Around the World in 80 Managers: A Cross-Cultural Examination of Unique Sales Characteristics, Processes, Opportunities and Challenges

Abstract

"In the context of the disruption presented by the COVID-19 pandemic, and across twenty-seven countries, we investigate the perspectives of sales managers regarding their organizations’ responses to the crisis and future opportunities and challenges following the crisis. While there has been much discussion about these topics in the sales literature, very little research has examined them at an international level by collecting truly global data from a large number of countries. We use data from video recorded panel interviews with 76 sales executives from around the globe. Our inductive investigation provides a glimpse into some shared perspectives and practices that have been (re-)institutionalized following the pandemic and other, nonconforming, de-institutionalized perspectives and practices that represent especially interestingfindings. This work also serves as a catalyst for new and relevant avenues for internationalsales research and sheds light on issues facing sales practice globally."