Dr. Petri Parvinen
Professor of Sales Management
Aalto University School of Economics (formerly Helsinki School of Economics)

Dr. Parvinen works as the first-ever Finnish Professor of Sales Management at the Aalto School of Economics. Aalto University, merged from the Helsinki School of Economics, Helsinki University of Technology and the University of Arts and Design in Helsinki, is a globally leading innovation-hub. Dr. Parvinen has worked with over 150 organizations, reinforcing commercial and business thinking particularly in environments where it has not spawned naturally. Dr. Parvinen continuously works a multi-entrepreneur, salesman and consultant internationally. He has personally founded 11 companies and is keen to share his successes and failures. He is a popular worldwide lecturer, a non-executive director and a board member in various corporations. In a book review, Dr. Parvinen has been pegged ”an academic enfant terrible, whose uncontainable power of expression is something new and fresh from the academic community”.

Dr. Parvinen holds B.Sc. and M.Sc. degrees from the London School of Economics and Political Science, the CEMS Master from LSE and Stockholm School of Economics and a Ph.D. in Strategy and International Business from the Helsinki University of Technology. Among many awards are the Junior Chamber of Commerce’s Outstanding Young Professional 2008.

In business, Dr. Parvinen specializes in elevating the quality and ethics of salesmanship, crafting front yard strategies, driving e-sales, designing accurate business models and doing corporate reorganizations. His industry foci include substance and production oriented businesses such as professional business services, high tech, pharmaceuticals, healthcare and social services and the public sector.

In his academic research, Dr. Parvinen has concentrated on explaining growth, profitability and internationalization at the business unit level. In addition to his current professorship, Dr. Parvinen has worked e.g. as the Managing Director and Associate Dean of the Helsinki University of Technology Executive School of Business. Dr. Parvinen has produced over 50 different academic publications, scholarly articles having appeared in e.g. Journal of Management Studies, Industrial Marketing Management, Journal of Business and Industrial Marketing and the Academy of Marketing Science Review. Conference highlights include Best Paper Award in Sales Management at the Global Marketing Conference in Tokyo 2010 and Best Paper Nominee at the Academy of Management Business Policy and Strategy Division in 2005. Parvinen has authored and co-authored six books.

Current research projects under the general theme of business unit level performance range from the study of business model evolution and the need for human immersion in e-selling to striking huge outsourcing deals and implementing value-based selling.

Areas of expertise:

• Interaction psychology, particularly online
• Value-based selling
• Industry and business model transformation with customer- and market-oriented innovation

I am affiliated with:

• Stanford University
• Tekes
• Aalto University School of Economics (formely Helsinki School of Economics)

Email: petri. parvinen (at) aalto. fi
Tel: +358 50 3120905