Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management around the Globe

Maria Rouziou, Willy Bolander, Karen Peesker, Pia Hautamäki, Deva Rangarajan, Manoshi Samaraweera, Jorge Bullemore, Michel Klein, Raj Agnihotri, Karina Burgdorff Jensen, Danny Pimentel Claro (), Christophe Fournier, Gabriel R. Gonzalez, Paolo Guenzi, Selma Kadić-Maglajlić, Christine Lai-Bennejean (), Walter Palomino-Tamayo, Carla Ramos, Lynette Ryals, Jim Salas, Shi Huanhuan, Philip Squire and Jörg Westphal
Additional contact information
Maria Rouziou: Texas A&M University [College Station]
Willy Bolander: Texas A&M University [College Station]
Karen Peesker: Ted Rogers School of Management
Pia Hautamäki: Tampere University of Applied Sciences [Finland]
Deva Rangarajan: IÉSEG School Of Management [Puteaux]
Manoshi Samaraweera: University of Central Oklahoma
Jorge Bullemore: Universidad del Desarrollo
Michel Klein: EM Strasbourg - École de Management de Strasbourg = EM Strasbourg Business School
Raj Agnihotri: ISU - Iowa State University
Karina Burgdorff Jensen: University College of Northern Denmark - University College of Northern Denmark
Christophe Fournier: Mémoires - Institut d'Administration des Entreprises (IAE) Montpellier - UM - Université de Montpellier
Gabriel R. Gonzalez: SDSU - San Diego State University
Paolo Guenzi: Università Commerciale Luigi Bocconi
Selma Kadić-Maglajlić: CBS - Copenhagen Business School [Copenhagen]
Christine Lai-Bennejean: EM - EMLyon Business School
Walter Palomino-Tamayo: ESAN - Universidad ESAN
Carla Ramos: Instituto de Ensino e Pesquisa (Brazil) - Insper Institute of Education and Research
Lynette Ryals: Cranfield University
Shi Huanhuan: Texas A&M University [College Station]
Jörg Westphal: FOM - University of Applied Sciences for Economics and Management [Essen]

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Abstract: In the context of the global crisis presented by the COVID-19 pandemic, we investigate the perspectives of sales managers regarding their organizations' responses to the crisis and future expectations in a post-COVID-19 world. While there has been much discussion about these topics in the sales literature, very little research has examined them globally by collecting data from many nations and across many continents. Yet, how can global events be understood without analyzing global data? In response, we conducted the first, to our knowledge, global data coalition by hosting video-recorded group interviews with 76 sales executives representing twenty-seven nations. Our inductive investigation, informed by institutional logics, reveals how organizations accepted new norms, retained old ones, or blended the old with the new in response to the crisis. Our results simultaneously validate certain emerging concepts on a global scale (e.g., Customer Success Management, bricolage, etc.) and give rise to several insights not currently detailed by extant scholarship (e.g., localization, cultural cringe, etc.). This work also catalyzes new, relevant avenues for international research and sheds light on issues facing sales practice globally.

Keywords: global; International; sales; sales management; personal selling; inductive; global data; institutional logics (search for similar items in EconPapers)
Date: 2024-09-01
Note: View the original document on HAL open archive server: https://hal.science/hal-04717619v1
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Published in Journal of International Marketing, inPress, 85 p. ⟨10.1177/1069031X241282431⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-04717619

DOI: 10.1177/1069031X241282431

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