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

IF 4.9 2区 管理学 Q1 BUSINESS Journal of International Marketing Pub Date : 2024-09-02 DOI:10.1177/1069031x241282431
Maria Rouziou, Willy Bolander, Karen Peesker, Pia Hautamäki, Deva Rangarajan, Manoshi Samaraweera, Jorge Bullemore, Michel Klein, Raj Agnihotri, Karina Burgdorff Jensen, Danny Pimentel Claro, Christophe Fournier, Gabriel R. Gonzalez, Paolo Guenzi, Selma Kadić-Maglajlić, Christine Lai-Bennejean, Walter Palomino-Tamayo, Carla Ramos, Lynette Ryals, Jim Salas, Huanhuan Shi, Philip Squire, Jörg Westphal
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Abstract

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.
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快讯全球事件需要全球数据:COVID-19 危机应对与全球销售和销售管理的未来
在 COVID-19 大流行病引发全球危机的背景下,我们调查了销售经理对其组织应对危机的看法以及对 COVID-19 后世界的未来预期。虽然销售文献中对这些主题进行了大量讨论,但很少有研究通过收集来自多个国家和多个大洲的数据对这些主题进行全球性研究。然而,如果不分析全球数据,又如何理解全球事件呢?为此,我们对代表 27 个国家的 76 名销售主管进行了视频录像小组访谈,从而开展了我们所知的首个全球数据联盟。我们的归纳式调查以制度逻辑为基础,揭示了组织在应对危机时如何接受新规范、保留旧规范或将新旧规范相融合。我们的研究结果同时在全球范围内验证了某些新兴概念(如客户成功管理、混合等),并提出了目前学术界尚未详述的若干见解(如本地化、文化畏缩等)。这项工作还为国际研究开辟了新的相关途径,并揭示了全球销售实践面临的问题。
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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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