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

dc.contributor.authorRouziou, Maria
dc.contributor.authorBolander, Willy
dc.contributor.authorKaren Peesker
dc.contributor.authorHautamäki, Pia
dc.contributor.authorRangarajan, Deva
dc.contributor.authorSamaraweera, Manoshi
dc.contributor.authorBullemore, Jorge
dc.contributor.authorKlein, Michel
dc.contributor.authorAgnihotr, Raj
dc.contributor.authorJensen, Karina Burgdorff
dc.contributor.authorFournier, Christophe
dc.contributor.authorDANNY PIMENTEL CLARO
dc.contributor.authorGonzalez, Gabriel R.
dc.contributor.authorGuenzi, Paolo
dc.contributor.authorKadić-Maglajlić, Selma
dc.contributor.authorLai-Bennejean, Christine
dc.contributor.authorPalomino-Tamayo, Walter
dc.contributor.authorRyals, Lynette
dc.contributor.authorCARLA SOFIA DIAS MOREIRA RAMOS
dc.contributor.authorSalas, Jim
dc.contributor.authorShi, Huanhuan
dc.contributor.authorSquire, Philip
dc.contributor.authorWestphal, Jörg
dc.date.accessioned2025-04-29T00:46:37Z
dc.date.issued2024
dc.description.abstractIn the context of the global crisis presented by the COVID-19 pandemic, the authors 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, the authors convened the first, to their knowledge, global data coalition by hosting video-recorded group interviews with 76 sales executives representing 27 nations. This 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. The results simultaneously validate certain emerging concepts on a global scale (e.g., customer success management, bricolage) and give rise to several insights not currently detailed by extant scholarship (e.g., localization, cultural cringe). This work also catalyzes new, relevant avenues for international research and sheds light on issues facing sales practice globally.en
dc.formatDigital
dc.format.extent22 p.
dc.identifier.doi10.1177/1069031X241282431ope
dc.identifier.issn1069-031X
dc.identifier.issn1547-7215
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/7606
dc.language.isoInglês
dc.publisherSAGE Publications
dc.relation.ispartofJournal of International Marketing
dc.subjectGlobalen
dc.subjectInternationalpt
dc.subjectSalespt
dc.subjectSales managementen
dc.subjectPersonal sellingen
dc.subjectInductiveen
dc.subjectGlobal dataen
dc.subjectInstitutional logicsen
dc.titleGlobal Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe
dc.typejournal article
dspace.entity.typePublication
local.identifier.sourceUrihttps://journals.sagepub.com/doi/epub/10.1177/1069031X241282431
local.publisher.countryNão Informado
local.subject.cnpqCIENCIAS SOCIAIS APLICADAS
local.typeArtigo Científico
relation.isAuthorOfPublication4d0421e0-4cc8-4fb3-846a-581a48c752f5
relation.isAuthorOfPublicationa5e47b3d-97ba-4dfc-9e50-a5a788713577
relation.isAuthorOfPublication.latestForDiscovery4d0421e0-4cc8-4fb3-846a-581a48c752f5

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