International selling and sales management: sales force research beyond geographic boundaries

Artur Baldauf, Nicholas Lee

Research output: Contribution to journalEditorial

Abstract

An introduction is presented for this issue which includes the articles "Internationalizing Sales Research: Current Status, Opportunities and Challenges" by Nikolaos G. Panagopoulos and colleagues, "Cultural Intelligence in Cross-Cultural Selling: Propositions and Directions for Future Research" by John D. Hansen and colleagues, and "A New Conceptual Framework of Sales Force Control Systems" by Ren Y. Darmon and Xavier C. Martin
Original languageEnglish
Pages (from-to)211-218
Number of pages8
JournalJournal of Personal Selling and Sales Management
Volume31
Issue number3
Publication statusPublished - 1 Jun 2011

Fingerprint

selling
sales
Sales
management
control system
intelligence
Force control
Control systems
Conceptual framework
Sales force
Sales management
Cultural intelligence

Cite this

@article{fe70953b6874437fab2b5b2b09625238,
title = "International selling and sales management: sales force research beyond geographic boundaries",
abstract = "An introduction is presented for this issue which includes the articles {"}Internationalizing Sales Research: Current Status, Opportunities and Challenges{"} by Nikolaos G. Panagopoulos and colleagues, {"}Cultural Intelligence in Cross-Cultural Selling: Propositions and Directions for Future Research{"} by John D. Hansen and colleagues, and {"}A New Conceptual Framework of Sales Force Control Systems{"} by Ren Y. Darmon and Xavier C. Martin",
author = "Artur Baldauf and Nicholas Lee",
year = "2011",
month = "6",
day = "1",
language = "English",
volume = "31",
pages = "211--218",
journal = "Journal of Personal Selling and Sales Management",
issn = "0885-3134",
publisher = "M.E. Sharpe Inc.",
number = "3",

}

International selling and sales management : sales force research beyond geographic boundaries. / Baldauf, Artur; Lee, Nicholas.

In: Journal of Personal Selling and Sales Management, Vol. 31, No. 3, 01.06.2011, p. 211-218.

Research output: Contribution to journalEditorial

TY - JOUR

T1 - International selling and sales management

T2 - sales force research beyond geographic boundaries

AU - Baldauf, Artur

AU - Lee, Nicholas

PY - 2011/6/1

Y1 - 2011/6/1

N2 - An introduction is presented for this issue which includes the articles "Internationalizing Sales Research: Current Status, Opportunities and Challenges" by Nikolaos G. Panagopoulos and colleagues, "Cultural Intelligence in Cross-Cultural Selling: Propositions and Directions for Future Research" by John D. Hansen and colleagues, and "A New Conceptual Framework of Sales Force Control Systems" by Ren Y. Darmon and Xavier C. Martin

AB - An introduction is presented for this issue which includes the articles "Internationalizing Sales Research: Current Status, Opportunities and Challenges" by Nikolaos G. Panagopoulos and colleagues, "Cultural Intelligence in Cross-Cultural Selling: Propositions and Directions for Future Research" by John D. Hansen and colleagues, and "A New Conceptual Framework of Sales Force Control Systems" by Ren Y. Darmon and Xavier C. Martin

UR - http://www.scopus.com/inward/record.url?scp=80051699037&partnerID=8YFLogxK

M3 - Editorial

VL - 31

SP - 211

EP - 218

JO - Journal of Personal Selling and Sales Management

JF - Journal of Personal Selling and Sales Management

SN - 0885-3134

IS - 3

ER -