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Nick Panagopoulos, Ph.D.

  • O'Bleness Associate Professor of Marketing
  • Director of Executive Education & International Sales, Ralph and Luci Schey Sales Centre

Areas of Expertise

Sales Analytics
Sales Force Downsizing
Sales Force Performance
Sales Management
Sales and Marketing Strategy
Salesperson Well-being
Solution Selling

Expert Bio

Panagopoulos 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.

His 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. Panagopoulos’ 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, 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.

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

Panagopoulos is a member of the editorial boards of the Journal of Personal Selling & Sales Management, Industrial Marketing Management, and Journal of Business Research 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.  Panagopoulos 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.

He 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).

Expertise at a Glance

Panagopoulos is an expert in sales analytics, sales force performance and sales and marketing strategy. His research has focused upon managerial/strategy issues that relate to sales force management.