Nikolaos  Panagopoulos
Nikolaos
Panagopoulos
Assistant Professor of Marketing

205-348-8942





Focus and current research

Personal Selling, Sales Management, Key Account Management, Buyer-Seller Relationships, B2B Marketing

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Education

Athens University of Economics & Business: Ph.D. in Sales (summa cum laude); M.Sc. in Marketing (summa cum laude); B.Sc. in Statistics.

Honors, Achievements
and Affiliations

Dr. Panagopoulos is Chair-elect of the Global Sales Science Institute. He is a member of the American Marketing Association, the European Marketing Academy, the Academy of Marketing Science, the Greek Marketing Academy, and a founding member of the Global Sales Science Institute. His work has been published in scientific journals such as the International Journal of Research in Marketing, Journal of Personal Selling & Sales Management, Industrial Marketing Management, Journal of Business Research, European Journal of Marketing, International Journal of Human Resource Management, and Journal of Business Ethics as well as in the proceedings of international conferences in the EU and the US. Dr. Panagopoulos has presented his work in invitation-only conferences at Harvard and Wharton. Recently, he was awarded with the Neil Rackham Research Grant by the Sales Education Foundation whereas one of his papers was nominated for the Journal of Personal Selling & Sales Management's 2012 James M. Comer Award for Best Contribution to Selling and Sales Management Theory. He has been the recipient of several funds both for completing his master's and doctoral studies and for conducting research. He is a member of the editorial boards of the Journal of Personal Selling & Sales Management, Industrial Marketing Management, and the Journal of Selling & Major Account Management, while he serves as a reviewer in various academic journals. He has co-edited several special issues and has served as Conference Chair, Track Chair, Session Chair, and Discussant in various academic conferences. Dr. Panagopoulos has extensive experience teaching students from all over the EU and the US. He has also been a visiting lecturer at Northern Illinois University, Helsinki School of Economics and University of Eastern Finland. Dr. Panagopoulos has published a book on salesbased CRM technologies entitled ?Sales technology: Making the most of your investment? (Business Expert Press, New York) while he has contributed one chapter in an international book entitled ?Sales Management: A Multinational Perspective? (Palgrave Macmillan, UK). In addition to his research and teaching, Dr. Panagopoulos has provided his consulting and corporate training services to a large number of organizations and companies both as a freelancer consultant and as the Director of the Sales & Customer Management Research Unit, Athens.

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Selected Publications

    Vlachos, P., O. Epitropaki, N.G. Panagopoulos, and A. Rapp, (forthcoming), "Causal Attributions and Employee Reactions to CSR", Industrial and Organizational Psychology: Perspectives on Science and Practice.

    Vlachos, P., N.G., Panagopoulos, and A. Rapp (forthcoming), "Feeling Good by Doing Good: Employee CSR-induced Attributions, Job Satisfaction, and the Role of Charismatic Leadership", Journal of Business Ethics.

    Vlachos, P., N.G. Panagopoulos, A. Krepapa, and A. Tsamakos (forthcoming), "Curvilinear Effects of Corporate Social Responsibility and Benevolence on Loyalty", Corporate Reputation Review.

    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.

    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.

    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), pp. 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), pp. 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.

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