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Boosting sales force morale in highly dynamic, complex markets : the role of job resources
Panagopoulos, Nikolaos G.; Hochstein, Bryan; Baker, … - In: Industrial marketing management : the international … 74 (2018), pp. 237-253
Persistent link: https://www.econbiz.de/10011942346
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Sales force reactions to corporate social responsibility : attributions, outcomes, and the mediating role of organizational trust
Vlachos, Pavlos A.; Theotokis, Aristeidis; … - In: Industrial marketing management : the international … 39 (2010) 7, pp. 1207-1218
Persistent link: https://www.econbiz.de/10008668679
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The role of the sales force in value creation and appropriation : new directions for research
Blocker, Christopher P.; Cannon, Joseph P.; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 15-27
Persistent link: https://www.econbiz.de/10009505541
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The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness
Guenzi, Paolo; Baldauf, Artur; Panagopoulos, Nikolaos G. - In: Industrial marketing management : the international … 43 (2014) 5, pp. 786-800
Persistent link: https://www.econbiz.de/10010404086
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How HRM control affects boundary-spanning employees' behavioural strategies and satisfaction : the moderating impact of cultural performance orientation
Onyemah, Vincent; Rouziès, Dominique; Panagopoulos, … - In: The international journal of human resource management 21 (2010) 10/12, pp. 1951-1975
Persistent link: https://www.econbiz.de/10008732156
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When do corporate social responsibility initiatives impact on customer-facing employees? : evidence from India and the Netherlands
Vlachos, Pavlos A.; Panagopoulos, Nikolaos G.; … - In: The international journal of human resource management 25 (2014) 22, pp. 3086-3112
Persistent link: https://www.econbiz.de/10010474939
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Exploring the influence of sales management practices on the industrial salesperson: a multi-source hierarchical linear modeling approach
Avlonitis, George J.; Panagopoulos, Nikolaos G. - In: Journal of business research : JBR 60 (2007) 7, pp. 765-775
Persistent link: https://www.econbiz.de/10003484242
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Can salespeople lead themselves? : thought self-leadership strategies and their influence on sales performance
Panagopoulos, Nikolaos G.; Ogilvie, Jessica - In: Industrial marketing management : the international … 47 (2015), pp. 190-203
Persistent link: https://www.econbiz.de/10011313544
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Does choice of sales control conceptualization matter? : an empirical comparison of existing conceptualizations and directions for future research
Panagopoulos, Nikolaos G.; Johnson, Catherine M.; … - In: The journal of personal selling & sales management : JPSSM 35 (2015) 3, pp. 221-246
Persistent link: https://www.econbiz.de/10011374657
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Sales force downsizing and firm-idiosyncratic risk : the contingent role of investors’ screening and firm’s signaling processes
Panagopoulos, Nikolaos G.; Mullins, Ryan; Avramidis, … - In: Journal of marketing 82 (2018) 6, pp. 71-88
Persistent link: https://www.econbiz.de/10011955024