TY - JOUR
T1 - Global Events Demand Global Data
T2 - COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe
AU - Rouziou, Maria
AU - Bolander, Willy
AU - Peesker, Karen
AU - Hautamäki, Pia
AU - Rangarajan, Deva
AU - Samaraweera, Manoshi
AU - Bullemore, Jorge
AU - Klein, Michel
AU - Agnihotri, Raj
AU - Jensen, Karina Burgdorff
AU - Claro, Danny Pimentel
AU - Fournier, Christophe
AU - Gonzalez, Gabriel R.
AU - Guenzi, Paolo
AU - Kadic-Maglajlic, Selma
AU - Lai-Bennejean, Christine
AU - Palomino-Tamayo, Walter
AU - Ramos, Carla
AU - Ryals, Lynette
AU - Salas, Jim
AU - Shi, Huanhuan
AU - Squire, Philip
AU - Westphal, Jörg
N1 - Epub ahead of print. Published online: 1. September 2024
PY - 2024/9/1
Y1 - 2024/9/1
N2 - In the context of the global crisis presented by the COVID-19 pandemic, we 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, we conducted the first, to our knowledge, global data coalition by hosting video-recorded group interviews with 76 sales executives representing twenty-seven nations. Our 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. Our results simultaneously validate certain emerging concepts on a global scale (e.g., Customer Success Management, bricolage, etc.) and give rise to several insights not currently detailed by extant scholarship (e.g., localization, cultural cringe, etc.). This work also catalyzes new, relevant avenues for international research and sheds light on issues facing sales practice globally.
AB - In the context of the global crisis presented by the COVID-19 pandemic, we 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, we conducted the first, to our knowledge, global data coalition by hosting video-recorded group interviews with 76 sales executives representing twenty-seven nations. Our 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. Our results simultaneously validate certain emerging concepts on a global scale (e.g., Customer Success Management, bricolage, etc.) and give rise to several insights not currently detailed by extant scholarship (e.g., localization, cultural cringe, etc.). This work also catalyzes new, relevant avenues for international research and sheds light on issues facing sales practice globally.
KW - Global
KW - International
KW - Sales
KW - Sales management
KW - Personal selling
KW - Inductive
KW - Global data
KW - Institutional logics
KW - Global
KW - International
KW - Sales
KW - Sales management
KW - Personal selling
KW - Inductive
KW - Global data
KW - Institutional logics
U2 - 10.1177/1069031x241282431
DO - 10.1177/1069031x241282431
M3 - Journal article
SN - 1069-031X
JO - Journal of International Marketing
JF - Journal of International Marketing
ER -