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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

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

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

Sales force control systems : a review of measurement practices and proposed scale refinements

Panagopoulos, Nikolaos G.; Aulōnitēs, Geōrgios I. - In: The journal of personal selling & sales management : JPSSM 28 (2008) 4, pp. 365-385

Persistent link: https://www.econbiz.de/10003774598

Performance implications of sales strategy : the moderating effects of leadership and environment

Panagopoulos, Nikolaos G.; Aulōnitēs, Geōrgios I. - In: International journal of research in marketing : IJRM ; … 27 (2010) 1, pp. 46-57

Persistent link: https://www.econbiz.de/10003960751

A review of social media and implications for the sales process

Andzulis, James Mick; Panagopoulos, Nikolaos G.; Rapp, Adam - In: The journal of personal selling & sales management : JPSSM 32 (2012) 3, pp. 305-316

Persistent link: https://www.econbiz.de/10009579269

Internationalizing sales research : current status, opportunities, and challenges

Panagopoulos, Nikolaos G.; Lee, Nick; Pullins, Ellen; … - In: The journal of personal selling & sales management : JPSSM 31 (2011) 3, pp. 219-242

Persistent link: https://www.econbiz.de/10009270851

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

Performance Implications of Sales Strategy : The Moderating Effects of Leadership and Environment

Panagopoulos, Nikolaos G.; Avlonitis, George J. - 2009

What is sales strategy? How and when does it affect performance? This study attempts to provide answers to these overlooked questions by developing a comprehensive conceptualization of sales strategy and examining its impact on sales force and firm performance. Sales strategy was operationalized...

Persistent link: https://www.econbiz.de/10014200894

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