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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引用次数: 0
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.
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.