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Pia Polsa

Hanken School of Economics, Department of Marketing, Faculty Member

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Pia Polsa is Associate Professor of Marketing at the Hanken School of Economics in Helsinki, Finland and has previously worked for Fudan University, Nankai University and Hult International Business School in Shanghai. Her research includes grocery retailing and consumer behaviour in China and sustainable poverty alleviating business models in India. Her current research interests are poverty, service and relationship marketing at non-profit settings like health care in developing countries, international marketing channels, and cross-cultural methodology. She has published in journals such as Journal of Business Research, Industrial Marketing Management, Journal of Macromarketing, Journal of Services Marketing, Supply Chain Management, International Marketing Review, International Journal of Health Care Quality Assurance, Journal of Management Policy and Practice, Journal of Academy of Marketing Science Review, Journal of Business and Industrial Marketing, Journal of Marketing Channels, and Journal of Personal Selling and Sales Management.

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University of Texas at El Paso (UTEP)

Central European University

Escp

Kansas State University

Armando Marques-Guedes

UNL - New University of Lisbon

Macquarie University

The University of Newcastle

Bayu Taufiq Possumah

Universiti Malaysia Terengganu

Francisco Vazquez-Garcia

Universidad de Cadiz

Robert Kozinets

University of Southern California

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Papers by Pia Polsa

CURRICULUM VITAE

Managing Channel Partner Relationships: A Cross-National Study

by Pia Polsa, Rajiv Mehta, and Jolanta Mazur

Journal of Global Marketing, 2011

Strategic alliances in international distribution channels

by Pia Polsa and Rajiv Mehta

Journal of Business Research, 2006

Given the differing dynamics of managing a distribution channel system, can the extant research o... more Given the differing dynamics of managing a distribution channel system, can the extant research on international strategic alliances, which largely focuses on the manufacturer-supplier interface, be extended to the manufacturer-distribution channels context? Owing to the paucity of research on strategic alliances in international distribution channels, this investigation seeks to verify empirically the effects of learning orientation, relationship longevity, and relationship closeness as determinants of cooperation, which, in turn, is an antecedent of performance, and relationship satisfaction.

The effects of market orientation on effectiveness and efficiency: the case of automotive distribution channels in Finland and Poland

by Pia Polsa, Rajiv Mehta, and Jolanta Mazur

Journal of Services Marketing, 1999

If you would like to write for this, or any other Emerald publication, then please use our Emeral... more

Leadership, Cooperation and Performance in International Marketing Channels: An Empirical Investigation of the United States, Finland, and Poland

by Rajiv Mehta and Pia Polsa

Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 2014

Managing International Distribution Channel Partners: A Cross-Cultural Approach

by Pia Polsa, Rajiv Mehta, and Jolanta Mazur

Journal of Marketing Channels, 2010

Strategic alliances in international distribution channels

by Rajiv Mehta and Pia Polsa

Journal of Business Research, 2006

Given the differing dynamics of managing a distribution channel system, can the extant research o... more Given the differing dynamics of managing a distribution channel system, can the extant research on international strategic alliances, which largely focuses on the manufacturer-supplier interface, be extended to the manufacturer-distribution channels context? Owing to the paucity of research on strategic alliances in international distribution channels, this investigation seeks to verify empirically the effects of learning orientation, relationship longevity, and relationship closeness as determinants of cooperation, which, in turn, is an antecedent of performance, and relationship satisfaction.

Managing Channel Partner Relationships: A Cross-National Study

by Rolph Anderson, Pia Polsa, Jolanta Mazur, and Rajiv Mehta

Journal of Global Marketing, 2011

Managing International Distribution Channel Partners: A Cross-Cultural Approach

by Rolph Anderson, Pia Polsa, and Jolanta Mazur

Journal of Marketing Channels, 2010

Pia Polsa CV September 2016

An exploration of how mature women buy clothing: empirical insights and a model

by Pia Polsa and Maria Holmlund

Journal of Fashion Marketing and Management, 2011

Purpose Despite mature consumers&amp;amp;amp;#x27; monetary power and their growing share o... more Purpose Despite mature consumers&amp;amp;amp;#x27; monetary power and their growing share of many product markets, research especially on mature women&amp;amp;amp;#x27;s buying behaviour and attitudes is still scarce. The purpose of this paper is to explore and analyse mature women&amp;amp;amp;#x27;s buying of ...

Cross-National Emic Scale Development in Health Care Service Quality

by Pia Polsa and Ritu Narang

Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 2016

EU deregulation and dealer-supplier relations in automotive distribution

by Veronica Liljander, Allard van Riel, and Pia Polsa

Journal of Business & Industrial Marketing, 2011

Purpose -The automotive industry in the European Union (EU) faces a sharply reduced regulatory en... more Purpose -The automotive industry in the European Union (EU) faces a sharply reduced regulatory environment, with Block Exemption (1400/2002). Economists have predicted fundamental changes in the market as a result of the modified Block Exemption. In this article, the aim is to investigate how the relationship between a car dealer and its main supplier (i.e. an OEM or its national representative), affects how the dealer perceives threats and opportunities in this more competitive environment. Design/methodology/approach -Based on relationship marketing theory, propositions about antecedents and consequences of commitment to a supplier are formulated for the changing automotive market. Data were collected from 413 car dealerships in Belgium, The Netherlands and Finland, countries without domestic automobile brands. Findings -Commitment to the main supplier is mainly driven by satisfaction and trust. The more car dealers are committed to their main supplier, the lower the threat they perceive from new intermediaries, and the lower their intention to expand their business beyond the current relationship. Commitment to their main suppliers also reinforces their confidence in the future. This confidence in the future spurs dealers' expansion plans within their current relationship.

A cross-national study

by Veronica Liljander, Allard van Riel, and Pia Polsa

Do Mobile CRM Services Appeal to Loyalty Program Customers?

by Veronica Liljander and Pia Polsa

International Journal of E-Business Research, 2007

Modelling consumer responses to an apparel store brand: Store image as a risk reducer

by Veronica Liljander, Pia Polsa, and Allard van Riel

Journal of Retailing and Consumer Services, 2009

Modelling consumer responses to an apparel store brand: Store image as a risk reducer

Coopetition close to the customer — A case study of a small business network

Industrial Marketing Management

Coopetition interactions are traditionally divided into competing activities close to the custome... more Coopetition interactions are traditionally divided into competing activities close to the customer, called output activities (e.g., sales and marketing), and cooperating activities far from the customer, known as input activities (e.g., logistics, production and R&D). In many coopetition networks, most of the cooperation has been in input activities, essentially meaning that little research is conducted in coopetition business networks with cooperative activities close to the customer. This article closes the gap by investigating coopetition in an ICT business network comprising small-to-medium-sized enterprises (SMEs) in the B2B sector. The purpose of this paper is to increase understanding of cooperation between competing firms by analyzing the success factors of cooperative activities close to the customer that lead to a positive outcome of coopetition. The results of the study show that some case companies are more competition oriented, whereas the others are more cooperation or...

A mixed-methods approach for understanding the impact of packaging

A growing body stress for the essence of combining qualitative and quantitative research to study... more A growing body stress for the essence of combining qualitative and quantitative research to study packaging issues, and that such research should be conducted at various stages of package development. This study contributes with insights to the pre-design stage and demonstrates how a mixed methods approach was employed that captured qualitative insights to explain the quantitative measure regarding the impact of packaging.

Polsa Pia (2013) Crystallization and research in Asia, Qualitative Market Research –An International Journal, vol. 16, no 1., pp. 76-93

Qualitative Market Research: An International Journal Crystallization and research in Asia

About Emerald www.emeraldinsight.com With over forty years' experience, Emerald Group Publish... more About Emerald www.emeraldinsight.com With over forty years' experience, Emerald Group Publishing is a leading independent publisher of global research with impact in business, society, public policy and education. In total, Emerald publishes over 275 journals and more than 130 book series, as well as an extensive range of online products and services. Emerald is both COUNTER 3 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation. Abstract Purpose – Crystallization calls for the interaction between mind, body and spirit. While the knowledge of the mind is how we are used to see knowledge creation, the body influences the co-creation and the embodied experience between the researcher and the participant as a human instrument for understanding. Spirit refers to the sensitivity to ethics in preventing the reaffirmation of the stereotypical narratives....

CURRICULUM VITAE

Managing Channel Partner Relationships: A Cross-National Study

by Pia Polsa, Rajiv Mehta, and Jolanta Mazur

Journal of Global Marketing, 2011

Strategic alliances in international distribution channels

by Pia Polsa and Rajiv Mehta

Journal of Business Research, 2006

Given the differing dynamics of managing a distribution channel system, can the extant research o... more Given the differing dynamics of managing a distribution channel system, can the extant research on international strategic alliances, which largely focuses on the manufacturer-supplier interface, be extended to the manufacturer-distribution channels context? Owing to the paucity of research on strategic alliances in international distribution channels, this investigation seeks to verify empirically the effects of learning orientation, relationship longevity, and relationship closeness as determinants of cooperation, which, in turn, is an antecedent of performance, and relationship satisfaction.

The effects of market orientation on effectiveness and efficiency: the case of automotive distribution channels in Finland and Poland

by Pia Polsa, Rajiv Mehta, and Jolanta Mazur

Journal of Services Marketing, 1999

If you would like to write for this, or any other Emerald publication, then please use our Emeral... more

Leadership, Cooperation and Performance in International Marketing Channels: An Empirical Investigation of the United States, Finland, and Poland

by Rajiv Mehta and Pia Polsa

Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 2014

Managing International Distribution Channel Partners: A Cross-Cultural Approach

by Pia Polsa, Rajiv Mehta, and Jolanta Mazur

Journal of Marketing Channels, 2010

Strategic alliances in international distribution channels

by Rajiv Mehta and Pia Polsa

Journal of Business Research, 2006

Given the differing dynamics of managing a distribution channel system, can the extant research o... more Given the differing dynamics of managing a distribution channel system, can the extant research on international strategic alliances, which largely focuses on the manufacturer-supplier interface, be extended to the manufacturer-distribution channels context? Owing to the paucity of research on strategic alliances in international distribution channels, this investigation seeks to verify empirically the effects of learning orientation, relationship longevity, and relationship closeness as determinants of cooperation, which, in turn, is an antecedent of performance, and relationship satisfaction.

Managing Channel Partner Relationships: A Cross-National Study

by Rolph Anderson, Pia Polsa, Jolanta Mazur, and Rajiv Mehta

Journal of Global Marketing, 2011

Managing International Distribution Channel Partners: A Cross-Cultural Approach

by Rolph Anderson, Pia Polsa, and Jolanta Mazur

Journal of Marketing Channels, 2010

Pia Polsa CV September 2016

An exploration of how mature women buy clothing: empirical insights and a model

by Pia Polsa and Maria Holmlund

Journal of Fashion Marketing and Management, 2011

Purpose Despite mature consumers&amp;amp;amp;#x27; monetary power and their growing share o... more Purpose Despite mature consumers&amp;amp;amp;#x27; monetary power and their growing share of many product markets, research especially on mature women&amp;amp;amp;#x27;s buying behaviour and attitudes is still scarce. The purpose of this paper is to explore and analyse mature women&amp;amp;amp;#x27;s buying of ...

Cross-National Emic Scale Development in Health Care Service Quality

by Pia Polsa and Ritu Narang

Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 2016

EU deregulation and dealer-supplier relations in automotive distribution

by Veronica Liljander, Allard van Riel, and Pia Polsa

Journal of Business & Industrial Marketing, 2011

Purpose -The automotive industry in the European Union (EU) faces a sharply reduced regulatory en... more Purpose -The automotive industry in the European Union (EU) faces a sharply reduced regulatory environment, with Block Exemption (1400/2002). Economists have predicted fundamental changes in the market as a result of the modified Block Exemption. In this article, the aim is to investigate how the relationship between a car dealer and its main supplier (i.e. an OEM or its national representative), affects how the dealer perceives threats and opportunities in this more competitive environment. Design/methodology/approach -Based on relationship marketing theory, propositions about antecedents and consequences of commitment to a supplier are formulated for the changing automotive market. Data were collected from 413 car dealerships in Belgium, The Netherlands and Finland, countries without domestic automobile brands. Findings -Commitment to the main supplier is mainly driven by satisfaction and trust. The more car dealers are committed to their main supplier, the lower the threat they perceive from new intermediaries, and the lower their intention to expand their business beyond the current relationship. Commitment to their main suppliers also reinforces their confidence in the future. This confidence in the future spurs dealers' expansion plans within their current relationship.

A cross-national study

by Veronica Liljander, Allard van Riel, and Pia Polsa

Do Mobile CRM Services Appeal to Loyalty Program Customers?

by Veronica Liljander and Pia Polsa

International Journal of E-Business Research, 2007

Modelling consumer responses to an apparel store brand: Store image as a risk reducer

by Veronica Liljander, Pia Polsa, and Allard van Riel

Journal of Retailing and Consumer Services, 2009

Modelling consumer responses to an apparel store brand: Store image as a risk reducer

Coopetition close to the customer — A case study of a small business network

Industrial Marketing Management

Coopetition interactions are traditionally divided into competing activities close to the custome... more Coopetition interactions are traditionally divided into competing activities close to the customer, called output activities (e.g., sales and marketing), and cooperating activities far from the customer, known as input activities (e.g., logistics, production and R&D). In many coopetition networks, most of the cooperation has been in input activities, essentially meaning that little research is conducted in coopetition business networks with cooperative activities close to the customer. This article closes the gap by investigating coopetition in an ICT business network comprising small-to-medium-sized enterprises (SMEs) in the B2B sector. The purpose of this paper is to increase understanding of cooperation between competing firms by analyzing the success factors of cooperative activities close to the customer that lead to a positive outcome of coopetition. The results of the study show that some case companies are more competition oriented, whereas the others are more cooperation or...

A mixed-methods approach for understanding the impact of packaging

A growing body stress for the essence of combining qualitative and quantitative research to study... more A growing body stress for the essence of combining qualitative and quantitative research to study packaging issues, and that such research should be conducted at various stages of package development. This study contributes with insights to the pre-design stage and demonstrates how a mixed methods approach was employed that captured qualitative insights to explain the quantitative measure regarding the impact of packaging.

Polsa Pia (2013) Crystallization and research in Asia, Qualitative Market Research –An International Journal, vol. 16, no 1., pp. 76-93

Qualitative Market Research: An International Journal Crystallization and research in Asia

About Emerald www.emeraldinsight.com With over forty years' experience, Emerald Group Publish... more About Emerald www.emeraldinsight.com With over forty years' experience, Emerald Group Publishing is a leading independent publisher of global research with impact in business, society, public policy and education. In total, Emerald publishes over 275 journals and more than 130 book series, as well as an extensive range of online products and services. Emerald is both COUNTER 3 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation. Abstract Purpose – Crystallization calls for the interaction between mind, body and spirit. While the knowledge of the mind is how we are used to see knowledge creation, the body influences the co-creation and the embodied experience between the researcher and the participant as a human instrument for understanding. Spirit refers to the sensitivity to ethics in preventing the reaffirmation of the stereotypical narratives....

Theme: Challenging Development and Markets Conference organizing team

by Janice Denegri-Knott and Pia Polsa

The world has undergone significant transformations over the past few decades. Emerging economics... more The world has undergone significant transformations over the past few decades. Emerging economics, global South or developing nations are those whose economic development measured in GDP has increased most in relative terms. Therefore, the entire notion of " development " and " markets " may it be economic or social can be challenged. Recent research provides useful insights towards this very challenge; Buen vivir (Gudynas, Penaloza, 2015) to name the few. However, much remains to be uncovered in the broader socioeconomic , political, cultural and other areas that work to define contemporary development in the era of the market, market places and market formation. This conference seeks to mobilize diverse and multidisciplinary perspectives in this regard toward a better understanding of the processes of practices of development in contemporary society. Part of the goal for this conference then is to bring together traditional and emerging thoughts on the new era of markets and its connection to human development in all its forms. In this regard, we encourage papers and sessions on a redefinition of development grounded in contemporary understanding of markets from a multidisciplinary perspective. That is, we seek works that explore the current nature of development and the role that markets play in it. Historical and traditional treatments of marketing and development are also welcome. Some questions that are worth pondering for purposes of the conference are: Who are the beneficiaries of contemporary development efforts? Who are marginalized by these efforts? And what can be done to enhance development benefits and mitigate the negative effects? As with earlier ISMD conferences, we anticipate thinking and investigations that rely on existing models to suggest new avenues for enhancing development around the world. We invite even challenge the essence of the term " development " and " markets " ! To this end, we are inviting submissions to 14th topical conference tracks described below but not limited to these topics. Each paper or panel submission should be addressed to only one specific track. Please select the track closest to your submission. For special session proposals or topics that are not captured by the identified tracks, please send proposals to Pia Polsa (pia.polsa@hanken.fi)