Internationalizing sales research: current status, opportunities, and challenges

Nikolaos G. Panagopoulos; Nick Lee; Ellen Bolman Pullins; George J. Avlonitis; Pascal Brassier; Paolo Guenzi; Anna Humenberger; Piotr Kwiatek; Terry Loe; Eliana Ylikoski; Robert M. Peterson; Beth Rogers; Dan C. Weilbaker

doi:10.2753/PSS0885-3134310302

Internationalizing sales research: current status, opportunities, and challenges

Nikolaos G. Panagopoulos, Nick Lee, Ellen Bolman Pullins, George J. Avlonitis, Pascal Brassier, Paolo Guenzi, Anna Humenberger, Piotr Kwiatek, Terry Loe, Eliana 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
Journal	Journal of Personal Selling & Sales Management
Volume	31
Issue number	3
DOIs	https://doi.org/10.2753/PSS0885-3134310302
Publication status	Published - Jun 2011

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Panagopoulos, N. G., Lee, N., Bolman Pullins, E., Avlonitis, G. J., Brassier, P., Guenzi, P., Humenberger, A., Kwiatek, P., Loe, T., Ylikoski, E., Peterson, R. M., Rogers, B., & Weilbaker, D. C. (2011). Internationalizing sales research: current status, opportunities, and challenges. Journal of Personal Selling & Sales Management, 31(3), 219-242. https://doi.org/10.2753/PSS0885-3134310302

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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 Nick Lee and {Bolman Pullins}, Ellen and Avlonitis, {George J.} and Pascal Brassier and Paolo Guenzi and Anna Humenberger and Piotr Kwiatek and Terry Loe and Eliana Ylikoski and Peterson, {Robert M.} and Beth Rogers and Weilbaker, {Dan C.}",

year = "2011",

month = jun,

doi = "10.2753/PSS0885-3134310302",

language = "English",

volume = "31",

pages = "219--242",

journal = "Journal of Personal Selling & Sales Management",

issn = "0885-3134",

publisher = "M.E. Sharpe Inc.",

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Panagopoulos, NG, Lee, N, Bolman Pullins, E, Avlonitis, GJ, Brassier, P, Guenzi, P, Humenberger, A, Kwiatek, P, Loe, T, Ylikoski, E, Peterson, RM, Rogers, B & Weilbaker, DC 2011, 'Internationalizing sales research: current status, opportunities, and challenges', Journal of Personal Selling & Sales Management, vol. 31, no. 3, pp. 219-242. https://doi.org/10.2753/PSS0885-3134310302

TY - JOUR

T1 - Internationalizing sales research

T2 - current status, opportunities, and challenges

AU - Panagopoulos, Nikolaos G.

AU - Lee, Nick

AU - Bolman Pullins, Ellen

AU - Avlonitis, George J.

AU - Brassier, Pascal

AU - Guenzi, Paolo

AU - Humenberger, Anna

AU - Kwiatek, Piotr

AU - Loe, Terry

AU - Ylikoski, Eliana

AU - Peterson, Robert M.

AU - Rogers, Beth

AU - Weilbaker, Dan C.

PY - 2011/6

Y1 - 2011/6

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.

AB - 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.

U2 - 10.2753/PSS0885-3134310302

DO - 10.2753/PSS0885-3134310302

M3 - Article

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VL - 31

SP - 219

EP - 242

JO - Journal of Personal Selling & Sales Management

JF - Journal of Personal Selling & Sales Management

IS - 3

ER -

Internationalizing sales research: current status, opportunities, and challenges

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