Course Name: Research Traditions in International Sales Management (EIASM)
Time: 10-13 October 2025
Place: Hanken School of Economics, Helsinki (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 Hanken School of Economics, Aalto University, University of Helsinki, University of Eastern Finland, University of Turku, Lappeenranta University of Technology, and the University of Tampere, 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.
Instructors:
Professor Dr. Ellen Pullins, University of Toledo, USA
Professor Dr. Mika Gabrielsson, Hanken School of Economics
Course coordinators and registration:
Mika Gabrielsson mika.gabrielsson@hanken.fi