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Διοίκηση Πελατών και Πωλήσεων



Δημοσιεύσεις σε Διεθνή Επιστημονικά Περιοδικά (σε χρονολογική σειρά):

Andzulis, J.,Panagopoulos, N.G. and Rapp, A. (2012), "A review of Social Media and Implications on the Sales Process", Journal of Personal Selling & Sales Management, forthcoming.

Blocker, C.P.,Cannon J.P., Panagopoulos, N.G. and Sager, J.K. (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.

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.,3,14;journal,3,37;linkingpublicationresults,1:110659,1 

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

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

Panagopoulos, N.G. and Dimitriadis, S. (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 Avlonitis, G.J. (2008), “Sales Force Control Systems: A Review of Measurement Practices and Proposed Scale Refinements”, Journal of Personal Selling & Sales Management, 28 (4), 365-385.,4,12;journal,14,37;linkingpublicationresults,1:110659,1 

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

Buehrer, R.E.,Oksanen-Ylikoski, E., Panagopoulos, N.G. and Bolman-Pullins, E. (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 Panagopoulos, N.G. (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.,7,7;journal,25,37;linkingpublicationresults,1:110659,1

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

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