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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

Intraorganizational information and communication technology diffusion: implications for industrial sellers and buyers

Papastathopoulou, Paulina; Avlonitis, George J.; … - In: Industrial marketing management : the international … 36 (2007) 3, pp. 322-336

Persistent link: https://www.econbiz.de/10003450766

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

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 chilling effects of network externalities: Perspectives and conclusions

Panagopoulos, Nikolaos G.; Avlonitis, George J. - In: International journal of research in marketing : IJRM ; … 27 (2010) 1, pp. 22-25

Persistent link: https://www.econbiz.de/10008384648

Intraorganizational information and communication technology diffusion: Implications for industrial sellers and buyers

Papastathopoulou, Paulina; Avlonitis, George J.; … - In: Industrial marketing management : the international … 36 (2007) 3, pp. 322-336

Persistent link: https://www.econbiz.de/10007611544

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/10007734915

Antecedents and consequences of CRM technology acceptance in the sales force

Avlonitis, George J.; Panagopoulos, Nikolaos G. - In: Industrial marketing management : the international … 34 (2005) 4, pp. 355-368

Persistent link: https://www.econbiz.de/10006237792

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

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 60 (2007) 7, pp. 765-775

Persistent link: https://www.econbiz.de/10005474054

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