Harri Terho
Doctor of Science (Econ. & Bus. Adm.), Docent
harri.terho@utu.fi +358 29 450 4095 +358 40 566 4895 Rehtorinpellonkatu 3 Turku ORCID identifier: https://orcid.org/0000-0001-9026-6512 |
B-to-B marketing; B-to-B sales, Customer value, Value-based selling, Solution business; CRM; Customer portfolio management; Customer Experience; Customer experience management; Customer Journeys; Digital marketing, Social Media marketing, Marketing Performance
I hold the positions of Associate Professor of Marketing (tenure track) at Turku School of Economics, and Docent at Lappeenranta technical University. Previously I have worked as Associate Professor (2022-2023) at Tampere University, University researcher (2017-2022) at Turku School of Economics, Collegium Researcher at Turku Institute for Advanced Studies, TIAS (2014-2016), and as a Postdoctoral Researcher at TSE (2008-2013).
My research has been published in leading general and B2B marketing Journals such as Journal of the Academy of Marketing Science, Industrial Marketing Management, Journal of Business Research, MIT Sloan Management Review, Journal of Interactive Marketing, Journal of Personal Selling and Sales Management among others. I'm currently an editorial board member in Industrial Marketing Management, Journal of Business Research, and Journal of Business-to-Business Marketing
My research profile focuses broadly on B2B marketing and I have currently published around 30 Journal Articles in this area. My research expertise covers four broad themes of (1) Customer value-based marketing and sales, (2) Business relationships and their management, (3) Digital and social media marketing in B2B, and (4) Customer journeys and customer experience management in B2B. Methodologically I'm versatile as I do both qualitative “theory-building” and quantitative “theory-testing” research. I have used a wide range of methods in my research including quantitative (e.g. PLS, maximum likelihood SEM, multivariate methods, random forests, scale development, experiments), qualitative (inductive approaches such as Gioia and TIU, Nvivo), set-theoretic methods (fsQCA), as well as conceptual research.
My teaching includes basic, advanced and management education courses as well as supervision of bachelor’s, master’s, eMBA and doctoral theses in marketing. I'm currently responsible for advanced level B2B marketing course and quantitative research methods course.
- Cadogan & Lee’s (2010) Suggestion for Measuring Endogenous Formative Variables: An Empirical Example. (2013) Proceedings of the 42nd annual European Marketing Academy conference Suoniemi Samppa, Terho Harri, Olkkonen Rami
(A4 Refereed article in a conference publication ) - Erfolgsfaktor Value-Based Selling – Erfolgreich Verkaufen, wenn Kundenorientierung nicht zum Erfolg führt (2013)
- Marketing Review St. Gallen
(A1 Refereed original research article in a scientific journal) - Salesperson goal orientations and the selling performance relationship: The critical role of mediation and moderation (2013)
- Journal of Business Market Management
(A1 Refereed original research article in a scientific journal) - Assessing the Performance Impact of Value Based Selling : Come Strong or Don’t Come at All (2012) Eggert, Andreas ;Eckert, James;Ulaga, Wolfgang ;Haas, Alexander ;Terho, Harri
(A4 Refereed article in a conference publication ) - 'It's almost like taking the sales out of selling'-Towards a conceptualization of value-based selling in business markets (2012)
- Industrial Marketing Management
(A1 Refereed original research article in a scientific journal) - The Measurement of Endogenous Higher-Order Formative Composite Variables in PLS-SEM : An Empirical Application from CRM System Development. (2012) Suoniemi, Samppa;Terho, Harri;Olkkonen, Rami
(B3 Non-refereed article in a conference publication) - The Nature of Customer Portfolios: Towards New Understanding of Firms' Exchange Contexts (2012)
- Journal of Business to Business Marketing
(A1 Refereed original research article in a scientific journal) - Conceptualizing Value-Based Selling in Business Markets (2011) Harri Terho;Alexander Haas;Andreas Eggert;Wolfgang Ulaga
(A4 Refereed article in a conference publication ) - Customer Reference Marketing: The Construct and Research Agenda (2011) Anne Jalkala;Harri Terho
(A4 Refereed article in a conference publication ) - Selling Results Solutions: Creating Sales opprtunities in Mature Industrial Markets (2011) Selling Results Solutions: Creating Sales opprtunities in Mature Industrial Markets Timo Roune;John Bristow;Harri Terho
(D5 Text book, professional manual or guide or dictionary ) - Brands’ brand equity (2010) 39th EMAC conference Terho, H.
(A4 Refereed article in a conference publication ) - Sales behavior and performance in reactive context cultural setting – Evidence from two empirical studies (2010) 25th Annual National Conference In Sales Management Kairisto-Mertanen, L.; Terho, H.
(A4 Refereed article in a conference publication ) - The spillover effects of co-branding on partner brands’ brand equity (2010) Proceedings of the 39th EMAC conference Hakala, U.; Terho, H.; Kärkkäinen, J.
(A4 Refereed article in a conference publication ) - A Measure for Companies' Customer Portfolio Management (2009)
- Journal of Business to Business Marketing
(A1 Refereed original research article in a scientific journal) - Customer portfolio analysis practices in different exchange contexts (2007)
- Journal of Business Research
(A1 Refereed original research article in a scientific journal)
