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~person:"Panagopoulos, Nikolaos G."
~type:"article"
~type_genre:"Aufsatz in Zeitschrift"
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Salespeople
14
Verkaufspersonal
14
Selling
6
Verkauf
6
B-to-B-Marketing
3
Business-to-business marketing
3
Arbeitsgruppe
2
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performance
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salesperson
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Absatz
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Adaptive selling
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Aufsatz in Zeitschrift
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Panagopoulos, Nikolaos G.
Agnihotri, Raj
35
Rapp, Adam
23
Ahearne, Michael
22
Wieseke, Jan
22
Bolander, Willy
21
Jaramillo, Fernando
21
Friend, Scott B.
20
Alavi, Sascha
19
Johnson, Jeff S.
19
Rutherford, Brian N.
19
Chaker, Nawar N.
18
Hughes, Douglas E.
18
Rangarajan, Deva
18
Schwepker, Charles H. <Jr.>
18
Itani, Omar S.
17
Pullins, Ellen
17
Habel, Johannes
16
Plouffe, Christopher R.
16
Schmitz, Christian
16
Evans, Kenneth R.
14
Hochstein, Bryan
14
Mallin, Michael L.
14
Mulki, Jay P.
14
Bush, Alan J.
13
Dugan, Riley
13
Guenzi, Paolo
13
Lam, Son K.
13
Zablah, Alex R.
13
Lee, Nick
12
DeCarlo, Thomas E.
11
Haas, Alexander
11
Hartmann, Nathaniel N.
11
Homburg, Christian
11
Rouziou, Maria
11
Flaherty, Karen E.
10
Gabler, Colin B.
10
Onyemah, Vincent
10
Singh, Ramendra
10
Vieira, Valter Afonso
10
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Industrial marketing management : the international journal for industrial and high-tech firms
6
Journal of marketing
2
The international journal of human resource management
2
The journal of personal selling & sales management : JPSSM
2
Journal of business research : JBR
1
Journal of service research
1
Journal of the Academy of Marketing Science
1
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ECONIS (ZBW)
15
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1
Antecedents and performance outcomes of value-based selling in sales teams : a multilevel, systems theory of motivation perspective
Mullins, Ryan
;
Mengüç, Bülent
;
Panagopoulos, Nikolaos G.
- In:
Journal of the Academy of Marketing Science
48
(
2020
)
6
,
pp. 1053-1074
Persistent link: https://www.econbiz.de/10012386852
Saved in:
2
Firm actions to develop an ambidextrous sales force
Panagopoulos, Nikolaos G.
;
Rapp, Adam
;
Pimentel, Michael A.
- In:
Journal of service research
23
(
2020
)
1
,
pp. 87-104
Persistent link: https://www.econbiz.de/10012183607
Saved in:
3
Understanding the theory and practice of team selling : an introduction to the special section and recommendations on advancing sales team research
Mullins, Ryan R.
;
Panagopoulos, Nikolaos G.
- In:
Industrial marketing management : the international …
77
(
2019
),
pp. 1-3
Persistent link: https://www.econbiz.de/10012004131
Saved in:
4
Boosting sales force morale in highly dynamic, complex markets : the role of job resources
Panagopoulos, Nikolaos G.
;
Hochstein, Bryan
;
Baker, …
- In:
Industrial marketing management : the international …
74
(
2018
),
pp. 237-253
Persistent link: https://www.econbiz.de/10011942346
Saved in:
5
Sales force downsizing and firm-idiosyncratic risk : the contingent role of investors’ screening and firm’s signaling processes
Panagopoulos, Nikolaos G.
;
Mullins, Ryan
;
Avramidis, …
- In:
Journal of marketing
82
(
2018
)
6
,
pp. 71-88
Persistent link: https://www.econbiz.de/10011955024
Saved in:
6
Salesperson solution involvement and sales performance : the contingent role of supplier firm and customer-supplier relationship characteristics
Panagopoulos, Nikolaos G.
;
Rapp, Adam A.
;
Ogilvie, …
- In:
Journal of marketing
81
(
2017
)
4
,
pp. 144-164
Persistent link: https://www.econbiz.de/10011734912
Saved in:
7
Commitment to technological change, sales force intelligence norms, and salesperson key outcomes
Hunter, Gary K.
;
Panagopoulos, Nikolaos G.
- In:
Industrial marketing management : the international …
50
(
2015
),
pp. 162-179
Persistent link: https://www.econbiz.de/10011411723
Saved in:
8
Does choice of sales control conceptualization matter? : an empirical comparison of existing conceptualizations and directions for future research
Panagopoulos, Nikolaos G.
;
Johnson, Catherine M.
; …
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
3
,
pp. 221-246
Persistent link: https://www.econbiz.de/10011374657
Saved in:
9
Can salespeople lead themselves? : thought self-leadership strategies and their influence on sales performance
Panagopoulos, Nikolaos G.
;
Ogilvie, Jessica
- In:
Industrial marketing management : the international …
47
(
2015
),
pp. 190-203
Persistent link: https://www.econbiz.de/10011313544
Saved in:
10
The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness
Guenzi, Paolo
;
Baldauf, Artur
;
Panagopoulos, Nikolaos G.
- In:
Industrial marketing management : the international …
43
(
2014
)
5
,
pp. 786-800
Persistent link: https://www.econbiz.de/10010404086
Saved in:
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