On the nature of international sales and sales management research: a social network–analytic perspective. Issue 1 (2nd January 2018)

• Record Type: Journal Article
• Authors: Schrock, Wyatt A.; Zhao, Yanhui; Richards, Keith A.; Hughes, Douglas E.; Amin, Mohammad Sakif
• Is Part Of: Journal of personal selling & sales management. Volume 38:Issue 1(2018)
• Page Start: 56
• Page End: 77
• Publication Date: 2018-01-02
• Subjects: international sales -- global sales -- cross-cultural issues -- buyer–seller relationships -- sales-force control -- sales management -- selling activities -- selling techniques -- adaptive selling -- international business -- global account management -- organizational frontline research -- social network analysis; Selling -- Periodicals; Sales management -- Periodicals; 658.81
• DOI: 10.1080/08853134.2018.1428493
• Languages: English
• ISSNs: 0885-3134

Abstract

Abstract : This research uses a combination of text mining, co-word analysis, and social network analysis (SNA) to review 132 international sales and sales management (ISSM) articles published between 1980 and 2017. The study provides a unique view of the past and future of ISSM research and provides three principal contributions. First, from a social network–analytic perspective, it offers a unique examination of the ways ISSM research topics are interconnected, as reflected by keyword network structure. Second, by conducting SNA across two periods (1980–1999 and 2000–2017) and examining the changes in network centrality measures, the study offers initial insights into the evolving nature of the ISSM literature. Third, the study reports keyword network disconnections (i.e., structural holes) to propose a fruitful agenda for future ISSM research. Taken together, this research offers a current perspective of the ISSM research domain's evolving nature.