Identifying new innovations in diverse b-to-b sales meetings

Tuija Rantala; Sirpa Hänti

Identifying new innovations in diverse b-to-b sales meetings

Tuija Rantala
, Sirpa Hänti

Turku University of Applied Sciences

Research output: Chapter in Book/Report/Conference proceeding › Conference abstract in proceedings › Scientific

Abstract

The purpose of the paper is to study the role of b-to-b sales meetings and related social media in the innovation process. The paper combines literature on innovation with customers and value co-creation in b-to-b sales. The study employed a qualitative case study approach and used qualitative data collected from four buyer and four seller interviews. The interviewed buyers sent a contact request to the seller through the Internet. The paper discusses the types of and routes for ideas that have emerged in sales meetings, as well as the use of these ideas. The results show that the interaction between the buyer and the seller provides rich knowledge and ideas for new innovations, and these ideas are triggered by both the salesperson and the customer. However, these ideas may not be used further in the organizations.

Original language	English
Title of host publication	Proceedings of XVII ISPIM Innovation Conference
Publication status	Published - 2016
Event	XXVII ISPIM Innovation Conference: Blending Tomorrow's Innovation Vintage - Porto, Portugal Duration: 19 Jun 2016 → 22 Jun 2016

Conference

Conference	XXVII ISPIM Innovation Conference
Abbreviated title	ISPIM
Country/Territory	Portugal
City	Porto
Period	19/06/16 → 22/06/16

UN SDGs

This output contributes to the following UN Sustainable Development Goals (SDGs)

SDG 9 Industry, Innovation, and Infrastructure

Keywords

innovation development
customer involvement
social media
b-to-b sales
innovation
b-to-b marketing
service-dominant logic
value co-creation
open innovation

Cite this

@inbook{c3ab6aa2b68a4f79874e0fb8ef7eb0f3,

title = "Identifying new innovations in diverse b-to-b sales meetings",

abstract = "The purpose of the paper is to study the role of b-to-b sales meetings and related social media in the innovation process. The paper combines literature on innovation with customers and value co-creation in b-to-b sales. The study employed a qualitative case study approach and used qualitative data collected from four buyer and four seller interviews. The interviewed buyers sent a contact request to the seller through the Internet. The paper discusses the types of and routes for ideas that have emerged in sales meetings, as well as the use of these ideas. The results show that the interaction between the buyer and the seller provides rich knowledge and ideas for new innovations, and these ideas are triggered by both the salesperson and the customer. However, these ideas may not be used further in the organizations.",

keywords = "innovation development, customer involvement, social media, b-to-b sales, innovation, b-to-b marketing, service-dominant logic, value co-creation, open innovation",

author = "Tuija Rantala and Sirpa H{\"a}nti",

note = "Project code: 102229 ; XXVII ISPIM Innovation Conference : Blending Tomorrow's Innovation Vintage, ISPIM ; Conference date: 19-06-2016 Through 22-06-2016",

year = "2016",

language = "English",

isbn = "978-952-265-929-3",

booktitle = "Proceedings of XVII ISPIM Innovation Conference",

}

TY - CHAP

T1 - Identifying new innovations in diverse b-to-b sales meetings

AU - Rantala, Tuija

AU - Hänti, Sirpa

N1 - Project code: 102229

PY - 2016

Y1 - 2016

N2 - The purpose of the paper is to study the role of b-to-b sales meetings and related social media in the innovation process. The paper combines literature on innovation with customers and value co-creation in b-to-b sales. The study employed a qualitative case study approach and used qualitative data collected from four buyer and four seller interviews. The interviewed buyers sent a contact request to the seller through the Internet. The paper discusses the types of and routes for ideas that have emerged in sales meetings, as well as the use of these ideas. The results show that the interaction between the buyer and the seller provides rich knowledge and ideas for new innovations, and these ideas are triggered by both the salesperson and the customer. However, these ideas may not be used further in the organizations.

AB - The purpose of the paper is to study the role of b-to-b sales meetings and related social media in the innovation process. The paper combines literature on innovation with customers and value co-creation in b-to-b sales. The study employed a qualitative case study approach and used qualitative data collected from four buyer and four seller interviews. The interviewed buyers sent a contact request to the seller through the Internet. The paper discusses the types of and routes for ideas that have emerged in sales meetings, as well as the use of these ideas. The results show that the interaction between the buyer and the seller provides rich knowledge and ideas for new innovations, and these ideas are triggered by both the salesperson and the customer. However, these ideas may not be used further in the organizations.

KW - innovation development

KW - customer involvement

KW - social media

KW - b-to-b sales

KW - innovation

KW - b-to-b marketing

KW - service-dominant logic

KW - value co-creation

KW - open innovation

M3 - Conference abstract in proceedings

SN - 978-952-265-929-3

BT - Proceedings of XVII ISPIM Innovation Conference

T2 - XXVII ISPIM Innovation Conference

Y2 - 19 June 2016 through 22 June 2016

ER -

Identifying new innovations in diverse b-to-b sales meetings

Abstract

Conference

UN SDGs

Keywords

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Cite this