EIASM EDEN Research Traditions in International Sales Management

Research Traditions in International Sales Management (EIASM EDEN)

Time: 13th-16th of March 2023

Place: University of Eastern Finland, Kuopio (on campus)

Learning goal and objectives

Recently, the importance of sales management in an international context has been recognized in Finland and abroad. Doctorate studies can currently be conducted at several universities in Finland including the University of Eastern Finland, Aalto University and the University of Turku, among others. Both the number of academic journals publishing this work and the demand by practitioners have been increasing over recent years. Further, the field is rapidly changing, demanding new knowledge generation. Yet, few doctoral level courses offer high level understanding of the relevant theories and research traditions.

Hence, this course is designed for students to familiarize themselves with theoretical and methodological approaches to the study of international sales management. It addresses the following objectives: 1. The students will be able to describe and explain the body of theoretical and methodological approaches used in the study of international sales management (knowledge-based). 2. The students will be able to carry out critical analysis of scientific articles and other academic texts and apply their ideas to their own research (skill-based).

Instruction and examination

Four instruction days offered by a team of one foreign and one domestic professor.

Study material: a set of articles specified by the instructors.

Language: English

Examination: Based on participation and term paper.

Credits: 6 ect

Grading: 0 (Fail) – 5 (Excellent)

Prerequisites: Earlier studies of marketing and international business preferable.

Admittance: 25 students.


Professor Dr. Ellen Pullins, University of Toledo, USA
Professor Dr. Mika Gabrielsson, University of Eastern Finland

Course coordinators and registration:

Mika Gabrielsson (contact for teachers and admin)
Joona Kemppainen; email: joona.kemppainen@uef.fi (registration and student inquiries)

The application form is online:


Registration by 3oth of November 2022.

Dr. Ellen Bolman Pullins

Dr. Ellen Bolman Pullins is the Schmidt Research Professor of Sales & Sales Management and Professor of Marketing and International Business at the University of Toledo, USA. She received her Ph.D. in Marketing from the Ohio State University (1996). Dr. Pullins teaches and researches in sales, international business, and related areas.

Her research has appeared in Journal of Marketing Research, Journal of Academy of Marketing Science, Journal of Personal Selling and Sales Management, Industrial Marketing Management, as well as other journals and conference proceedings. She is currently on the Fulbright Specialist Roster and in 2015, Dr. Pullins was awarded a Fulbright Scholar Award and spent a semester researching and teaching in Finland. She has won her college’s DeJute Teaching Award, COBA Research Award, Vonderembse Research Award, Brunner Service Award, Gutteridge Dean’s Excellence Award, and COBI Diversity Award. On a national level, she received the American Marketing Association’s McBane Service Award, several NCSM Service Awards, along with two best paper awards.

Dr. Pullins is currently a senior editor for Journal of Personal Selling and Sales Management. She is active in national & international service, having served or currently serving in several different roles including

  • American Marketing Associations Academic Council
  • Chair, Chair Elect, and Conference Chair, of the Global Sales Science Institute, plus chairing the 2007 Helsinki Conference
  • Chair for the AMA Sales SIG, and Vice-Chair, various positions numerous years
  • Track chair for AMA and SMA conferences multiple times.
  • Special Issue Editor, JPSSM, J of Selling.
  • Co-Chair for New Horizons in Selling and Sales Management
  • Proceedings Editor, Conference Chair and Executive Director for the National Conference on Sales Management and others. Ellen also serves on several editorial review boards including Journal of Personal Selling and Sales Management, Journal of Selling, and Journal of Business Research.

Dr. Pullins has industrial experience in sales and sales training with Hobart Corporation, served as the Director of the Schmidt School of Professional Sales, where she sold corporate partnerships and led the school’s engagement activities, and has done consulting and corporate speaking.

D.Sc. Mika Gabrielsson

D.Sc. Mika Gabrielsson is a professor of international business and sales management (IBS) at the University of Eastern Finland. In his present capacity he heads the IBS Master’s and Doctorate program. Prior to this position he served for ten years as professor at Aalto university, where he now is an adjunct professor. Also he serves at Lappeenranta University of Technology as an adjunct professor. He has a long history of studying the internationalization of firms and their sales strategies. He is regarded as a leading authority in Finland, but also internationally well recognized. He has published over 200 articles in refereed international journals or conference proceedings, and many of them have been included as chapters in International Business books. He is a frequent reviewer in many journals and serves for instance at the Editorial board of Industrial Marketing Management. Before joining the academic world he held several senior positions in purchasing and marketing of global high-tech companies, which he continues to advice.