A template for conducting qualitative sales research in the Middle East

IF 2.4 4区 管理学 Q3 BUSINESS International Journal of Market Research Pub Date : 2022-10-22 DOI:10.1177/14707853221136004
A. Malshe, J. Al-Khatib
{"title":"A template for conducting qualitative sales research in the Middle East","authors":"A. Malshe, J. Al-Khatib","doi":"10.1177/14707853221136004","DOIUrl":null,"url":null,"abstract":"Potential challenges in conducting international sales research, coupled with the lack of systematic guidance currently prevent western sales scholars from conducting research in emerging market contexts. The authors draw upon (a) their decade-long experience in conducting qualitative sales research in the Middle East (ME), as well as (b) depth interview data they collected specifically for this paper from eleven academics engaged in doing sales research in that region to propose a three-step framework for conducting qualitative sales research within the ME. The exclusivity of this framework to the ME context is rooted in its responsiveness to the unique elements and idiosyncrasies inherent within the ME culture. In addition to offering a systematic guidance, the framework implies that it is not the research expertise of the western scholars, but their ability to understand and respond to cultural nuances, and cultivate and employ soft skills such as communication, trust, relationship building, and/or mutual respect that may make or break their foray into conducting sales research in the ME markets.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":null,"pages":null},"PeriodicalIF":2.4000,"publicationDate":"2022-10-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"1","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"International Journal of Market Research","FirstCategoryId":"91","ListUrlMain":"https://doi.org/10.1177/14707853221136004","RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q3","JCRName":"BUSINESS","Score":null,"Total":0}
引用次数: 1

Abstract

Potential challenges in conducting international sales research, coupled with the lack of systematic guidance currently prevent western sales scholars from conducting research in emerging market contexts. The authors draw upon (a) their decade-long experience in conducting qualitative sales research in the Middle East (ME), as well as (b) depth interview data they collected specifically for this paper from eleven academics engaged in doing sales research in that region to propose a three-step framework for conducting qualitative sales research within the ME. The exclusivity of this framework to the ME context is rooted in its responsiveness to the unique elements and idiosyncrasies inherent within the ME culture. In addition to offering a systematic guidance, the framework implies that it is not the research expertise of the western scholars, but their ability to understand and respond to cultural nuances, and cultivate and employ soft skills such as communication, trust, relationship building, and/or mutual respect that may make or break their foray into conducting sales research in the ME markets.
查看原文
分享 分享
微信好友 朋友圈 QQ好友 复制链接
本刊更多论文
在中东进行定性销售研究的模板
开展国际销售研究的潜在挑战,加上目前缺乏系统的指导,阻碍了西方销售学者在新兴市场背景下开展研究。作者利用(a)他们在中东(ME)进行定性销售研究的十年经验,以及(b)他们专门为本文收集的来自该地区从事销售研究的11位学者的深度访谈数据,提出了在中东进行定性销售调查的三步框架。该框架对ME环境的排他性植根于其对ME文化中固有的独特元素和特质的反应。除了提供系统的指导外,该框架还意味着,不是西方学者的研究专业知识,而是他们理解和回应文化细微差别的能力,以及培养和运用沟通、信任、建立关系和/或相互尊重等软技能的能力,这可能会决定他们在中小企业市场进行销售研究的成败。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
求助全文
约1分钟内获得全文 去求助
来源期刊
CiteScore
6.00
自引率
6.70%
发文量
38
期刊介绍: The International Journal of Market Research is the essential professional aid for users and providers of market research. IJMR will help you to: KEEP abreast of cutting-edge developments APPLY new research approaches to your business UNDERSTAND new tools and techniques LEARN from the world’s leading research thinkers STAY at the forefront of your profession
期刊最新文献
Examining stated improvement research methods Marketing Outcomes and Shareholder Value: A Review and Research Agenda Measuring prime ministerial brands: Exploring Needham’s framework for assessing the UK’s Boris Johnson and the Greek konstantinos mitsotakis Machine learning based methods for ratemaking health care insurance When “the more the better”? Mindfulness enhances the effect of the number of displayed product features in short video ADs on purchase intention
×
引用
GB/T 7714-2015
复制
MLA
复制
APA
复制
导出至
BibTeX EndNote RefMan NoteFirst NoteExpress
×
×
提示
您的信息不完整,为了账户安全,请先补充。
现在去补充
×
提示
您因"违规操作"
具体请查看互助需知
我知道了
×
提示
现在去查看 取消
×
提示
确定
0
微信
客服QQ
Book学术公众号 扫码关注我们
反馈
×
意见反馈
请填写您的意见或建议
请填写您的手机或邮箱
已复制链接
已复制链接
快去分享给好友吧!
我知道了
×
扫码分享
扫码分享
Book学术官方微信
Book学术文献互助
Book学术文献互助群
群 号:481959085
Book学术
文献互助 智能选刊 最新文献 互助须知 联系我们:info@booksci.cn
Book学术提供免费学术资源搜索服务,方便国内外学者检索中英文文献。致力于提供最便捷和优质的服务体验。
Copyright © 2023 Book学术 All rights reserved.
ghs 京公网安备 11010802042870号 京ICP备2023020795号-1