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Panagopoulos, Nikolaos

O'Bleness 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 Panagopoulos is an award-winning author, professor, and consultant working in the areas of selling, sales management, and strategy. He has 18 years of experience in consulting and training with a large number of organizations in the US, Latin America, Asia, and EU, including many Fortune 500 and Forbes 1000 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 50 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 worldwide while teaching 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 whereas he serves the discipline by being a Vice-Chair (Finance & Development) as well as a Vice-Chair (Recognition & Awards) of the AMA Sales SIG. 


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 

Excellence in Research Award (2018), “Salesperson Solution Involvement and Sales Performance: The Contingent Role of Supplier Firm and Customer–Supplier Relationship Characteristics”, 2018 AMA Summer Marketing Educators’ Conference, August 10-12, Boston, Massachusetts.

Best Paper Award (2018), “Boosting Sales Force Morale in High-Velocity, Complex Markets: The Role of Organizational Resources”, 2018 National Conference in Sales Management, April 11 – April 13, San Diego, California. 


Best Paper Award (2016), "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.


Best Paper Award (2015), “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.


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


Best Paper Award (2014), “Performance Effects of Sales Controls: A Comparison of Alternative Conceptualizations”, 2014 AMA Winter Marketing Educators’ Conference, Track Sales and Customer Relationship Management, February 21-February 23, Orlando, USA. 


Awarded Professorship, O’Bleness Associate Professor, Ohio University, 2018-2021. 


Best Reviewer for 2017, Journal of Personal Selling & Sales Management. 


Paper Shortlisted for Award (2013), 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. 


Paper Nominated for Award (2017), 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. 


Most Downloaded Paper (2014), 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. 


Most Downloaded Paper (2015-today), The paper “Salespeople as Knowledge Brokers: A Review and Critique of the Challenger Sales Model” has been the most downloaded article published in the Journal of Personal Selling & Sales Management 2015-today. 


Most Downloaded Paper (2013), 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. 


Honorable Mention (2005), 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, May 24-May 27, 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.

Presentations

Presentations/participation in invitational-only academic conferences

Mullins, R, N.G. Panagopoulos, P. Avramidis (2017), “Do Investors React to Sales Force Downsizing? The Contingent Roles of Investors' Screening and Firm's Signaling Processes”, Thought Leadership on the Sales Profession Invitational Conference, M. Ahearne, T. Steenburgh, & D. Rouzies (Eds.), HEC, May 30-June 1, Paris, France. 

Panagopoulos, N. G. & A. Rapp (2015), “Breaking Through Complex Markets: Unleashing the Power of Adaptive Sales Capabilities”, Invited to present at the 5th Biennial Enhancing Sales Force Productivity Conference, G. Challagalla, B. Murtha, and J. Boichuk (Eds.), Georgia Tech, June 16-17, Atlanta, Georgia. 


Panagopoulos, N. G. & A. Rapp (2012), "Solution Selling Processes: A Multistudy Investigation of their Antecedents & Outcomes", Thought Leadership on the Sales Profession Invitational Conference, M. Ahearne and T. Steenburgh (Eds.), Harvard Business School, 5-6 June, Boston, Massachusetts.


Blocker, C.P, J.P. Cannon, N.G. Panagopoulos, and J.K. Sager (2011), “The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research”, The 40th Anniversary Conference of Academy of Marketing Science, "The Sustainable Global Marketplace", Eds. O.C. Ferrell G.T.M Hult, May 24-27, Coral Gables, Florida.  


Blocker, C.P, J.P. Cannon, N.G. Panagopoulos, and J.K. Sager (2010), “Customer Satisfaction & Retention” Invitational Baylor’s Center for Professional Selling/Journal of Personal Selling & Sales Management Anniversary Research Symposium, Eds. A. Dixon, J. Tanner & Mike Ahearne, September 16-18, Waco, Texas. 


Hunter, G. K. & N. G. Panagopoulos (2008), "The Moderating Effects of Customer-Centric Culture on the Psychological Mechanisms of Change in Sales Technology to Performance Relationships", Erin Anderson Invitational B2B Research Conference, Wharton School, University of Pennsylvania, October 16-19, Philadelphia, Pennsylvania. 


Avlonitis, G. J. & N.G. Panagopoulos (2007), “Sales Management Research in Greece in the New Millennium”, New Horizons in Professional Selling & Sales Management: A Special Conference on Research, Teaching & Practice, American Marketing Association, Eds. G. W. Marshall & M. Johnston, July 14-16, Orlando, Florida.


Panagopoulos, N. G. (2007), “The European Union Business-to-Business Sales Institute”, The State of Sales Research & Education in the European Union: An International Workshop, HAAGA-HELIA University of Applied Sciences, May 3-4, Helsinki, Finland. 


Panagopoulos, N. G. (2007), “Engaging Businesses in Sales Education”, The State of Sales Research & Education in the European Union: An International Workshop, HAAGA-HELIA University of Applied Sciences, Helsinki, May 3-4, Finland.

Referred Presentations in special sessions in conference proceedings 

 Panagopoulos, N.G. (2018), “Moving Beyond Turnover: A Dynamic, Longitudinal Model of Salesperson Job-Hopping Behavior”, presentation in Special Session “What’s Next in Sales Research?: A Showcase of Emerging Challenges in the Field and Better Approaches for Investigating Existing Questions”, 2018 AMA Summer Educators’ Conference, “Big Ideas and New Methods in Marketing”, D. Gal, K. Hewett, and S. Jayachandran Eds., August 10-12, Boston, Massachusetts.

Panagopoulos, N.G., R. Mullins, and P. Avramidis (2018), “Sales Force Screening and Signaling in the Marketing-Finance Interface”, presentation in Special Session “The Link between Sales and Firm Performance: Influence Factors from Inside and Outside the Firm” 2018 AMA Winter Educators’ Conference, “Integrating Paradigms in a World where Marketing is Everywhere”, Eds. Jacob Goldenberg, Juliano Laran, and Andrew Stephen, February 23-25, New Orleans, Louisiana. 


Panagopoulos, N.G. (2018), presentation in Special Session “AMA New Horizons Faculty Consortium in Selling and Sales Management: The Next Generation” 2018 AMA Winter Educators’ Conference, “Integrating Paradigms in a World where Marketing is Everywhere”, Eds. Jacob Goldenberg, Juliano Laran, and Andrew Stephen, February 23-25, New Orleans, Louisiana. 


Spiro, R., N. G. Panagopoulos, and E. Bolman Pullins (2014), “The Changing Face of Professional Selling and How our Field is meeting those Changes”, presentation in Special Session, 2014 Academy of Marketing Science Annual Conference, May 21-23, Indianapolis, USA.


Panagopoulos, N.G. (2011), "Aspects of Personal Selling in Greece", presentation in Special Session "Exploring Cross-Cultural Differences in the Selling Process”, 5th Annual Global Sales Science Institute Conference, "Sales: Bridging the Gap between Theory and Practice", Eds. P. Guenzi and R. Spiro, June 22-24, Milan, Italy.


Panagopoulos, N.G. & G.J. Avlonitis (2010), “Sales Management Control and Salesperson Performance: The Moderating Influences of External and Internal Characteristics of the Sales Unit”, Special Session Panel: Hierarchical Models in Sales Research: Recent Advances and Practical Applications, 2010 AMA Winter Educators’ Conference, “Marketing 2010: Strategies and Solutions for a Tumultuous Economy”, Eds. M. K. Brady and M. D. Hartline, Vol. 21, New Orleans, Louisiana.


Panagopoulos, N.G., & P. Guenzi (2010), “Special Session on the Global Sales Barometer”, 4th Global Sales Science Institute Conference, “Advancing Sales: Measuring and Refining Sales Research, Education and Practice”, Eds. P. Kwiatek & T. Loe, June 16-18, Poznan, Poland.  


Panagopoulos, N.G. (2009), “Sales Management Research in a Globalized World: Prospects, Challenges, and Opportunities”, Special Session Panel: Internationalizing Research in Sales and Relationship Marketing, 2009 AMA Winter Educators’ Conference, “Excellence in Marketing Research - Striving for Impact”, Eds., K. Reynolds & C. White, Vol. 20, Tampa, Florida.


Avlonitis, G. J., & N.G. Panagopoulos (2005), “Unfolding the Multilevel Nature of Effective Sales Strategy Implementation”, Panel Session: Re-Thinking Sales as a Strategic Asset in Customer Relationship Management, May, 34th EMAC Conference, Milan, Italy.

Invited Presentations

Panagopoulos, Nikolaos G., and Pimentel, Michael A., (2017) “The Impact of Ambidextrous Sales Management Practices on Firm Financial Performance”, 2017 Southeast Marketing Symposium Conference, University of Kentucky, April 6-8.

Panagopoulos, N.G. (2016), “Do Firms Burn their Muscle While Cutting the Fat? Quality and Intent Signals of Sales Force Downsizing Decisions and Firm-Idiosyncratic Risk”, Guest Lecture in Sales Management, Justus-Liebig University, Germany, June 9-10. 


Panagopoulos, N.G. (2015), “How and When Sellers Benefit from Solution Selling? A Capabilities Perspective”, Distinguished Scholar Series at Clemson University, Clemson, April 30-May 1.


Panagopoulos, N.G. (2014), “Solution Selling Processes: A Multistudy Investigation of their Antecedents & Outcomes”, Indiana University, Bloomington, May 19. 


Panagopoulos, N.G. and M. Bonner (2014), “Thought Self-Leadership and Salesperson Performance: The Roles of Self-Monitoring and Self-Efficacy”, 2014 Southeast Marketing Symposium, University of Arkansas, Arkansas, March 6-8.


Panagopoulos, N.G. (2013), "Key Performance Indicators & Metrics for Key Account Management", Keynote speech, University of Eastern Finland, April 9.


Panagopoulos, N.G. (2013), "A Multi-study Investigation of the Drivers and Performance Outcomes Associated with Solution Selling Processes", A.B. Freeman School of Business – Tulane University's MBA Program, Athens, Greece, March 26. 


Panagopoulos, N. G. & A. Rapp (2012), "A Multi-study Investigation of the Drivers and Performance Outcomes Associated with Solution Selling Processes", Cranfield University School of Management, July 10. 


Panagopoulos, N.G. (2012), "Key Topics & Trends in Sales Research: Implications for Practitioners", Keynote speech at Master's of Marketing and MBA students, Cranfield University School of Management, July 10. 


Panagopoulos, N.G. (2012), "Key Topics & Trends in Sales Research: Implications for Practitioners", Keynote speech, University of Eastern Finland, March 21.


Panagopoulos, N.G. & Paolo Guenzi (2011), “Global Sales Barometer 2011: Research Report from the 2010 Survey. Benchmarking Sales Processes across Geographical Markets and Industries”, 5th Annual Global Sales Science Institute Conference, "Sales: Bridging the Gap between Theory and Practice", Eds. P. Guenzi & R. Spiro, June 22-24, Milan, Italy. 


Hunter, G. K. & N. G. Panagopoulos (2010), “Empirical Insights on the Interactive and Quadratic Effects of Key Dimensions of Customer Centric Selling,” Case Western Reserve University MAPS Brown Bag Seminar Series, March 12.


Hunter, G. K. & N. G. Panagopoulos (2008), “Managing Sales Technology-Related Change Mechanisms: A Commitment and Coping Perspective,” Case Western Reserve University MAPS Brown Bag Seminar Series, October 3.

Publications

Panagopoulos, N.G., R. Mullins, and P. Avramidis (forthcoming), “Sales Force Downsizing and Firm-Idiosyncratic Risk: The Contingent Role of Investors’ Screening and Firm’s Signaling Processes”, Journal of Marketing. 

Panagopoulos, N.G., B. Hochstein, T. Baker, and M. Pimentel (forthcoming), "Boosting Sales Force Morale in Highly Dynamic, Complex Markets: The Role of Job Resources”, Industrial Marketing Management. 


Mullins, R. R. and N.G. Panagopoulos (forthcoming), “Understanding the Theory and Practice of Team Selling: An Introduction to the Special Section and Recommendations on Advancing Sales Team Research”, Industrial Marketing Management. (2018 BEST PAPER AWARD, NATIONAL CONFERENCE IN SALES MANAGEMENT). 


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. (2018 EXCELLENCE IN RESEARCH AWARD, AMERICAN MARKETING ASSOCIATION). 


Vlachos, P. A., N. G. Panagopoulos, Bachrach, D. G., and F. Morgeson (2017), “The Effects of Managerial and Employee Attributions for Corporate Social Responsibility Initiatives”, Journal of Organizational Behavior, 38 (7), 1111-1129.


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, 24 (4), 261-272. 


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.


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.


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. (2015 JAMES M. COMER AWARD FOR BEST CONTRIBUTION TO SELLING AND SALES MANAGEMENT THEORY, JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT). 


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. 


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. 


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.


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. (2014 MARVIN JOLSON AWARD FOR BEST CONTRIBUTION TO SELLING AND SALES MANAGEMENT PRACTICE, JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT; MOST DOWNLOADED ARTICLE IN JPSSM 2015-TODAY; 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. 


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.  


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. 


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 JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT'S 2012 JAMES M. COMER AWARD FOR BEST CONTRIBUTION TO SELLING AND SALES MANAGEMENT THEORY). 


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. (HAS BEEN LISTED ON SSRN'S ALL TIME TOP TEN DOWNLOAD LIST FOR THE CATEGORY OF BUSINESS-TO-BUSINESS MARKETING). 


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.

Referred Papers in Conference Proceedings

Panagopoulos, N.G., B. Hochstein, T. Baker, and M. Pimentel (2018), “Boosting Sales Force Morale in High-Velocity, Complex Markets: The Role of Organizational Resources” 2018 National Conference in Sales Management, April 11-13, San Diego, California. (BEST PAPER AWARD).

Mullins, R., N.G. Panagopoulos, and P. Avramidis (2017), “Do Firms Burn their Muscle While Cutting the Fat? The Influence of Sales Force Downsizing Decision on Firm-Idiosyncratic Risk and the Role of Screening and Signaling Processes”, 2017 AMA Winter Educators’ Conference, “Better Marketing for a Better World”, Eds. Rajesh Chandy, Jeffrey Inman, and Christine Moorman, Orlando, Florida.


Panagopoulos, N.G. and M. Pimentel (2017), “Does Building an Ambidextrous Sales Force Pay-off? Balancing Customer- and Supplier-Centricity in Sales Force KSAs”, 2017 AMA Winter Educators’ Conference, “Better Marketing for a Better World”, Eds. Rajesh Chandy, Jeffrey Inman, and Christine Moorman, Orlando, Florida.

Panagopoulos, N.G. and M. Pimentel (2017), “Does Building an Ambidextrous Sales Force Pay-off? Balancing Customer- and Supplier-Centricity for Improved Performance”, 2017 National Conference in Sales Management, April 19-21, St. Louis, Missouri (NOMINATED FOR THE BEST PAPER AWARD). 


Panagopoulos, N.G. and M. Pimentel (2016), “Can Customer- and Sales-centricity Really Co-exist? Ambidextrous Sales Management Practices and Their Interactive Effects on Sales Force Performance” SMA Conference, Atlanta, GA. 


Panagopoulos, N.G. and A.A. Rapp (2015), “Reaping Benefits from Investing in Solution Selling Capability: Do Product and Customer Characteristics Matter?”, 2015 AMA Winter Educators’ Conference, “Marketing in a Global, Digital and Connected World”, Eds. Tom Brown and Vanitha Swaminasthan, San Antonio, Texas.


Panagopoulos, N.G. and A.A. Rapp (2015), “Reaping Benefits from Investing in Solution Selling Capability: Do Product and Customer Characteristics Matter?”, 2015 National Conference in Sales Management, April 15 – April 18, Houston, Texas (2015 BEST PAPER AWARD).


Panagopoulos, N.G., J. Ogilvie, and K. Johnson (2015), “Till Death Do us Part…or Maybe Not? On Customer Firing in Business Markets?”, 2015 AMA Winter Educators’ Conference, “Marketing in a Global, Digital and Connected World”, Eds. Tom Brown and Vanitha Swaminasthan, San Antonio, Texas.


Panagopoulos, N.G., Johnson, K., and D. Mothersbaugh (2014), " Performance Effects of Sales Controls: A Comparison of Alternative Conceptualizations", 2014 AMA Winter Educators’ Conference, “Engaging Customers”, Eds. G.K. Hunter and T.J. Steenburgh, Orlando, Florida (BEST PAPER AWARD).


Guenzi, P., A. Baldauf, and N.G. Panagopoulos (2013), "The Influence of Sales Force Control Systems on Salespeople's Customer-Oriented Selling, Adaptive Selling and Sales Unit Effectiveness", 42nd EMAC Conference, Istanbul, Turkey.


Andzulis, J., A. Rapp, and N.G. Panagopoulos (2013), "Do Vigilante Consumers and Showrooming Hurt Retail Sales? The Influence of Opportunistic Shopping Behaviors", 2013 AMA Winter Educators’ Conference, “Challenging the Bounds of Marketing Thought”, Eds. A. Rindfleisch and J. Burroughs, Las Vegas.


Lionakis, C., G. Avlonitis and N. G. Panagopoulos (2013), "Relative Power of Marketing and Sales Departments: An Empirical Examination of its Consequences for the Organization", 2013 AMA Winter Educators’ Conference, “Challenging the Bounds of Marketing Thought”, Eds. A. Rindfleisch and J. Burroughs, Las Vegas.


Panagopoulos, N.G. (2012), “Nailing Down Sales Force’s Impact on Customer Lifetime Value: The Role of Solution Selling”, 2012 AMA Winter Educators’ Conference, “Seeing Marketing Through Emerging Theoretical Lenses: A Focus on Marketing's Organizational and Societal Roles”, Eds. S. Bharadwah and J. Hulland, Vol. 23, St. Petersburg, Florida.


Vlachos, P., N.G. Panagopoulos, R. Singh, R. Singh, & A. Theotokis (2011), “The Moderating Role of Job Satisfaction Facets on Salespeople’s Reactions to Corporate Social Responsibility: Evidence from India and the Netherlands”, 2011 AMA Winter Educators’ Conference, “Looking Back, Looking Forward: Shaping the Future of Research in Marketing”, Eds. L. McAlister and R. Srinivasan, Vol. 22, Austin, Texas. 


Avlonitis, G.J., K. Lionakis, & N.G. Panagopoulos (2010), “Antecedents and Consequences of Marketing and Sales Cultural Conflicts”, 4th Global Sales Science Institute Conference, “Advancing Sales: Measuring and Refining for Sales Research, Education and Practice”, Eds. P. Kwiatek & T. Loe, June 16-18, Poznan, Poland.  


Panagopoulos, N.G. & G.J. Avlonitis (2010), “Making Salespeople to Lead Themselves: Antecedents and Consequences of Self-Leadership Strategies”, 2010 AMA Winter Educators’ Conference, “Marketing 2010: Strategies and Solutions for a Tumultuous Economy”, Eds. M. K. Brady and M. D. Hartline, Vol. 21, New Orleans, Louisiana. 


Panagopoulos, N.G. & G.K. Hunter (2009), “Managing Sales Technology-Related Change Mechanisms: A Commitment and Coping Perspective”, 2009 AMA Winter Educators’ Conference, “Excellence in Marketing Research - Striving for Impact”, Eds., K. Reynolds & C. White, Vol. 20, Tampa, Florida. 


Panagopoulos, N.G. & G.J. Avlonitis (2009), “Self-Leadership Strategies in Selling: An Empirical Assessment of their Antecedents and Performance Effects”, Houston Conference in Selling and Sales Management, Marketing Science Institute & University of Houston, Sales Excellence Institute, Eds. S. P. Brown & M. J. Ahearne, April 2-4, Houston, Texas.  


Vlachos, P.A., A. Theotokis, & N.G. Panagopoulos (2009), “Sales Force Reactions to Corporate Social Responsibility”, Houston Conference in Selling and Sales Management, Marketing Science Institute & University of Houston, Sales Excellence Institute, Eds. S. P. Brown & M. J. Ahearne, April 2-4, Houston, Texas.   


Panagopoulos, N.G. & G.J. Avlonitis (2009), “Sales Leadership Behaviors: Does the Environment Matter?”, 3rd Global Sales Science Institute Conference, “Sales 3.0.”, Eds. P. Brassier & D. Weilbaker, June 3-5, Clermont-Ferrand, France.  


Panagopoulos, N. G. (2008), “Customer-Centric Sales Culture in Sales Organizations: On its Measurement and Impact on Sales Performance”, 2008 AMA Winter Educators’ Conference, "Marketing Theory and Applications", Eds. T. Brown & Z. Gurhan-Canli, Vol. 19, pp. 106-107, Austin, Texas.  


Panagopoulos, N.G. & G.J. Avlonitis (2008), “Sales Strategy and its Impact on Sales Force Performance: An Empirical Test”, 2nd Biennial Conference on Enhancing Sales Force Productivity, Marketing Science Institute & Christian-Albrechts-University, May 23-25, Kiel, Germany. 


Panagopoulos, N.G. & G.J. Avlonitis (2008), “Sales Strategy and its Impact on Firm Performance”, 2nd Global Sales Science Institute Conference, “Scholarship & Practice in Sales & Sales Management: Reconciling the Two Worlds”, Eds. G.J. Avlonitis, N. Panagopoulos, R. Peterson & D. Reid, June 25-27, Athens, Greece.  


Panagopoulos, N.G. & S. Dimitriadis (2007), “Assessing the Impact of Transformational Leadership and Behavior-Based Control on Salesperson Performance, Satisfaction, and Commitment”, 36th EMAC Conference, Reykjavik, Iceland.


Panagopoulos, N.G. & G.J. Avlonitis (2006), “Measuring the Sales Force Control System: A Critical Evaluation of the Cravens Et Al. (1993) Measurement Scale”, 2006 AMA Summer Marketing Educators’ Conference, "Enhancing Knowledge Development in Marketing", Eds. D. Grewal, M. Levy & R. Krishnan, Vol. 17, Chicago, Illinois. 


Panagopoulos, N.G. & G.J. Avlonitis (2006), “Sales Organization Effectiveness: Does the Use of Internet Matter?”, 35th EMAC Conference, Athens, Greece.


Panagopoulos, N.G. & G.J. Avlonitis (2005), “The Impact of Sales Management Practices on Salesperson’s Role Stress, Attitudes and Outcomes: A Multiple-Level, Multiple-Source Examination, 34th EMAC Conference, Milan, Italy (TOP-RATED PAPER IN THE TRACK SELLING & SALES MANAGEMENT).  


Papastathopoulou, P., G.J. Avlonitis, & N.G. Panagopoulos (2005), “Investigating the Determinants and Consequences of Information and Communication Technologies’ Diffusion in Marketing Organizations”, 34th EMAC Conference, Milan, Italy.


Papastathopoulou, P., G.J. Avlonitis, & N.G. Panagopoulos (2005), “Intraorganizational Diffusion of ICTs: Antecedents and Consequences”, 65th Academy of Management Meeting, TIM Division, "A New Vision of Management in the 21st Century", Eds. K. G. Smith, J. Le & Qing Cao, August 5-10, Honolulu, Hawaii. 


Avlonitis, G. J. & N.G. Panagopoulos (2004), “An Examination of the Impact of Sales Force Automation on Salesperson Performance”, 33rd EMAC Conference, Murcia, Spain.


Panagopoulos, N. G. (2002), “How to Develop Effective Sales Organizations”, 31st EMAC Doctoral Colloquium, Braga, Portugal.