Internationalizing Sales Research: Current Status, Opportunities, and Challenges

Date
2011Author
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.
Metadata
Show full item recordAbstract
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.