As companies expand their global footprint, insight into effective international selling and sales management (ISSM) is becoming increasingly important. The articles in this Journal of International Marketing special issue include:
Editorial: "The Future of Research on International Selling and Sales Management," by Nawar N. Chaker, Johannes Habel, Kelly Hewett, and Alex Zablah (available here: https://lnkd.in/gjQmq662)
"Enabling Comparability of Responses in International Sales Force Surveys: Evidence from a Cross-National Survey of Salespeople and Sales Managers," by Mohsen Pourmasoudi, Phillip Wiseman, Michael Ahearne, and Zachary Hall (available here: https://lnkd.in/gXYguqq2)
"The Customer Success Community: An Exploration of Nonfirm Epistemic Communities and Their Influence on a New Sales Practice," by Roberto Madruga, Bryson H., Hyeyoon Jung, Bryan Hochstein, and Edison Renato Silva (available here: https://lnkd.in/g29pZ_RY)
"Live Streaming Use and International Seller Sales Performance: An Information Economics Perspective," by Ye Yu, Jason Lu Jin, Meitong Dong, and Kevin Zheng Zhou (available here: https://lnkd.in/gpAR_fFG)
"An Inquiry into Effective Salesperson Social Media Use in Multinational Versus Local Firms," by Laurianne Schmitt, Rhett Epler, Eric Casenave, and Jessie Pallud (available here: https://lnkd.in/gjuFD8uE)
"Price Increases and Their Financial Consequences in International Business-to-Business Selling," by Maximilian Frieß and Roland Kassemeier (available here: https://lnkd.in/gNn_mNy8)
"Sales–Supply Chain Management Collaboration: Performance Effects and Boundary Conditions for International Salespeople," by Wyatt S., Yanhui Zhao, Phani Tej Adidam, Birud Sindhav, and G. Tomas M. Hult (available here: https://lnkd.in/gNVigAPh)
View the full special issue: https://lnkd.in/g5gXgGyQ
#issm #internationalselling #sales #salesmanagement #salesresearch
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