Paul Viio earned his Ph.D. (Econ.) degree from the Department of Marketing at Hanken. He was also a full-time graduate school member and research scholar at KATAJA's Finnish Center for Service and Relationship Management (FCSRM).

Currently Paul is working on sales and sales management related research and he is associated with the Marketing Department's Centre for Relationship Marketing and Service Management (CERS) at Hanken. His research focuses on relationship orientation of sales and strategic sales management with the aim of improving sales efficiency.  

Paul has 15+ years of professional experience in sales and sales management across Europe where he has acted sales and business development specialist and consultant for several companies. Additionally, he has held sales management positions in various companies. His responsibilities included creating and developing the sales, business and operations of international companies in the mobile industry across Europe. 

Paul is also Managing Partner in a privately held consulting company that focuses on strategic sales and business development. He speaks five languages and lives on the Côte d'Azur.

Honors and awards:

External researcher: no full-time teaching responsibilities.

Visiting Lecturer, Hanken MBA.

Visiting Lecturer, Hanken, Masters students.

Lecturer, MBA Summer School, June 16th, 2011, topic: "Relationship orientation: matching mindset and processes in business context".  

Doctoral thesis research from 2007 to 2011: "Strategic Sales Process Adaptation: Relationship Orientation of the Sales Process in a Business-to-Business Context" for degree Ph.D. (Econ.) at Hanken, Department of Marketing.

Degree supervisor: Professor Dr. Christian Grönroos, Department of Marketing, Hanken.

Thesis supervisors: Professor Dr. Christian Grönroos, Department of Marketing, Hanken and Professor Dr. Maria Holmlund-Rytkönen, Department of Marketing, Hanken.

Other research interests:

Strategic selling and sales management and relationship-orientation of sales and purchasing in business-to-business context. Development of sales process. Expected benefits and advantages from relationship-orientation.

Viio, P. (2011): Strategic Sales Process Adaptation: Relationship Orientation of the Sales Process in a Business-to-Business Context. Doctoral thesis, Helsinki, Finland: Publications of the Hanken School of Economics, No 237.