TY - JOUR
T1 - Internationalizing sales research
T2 - Current status, opportunities, and challenges
AU - Panagopoulos, Nikolaos
AU - Lee, Nick
AU - Pullins, Ellen
AU - Avlonitis, George
AU - Brassier, Pascal
AU - Guenzi, Paolo
AU - Humenberger, Anna
AU - Kwiatek, Piotr
AU - Loe, Terry
AU - Oksanen-Ylikoski, Elina
AU - Peterson, Robert
AU - Rogers, Beth
AU - Weilbaker, Dan
PY - 2011/7/1
Y1 - 2011/7/1
N2 - 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.
AB - 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.
UR - http://www.scopus.com/inward/record.url?scp=80051676182&partnerID=8YFLogxK
U2 - 10.2753/PSS0885-3134310302
DO - 10.2753/PSS0885-3134310302
M3 - Review article
AN - SCOPUS:80051676182
SN - 0885-3134
VL - 31
SP - 219
EP - 242
JO - Journal of Personal Selling and Sales Management
JF - Journal of Personal Selling and Sales Management
IS - 3
ER -