Internationalizing Sales Research: Current Status, Opportunities, and Challenges

Nikolaos Panagopoulos, Nick Lee, Ellen Bolman Pullins, George Avlonitis, Pascal Brassier (), Paolo Guenzi, Anna Humenberger, Piotr Kwiatek, Terry Loe, Elina Oksanen-Ylikoski, Robert Peterson, Beth Rogers and Dan Weilbaker
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Nikolaos Panagopoulos: AUEB - Athens University of Economics and Business
Pascal Brassier: CleRMa - Clermont Recherche Management - ESC Clermont-Ferrand - École Supérieure de Commerce (ESC) - Clermont-Ferrand - UCA [2017-2020] - Université Clermont Auvergne [2017-2020]

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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.

Date: 2013-09-23
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Citations: View citations in EconPapers (4)

Published in Journal of Personal Selling and Sales Management, 2013, 31 (3), pp.219-242. ⟨10.2753/PSS0885-3134310302⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02382913

DOI: 10.2753/PSS0885-3134310302

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