TITLE

Qualitative Methods in International Sales Research: Cross-Cultural Considerations

AUTHOR(S)
Javalgi, Rajshekhar (Raj) G.; Granot, Elad; Brashear Alejandro, Thomas G.
PUB. DATE
March 2011
SOURCE
Journal of Personal Selling & Sales Management;Spring2011, Vol. 31 Issue 2, p157
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
As the global marketplace continues to change owing to the proliferation of global brands, changing international trade policies, and the rise of consolidated buyer power, the need for cross-cultural sales research continues to increase. International sales research differs from its domestic counterparts because its application to a multitude of cultural environments where comparable, relevant data are oftentimes nonexistent. In a similar vein, the roles, activities, and approaches to sales may vary across markets, which injects bias and confounds the results. Because of this complexity, conducting international sales research requires flexibility and creativity on the part of the researcher. The complexity of the international marketplace, the extreme differences that exist in different countries, and the unfamiliarity of foreign markets demand better information prior to launching costly international marketing and sales strategies. The focus of this paper is to develop a framework and discuss the role of qualitative methods in international sales research. More specifically, the paper focuses on the following key topics: the value of qualitative research, measurement equivalence in cross-cultural sales research, theory testing and building, and cross-cultural issues in conducting international sales research.
ACCESSION #
60139260

 

Related Articles

  • Cross-cultural Comparisons between Taiwan and America. Jung-Tsung Tu // Interdisciplinary Journal of Contemporary Research in Business;Aug2010, Vol. 2 Issue 4, p116 

    According to the key statistics of Ministry of Economic Affairs (MOEA), Taiwan major top three trade countries include Mainland China, Japan and the United States. In 2007, the value of exports and imports of Taiwan traded amount of $61.8 billion U.S. dollars or shared 12.6 % with America....

  • INTERCULTURAL NEGOTIATIONS: A CULTURAL APPROACH. Rogoveanu, Raluca-Nicoleta // PCTS Proceedings (Professional Communication & Translation Studi;Dec2010, Vol. 3 Issue 1/2, p9 

    The peculiar characteristic of international business negotiations lies in their being influenced by a wide diversity of environments, which require changing perspectives that determine the selection of appropriate tactics and strategies. When negotiating internationally, what is right,...

  • HOW CHINA WILL GO GLOBAL. Ingram, Chris // Campaign;2/17/2006, Issue 7, p32 

    The article focuses on the views of the author on Chinese brands. At present, a very high proportion of Chinese exports are white-label goods, made for Western companies. Alternatively, they are made by Chinese workers in foreign-owned factories in China. The only way to capture a lot more of...

  • Effects of Global Market Conditions on Brand Image Customization and Brand Performance. Roth, Martin S. // Journal of Advertising;Winter95, Vol. 24 Issue 4, p55 

    What market conditions do managers consider when deciding whether to standardize or customize their global brand image? To what extent do those market conditions moderate the effects of brand image customization/standardization strategies on brand performance? To answer these questions, the...

  • The Myth of Globalization. Douglas, Susan P.; Wind, Yoram // Columbia Journal of World Business;Winter87, Vol. 22 Issue 4, p19 

    Considerable controversy has arisen in recent years concerning the most appropriate strategy in international markets. It bas been cogently argued that a strategy of global products and brands is the key to success in international markets. This paper examines critically the key assumptions...

  • On Improving the Conceptual Foundations of International Marketing Research. Douglas, Susan P; Craig, C. Samuel // Journal of International Marketing;2006, Vol. 14 Issue 1, p1 

    International marketing research plays a vital role as firms expand globally. Yet limited attention has been paid to the conceptual underpinnings of research needed to guide expansion. This article focuses on these issues and specifically examines the conceptual framework that guides research,...

  • FONS TROMPENAARS.  // T+D;Aug2011, Vol. 65 Issue 8, p62 

    An interview with consultant, motivational speaker, and author, Fons Trompenaars, is presented. Topics discussed include how he initially got involved with cross-cultural management issues while at Free University in Amsterdam, Netherlands, and a look into how cultural or multicultural...

  • Importing Problems Experienced by Distributors: The Importance of Level-of-Import Development. Katsikeas, Constantine S.; Dalgic, Tevfik // Journal of International Marketing;1995, Vol. 3 Issue 2, p51 

    As opposed to the plethora of export-related studies, limited empirical work has been conducted on firms' import behavior in the field of international business. The focus of this study is an investigation of problems confronting UK importing distributor firms in their trading activities with...

  • Navigating the Rough Seas of Global Business Negotiation: Reflection on Cross-Cultural Issues and Some Corporate Experiences. Sarkar, A. N. // International Journal of Business Insights & Transformation;Apr-Sep2010, Vol. 3 Issue 2, p47 

    In past two decades, Globalization has propelled the process of integration of national economy with the global economy through virtual removal of all conceivable forms trade barriers across geopolitical boundaries. This, in turn, has openedup new vista of enormous trade opportunities for...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics