Alarm Logo Recent Publications in Chronological Order photo
InfrastructureNews - Announcements
Sales and Customer Management

Recent Publications in Chronological Order


 

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.

http://web.ebscohost.com/ehost/detail?sid=c20c9fb1-bbd8-494e-9392-67de3ad7f3c9%40sessionmgr113&vid=1&hid=123&bdata=JnNpdGU9ZWhvc3QtbGl2ZQ%3d%3d


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.

http://mesharpe.metapress.com/app/home/contribution.asp?referrer=parent&backto=issue,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.

http://www.sciencedirect.com/science/article/pii/S0167811609000913


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.

Taylor & Francis Online


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.

http://www.sciencedirect.com/science/article/pii/S0019850110000155


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.

http://www.sciencedirect.com/science/article/pii/S0019850109002053

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.

http://www.igiglobal.com/viewtitlesample.aspxid=38946 


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.

http://www.cob.niu.edu/jsmam/archive/vol10no1.pdf#page=21

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

http://www.emeraldinsight.com/journals.htmarticleid=1801063&show=abstract


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.

http://mesharpe.metapress.com/app/home/contribution.asp?referrer=parent&backto=issue,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.

http://www.sciencedirect.com/science/article/pii/S0148296307000495


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.

http://www.sciencedirect.com/science/article/pii/S0019850105001471


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.

http://www.cob.niu.edu/jsmam/archive/07-03-02%20Expanding%20International%20Sales%20Ed.pdf  


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.

http://mesharpe.metapress.com/app/home/contribution.asp?referrer=parent&backto=issue,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.

http://www.sciencedirect.com/science/article/pii/S001985010400149X  

     
    Powered byeRational : Home PageResearch UnitsSales and Customer ManagementPUBLICATIONS