The Future of Research on International Selling and Sales Management

IF 4.9 2区 管理学 Q1 BUSINESS Journal of International Marketing Pub Date : 2024-01-29 DOI:10.1177/1069031x231224712
Nawar N. Chaker, Johannes Habel, Kelly Hewett, Alex Ricardo Zablah
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Abstract

As companies expand their international footprint, insight regarding how to effectively organize international selling and sales management (ISSM) efforts is becoming increasingly important. Unfortunately, most prior research on personal selling and sales management is grounded in a domestic market perspective, which limits the relevance of its findings to situations in which sales activities occur between stakeholders located in different national markets. This special issue responds to the need for dedicated research on ISSM through six articles that explore phenomena arising from the interaction between international salespeople and international customers and their domestic counterparts. Moreover, this editorial builds on these six articles to advance a research agenda rooted in an interaction-based conceptualization of the ISSM field that identifies areas of inquiry related to international salespeople, international customers, and international managers, and subsequently prioritizes these research opportunities using input provided by sales practitioners. This special issue and editorial thus identify critical, underexplored research topics in the ISSM domain that are accompanied by a series of illustrative examples of how best to contribute to this emerging but important literature stream.
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国际销售和销售管理研究的未来
随着企业在国际上的扩张,如何有效地组织国际销售和销售管理工作(ISSM)变得越来越重要。遗憾的是,以往有关个人销售和销售管理的研究大多基于国内市场的视角,这就限制了研究结果与位于不同国家市场的利益相关者之间销售活动的相关性。本特刊通过六篇文章探讨了国际销售人员与国际客户及其国内同行之间互动所产生的现象,从而满足了对个人销售管理进行专门研究的需求。此外,这篇社论以这六篇文章为基础,推进了一项研究议程,该议程植根于基于互动的 ISSM 领域概念化,确定了与国际销售人员、国际客户和国际经理相关的研究领域,并随后利用销售从业人员提供的信息对这些研究机会进行了优先排序。因此,本特刊和社论确定了 ISSM 领域中尚未充分探索的关键研究课题,并附有一系列示例,说明如何以最佳方式为这一新兴而重要的文献流做出贡献。
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来源期刊
CiteScore
8.70
自引率
17.20%
发文量
28
期刊介绍: As the globalization of markets continues at a rapid pace, business practitioners and educators alike face the challenge of staying current with the developments. Marketing managers require a source of new information and insights on international business events. International marketing educators require a forum for disseminating their thoughts and research findings. Journal of International Marketing(JIM) is an international, peer-reviewed journal dedicated to advancing international marketing practice, research, and theory. Contributions addressing any aspect of international marketing management are published each quarter.
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