Public defence in Design, MA Mikko Illi
MA Mikko Illi will defend the thesis "SELLING MACHINES WITH VISUALS - Interaction Analysis of Granularity in Sensemaking and Persuasive Sales Logics" on 3 November 2022 at 10:00 in Aalto University School of Arts, Design and Architecture, Department of Design, in lecture hall H304, Otakaari 1, Espoo, and online in Zoom.
Opponent: Prof. Joona Keränen, RMIT University, Australia
Custos: Prof. Turkka Keinonen, Aalto University School of Arts, Design and Architecture, Department of Design
Thesis available for public display at: https://aaltodoc.aalto.fi/doc_public/eonly/riiputus/
Doctoral theses in the School of Arts, Design and Architecture: https://aaltodoc.aalto.fi/handle/123456789/54
Public defence announcement:
How are design and visualisation utilised in industrial machine sales when sales representatives and buyers encounter face-to-face? Contemporary sales representatives aim to resolve industrial production problems and communicate value connected to the use of sold machines or cost-efficient maintenance. In achieving these, sales representatives use abstract customer-specific charts, graphs and tables. Infographics are applied broadly to strengthen sales arguments. Sellers use interactive simulations to model the problems of the customer and modify these simulations with buyers for the most viable solutions. Successful visualisation depends on understanding the details of conversational dynamics and sales contexts.
Mikko Illi’s doctoral dissertation sheds light on an under-researched field in knowledge visualisation by presenting a detailed analysis of real-life sales interactions and different sales contexts. The dissertation builds knowledge on value communication, grounds the development for using visual representations, and produces methods for improving the future investigations of selling.
Contact information of doctoral candidate: