Internationalizing sales research: Current status, opportunities, and challenges

Nikolaos Panagopoulos, Nick Lee, Ellen Pullins, George Avlonitis, Pascal Brassier, Paolo Guenzi, Anna Humenberger, Piotr Kwiatek, Terry Loe, Elina Oksanen-Ylikoski, Robert Peterson, Beth Rogers, Dan Weilbaker

Research output: Contribution to journalReview articlepeer-review

47 Citations (Scopus)

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.

Original languageEnglish
Pages (from-to)219-242
Number of pages24
JournalJournal of Personal Selling and Sales Management
Volume31
Issue number3
DOIs
Publication statusPublished - 1 Jul 2011

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