Skip to content

Panagopoulos, Nikolaos

Associate Professor, Director of Executive Education & International Sales, Ralph and Luci Schey Sales Centre

Marketing
Copeland 238
740-593-2621
npanag@ohio.edu

Education 

Athens University of Economics & Business, Ph.D. in Marketing (Sales) (2000-2003)

Athens University of Economics & Business, M.Sc. in Marketing & Communication (1998-2000)

Athens University of Economics & Business, B.Sc. in Statistics (1994-1998)

Biography

Nick is an award-winning author, professor, and consultant working in the areas of selling, sales management, and strategy. He has 17 years of experience in consulting and training with a large number of organizations in the US, Latin America, Asia, and EU, including Fortune 500 companies.

He has contributed 30+ articles in scientific journals such as the Journal of Marketing, International Journal of Research in Marketing, Journal of Organizational Behavior, Journal of Personal Selling & Sales Management, Industrial Marketing Management, Journal of Business Ethics, Journal of Business Research, International Journal of Human Resource Management, as well as over 45 articles in the proceedings of international conferences. 

Nick has participated in invitation-only conferences at Harvard, Wharton, and Columbia and has been invited to present his work at many Universities while working with graduate and undergraduate students from all over the world.

Nick has received many prestigious research awards or has been nominated or shortlisted for a variety of academic awards. In addition, he is a member of the editorial boards of the Journal of Personal Selling & Sales Management and Industrial Marketing Management, whereas he serves as a reviewer in numerous academic journals. He has co-edited several special issues and has served as Conference, Track or Session Chair, as well as Discussant in many academic conferences.  Nick is also Past-Chair of the Global Sales Science Institute. 

Nick is the author of the book “Sales technology: Making the most of your investment” (Business Expert Press, New York) while he has contributed one chapter in “Sales Management: A Multinational Perspective” (Palgrave Macmillan, UK).

Research Interests 

Sales, Marketing Strategy

Awards and Publications

Best Paper Award, "Does Choice of Sales Control Conceptualization Matter? An Empirical Comparison of Existing Conceptualizations and Directions for Future Research”, 2015 James M. Comer Award for Best Contribution to Selling and Sales Management Theory, Journal of Personal Selling & Sales Management, June 2016.

Best Paper Award, “Salespeople as Knowledge Brokers: A Review and Critique of the Challenger Sales Model”, 2014 Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice, Journal of Personal Selling & Sales Management, May 2015.

Best Paper Award, “Reaping Benefits from Investing in Solution Selling Capability: Do Product and Customer Characteristics Matter?”, 2015 National Conference in Sales Management, April 15 – April 18 2015, Houston, Texas. 

Best Paper Award, “Performance Effects of Sales Controls: A Comparison of Alternative Conceptualizations”, American Marketing Association, 2014 Winter Educators’ Conference, Track Sales and Customer Relationship Management, Orlando, USA. 

The paper "The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research" was shortlisted for the Journal of Personal Selling & Sales Management's 2012 James M. Comer Award for Best Contribution to Selling and Sales Management Theory. 

The paper “Does Building an Ambidextrous Sales Force Pay-off? Balancing Customer- and Supplier-Centricity for Improved Performance” was nominated for the 2017 Best Paper Award, National Conference in Sales Management, April 19-21, St. Louis, Missouri. 

The paper “Salespeople as Knowledge Brokers: A Review and Critique of the Challenger Sales Model” has been included in an online article collection featuring the most downloaded articles published in Routledge Social Sciences journals in 2014. 

The paper “Salespeople as Knowledge Brokers: A Review and Critique of the Challenger Sales Model” has been the 1st and 2nd most downloaded article published in the Journal of Personal Selling & Sales Management for 2015 and 2014, respectively. 

The paper “Performance Implications of Sales Strategy: The Moderating Effects of Leadership and Environment” has been listed on SSRN's All Time Top Ten download list for the category of Business-to-Business Marketing. 

The paper “The Impact of Sales Management Practices on Salesperson’s Role Stress, Attitudes and Outcomes: A Multiple-Level, Multiple-Source Examination" was one of the top-rated papers in the track Selling & Sales Management in the 34th EMAC Conference, Milan, Italy.

Co-Chair of the Selection Committee, Neil Rackham Research Grant Award, Sales Education Foundation, February – June 2014. 

Scholarship during doctoral studies (dissertation was graded A with distinction), State Scholarships Foundation.  

Scholarship during master's studies, Department of Marketing & Communication, Athens University of Economics & Business.  

Honorary award for exceptional performance during master's studies (ranked 1st in class), Greek Marketing Academy, May 2000.

Publications

Panagopoulos, N.G., A.A. Rapp, and J.L. Ogilvie (2017), “Salesperson Solution Involvement and Sales Performance: The Contingent Role of Supplier Firm and Customer-Supplier Relationship Characteristics", Journal of Marketing, 81(July), 144-164. [Accepted for publication on 03/06/2017]. 

Vlachos, P. A., N. G. Panagopoulos, Bachrach, D. G., and F. Morgeson (2017), “I’ll Be a Loyal Booster… If the Firm’s Genuine: Corporate Social Responsibility Attributional Processes in Manager-Employee Interactions”, Journal of Organizational Behavior [Accepted for publication on 02/03/2017].

Gabler, C.B., N.G. Panagopoulos, P.A. Vlachos, and A. Rapp (2017), “Developing an Environmentally Sustainable Business Plan: An International B2B Case Study”, Corporate Social Responsibility and Environmental Management [Accepted for publication on 09/05/2016].

Panagopoulos, N.G., A. Rapp, and P. Vlachos (2016), "I Think They Think We Are Good Citizens: Meta-Perceptions as Antecedents of Employees' Reactions to Corporate Social Responsibility", Journal of Business Research, 69, 2781-2790 [Accepted for publication on 11/21/2015].

Hunter, G. and N.G. Panagopoulos (2015), “Commitment to Technological Change, Sales Force Intelligence Norms, and Salesperson Key Outcomes,” Industrial Marketing Management, 50 (October), 162-179 [Accepted for publication on 03/16/2015].

Panagopoulos, N.G., Johnson, K., and D. Mothersbaugh (2015), "Does Choice of Sales Control Conceptualization Matter? A Comparison of Existing Conceptualizations and Directions for Future Research, Journal of Personal Selling & Sales Management, 35 (3), 221-246 [Accepted for publication on 02/05/2015]. (2015 JPSSM BEST PAPER AWARD)

Panagopoulos, N.G., and J. Ogilvie (2015), "Can Salespeople Lead Themselves? Thought Self-Leadership Strategies and their Influence on Sales Performance", Industrial Marketing Management, 47 (May), 190-203 [Accepted for publication on 10/18/2014].

Vlachos, P.A, N.G. Panagopoulos, and A. Rapp (2014), "Employee Judgments of and Behaviors towards Corporate Social Responsibility: A Multi-study Investigation of Direct, Cascading, and Moderating Effects", Journal of Organizational Behavior, 35 (7), 990-1017. [Accepted for publication on 05/29/2014].

Vlachos, P. N.G. Panagopoulos, A. Theotokis, R. Singh, and R. Singh (2014), "When Do Corporate Social Responsibility Initiatives Impact on Customer-Facing Employees? Evidence from India and the Netherlands", International Journal of Human Resource Management, 25(22), 3086-3112. [Accepted on 04/11/2014].

Rapp, A., D. Bachrach, N.G. Panagopoulos, and J. Ogilvie (2014), "Salespeople as Knowledge Brokers: A Review and Critique of the Challenger Sales Model", Journal of Personal Selling & Sales Management, 34 (4), 245-259. [Accepted on 03/21/2014]. (2014 JPSSM BEST PAPER AWARD; MOST DOWNLOADED ARTICLES IN JPSSM FOR 2014 and 2015; MOST DOWNLOADED ARTICLES PUBLISHED IN ROUTLEDGE SOCIAL SCIENCES JOURNALS in 2014)

Guenzi, P., A. Baldauf, and N.G. Panagopoulos (2014), "The Influence of Formal and Informal Sales Controls on Customer-directed Selling Behaviors and Sales Unit Effectiveness", Industrial Marketing Management 43 (5), 786-800. [Accepted on 10/03/2014]. 

Vlachos, P., N.G., Panagopoulos, and A. Rapp (2013), "Feeling Good by Doing Good: Employee CSR-induced Attributions, Job Satisfaction, and the Role of Charismatic Leadership", Journal of Business Ethics, 118, 577-588. [Accepted on 12/03/2012].  

Vlachos, P., O. Epitropaki, N.G. Panagopoulos, and A. Rapp, (2013), "Causal Attributions and Employee Reactions to CSR", Industrial and Organizational Psychology: Perspectives on Science and Practice, 6(4), 334-337. [Accepted on November 2013]. 

Vlachos, P., A. Krepapa, N.G. Panagopoulos, and A. Tsamakos (2013), "Curvilinear Effects of Corporate Social Responsibility and Benevolence on Loyalty", Corporate Reputation Review, 16(4), 248-262.   

Andzulis, J., N. G. Panagopoulos, and A. Rapp (2012), "A Review of Social Media and Implications on the Sales Process", Journal of Personal Selling & Sales Management, 32(3), 305-317. 

Rapp, A and N.G. Panagopoulos (2012), “Perspectives on Personal Selling and Social Media: Introduction to the Special Issue”, Journal of Personal Selling & Sales Management, 32(3), 301-304.

Blocker, C.P, J.P. Cannon, N.G. Panagopoulos, and J.K. Sager (2012), “The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research”, Journal of Personal Selling & Sales Management, 32 (1), 15-28. (SHORTLISTED FOR 2012 JPSSM BEST PAPER AWARD)

Panagopoulos, N.G., Lee, N., Pullins, B.E., Avlonitis, G.J., Brassier, P., Guenzi, P., Humenberger, A., Kwiatek, P., Loe, T.W., Oksanen-Ylikoski, E., Peterson, R.M., Rogers, B., and Weilbaker, D.C. (2011), “Internationalizing Sales Research: Current Status, Opportunities and Challenges”, Journal of Personal Selling & Sales Management, 31 (3), 219-242.   

Panagopoulos, N.G. and G.J. Avlonitis (2010), “Performance Implications of Sales Strategy: The Moderating Effects of Leadership and Environment”, International Journal of Research in Marketing, 27 (1), 46-57. 

Onyemah, V., D. Rouziès, and N.G. Panagopoulos (2010), “How HRM Control Affects Boundary-Spanning Employees' Behavioural Strategies and Satisfaction: The Moderating Impact of Cultural Performance Orientation”, International Journal of Human Resource Management, 21 (11), 1948-1972. 

Vlachos, P.A., A. Theotokis, and N.G. Panagopoulos (2010), “Sales Force Reactions to Corporate Social Responsibility: Attributions, Outcomes, and the Mediating Role of Organizational Trust”, Industrial Marketing Management, 39 (7), 1207-1218. 

Avlonitis, G.J. and N.G. Panagopoulos (2010), “Selling & Sales Management: An Introduction to the Special Section and Recommendations on Advancing the Sales Research Agenda”, Industrial Marketing Management, 39 (7), 1045-1048. 

Avlonitis, G.J. and N.G. Panagopoulos (2010), “Effective Implementation of Sales-Based CRM Systems: Theoretical and Practical Issues”, International Journal of Customer Relationship Marketing and Management, 1 (1), 1-15.  

Avlonitis, G.J., K. Lionakis, and N.G. Panagopoulos (2010), “Antecedents and Consequences of the Conflict between the Marketing and Sales Departments”, Journal of Selling & Major Account Management, 10 (1), 21-32. 

Panagopoulos, N.G. and S. Dimitriadis (2009), “Transformational Leadership as a Mediator of the Relationship Between Behavior-Based Control and Salespeople’s Key Outcomes: An Initial Investigation”, European Journal of Marketing, 43 (7/8), 1008-1031. 

Panagopoulos, N.G. and G.J. Avlonitis (2008), “Sales Force Control Systems: A Review of Measurement Practices and Proposed Scale Refinements”, Journal of Personal Selling & Sales Management, 28 (4), 365-385.  

Avlonitis, G.J. and N.G. Panagopoulos (2007), “Exploring the Influence of Sales Management Practices on the Industrial Salesperson: A Multi-Source Hierarchical Linear Approach”, Journal of Business Research, 60 (7), 765-775.  

Papastathopoulou, P., G.J. Avlonitis, and N.G. Panagopoulos (2007), “Intraorganizational Information & Communication Technology Diffusion: Implications for Industrial Sellers and Buyers”, Industrial Marketing Management, 36 (3), 322-336.  

Buehrer, R.E., E. Oksanen-Ylikoski, N.G. Panagopoulos, and E. Bolman-Pullins (2007), “Expanding International Sales Education: Reporting on an EU-US Workshop and Introducing the Global Sales Science Institute”, Journal of Selling & Major Account Management, 7 (3), 8-17. 

Avlonitis, G. J. and N.G. Panagopoulos (2006), “Role Stress, Attitudes and Job Outcomes in Business-to-Business Selling: Does the Type of Selling Situation Matter?”, Journal of Personal Selling & Sales Management, 26 (1), 67-77. 

Avlonitis, G.J. and N.G. Panagopoulos (2005), “Antecedents and Consequences of CRM Technology Acceptance in The Sales Force”, Industrial Marketing Management, 34 (4), 355-368.