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        Internationalizing Sales Research: Current Status, Opportunities, and Challenges

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        Internationalizing Sales Research: Current Status, Opportunities, and Challenges (410.0Kb)
        Date
        2011
        Author
        Panagopoulos, Nikolaos G.
        Lee, Nick
        Pullins, Ellen Bolman
        Avlonitis, George J.
        Brassier, Pascal
        Guenzi, Paolo
        Humenberger, Anna
        Kwiatek, Piotr
        Loe, Terry W.
        Oksanen-Ylikoski, Eliana
        Peterson, Robert M.
        Rogers, Beth
        Weilbaker, Dan C.
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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.
        URI
        https://commons.lib.niu.edu/handle/10843/18536
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        • Department of Marketing Faculty Publications
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