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[{"key": "dc.contributor.advisor", "value": "Holopainen, Jani", "language": "", "element": "contributor", "qualifier": "advisor", "schema": "dc"}, {"key": "dc.contributor.advisor", "value": "Tuunanen, Tuure", "language": "", "element": "contributor", "qualifier": "advisor", "schema": "dc"}, {"key": "dc.contributor.author", "value": "Kalliomaa, Anna", "language": "", "element": "contributor", "qualifier": "author", "schema": "dc"}, {"key": "dc.date.accessioned", "value": "2023-05-25T11:28:54Z", "language": null, "element": "date", "qualifier": "accessioned", "schema": "dc"}, {"key": "dc.date.available", "value": "2023-05-25T11:28:54Z", "language": null, "element": "date", "qualifier": "available", "schema": "dc"}, {"key": "dc.date.issued", "value": "2023", "language": "", "element": "date", "qualifier": "issued", "schema": "dc"}, {"key": "dc.identifier.uri", "value": "https://jyx.jyu.fi/handle/123456789/87212", "language": null, "element": "identifier", "qualifier": "uri", "schema": "dc"}, {"key": "dc.description.abstract", "value": "Palveluiden kysynt\u00e4 ja tarjonta on kasvanut huomattavasti yritysten v\u00e4lisess\u00e4 liiketoiminnassa. L\u00e4hes kaikki organisaatiot ostavat jossain vaiheessa palveluita ulkoiselta palveluntarjoajalta. Usein palvelut osana liiketoimintaa muodostavat kumppanuuden palveluntarjoajan ja asiakasorganisaation v\u00e4lille. Myyntitilanteissa sek\u00e4 myyj\u00e4n ja asiakkaan, ett\u00e4 heid\u00e4n koko organisaatioiden yhteisty\u00f6 on avainasemassa. Mahdollisia yhteisty\u00f6malleja ovat esimerkiksi palvelun t\u00e4ysi ulkoistaminen, konsultaatio tai jotain silt\u00e4 v\u00e4lilt\u00e4. Jotta kumppanuus jatkuu tuottoisena molemmille osapuolille, sen t\u00e4ytyy tuottaa jatkuvasti arvoa. \n\nTutkimuksessa pyrittiin l\u00f6yt\u00e4m\u00e4\u00e4n yhteys arvon yhteisluonnille, yhteistuhoamiselle ja opetukselliselle toiminnalle myyntiprosessin aikana. Teoreettisessa osassa m\u00e4\u00e4riteltiin opetuksellisen myynnin k\u00e4site aiempaa tutkimuskirjallisuutta hy\u00f6dynt\u00e4en. Opetuksellinen myynti k\u00e4sitet\u00e4\u00e4n t\u00e4ss\u00e4 tutkimuksessa iteratiiviseksi prosessiksi, joka kest\u00e4\u00e4 l\u00e4pi koko asiakassuhteen. Siin\u00e4 myyj\u00e4n edustajat ja asiakkaan edustajat luovat ja tuhoavat arvoa yhdess\u00e4. Sen tavoitteena on, ett\u00e4 vuorovaikutus ja tiedon jakaminen on jatkuvaa ja t\u00e4ht\u00e4\u00e4 yhteist\u00e4 tavoitetta kohti. \n\nTutkimuksen empriisess\u00e4 osassa haastateltiin henkil\u00f6it\u00e4, jotka olivat myyneet tai ostaneet KIBS palveluita (15 myyj\u00e4\u00e4, 11 asiakasta). Tutkimuksen rajaukseen valittiin KIBS palvelut niiden vuorovaikutteisen luonteen perusteella. Haastatteluaineiston analyysin perusteella tunnistettiin opetuksellisen myynnin aikana esiintyvi\u00e4 tekij\u00f6it\u00e4, joissa on mahdollisuus sek\u00e4 arvon yhteisluontiin ett\u00e4 yhteistuhoamiseen. N\u00e4m\u00e4 tekij\u00e4t ovat jatkuva yhteisty\u00f6, luottamuksen rakentaminen, molemminpuolinen vuorovaikutus, asiakkaan tarpeen ymm\u00e4rt\u00e4minen, yhteisoppiminen sek\u00e4 sis\u00e4ll\u00f6n tarjoaminen. Tekij\u00e4t sis\u00e4lt\u00e4v\u00e4t sek\u00e4 arvon yhteisluomista ett\u00e4 yhteistuhoamista tukevia toimintoja.\n\nTutkimuksen tulosten perusteella voidaan p\u00e4\u00e4tell\u00e4, ett\u00e4 opetuksellisen myynnin onnistuneella toteutumisella on yhteys arvon yhteisluontiin. Molemmat osapuolet toivoivat oppivansa toimintaansa kehitt\u00e4v\u00e4\u00e4 tietotaitoa sek\u00e4 olivat valmiita jakamaan oleellista informaatiota toisilleen. Opetuksellista myynti\u00e4 voidaan k\u00e4ytt\u00e4\u00e4 osana yhteisarvonluontia saavuttaakseen hedelm\u00e4llisen ja palkitsevan kumppanuussuhteen. Tulosten avulla organisaatioiden on mahdollista tunnistaa arvon yhteistuhoamisen tekij\u00f6it\u00e4, joita minimoimalla voidaan v\u00e4ltt\u00e4\u00e4 negatiivisia lopputuloksia.", "language": "fi", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.abstract", "value": "The supply and demand for services has increased in the business-to-business environment. Most of the organizations buy services from an outside service provider at some point. Usually, the services as a part of the business forms a partnership between the service provider and customer organization. In the sales situation the key is cooperation between the salesperson, customer, and their organizations. Possible cooperation models are e.g., outsourcing the whole service, consulting, or something in between them. To reach a profitable partnership for both parties it must create value and value co-creation forms in the interaction between the parties.\n\nThe aim of this research was to find a connection between value co-creation and co-destruction and educational functions during the sales process. First the concept of educational selling was formed based on previous research around different fields of study. In this study the definition of educational selling is that it is an iterative process that lasts through the whole relationship. The value is co-created and co-destructed through co-learning between the actors. It is based on an idea of partnership that includes continuous interaction and knowledge sharing between the actors towards a shared goal.\n\nIn the empirical part of this study people who has bought or sold KIBS were interviewed (15 salespersons, 11 customers). The research was limited to KIBS because of their interactive nature. In the analysis of the interview data factors that can lead to value co-creation or co-destruction in educational selling were recognized. These factors are continuous cooperation, building trust, mutual interaction, understanding customer\u2019s needs, co-learning and providing content. These factors include enablers for both value co-creation and co-destruction.\n\nBased on this research it can be argued that successful educational selling affects to value co-creation. Both parties wished to learn knowledge and skills that helps their business and were ready to share important knowledge with each other\u2019s. Educational selling can be used as a part to reach a fruitful and rewarding partnership. On the other hand, based on the results it is possible to recognize value co-destruction factors and avoid negative outcomes.", "language": "en", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted by Miia Hakanen (mihakane@jyu.fi) on 2023-05-25T11:28:54Z\nNo. of bitstreams: 0", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Made available in DSpace on 2023-05-25T11:28:54Z (GMT). No. of bitstreams: 0\n Previous issue date: 2023", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.format.extent", "value": "98", "language": "", "element": "format", "qualifier": "extent", "schema": "dc"}, {"key": "dc.language.iso", "value": "eng", "language": null, "element": "language", "qualifier": "iso", "schema": "dc"}, {"key": "dc.rights", "value": "In Copyright", "language": null, "element": "rights", "qualifier": null, "schema": "dc"}, {"key": "dc.subject.other", "value": "educational selling", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "value co-creation", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "value co-destruction", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "co-learning", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "knowledge-intensive business services", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "KIBS", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.title", "value": "Effects of educational selling in knowledge-intensive business services (KIBS) : value co-creation and co-destruction approach", "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-202305253275", "language": "", "element": "identifier", "qualifier": "urn", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Master\u2019s thesis", "language": "en", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Pro gradu -tutkielma", "language": "fi", "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", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Information Systems Science", "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.copyright", "value": "\u00a9 The Author(s)", "language": null, "element": "rights", "qualifier": "copyright", "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": "601", "language": "", "element": "subject", "qualifier": "oppiainekoodi", "schema": "dc"}, {"key": "dc.subject.yso", "value": "arvonluonti", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "value creation", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.rights.url", "value": "https://rightsstatements.org/page/InC/1.0/", "language": null, "element": "rights", "qualifier": "url", "schema": "dc"}]
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