC European Marketing Academy Conference, held at 24-27 May 2011, Ljubljana, Slovenia.
Mäenpää, I. & Voutilainen, R. (2011) The power of integration of combined offerings between a bank and an insurance company. Paper accepted for presentation at the 5th BMM Business Marketing Management Conference, held at 18-20 May 2011, Tampere, Finland. Abstract in Finnish
Conference articles 2010 (peer-reviewed process)
Kuokkala, H-R., Mäenpää, I. & Uusitalo, O. (2010) The account manager's role in value co-creation: building co-operative relationships between banks and SMEs. Paper presented at the 26th IMP International Marketing and Purchasing Group Conference, 2-4 September, 2010, Budapest, Hungary. Abstract in Finnish
Kuokkala, H-R., Mäenpää, I. & Uusitalo, O. (2010) The ingredients of customer value in banking services: defining the needs of small and medium-sized enterprises. Paper presented at FSI Financial Services Institute Symposium, 9-11 September, 2010, New York, USA. Abstract in Finnish
Mäenpää, I., Voutilainen, R. & Uusitalo, O. (2010) Intellectual capital risk management in SMEs: managing human capital risks with insurances. Paper presented at the 5th IFKAD International Forum on Knowledge Asset Dynamics, 24-26 June, 2010, Matera, Italy. Abstract in Finnish
Mäenpää, I., Kuokkala, H-R. & Uusitalo, O. (2010) The applicability of integrated solutions for SME customers in the financial industry. Paper presented at the 26th IMP International Marketing and Purchasing Group Conference, 2-4 September 2010, Budapest, Hungary. Abstract in Finnish
Mäenpää, I., Kuokkala, H-R. & Uusitalo, O. (2010) Integrated solutions in the financial industry: SME customers' perceptions on one-stop-shopping. Paper presented at the ISBM Institute for the Study of Business Markets Conference, 11-12 August, 2010, Boston, USA. Abstract in Finnish
Mäenpää, I., Kuokkala, H-R. & Uusitalo, O. Integrated solutions in the financial industry: disparities between supplier and SME customer perceptions. Paper presented at FSI Financial Services Institute Symposium, 9-11 September, 2010, New York, USA. Abstract in Finnish
Uusitalo, O. (2010) Social innovations facilitating the quick adoption of e-banking in Finland. Paper forProceedings of ECIE 2010, The 5th European Conference on Entrepreneurship and Innovation, 16-17 September, 2010, Athens, Greece.
Wendelin, R. (2010) Challenges with developing total business solutions in banking cases from four European countries. Paper accepted but not presented in FSI Financial Services Institute Symposium, 9-11 September 2010, New York, USA.