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[{"key": "dc.contributor.advisor", "value": "Sepp\u00e4nen, Ville", "language": "", "element": "contributor", "qualifier": "advisor", "schema": "dc"}, {"key": "dc.contributor.advisor", "value": "Riekkinen, Janne", "language": "", "element": "contributor", "qualifier": "advisor", "schema": "dc"}, {"key": "dc.contributor.author", "value": "Kattelus, Jere", "language": "", "element": "contributor", "qualifier": "author", "schema": "dc"}, {"key": "dc.date.accessioned", "value": "2022-06-06T07:12:20Z", "language": null, "element": "date", "qualifier": "accessioned", "schema": "dc"}, {"key": "dc.date.available", "value": "2022-06-06T07:12:20Z", "language": null, "element": "date", "qualifier": "available", "schema": "dc"}, {"key": "dc.date.issued", "value": "2022", "language": "", "element": "date", "qualifier": "issued", "schema": "dc"}, {"key": "dc.identifier.uri", "value": "https://jyx.jyu.fi/handle/123456789/81480", "language": null, "element": "identifier", "qualifier": "uri", "schema": "dc"}, {"key": "dc.description.abstract", "value": "T\u00e4m\u00e4n tutkielman tavoitteena oli ymm\u00e4rt\u00e4\u00e4, mit\u00e4 kanavia toimitusjohtajat preferoivat vastaanottaessaan myynnillisi\u00e4 keskustelunavauksia B2B-myyjilt\u00e4. Tutkimustavoitteeseen pyrittiin saamaan vastaus vastaamalla seuraaviin tutkimuskysymyksiin: 1) Mit\u00e4 kanavaa toimitusjohtajat preferoivat vastaanottaessaan myynnillisi\u00e4 keskustelunavauksia B2B-myyntitilanteissa?, 2) Miten eri toimialoilla toimivien toimitusjohtajien preferenssit vaihtelevat kanavan suhteen heid\u00e4n vastaanottaessa myynnillisi\u00e4 keskustelunavauksia B2B-kontekstissa? ja 3) Miten eri liikevaihtoluokissa toimivien toimitusjohtajien preferenssit vaihtelevat kanavan suhteen heid\u00e4n vastaanottaessa myynnillisi\u00e4 keskustelunavauksia B2B-kontekstissa?. Pro gradu -tutkielma toteutettiin m\u00e4\u00e4r\u00e4llisin tutkimusmenetelmin. Tutkielman aineisto ker\u00e4ttiin kyselyll\u00e4, jossa pyydettiin s\u00e4hk\u00f6postilla vastauksia yritysten toimitusjohtajilta. Kyselyyn vastasi kyselyn ohjeistuksen mukaisesti 232 eri yritysten toimitusjohtajaa. Kysely l\u00e4hetettiin 1960 toimitusjohtajalle, jotka ty\u00f6skenteliv\u00e4t yrityksiss\u00e4, joiden liikevaihto oli konsernitasolla yli yksi miljoonaa euroa vuodessa ja henkil\u00f6st\u00f6m\u00e4\u00e4r\u00e4ss\u00e4 20\u2013250 henkil\u00f6n v\u00e4lisess\u00e4 kategoriassa. Analysointiin k\u00e4ytettiin PSPP-ohjelmaa, jonka avulla tuloksista analysoitiin n\u00e4iden frekvenssit. Tutkielman tulokset osoittivat, ett\u00e4 suurin osa toimitusjohtajista (71,6%) piti s\u00e4hk\u00f6postia mieluisimpana kanavana myynnillisten keskustelunavausten vastaanottamiseen. Toiseksi eniten preferoivia vastauksia myynnillisten keskustelujen avaamiseen sai puhelin (17,6%). S\u00e4hk\u00f6postia ja puhelinta preferoivat yhteens\u00e4 l\u00e4hes 90 % toimitusjohtajista. Toimitusjohtajien preferenssien vaihteluista toimialojen ja liikevaihtoluokkien v\u00e4lill\u00e4 ei saatu tilastollisesti merkitt\u00e4v\u00e4\u00e4 tulosta. T\u00e4m\u00e4 tutkielma lis\u00e4\u00e4 ymm\u00e4rryst\u00e4 toimitusjohtajien preferoimista kanavista, kun he vastaanottavat myynnillisi\u00e4 keskustelunavauksia B2B-myyjilt\u00e4. Ymm\u00e4rryksen lis\u00e4\u00e4ntyess\u00e4 voidaan mahdollistaa se, ett\u00e4 myyj\u00e4t onnistuvat yh\u00e4 paremmin ensikontaktoinnissa ja toimitusjohtajat saavat yhteydenottoja niiss\u00e4 kanavissa, joissa he toivovat tulevan kontaktoiduiksi.", "language": "fi", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted by Miia Hakanen (mihakane@jyu.fi) on 2022-06-06T07:12:20Z\nNo. of bitstreams: 0", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Made available in DSpace on 2022-06-06T07:12:20Z (GMT). No. of bitstreams: 0\n Previous issue date: 2022", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.format.extent", "value": "56", "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": "fin", "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": "B2B", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "kylm\u00e4kontaktointi", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "ensikontaktointi", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "myyntikanavat", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.title", "value": "Toimitusjohtajien preferoimat kanavat myynnillisten keskustelunavausten vastaanottamiseen", "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-202206063097", "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": "Informaatioteknologian tiedekunta", "language": "fi", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Faculty of Information Technology", "language": "en", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.department", "value": "Informaatioteknologia", "language": "fi", "element": "contributor", "qualifier": "department", "schema": "dc"}, {"key": "dc.contributor.department", "value": "Information Technology", "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": "Tietoj\u00e4rjestelm\u00e4tiede", "language": "fi", 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