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

Author

Listed:
  • Maria Rouziou

    (Texas A&M University [College Station])

  • Willy Bolander

    (Texas A&M University [College Station])

  • Karen Peesker

    (Ted Rogers School of Management)

  • Pia Hautamäki

    (Tampere University of Applied Sciences [Finland])

  • Deva Rangarajan

    (IÉSEG School Of Management [Puteaux])

  • Manoshi Samaraweera

    (University of Central Oklahoma)

  • Jorge Bullemore

    (Universidad del Desarrollo)

  • Michel Klein

    (EM Strasbourg - École de Management de Strasbourg = EM Strasbourg Business School)

  • Raj Agnihotri

    (ISU - Iowa State University)

  • Karina Burgdorff Jensen

    (University College of Northern Denmark - University College of Northern Denmark)

  • Danny Pimentel Claro

    (Instituto de Ensino e Pesquisa (Brazil) - Insper Institute of Education and Research)

  • Christophe Fournier

    (Mémoires - Institut d'Administration des Entreprises (IAE) Montpellier - UM - Université de Montpellier)

  • Gabriel R. Gonzalez

    (SDSU - San Diego State University)

  • Paolo Guenzi

    (Università Commerciale Luigi Bocconi)

  • Selma Kadić-Maglajlić

    (CBS - Copenhagen Business School [Copenhagen])

  • Christine Lai-Bennejean

    (EM - EMLyon Business School)

  • Walter Palomino-Tamayo

    (ESAN - Universidad ESAN)

  • Carla Ramos

    (Instituto de Ensino e Pesquisa (Brazil) - Insper Institute of Education and Research)

  • Lynette Ryals

    (Cranfield University)

  • Jim Salas
  • Shi Huanhuan

    (Texas A&M University [College Station])

  • Philip Squire
  • Jörg Westphal

    (FOM - University of Applied Sciences for Economics and Management [Essen])

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.

Suggested Citation

  • Maria Rouziou & Willy Bolander & Karen Peesker & Pia Hautamäki & Deva Rangarajan & Manoshi Samaraweera & Jorge Bullemore & Michel Klein & Raj Agnihotri & Karina Burgdorff Jensen & Danny Pimentel Claro, 2024. "Global Events Demand Global Data : COVID-19 Crisis Responses and the Future of Selling and Sales Management around the Globe," Post-Print hal-04717619, HAL.
  • Handle: RePEc:hal:journl:hal-04717619
    DOI: 10.1177/1069031X241282431
    Note: View the original document on HAL open archive server: https://hal.science/hal-04717619v1
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