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Hi,

My name is Pia Hautamäki, and I work as an Associate Professor of Industrial Sales in the Industrial Engineering and Management (IEM) unit at the Faculty of Management and Business, Tampere University. I lead the research activities of the Center for Industrial Sales Excellence.

My teaching and research focus on the transformation of industrial B2B sales and sales management. I am particularly interested in how major changes in the industrial business environment, including geopolitical tensions, rapidly developing technologies, AI and data, and increasing environmental sustainability requirements, reshape global industrial markets and create new requirements for selling, buying, collaboration, and value creation.

My research examines how emerging technologies, artificial intelligence, data, and digital platforms reshape B2B selling, customer interaction, and international growth. I also study how sustainability transitions and circular economy transforms value creation, value capture, and sales management. A central theme across my research is how industrial firms develop and renew their sales capabilities to commercialize emerging technologies and sustainable solutions, demonstrate customer value, and translate technological capabilities into business growth.

I am also increasingly interested in how industrial growth is created through value networks and ecosystems rather than by individual firms alone. This includes questions related to trust, collaboration, complementary capabilities, and the commercialization of new technologies across organizational boundaries. From a sales perspective, I am particularly interested in how firms position themselves within these networks, build trusted relationships, demonstrate their contribution to customer value, and capture business opportunities emerging from major industrial transformations.

I combine extensive academic experience with a strong background in industry. I have broad experience in research, teaching, research leadership, doctoral supervision, and industry collaboration, complemented by a career in sales management and business development. I supervise doctoral researchers working on topics related to industrial sales and sales management, digitalization, and environmental sustainability. My industry experience continues to shape how I approach research and teaching at the intersection of academic knowledge and managerial practice.

I hold a Doctor of Science in Economics and Business Administration and am an Adjunct Professor in B2B Digital Sales at the University of Eastern Finland. I am internationally active in the sales research community and have held several leadership positions in the Global Sales Science Institute, including serving as President and currently as Past President and Vice President of Future Elections. I collaborate extensively with international scholars and industrial companies to advance research and knowledge on the future of industrial sales and sales management.

Let’s connect! I am always happy to discuss opportunities for learning, research, and collaboration related to industrial sales, sales management, digitalization, AI and data, environmental sustainability, value networks, and the commercialization of new technologies.

Twitter/X: @PiaHautamaki
LinkedIn: www.linkedin.com/in/piahautamaki
Instagram: @piahautamakiofficial
Facebook: PiaHautamaki

Tutkimuskohteet

Industrial Sales and Sales management