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Internationalizing sales research : current status, opportunities, and challenges
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Weilbaker, Dan C., Rogers, Beth, Peterson, Robert M., Oksanen-Ylikoski, Elina, Loe, Terry W., Kwiatek, Piotr, Humenberger, Anna, Guenzi, Paolo, Brassier, Pascal, Avlonitis, George J., Pullins, Ellen Bolman, Lee, Nick and Panagopoulos, Nikolaos G. (2011) Internationalizing sales research : current status, opportunities, and challenges. Journal of Personal Selling and Sales Management, 31 (3). pp. 219-242. doi:10.2753/PSS0885-3134310302 ISSN 0885-3134.
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Official URL: http://dx.doi.org/10.2753/PSS0885-3134310302
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.
Item Type: | Journal Article | ||||
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Divisions: | Faculty of Social Sciences > Warwick Business School > Marketing Group Faculty of Social Sciences > Warwick Business School |
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Journal or Publication Title: | Journal of Personal Selling and Sales Management | ||||
Publisher: | Routledge | ||||
ISSN: | 0885-3134 | ||||
Official Date: | 23 September 2011 | ||||
Dates: |
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Volume: | 31 | ||||
Number: | 3 | ||||
Page Range: | pp. 219-242 | ||||
DOI: | 10.2753/PSS0885-3134310302 | ||||
Status: | Peer Reviewed | ||||
Publication Status: | Published | ||||
Access rights to Published version: | Restricted or Subscription Access |
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