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College of Business
Copeland Hall
1 Ohio University
Athens OH 45701-2979

Nikolaos Panagopoulos

Nikolaos Panagopoulos
O'Bleness Professor of Marketing
Copeland 238
npanag@ohio.edu
740.593.2621
Nikolaos Panagopoulos Resume [PDF]

Education 

  • Ph.D., Marketing (Sales), Athens University of Economics & Business, 2003
  • M.Sc., Marketing & Communication with New Technologies (Sales), Athens University of Economics & Business, 2000
  • B.Sc., Statistics, Athens University of Economics & Business, 1998

Biography

Nick is an award-winning author, professor, and consultant working in the areas of selling, sales management, and marketing strategy. He has 20+ years of experience in consulting and executive education with a very large number of organizations in the US, Latin America, Asia, and EU, including many Fortune 500 companies.

Nick’s research has focused upon managerial/strategy issues that relate to sales force management – that is, elucidating the mechanisms of improving salesperson performance and – through that – firm performance. Specifically, his work has explored different perspectives such as the role of social media, sales technology, sales force control systems, leadership, cross-cultural differences, sales strategy, value creation and appropriation mechanisms, sales management practices, and salesperson's cognitions and attitudes in explaining salesperson performance. Nick’s research attention is currently focused on examining (a) the role of the sales force in the generation and appropriation of economic value through the provision of solutions; (b) the mechanisms of customer voice; (c) the formation and performance implications of sales capabilities for dealing with increasing market complexity; and (d) whether and how downsizing the sales force influences shareholder value.

He has contributed 40+ articles in scientific journals such as the Journal of Marketing, Journal of International Business Studies, Harvard Business Review, Journal of the Academy of Marketing Science, International Journal of Research in Marketing, Journal of Service Research, 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, etc. as well as over 40 articles in the proceedings of international conferences. 

Nick has participated in invitation-only conferences at Harvard, Wharton, Stanford, Darden, 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.

He has received many awards including: (a) the 2018 Excellence in Research Award from the AMA, (b) the 2015 James M. Comer Award for Best Contribution to Selling and Sales Management Theory, Journal of Personal Selling & Sales Management; (c) the 2014 Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice, Journal of Personal Selling & Sales Management; (d) the Best in Sales Track Paper Award at the 2014 Winter AMA Conference; (e) the 2018 and 2015 Best Paper Award at the National Conference in Sales Management; (f) the 2013 Neil Rackham Research Grant from the Sales Education Foundation; (g)  the 2019 Department of Marketing’s Elite Publication Award (for tenured/tenure-track faculty), Ohio University; (h) the 2019 Program Impact Award, for the Continued Pursuit of World Class Excellence Within The Schey Sales Centre, Ohio University; (i) the 2019 College of Business 2019 Faculty Excellence in Intellectual Contribution Award, Ohio University; (j) the 2017 Best Reviewer Award, Journal of Personal Selling & Sales Management; and (k) the 2000 Honorary Award for Exceptional Performance during Master’s Studies, Greek Marketing Academy. In addition, his papers have been shortlisted/nominated for the 2012 Journal of Personal Selling & Sales Management's James M. Comer Award for Best Contribution to Selling and Sales Management Theory and the 2017 Best Paper Award at the National Conference in Sales Management. Finally, two of his papers have been recognized as the most downloaded articles published in the Journal of Personal Selling & Sales Management since 2015, whereas other papers have been included in the top download lists such as the list of the most downloaded articles published in Routledge Social Sciences journals in 2014 or the SSRN's All Time Top Ten download list for the category of Business-to-Business Marketing.  

Nick is a Senior Editor of the Journal of Business Research, 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, and Session Chair, as well as Discussant in many academic conferences.  Nick is also Past-Chair of the Global Sales Science Institute, the past Vice-chair of Finance and Development as well as the past Vice-chair of Recognition and Awards for 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

  • Machine learning & analytics
  • Sales force performance
  • Salesperson well-being
  • Sales management
  • Solution selling
  • Sales & marketing strategy
  • Data privacy

Publications

  • Panagopoulos, N.G., B. Menguc, and R. Mullins (2023), “Will You Speak Up for Me? Inducing Retail Store Managers’ Engagement with MNCs’ Brands across Cultures”, Journal of International Business Studies, 54(7), 1222-1255. 
  • Kitanaka, H, P. Kwiatek, and N.G. Panagopoulos (2021), “Introducing a New, Machine Learning Process, and Online Tools for Conducting Sales Literature Reviews: An Application to the Forty Years of JPSSM”, Journal of Personal Selling & Sales Management, 41(4), 351-368.
  • (VOTED ONE OF THE TWO HIGHLY COMMENDED (RUNNER-UP) PAPERS IN THE COMPETITION FOR THE JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT'S 2021 JAMES M. COMER AWARD FOR BEST CONTRIBUTION TO SELLING AND SALES MANAGEMENT THEORY; one of the MOST CITED ARTICLES PUBLISHED IN JPSSM WITHIN THE LAST 3 YEARS [2019-2022])
  • Vlachos, P.A., P. Avramidis, and N.G. Panagopoulos (2020), “How to Optimize Your Company’s Approach to Data Privacy”, Harvard Business Review, August 26 2020, https://hbr.org/2020/08/how-to-optimize-your-companys-approach-to-data-privacy. 
  • Mullins, R. R., B. Menguc, and N.G. Panagopoulos (2020), “Antecedents and Performance Outcomes of Value-Based Selling in Sales Teams: A Multilevel, Systems Theory of Motivation Perspective”, Journal of the Academy of Marketing Science, 48(6), 1053–1074 [Lead Article].
  • Panagopoulos, N.G., A. Rapp, and M. Pimentel (2020), “Firm Actions to Develop an Ambidextrous Sales Force”, Journal of Service Research, 23(1), 87-104.
  • Mullins, R. R. and N.G. Panagopoulos (2019), “Understanding the Theory and Practice of Team Selling: An Introduction to the Special Section and Recommendations on Advancing Sales Team Research”, Industrial Marketing Management, 77(February), 1-3.
  • Panagopoulos, N.G., R. Mullins, and P. Avramidis (2018), “Sales Force Downsizing and Firm-Idiosyncratic Risk: The Contingent Role of Investors’ Screening and Firm’s Signaling Processes”, Journal of Marketing, 82(6), 71-88.
  • Panagopoulos, N.G., B. Hochstein, T.L. Baker, and M.A. Pimentel (2018), "Boosting Sales Force Morale in Highly Dynamic, Complex Markets: The Role of Job Resources”, Industrial Marketing Management, 74 (October), 237-253.
  • (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, SALES SIG).
  • 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.
  • (Listed by Gond and Moser 2019 in Human Relations as one of the most influential articles in CSR)
  • 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.
  • (Listed by Gond and Moser 2019 in Human Relations as one of the most influential articles in CSR).
  • 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-PRESENT; Among the 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.
  • (Listed by Gond and Moser 2019 in Human Relations as one of the most influential articles in CSR).
  • Vlachos, P., O. Epitropaki, N.G. Panagopoulos, and A. Rapp, (2013), "Causal Attributions and Employee Reactions to Corporate Social Responsibility", 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.
  • (2nd MOST DOWNLOADED ARTICLE IN JPSSM 2015-PRESENT).
  • 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.
  • (LISTED IN 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.
  • (Listed by Gond and Moser 2019 in Human Relations as one of the most influential articles in CSR).
  • 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.  

Presentations & Awards

Presentations

  • Panagopoulos, N.G. (2023), “Are Great Salespeople Born or Made? A Longitudinal Examination of the Role of Epigenetics in Salespeople’s Performance”, Thought Leadership on the Sales Profession Invitational Conference, M. Ahearne, T. Steenburgh, & J. Habel (Eds.), University of Virginia Darden School of Business, June 15-16, Arlington, VA [Accepted January 16, 2023].
  • Panagopoulos, N. (2023), presentation in Special Session “Leading Through Service: How to be a Better Reviewer of Sales Papers”, 2023 AMA Summer Educators’ Conference, “A World Disrupted: Marketing’s Role in Understanding, Adapting and Transforming the Business Ecosystem”, J. Saint Clair, A. Kumar, and L. Liu Eds., July 31 – August 6, San Francisco, California.  
  • Serfes, K., P. Avramidis, P. Vlachos, and N. G. Panagopoulos (2023), “Customer Data Privacy, Competition and Firm Performance”, 2023 Annual Conference of the Mannheim Center for Competition and Innovation (MaCCI), March 23-24, 2023, ZEW, Mannheim, Germany. 
  • Serfes, K., P. Avramidis, P. Vlachos, and N. G. Panagopoulos (2022), “Customer Data Privacy, Competition and Firm Performance”, 16th International Conference on Competition and Regulation CRESSE, “Advances in the Analysis of Competition Policy and Regulation”, July 1 – July 3, 2022, Heraclion, Crete, Greece. 
  • Invited to participate in the Invitational Truvalue Labs/Factset Academic Roundtable (virtual), March 30 2022. 
  • Invited to participate in the Sales 3.0 Sales Conference, Gerhard Gschwandtner (Ed.), Virtual Event, February 24-25, 2021.
  • Vlachos, P., P. Avramidis, and N.G. Panagopoulos (2020), “How to Optimize Your Company’s Approach to Data Privacy”, 3rd Invitational Academic Roundtable, 2020 Virtual ESG Investing Forum, October 26, TruValue Labs.
  • Mullins, R., B. Menguc, and N. G. Panagopoulos (2019), “Multilevel Antecedents of Value-Based Selling and Performance: A Systems Theory of Motivation Perspective”, 2019 AMA Winter Educators’ Conference, “Understanding Complexity, Transforming the Marketplace”, Eds. Son K. Lam, Markus Giesler, and Xueming Luo, February 22-24, Austin, Texas.
  • Panagopoulos, N.G. and M. Pimentel (2019), “The Serial Job Hopper: Why Salespeople Job Hop and What Can Firms Do About It?”, Thought Leadership on the Sales Profession Invitational Conference, M. Ahearne, T. Steenburgh, & J. Lattin (Eds.), Stanford Graduate School of Business, May 30-31, Stanford, CA.
  • Mullins, R., B. Menguc, and N. G. Panagopoulos (2019), “Sales Teams as Motivational Systems: Multilevel Antecedents of Value-Based Selling and Performance”, 7th AIM-AMA Sheth Consortium, January 4-January 6, MICA, Ahmedabad, India.
  • Davis, L., W. Bolander, R. Dugan, G. Marshall, W. Moncrief, N. Panagopoulos, and A. Dixon (2019), presentation in Special Session “Gaining a Global Perspective on the State of Sales Profession,– Using a Global Panel to Develop Sales Theory”, 2019 AMA Winter Educators’ Conference, “Understanding Complexity, Transforming the Marketplace”, S. Lam, M. Giesler, and X. Luo Eds., February 22-24, Austin, Texas.
  • Ardjmand, E., W.A. Young II, and N.G. Panagopoulos (2019), “Incentive Rate Dissemination in Viral Marketing”, Presentation at the Business Research Colloquium, Ohio University, Athens, September 18.
  • 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.
  • 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.
  • 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.
  • Panagopoulos, N.G., R. Mullins, and 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., and M.A Pimentel (2017) “The Impact of Ambidextrous Sales Management Practices on Firm Financial Performance”, Guest Lecture in the 2017 Southeast Marketing Symposium Conference, University of Kentucky, Lexington, Kentucky, USA, April 6-8.
  • 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. (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 at Justus-Liebig University, Giessen, Hesse, Germany, June 9-10.
  • 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. 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.
  • 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. (2015), “How and When Sellers Benefit from Solution Selling? A Capabilities Perspective”, Invited Presentation in the Distinguished Scholar Series of Clemson University, Clemson, South Carolina, USA, April 30-May 1.
  • Participation in the 2014 Thought Leadership on the Sales Profession Invitational Conference, M. Ahearne and T. Steenburgh (Eds.), Columbia Business School, 9-11 June, New York City, New York.
  • 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.
  • 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. (2014), “Solution Selling Processes: A Multistudy Investigation of their Antecedents & Outcomes”, Invited Presentation at Indiana University, Bloomington, Indiana, USA, May 19.
  • Panagopoulos, N.G. and M. Bonner (2014), “Thought Self-Leadership and Salesperson Performance: The Roles of Self-Monitoring and Self-Efficacy”, Guest Lecture in the 2014 Southeast Marketing Symposium, University of Arkansas, Fayetteville, Arkansas, USA, March 6-8.
  • 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. (2013), “Performance Implications of Sales Strategy: The Moderating Effects of Leadership and Environment”, Keynote Speech at the University of Eastern Finland, Kuopio, Finland, April 10.
  • Panagopoulos, N.G. (2013), "A Multi-study Investigation of the Drivers and Performance Outcomes Associated with Solution Selling Processes", Guest Lecture at A.B. Freeman School of Business – Tulane University's MBA Program, Athens, Greece, March 26.
  • 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.
  • 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.
  • Panagopoulos, N. G. (2012), "A Multi-study Investigation of the Drivers and Performance Outcomes Associated with Solution Selling Processes", Invited Presentation at Cranfield University School of Management, Cranfield, Bedford, UK, 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 of Cranfield University School of Management, Cranfield, Bedford, UK, July 10.
  • Panagopoulos, N.G. (2012), "Key Topics & Trends in Sales Research: Implications for Practitioners", Keynote Speech at the University of Eastern Finland, Kuopio, Finland, March 21.
  • 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.
  • 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.
  • 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. & Paolo Guenzi (2011), “Global Sales Barometer 2011: Research Report from the 2010 Survey. Benchmarking Sales Processes across Geographical Markets and Industries”, Invited Presentation at the 5th Annual Global Sales Science Institute Conference, "Sales: Bridging the Gap between Theory and Practice", Eds. P. Guenzi & R. Spiro, Milan, Italy, June 22-24.
  • 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.
  • 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.
  • 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”, presentation in 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”, presentation in 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.
  • Hunter, G. K. & N. G. Panagopoulos (2010), “Empirical Insights on the Interactive and Quadratic Effects of Key Dimensions of Customer Centric Selling,” Invited Presentation at Case Western Reserve University MAPS Brown Bag Seminar Series, Cleveland, Ohio, USA, March 12.
  • 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. (2009), “Sales Management Research in a Globalized World: Prospects, Challenges, and Opportunities”, presentation in 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.
  • 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.
  • Hunter, G. K. & N. G. Panagopoulos (2008), “Managing Sales Technology-Related Change Mechanisms: A Commitment and Coping Perspective,” Invited Presentation at Case Western Reserve University MAPS Brown Bag Seminar Series, Cleveland, Ohio, USA, October 3.
  • 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.
  • 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.
  • 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.
  • 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, May 3-4, Helsinki, Finland.
  • 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.
  • 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 (2005), “Unfolding the Multilevel Nature of Effective Sales Strategy Implementation”, presentation in Panel Session: Re-Thinking Sales as a Strategic Asset in Customer Relationship Management, May, 34th EMAC Conference, Milan, Italy.
  • 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.

Awards

  • AMA Sales SIG Excellence in Research Award (2018), for the JM article “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), for the paper “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), for the JPSSM article "Does Choice of Sales Control Conceptualization Matter? A Comparison of Existing Conceptualizations and Directions for Future Research”, article was awarded with the 2015 James M. Comer Award for Best Contribution to Selling and Sales Management Theory, Journal of Personal Selling & Sales Management.
  • Best Paper Award (2015), for the JPSSM article “Salespeople as Knowledge Brokers: A Review and Critique of the Challenger Sales Model”, article was awarded with the 2014 Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice, Journal of Personal Selling & Sales Management.
  • Best Paper Award (2015), for the paper “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), for the paper “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. 
  • Best Paper Award Runner-up (2022), The JPSSM article "Introducing a New, Machine Learning Process, and Online Tools for Conducting Sales Literature Reviews: An Application to the Forty Years of JPSSM " was voted one of the two highly commended (runner-up) papers in the competition for the Journal of Personal Selling & Sales Management's 2021 James M. Comer Award for Best Contribution to Selling and Sales Management Theory. 
  • Paper Shortlisted for Best Paper Award (2013), The JPSSM article "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 Best Paper 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 Cited Paper (Of All Time), The JPSSM article “A Review of Social Media and Implications on the Sales Process” has been the most cited article of all time published in the Journal of Personal Selling & Sales Management.
  • Most Cited Article (Of All Time), The JPSSM article "The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research" has been one of the most cited articles of all time published in the Journal of Personal Selling & Sales Management. 
  • Most Cited Article (Of All Time), The JPSSM article “Salespeople as Knowledge Brokers: A Review and Critique of the Challenger Sales Model” has been one of the most cited articles of all time published in the Journal of Personal Selling & Sales Management.
  • Most Cited Article (Last 3 Years: 2019-2022), The JPSSM article “Introducing a New, Machine Learning Process, and Online Tools for Conducting Sales Literature Reviews: An Application to the Forty Years of JPSSM” has been one of the most cited articles published in JPSSM within the last 3 years [2019-2022]).
  • Most Downloaded Paper (2015-present), The JPSSM article “Salespeople as Knowledge Brokers: A Review and Critique of the Challenger Sales Model” has been the 1st most downloaded article published in the Journal of Personal Selling & Sales Management from 2015-present. 
  • Most Downloaded Paper (2015-present), The JPSSM article "A Review of Social Media and Implications on the Sales Process" has been the 2nd most downloaded article published in the Journal of Personal Selling & Sales Management from 2015-present. 
  • Most Downloaded Paper (2014), The JPSSM article “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 (2013), The IJRM article “Performance Implications of Sales Strategy: The Moderating Effects of Leadership and Environment” has been listed in SSRN's All Time Top Ten download list for the category of Business-to-Business Marketing. 
  • Most Read Article (Of All Time), The JPSSM article "A Review of Social Media and Implications on the Sales Process" has been the 3rd most read article of all time published in the Journal of Personal Selling & Sales Management. 
  • Most Read Article (Of All Time), The JPSSM article “Salespeople as Knowledge Brokers: A Review and Critique of the Challenger Sales Model” has been the 9th most read article of all time published in the Journal of Personal Selling & Sales Management. 
  • 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.
  • College of Business 2023 Research Mentor Award, Ohio University. 
  • College of Business 2023 Excellence Award in Service Impact for Chairing the ICCIT at the COB, Ohio University. 
  • College of Business 2021 Excellence in Research Recognition, Ohio University. 
  • College of Business 2021 Excellence in Teaching Recognition, Ohio University. 
  • College of Business 2020 Research Impact Award, Ohio University. 
  • College of Business 2020 Excellence in Research Recognition, Ohio University. 
  • College of Business 2019 Faculty Excellence in Intellectual Contribution Award, Ohio University. 
  • Department of Marketing’s 2019-2020 Elite Publication Award (for tenured/tenure-track faculty), Ohio University. 
  • Department of Marketing’s 2018-2019 Elite Publication Award (for tenured/tenure-track faculty), Ohio University. 
  • Department of Marketing’s 2017-2018 Elite Publication Award (for tenured/tenure-track faculty), Ohio University. 
  • Department of Marketing’s 2019-2020 Research Productivity Award (for tenured faculty), Ohio University. 
  • Department of Marketing’s 2018-2019 Research Productivity Award (for tenured faculty), Ohio University. 
  • Department of Marketing’s 2019-2020 Teaching Award, Ohio University. 
  • Program Impact Award, For the Continued Pursuit of World Class Excellence Within The Schey Sales Centre, Ohio University. 
  • Best Reviewer for 2017, Journal of Personal Selling & Sales Management. 
  • Honorary Award for Exceptional Performance during Master’s Studies, Graduated 1st in class, Greek Marketing Academy.