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

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dc.contributor.authorRouziou, Maria
dc.contributor.authorBolander, Willy
dc.contributor.authorPeesker, Karen
dc.contributor.authorHautamäki, Pia
dc.contributor.authorRangarajan, Deva
dc.contributor.authorSamaraweera, Manoshi
dc.contributor.authorBullemore, Jorge
dc.contributor.authorKlein, Michel
dc.contributor.authorAgnihotri, Raj
dc.contributor.authorBurgdorff Jensen, Karina
dc.contributor.authorPimentel Claro, Danny
dc.contributor.authorFournier, Christophe
dc.contributor.authorGonzalez, Gabriel R.
dc.contributor.authorGuenzi, Paolo
dc.contributor.authorKadić-Maglajlić, Selma
dc.contributor.authorLai-Bennejean, Christine
dc.contributor.authorPalomino-Tamayo, Walter
dc.contributor.authorRamos, Carla
dc.contributor.authorRyals, Lynette
dc.contributor.authorSalas, Jim
dc.contributor.authorShi, Huanhuan
dc.contributor.authorSquire, Philip
dc.contributor.authorWestphal, Jörg
dc.date.accessioned2026-07-20T20:56:18Z
dc.date.available2026-07-20T20:56:18Z
dc.date.issued2025
dc.description.abstractIn the context of the global crisis presented by the COVID-19 pandemic, the authors 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, the authors convened the first, to their knowledge, global data coalition by hosting video-recorded group interviews with 76 sales executives representing 27 nations. This 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. The results simultaneously validate certain emerging concepts on a global scale (e.g., customer success management, bricolage) and give rise to several insights not currently detailed by extant scholarship (e.g., localization, cultural cringe). This work also catalyzes new, relevant avenues for international research and sheds light on issues facing sales practice globally.
dc.description.versionVersión publicada
dc.format.extent21 p.
dc.identifier.citationRouziou, M., Bolander, W., Peesker, K., Hautamäki, P., Rangarajan, D., Samaraweera, M., Bullemore, J., Klein, M., Agnihotri, R., Jensen, K. B., Claro, D. P., Fournier, C., Gonzalez, G. R., Guenzi, P., Kadić-Maglajlić, S., Lai-Bennejean, C., Palomino-Tamayo, W., Ramos, C., Ryals, L., … Westphal, J. (2025). Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe. Journal of International Marketing, 33(2), 61-82.
dc.identifier.doihttps://doi.org/10.1177/1069031X241282431
dc.identifier.urihttps://hdl.handle.net/11447/10866
dc.language.isoen
dc.rightsAtribución-NoComercial-CompartirIgual 3.0 Chile (CC BY-NC-SA 3.0 CL)
dc.rights.urihttp://creativecommons.org/licenses/by-nc-sa/3.0/cl/
dc.subjectglobal
dc.subjectinternational
dc.subjectsales
dc.subjectsales management
dc.subjectpersonal selling
dc.subjectinductive
dc.subjectglobal data
dc.subjectinstitutional logics
dc.titleGlobal Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe
dc.typeArticle
dcterms.accessRightsAcceso abierto
dcterms.sourceJournal of International Marketing
dspace.entity.typePublication

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