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Internationalizing sales research : current status, opportunities, and challenges

Panagopoulos, Nikolaos G.; Lee, Nick; Pullins, Ellen; … - In: The journal of personal selling & sales management : JPSSM 31 (2011) 3, pp. 219-242

Persistent link: https://www.econbiz.de/10009270851

Sales force control systems : a review of measurement practices and proposed scale refinements

Panagopoulos, Nikolaos G.; Aulōnitēs, Geōrgios I. - In: The journal of personal selling & sales management : JPSSM 28 (2008) 4, pp. 365-385

Persistent link: https://www.econbiz.de/10003774598

Intraorganizational information and communication technology diffusion: implications for industrial sellers and buyers

Papastathopoulou, Paulina; Avlonitis, George J.; … - In: Industrial marketing management : the international … 36 (2007) 3, pp. 322-336

Persistent link: https://www.econbiz.de/10003450766

Performance implications of sales strategy : the moderating effects of leadership and environment

Panagopoulos, Nikolaos G.; Aulōnitēs, Geōrgios I. - In: International journal of research in marketing : IJRM ; … 27 (2010) 1, pp. 46-57

Persistent link: https://www.econbiz.de/10003960751

Performance Implications of Sales Strategy : The Moderating Effects of Leadership and Environment

Panagopoulos, Nikolaos G.; Aulōnitēs, Geōrgios I. - 2009

What is sales strategy? How and when does it affect performance? This study attempts to provide answers to these overlooked questions by developing a comprehensive conceptualization of sales strategy and examining its impact on sales force and firm performance. Sales strategy was operationalized...

Persistent link: https://www.econbiz.de/10014200894

Customer Relationship Management (CRM) system implementation in sales organizations

Panagopoulos, Nikolaos G. - In: Sales management : a multinational perspective, (pp. 115-146). 2011

Persistent link: https://www.econbiz.de/10008858697

Revitalizing weak industrial products

Aulōnitēs, Geōrgios I. - In: Industrial marketing management : the international … 14 (1985) 2, pp. 93-105

Persistent link: https://www.econbiz.de/10001027980

Linking different types of product elimination decisions to their performance outcome : "project dropstrat"

Aulōnitēs, Geōrgios I. - In: International journal of research in marketing : IJRM ; … 4 (1987) 1, pp. 43-57

Persistent link: https://www.econbiz.de/10001038030

The techno-economic ecology of the product elimination process

Aulōnitēs, Geōrgios I. - In: International journal of research in marketing : IJRM ; … 2 (1985) 3, pp. 175-184

Persistent link: https://www.econbiz.de/10001041184

The management of the product elimination function : theoretical and empirical analysis

Aulōnitēs, Geōrgios I. - In: Advances in business marketing : a research annual 1 (1986), pp. 1-66

Persistent link: https://www.econbiz.de/10001089426