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The sales function in the twenty‐first century: where are we and where do we go from here?

Geiger, Susi; Guenzi, Paolo - In: European Journal of Marketing 43 (2009) 7/8, pp. 873-889

Purpose – This article aims to position current sales research in relation to what academics perceive as important future research areas for sales theory and practice. It makes the argument that after a 20‐year period of rapid growth and almost a decade of a transition phase, sales research...

Persistent link: https://www.econbiz.de/10014722584

An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness

Paparoidamis, Nicholas G.; Guenzi, Paolo - In: European Journal of Marketing 43 (2009) 7/8, pp. 1053-1075

Purpose – This study aims to develop and test a model of relationship selling management. It seeks to examine the impact of leadership quality and relationship selling, as antecedents of salespeople's relational behaviours, on sales effectiveness. Design/methodology/approach – Starting from...

Persistent link: https://www.econbiz.de/10014722592

I think they think we are good citizens : meta-perceptions as antecedents of employees' reactions to corporate social responsibility

Panagopoulos, Nikolaos G.; Rapp, Adam A.; Vlachos, Pavlos A. - In: Journal of business research : JBR 69 (2016) 8, pp. 2781-2790

Persistent link: https://www.econbiz.de/10011506887

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

Introducing a new, machine learning process, and online tools for conducting sales literature reviews : an application to the forty years of JPSSM

Kitanaka, Hideaki; Kwiatek, Piotr; Panagopoulos, Nikolaos G. - In: Journal of personal selling & sales management : JPSSM 41 (2021) 4, pp. 351-368

Persistent link: https://www.econbiz.de/10012695217

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

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

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

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

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