Graduate School of Business Administration,Department of Business Administration
UNO Mai

Papers

1. Characteristics and Practices of Strategic Sales Organizations: An Empirical Investigation of their Organizational Process for Customer Selection and their Customer Involvement with their New Product Development in the BtoB Market (Peer-reviewed)
Mai Uno
一橋大学 博士学位論文 2023.3
2. Current trends and issues of paradigms in the field of marketing research: Toward more active theoretical development
Mai Uno, Nguyen Phuong Bao Chau, Yaxin Zhao, Shunta Rokushima, Kyoko Fukukawa
Hitotsubashi Review of Commerce and Management Vol.17,No.2,pp.14-30 2022.11
Link
3. What are the strategic sales organizations? Integration of discussions about sales organization and market sensing capability (Peer-reviewed)
Mai Uno
Hitotsubashi Review of Commerce and Management Vol.17,No.1,pp.42-54 2022.5
Link
4. Value Creation in IT Service Companies: The Dilemma between Customization and Business Scalability (Peer-reviewed)
Mai Uno
一橋大学 修士学位論文 2020.3

Misc.

1. ビジネス・ケース (No. 195) ジーニーラボ：小規模ITサービス企業が推進する間接材購買取引の標準化
宇野 舞
一橋ビジネスレビュー Vol.71,No.3,pp.136-149 2023.12
Link
2. 市場感知能力を基軸にした営業主導型組織の戦略的営業組織への進化―ITサービス企業の事例分析―
宇野舞, 山下裕子
IIRワーキングペーパー Vol.WP#22-04 2022.5

Presentations

No. Name of subject/Conference Name Year Site
1. Investigating the Main and Interaction Effects of Customer Relationship Termination and Customer Involvement on the New Product(Global Marketing Conference)
 Holding date :
Presentation date : 2023.7.21		 Seoul
2. 戦略的営業とマーケティングケイパビリティの両研究における市場感知能力の比較検討―戦略的営業への進化の理解のために―(日本商業学会 第10会全国研究報告会)
 Holding date :
Presentation date : 2020.12.13
3. ITサービス企業における価値創造(日本商業学会 第70会全国研究大会)
 Holding date :
Presentation date : 2020.9.19
4. Problem of Marketing Costs behind the Transformation of Marketing-Sales Configuration in IT Service Companies(International Marketing Trends Conference)
 Holding date :
Presentation date : 2019.1.18		 Venice

Awards

No. Award name Year
1. The 7th Sekigakusha Award Grand Prize 2022.2
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