Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe
Autores
Rouziou, Maria
Bolander, Willy
Karen Peesker
Hautamäki, Pia
Rangarajan, Deva
Samaraweera, Manoshi
Bullemore, Jorge
Klein, Michel
Agnihotr, Raj
Jensen, Karina Burgdorff
Orientador
Co-orientadores
Citações na Scopus
Tipo de documento
Artigo Científico
Data
2024
Arquivos
Resumo
In 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.
Palavras-chave
Global; International; Sales; Sales management; Personal selling; Inductive; Global data; Institutional logics
Titulo de periódico
Journal of International Marketing
DOI
Título de Livro
URL na Scopus
Sinopse
Objetivos de aprendizagem
Idioma
Inglês
Notas
Membros da banca
Área do Conhecimento CNPQ
CIENCIAS SOCIAIS APLICADAS