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Internationalizing Sales Research: Current Status, Opportunities, and Challenges
Faculty Publications
  • Nikolaos G. Panagopoulos, Athens University of Economics and Business (AUEB)
  • Nick Lee, Aston Business School
  • Ellen Bolman Pullins, University of Toledo
  • George J. Avlonitis, Athens University of Economics and Business (AUEB)
  • Pascal Brassier, Groupe ESC Clermont Graduate School of Management
  • Paolo Guenzi, Bocconi University
  • Anna Humenberger, University of Applied Sciences of Wirtschaftskammer Wien
  • Piotr Kwiatek, B2B Centrum
  • Terry W. Loe, Kennesaw State University
  • Elina Oksanen-Ylikoski, InnoOmnia
  • Robert M. Peterson, Northern Illinois University
  • Beth Rogers, University of Portsmouth
  • Dan C. Weilbaker, University of South Carolina
Document Type
Publication Date
With economic activity in emerging markets growing at 40 percent, and with 10 percent and more of the firms in the Global Fortune 500 now headquartered in emerging economies, intense interest lies in the globalization of business activities, including the sales function. This systematic review of the international sales literature in a selection of the most influential journals explains, consolidates, and analyzes current knowledge. This paper also explores the challenges inherent in conducting international sales research, including conceptualization, research management, and data collection issues. Finally, we suggest ways to move forward for researchers in this field, including pertinent topics and how methodological and practical constraints might be addressed.
Citation Information
Panagopoulos, Nikolaos G., et al. "Internationalizing Sales Research: Current Status, Opportunities, and Challenges." Journal of Personal Selling & Sales Management 31.3 (2011): 219-42. Print.