Publications of Kimmo Alajoutsijärvi

Refereed Journal Articles Accepted For Publication

Competence Development Within Industrial Networks. Analyzing a Case (together with Henrikki Tikkanen). Journal of International Marketing and Marketing Research, Vol. 23 No. 3, 1998, pp. 139-156.

In Search of Buyer-Seller Interactions: Context and Narratives as Keys for a More Complete Understanding. (together with Päivi Eriksson) Journal of International Selling and Sales Management, Vol. 4 No 2 1998.

Customer Relationship Strategies and the Balancing of Business Cycles. Implications for International Sales Management in the Paper Industry. (together with Mats B. Klint and Henrikki Tikkanen) Journal of International Selling and Sales Management, Vol. 4 No. 2, 1998, pp. 55-68.

Competence-Based Business Processes Within Industrial Networks. A Theoretical and Empirical Analysis (together with Henrikki Tikkanen). Advances in Business Marketing and Purchasing, ed. by Arch Woodside JAI Press, 2000. pp. 1-49.

Customer Relationships and the Small Software Firm. A Framework for Understanding Challenges Faced in Marketing (together with Kari Mannermaa and Henrikki Tikkanen). Information & Management, Vol. 37 No. 3, 2000, pp. 153-159.

Sponsorship as Relationships and Networks. Implications for Research (together with Rami Olkkonen and Henrikki Tikkanen). Corporate Communications. An International Journal, MCB Press. Vol. 5 No 1, 2000, pp. 12-18.

Beautiful Exit: How to Leave Your Business Partner? (together with Kristian Möller and Jaana Tähtinen) European Journal of Marketing, Vol. 34, 11-12 2000.

Relevance of Focal Nets in Understanding the Dynamics of Business Relationships (together with Kristian Möller and Carl-Johan Rosenbröijer) Journal of Business-to-Business Marketing, Vol. 6, number 3, 1999. (THE EDITORIAL BOARD: THE OUTSTANDING ARTICLE OF THE YEAR 1999)

Customer Relationship Strategies and the Smoothing of Industry-Specific Business Cycles. The Case of The Global Fine Paper Industry (together with Mats B. Klint and Henrikki Tikkanen). Industrial Marketing Management, 30, 487-497, 2001.

Customer Satisfaction in Industrial Markets. Opening Up the Concept (together with Henrikki Tikkanen). Journal of Business and Industrial Marketing, 2002, vol. Number 1 pp. 25-42.

Productization as a Global Growth Strategy for Small Software Firms. (together with Kari Mannermaa and Henrikki Tikkanen). Journal of International Marketing and Exporting, Vol. 4, Number 2, 1999.

The Role of Communication in Business Relationships and Networks. (together with Rami Olkkonen and Henrikki Tikkanen) Management Decision, Vol. 38 Number 6, 2000 pp. 403-409.

Customer Satisfaction in Industrial Markets: A Contextual Perspective and an Exemplary Case Study. (together with Henrikki Tikkanen and Jaana Tähtinen) Industrial Marketing Management, Vol. 29 No. 4, 2000, pp. 373-386.

Dominant metaphors in the IMP Network Discourse: ‘Network as a Marriage´ and ‘Network as a Business System´. (together with Päivi Eriksson and Henrikki Tikkanen). International Business Review 10 (2001), pp. 91-107.

Understanding an Industry. Industry Recipes and Dominant Corporate Logics in the Finnish Mechanical Wood Industry (together with Henrikki Tikkanen and Sari Sallinen). Journal of International Selling and Sales Management, Vol. 7, No. 2, 2001 pp. 73-88.

David against Goliath: Coping with adversarial customers: A threefold relational strategy for SMEs (Together with Henrikki Tikkanen and Maria Skaates). Journal of Selling and Major Account Management, Vol 3, No 4 (Summer) 2001 pp. 33-52.

Social and Cultural Capital in Project Marketing Service Firms (Together with Maria Skaates and Henrikki Tikkanen). Scandinavian Journal of Management, Forthcoming 2002.

The International Marketing of Projects (Together with Maria Skaates and Henrikki Tikkanen) Journal of Services Marketing, forthcoming 2002.

 Monographs/Chapters in Monographs

MO4. MBA-tutkimus: Ajatuksia ja suuntaviivoja työhön ryhtyvälle [MBA Thesis: Some Thoughts and Guidelines for the Students] (together with Pertti Kettunen) University of Jyväskylä, Continuing Education Center 1994, 27 p.

MO5. Rautainen pari. Kymmenen ja Valmetin suhde, lähiverkosto ja makrovoimat 1948-90. [A Dyad Made of Steel: Kymmene Corporation and Valmet Paper Machinery and Their Relationship, Local Network and Macro Environment] Doctoral Thesis in Marketing University of Jyväskylä, Department of Economics and Business Administration, 1996/31, 279 p.

MO8. Competence-Based Evolution of Contractual R&D Relationships (together with Veikko Seppänen and Matti Kurki) VTT Publications, 1998, 71 p.

MO9. Projects or products: seeking for the business logic of contract R&D. (together with Veikko Seppänen and Päivi Eriksson) VTT Publications, 1999, 129 p.

MO11. Suomen mekaanisen metsäteollisuuden toimintaympäristö ja yritysten strategiat. (together with Herikki Tikkanen) [The Business Environment and Corporate Strategies of the Finnish Mechanical Wood Industry], Oulun yliopisto, Taloustieteen osaston tutkimuksia, 1999.

MO 13. Ohjelmistoteollisuuden uudet markkinamahdollisuudet ja osaamishaasteet [New market opportunities and challenges for the software business] (Together with Veijo Halonen, Juha-Pekka Kallunki and Henrikki Tikkanen), University of Oulu, forthcoming 2000, 60 p.

MO 14. Digital Economy (Together with Wesley J. Johnston, Henrikki Tikkanen, Timo Koivumäki) eLearning Course for TietoEnator Plc. 2000, 40 p.

MO 15. Kasvuyritysten osaamisen strategiat – Kehityspolkuja metalli- ja elektroniikkateollisuudesta. (Yhdessä Henrikki Tikkasen kanssa) MET 2001, 2001, 201 p.

 MA - Magazines etc.

Mitä on johtaminen? Puolustusvoimien johtamiskäsitys. [How Management and Leadership Are Understood in the Finnish Army?] (Together with Tapani Rahko) Tiede ja Ase 1994 25 p.

Metsäteollisuuden toimintaympäristö muuttuu: pysyykö johdon ajattelu mukana? Osa I Metsäteollisuusjohtajan osaamisalueet ja kehityspolut [The Changing Business Environment of the Forest Industry: A Challenge for Management Thinking. Part I The Development of Managerial Competence] Paper and Timber Vol. 79 1997/6 pp. 366-372, 7 p.

Metsäteollisuuden toimintaympäristö muuttuu: pysyykö johdon ajattelu mukana? Osa II Metsäteollisuusyritysten organisaatiorakenteiden uudistaminen: Liian usein vai liian vähän? [The Changing Business Environment of the Forest Industry: A Challenge for Management Thinking. Part II The Transformation of the Finnish Forest Industry Corporations] (together with Kari Lilja), Paper and Timber Vol. 80 1998/1 pp. 18-22, 5 p.

Metsäteollisuuden toimintaympäristö muuttuu: pysyykö johdon ajattelu mukana? Osa III Suhdanteiden sietämisestä suhdanteiden hallintaan [The Changing Business Environment of the Forest Industry: A Challenge for Management Thinking. Part III: From Coping with Business Cycles to Managing Them]. Paper and Timber Vol. 80 1998/3 pp. 147-150, 4 p.

Metsäteollisuuden toimintaympäristö muuttuu: pysyyko johdon ajattelu mukana? Osa 4: Toiveajattelu ja realismi mekaanisen metsäteollisuuden jatkojalostuksen kehittämisessä [Realism and Wishful Thinking in Developing Value-Adding Solutions in the Mechanical Forest Industry](together with Henrikki Tikkanen). Paperi ja Puu (Paper and Timber), March 1999. 11 p.

Helping paper managers to make the grade. Pulp and Paper International. April 1999 pp. 47-51.

Putting a Smooth Edge on a Fine Business. (Together with Mats B. Klint and Henrikki Tikkanen). Pulp and Paper International, September 2000.

Suhdanteiden sietämisestä suhdanteiden hallintaan.: Liikesuhdeajattelun mahdollisuudet paperiteollisuudessa. Palvelut ja asiakasuhteet markkinoinnin polttopisteessä. Edited by Christian Grönroos and Raija Järvinen. Kauppakaari 2000 Pp 282-293.