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Team leadership and coaching
Guenzi, Paolo - In: Sales management : a multinational perspective, (pp. 336-363). 2011
Persistent link: https://www.econbiz.de/10008858689
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Exploring the influence of sales management practices on the industrial salesperson: a multi-source hierarchical linear modeling approach
Avlonitis, George J.; Panagopoulos, Nikolaos G. - In: Journal of business research : JBR 60 (2007) 7, pp. 765-775
Persistent link: https://www.econbiz.de/10003484242
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Sales force reactions to corporate social responsibility : attributions, outcomes, and the mediating role of organizational trust
Vlachos, Pavlos A.; Theotokis, Aristeidis; … - In: Industrial marketing management : the international … 39 (2010) 7, pp. 1207-1218
Persistent link: https://www.econbiz.de/10008668679
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How HRM control affects boundary-spanning employees' behavioural strategies and satisfaction : the moderating impact of cultural performance orientation
Onyemah, Vincent; Rouziès, Dominique; Panagopoulos, … - In: The international journal of human resource management 21 (2010) 10/12, pp. 1951-1975
Persistent link: https://www.econbiz.de/10008732156
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The role of the sales force in value creation and appropriation : new directions for research
Blocker, Christopher P.; Cannon, Joseph P.; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 15-27
Persistent link: https://www.econbiz.de/10009505541
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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
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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
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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
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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
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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