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Journal Articles Journal of Personal Selling and Sales Management Year : 2013

Internationalizing Sales Research: Current Status, Opportunities, and Challenges

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Nick Lee
  • Function : Author
Ellen Bolman Pullins
  • Function : Author
George Avlonitis
  • Function : Author
Pascal Brassier
Paolo Guenzi
  • Function : Author
Anna Humenberger
  • Function : Author
Piotr Kwiatek
  • Function : Author
Terry Loe
  • Function : Author
Elina Oksanen-Ylikoski
  • Function : Author
Robert Peterson
  • Function : Author
Beth Rogers
  • Function : Author
Dan Weilbaker
  • Function : Author

Abstract

With economic activity in emerging markets growing at 40 percent, and with 10 percent and more of the firms in the Global Fortune 500 now headquartered in emerging economies, intense interest lies in the globalization of business activities, including the sales function. This systematic review of the international sales literature in a selection of the most influential journals explains, consolidates, and analyzes current knowledge. This paper also explores the challenges inherent in conducting international sales research, including conceptualization, research management, and data collection issues. Finally, we suggest ways to move forward for researchers in this field, including pertinent topics and how methodological and practical constraints might be addressed.

Dates and versions

hal-02382913 , version 1 (27-11-2019)

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Nikolaos Panagopoulos, Nick Lee, Ellen Bolman Pullins, George Avlonitis, Pascal Brassier, et al.. Internationalizing Sales Research: Current Status, Opportunities, and Challenges. Journal of Personal Selling and Sales Management, 2013, 31 (3), pp.219-242. ⟨10.2753/PSS0885-3134310302⟩. ⟨hal-02382913⟩
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