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[{"key": "dc.contributor.advisor", "value": "Skippari, Mika", "language": "", "element": "contributor", "qualifier": "advisor", "schema": "dc"}, {"key": "dc.contributor.author", "value": "Riepponen, Taina", "language": "", "element": "contributor", "qualifier": "author", "schema": "dc"}, {"key": "dc.date.accessioned", "value": "2019-07-31T09:47:41Z", "language": "", "element": "date", "qualifier": "accessioned", "schema": "dc"}, {"key": "dc.date.available", "value": "2019-07-31T09:47:41Z", "language": "", "element": "date", "qualifier": "available", "schema": "dc"}, {"key": "dc.date.issued", "value": "2019", "language": "", "element": "date", "qualifier": "issued", "schema": "dc"}, {"key": "dc.identifier.uri", "value": "https://jyx.jyu.fi/handle/123456789/65172", "language": "", "element": "identifier", "qualifier": "uri", "schema": "dc"}, {"key": "dc.description.abstract", "value": "Outsourcing a sales task instead of an entire sales function has gained popularity among companies operating in B2B markets. Sales operates right in the customer interface which makes it a critical business function to outsource. However, prospecting as a sales task requires little firm related expertise and more technological related one, which makes it attractive to firms to outsource. Current research in outsourcing outcome determinants has a considerable gap in terms of a timely phenomenon of a sales task outsourcing. This study utilizes a framework, created by Lacity et al. (2016), that concerns outsourcing outcome determinants when outsourcing an entire business function and expands the current knowledge by exploring such outsourcing outcome determinants in prospecting outsourcing. Further, the study explores possible risks in prospecting outsourcing and ways to avoid such. The study was conducted as a qualitative single case study for which eight client-side informants and two provider-side experts were interviewed. The main findings of the study emphasize the importance of communication, client understanding, and trust when aiming for successful prospecting outsourcing. A significant amount of the findings are parallel to the current knowledge in business function outsourcing. However, the study also revealsfourdeterminantsthat are new to prior research and seem to affect prospecting outsourcing success: customer understanding, proactivity, a client-specific communication, and provider-specific communication.", "language": "en", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.abstract", "value": "Yksitt\u00e4isten myyntiprosessiin liittyvien teht\u00e4vien ulkoistaminen on yleistynyt B2Bmarkkinoilla toimivien yritysten keskuudessa. Sen sijaan, ett\u00e4 yritykset ulkoistaisivat\r\nkoko myyntiprosessin, yh\u00e4 useampi yritys ulkoistaa yksitt\u00e4isen myyntiprosessiin\r\nliittyv\u00e4n teht\u00e4v\u00e4n. Myynti toimii yrityksen asiakasrajapinnassa, joka tekee siit\u00e4 kriittisen\r\nkohteen ulkoistamiselle. Prospektointi vaatii v\u00e4h\u00e4n yrityskohtaista asiantuntijuutta\r\nkeskittyen enemm\u00e4n tekniseen ja prosessikohtaiseen asiantuntijuuteen, joka tekee siit\u00e4\r\nhoukuttelevan ulkoistamiskohteen. Nykytutkimus liittyen ulkoistamisen lopputulemiin\r\nvaikuttaviin tekij\u00f6ihin ei kata t\u00e4llaista ajankohtaista yksitt\u00e4isen myyntiteht\u00e4v\u00e4n\r\nulkoistamista.\r\nT\u00e4m\u00e4 tutkimus hy\u00f6dynt\u00e4\u00e4 olemassa olevaa tutkimusmallia (Lacity et al. 2016),\r\njoka keskittyy ulkoistamisen lopputulemiin vaikuttaviin tekij\u00f6ihin koskien kokonaisen\r\nprosessin ulkoistamista, ja laajentaa nykytiet\u00e4myst\u00e4 selvitt\u00e4en kyseisi\u00e4 tekij\u00f6it\u00e4 koskien\r\nyksitt\u00e4isen myyntiteht\u00e4v\u00e4n, prospektoinnin, ulkoistamista. T\u00e4m\u00e4n lis\u00e4ksi, tutkimus\r\nselvitt\u00e4\u00e4, millaisia riskej\u00e4 t\u00e4llaiseen ulkoistamiseen voi liitty\u00e4 ja voidaanko niilt\u00e4 v\u00e4ltty\u00e4,\r\nmik\u00e4li niiden olemassaolo tiedostetaan. Tutkimus toteutettiin tapaustutkimuksena\r\ntarkastellen yksitt\u00e4ist\u00e4 prospektoinnin ulkoistamista tarjoavaa yrityst\u00e4. Tutkimukseen\r\nhaastateltiin kahdeksaa yrityksen asiakasta ja kahta asiantuntijaa.\r\nTutkimuksen tulokset osoittavat, ett\u00e4 t\u00e4rkeimpi\u00e4 tekij\u00f6it\u00e4 prospektoinnin\r\nulkoistamisen onnistumisessa ovat kommunikointi, asiakasymm\u00e4rrys ja luottamus.\r\nSuurin osa l\u00f6yd\u00f6ksist\u00e4 ovat yhdensuuntaisia olemassa olevan tutkimuksen kanssa, joka\r\non keskittynyt kokonaisen prosessin ulkoistamiseen. Tutkimus paljastaa kuitenkin my\u00f6s\r\nt\u00e4ysin uusia tekij\u00f6it\u00e4 mukaan lukien asiakasymm\u00e4rrys, proaktiivisuus ja asiakas- sek\u00e4\r\npalveluntarjoaja kohtainen kommunikoinnin osaaminen ja hallitseminen.", "language": "fi", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted by Marja-Leena Harjuniemi (mharjuni@jyu.fi) on 2019-07-31T09:47:41Z\r\nNo. of bitstreams: 0", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Made available in DSpace on 2019-07-31T09:47:41Z (GMT). No. of bitstreams: 0\r\n Previous issue date: 2019", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.format.extent", "value": "72", "language": "", "element": "format", "qualifier": "extent", "schema": "dc"}, {"key": "dc.format.mimetype", "value": "application/pdf", "language": null, "element": "format", "qualifier": "mimetype", "schema": "dc"}, {"key": "dc.language.iso", "value": "eng", "language": null, "element": "language", "qualifier": "iso", "schema": "dc"}, {"key": "dc.rights", "value": "In Copyright", "language": "en", "element": "rights", "qualifier": null, "schema": "dc"}, {"key": "dc.subject.other", "value": "out-tasking", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "outsourcing outcome determinants", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "B2B sales", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "prospecting; business-to-business-myynti", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.title", "value": "Outsourcing a sales task, not the entire function : outcome determinants", "language": "", "element": "title", "qualifier": null, "schema": "dc"}, {"key": "dc.type", "value": "master thesis", "language": null, "element": "type", "qualifier": null, "schema": "dc"}, {"key": "dc.identifier.urn", "value": "URN:NBN:fi:jyu-201907313733", "language": "", "element": "identifier", "qualifier": "urn", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Pro gradu -tutkielma", "language": "fi", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Master\u2019s thesis", "language": "en", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Jyv\u00e4skyl\u00e4 University School of Business and Economics", "language": "en", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Jyv\u00e4skyl\u00e4n yliopiston kauppakorkeakoulu", "language": "fi", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.department", "value": "Taloustieteet", "language": "fi", "element": "contributor", "qualifier": "department", "schema": "dc"}, {"key": "dc.contributor.department", "value": "Business and Economics", "language": "en", "element": "contributor", "qualifier": "department", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "Jyv\u00e4skyl\u00e4n yliopisto", "language": "fi", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "University of Jyv\u00e4skyl\u00e4", "language": "en", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Markkinointi", "language": "fi", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Marketing", "language": "en", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "yvv.contractresearch.funding", "value": "0", "language": "", "element": "contractresearch", "qualifier": "funding", "schema": "yvv"}, {"key": "dc.type.coar", "value": "http://purl.org/coar/resource_type/c_bdcc", "language": null, "element": "type", "qualifier": "coar", "schema": "dc"}, {"key": "dc.rights.accesslevel", "value": "openAccess", "language": null, "element": "rights", "qualifier": "accesslevel", "schema": "dc"}, {"key": "dc.type.publication", "value": "masterThesis", "language": null, "element": "type", "qualifier": "publication", "schema": "dc"}, {"key": "dc.subject.oppiainekoodi", "value": "20423", "language": "", "element": "subject", "qualifier": "oppiainekoodi", "schema": "dc"}, {"key": "dc.subject.yso", "value": "myyntity\u00f6", "language": "", "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "myynti", "language": "", "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "ulkoistaminen", "language": "", "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "sales work", "language": "", "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "sale", "language": "", "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "outsourcing", "language": "", "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.format.content", "value": "fulltext", "language": null, "element": "format", "qualifier": "content", "schema": "dc"}, {"key": "dc.rights.url", "value": "https://rightsstatements.org/page/InC/1.0/", "language": null, "element": "rights", "qualifier": "url", "schema": "dc"}, {"key": "dc.type.okm", "value": "G2", "language": null, "element": "type", "qualifier": "okm", "schema": "dc"}]
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