Internationalizing sales research:  current status, opportunities and challenges

Nikolaos G. Panagopoulos; Nicholas Lee; E. Bolman Pullins; George J. Avlonitis; Pascal Brassier; Paolo Guenzi; Anna Humenberger; Piotr Kwiatek; Terry W. Loe; Elina Oksanen-Ylikoski; Robert M. Peterson; Beth Rogers; Dan C. Weilbaker

Internationalizing sales research: current status, opportunities and challenges

Nikolaos G. Panagopoulos, Nicholas Lee, E. Bolman Pullins, George J. Avlonitis, Pascal Brassier, Paolo Guenzi, Anna Humenberger, Piotr Kwiatek, Terry W. Loe, Elina Oksanen-Ylikoski, Robert M. Peterson, Beth Rogers, Dan C. Weilbaker

Research output: Contribution to journal › Article › peer-review

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 language	English
Pages (from-to)	219-242
Number of pages	24
Journal	Journal of Personal Selling and Sales Management
Volume	31
Issue number	3
Publication status	Published - 1 Jun 2011

Cite this

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title = "Internationalizing sales research: current status, opportunities and challenges",

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.",

author = "Panagopoulos, {Nikolaos G.} and Nicholas Lee and {Bolman Pullins}, E. and Avlonitis, {George J.} and Pascal Brassier and Paolo Guenzi and Anna Humenberger and Piotr Kwiatek and Loe, {Terry W.} and Elina Oksanen-Ylikoski and Peterson, {Robert M.} and Beth Rogers and Weilbaker, {Dan C.}",

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T2 - current status, opportunities and challenges

AU - Panagopoulos, Nikolaos G.

AU - Lee, Nicholas

AU - Bolman Pullins, E.

AU - Avlonitis, George J.

AU - Brassier, Pascal

AU - Guenzi, Paolo

AU - Humenberger, Anna

AU - Kwiatek, Piotr

AU - Loe, Terry W.

AU - Oksanen-Ylikoski, Elina

AU - Peterson, Robert M.

AU - Rogers, Beth

AU - Weilbaker, Dan C.

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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.

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Internationalizing sales research: current status, opportunities and challenges

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